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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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Now displaying: 2016
Dec 20, 2016

The difference between a listing selling in one weekend and selling in months, lies in the pricing, the marketing and systems put in place by the agent. What is the system that can help you sell 100% of your listings, and how does prequalifying your clients help this system succeed? We discuss this with today’s guest Amy Broghamer.

When you price it right and prepare it for market, there’s very little marketing that has to be done other than great photos and a great virtual tour. -Amy Broghamer

Takeaways + Tactics

  1. If you put the wrong client into the right system you’re going to get bad results because it’s not built for them.
  2. Make the client a part of the pricing analysis process. They’ll believe in it and engage with it even more.
  3. There’s the value that a home is worth, but there’s also a strategy which is pricing it properly so that you’re getting more buyers and those buyers compete for the property.

On this episode we discussed:

  • Why pricing and strategy are necessary when it comes to selling all your listings.
  • Prequalifying clients and serving expectations
  • Amy’s system for delivering her strong results
  • Marketing the home and attracting buyers

When you have a system in place for delivering specific results, it functions by having the right clients. It’s necessary to prequalify clients to make sure they are a fit for the system, and to set expectations from early in the relationship. When this is done, and the property is priced right and prepared for the market, there’ll be competition and serious buyers will make offers.

Guest Bio

Amy is a Realtor based in Cincinnati, Ohio. Her selling background is one of her major strengths as a realtor, along with her ability to be direct and honest with her clients as well as caring for their needs as she guides them through what can be an overwhelming time in their lives. Go to  http://amybsells.com/ for more details.

Dec 17, 2016

When it comes to sales, what are the things agents are getting wrong in their intention and use of scripts? What lessons can be learned from NLP, and how can they improve your client interactions? On this episode, we answer these questions with the insights of sales coach, Joel Rico. He shares his expertise on uncovering opportunities, building rapport the right way, and being a better listener to be a better salesperson.

All opportunities are contained inside other people, and they are all hidden inside conversations. -Joel Rico

Takeaways + Tactics

  1. The number one rule of marketing is, do what's working - find what's working for you and do more of it.
  2. The client will always give you the solution - if you listen.
  3. When we let the client be in charge of the style of the conversation, they'll usually let US be in charge of the content of the conversation.

The true purpose of sales is to steer the clients towards what they want. Steering them anywhere before you know what they want is manipulation, and that should never be your intention. For you to find the opportunity within a conversation, rapport, open-hearted listening and influence are necessary. Most agents go into listing appointments with a dichotomy - it’s either a yes or a no, but this mindset makes you miss opportunities. Your intention should be to facilitate a conversation, and through it the client will provide a solution and an opportunity.

Guest Bio

Joel is an engineer, agent and coach. He is the founder of The Truth About Sales. The Truth About Sales is a workshop focused on empowered human communications; How people listen and speak with each other, and how people make decisions. Go to joelrico.com for more information.
Dec 15, 2016

What will the biggest social media shifts and changes be in 2017? How can agents leverage them to grow their businesses? On this episode we discuss social media planning for 2017, and answer questions from viewers.

Micro-content is your bait and it’s at the top of your marketing funnel. -Greg McDaniel


Takeaways + Tactics

  1. If you’re doing active lead generation, social media is a great way to supplement that. It’s not going to replace the need to reach out to people and gain their trust.
  2. Platforms like Snapchat and Instagram are good for branding purposes and entertainment. You will still need a long form platform to show your expertise to people.
  3. For millennials 2017 will see an increase in the importance of ratings and user generated content. There will also be a decline in use, or a move towards specific platforms.


Social media is an important awareness building tool, but it’s not a substitute for picking up the phone and calling somebody. Use it to deepen the connection and the relationship that you have with people so they can become clients. Use Facebook and Youtube as platforms to showcase your knowledge and skills, and short form platforms for entertainment and brand building. Use them the right way and they will boost the impact of your long form content.

 

Dec 13, 2016

What does the average day of a productive agent look like? How can you leverage the quality of service you give to get more referrals? On this episode of Real Estate Uncensored, we answer these questions and provide an important tip about agent confidence.

I’m not afraid of having a conversation doesn’t end in me getting the business. -Matt Johnson

Takeaways + Tactics

  1. Use your database as an army of people with great things to say about you.
  2. When you’re not afraid of the fact that a client might not need your service at that time, it gives you confidence.
  3. When you’re able to have a high level conversation with clients, beyond the nuts and bolts of what you do, you gain trust.

It’s easier to nurture a referral than it is to nurture a lead. When you do your job well and really provide value, getting that referral is as easy as setting the expectation that your good service makes you referable. When you can confidently have high level conversation without obsessing over the outcome - this will make an impact.

Dec 6, 2016

What did it take to make the move from football coaching to running a real estate business closing $53 million? What systems help you start strong and how do bring your value proposition? On this episode we discuss this with Kelly Cook, and also talk about the challenges of expansion, and how he broke into the business with short sales.

Some of the high price point and high PPC cost areas are some of the hardest to expand into, and they are the most in demand. -Matt Johnson

Takeaways + Tactics

  1. Sometimes 10 $1 million dollar homes are better than 1 $10 million home. Luxury doesn’t mean a bigger check, it potentially means more money out and not in.
  2. It’s important to teach agents skills that will propel them down the road.
  3. Down the line, teams are going to start being more dominant than brokerages.
  4. People only see the success, not the trade-offs that have to be made to get there.

On this episode we discussed:

  • Kelly’s team set up and how he got started in the business, starting from being a football coach
  • How Kelly leveraged the position he was in with short sales, and his farming system
  • Lead generation levers on his team
  • The challenges people face in expansion

Our three big value propositions are coaching and training as well as systems and leads. Leads are third for a reason. - Kelly Cook

Luxury doesn’t mean a bigger check. It potentially means bigger checks out and not in. -Greg McDaniel

A multi-faceted, multi-layered approach helped Kelly Cook close $53 million in volume. What got him there was the willingness to do the unsexy, unfun and unseen aspects of the business. It’s also important to be clear on your purpose for expansion, because many agents become obsessed with the higher dollar, higher demand locations. Sometimes the best decision you can make is expanding into areas that aren’t as sexy as the NYCs and LAs of the world. In many cases, 10 $1 million dollar homes are better than 1 $10 million home.

Guest Bio

Kelly is the leader of Kelly Cook Homes. His personal experience as a student athlete & collegiate football coach has provided valuable insight and experience that propelled him in the real estate industry.  As a student-athlete, Kelly played football at the University of Nebraska, participating on the offensive side of the ball at both Quarterback and Wide Receiver. During his tenure at the University of Nebraska, Kelly competed in two BCS Bowls, one Conference Championship game, and one National Championship game. After the conclusion of his football playing career and graduation from the University of Nebraska, Kelly served on the coaching staff at Nebraska and Ole Miss. In 2005, Kelly decided to take the skill set he acquired competing in collegiate athletics and apply it to the real estate industry here in Arizona.  Leadership, integrity, and work ethic are the core competencies of Kelly Cook and the Kelly Cook Real Estate Group. Go to kellycookhomes.com for more information or call 480.442.9868
Dec 2, 2016

If we could go back to when we got started in the business, what would we change and do differently? What lessons have we learned from our experiences? On this episode of Real Estate Uncensored we discuss early mistakes and the lessons they gave us.

I would have gone into the business without an ego. I would have listened to advice from industry leaders and gone to find a market place that looked like me. -Greg McDaniel

Takeaways + Tactics

Telling clients saying “I’m going to be available 24/7,” isn’t even a competitive edge because everyone says it, and you can’t even follow through on it.

Humble yourself enough to ask for help. The fear of looking stupid can stop you from moving forward.

Partner with an agent with a similar mindset but is further along the path so you can learn from them.

 

On this episode we discussed:

  • How to deal with neighbors trying to sabotage a listing
  • Nurturing leads and the importance of follow up
  • Ego, pride, fear and other negative mindsets that hold you back
  • Bringing value and having faith in your path

Key Quotes 

Not seeing the dots connect shouldn’t stop you from moving forward. -Greg McDaniel

Release ego, pride and fear. The unwillingness to look stupid holds you back. -Matt Johnson

 

The things that get in the way of success have a lot to do with mindset. Ego, fear and pride are examples of this. Use your mental mechanics to keep your mindset right and lead with value. Even when you don't have clarity about the path you’re on, commit to action and have faith that the dots will connect.

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.
Dec 1, 2016

What do fear, stress and anxiety tell us about our circumstances and more importantly ourselves? On this episode of Real Estate Uncensored, we discuss fearless intelligence, understanding your fear, managing stress and getting out of the negative fog of our own thoughts with Michael Benner.

Nobody ever hit a home run by thinking they don’t want to strike out. -Michael Benner

Takeaways + Tactics

Real leadership comes from empathy, and you can’t have empathy if you don’t know the truth of who you are.

We are our perceptions of the world, our behaviors, our emotional feelings and our thoughts. The fifth aggregate is awareness and it overshadows the other four.  

It’s important to recognize that fear isn’t a sign of danger, but an indication of the brain requesting more information.

On this episode we discussed;
  • how we live in a trance informed by our distorted realities
  • leadership and empathy
  • How to attract what you want, not what you don’t want
  • Fearless intelligence and equanimity

Key Quotes

The biggest fear in the world is “who am I?” -Michael Benner

What people call goals are usually attempts to avoid what we don’t want. - Michael Benner  

The peace and wisdom we need is already within us, but you need to let go of everything that is not love, truth and wisdom. -Michael Benner

 

The reason people don’t know what they want is they don’t know who is doing the wanting, so everything starts with knowing yourself. The first step to knowing yourself? Remember you are not what you think of yourself, but rather what you care about. You have the power to control your future, but fear makes us unaware and less intelligent. Ultimately, fear and stress are controlled by contemplation, meditation, relaxation and whether you let it hold you back or move you forward.

Guest Bio

Michael Benner is best known throughout Southern California for his popular talk radio programs. Since 1977, he has hosted news and talk shows on KABC-AM, KLOS-FM, KLSX-FM, KCBS-FM, KRLA-AM, and KPFK-FM. His KPFK talk show was the only radio program featured in the L.A. Weekly's "Best of 2000" issue. In 1987 Michael left broadcasting as a full-time profession to begin his own business, Personal Development Strategies. With offices in Glendale, he provides consulting and training to individuals, couples, and businesses

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.
Nov 30, 2016

What did it take to make the move from football coaching to running a real estate business closing $53 million? What systems help you start strong and how do bring your value proposition? On this episode we discuss this with Kelly Cook, and also talk about the challenges of expansion, and how he broke into the business with short sales.

Some of the high price point and high PPC cost areas are some of the hardest to expand into, and they are the most in demand. -Matt Johnson

Takeaways + Tactics

  1. Sometimes 10 $1 million dollar homes are better than 1 $10 million home. Luxury doesn’t mean a bigger check, it potentially means more money out and not in.
  2. It’s important to teach agents skills that will propel them down the road.
  3. Down the line, teams are going to start being more dominant than brokerages.
  4. People only see the success, not the trade-offs that have to be made to get there.

On this episode we discussed:

  • Kelly’s team set up and how he got started in the business, starting from being a football coach
  • How Kelly leveraged the position he was in with short sales, and his farming system
  • Lead generation levers on his team
  • The challenges people face in expansion

A multi-faceted, multi-layered approach helped Kelly Cook close $53 million in volume. What got him there was the willingness to do the unsexy, unfun and unseen aspects of the business. It’s also important to be clear on your purpose for expansion, because many agents become obsessed with the higher dollar, higher demand locations. Sometimes the best decision you can make is expanding into areas that aren’t as sexy as the NYCs and LAs of the world. In many cases, 10 $1 million dollar homes are better than 1 $10 million home.

Guest Bio

Kelly is the leader of Kelly Cook Homes. His personal experience as a student athlete & collegiate football coach has provided valuable insight and experience that propelled him in the real estate industry.  As a student-athlete, Kelly played football at the University of Nebraska, participating on the offensive side of the ball at both Quarterback and Wide Receiver. During his tenure at the University of Nebraska, Kelly competed in two BCS Bowls, one Conference Championship game, and one National Championship game. After the conclusion of his football playing career and graduation from the University of Nebraska, Kelly served on the coaching staff at Nebraska and Ole Miss. In 2005, Kelly decided to take the skill set he acquired competing in collegiate athletics and apply it to the real estate industry here in Arizona.  Leadership, integrity, and work ethic are the core competencies of Kelly Cook and the Kelly Cook Real Estate Group. Go to kellycookhomes.com for more information or call 480.442.9868

Nov 30, 2016

There a several marketing levers that can maximize database relationships and build brands. Events, networking and podcasting are three of these levers. What tactics can you apply to them to help you build credibility? We discuss this with guest Mike D’Ambrosio.

Once you start prospecting business through things you are interested in, you don’t feel like you’re working so much. -Mike D’ambrosio

Takeaways + Tactics

You might not be able to link a specific deal to your podcast, but consistent podcasting does replaces credibility issues with social proof.

Client events are a chance for you to touch base with people at multiple stages of the process.

Networking isn’t just about handing out business cards, it’s about building relationships. You can do so by being on industry boards and giving your time back to the community.

On this episode we discussed,
  • If doing open houses is working for free
  • Client events and how they boost your marketing
  • Podcasts and how they help you build your brand
  • Networking and giving back your time
 
Networking, events and podcasts are like any other piece of media, they destroy credibility issues. Frequency, volume and consistently being out there attracts people to the brand and that draws them into your world.  This gives you a chance to provide value at different stages of the relationship by giving a sample of what you do, and proving why you are different and better.

Key Quotes

You have to take people through the progression of not knowing you to knowing you. There’s a series of steps and you have to provide value at every step along the way. -Matt Johnson

Podcasts help you build the brand, and the brand attracts people and it can sometimes be that clincher that draws them into your world. -Matt Johnson

 

Guest Bio

Mike D’Ambrosio is a Real Estate Professional focusing on multiple aspects of real estate in the Silicon Valley. His specialties are helping clients buy and sell residential, commercial and development projects throughout the entire Silicon Valley. Go to http://mikesellssiliconvalley.com/ for more information and listen to his podcast here.

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.
Nov 28, 2016

Depending on who you trust for information, homeownership is the only path to wealth and security. But are we getting enough information to make informed choices about this big decision? On this episode of Real Estate Uncensored, we talk to real estate experts and co-authors John Agostinelli and Chris Michaud. They share insights on the real estate crash from inside the industry, and whether homeownership is the right path for everyone.

One of the main underpinnings of the economy is confidence. If we keep the confidence up, spending keeps going up. Bad things happen when confidence goes down. -Matt Johnson

Takeaways + Tactics

Agents have to educate themselves beyond what the media and vested institutions say about homeownership so they can better inform clients.

When people calculate the benefits and costs of home ownership, they rarely calculate the lost opportunity cost of the money that went to the downpayment.

When it comes to homeownership, don’t max out, buy about 80% of what the bank says you should.

On this episode we discussed;
  • The crash: what John and Chris learned from the inside and the disconnect between what the media was saying and what was happening.
  • Advice for real estate agents from John and Chris’ perspectives
  • The real estate industrial complex and the vested interest groups that are self-motivated to prop up housing
  • The truth about homeownership you won’t hear from the media
  • Recommended reading

Key Quotes 

Homeownership isn’t always a great investment especially if you take into consideration the operational and maintenance costs of the house. -John Agostinelli.

It’s been believed by the political class that homeownership is a good way to bridge the wealth gap. -John Agostinelli

People don’t look at homeownership as a business. They don’t look at it as an investment property but rather a consumer good, an expense and a way of buying into a lifestyle. If you follow the media, the message that is widely given to consumers is that homeownership is a path to wealth. However, there is more to this picture and it’s necessary for agents to be informed, so they can inform their clients of the best path for them. Be candid with your buyers, not just about the price of buying a home, but the costs too.
Guest Bio

John Agostinelli has over 25 years experience in banking and real estate industries having worked at the FDIC examining the causes of bank failure and managing foreclosures in Massachusetts, NH and RI. He is also a real estate investor, speculation home builder and rehabilitates properties which helps communities to recover from the blight and regression caused by distressed properties. He is a guest speaker, author, real estate expert witness and real estate investment coach.

Chris Michaud is a 30+ year veteran of the real estate business as a real estate investor, broker and industry insider with some lobbying experience at the state and national level. He’s a sought after guest speaker and author. He was a past state REALTOR President-elect, an investor coach and trainer of the RealInvest Profit System.

For information on Chris and John’s upcoming book go to easymoneyamerica.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.

Nov 26, 2016

When it comes to intensifying your sales approach and methods, how do you work from the ground up and how do you make sure you’re doing everything in your power to influence your own success? On this episode, we discuss the mindset, activities and considerations that make up a radical sales strategy with Lucas Barra.

Can you answer the question of what makes you better than or different from other people? -Matt Johnson

Takeaways + Tactics

Be comfortable with giving information for free, but be careful about what you give away. Make them understand that they can learn even more by working with you.

The response and verbage of someone who is committed is different from the verbage of someone who isn’t. There’s a big difference between saying, “I need to” and “I’m going to.”

Know who you are, understand how to leverage that, add the mindset and goals, then work on getting better daily.

On this episode we discussed:
  • The importance of gearing your sales conversation towards the buyer
  • How to get the mindset right for making your dreams come true
  • How coaches figure out how committed you are to achieving your goals
Key Quotes 

Solopreneurs lack someone who will tell them the truth and tell them from both sides. -Matt Johnson

When you’re not meeting your goals, your subconscious and conscious minds are not aligned. -Greg McDaniel

Commitment is key when it comes to excelling at sales. Coaches can identify through your verbage and language, whether you’re just interested or actually committed and motivated to do the work and make the changes. Attitude matters, and it is informed by what you say to yourself, how well you know what drives you, as well as knowing what makes you better and different from everyone else.

Guest Bio

Lucas is a blogger, founder and host of DreamChasers Podcast and a Sales Professional for Vistage International-The World's Leading Chief Exec Organization. Dreamchasers gives millennials the tools, resources, and inspiration to create a life of their dreams. Go to schoolofdreams.co for more info or email lucas@radicalsalescoaching.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.

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.
Nov 25, 2016

On this episode of Real Estate Uncensored, we answered questions from the Led Gen, Scripts and Objections group, and we also went into detail about the power of the abundance and growth mindsets, and how we personally adopt these in our lives and businesses.

You don’t want to interact with that client or lead as if it’s the only opportunity you’re going to get. -Matt Johnson

Takeaways + Tactics

Adopting an abundance mindset silences the fear of missed opportunities. Don’t treat every opportunity like it’s the only shot at success you’ll get.

Much of what we watch and read on the news draws from a scarcity mindset. Learn to filter this out and have greater control over your destiny by creating your own economy.

You won’t always have control of the quality of leads. But what is in your hands is your follow-up system and the pre-work you do to make people know and like you.

On this episode of Real Estate Uncensored we discussed;

  • Client communication and avoiding the feeling of service insecurity
  • How to handle the “I already know the value of my home” objection
  • The scarcity mindset vs. the abundance mindset
  • How to avoid absorbing a scarcity mindset from the news

Key Quotes 

Surround yourself with people with the growth and abundance mindset. -Matt Johnson

Replace words like I can’t, I won’t, it’s hard, I don’t believe, I’m a skeptic and I don’t like it with positive terms like I can, I am, I believe, it’s done, I can do it and I can do anything. -Greg McDaniel

It has been proven that the brain responds more to the negative than the positive. Positivity in the form of the abundance and growth mindsets help you overcome the negative. This is important when you face challenges and miss opportunities. If we let ourselves absorb a scarcity mindset, we limit ourselves and get in our own way to success.
 

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.

Nov 18, 2016

The real estate industry requires agents to work hard at providing their service while going above and beyond to set themselves apart. With so much competition, what does it take to become the natural choice for potential clients, and how can you use content to achieve this? On this episode of Real Estate Uncensored, our guest Erik Brown talks about how he sets himself apart through ACE level marketing.

I look at our business as an assembly line from lead, to appointment, to meeting, to client, to closing and referral. The real gold is the in-between. -Erik Brown

Takeaways + Tactics

Real estate success is about taking advantage of the in-between phase in the selling process. It’s important to nurture relationships during that time.

People are going to start their research online. If you initiate the relationship there and add value, you’ll convert that relationship.

You won’t always find success in that first year and that’s okay, remember that production progresses with time.

 

On this episode we discussed:

  • Questions to ask when interviewing people who will be taking over your business
  • The impact of internet leads on Erik Brown’s business
  • Using BombBomb for emails and personalizing video emails
  • How to use rejection to fuel you
  • What works in Minnesota vs. what works in California
  • ACE Level marketing

 

People have to like us, trust us and want to do business with us. The like comes first. -Erik Brown

There are some forms of content where it’s not about the end consumer actually consuming it, it’s about the experience of being hit in the face with it. -Matt Johnson

 

ACE level marketing is the blend of Authority, Celebrity and Expertise and it is the key to differentiating yourself from other agents. Erik chooses to publish a book because, unlike postcards or business cards, it’s something that gives the consumer real value and something they can always refer back to. The goal is constantly adding value so that they think of you when they want to have the conversation of selling.

Author and Realtor Erik is outside the box and comically questions authority, but just as important, he is a determined and efficient professional. His thought provoking and detailed analysis of the home buying and selling process has earned him speaking engagements across the country. Every year, he and his agents work with hundreds of home buyers and sellers to fulfill their dream. Go to http://erikrbrown.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.
Nov 14, 2016

As social media continues to become a tool for business, what opportunities does Snapchat have for agents and how can they go about creating content that gets people to take notice? On this episode, we discuss the Snapchat trend and Pinterest with agent and marketing expert Dustin Brohm.

When you’re creating content of any kind, you never want it to be all of one thing, all the time. -Dustin Brohm

Takeaways + Tactics

Social media is about finding the channel that’s right for you and the right content mix.

Snapchat is a great platform to create content you can use multiple ways and feed into other platforms.

If you’re a blogger Pinterest can be a huge driver of traffic, especially when you have high quality photos.

On this episode we discussed;
  • Using Snapchat for brand recognition and showcasing your personality
  • How to create Snapchat stories that stand out and why your content needs to be real
  • How to use Pinterest to drive content generation and traffic
  • How to make it easier for people to find you on Snapchat

Key Quotes 

If you’re telling a story people want to get to the end of, you can make your Snapchat story as long as you want. -Dustin Brohm

Getting instant business from Snapchat depends on whether you’re an influential person in your sphere of influence. -Dustin Brohm

 

Snapchat is valuable because it allows people to really get to know you and, people want content that looks and feels real, not highly polished and produced stuff. They want stories, not advertising. If you’re creating bad content and repeating yourself, your content won’t have an impact. On the other hand, if it’s good, valuable stuff people will definitely watch it.

Guest Bio

Dustin Brohm is a top Salt Lake City REALTOR, nationally-published blogger, smart home expert, entrepreneur, and founder of SearchSaltLake.com; a website & blog serving and educating home buyers and sellers in Salt Lake City, Utah. Dustin loves new technology, and is an expert on using that technology to have the most effective real estate marketing possible. Go tosearchsaltlake.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.

Nov 13, 2016

Success with expired listings requires agents to first break through what stopped the house from selling in the first place. What scripts and methods can you apply to ensure success and bring the prospect to their goals? On this episode of Real Estate Uncensored, we discuss this with Melanie Ferguson and learn her method for helping prospects self-discover.

It’s not so much what you say than what you don’t say. When you don’t say something,  you plant the seeds with the questions you asked the prospect. -Melanie Ferguson

Takeaways + Tactics

The person that feels best after a conversation is always the person who talked the most. Let the prospect self-discover by letting them do most of the talking.

When a prospect vents their frustration, use it as an opportunity to learn more about their needs.  The feel, felt and found script is effective in this case.

On calls, it’s more important to know what you shouldn’t say than what you should say.

 

On this episode we discussed:

  • Programs you can use to create great market reports
  • Why calling higher price prospects isn’t as scary as you think
  • A script for getting on a call for an expired listing and a script for redirecting the prospect’s frustration
  • How to be a sounding board and why that helps you do a better jo

Key Quotes 

Don’t get off the phone without a yes, or an agreement on something. -Melanie Ferguson

Don’t throw anyone under the bus say, “I understand”. -Melanie Ferguson

 

Sometimes the most important thing to know in prospecting isn’t what you say. It’s knowing what you don’t say and the moments you have to say nothing. By being a sounding board and getting them to vent their frustrations - they will be more open, more trusting and you will empower yourself with information that will help you get their house sold. Remember silence is the sunshine that will let the seeds you plant grow.

Guest Bio

Melanie Ferguson has a great reputation in the residential home market representing the interests of both Home Buyers and Sellers. She is committed to helping clients achieve their objectives in the marketplace through attention to detail, personal integrity and experience whether it is for personal property, investment properties, or referrals. Go to mustardseedmethods.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.

Nov 9, 2016

On this special Halloween themed episode of Real Estate Uncensored, we talk real estate horror stories from our careers. We also answer questions on client appreciation events, door knocking scripts and getting data for prospecting.

If 5 people show up to your event that’s great. If 1 person shows up even better, that’s an opportunity to really build an in-depth friendship. -Greg McDaniel

Takeaways + Tactics

Agents often say the data for prospecting sucks when it comes to making phone calls, but that’s to be expected. The average contact rate is 7-10%.
 
If you want to have an effective website, first get a really good Facebook page up and running. Create posts, comment, be active.
 

Slight adjustments to verbage can change how a customer responds. For example, changing “who do you know who might be buying or selling” to “do you know anyone who is buying or selling?”

 
On this episode we discussed:
  • The best door knocking script for a just sold
  • The impact of changing verbage in a script
  • A strategy for client events
  • Real Estate horror stories

Key Quotes    

The more time you spend on a prospecting system, the more you’ll get out of it. -Greg McDaniel

Don’t view it as a failure if fewer people come to your event. -Greg McDaniel

 

Don’t underestimate the power of slightly and effectively adjusting your verbage when you approach clients. One word can actually be the opening for you to get valuable information. When it comes to prospecting, remember bad data and no answers are part of the game. The more time you spend on a prospecting system, them more you’ll get out of it.

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.
Nov 7, 2016

When a hardworking agent realizes they are maxed out, it’s time to get some help from the world of admin. What’s the first step for finding the right person, what are you looking out for in the interview, and what are common hiring mistakes people make? We discuss this with agent and hiring consultant Linzee Ciprani.

 
Solving problems and avoiding problems are two very different things. -Matt Johnson

Takeaways + Tactics

In the interview process, you’re looking for the candidate to be able to talk you through their thinking process, so you know how they’ll tackle the issues you want solved.

You’ve been calling your sphere for real estate stuff already, why wouldn’t you call them to ask about an assistant?

Make an “I hate to do” list and take those things off of you by getting help.

If you stay away from friends and family, you don’t risk damaging things.

 

On this episode, we covered:

  • Linzee’s team and lead generation system
  • How to go about from hiring an assistant by reaching out to your sphere
  • The difference between solving problems and avoiding them
  • Why to avoid hiring friends and family as your admin
Key Quotes

You know in your gut when you’re not giving good service. -Linzee Ciprani

When you’re hiring an assistant, you’re looking for someone who really wants the result, which is solving the problem, not taking putting it back on your plate. -Matt Johnson

 The whole point of getting yourself some assistance is to take the work you hate off your plate. The thinking process of the person you’re hiring is important, because it determines whether they are driven to solve your problems or just fling them back on your already full plate. The right person will be willing and able to take as much as possible of your plate without constant management and fixing from you.

Guest Bio

Linzee Ciprani is an Owner/COO in the Jesse Johnston Team, Keller Williams Real Estate- West Chester where her proven systems and recruiting methods have taken their team to a new level since coming on board in April of 2015. Ciprani Consulting was launched out of Linzee Ciprani’s home in 2014.  She had left a fabulous position with one of the top Real Estate Agents in her area to build her own business.  Ciprani Consulting was quickly born once multiple Agents in the area sought Linzee’s help in hiring and training their next Administrative Assistant. Go to http://cipraniconsulting.com/ for more info or email info@CipraniConsulting.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.
Nov 6, 2016

The real estate industry has benefitted heavily from tech innovations and software. What can the modern agent add to their daily routine to streamline and optimize? On this episode we talk to agent and tech expert Andres Segovia and get his perspective on current tech and what’s in the pipeline.

The further high-tech goes out, high touch will always have an impact, and it might actually increase the impact of the high touch conversation. -Matt Johnson

Takeaways + Tactics

A lot of software is trying to be as backwards compatible as possible, because tech companies realize they have the specs and just need to boost the software.

The biggest changes and innovations to anticipate will be in software and not hardware.

Smart watches like the Pebble are great for business owners on-the-go because they allow you to triage your emails, and see what’s worth attending to immediately.

On this episode of Real Estate Uncensored we covered;

  • Two tools to help you manage email better
  • Wearables like smart watches and how they can help business owners prioritize
  • How tech can change the way agents show properties
  • How a lot of antiquated platforms are making way for new innovations
  • Virtual reality
  • The future of tech and innovations we’re excited about

I think we’ve reached a plateau when it comes to hardware, I’m excited about where software is going. Andres Segovia

Technology should help us work smarter, not harder. Andres Segovia

Real estate agents have to be able to work the balance between high-tech and high touch, making sure that the high-tech enhances the high touch aspect of the job. We’re going to witness more innovations in software, and these will continue to help us work smarter, not harder because that’s what technology should do.

Andres Segovia has over 10 years of experience serving in the real estate industry. Having been involved in his family-owned construction business at an early age, Andres is also knowledgeable on construction and reparability giving him a keen eye on property walkthroughs and investments. Andres runs a seasonal technology review series targeted at helping his fellow agents and business professionals improve their productivity, become more efficient, and in turn, increase their value to customers. For more info, go to http://segoviares.com/ or email andres@segoviares.com and follow him on Twitter @segoviares and @thenewsreel.

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.

Nov 2, 2016

Follow convention or blaze your own trail? Those are the choices we’re faced with, especially when it comes to carving out the professional path. With so much pressure to take the beaten path, how do you ignore the crowd and successfully do what suits your needs, aspirations and personality? We discuss this with coach, speaker and entrepreneur Hank Avink.

Turn the volume up on who you are, this might push some people away but it will draw in the right ones. - Hank Avink

Takeaways + Tactics

Our ability to recover quickly from failure is connected to not letting the bad things that happen stick to us.

If you have a mindset of gratitude, hustling, servant leadership and quick recovery when you get knocked down, you can make it.

The problems people face in real estate are because of lack of communication, setting the wrong expectations or having too many leads.

People have as much dysfunction as you do but they just stayed with something consistently enough to have success.

On this episode of Real Estate Uncensored we discussed:

  • How to look at failure and recover faster to get back in the game
  • Learning not to let the bad things that happen stick to you
  • How to turn up the volume on who you are
  • What to move towards if you’re going away from the conventional
  • The importance of gratitude
  • The biggest problems in real estate and how to solve them

Get perception and reality on how much gratitude you should have. -Hank Avink

Have you written down the standards for when you will or won’t work with a client? -Hank Avink

To blaze your own trail, you have to have the confidence to turn up the volume on who you are to draw the right people in. If you set higher standards and expectations, and fine tune your communication, your business will be streamlined to avoid common problems in real estate. Connect with people by aiming to elevate every conversation you have. Invest in coaching so that you pay the price and learn from the experiences of other people, without having to pay the cost.
 
Guest Bio

Hank is the Founder and Head Coach of National Coaching League. He is also a realtor in the Kalamazoo, Portage, Richland and Schoolcraft area. Find him on Facebook to get in touch about coaching.

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.

Nov 1, 2016

The addition of ISAs to your team can help you leverage and take tasks off your hands.  How do you handle recruitment, training, motivation and accountability to make sure they hone their craft and stay on task? This week, we discuss this with ISA expert Dale Archdekin.

If you look for the skills set, distill your craft and test for existing experience that will lead them on the path to being craftsmen. You will have assassins as ISAs, not phone monkeys.  -Dale Archdekin

Takeaways + Tactics

50% of what your ISA is going to do is going to be long-term nurture.

Hiring an ISA means being completely in charge of training, accountability and managing them. If you can’t dedicate enough time to that - it’s better to hire a third party company.

When ISAs struggle to meet targets, the leader has to retrace their steps to where they failed in the process, whether it’s training, accountability, tracking or communication.

On this episode we covered:

  • A Lead Gen and Objections group question about the right time to hire an ISA.
  • High volume recruitment and other steps for sourcing and training great ISAs
  • Team accountability and motivation
  • How Dale grew his team to 9 locations
  • Personality profiles and suitability for the ISA role
  • Leading and managing ISAs, especially when mistakes are made

Sales agents need warm inbound leads coming in. Dale Archdekin

An ISA is going to fail if they then can let someone off the phone without asking all the questions. Dale Archdekin

When you’re looking for an ISA, you want an assassin and not a phone monkey. They need to be able to nurture long-term leads and be on the path to being craftsmen. Look for individuals with an existing sales skills set, and when you lead, lean on the training, accountability, tracking and communication.  
 
Guest Bio

Dale Archdekin is a marketing strategist and lead generation specialist focusing on forging better relationships between the Philly Living team and their clients and soon-to-be clients. His unique blend of innovative marketing techniques from various industries, Internet visibility, and just plain logical conversation with clients combine to push the already award winning Philly Living Team to higher and higher levels of success.

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.

Nov 1, 2016

According to business coach Asha Mankowska, your niche, niche, niche can make rich, rich, rich. How do you choose your niche, set yourself apart and brand yourself to attract the ideal client? We discuss this with Asha and get her expert tips for building wealth from your niche.

 
Your ideal client will want you, need you and be willing to pay for your advice. -Asha Mankowska

Takeaways + Tactics

The point of content is credibility building. When people research you, and they don’t find that content, you lose them.  

To build your personal brand, ask yourself these questions. “What is my real passion, what challenges have I gone through, what issue can I resolve for my client and how?” Most importantly ask, “where can I find proof of these results?”

Use Facebook to attract clients by engaging with people using your expertise, joining groups and participating in relevant online conversations.

On this episode we discussed:
  • Attraction strategies on Facebook, and how you can do business with people you already know.
  • The cumulative effect of posting content online and the importance of third party testimonials.
  • The power of finding and connecting with your ideal client.
  • How to desensitize yourself to the word No.
  • The questions you should be asking yourself when you’re building your personal brand.

If you’re confident with what you’re sharing and passionate, you create charisma. - Asha Mankowska

The things you should talk about should be in line with your passions. You’ll never run out of things to say. -Matt Johnson

Your niche has a lot to do with your passion and your ideal client. Your passion is what you can talk about for hours, and what you can put into content. Your ideal client is someone you share common ground with in terms of values, determination, commitment and their ability to be a partner. If you want to know the best example of your target market, look in the mirror.
 

Guest Bio

Asha is a Transitional Life Coach, Guidance Counselor, Intervention Specialist, as well as an Innovator and Motivational Speaker. Asha is a born entrepreneur launching her first business at the age of 21 when she was at her second year of Law. She was very successful in building 3 companies in Europe from the ground up and helping clients from several countries. Go to http://yourfavoritebusinesscoach.com/about-asha/ 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 31, 2016

The conversion percentage of your listing presentations has an impact on how well your business does. How can an agent improve their skills and presentation to make getting that win more likely? On this episode we discuss the tactics, strategies and questions that can multiply your ability to excel in the presentation.

People who are really good with listing presentations are also great before they even show up for the presentation. -Matt Johnson

Takeaways + Tactics

In the pre-listing presentation, aim to give the potential client a psychological advantage by making them feel in control of their surroundings.

To succeed, choose the ideal method for your personality, market and area. Focus, plough through resistance and keep working that method.

If you’re not winning with your listing presentations, you’re either going for the wrong appointments or you don’t have the skills when you show up.

This episode of Real Estate Uncensored covered;

  • Shiny object syndrome: why people jump from idea to idea and strategy to strategy without giving one enough time to develop.
  • Goal setting and why it’s important to have goals written down and constantly revisited.  
  • The top 5 questions you should ask during a pre-listing appointment.
  • How to make a client feel in control of their surroundings in pre-listing appointments.
  • How to improve conversion percentage when it comes to listing presentations.

People chase shiny objects because they don’t have a destination for their business. -Matt Johnson

The weakness of many agents is that they don’t stay in a state of curiosity and start dictating to the potential client, instead of asking questions. Greg McDaniel

 

What do the agents with a high conversion percentage have in common? They take the steps to succeed before the very first pre-listing appointment even happens. They also ask the right questions and know that the timing for asking for business is critical. Your intention for listing appointments should not be to close - it should be to create an opening, and you do this by leading with value.

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 25, 2016

The jump from being a solo agent to team leader can feel like a huge leap without the right support and tools. How did Lee Barrison attract so many agents in such a short time? On this episode of Real Estate Uncensored Lee shares how he attracts, trains and onboards new agents.

You can only take time with people who are willing to grow, grow your business and help you grow your dream. Greg McDaniel  

Takeaways + Tactics

Even though the market shifts, it is cyclical. The best agents stay ahead by sticking with the basics.

The separation of the buyer agent/listing agent roles isn’t always necessary. Agents should be able to be both.

A key part of training new agents is making sure they internalize their scripts before they go out on buyer consultations.

 

At the start of the show, Lee shared how he worked on becoming a better salesperson and how he was able to transition from working on his own as a solo agent to having his own team. He also talked about how he built his 12-person team and how he trains them on a 90-day program. Towards the end of the show, we discussed celebrating success and also why it’s important to work with people who will help you grow business and grow your dreams.  

Maximizing your results is all about being a master of the real estate basics. When you switch to running a team of agents - it becomes even more important to get them onto the system and keep them motivated. On a 90-day training program they can master scripts, learn the system and ultimately work their way up to being independent. Once those skills kick in an agent is market ready. 
 
Guest Bio

Lee has worked in Real estate for over 13 years and closed over 600 successful transactions. His passion for the business makes it easy for him to make a full-time commitment to his clients. By combining personal, one-on-one attention with dynamic web and e-mail resources, he provides 24/7 market coverage for all of my clients. Get in touch with Lee on Facebook or call him on 6612136857.

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 24, 2016

Open houses aren’t just for finding a buyer for a specific listing, they can actually be the perfect place for agents to grow databases, convert and prospect. How can an agent ensure they are attracting people to open houses and creating opportunities for high conversion? We chat with Forth Worth agent David Pannell and pick his brain about his success with open houses.

If you’re doing social and giving good content, people will always keep you top of mind. -David Pannell

Takeaways + Tactics

Hiring a setup and clean up team for open houses will give agents the time and space to focus on prospecting.

Pre-framing and telling the client how you work and how to protect their valuables at open houses will provide clarity.

Leverage the time you put into your business by sharing your activities on social media. It gives people the proof that you are active and relevant.

Don’t expect business immediately from Facebook advertising. Use it to create a C-team database and build your influence, and the results will bounce back to you in time.

At the start of the show, David Pannell gave us an overview of his background. Next, we talked about his open house strategy and how he bolsters it with social media content that always funnels the consumer back to the website. He also went into detail about how he ensures that agents are prospecting at the open houses and how he uses Facebook advertising to fill up his pipeline for future business. Towards the end of the show, David talked about creating social proof by leveraging your business activities.

If agents are spending time dealing with the tasks of getting the house ready for a launch, they don’t get to prospect, so having someone take care of that can increase conversion. Everything the client expects from the open house should be pre-framed by the agent so that there is clarity and accountability from the start.  

Guest Bio

David sells real estate in Fort Worth. His team has created a network and a community that Like's & Shares what they are doing. He helps Realtors with VIDEO marketing in their listings, their communities and local business. The team is excited to express through all types of social media; especially VIDEO media. For more information go to CitiesRealEstate.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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