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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: 2017
Jun 23, 2017

Many agents pass up on lucrative wholesale deals almost every day of their careers. What are they missing in order to capitalize on those deals? What tools need to be taken into account when branching out as an investor? What are the benefits of being versatile in real estate? These and many more questions are answered in this week's episode with Tom Cafarella, who shares the secrets to his success.

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Takeaways + Tactics

Keep a big database of potential sales.

Only 1 out of 10 people sell at a discount - know what to do when you meet a discount seller and capitalize on it.

Always take advice with a grain of salt.

 

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At the start of the show, Tom shared how the integration of virtual ISAs has helped his company hit upwards of 600 - 800 calls a day, and how this has increased their cold calling efficiency. Next, we got a brief tip from Gene Volpe regarding Feedly - a content aggregator from common news sites and RSS feeds, which can be utilized to generate engagement with content. Afterwards, Tom shared his experience with wholesaling and his experience with real estate agents' reluctance to take on investing. He also touched on why agents shouldn't take rejections personally and staying focused on the long-term goal. Towards the end he shared his tips on effectively using databases to get sales in the future.

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Tom also discussed;

  •   His ideas about the Real Estate Mogul podcast
  •   Why agents need to be versatile and consider branching out
  •   How to reach prospective sellers
  •   The role of emotions in real estate marketing
  •   Factors to take into account before deciding to invest in a property

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Staying afloat in the real estate business requires constant innovation and self-motivation to do better every day. Sellers will expect you to know what's best for them - and you need to combine that knowledge with what's best for you as an agent. Don't miss on opportunities for self-development that could give your business a real boost. Part of real estate is about the technology you use in your marketing, but an even bigger part is the constant strive to do better and reach the maximum limits of your potential.

 

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Guest Bio-

Tom Cafarella is the owner Ocean City Development that purchases, renovates, and resells properties in the Boston, Massachusetts area. If you have a property, then Ocean City Development may be interested in it - whether it's a small family house or a 10 unit property. Tom knew he wanted to be in real estate from a very young age and although he has been discouraged a few times down the road, he has now achieved his goal, working with Ocean City Development and buying over 50 properties a year. His work philosophy boils down to: People who like what they do do it better. Read more at http://tomcafarella.com

 Free download Call-to-Action - 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.

Jun 22, 2017

Fulfillment, passion and joy are missing from our business planning. How do these things affect our success over time? Why is sleep the key to the answers we’re really looking for? Why is it important to ramp down to bed? On this episode, James Colburn shares how he turned his life around and found fulfillment in his life and business. He also shares on why sleep is so important to us getting better!

Takeaways + Tactics

YOU are already enough - you don't need to chase “enough-ness".

Freedom happens because you create structure, which builds habits, and those habits create freedom.

Real estate is as simple as talking to people and listening for CHANGE - and social media is a dream scenario for listening for change in people's lives.

 

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At the start of the show, James shared the journey he took to finding fulfillment, passion and joy in his business. Next, we talked about the importance of knowing what a million dollar would look like, and we also shared on the importance of knowing that you are enough. Towards the end of the show, we talked about the importance of having a set start to the day.

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James also shared on;

  • Why it’s wrong to use fear as your fuel
  • Why freedom actually comes from structure
  • The science of sleep and what we can learn from Einstein
  • How you access miracles

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Too often we get lost in the next transaction, and the next deal that we forget about what truly matters. We actually owe it to ourselves to put fulfillment first, and ask the questions that set us up for a successful future. Freedom happens because you create habits, and those habits over time, become things you don’t even have to think about. It’s important to build a life that fulfills you internally. Ask yourself questions at the end of the day, and in the morning, listen for your answer and it will be delivered to you.

 

Guest Bio-

James’s core commitment is to human potential. This driving force compelled him to write RESUCCEED. For James, he believes the purpose of life has all to do with avoiding the trap of survival success which offers little to no fulfillment, passion, and joy in life. James challenge a life of a purpose where we are moved to contribute beyond ourselves, to fully show up in our lives, and fully integrate our talents and skills with our purpose, our meaning, and what brings us joy. With over two decades of executive and entrepreneurial experience including nonprofit leadership and oversight, real estate investments, for profit and nonprofit marketing design and implementation and business development consulting, James offers a unique and refreshing approach to his work and all of our potential. His direct approach is centered in the practical and approachable for every day, already successful but real people looking for that edge, that area of improvement that dispels the myth that you have to sit alone on a mountaintop for 20 years to attain a life with purpose, fulfillment and joy. Go to http://www.jamescolburn.net/ for more information.

 

Free download Call-to-Action - 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.

Jun 12, 2017

Real estate agents are notoriously bad negotiators. How can you overcome this, and bring value to clients so they want to hire you? How do you use negotiation skills to become their agent for life? How can you pitch yourself as a solo agent or a new agent? On this episode, we are joined by the always engaging Glenn Twiddle, who brings us a lot of value!

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Takeaways + Tactics

People hire us to absorb hassle and be there through the emotional process of buying a house.

When you tell people what you offer, quantifying the hard work and your availability makes your pitch more effective.

Handle the, “I want a flat-fee broker” objection by asking them to give you the opportunity to earn your full fee.

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At the start of the show, we talked about handling the objection of someone telling you they want a flat-fee broker. Glenn provided a great script, and he shared on the importance of overwhelming them with value and communication. Next, we talked about the advantages being a newer agent offers, and towards the end of the show, Glenn shared on the people he has coached.

We also spoke about;

  • How to quantify your hard work and availability
  • How to generate referrals before you even sell the client’s house
  • The importance of absorbing hassle

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The bottom line in real estate is, people want availability. They want someone who can be there for them through a very important time in their life. When you’re a newer agent, availability is one thing you really have going for you, so leverage it. Quantify how dedicated and available you can be. The goal is to overwhelm them with value because there’s no such thing as over-communication. When you bring value, you won’t get as much push back in the form of objections.  

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Guest Bio

Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market.  Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go to http://www.glenntwiddle.com.au/ for more information.

 

Free download Call-to-Action - 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.

Jun 10, 2017

New technologies may have taken over real estate, but the relationships, problems and objections are the same. How do you go from getting a listing to gaining a forever client? What are the ways you can set expectations when you start the relationship? How do you handle a seller who isn’t budging even though the price is wrong? On this episode, we are joined by real estate rockstars Melinda Estridge and Daniel Schuler.

Takeaways + Tactics

When sellers offer too much resistance tell them, “you’re still the highest bidder for your own home.”

As soon as you hit a wall or an objection, you need to go into question mode.

Write down every single thing you do, and then make a system so nothing goes through the cracks.

 

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At the start of the show, Gene shared his tip of the week which was SIC codes, and then Melinda and Daniel shared on the importance of narrowing down your lead gen pillars. Next, we talked about the importance of face to face interaction, why you need to get into question mode when you get an objection, and why you need to write down every problem and how you solved it. Towards the end of the show, we discussed why it’s important for agents to be willing to let the deal go.

Melinda and Daniel also spoke about;

  • How to get out of judgment and into curiosity
  • How old school methods can actually be new school
  • Time and energy vampires and why you need to avoid them

 What makes a deal successful is the agent’s ability to set expectations from the start. Your goal is to make the people you work with forever clients, and that means being valuable and being of service. If there’s anything old school that transcends the test of time, it’s the face to face interaction that builds trust and believability. Make sure you don’t sign on with clients that will be time and energy vampires. If it’s overpriced, if they don’t want to stage, if they want to give a 30-day listing, if they are arguing about commission, and they have no motivation, ask yourself if you really want that listing.

 Guest Bio-

 Melinda Estridge has always been passionate about helping others achieve their goals. Just a little over 30 years ago that same passion led her to pursue the practice of real estate. Working tirelessly to assist buyers in finding their dream homes – and in helping homeowners sell their properties for top dollar, Melinda has quickly risen in the ranks to become one of the top REALTORS® not only in the Washington, D.C. metropolitan area - but nationwide as well. To get in touch, send an email to info@estridgegroup.com or call 301.657.9700.

 Free download Call-to-Action - 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.

Jun 9, 2017

Many agents show up to work and do everything but work. How does that get in the way of getting the results you want in your business? How do you counter this mindset with self-leadership? How can you maximize your prospecting time? On this episode, Michael Hellickson joins us to answer these questions and share his successful methods.

 Takeaways + Tactics

 You’re more efficient and effective when you take breaks.

 If you don’t have an assistant, you are one.

 Treat agents in the industry like you treat clients.

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 At the start of the show, Michael shared the importance of being available for your family, and why rest makes you more efficient at the work you do. Next we talked about the importance of actually doing work when you show up to the office, and Michael shared the lesson he learned about treating agents well. Towards the end of the show he shared on why you need an assistant.

 Michael also spoke about;

  • How he managed to do 8-10 listing appointments a day
  • Why teams provide the best environment
  • The right people to take advice from

This is a voice to voice, face to face business. You have to be prepared to get in front of people and work to be effective at prospecting. Staying on track requires self-leadership, and a good system that not only tracks your database, but also segments it. Contrary to popular belief, it doesn’t take ridiculously powerful technology to make a ridiculous amount of money. You just need to have systems and people in place to make you more hyper-efficient not more hyperactive.

Guest Bio-

CEO Michael Hellickson's Club Wealth® Coaching and Consulting, an Executive Business Consulting Firm that offers coaching and training to business owners worldwide. In select scenarios, Michael also invests in and partners with profitable companies looking to take their business to the next level. Michael has been a leader in the real estate industry, where he built a multi-million dollar business as a real estate agent, eventually becoming the Nations #1 real estate agent. During his career, Hellickson has spoken to and coached thousands of students and organizations nationwide. Go to clubwealth.com for more information.

Jun 6, 2017

How do you handle a person who tells you you’re too young or inexperienced? How do you improve your list building and actually make it easier for people to give you their email addresses? On this episode, Gene Volpe joins us to talk about the most common objections and how to overcome them.

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Takeaways + Tactics

Listing building: create a lead magnet strong enough to capture people’s information.

FSBOs are never going to like you, they’re trying to avoid you in the first place.

If you’re new, partner with someone who has the seniority you’re looking for.

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At the start of the show, we talked about handling objections about being too young or inexperienced. We also talked about the importance of confidence, and how to deal with FSBOs. We also answered questions about people who have family or friends who are in real estate, and why it’s important to add value.

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We also spoke about;

  • Improving your list building
  • Why it’s important to know your market
  • How to deal with someone who isn’t ready to move

The art of handling objections comes down to how quickly you can think on your feet, and turn the objection into a chance for you to really bring value to people. It’s all about being confident in that unique thing that you bring to the table, whatever makes you stand out is something you can leverage. It’s all about the value-adds and leave-behinds.

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Free download Call-to-Action - 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.

Jun 5, 2017

A lot of things in real estate have changed and marketing is one of them. How does this relate to how agents generate seller leads? Why is it so necessary to get over the fear of knocking on doors? How do you get in front of people consistently? On this episode, we are joined by Matt Lamont, who shares some great industry knowledge, data and tips.

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Takeaways + Tactics

You have to market your business, word of mouth is not enough.

A lot of things in prospecting have a lot to do with fear.

87% of FSBOs end up failing.

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At the start of the show, we answered a question on creating a great packet for a FSBO, and Matt Lamont told us the most important thing is to be an advisory asset. He also talked about the power of getting over fear, and why success has a lot to do with knocking on doors and seeing people face to face. Towards the end of the show, Matt shared how agents can start using their system.

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Matt also spoke about

  • Why marketing is all about repetition
  • Data and how to use it
  • Why word of mouth isn’t enough

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Successful marketing is all about repetition, and people seeing you more than once. When it comes to getting listings, it’s very important to lose the fear of knocking on doors and getting in front of people. The most effective system is a combination of direct mail and door knocking. If you want to invest in Benutech, put 6 months worth of savings away for mailers so you can be consistent without running out of money.  If you get over your fear and become an advisory asset for people, you can not only generate leads, you can actually convert them at a high level.

 

Guest Bio-

Matt is in the real estate data industry specializing in finding people motivated by a life changing event that would cause them to sell their home. Benutech makes tools like Rebogateway and Titletoolbox that helps people in the real estate industry target their marketing more effectively. He currently heads up creating strategic partnerships in the real estate space. Go to golistyourself.net to learn more about his work.

Free download Call-to-Action - 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.

Jun 2, 2017

Agents constantly want to buy more leads, even though they aren’t converting the ones they already have. What is the maximum number of leads an agent can handle and get the most out of? What is swarm marketing and how does it work? On this episode, Buddy Blake joins us for a high-level conversation about relationships, succession plans, and getting the most out of leads.

Takeaways + Tactics

Real estate agents get their skill sets and paychecks confused.

Taking an ISA or assistant, the least paid person and putting them in the most important port of contact is a mistake.

When you leave a team, no matter who you are, you are going to go down before you come up.

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At the start of the show, Buddy shared how he got started, and the mistakes agents make. We also talked about the power of impression points and how to use swarm marketing to hit people from multiple angles. Buddy also talked about the succession plan when someone leaves a team, and why cutting down on leads can make people more productive.

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We also spoke about;

  • How many leads agents should really have
  • The power of scaling up relationships
  • How you learn more though relationships
  • Why you can’t be a good listing agent till you’re a good buyer’s agent

Swarm marketing is all about creating multiple impression points and communicating with them the way they came in. If you’re looking at scaling, scale the relationship first, then look at scaling by adding leverage and automation. The role of first contact with the lead is a very important one, and it should be taken on by someone who brings the most value. The thing that will always be the most effective is the relationship.

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Guest Bio-

Buddy Blake represents the region's finest properties with exceptional skill using the most innovative technologies currently available. Buddy Blake offers ultimate privacy and security, speed, and efficiency. His years of full-time experience have given him a clear understanding of the mindset of home buyers and sellers and a thorough understanding of the regional marketplace. Go to http://www.buddyblake.com/ for more information.

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Free download Call-to-Action - 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.

May 29, 2017

When it comes to database, everyone is microwave mentality minded. How does this approach affect your ability to build a long-term pipeline of leads? How do you work through your database to determine the most important people? What do people get wrong with the ISA role? On this episode we discuss this with Beverly Ruffner, and Gene Volpe also joins us with his weekly tech tip.

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Takeaways + Tactics

The purpose of an ISA is to keep the pipeline full so you start to see results 6-9 months from now.

Multiple forms of communication are key.

A NO usually means NOT YET.

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At the start of the show, we answered a question about how to get low ball buyers to step up, and Beverly said it’s important to tell buyers, “if you want to sleep on it, you won’t sleep in it.” Next, Gene gave us a tech tip, and reminded us of the importance of tech security and using Google Authenticator. Beverly then shared what people are getting wrong when it comes to lining up long-term business. Towards the end of the show, we talked about the importance of multiple forms of communication.

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We also spoke about;

  • How to increase your chances in the follow up
  • How to narrow down your database
  • Why it’s wrong to approach real estate with an instant need
  • How to improve the results of your ISAs

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The biggest problems with ISAs and databases is the leads suck or they cannot be converted. To get what you want out of your database, the first step is getting into communication with the database so you can start qualifying and categorizing people. Send out a mass email and see who you can grab, get in touch, follow up and maintain consistency. Remember, the only way you know what you’re looking for in a grocery store is how everything is categorized.

Guest Bio-

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

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Free download Call-to-Action - 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.

May 26, 2017

What challenges are new teams facing when it comes to handling leads? What are agents getting wrong when they reach out to FSBOs? Why is education so necessary for FSBOs? On this episode, we are joined by Tom Miller, who shares on building a team on professionalism and client service, and recruiting the right people.

Takeaways + Tactics

Your 1st year in real estate can actually be easier than your 2nd year because you lost the novelty factor.

The people you're talking to NOW are the people who are going to make a move in the fall.

With FSBO's you have Educate educate educate on how homes are valued.

 

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At the start of the show, Tom shared on his background in banking and how that led to working in residential real estate. Next, he shared on what he looks for in the agents he hires, and the struggle many new teams face when their marketing starts working and leads start flowing in. Towards the end of the show, Tom talked about the importance of managing expectations, and the best strategies for FSBOs.

 

Tom also spoke about;

  • Why the most successful teams have fewer lead ten pillars
  • Building an appraisal contingency plan into the paperwork
  • The conundrum of hiring new people

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When it comes to recruitment and working with people, you need to figure out two important things. Do they want to do the work, and can they do it? For FSBOs, remember to never make the client wrong, because this will make them less willing to work with you. Instead, educate them and improve their understanding. Lead with serving and add real value to the process for you to be the one who gets that listing.

Guest Bio-

Tom works shoulder to shoulder with his clients, their lender and other professionals. He strives to make buying and selling homes as fun and rewarding as possible while achieving the greatest results for his clients. To get in touch email tom@dsmhomes.com.


Free download Call-to-Action - 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.

May 24, 2017

ADD can actually be an ability and not a disability. What are the positives that come with the condition and how can you leverage them to benefit your business? On this episode we are joined by David Greenwood, who shares on his book Overcoming Distractions, and gives us an insight into ADD through the eyes of an entrepreneur.

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Takeaways + Tactics

The positive side of ADD is creativity.

Stay in your lane: successful people with ADD focus on their strengths and ignore their weaknesses.

Procrastination isn't a time management issue, it's an emotional coping strategy.

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At the start of the show, David shared how he unexpectedly started his career in PR, and why your true calling doesn’t reveal itself immediately. Next, we got into his book, and he shared why and how he wrote it, and the positives of ADD. David also spoke about how we should look at procrastination and why it isn’t always a bad thing. We also shared why the best leaders don’t harp on their people when they don’t get things done.

David also shared on;

  • The PR practices that are most effective
  • Why people need to be everywhere
  • Tactics for turning ADHD into an advantage
  • The book writing and publishing process

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ADD can actually be an advantage to entrepreneurs. It allows for greater creativity and the chance to hone in on your strengths, and build a business on what you really like. In marketing, people with ADD can benefit from putting out content that suits their personality and attracts people like them. The keys to overcoming the distractions are routine, time management, getting enough sleep, exercising and when things go wrong - focus on fixing the system, not feeling bad about not getting things done.

Guest Bio-

David is a PR expert, speaker and author the of Overcoming Distractions. He had the honor of gaining a vast amount of communications experience from serving as director of communications for Special Olympics Massachusetts. In his first year, he helped the organization gain more television news spots and positive press coverage then they had seen in years. David has been in front of more TV cameras and microphones than most communications professionals see in an entire career and he take that experience to each client. Go to overcomingdistractions.com for more information.


Free download Call-to-Action - 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.

May 23, 2017

There are so many limiting beliefs in real estate about high end and luxury. What can you do to get that first luxury listing? How do you make sure you’re providing value every step of the way? On this episode, we talk to Michael LaFido, who shares on taking baby steps towards increasing your selling price, how to position a home and get it sold, as well as building a luxury real estate network.

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Takeaways + Tactics

If you’re starting out from nowhere, leverage your brand and leverage your company because you don’t have the track record.

High end is twice the market average value and luxury is three times the market average value.

You don’t get paid to list them, you get paid to sell them.

Market research is the bad guy.

 

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At the start of the show, Gene Volpe shared his social media tips of the week, including Crowdfire, and the integrated Facebook business inbox. Michael shared on taking baby steps towards increasing your selling price, and how to get over your own limiting mindset. We also talked about why market research is the bad guy, and towards the end of the show we talked about the principle of slight edge.

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Michael also shared insights on;

  • The limiting beliefs people have about high end and luxury real estate
  • The importance of overcoming objections
  • How to build a luxury real estate network
  • How to make yourself a marketing authority

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To succeed in luxury real estate, you have to have your own unique selling proposition of what makes you different. You have to bring so much value that you’re positioning yourself as an authority. It’s your job to position a home and get it sold. Show people that you care, and build rapport. Give so much value, they’d be an idiot to hire someone else.

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Guest Bio-

Over the past fifteen years, Michael and his team developed a method that takes a more comprehensive, proactive approach to marketing a home.  Every property is assessed with the homeowner, and a customizable blueprint to position the home in front of more buyers and brokers is created.  Our goal is to create massive exposure and press both online and offline to targeted both buyers, brokers, and influencers worldwide. Michael’s a best selling author and his marketing has been featured worldwide.  He is the founder of the nationally recognized “Verified House” Program for home sellers.  He is a leading authority in the real estate field and is highly sought after as a national speaker. Go to luxurylistingspecialist.com or email micheal@marketingluxurygroup.com.

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Free download Call-to-Action - 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.

May 18, 2017

A lot of people think that growth is about getting bigger, but it’s also about getting better. How do you hire high drive people without training your competition? How do leaders stop themselves from losing touch with their people? What are the things an organization needs to succeed? On this episode, Marcus Davis shares on increasing efficiency and driving automation.

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Takeaways + Tactics

A company needs structure and process and accountability to succeed.

There were 3200 private mortgage brokers before the meltdown, now there are about 800.

Build a relationship where you’re adding value to your partner’s business versus just getting money.

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At the start of the show, Marcus shared on his organization and the power of increasing efficiency and driving automation. He talked about how the private brokerage landscape has changed since the market crash, and the importance of structure, process and accountability. Towards the end of the show, we discussed the greatness tracker and why everybody needs to have a boss.

Marcus also shared insights on;

  • How to hire driven people without training your competition
  • Why relationships have a lot to do with adding value
  • How not to lose touch with your people as a leader
  • Why companies need to know why they exist

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Sales is really a mathematical equation, and about your grit and willingness to surrender to that process week in, week out. A high functioning company needs to have the structure, process and accountability, without these pieces it can’t succeed. Increasing efficiency and accountability allows you to grow better not just bigger. The playbook starts with a major question, as an organization, why do we exist?

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Guest Bio-

Marcus is the VP of Sales at Summit Funding. Go to http://summitfunding.net/ for more information.

May 15, 2017

Do you know what the perfect follow up plan is? Do you know how to react when someone you don’t know asks for a viewing? Just how important is positive thinking and visualization in your real estate career? In this episode we answer these questions and more as we impart expert real estate knowledge..

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Takeaways + Tactics

It’s important to visualize success and go over scenarios in your head with role playing so that when it comes to the crunch you will be ready.

Follow up with people by using postcards and phone calls over the first 8 weeks, it will take that long to put you in their mind.

Gifts can be great in follow ups and listing presentations, but try and personalize it to the person by doing some research on their interests on their Facebook or LinkedIn page.

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We began this episode by answering a question about how to deal with a client who may be annoyed if you sell their house straight away and accuse you of making easy money on them. Next, we discussed how to act when someone has asked for a cold showing and the importance of taking a partner with you if you do not feel comfortable going to the house alone with a client you have never met. Later in the episode we spoke about the perfect follow up plan and compared approaches. We finished up the episode by talking about the importance of positive thinking, visualisation and role playing and how these things can help you in your real estate career.

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We also discussed;

  • The pros and cons of meeting someone at the office or at the property.
  • The Corefact Real Estate tool.
  • The importance of offering something of value in exchange for an email address.
  • Video messaging on Facebook Messenger.

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You can use visualization and role playing to increase your chances of being a successful real estate agent. Role playing is 90% mental, 8% physical and 2% logistical, so if you can conquer the mental side of it and start having authentic arguments with yourself then you will be much better prepared for the real thing. You need to put your ego aside and accept criticism as that is the only way that you will truly grow as a person and as an agent. You must stop worrying about everything going positively as struggles and failure are all part of the natural course to success.

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Free download Call-to-Action - 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.

May 12, 2017

How do you leverage your assets to give value and solve problems? Why is it so important to out-educate your prospects? How do you maximize your seller lead generation? On this episode, we’re joined by Sterling White, who shares on his work as a real estate investor and Gene Volpe also pops in with his weekly social media tip.

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Takeaways + Tactics

You always want to out-educate your clients and prospects.

Don’t count Twitter out yet, the platform is due to make some big developments in the live video space.

When door knocking, try presenting yourself with your back to the prospect then turning to face them to put them at ease.

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At the start of the show Gene Volpe shared his social media tip of the week, and why you shouldn’t count Twitter out. Next we talked about the importance of creating good marketing  content that educates your clients. Sterling shared on the work of his company, Holdfolio, as well as how he contacts and communicates with potential clients. Towards the end of the show, he shared how people can partner with his company, and the importance of hiring the right people.

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Sterling also shared insights on;

  • How he produces content
  • How he has conversations with sellers
  • How he creates a pipeline of deals
  • The toughest part of building a team

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To build relationships that are mutually beneficial and truly effective, lead with value first, and create content that really makes a difference. The benefit of this is the results will always drive traffic back to your organization, and make you look great. Your prospecting should be condensed, niched and well-researched prior to you taking the time to door knock or call. Strengthen this by hiring smart, high-quality individuals to take things off your plate so you can focus on maximizing.

Guest Bio-

Sterling White is a Real Estate Investor, Developer and Philanthropist. He has been involved in the real estate market for numerous years, and has seen the many opportunities it can hold for astute investors. Email him sterling@holdfolio.com, or find him on Facebook https://www.facebook.com/sterling.t.white or follow him on Instagram @sterlingwhite_.


Free download Call-to-Action - 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.

May 11, 2017

Real estate is a very simple business but it’s not easy. Why is it so important to self-generate your own business? How do you make your clients feel unbelievably cared for? What attitude should you have towards debt? On this episode we are joined by Michael Young, who shares his strategy, tactics and the practices that have helped him succeed in the real estate game.

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Takeaways + Tactics

The complication for agents comes from running away from the simple but difficult things.

Your goals have to be bigger than your challenges.

If you can’t learn about debt when you first start, then you’ll never learn about it.

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 At the start of the show, Michael shared on his career, and the importance of showing people that you care. He also shared on the difficulties of real estate businesses, and how to overcome them. He also shared on how he approaches property investment, and how to get the engine for that going. Towards the end of the show, we discussed how ego gets in the way of self-improvement.

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Michael also shared on;

  • Self-generating the business you want
  • Balancing investment with your real estate business
  • Why it’s a major mistake not to use debt right now
  • The power of learning from the best

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What you do in private is what will get you the accolades in public later. This applies to the real estate business, which is simple but not easy. If you want to succeed, your goals have to be bigger than you challenges, and you should check your ego and allow yourself to learn from the success and intelligence of people are ahead in the game. Remember if you don’t want to tolerate, you have to self-generate your business.

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Guest Bio-

Michael is the founder of Princeton Pacific Properties. They provide excellent client service, in-depth knowledge of the ever changing California Real Estate market, and the experience of thousands of completed transactions. Go to princetonpacificproperties.com for more information or email michael@princetonpacific.com.


Free download Call-to-Action - 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.

May 10, 2017

Working on leads takes time, effort, money and resources. If you’re looking for business right now, how can you make sure you’re focusing on the right kinds of leads? Why do you have to be careful with online leads? What is the mindset we should have when it comes to looking for solutions? On this episode, we discuss our upcoming course and answer questions on lead generation.

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Takeaways + Tactics

A lead is a respondent to some form of advertising put out.

Just because it’s an online lead, doesn’t mean it’s piping hot.

If you’re going to pay for online leads you have to be willing to respond quickly.

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At the start of the show, we answered how to handle the “I want to sell by myself” objection and why Facebook advertising is good for generating leads. We also defined a lead, and explained why we should see a lead as a respondent. We also talked about the huge mistake people make with online leads and why you should avoid open listings. Towards the end of the show, we discussed lessons learned from the book Psycho-Cybernetics.

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We also shared on;

  • Why you need to categorize your leads
  • How to ask for what you want
  • How to solve the problem of not feeling like you have credibility
  • Why you need to get into action

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Unless there’s a targeted lead or an existing relationship, you can not do cold outbound prospecting of any kind and expect to get deals now. Remember the process of getting business is lead, suspect, prospect, active client, closed client. Be careful with online leads, unless you are able to respond as soon as possible - you’ll be wasting money. Categorize your leads, and make sure you’re putting the right amount of value to the right kinds of leads. Stop being attracted to outcomes so you can work harder. Remember everything is "figure"-outable!

 
Free download Call-to-Action - 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.

May 8, 2017

Business owners get bogged down by the wrong things and miss out on cultivating relationships. How do you generate leads and referrals intentionally? How do you stop booty calling your database and actually treat them like they matter? Why is vision the first part of getting intentional? On this episode, Andy Scherer is back to give us more value from his coaching experiences.

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Takeaways + Tactics

Work FSBO's as buyer leads, then if they don't sell, you're the natural choice to list the home.

Call your database on a monthly basis to help THEM be lead generators for you.

Run quarterly events for your A past clients - those most likely to refer you.

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At the start of the show, Gene Volpe shared a new tool for Facebook Live, the live contributor function, and how you can use it to drive traffic and reach more people. We talked about how to generate 2-3 referral leads from your clients, and how to cultivate a fanbase that can do that. Andy also shared how agents get caught up with the wrong stuff and how that affects their ability to cultivate relationships.

Andy also shared on;

  • The power of being aware of what’s going on in your business
  • Business intentionality
  • The importance of starting with vision

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Business intentionality is all about running a business that isn’t haphazard. It’s about having a strategy, measuring and making adjustments as you go along. Be aware of what’s going on in your business, get internal about systems and strategies and cultivate a fanbase that can generate leads for you. Start with vision, understand the promise you’re actually setting in front of yourself, and put daily action towards moving the needle towards who you want to be.  

Guest Bio-

Andy is a loan officer and marketing director at Approved Mortgage group, and a real estate coach at Pillar 9 Coaching. As leader and change agent, he has been able to successfully implement communication strategies, operations management, social program design, marketing integration, community collaborations, and engagement initiatives. Get in touch andy@pillar9coaching.com, call 203.257.5279 or find him on Facebook https://www.facebook.com/ascherer83.


Free download Call-to-Action - 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.

May 5, 2017

When there are multiple operating systems in a business, all heck breaks loose. How can everyone get on one page and have core values to always refer back to? How can entrepreneurs position themselves for scalability? How can you get the best out of the visionary-integrator relationship? On this episode, Mike Paton is here to talk about achieving traction, EOS and the mindset you need to succeed.

Takeaways + Tactics

A strategic plan needs discipline, accountability and clarity of leadership.

When you have a 20 person company, you can’t have 19 people that never need management.

If you trust your integrator to execute on the vision, you have to give them the authority to make the decision when you don’t agree.

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At the start of the show, Mike shared on EOS and how it helps people get traction and map out the day-to-day of the business. He also talked about the new book, Get a Grip and how it helps people achieve simplicity and clarity. We also discussed how the lack of emotional intelligence affects how people handle disagreements in business, and why it’s good to be the person asking all the questions.

Mike also shared insights on;

  • The visionary vs. integrator dynamic
  • The power of having core values to refer back to
  • Why agreeing to disagree can kill your business

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There are 6 key components that a company is built on; vision, people, data, issues, process, and traction. The right system won’t be another weight on your business - it will bring simplicity and clarity, which allows for discipline and accountability. To keep everyone on the same page, core values are the necessary glue that binds everyone together. As a leader, be willing to be the quivering mass of flesh who asks all the questions.

 

Guest Bio-

Mike has spent a lifetime learning from and sharing with entrepreneurs.  The product of an entrepreneurial household, Paton cut his teeth in banking before running (or helping run) four small, growing companies.  For the last eight years, he’s been helping entrepreneurs clarify, simplify and achieve their vision by mastering the Entrepreneurial Operating System® (EOS). Visit eosworldwide.com for more information.


Free download - 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.

May 3, 2017

People expect immediate wins when it comes lead generation. Why is this the wrong approach? What is the right method of lead generation for you? Why is it so important to monetize the no’s? What’s hard and what’s easy when it comes to generating leads? On this episode, we talk about this in detail.

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Takeaways + Tactics

If you want to get to know the neighborhoods, do some door-knocking because people will get to know you, and you’ll know the neighborhood intimately.

You will fail on a call 97% of the time, just be okay with it.

If you want expired leads to be easier, come in with the right approach and a value add.

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At the start of the show, we talked about how a personal connection can help you get listings, and how to monitor the quality of what you’re putting in your funnel. We also discussed how Bryan Casella grew his YouTube channel by sharing other aspects of his life. We also spoke about the importance of transparency, why relationships are important, and putting the work into figuring out what’s valuable.

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We also shared insights on;

  • Why pop-bys and door knocks are better than calls
  • Monetizing the no’s and hanging onto them
  • Learning to ask for what you want
  • The right approach for expired leads

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When it comes to lead generation, what’s easy and what’s hard is all relative according to your comfort zones, database and expertise. It’s also possible to turn whatever you consider hard into something easy by just hanging in there, and not taking the negative as it is. What makes people fail with lead gen is looking at an immediate no as failure. If you monetize the no’s - you set yourself up for a relationship that will become fruitful in future.

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Free download Call-to-Action - 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.

May 1, 2017

It’s so easy to drown in the market and tactics of marketing. How do you put your focus on the right thing and overcome the difficulty of marketing execution? How can you refine your Facebook ads to your advantage? On this clip, Gene Volpe joins us as we discuss Facebook marketing, geofencing, and knowing who to go after.

 

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Takeaways + Tactics

People make the mistake of obsessing with the tools to get a message out, without knowing what to say or who to say it to.

Your best lead source are people who already like you, know you, and trust you.

When it comes to online buyer leads and you don’t respond in minutes the leads exponentially decrease in value.

Don’t wish it was easier, wish you were better.

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At the start of the show, Gene talked about creating multiple streams of content, and how you can use Facebook to see how much your ads are costing you. We also shared on how people get the market, medium and message triangle wrong. Next, we talked about the importance of coming from a place of ascension and not aversion. Towards the end, we talked about future marketing trends and geofencing, Pinterest, as well as the four agreements of following up on a home value lead.

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We also shared insights;

  • How Facebook cares about relevant ads
  • How people stay in their comfort zones
  • If you should get pre-qualification or pre-approval
  • Who the best lead source is

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It’s so easy to get distracted by the medium, but the bottom line is human nature, and truly knowing who your person is. Who are you talking about and what message do you have to put in front of them that’s going to be compelling? It’s critically important to know who you’re going after and how they will use the technology, so you overcome the hard mental thought of the marketing tactic. Remember it’s not where the leads are from, it’s who they are. For success, take inventory of yourself and ask if you’re averting or ascending. If you ascend you gain your freedom!

Free download Call-to-Action - 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. 

Apr 28, 2017

There’s very little an agent can do to turn a next year seller into a this year seller, but you can build relationships. How do you become the rock star celebrity in your own market? How do you get a celebrity to lend their credibility to your business? On this episode, Glenn Twiddle, Australia’s number 1 millionaire real estate coach, joins us to talk about the advent of celebrity into a real estate business, and the pillars you can build into your marketing to make it happen.

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Takeaways + Tactics

Make an indelible impact on people who would otherwise ignore real estate agents.

Win the kids, win the mom, win the mom and win the dad, win the dad and win the money.

If a marketer needs to do anything other than say their name, they aren’t a marketer.

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At the start of the show, Glenn talked about his background and how he built relationships with Richard Branson, Arnold Schwarzenegger and Gary V. Next, we talked about his strategy for introducing the advent of celebrity into a real estate business. Glenn also shared on how you win people’s business, and towards the end of the show, we discussed giving your dreams a nudge.

Glenn also shared insights on;

  • Why other doctors are mad at Dr. Phil
  • Why you need to be a bit of a media tart
  • How to make an indelible impact on people
  • How to immerse yourself in other people’s brains

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The tactics Glenn used to become a rockstar apply to a listing and selling real estate agent at a local level. The pillars you need in your business include rubbing shoulders with celebrities, getting interviewed by any means necessary and being a bit of a media tart. With the right mindset, you can take over the world and dominate the minds of people who will need your business. Meet people where they are and make yourself useful.

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Guest Bio-

Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market.  Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go to http://www.glenntwiddle.com.au/ for more information.


Free download Call-to-Action - 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.

Apr 27, 2017

Are you starting out as a new agent and struggling to drum up new leads? Maybe you’ve come back to real estate after an extended break and you’ve lost your connections? Are you tired of the constant rejection from door knocking and cold calling? In this episode of Real Estate Uncensored Michael Lee will explain how to use social farming to create real relationships with people you have a shared interest with, and how this will lead to new clients in no time.

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Takeaways + Tactics

To get your offers accepted in sellers' markets, build a relationship with the listing agent and present your offers in person.

Number 1 rule for social farming - the activities must be upscale.

Attend CE classes in adjacent counties where buyers/sellers flow between to build semi-local referrals.

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At the start of the show, Michael gave tips on how to write a strong offer and the best ways to get an offer accepted through the power of personal relationships. He went on to discuss the best marketing strategies for new agents or agents who are starting up again after being out of the game for a while. Michael went on to discuss one of his most successful tools for marketing; social farming. He spoke about the successes he had going on ski trips with 50 people he didn’t know and how much easier it is to make connections with people when you have that shared common interest. Later in the episode we discussed other important people to make solid relationships with who may be able to give you leads or referrals. We finished up by talking about the importance of speaking to top producers in other areas and the mistakes people make in their marketing.

We also discussed;

  • Techniques to get contact information.
  • The importance of always carrying a business card.
  • The use of coupons.
  • The pros and cons of door knocking.

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Social farming is the superpower you aren’t using enough. If you have a hobby or interest, whether it be golf, swimming, cycling, hiking, skiing, whatever, join a club and get out there and meet new people. The best way to build strong relationships with people is when you have a common interest and once you build that relationship, you will build that trust. That is the best way to get new clients and referrals. Gardeners, building contractors and mailmen are other people you may not have considered as being important in terms of getting leads, but they all know exactly what is going on in the neighbourhood and who is likely to move. Get out there today and start meeting new people and you will see your business thrive.

 

Guest Bio-

Michael Lee has coached and spoken to over 10,000 real estate agents. He has spoken at ten NAR conventions, five CAR conventions and for most of the major real estate franchises around the world. Michael has owned and managed large franchised firms as well as small boutique real estate companies. He’s also the author of eight books including, "111 Ways to Justify Your Commission", "Black Belt Negotiating" and "Secrets of Selling to Multicultural Real Estate Clients". Michael has also written books on marketing and selling to multicultural customers and his goal is to help people get past differences they see on the outside to see how similar we are on the inside.For more information head over to Michael’s website; http://www.ethnoconnect.com/

Free download Call-to-Action - 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.

Apr 25, 2017

Have you reached a point where your work/life balance is way off? Are you doing the things you love on a day-to-day basis? Is your fear of failure stopping you from growing and learning? If you answered yes to any of these then Jeff Cohn is here to help you! On this episode Jeff shares on going from the grind to building a lifestyle business. You will learn how to implement his transition and some tips to start tipping the scales back in your favor.

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 Takeaways + Tactics

Figure out the part of real estate that you really enjoy - and look for ways to outsource everything else.

Know your hourly worth, and look for ways to hire out anything that falls below that value.

The missing component for most people is the willingness to build an actionable plan and then executing on it.

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In this episode we began with Gene Volpe giving us a great tip on how to invite people to like your Facebook Business Page who you are not friends with. Jeff Cohn then discussed his history as a realtor and how he reached the point where he decided that he didn’t have the business life he wanted, and how he went about creating his business. Jeff went on to give us a list of book recommendations that you can read to help you make this business life shift. Later in the episode Jeff discussed with us why he still goes to listing presentations and how important it is to still do the things you enjoy if it makes financial sense. We finished up by discussing the importance of not being afraid to put yourself out there and ask people for help.

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 We also discussed;

  • Flat-Rate Expansion.
  • What a business model is.
  • The importance of being comfortable in your own skin.
  • How you can learn some of the most important lessons through failure.

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Working less and living a happier life is a possibility. You don’t need to let go of everything, just limit yourself to things you enjoy. When you go about making this change in your life you have to be willing to take one step back to take three steps forward though, whether that be paying for leads, adding an agent to your team or adding an admin assistant. All of these things can be scary, but you have to take risks if you really want to grow both as a business and as a person. Don’t be afraid to ask people for help, most people who have been successful will be happy to help you start living your dream life today. Life is too short to live it doing the things you don’t love, so get out there today and start taking control of your destiny.

Guest Bio-

Jeff grew up in Omaha, Nebraska and graduated with a Bachelors of Science degree from the University of Nebraska at Omaha, with his course of study including classes in real estate. As Nebraska's #1 Team, Jeff's group sold over 100 million dollars in real estate and over 600 sales in 2016. Jeff works as the Owner and Team Leader and is engaged in team development, coaching and recruiting. He believes in saving client's time and money by implementing the most advanced marketing techniques available while applying the latest negotiating strategies. For more information head over to Jeff’s Linkedin page; https://www.linkedin.com/in/jeffmcohn/ or go to http://eliterealestatesystems.com/.

Free download Call-to-Action - 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.

Apr 21, 2017

The art of negotiation is making the other person think they had the idea in the first place. Are your skills up to scratch? Do you know how to deal with a client who is just downright not receptive? In this episode, hostage negotiator and all-round genius, Chris Voss shares with us his experience of negotiating in the toughest situations, and how negotiation can be easy when you know all of the tips and tricks the specialists use

Takeaways + Tactics

In so many deals, money is important, but it's not the MOST important element in a deal.

Starting with a cold read is a powerful way to start any negotiation, you're looking for a "that's right" response, OR they correct you.

The avoidance of loss is twice as powerful a motivating factor as the pursuit of gain

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In this episode we began with Chris Voss telling us about his history in the police force, and how he became a hostage negotiator. He then went on to share with us the art of negotiation. We discussed the soft approach in negotiation and how you shouldn’t always try to go directly for your end goal. Following on from that we discussed how important it is to give the other side the illusion that they are in control. Later on we talked about the importance of letting them know personal information about yourself and how important it is to tap into emotions. Towards the end of the show, we spoke about tactical empathy and the important difference between someone saying, “That’s right.” Rather than, “You’re right.” We finished off by talking about mirroring and repeating the last three words that someone has said to you.

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We also discussed;

  •      The use of first names in negotiations.
  •      How to deal with a last minute change of heart.
  •      How NO fits into the negotiation strategy.
  •      How to get over that initial resistance.

 

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Emotions are the most powerful tool in negotiation, more important than money. It’s important to present yourself as a real person, so you can tap into the emotional undercurrent of the person. One of the key elements of negotiation is letting the other person feel as though they are in control of the conversation and you can do this by letting the other person speak first. If you do it this way you, are already in the process of gaining the upper hand.

 

 

Guest Bio-

Christopher Voss is an American businessman, author, and professor. Voss is a former FBI hostage negotiator, the CEO of The Black Swan Group Ltd, and co-author of the book, Never Split the Difference. He is an adjunct Professor at Georgetown University's McDonough School of Business and a lecturer at the Marshall School of Business at University of Southern California. For more information head over to his website; http://blackswanltd.com/

Free download Call-to-Action - 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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