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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: October, 2016
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.

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.

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