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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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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
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Sep 20, 2016

The sell, sell, sell mentality is something a lot of professionals rely on, but is there anything you miss out on when you take that approach? On this episode, we lay out the differences between the sales mindset and the consulting mindset, and how the two can intersect in providing value and showing the best of your abilities.

The sales mindset goes against educational marketing, building a database and earning trust over time. -Matt Johnson

Takeaways + Tactics

A consultant builds value and when that person’s needs align with your service, you become their natural choice.

Did you buy something because it was jammed down your throat, or because you saw real value in having it? That’s the difference between sales and consulting.

There’s going to come a time you’ll have to pitch what you have to sell.

 

At the start of Real Estate Uncensored we answered a question about a client wanting to work directly through a listing agent and how payments are handled. We also answered a question about compensating ISAs and finding a structure that motivates people to work hard to meet targets. This won’t always be in the form of money - “a big mistake people make is thinking that what motivates you, motivates other people.”

We went onto discuss the differences between the sales approach and the consulting approach. Being sales driven works but there has to be a limit. The sales mindset can stand in the way of providing value and building relationships that become more lucrative with time. “The side effect of the sales mentality is looking at everyone as either a potential client in the next 3 months or nothing.” The mission should be to lead with value and not with the hard sell.

We also talked about the attraction to the hustle mentality and the assumption that consulting is a form of weakness. This led to us talking about finding the hustle that works for you and we touched on drip campaigns and ultimately being a professional who is willing to earn the right to  close.

 

Consulting is not a sign of weakness, it is the dedication to educating your target market and selling yourself through value. You will still need to be a salesperson but your approach changes to pitching at the right point in that relationship. Don’t start out trying to close, earn the right over time.

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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