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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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Apr 28, 2016

We start with how to handlebuyers making a low dollar offer on a million-dollar listing, andJosh explained that he’s learned to remove the emotion from thedeal. It’s all about the numbers and taking every offer seriously,even ones that seem insulting at first. Then we answer a questionon how to use CRM systems to text prospects, Josh shared how histeam uses Big Purple Dot to send 600 video texts per day, and howhis team texts through the CRM so everything is tracked and linkedto the prospects.

Then we dig into how Josh run his Facebook lead generationsystem, from the overall process from the user’s perspective, tothe creative that goes into his ads to create curiosity and get aprospect to take action. Josh finds about 10% of people that clickthrough from Facebook will opt-in on his site, which he considers a“lead.”

You’ll also learn:

  • Asimple script for 5 Friend Request messages per day
  • Howto post to Facebook 4x per day on specific topics
  • Howto create very specific and fun Facebook posts and ads that grabattention
  • Whyyou shouldn’t use million dollar homes in your Facebookads

Then we go over Josh’s Mega OpenHouse strategy, which they use to sell 30 homes per month, almost50% of their business. “You must learn to become brilliant at thethings you can control,” Josh explained, “the marketplace will notaccept average.” So Josh focused on the factors of an Open Housethat he controls:

  1. UseOpen Houses to dominate your farm - Don’t do open houses in justany area
  2. Pickthe right property in your farm
  3. Market the Open House effectively - Start 10days ahead
  4. Setup for the event - Put out as many signs as allowed
  5. Maximize your Tour Process - Use FORD techniqueto build rapport
  6. Berelentless in your folow up

Josh also shared how he handles the knee-jerkobjection from Open House visitors that they already have an agent.He explained that most agents don’t follow up, so he doesn’t handlethese visitors any differently than if they don’t have an agent. Hetours them through the home, attempts to collect their informationat registration and then puts them into his funnel. Superior followup over time will beat virtually every other agent.

Resources & Tools

Big Purple Dot - Real Estate CRMsystem Josh and his team currently use

https://www.bigpurpledot.com/

LionDesk - Another real estateCRM Josh recommends http://www.liondesk.com/

PerfectStormNow.com - JoshuaSmith’s CRM product http://perfectstormnow.com/

If you’re looking to take yourbusiness to a new level, Facebook and Open Houses are leadgeneration sources you have absolute control over and can master atlittle to no cost. Then you can add paid Facebook ads to the mix toreally put your lead gen into overdrive. Be brilliant at the thingsyou control!

Joshua Smith is thefounder/owner of Revisto Real Estate Group in the greater Phoenixarea. A serial entrepreneur and one of the top 30 Realtors in thecountry, Josh has built a powerhouse team by coaching agents tomaximize their production. Josh is also part-owner of the upcomingreal estate lead gen system Perfect Storm. Connect with Josh andsend referrals to his team in Phoenix by emailing Joshua@revistorealestate.comand learn about Perfect Stormat http://perfectstormnow.com/.

Click here to download your free PDF, Greg’sFavorite Scripts, featuring scripts for buyer and seller leadfollow up, price reduction and objection handler scripts and muchmore.

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