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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, 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: Category: real estate uncensored
Jul 31, 2017

For many real estate agents, the option of investment can look very daunting. How can we make it easier? What skills do we need to recognize a good deal when we see one, and how much effort goes into maintaining your investment property? Furthermore, do friends make good business partners? Join us for an exciting chat with Michael Zonin and Marc Aschoff and learn how to get started in investment.

 

Takeaways + Tactics

Consider the ROI threshold and make it a combination of risk and reward.

Sometimes profit comes when you least expect it. Even if a property doesn't look like it's worth it, consider investing - it may pay off.

When you work with partners, don't step on each other's toes. Work together towards success.

 

 

We started off the episode with Marc and Michael telling us a bit about their background. Then they went on to explain their shared housing concept and how it's worked in their community. Michael and Marc also explained how their profit works and how much they need to earn to break even. Afterwards, they shared the most common issues they encounter with properties, maintenance-wise. Michael and Marc also told the story of how they bought a cheap property, which, with appropriate maintenance and selling, rented at a great price. They also gave advice on moving on after bad deals and not thinking too hard about them. Michael and Marc had to then go because they were on location, but afterwards we discussed other successful examples of investment properties we'd encountered in our careers. At the end of the show, Greg shared a recent mean message he received.

 

We also talked about;

  • Challenges involved with renting out a big property
  • Advice about good upkeep and maintenance
  • How to find your next investment deal
  • What makes a price too good to be true
  • The acceptable ROI threshold
  • Getting over your bad deals and moving on
  • The importance of knowing what you're looking for in a property

 

 

Investment can really help you boost your profits in ways you haven't even imagined. The first step with any investment is to be familiar with the area you're trading in. You need to be able to recognize what a good price and location is, and to be able to assess a property in terms of its potential for profit and risk. If you come across a house, where your maintenance will go over the value of the house itself, it's probably best to look elsewhere. Sometimes potential can come from unexpected places, however when you're just starting off it's always a good idea to play it safe and choose something you know will come back to you with good profit.

 

 

Guest Bios -

 

Marc Aschoff grew up 25 minutes from Manhattan, and then went off to the University of Pittsburgh. After Graduating Marc knew he wanted to return to the NYC area. At that point he starting working full time in the financial services industry. While doing that, Marc invested in a number of properties on the side which is where he had the opportunity to learn about real estate. Eventually that hobby turned into a full time career. Marc also had the opportunity to be interviewed by the New York Times for some of the work he was doing with real estate in New Jersey.

 

Michael Zonin is currently working full-time as a Geotechnical Engineer in Manhattan. His passion for real estate investing has persuaded him to start investing. Most of his latest deals are being used as long-term rentals. A year ago, he decided to branch off from buy-and-holds and pursue fix-and-flips. Michael is currently looking for fix-and-flips in northern New Jersey.

 

Marc and Michael also own a beverage company, Tribeca Beverage, and are the hosts of the Millenial Flips podcast. Find out more about Millenial Flips at https://itunes.apple.com/us/podcast/millennial-flips-invest-in-real-estate-at-a-young-age/id1244779096?mt=2&ign-mpt=uo%3D4.

 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.

Jul 30, 2017

Changing directions in your life can always be very intimidating process. How do you make it easier? What's the importance of consistency and embracing your failure? And why should you value even the smallest things in life? Join us for an inspiring talk with motivational speaker Lane Ethridge about finding the drive to succeed, how helping others helps you and so much more.

Takeaways + Tactics

Gratitude is the #1 thing that will overcome fear of rejection or cold-calling.

Work on 1 new stream of passive income each year.

If you're not overwhelmed, you're underperforming.

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We started off with Lane telling us a bit about his background and his development as an entrepreneur. Lane explained how he got started with real estate investment and his experience with coaching. He then shared the best books he followed and the mindset he adopted on his way to success. Afterwards, Lane talked about how the DRIVE acronym relates to passive-aggressiveness and some common sales techniques. He also mentioned the importance of striving to outperform even yourself but then leaving everything behind when you go to sleep. We also mentioned how getting doors slammed in your face can increase your determination. We moved on to talk about non-negotiables and how knowing what isn't an option for you can really help you with your future plan. Greg, Matt and Lane all shared their non-negotiables as well. Lane then explained how Changing Lanes came to be and how being fired six times helped him build his own business. Lane also mentioned the importance of consistency. Then, with a personal story, Lane showcased how helping others can make you more successful. Finally, we stressed how important life is and how making the most of it should be a top priority for everyone.

We also discussed;

  • Being clear and specific about your goals
  • Following the DRIVE to success
  • Learning network marketing to make profit
  • The three-step pattern - impossible, improbable, inevitable
  • Regarding sales as relationships
  • Honoring your mentors by producing great results
  • The significance of the number seven
  • Making the best of bad days and seeing the other side of the coin

 

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Before you start on a new journey, make sure to always clear up your goals and ideas. Without a direction, you'll end up getting nowhere. Find what makes YOU and your vision of the future unique and see how that's best utilized. Sometimes that's not in the job you are in right now - it does take courage to pick up something new, however if you find that courage, the benefits you reap will be worth the failures and the closed doors along the way. Finally, take notice of the people around you. There will be great mentors along the way - listen to their advice and honor it by producing the best results, because then it will be an achievement for them as well. Value human life and talk to those around you openly and honestly. You never know when it might be a case of saving someone's life. Think about yourself too. Find something to be grateful for every day that will give you the motivation and strength to carry on even in the darkest of times.

 

Guest Bio- Lane Ethridge is the founder of Changing Lanes International, a 4X National Bestselling author, transformational speaker, professional sales trainer and innovative entrepreneur, Lane helps committed entrepreneurs accelerate their success. He is a phenomenal visionary as a creative marketing and speaker trainer. He founded Changing Lanes International, a business around empowering entrepreneurs to maximize their gifts and skills to drive their business forward. Lane excels as a premier coaching leader, personal coach and mentor for his clients. Find out more about Lane and Changing Lanes http://laneethridge.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.

Jul 29, 2017

A good real estate agent relies on the relationships he or she builds in their community. What's the key to building up your reputation? How can the implementation of systems make your job a lot easier? And why should we think about our weaknesses to start appreciating our strengths? In this episode, Darryl Baskin talks us through his winning strategies for building and maintaining strong systems, great tactics for lead generation, and much more.

Takeaways + Tactics

Start by building relationships with people with an 8x8 touch campaign.

 

Step back and ask yourself, "Where is the bottleneck in my business?"

 

Think long-term from the very first day in the business.

 

Ask yourself how you can turn something you do into a system at least once a week.

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We started with Darryl sharing some of his background, as well as his passion for helping children in foster care. Then Gene Volpe joined us with his tips of the week - Snapchat advertising and SlyDial. Greg warned to not use SlyDial or SlyBroadcast for prospecting, as you can be fined. Afterwards, Darryl talked about why he joined eXp and why he values the flexibility they have given him. Darryl also mentioned how his disheartening beginning in real estate was turned around after he built up some of his reputation. Then we talked about Darryl's motivation of getting into TV and radio. Darryl pointed out how important it is to know what your bottleneck is and being honest with yourself. Then we mentioned that delegating tasks could help you stand out with your own skills. Darryl explained how he manages with his busy schedule and the hard work that goes into building a system. Finally, Darryl talked about one of his favorite tools - Text Expander - the positive change it's affected on his work and how it can help with foreclosures as well.

We also discussed;

  • Benefits of flexibility in real estate work
  • Lead generation tips for new agents
  • Self-branding on the way to credibility
  • Dealing with customers who wouldn't accept your advice
  • The lack of middle ground in lead generation
  • Why open houses can lose their appeal
  • How life experiences can shape your business outlook

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Systems can be a very daunting prospect for new agents, who are just finding their expertise in the field. You don't have to focus on making your systems complicated and technologically advanced. Start small and put your own authentic ideas into them and, sooner or later, they will turn into something you can do in your sleep. All beginnings are hard and you need to be prepared for the eventuality of failure on your first prospecting sessions. Remain consistent and always find ways to innovate your lead generation strategies - rely on good coaching to do this. This will help you build up your reputation and make your job a lot easier for the future. Finally, use all the tools available to you. Find some new ones, too, and make them work for you and your business. Don't be afraid of starting something new, because innovation is the most important step on the path to success.

 

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Guest Bio- Darryl Baskin has been a realtor for almost thirty years. He's the host of The Future of Real Estate radio and television programs. Darryl is the state broker for eXp Realty and also operates The Baskin Real Estate Specialists with eXp Realty personally closing in excess of $20 million each year in annual sales in the Tulsa metropolitan area. His innovative marketing approach specializes in high-tech efficiency and high-touch service of convenience for his clients. Darryl is also a passionate fosterer and has 8 children. Find out more about Darryl on http://darrylbaskin.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.

Jul 28, 2017

Cold calling and lead generation is an essential part of any business. How do we build up confidence and skills to be successful in our cold calling? What's the importance of team motivation? And why should we be consistent in our follow-up? In this episode we talk to Luke Acree, President of ReminderMedia, who explores successful tactics for cold calling and follow-up and answers your most pressing questions for successful business growth.

Takeaways + Tactics

There's no system for success. Stay consistent and commit to completing your task.

Every single call is different, stay authentic and only use the script as a backbone.

If you don't have client reviews, it's really going to hurt your business. Get your clients to review you right after the sale and get the testimonial.

There are three things that matter most in follow-up: persistent, consistency and being first.

You'll always have to sit through the uncomfortable conversations, even if you're not cold calling.

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We started off with Luke explaining his background and why he was interested in coming on the show. Then we went into the recent negative connotations around cold calling and debunked them, presenting a positive way to look at cold calls. We also mentioned that success doesn't just rely on how many calls you do every day. Luke then talked about Greg's cold calling and how it's inspired him in his own practice. Luke then explained how to mitigate risk in a sale. Then Luke and Greg ran through a few useful scripts for overcoming objections. Luke then encouraged everyone to follow ReminderMedia on YouTube and Facebook. We then stressed how important it is to be consistent and not give up too soon when it comes up to doing follow-up. Luke then shared his hook line for cold calling and we mentioned why a strong beginning of the call is important. Finally, we pointed out that there's no point in trying to avoid talking to people you don't know as it's a part of the sales business.

 

We also discussed;

  • What makes an agent successful on the phone
  • Motivation tactics within a team
  • How can authenticity help you generate leads
  • Sales, driven by emotion, not logic
  • The "angel" effect
  • The importance of reviews and testimonials
  • Picking the right marketing method

 

Even if your product is the best in the world, no one will know about it unless you approach your customers directly. Cold calling isn't something to dread - it can feel daunting, however with a few key tactics you can make it feel simple. There's no point trying to avoid it, because even if you choose a different marketing method, it still involves having an uncomfortable conversation with somebody you don't know. Stick to your own brand and your authenticity and then the quality that you offer will come through. Constantly revise your best scripts - especially the ones that help you overcome objections. Always make sure to do follow-up and do it every day. You have to be consistent and not give up on calling potential leads, as deals normally happen after the fifth call. Finally, make sure to encourage your customers to leave reviews and ask them for testimonials. This is what differentiates your business and puts you forward in the competitive market.

Guest Bio- Luke Acree, President of ReminderMedia, is a sales fanatic, a marketing evangelist, and an expert team builder. Luke has worked with tens of thousands of business professionals over the years, helping them understand how to connect with their client database in a way that generates leads, secures repeat clients, and captures referrals. In 2003, ReminderMedia launched American Lifestyle magazine, a one-of-a-kind, customizable marketing tool. Since then, Luke has led ReminderMedia to over 30,000 clients and has expanded the product line to include turnkey social media management, digital magazines, e-mail marketing, and analytics. To find out more about Luke and ReminderMedia, visit http://remindermedia.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.

Jul 21, 2017

Objection handling requires a certain amount of skills and doesn't come to everyone naturally. What are the most common objection real estate agents can get? How can we overcome these without seeming too pushy? And is there a type of clients that we definitely need to avoid? In this clip, we discuss objection handling and common tactics to sway the client your way when making a deal.

Takeaways + Tactics

Honesty can pay off, even if it's years later. Give your clients good, honest advice and they will remember you forever.

Build up your reputation with your clients to reassure them that you can always be there for them. This doesn't stop you from being efficient.

If you treat a potential client the way you treat someone who's already in your care, you will come off as a respected professional.

Emphasize the value you can bring if someone else is trying to undercut his or her commission. Plant the grain of doubt in the client's mind - are they going to be a good negotiator?

 

 

As this episode was focused on objection handling, we took common objection from our comments on Facebook Live. First we talked about buyers who might be waiting for better buyer conditions, we also discussed how controlling the client during a conversation can be a powerful tool against many objections. We gave a great example on how being honest with a client's prospects can pay off really well. Then we discuss the importance of identifying the client's needs and a want vs. need approach. Afterwards, we approached the common objection of clients feeling that agents are too busy to give them proper attention. Finally, we talked about clients who want to work with listing agents and the importance of recognizing someone who wouldn't value your time and knowledge.

 

We also discussed;

  • Dealing with clients who want to find a home quickly before they sell theirs
  • Common objection handling with FSBOs
  • The benefits of sometimes offering pro bono advice
  • How relegating tasks can build more trust with the client
  • Educating the client about current economy and being honest
  • Countering agents who are offering to sell for free

 

Being proactive, creative and thinking outside the box is the main quality you will fall back on when you're dealing with objections. More often than not, they will be objections that you've already heard, but you need to tailor your handling with the client as well. Consider their particular situation and what their values are. Some objections - especially financially motivated ones - can be difficult, or nearly impossible to overcome, however as long as you've been fair and honest to the client about what their options are, you've done your job well. Ultimately, not all clients will be right for you, and you will not be right for all clients. It's a good tactic to reveal this, as it will give your reputation a boost for being honest and open. Finally, always make sure to treat prospective clients the way you would treat your current clients. This will help build your image as a caring, understanding realtor, who always has time for their needs - and this is especially helpful in referrals and getting new successful deals.

 

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.

Jul 19, 2017

Many agents are insecure when it comes to marketing their properties online. How can we work towards developing a balance between old school and contemporary digital marketing? Does it need to cost thousands of dollars to have a good marketing strategy? Why should we write our property descriptions more like our dating profiles? We sit down with marketing guru Barry Coziahr to bust some popular myths about successful business marketing.  

Takeaways + Tactics

When it comes to real estate marketing, think outside of the box. Don't just show people what they can see on Google Street View.

Look at other industries and see what strategies they're using to attract clients.

Write the descriptions of your homes as if you're writing them a dating profile. They need a personality, not just soulless facts.

If you know how to use the right tools properly, marketing won't necessarily cost you thousands.

 

 

We started off this episode with Barry's background in marketing and the unique model PostcardMania has developed with its clients and growing businesses. Barry also had a few thoughts on how classic direct marketing can now be reinterpreted for the digital age. Gene Volpe then shared his tip of the week, which was to observe marketing strategies by big successful companies like Disney and the techniques they use to influence their audience’s perception and trigger nostalgic feelings. Barry agreed that this is an effective method and we talked about how an equivalent of this can be applied with postcards and with any other marketing strategy online. We then discussed the importance of thinking outside the box when it comes to real estate marketing. Gene pointed out, and we agreed that success lies in building a marketing plan for every property you manage. Finally, Barry talked about what makes a good, effective website and how public speaking can help develop your attitude, not just towards marketing but also real estate in general.

We also discussed;

  • The benefits of Direct Mail 2.0
  • The importance of visual communication
  • What makes a good Call to Action
  • How good local knowledge can benefit an agent
  • Creating low-cost, consistent marketing plans
  • The right way to budget for real estate marketing

 

Even if you're the greatest real estate agent in the world, no one will know unless you market yourself property. Good, reliable real estate marketing is all about giving your properties a personality and not just a bullet list of statistics. Consider what's unique about that property and about the channels on which to present it. Learn how to use all the tools available to you - like Facebook Live, which is booming in popularity at the moment. Some of the best social media strategies can be either free or remarkably cheap, so no need to splash out on expensive marketing either. Thinking outside the box is way more valuable than money and can bring you a lot more success, too. Don't forget to look at other big names in other businesses and see what they do to attract their customers. Once you fine-tune your marketing to your audience and understand how to engage their attention in an instant, then your success is as good as guaranteed.

 

Guest Bio- Barry Coziahr is a marketing assistant with 15 years of marketing experience, based in Clearwater, FL. As PostcardMania's National Speaker and Marketing Specialist, Barry is a sought-after speaker, educator and marketing consultant, specializing in small businesses. He is also the host of Real Live Marketing, ranked as a new and notable podcast by iTunes in 2014. Barry has trained and consulted more than 10,000 small business owners and delivered over 1,000 seminars all over the United States. His presentations demonstrate proven marketing tactics using real-world examples and case studies to help small businesses and nonprofits market themselves successfully. Find out more about Barry at barrycoziahr.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.

Jul 13, 2017

Many agents fall in the trap of relying on scripts too much and as a result all their listing appointments are robotic. How can we escape that? What's the best use for your personal and business Facebook accounts? Why must you always dress for success? In this episode, award-winning realtor Leigh Brown shares her thoughts on brand building and the importance of being honest in real estate.

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Takeaways + Tactics

Do very short, very personal videos under 30 seconds long - tell them something they can't get from Zillow.

Separate yourself by figuring out your unique value and branding yourself around that.

A market correction is coming, get prepared and get educated NOW.

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First we talked about Leigh's background in real estate and how that relates to her past of selling chainsaws. She then shared her thoughts on ebooks about pre-listing packages and why it's not worth going through all that effort for an additional line in your email signature. Gene Volpe then joined us to share his thoughts about pushing out as much content as you can to keep your audience interested. Leigh disagreed with that, pointing out that while frequency is important, you need to build a good posting plan that makes sense for the audience. She then mentioned her recent winning tactic of showing videos in a specific radius, so you can attract neighbors to your listing. We also talked about Leigh's new book, Outrageous Authenticity, and her advice on branding yourself. Leigh finished the episode by explaining why you need to enhance your online content and offer unique value for customers, which can help increase your revenue.

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We also discussed;

  • How selfie videos help you connect to audiences
  • Escaping the structure of scripted conversations
  • Use for business Facebook pages and the personal pages
  • Dressing like you're worth the money
  • Understanding your own value
  • Leigh's #1 script for guaranteed honesty

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Being genuine can sell your business much better than any pre-learned script can. Utilize your authenticity to the maximum to connect with clients and achieve real success. Working on your online image is a big part of that. Don't get bogged down with making every post on your personal page about your business - that's what you have your business page for. Show people that you're not a robot and that you have your thoughts, opinions and feelings about certain things. That way you can not only build rapport before even having met a client, but it will also save you from having to work with people who fundamentally disagree with you. Encourage yourself to think outside the box and believe in your own unique qualities. When you combine that authenticity with your knowledge and experience, your business success is as good as guaranteed.

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Guest Bio- Leigh Brown is a realtor with over 17 years of experience and is the CEO of RE/MAX Executive Realty. She is one of the most successful and top-selling agents in Charlotte, NC. Leigh believes strongly in building lasting client relationships, and as a result, over 70% of her business is referrals from current and past clients or from other top Realtors nationwide. Leigh is also a strong believer in continuing education. She is a member of several real estate networks, including CRS (Council of Residential Specialists), CyberStars (top 240 agents nationally) and StarPower. She was also inducted in the RPAC Hall of Fame in 2014. Leigh believes strongly in representing foreclosure properties as accurately as traditional resale properties and has the knowledge and expertise to help you buy or sell your home, while also providing you with top-notch customer experience. Find out more about Leigh's work at leighsells.com or have a look at Leigh's first book Outrageous Authenticity at outrageousauthenticity.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.

Jul 12, 2017

Even if you deliver the best service in the world, nobody is going to know about it unless you publicize it properly. What's the best way to get your name out there? Does getting good publicity necessarily cost millions? And how do you make sure to grab the golden opportunity when you see it? Find out the answers to these questions and many more as DIY PR guru and award-winning entrepreneur Christina Daves talks through her success story her top tips for successful free PR.

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Takeaways + Tactics

The first step in getting PR is to start local.

There's a media outlet for everyone. Do your homework and know your media outlets.

Think out of the box - look for unique ways to link yourself and your listings to celebrity, history or other attention-grabbing factors.

Become your Community Ambassador - know your market and its history

Just ASK, what's the worst anyone could say?

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We started off the episode with a lucky story about a million-dollar listing. Christina then joined us to talk about the importance of good PR and visibility to increase revenue. We also talked about HARO and Christina's top tips on doing HARO right - completely free. Christina then told the story of her own business and her experience of appearing in local and national publications, including The Steve Harvey Show and Dr. Oz. She pointed out the importance of thinking outside the box, no matter whether you work nationally or locally. We mentioned how important it is to keep your email communication focused - short and sweet is the best way to go. Christina pointed out that with any media relationship you have to be consistent and think outside the box to be noticed. Finally, we mentioned the importance of having the right mindset and understanding that nobody wants you to fail and that if anyone does, the best thing to do is to shut them off and keep on with what you're doing.

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We also discussed;

  • Benefits of good Twitter interaction
  • Failure on the path to success
  • Breathing life into your local area through good stories
  • The art of grabbing the golden opportunity
  • Becoming a valuable resource for journalists and producers

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The importance of good publicity should never be overlooked, because that's what gets you your clients and, ultimately, your revenue. Invest your time in understanding your local community and find out how to put your name out there - that way you can get referrals from channels you might not have even considered before. The history of your local community is what brings it to life. You can't just stay focused on the sale; remember that people are attracted to good, believable stories. The best kind of PR can be free and if you are a community ambassador, liaise with journalists and producers and have a clear idea of the right audience for your message then business success is waiting just around the corner.

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Guest Bio- Christina Daves is a serial entrepreneur, award-winning inventor and a best-selling author and speaker. She's the founder and president for CastMedic designs, manufacturing MediFashions, which are award-winning accessories that make medical boots fashionable. Christina uses free publicity to appear on over 250 media outlets and continues to cultivate techniques for using PR as a vehicle to exponentially increase revenue. She has appeared on the Steve Harvey Show, Dr. Oz and local news affiliates of NBC, CBS and FOX. Christina's vision is that anyone can start and run their own successful PR campaign. To find out more about Christina and her ideas, visit www.prforanyone.com or find her on her personal website www.christinadaves.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.

Jul 10, 2017

The tone, volume and inflection of our voice affects 38% of how we communicate. How can we use this to our advantage? What tricks can we use to build better rapport and be more convincing? And how does being a good listener benefit us? Trainer extraordinaire Dr. Debra Dupree returns to Real Estate Uncensored with her top tips on improving your communication strategies.

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Takeaways + Tactics

To build good rapport, focus on listening rather than speaking in your communication.

Always pay attention to body language as it can sometimes speak louder than words.

Use open-ended questions - that way you can identify what the client's goals and expectations are and whether they match yours.

 

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We started off with discussing a bit of Dr. Dupree's background and how she got interested in the science of business communication. We then discussed our favorite resources for improving communication. Dr. Dupree gave some helpful advice on good opening lines to initiate a conversation. We then discussed the persisting problem with decreased attention span and how we can go around this in our communication tactics. We also mentioned the new training course with Dr. Dupree The Introvert's Guide to Sales Success, which is now available to access. Dr. Dupree also discussed the power of good listening and how it can put us one step forward in a conversation with someone new. Towards the end, we went over the five ways to promote the authentic you and agreed that spending your time wisely and knowing your own communication style is key to success.

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We also discussed;

  • Applying communication theory to cold calling
  • Breathing techniques for increased rationality
  • The importance of the BEACH acronym
  • Honoring the other rather than demeaning yourself as a winning tactic
  • Overcoming the fear of rejection
  • Silence as a powerful negotiation tool

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Knowing the basics of communication theory is a key skill, not just for real estate, but for any professional or personal aspirations as well. If you don't express what you're thinking correctly then you risk forming the wrong relationships, or being misunderstood. Avoid these situations by building trust and rapport. By engaging in thoughtful probing and active listening, you engage with the person you are speaking to and they know they can trust you from that point on. For a real estate agent this is especially important, seeing as we are a part of what can sometimes be a turning point in a person's life. Your listening skills will be put to the test with every client you meet and you need to be ready. Keeping communication open and honest leads to easier deals and, ultimately, to a more pleasant experience for both the client and the agent.

 

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Guest Bio- Dr. Debra Dupree is an acclaimed speaker and author in the field of business communications and psychology. She's the president of Relationships at Work, Inc. and she actively goes out of her way to look for people in trouble. She helps her clients recover from trauma and drama and leads them onto the way of self-discovery beyond their past. Dr. Dupree also works with leaders at all levels - entrepreneurs, small business owners, and managers. She helps people from all walks of life to grow themselves and their companies by building psychological safety. Find out more about Dr. Dupree and Relationships at Work, Inc. at www.relationships-at-work.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.

Jul 9, 2017

Many agents shy away from difficult sales, but if their entire market is made up of those sales, they find themselves stuck. How can we approach lead generating in such a market? Why does building a network of estate attorneys benefit your business? Can finding the "problem child" in a family of executors really help you make that sale? We sit down with Michael Higdon who shares his experience of successful prospecting in a difficult market.

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 Takeaways + Tactics

With the competitive market nowadays, clients often know that they can get top dollar by selling themselves. Go the extra mile to convince them how and why they need YOU.

Have your list of go-to contractors as referral points - it's a good way of establishing trust.

When you're going after a database of recently deceased homeowners, you have to always approach it with extreme empathy.

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We started the episode with Michael giving us a bit of his background and why he decided to branch out on his own. We then talked about how to deal with very specific objections, some of which might seem insurmountable, in a way that can still secure you the business. In his tip of the week, Gene Volpe talked Google Keyword and how we can use it to our advantage. Michael then shared some of his insight about working with estates and executors and how to create and manage this database of potential clients. We discussed Michael's selling routine and how he gets almost no expireds/cancels as a result. Michael also talked about how a good network of estate attorneys can only benefit you in the long run. Finally, we discussed new ideas about database prospecting and scaling up by setting yourself new goals every quarter.

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We also discussed;

  • The importance of regular follow up
  • How FSBOs are actually selling in the current market
  • The role of compassion when dealing with estates and executors
  • Benefits of seeking out the "problem child"
  • Scaling up sustainably

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Successful lead generation in any market requires persistence and patience. Estates and executors can turn into very successful connections - if you work with them properly. A good impression can create more sales for you in the long-run, so make sure to exercise extreme empathy when dealing with these difficult situations. Seek out and build your own network. This instigates a feeling of professionalism in a client and convinces them that you are the right person for this job and they wouldn't be able to do it without you. You need to make yourself indispensable and instill confidence and professionalism. Finally, always look for ways to develop, not just your business but yourself as well. When you reach a milestone, always set another one right after because continued and sustainable growth is key to success in real estate.

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Guest Bio- Michael Higdon is a realtor in the Louisville area with over 16 years experience in real estate. Michael's goal for 2017 is to help 100 buyers and sellers accomplish their goals. His promise is a full-time commitment to the sale and a wealth of local knowledge to help carry through even the most difficult sales. Michael also believes in embracing technology but not losing the personal touch as his website is equipped with a lot of resources, however he always makes sure these never replace spending time with the client. To find out more about Michael, email him at michael@michaelhigdon.com or visit his website michaelhigdon.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.

Jul 8, 2017

Many agents miss out on profitable leads because they're not following up with their lead generation. Is calling a lead five times really enough to get you business? What's the importance of the team you work in? And can chasing expired leads be profitable for any real estate agent? In this episode, the winner of the Delaware 40 under 40 Award, Dustin Parker talks about his real estate career and some important tips on succeeding in a small yet highly varied market.

Takeaways + Tactics

Building the right team may be the key to success, so always make sure you're working with people whose views and mission match yours.

80% of business is done between the fifth and twelfth time you contact a lead. If you give up on the fifth call then you will lose a lot of business.

Selling is a lot easier when you engage with the local community. Continued curiosity in your area is essential for success.

While you can pay for a lot of good lead generation software, Facebook has relatively low prices and a great outreach, so use it to its maximum.

 

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We started off with a conversation about chasing expired leads. Dustin explained how he got started in real estate and how the first experience of chasing expireds was a bit intimidating, however it does get better as you do more of it. He then talked about the team dynamics and the market he works in - showing how even a small market such as Delaware can have a multifaceted real estate identity. We pointed out the importance of continued education and curiosity about real estate and how that can help a business develop. Dustin then explained his main tools for lead generation and how his team is in the center of both the marketing and the appointments in his business. Finally, we discussed how getting involved in the local community can benefit any agent and how lead generation can be scaled up from any point.

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We also discussed;

  • Competitors' views of chasing expireds
  • What lead generation means for a new agent
  • The benefits of hiring inexperienced agents
  • Simple marketing through Facebook Live
  • Difference between buyer specialist and a listings approach

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Your team and your motivation are the key to your success in real estate. If you don't work with the right people, then you won't get the results you need. A strong group impression is key to impressing a potential seller. While not all leads may lead to a sale, you can never know which call will be the golden one that leads you to that appointment. If you fail to chase up on your leads, or give up after one call, then you're sure to fail. Consistency is key and by putting your name out there, you'll not only profit financially but you will also make a name for yourself in your local market. Engage with curiosity and a thirst for knowledge and don't miss out on your chances to utilize the tools available so you can reach your full potential.

Guest Bio- Dustin Parker is the CEO of The Parker Group and the winner of the Delaware 40 under 40 Award. After a successful career in education, Dustin has discovered a real passion for real estate, becoming one of the leading realtors in the state of Delaware. His mission is to make the process of selling a property as easy and enjoyable as possible. The Parker Group incorporates state of the art technology and markets to an expansive, yet targeted group of potential buyers. Apart from his real estate business, Dustin is also involved in many non-profit organizations and is constantly looking for ways to give back to his community. Find out more about Dustin and The Parker Group on www.sellingsussex.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.

Jul 6, 2017

Every day is a school day when you work in real estate. What are the pros and cons of online lead generation? How can we measure the reach of our cold calling and how do we get better at it? Do you need to splash out on expensive software for effective lead generating? We answer these questions and many more in this live Q&A edition of Real Estate Uncensored.

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Takeaways + Tactics

 Don't expect to get too much out of Facebook leads - most of them are respondents rather than leads.

 Both quantity and quality are important with cold calling so don't compromise on either.

 Delegate all the tasks you can to an assistant. Not only does it give you more time to focus on the important things but it's also a great leadership skill.  

 

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We started off with a discussion about Facebook and online leads in general. We then talked about quantity and quality in cold calling and the importance of being persistent and accurately measuring your performance. We then mentioned how we should focus on actual work rather than the process of getting ready to do the work. We then discussed some products you can use in your business and found out that not everything has to be down to expensive software. Finally, we pointed out how variety and creativity within a consistent pattern can be a path to success. We agreed that hard work is essential for achieving the wanted results.

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In this episode we also discussed;

  • Cheap and easy to use tools to boost your business
  • The benefits of having an assistant and delegating tasks
  • Zillow's instant offer scheme and how to counter it
  • Coaching at high prices
  • The importance of good planning

 

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Becoming successful in real estate isn't just down to what you know, it's how you apply what you know. You might think that you need to invest a lot of money in expensive software for cold calls or lead generating - the truth is that you can organize your business with software as accessible as Excel or Google Sheets. Success doesn't just rely on knowledge but also on good leadership skills and business awareness. If you don't cut out the unnecessary parts of your business lifestyle, sooner or later they're in danger of dragging you down and making your company stall. Prioritize tasks, stay focused on your goal and aim to do better every day - that's the way to get those commission checks right in your pocket.

Jun 27, 2017

Getting free money just for owning your house sounds like a dream for any homeowner. How is this model sustainable? Does it benefit real estate agents at all? And how are co-investment partners similar to your rich uncle that you only see at Thanksgiving? Brian Elbogen, this week's guest of Unison fame, will discuss all of this and more.

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Takeaways + Tactics

Use a co-investment partner like Unison to help your buyers make better offers or buy a better home without raising their monthly payment.

Working with a co-investor is like having a rich uncle who doesn't make it awkward at Thanksgiving.

Monetize the 98% of people you meet who aren't ready to make a move by offering info on co-investing for existing homeowners.

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In the beginning of this episode, we discussed Brian's idea and model of Unison, and how it can target specific groups of home buyers (such as young families) and help them get their dream property. Gene Volpe also offered a tip on Facebook marketing, encouraging agents to be creative and proactive with it. Brian also mentioned that agents can get in touch with them directly to see what they can gain from a potential partnership with Unison.

We also discussed;

  • The most common scenarios of buyers/owners needing to use Unison's services
  • How Unison made things more comfortable for clients during the market crash
  • Why homeowners are the best partners
  • How co-investment companies can get involved with rental properties
  • Partnerships with brokers and other loan agencies
  • The secret to Unison's good content marketing

 

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One of the many secrets to success is innovation. A lot of profit often comes from a simple trial and error method and when you find your big thing, then you can utilize it to its full potential. Perhaps co-investment will be the big thing for some of you. It gives you the confidence and reassurance that you are offering a good, reliable service to customers, which not only increases your rapport and creates a valuable agent-client relationship, but it can also earn you a good profit on top of your commission. Additionally, it can also help you capitalize on the no-sellers, who might still want to make some profit from their home ownership. Either way, a key point is to be open to new opportunities, as this will help you foster an innovative, receptive mindset, which in turn will guarantee success for your business.

 Guest Bio-

 Brian Elbogen is the Managing Director of Unison: a next generation ownership investment company. Based in the San Francisco Bay Area, Unison offers the one-of-a-kind HomeBuyer and HomeOwner programmes that can benefit not only clients but also real estate agents themselves. Uniquely for its business model, Unison shares its partnership with clients and looks to provide them with the financial stability that they might need in life. Find out more about Brian's work and Unison's mission at http://unison.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 26, 2017

Homeownership with under-35s is at an all-time low. How do we tackle this as real estate agents? Can we specifically target the millennial demographic and entice them into purchasing their own home? And how can Yelp become one of the main tools in a real estate agent's arsenal? All this and more in this week's episode with Realtor magazine's 30 Under 30 finalist Anthony Manzon.

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Takeaways + Tactics

Get reviews on Yelp and Google + with parties, raffles and other giveaways, including from anyone you come in contact with in real estate.

To succeed in this business, you have to be in the ZONE, do whatever it takes to put and keep yourself in that zone.

Deals are going to happen with or without you - the goal of lead generation is to put yourself at the intersection when those deals are going to happen.

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We started off with talking about the difficult clients you can encounter. Anthony said - and we agreed - that those will always happen, so as professionals we need to be aware when a real estate agent client and an agent aren't a good fit. Then Anthony shared his methods for lead generation, including his favorite - open houses. Towards the end, we talked about Anthony's best strategies to stay focused as well as the structure of his team and the secret to their success.

Anthony also talked about; 

  • How a clever, good script can make you successful
  • The best way to start up your career and up-sell yourself - even if you haven't done any business
  • Strategies about getting those five star Yelp reviews
  • Best practice relating to FSBOs
  • Why having a problem solver on your team can be the best

 

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When you're in a business as competitive as real estate, it's imperative to stay afloat by utilizing all the tools you have. Yelp and Google+ are both free and are an essential part of real estate knowledge - use them to their full potential to increase your capital as much as possible. Additionally, working in a good, reliable team is essential for a good agent. Finding people whose skills can help you along the way is invaluable; so make sure to foster those important relationships. Most importantly, stay focused on your goal and know your target market.

 Guest Bio-

 Anthony Manzon is the founder and owner of Team Manzon, based in Chula Vista, CA, along with his wife, Regina. Their main goal is to provide an exceptional service to customers from all of walks of life. Anthony himself has over years of real estate experience and he was also featured in Realtor magazine's 30 Under 30. Team Manzon's main demographic are families in the SouthBay area. They also focus on the millennial generation. Anthony himself was a professional break-dancer before real estate - and still sometimes entertains clients with his skills. Find out more about Team Manzon on http://teammanzon.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 25, 2017

Working in real estate is a constant learning curve. What's the difference between an objection and a condition of a sale? What are the best tips that'll help you deal with that one really tough buyer and still make a sale? Should complete domination be our end goal? These were the questions you had - so we answer these and many more in this week's live Q&A.

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Takeaways + Tactics

A good, relatable story creates trust and is a surefire way to grab people's attention.

Don't overdo scripting over the phone - be yourself.

Identify your niche in the market and dominate it with supreme quality spreading yourself too thin.

 

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First, we answered a question about the importance of being proactive with your seller and the strengths you can gain with good objection handling. We pinpointed the difference between an objection and a condition and why it's important to have achievable goals of what you can change in a good deal. Then we discussed the importance of the personal touch and making a sale relatable. This led to a discussion about the use of language in sales, and why going off-script can be beneficial. Towards the end, we gave recommendations for some more resources to listen to.

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Other things we discussed in the episode were;

  • Some good advice for a first FSBO listing appointment
  • What a real estate coach can really do for you
  • Battling discount broker competition and making sure you give enough quality
  • Circle prospecting systems, particularly MoJo and Z-Buyer
  • How to make sure you're the number 1 real estate agent in your niche

 

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Staying on top of the real estate market requires a lot of skills, and most of the time it's a lifelong process of learning. Clients expect you to have all the information they need readily on hand - and you might, but you need to also remember that they don't know what you know. Capitalizing on your knowledge and focusing on the one key area where you can truly shine is the way to success. If you have big ideas, you need to follow them up with a lot of hard work, however it will all pay off once you've got successful sales under your belt.

 

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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 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.

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