We start with a question on how to demonstrate value and maintain your commission with luxury listings. Greg explained how listing presentations need to be customized for luxury clients, how to research them in advance so you know what type of person you’re dealing with. Danny agreed and pointed out an app called Charlie that gives you intelligence on anyone coming up on your calendar to give you common interests and key points from their social media profiles.
Next Danny shared the story of how he transitioned from real estate attorney to licensed agent and how he built his team by continuously getting low value activities off his plate. “That’s the biggest misconception people have is they don’t realize you are a salesperson first, a real estate agent second. So I dove into sales hardcore. I bought every sales book imaginable,” Danny explained. “I know a lot of agents who have the contract memorized but are broke because they have no clients.”
Danny shared why he treats luxury clients the same as any other client, “I think the skills are the same. It’s all about asking great questions.” Danny also explained that some of the best high-dollar referrals have come from lower-end clients.
The systems Danny and his team have built allow them to provide very high levels of client service. “At the end of the day, a system is just a good checklist. So now we have all these 5-star Yelp reviews, and it’s all because our admin people follow the checklist that’s there, and we know that those things work.”
Then we dive into how Danny uses Vyral Marketing, and the Open-and-Click reports from their video emails to their database. Danny’s ISA team makes “customer service” calls to his database based on the response to their emails, looking for people in their database who are thinking of making a move.
We finish by covering Danny’s approach to team building, management and recruiting, and why it’s so important to hire self-managing, self-motivating people.
Resources:
Rocket Fuel -Gino Wickman - Influential book on Danny’s systems-based approach
Basecamp - For running your systems and checklists with your team
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Whether you’re looking to build a dominant real estate team or just want to attract one more client per month, the key is skills and systems. Focus on building your skills, both sales and management, and then create systems so things get done the right way every time.
Danny Batsalkin is the CEO and co-founder of TBG Homes, one of the most successful teams in the Keller Williams network. Danny hosts The Real Estate Zone, a weekly radio show that airs at 7 am on Saturdays on Talk Radio 790 KABC. Danny also trains and coaches real estate agents and is a Certified Trainer for the national bestselling book, The ONE Thing, by Gary Keller and Jay Papasan. Learn more about Danny’s team at https://tbghomes.com/ and send referrals in Bevery Hills or Calabasas via email at dannyb@kw.com or call 310-432-5755 .
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