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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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Dec 4, 2017

A lot of agents don’t realize how much their communication reeks of insecurity or arrogance, and they are faced with a lot of objections as a result. How do you handle objections in a way that shows that you care about the client? What is the language of agreement? Why is it so powerful to learn the right framework for handling objections? On this episode, Joel Rico is back to share how to be more effective with your language.  

Three Things We Learned

The First Step to Handling Any Objection is Taking Their Side

One of the biggest mistakes people make in their sales conversations is disagreeing with the prospect right from the start. What you should actually do is get in agreement with them, validate what they think and feel, and take their side no matter what they say. Be an ally, not an adversary.


The tone of confidence resembles the tone of narcissism

Confidence has a tone and an energy and it’s similar but a lot different to ego and narcissism. Because of the similarity most consumers misinterpret cockiness and ego as confidence. The problem with this is they end up hiring the wrong person.  

 

You want people to be empowered that they made their own choice

He or she that speaks the most dominates the conversation, but he or she that asks all the questions controls the conversation. You want to empower the client by having them dominate the conversation, and you want to control the conversation by asking all the questions.

Replay CTA

People are looking for someone to represent them, someone who can advocate for their needs. When they are clear that you’re on their side, they will say yes. When you try to sell them, and focus on the commission, they are clear that you’re representing yourself and you won’t get hired. If you want represent people, come from a place of contribution, be an ally to them and take their side through your language, tone and energy.

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