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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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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
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Now displaying: Page 1
Jan 3, 2019

We’re not always going to be in the best headspace for prospecting, but it’s a necessary activity to our survival. How can we get ourselves pumped for prospecting, or build habits that make sure we never skip it? What do multiple objections tell us about what the prospect is feeling? How can we get to the root of solving the problem? In today’s episode, we’re joined by Gene Volpe and Aaron Wittenstein for another edition of the East Coast/West Coast smackdown, to talk about lead generation and FSBOs and showing our prospects that we relate to them.

If you’re not regularly prospecting for business, you’re not going to be able to get the money you want. -Aaron Wittenstein  

Three Takeaways

When a prospect says they’re considering the FSBO route

That’s not an objection you’re going to get them to change their mind on over the phone. Ask them that you want stop by to get a feel for the property, and then stay in touch with them on a regular basis after that. 4-5 weeks in, when the process isn’t going well is the point they’ll consider getting an agent.

 

What objections tell you about your prospect’s thought

If you get a lot of objections at once, you’ve done a bad job of explaining what makes you different and better than other agents, so they don’t see the value of working with you, vs. working with somebody else.  

 

How to reveal the root of an objection

Lead a prospect down a set of questions around their frustration. When you go deep and really talk about the nuances of their problem, it shows you understand what it would mean for them if you solved it.

 

Very often, the gap between a prospect's objections and them deciding to work with us is asking the right questions, and showing the value we hold over another agent. If we can restate and frame their problem in a way that nobody else does and shows that we understand the problem or have a unique spin on it, they’ll assume we have the solution they need.  

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