Info

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.
RSS Feed Subscribe in Apple Podcasts
Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
2017
December
November
October
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October
September
August
July
June


Categories

All Episodes
Archives
Categories
Now displaying: Page 1
Dec 17, 2016

When it comes to sales, what are the things agents are getting wrong in their intention and use of scripts? What lessons can be learned from NLP, and how can they improve your client interactions? On this episode, we answer these questions with the insights of sales coach, Joel Rico. He shares his expertise on uncovering opportunities, building rapport the right way, and being a better listener to be a better salesperson.

All opportunities are contained inside other people, and they are all hidden inside conversations. -Joel Rico

Takeaways + Tactics

  1. The number one rule of marketing is, do what's working - find what's working for you and do more of it.
  2. The client will always give you the solution - if you listen.
  3. When we let the client be in charge of the style of the conversation, they'll usually let US be in charge of the content of the conversation.

The true purpose of sales is to steer the clients towards what they want. Steering them anywhere before you know what they want is manipulation, and that should never be your intention. For you to find the opportunity within a conversation, rapport, open-hearted listening and influence are necessary. Most agents go into listing appointments with a dichotomy - it’s either a yes or a no, but this mindset makes you miss opportunities. Your intention should be to facilitate a conversation, and through it the client will provide a solution and an opportunity.

Guest Bio

Joel is an engineer, agent and coach. He is the founder of The Truth About Sales. The Truth About Sales is a workshop focused on empowered human communications; How people listen and speak with each other, and how people make decisions. Go to joelrico.com for more information.
0 Comments