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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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Sep 12, 2016

 

Cold calling and prospecting rank highly on the list of activities that scare agents, is it something only limited to the more confident people in the industry? Fortunately, just about any agent can master it with the right tools and mindset. According to Greg it’s simple to do once you get over your mental blocks and employ the tactics that have made him a master at cold calling.

Put yourself in the right mental mindset with power poses, it will physiologically change you to where you’re able to exude positive energy.

-Greg McDaniel

Takeaways + Tactics

It’s painfully simple to do calls, it’s only hard in your head.

The key pieces of information you need for cold calling are location, selling price, how much over price it is and days on market.  

People get so afraid of the word no because they take it as a personal rejection.

 

We kicked off the episode with a question about using voicemails with the Mojo Dialer when you’re circle prospecting. The most important thing is to make sure your messages are short, entertaining and educational. Next, we answered a question about the right response to a seller who says, “I’m not giving it away,” as well as a question about friending your prospects on social media platforms.

We launched into a discussion about a recent post on Inman News, titled How to Design a Better Plan for Prospecting. We went onto to go into greater detail about call reluctance and how it gets in the way of prospecting success. What stops a lot of people is thinking there’s a lot they need when they only really need 3 or 4 pieces of information - location, selling price and days on market.

We provided a few tactics that can help people overcome their fear, including power poses, using funny scripts and jokes to break the ice. The goal with all of these methods is exuding positive energy to people. We also covered the danger of fearing the word “no” and mapping when you’re using the Mojo Dialer. Towards the close of the show we answered questions about a script for a seller with an agent loyalty issue, and we went onto discuss testimonials and gifts for clients.

 

The main reason people avoid cold calling is the fear of rejection. One of the most powerful things you can do is shift your mindset to where you don’t take the word “no” as a personal rejection. Once you’ve dealt with your fear and worked on exuding positive energy, the rest of the process becomes simple.

Guest Bio

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Read the Inman article here http://www.inman.com/2016/09/07/how-to-design-a-better-plan-for-prospecting/

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