Many agents miss out on profitable leads because they're not following up with their lead generation. Is calling a lead five times really enough to get you business? What's the importance of the team you work in? And can chasing expired leads be profitable for any real estate agent? In this episode, the winner of the Delaware 40 under 40 Award, Dustin Parker talks about his real estate career and some important tips on succeeding in a small yet highly varied market.
Takeaways + Tactics
Building the right team may be the key to success, so always make sure you're working with people whose views and mission match yours.
80% of business is done between the fifth and twelfth time you contact a lead. If you give up on the fifth call then you will lose a lot of business.
Selling is a lot easier when you engage with the local community. Continued curiosity in your area is essential for success.
While you can pay for a lot of good lead generation software, Facebook has relatively low prices and a great outreach, so use it to its maximum.
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We started off with a conversation about chasing expired leads. Dustin explained how he got started in real estate and how the first experience of chasing expireds was a bit intimidating, however it does get better as you do more of it. He then talked about the team dynamics and the market he works in - showing how even a small market such as Delaware can have a multifaceted real estate identity. We pointed out the importance of continued education and curiosity about real estate and how that can help a business develop. Dustin then explained his main tools for lead generation and how his team is in the center of both the marketing and the appointments in his business. Finally, we discussed how getting involved in the local community can benefit any agent and how lead generation can be scaled up from any point.
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We also discussed;
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Your team and your motivation are the key to your success in real estate. If you don't work with the right people, then you won't get the results you need. A strong group impression is key to impressing a potential seller. While not all leads may lead to a sale, you can never know which call will be the golden one that leads you to that appointment. If you fail to chase up on your leads, or give up after one call, then you're sure to fail. Consistency is key and by putting your name out there, you'll not only profit financially but you will also make a name for yourself in your local market. Engage with curiosity and a thirst for knowledge and don't miss out on your chances to utilize the tools available so you can reach your full potential.
Guest Bio- Dustin Parker is the CEO of The Parker Group and the winner of the Delaware 40 under 40 Award. After a successful career in education, Dustin has discovered a real passion for real estate, becoming one of the leading realtors in the state of Delaware. His mission is to make the process of selling a property as easy and enjoyable as possible. The Parker Group incorporates state of the art technology and markets to an expansive, yet targeted group of potential buyers. Apart from his real estate business, Dustin is also involved in many non-profit organizations and is constantly looking for ways to give back to his community. Find out more about Dustin and The Parker Group on www.sellingsussex.com
Free download Call-to-Action - 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.
Every day is a school day when you work in real estate. What are the pros and cons of online lead generation? How can we measure the reach of our cold calling and how do we get better at it? Do you need to splash out on expensive software for effective lead generating? We answer these questions and many more in this live Q&A edition of Real Estate Uncensored.
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Takeaways + Tactics
Don't expect to get too much out of Facebook leads - most of them are respondents rather than leads.
Both quantity and quality are important with cold calling so don't compromise on either.
Delegate all the tasks you can to an assistant. Not only does it give you more time to focus on the important things but it's also a great leadership skill.
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We started off with a discussion about Facebook and online leads in general. We then talked about quantity and quality in cold calling and the importance of being persistent and accurately measuring your performance. We then mentioned how we should focus on actual work rather than the process of getting ready to do the work. We then discussed some products you can use in your business and found out that not everything has to be down to expensive software. Finally, we pointed out how variety and creativity within a consistent pattern can be a path to success. We agreed that hard work is essential for achieving the wanted results.
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In this episode we also discussed;
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Becoming successful in real estate isn't just down to what you know, it's how you apply what you know. You might think that you need to invest a lot of money in expensive software for cold calls or lead generating - the truth is that you can organize your business with software as accessible as Excel or Google Sheets. Success doesn't just rely on knowledge but also on good leadership skills and business awareness. If you don't cut out the unnecessary parts of your business lifestyle, sooner or later they're in danger of dragging you down and making your company stall. Prioritize tasks, stay focused on your goal and aim to do better every day - that's the way to get those commission checks right in your pocket.
Getting free money just for owning your house sounds like a dream for any homeowner. How is this model sustainable? Does it benefit real estate agents at all? And how are co-investment partners similar to your rich uncle that you only see at Thanksgiving? Brian Elbogen, this week's guest of Unison fame, will discuss all of this and more.
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Takeaways + Tactics
Use a co-investment partner like Unison to help your buyers make better offers or buy a better home without raising their monthly payment.
Working with a co-investor is like having a rich uncle who doesn't make it awkward at Thanksgiving.
Monetize the 98% of people you meet who aren't ready to make a move by offering info on co-investing for existing homeowners.
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In the beginning of this episode, we discussed Brian's idea and model of Unison, and how it can target specific groups of home buyers (such as young families) and help them get their dream property. Gene Volpe also offered a tip on Facebook marketing, encouraging agents to be creative and proactive with it. Brian also mentioned that agents can get in touch with them directly to see what they can gain from a potential partnership with Unison.
We also discussed;
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One of the many secrets to success is innovation. A lot of profit often comes from a simple trial and error method and when you find your big thing, then you can utilize it to its full potential. Perhaps co-investment will be the big thing for some of you. It gives you the confidence and reassurance that you are offering a good, reliable service to customers, which not only increases your rapport and creates a valuable agent-client relationship, but it can also earn you a good profit on top of your commission. Additionally, it can also help you capitalize on the no-sellers, who might still want to make some profit from their home ownership. Either way, a key point is to be open to new opportunities, as this will help you foster an innovative, receptive mindset, which in turn will guarantee success for your business.
Guest Bio-
Brian Elbogen is the Managing Director of Unison: a next generation ownership investment company. Based in the San Francisco Bay Area, Unison offers the one-of-a-kind HomeBuyer and HomeOwner programmes that can benefit not only clients but also real estate agents themselves. Uniquely for its business model, Unison shares its partnership with clients and looks to provide them with the financial stability that they might need in life. Find out more about Brian's work and Unison's mission at http://unison.com
Free download Call-to-Action - 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.
Homeownership with under-35s is at an all-time low. How do we tackle this as real estate agents? Can we specifically target the millennial demographic and entice them into purchasing their own home? And how can Yelp become one of the main tools in a real estate agent's arsenal? All this and more in this week's episode with Realtor magazine's 30 Under 30 finalist Anthony Manzon.
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Takeaways + Tactics
Get reviews on Yelp and Google + with parties, raffles and other giveaways, including from anyone you come in contact with in real estate.
To succeed in this business, you have to be in the ZONE, do whatever it takes to put and keep yourself in that zone.
Deals are going to happen with or without you - the goal of lead generation is to put yourself at the intersection when those deals are going to happen.
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We started off with talking about the difficult clients you can encounter. Anthony said - and we agreed - that those will always happen, so as professionals we need to be aware when a real estate agent client and an agent aren't a good fit. Then Anthony shared his methods for lead generation, including his favorite - open houses. Towards the end, we talked about Anthony's best strategies to stay focused as well as the structure of his team and the secret to their success.
Anthony also talked about;
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When you're in a business as competitive as real estate, it's imperative to stay afloat by utilizing all the tools you have. Yelp and Google+ are both free and are an essential part of real estate knowledge - use them to their full potential to increase your capital as much as possible. Additionally, working in a good, reliable team is essential for a good agent. Finding people whose skills can help you along the way is invaluable; so make sure to foster those important relationships. Most importantly, stay focused on your goal and know your target market.
Guest Bio-
Anthony Manzon is the founder and owner of Team Manzon, based in Chula Vista, CA, along with his wife, Regina. Their main goal is to provide an exceptional service to customers from all of walks of life. Anthony himself has over years of real estate experience and he was also featured in Realtor magazine's 30 Under 30. Team Manzon's main demographic are families in the SouthBay area. They also focus on the millennial generation. Anthony himself was a professional break-dancer before real estate - and still sometimes entertains clients with his skills. Find out more about Team Manzon on http://teammanzon.com
Free download Call-to-Action - 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.
Working in real estate is a constant learning curve. What's the difference between an objection and a condition of a sale? What are the best tips that'll help you deal with that one really tough buyer and still make a sale? Should complete domination be our end goal? These were the questions you had - so we answer these and many more in this week's live Q&A.
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Takeaways + Tactics
A good, relatable story creates trust and is a surefire way to grab people's attention.
Don't overdo scripting over the phone - be yourself.
Identify your niche in the market and dominate it with supreme quality spreading yourself too thin.
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First, we answered a question about the importance of being proactive with your seller and the strengths you can gain with good objection handling. We pinpointed the difference between an objection and a condition and why it's important to have achievable goals of what you can change in a good deal. Then we discussed the importance of the personal touch and making a sale relatable. This led to a discussion about the use of language in sales, and why going off-script can be beneficial. Towards the end, we gave recommendations for some more resources to listen to.
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Other things we discussed in the episode were;
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Staying on top of the real estate market requires a lot of skills, and most of the time it's a lifelong process of learning. Clients expect you to have all the information they need readily on hand - and you might, but you need to also remember that they don't know what you know. Capitalizing on your knowledge and focusing on the one key area where you can truly shine is the way to success. If you have big ideas, you need to follow them up with a lot of hard work, however it will all pay off once you've got successful sales under your belt.
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Free download Call-to-Action - 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.
Many agents pass up on lucrative wholesale deals almost every day of their careers. What are they missing in order to capitalize on those deals? What tools need to be taken into account when branching out as an investor? What are the benefits of being versatile in real estate? These and many more questions are answered in this week's episode with Tom Cafarella, who shares the secrets to his success.
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Takeaways + Tactics
Keep a big database of potential sales.
Only 1 out of 10 people sell at a discount - know what to do when you meet a discount seller and capitalize on it.
Always take advice with a grain of salt.
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At the start of the show, Tom shared how the integration of virtual ISAs has helped his company hit upwards of 600 - 800 calls a day, and how this has increased their cold calling efficiency. Next, we got a brief tip from Gene Volpe regarding Feedly - a content aggregator from common news sites and RSS feeds, which can be utilized to generate engagement with content. Afterwards, Tom shared his experience with wholesaling and his experience with real estate agents' reluctance to take on investing. He also touched on why agents shouldn't take rejections personally and staying focused on the long-term goal. Towards the end he shared his tips on effectively using databases to get sales in the future.
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Tom also discussed;
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Staying afloat in the real estate business requires constant innovation and self-motivation to do better every day. Sellers will expect you to know what's best for them - and you need to combine that knowledge with what's best for you as an agent. Don't miss on opportunities for self-development that could give your business a real boost. Part of real estate is about the technology you use in your marketing, but an even bigger part is the constant strive to do better and reach the maximum limits of your potential.
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Guest Bio-
Tom Cafarella is the owner Ocean City Development that purchases, renovates, and resells properties in the Boston, Massachusetts area. If you have a property, then Ocean City Development may be interested in it - whether it's a small family house or a 10 unit property. Tom knew he wanted to be in real estate from a very young age and although he has been discouraged a few times down the road, he has now achieved his goal, working with Ocean City Development and buying over 50 properties a year. His work philosophy boils down to: People who like what they do do it better. Read more at http://tomcafarella.com
Free download Call-to-Action - 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.
Fulfillment, passion and joy are missing from our business planning. How do these things affect our success over time? Why is sleep the key to the answers we’re really looking for? Why is it important to ramp down to bed? On this episode, James Colburn shares how he turned his life around and found fulfillment in his life and business. He also shares on why sleep is so important to us getting better!
Takeaways + Tactics
YOU are already enough - you don't need to chase “enough-ness".
Freedom happens because you create structure, which builds habits, and those habits create freedom.
Real estate is as simple as talking to people and listening for CHANGE - and social media is a dream scenario for listening for change in people's lives.
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At the start of the show, James shared the journey he took to finding fulfillment, passion and joy in his business. Next, we talked about the importance of knowing what a million dollar would look like, and we also shared on the importance of knowing that you are enough. Towards the end of the show, we talked about the importance of having a set start to the day.
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James also shared on;
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Too often we get lost in the next transaction, and the next deal that we forget about what truly matters. We actually owe it to ourselves to put fulfillment first, and ask the questions that set us up for a successful future. Freedom happens because you create habits, and those habits over time, become things you don’t even have to think about. It’s important to build a life that fulfills you internally. Ask yourself questions at the end of the day, and in the morning, listen for your answer and it will be delivered to you.
Guest Bio-
James’s core commitment is to human potential. This driving force compelled him to write RESUCCEED. For James, he believes the purpose of life has all to do with avoiding the trap of survival success which offers little to no fulfillment, passion, and joy in life. James challenge a life of a purpose where we are moved to contribute beyond ourselves, to fully show up in our lives, and fully integrate our talents and skills with our purpose, our meaning, and what brings us joy. With over two decades of executive and entrepreneurial experience including nonprofit leadership and oversight, real estate investments, for profit and nonprofit marketing design and implementation and business development consulting, James offers a unique and refreshing approach to his work and all of our potential. His direct approach is centered in the practical and approachable for every day, already successful but real people looking for that edge, that area of improvement that dispels the myth that you have to sit alone on a mountaintop for 20 years to attain a life with purpose, fulfillment and joy. Go to http://www.jamescolburn.net/ for more information.
Free download Call-to-Action - 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.
Real estate agents are notoriously bad negotiators. How can you overcome this, and bring value to clients so they want to hire you? How do you use negotiation skills to become their agent for life? How can you pitch yourself as a solo agent or a new agent? On this episode, we are joined by the always engaging Glenn Twiddle, who brings us a lot of value!
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Takeaways + Tactics
People hire us to absorb hassle and be there through the emotional process of buying a house.
When you tell people what you offer, quantifying the hard work and your availability makes your pitch more effective.
Handle the, “I want a flat-fee broker” objection by asking them to give you the opportunity to earn your full fee.
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At the start of the show, we talked about handling the objection of someone telling you they want a flat-fee broker. Glenn provided a great script, and he shared on the importance of overwhelming them with value and communication. Next, we talked about the advantages being a newer agent offers, and towards the end of the show, Glenn shared on the people he has coached.
We also spoke about;
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The bottom line in real estate is, people want availability. They want someone who can be there for them through a very important time in their life. When you’re a newer agent, availability is one thing you really have going for you, so leverage it. Quantify how dedicated and available you can be. The goal is to overwhelm them with value because there’s no such thing as over-communication. When you bring value, you won’t get as much push back in the form of objections.
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Guest Bio
Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market. Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go to http://www.glenntwiddle.com.au/ for more information.
Free download Call-to-Action - 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.
New technologies may have taken over real estate, but the relationships, problems and objections are the same. How do you go from getting a listing to gaining a forever client? What are the ways you can set expectations when you start the relationship? How do you handle a seller who isn’t budging even though the price is wrong? On this episode, we are joined by real estate rockstars Melinda Estridge and Daniel Schuler.
Takeaways + Tactics
When sellers offer too much resistance tell them, “you’re still the highest bidder for your own home.”
As soon as you hit a wall or an objection, you need to go into question mode.
Write down every single thing you do, and then make a system so nothing goes through the cracks.
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At the start of the show, Gene shared his tip of the week which was SIC codes, and then Melinda and Daniel shared on the importance of narrowing down your lead gen pillars. Next, we talked about the importance of face to face interaction, why you need to get into question mode when you get an objection, and why you need to write down every problem and how you solved it. Towards the end of the show, we discussed why it’s important for agents to be willing to let the deal go.
Melinda and Daniel also spoke about;
What makes a deal successful is the agent’s ability to set expectations from the start. Your goal is to make the people you work with forever clients, and that means being valuable and being of service. If there’s anything old school that transcends the test of time, it’s the face to face interaction that builds trust and believability. Make sure you don’t sign on with clients that will be time and energy vampires. If it’s overpriced, if they don’t want to stage, if they want to give a 30-day listing, if they are arguing about commission, and they have no motivation, ask yourself if you really want that listing.
Guest Bio-
Melinda Estridge has always been passionate about helping others achieve their goals. Just a little over 30 years ago that same passion led her to pursue the practice of real estate. Working tirelessly to assist buyers in finding their dream homes – and in helping homeowners sell their properties for top dollar, Melinda has quickly risen in the ranks to become one of the top REALTORS® not only in the Washington, D.C. metropolitan area - but nationwide as well. To get in touch, send an email to info@estridgegroup.com or call 301.657.9700.
Free download Call-to-Action - 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.
Many agents show up to work and do everything but work. How does that get in the way of getting the results you want in your business? How do you counter this mindset with self-leadership? How can you maximize your prospecting time? On this episode, Michael Hellickson joins us to answer these questions and share his successful methods.
Takeaways + Tactics
You’re more efficient and effective when you take breaks.
If you don’t have an assistant, you are one.
Treat agents in the industry like you treat clients.
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At the start of the show, Michael shared the importance of being available for your family, and why rest makes you more efficient at the work you do. Next we talked about the importance of actually doing work when you show up to the office, and Michael shared the lesson he learned about treating agents well. Towards the end of the show he shared on why you need an assistant.
Michael also spoke about;
This is a voice to voice, face to face business. You have to be prepared to get in front of people and work to be effective at prospecting. Staying on track requires self-leadership, and a good system that not only tracks your database, but also segments it. Contrary to popular belief, it doesn’t take ridiculously powerful technology to make a ridiculous amount of money. You just need to have systems and people in place to make you more hyper-efficient not more hyperactive.
Guest Bio-
CEO Michael Hellickson's Club Wealth® Coaching and Consulting, an Executive Business Consulting Firm that offers coaching and training to business owners worldwide. In select scenarios, Michael also invests in and partners with profitable companies looking to take their business to the next level. Michael has been a leader in the real estate industry, where he built a multi-million dollar business as a real estate agent, eventually becoming the Nations #1 real estate agent. During his career, Hellickson has spoken to and coached thousands of students and organizations nationwide. Go to clubwealth.com for more information.
How do you handle a person who tells you you’re too young or inexperienced? How do you improve your list building and actually make it easier for people to give you their email addresses? On this episode, Gene Volpe joins us to talk about the most common objections and how to overcome them.
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Takeaways + Tactics
Listing building: create a lead magnet strong enough to capture people’s information.
FSBOs are never going to like you, they’re trying to avoid you in the first place.
If you’re new, partner with someone who has the seniority you’re looking for.
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At the start of the show, we talked about handling objections about being too young or inexperienced. We also talked about the importance of confidence, and how to deal with FSBOs. We also answered questions about people who have family or friends who are in real estate, and why it’s important to add value.
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We also spoke about;
The art of handling objections comes down to how quickly you can think on your feet, and turn the objection into a chance for you to really bring value to people. It’s all about being confident in that unique thing that you bring to the table, whatever makes you stand out is something you can leverage. It’s all about the value-adds and leave-behinds.
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Free download Call-to-Action - 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.
A lot of things in real estate have changed and marketing is one of them. How does this relate to how agents generate seller leads? Why is it so necessary to get over the fear of knocking on doors? How do you get in front of people consistently? On this episode, we are joined by Matt Lamont, who shares some great industry knowledge, data and tips.
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Takeaways + Tactics
You have to market your business, word of mouth is not enough.
A lot of things in prospecting have a lot to do with fear.
87% of FSBOs end up failing.
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At the start of the show, we answered a question on creating a great packet for a FSBO, and Matt Lamont told us the most important thing is to be an advisory asset. He also talked about the power of getting over fear, and why success has a lot to do with knocking on doors and seeing people face to face. Towards the end of the show, Matt shared how agents can start using their system.
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Matt also spoke about
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Successful marketing is all about repetition, and people seeing you more than once. When it comes to getting listings, it’s very important to lose the fear of knocking on doors and getting in front of people. The most effective system is a combination of direct mail and door knocking. If you want to invest in Benutech, put 6 months worth of savings away for mailers so you can be consistent without running out of money. If you get over your fear and become an advisory asset for people, you can not only generate leads, you can actually convert them at a high level.
Guest Bio-
Matt is in the real estate data industry specializing in finding people motivated by a life changing event that would cause them to sell their home. Benutech makes tools like Rebogateway and Titletoolbox that helps people in the real estate industry target their marketing more effectively. He currently heads up creating strategic partnerships in the real estate space. Go to golistyourself.net to learn more about his work.
Free download Call-to-Action - 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.
Agents constantly want to buy more leads, even though they aren’t converting the ones they already have. What is the maximum number of leads an agent can handle and get the most out of? What is swarm marketing and how does it work? On this episode, Buddy Blake joins us for a high-level conversation about relationships, succession plans, and getting the most out of leads.
Takeaways + Tactics
Real estate agents get their skill sets and paychecks confused.
Taking an ISA or assistant, the least paid person and putting them in the most important port of contact is a mistake.
When you leave a team, no matter who you are, you are going to go down before you come up.
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At the start of the show, Buddy shared how he got started, and the mistakes agents make. We also talked about the power of impression points and how to use swarm marketing to hit people from multiple angles. Buddy also talked about the succession plan when someone leaves a team, and why cutting down on leads can make people more productive.
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We also spoke about;
Swarm marketing is all about creating multiple impression points and communicating with them the way they came in. If you’re looking at scaling, scale the relationship first, then look at scaling by adding leverage and automation. The role of first contact with the lead is a very important one, and it should be taken on by someone who brings the most value. The thing that will always be the most effective is the relationship.
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Guest Bio-
Buddy Blake represents the region's finest properties with exceptional skill using the most innovative technologies currently available. Buddy Blake offers ultimate privacy and security, speed, and efficiency. His years of full-time experience have given him a clear understanding of the mindset of home buyers and sellers and a thorough understanding of the regional marketplace. Go to http://www.buddyblake.com/ for more information.
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Free download Call-to-Action - 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.
When it comes to database, everyone is microwave mentality minded. How does this approach affect your ability to build a long-term pipeline of leads? How do you work through your database to determine the most important people? What do people get wrong with the ISA role? On this episode we discuss this with Beverly Ruffner, and Gene Volpe also joins us with his weekly tech tip.
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Takeaways + Tactics
The purpose of an ISA is to keep the pipeline full so you start to see results 6-9 months from now.
Multiple forms of communication are key.
A NO usually means NOT YET.
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At the start of the show, we answered a question about how to get low ball buyers to step up, and Beverly said it’s important to tell buyers, “if you want to sleep on it, you won’t sleep in it.” Next, Gene gave us a tech tip, and reminded us of the importance of tech security and using Google Authenticator. Beverly then shared what people are getting wrong when it comes to lining up long-term business. Towards the end of the show, we talked about the importance of multiple forms of communication.
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We also spoke about;
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The biggest problems with ISAs and databases is the leads suck or they cannot be converted. To get what you want out of your database, the first step is getting into communication with the database so you can start qualifying and categorizing people. Send out a mass email and see who you can grab, get in touch, follow up and maintain consistency. Remember, the only way you know what you’re looking for in a grocery store is how everything is categorized.
Guest Bio-
Beverly Ruffner is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.balancebusinessconsulting.com/ for more information.
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Free download Call-to-Action - 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.
What challenges are new teams facing when it comes to handling leads? What are agents getting wrong when they reach out to FSBOs? Why is education so necessary for FSBOs? On this episode, we are joined by Tom Miller, who shares on building a team on professionalism and client service, and recruiting the right people.
Takeaways + Tactics
Your 1st year in real estate can actually be easier than your 2nd year because you lost the novelty factor.
The people you're talking to NOW are the people who are going to make a move in the fall.
With FSBO's you have Educate educate educate on how homes are valued.
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At the start of the show, Tom shared on his background in banking and how that led to working in residential real estate. Next, he shared on what he looks for in the agents he hires, and the struggle many new teams face when their marketing starts working and leads start flowing in. Towards the end of the show, Tom talked about the importance of managing expectations, and the best strategies for FSBOs.
Tom also spoke about;
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When it comes to recruitment and working with people, you need to figure out two important things. Do they want to do the work, and can they do it? For FSBOs, remember to never make the client wrong, because this will make them less willing to work with you. Instead, educate them and improve their understanding. Lead with serving and add real value to the process for you to be the one who gets that listing.
Guest Bio-
Tom works shoulder to shoulder with his clients, their lender and other professionals. He strives to make buying and selling homes as fun and rewarding as possible while achieving the greatest results for his clients. To get in touch email tom@dsmhomes.com.
Free download Call-to-Action - 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.
ADD can actually be an ability and not a disability. What are the positives that come with the condition and how can you leverage them to benefit your business? On this episode we are joined by David Greenwood, who shares on his book Overcoming Distractions, and gives us an insight into ADD through the eyes of an entrepreneur.
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Takeaways + Tactics
The positive side of ADD is creativity.
Stay in your lane: successful people with ADD focus on their strengths and ignore their weaknesses.
Procrastination isn't a time management issue, it's an emotional coping strategy.
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At the start of the show, David shared how he unexpectedly started his career in PR, and why your true calling doesn’t reveal itself immediately. Next, we got into his book, and he shared why and how he wrote it, and the positives of ADD. David also spoke about how we should look at procrastination and why it isn’t always a bad thing. We also shared why the best leaders don’t harp on their people when they don’t get things done.
David also shared on;
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ADD can actually be an advantage to entrepreneurs. It allows for greater creativity and the chance to hone in on your strengths, and build a business on what you really like. In marketing, people with ADD can benefit from putting out content that suits their personality and attracts people like them. The keys to overcoming the distractions are routine, time management, getting enough sleep, exercising and when things go wrong - focus on fixing the system, not feeling bad about not getting things done.
Guest Bio-
David is a PR expert, speaker and author the of Overcoming Distractions. He had the honor of gaining a vast amount of communications experience from serving as director of communications for Special Olympics Massachusetts. In his first year, he helped the organization gain more television news spots and positive press coverage then they had seen in years. David has been in front of more TV cameras and microphones than most communications professionals see in an entire career and he take that experience to each client. Go to overcomingdistractions.com for more information.
Free download Call-to-Action - 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.
There are so many limiting beliefs in real estate about high end and luxury. What can you do to get that first luxury listing? How do you make sure you’re providing value every step of the way? On this episode, we talk to Michael LaFido, who shares on taking baby steps towards increasing your selling price, how to position a home and get it sold, as well as building a luxury real estate network.
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Takeaways + Tactics
If you’re starting out from nowhere, leverage your brand and leverage your company because you don’t have the track record.
High end is twice the market average value and luxury is three times the market average value.
You don’t get paid to list them, you get paid to sell them.
Market research is the bad guy.
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At the start of the show, Gene Volpe shared his social media tips of the week, including Crowdfire, and the integrated Facebook business inbox. Michael shared on taking baby steps towards increasing your selling price, and how to get over your own limiting mindset. We also talked about why market research is the bad guy, and towards the end of the show we talked about the principle of slight edge.
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Michael also shared insights on;
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To succeed in luxury real estate, you have to have your own unique selling proposition of what makes you different. You have to bring so much value that you’re positioning yourself as an authority. It’s your job to position a home and get it sold. Show people that you care, and build rapport. Give so much value, they’d be an idiot to hire someone else.
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Guest Bio-
Over the past fifteen years, Michael and his team developed a method that takes a more comprehensive, proactive approach to marketing a home. Every property is assessed with the homeowner, and a customizable blueprint to position the home in front of more buyers and brokers is created. Our goal is to create massive exposure and press both online and offline to targeted both buyers, brokers, and influencers worldwide. Michael’s a best selling author and his marketing has been featured worldwide. He is the founder of the nationally recognized “Verified House” Program for home sellers. He is a leading authority in the real estate field and is highly sought after as a national speaker. Go to luxurylistingspecialist.com or email micheal@marketingluxurygroup.com.
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Free download Call-to-Action - 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.
A lot of people think that growth is about getting bigger, but it’s also about getting better. How do you hire high drive people without training your competition? How do leaders stop themselves from losing touch with their people? What are the things an organization needs to succeed? On this episode, Marcus Davis shares on increasing efficiency and driving automation.
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Takeaways + Tactics
A company needs structure and process and accountability to succeed.
There were 3200 private mortgage brokers before the meltdown, now there are about 800.
Build a relationship where you’re adding value to your partner’s business versus just getting money.
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At the start of the show, Marcus shared on his organization and the power of increasing efficiency and driving automation. He talked about how the private brokerage landscape has changed since the market crash, and the importance of structure, process and accountability. Towards the end of the show, we discussed the greatness tracker and why everybody needs to have a boss.
Marcus also shared insights on;
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Sales is really a mathematical equation, and about your grit and willingness to surrender to that process week in, week out. A high functioning company needs to have the structure, process and accountability, without these pieces it can’t succeed. Increasing efficiency and accountability allows you to grow better not just bigger. The playbook starts with a major question, as an organization, why do we exist?
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Guest Bio-
Marcus is the VP of Sales at Summit Funding. Go to http://summitfunding.net/ for more information.
Do you know what the perfect follow up plan is? Do you know how to react when someone you don’t know asks for a viewing? Just how important is positive thinking and visualization in your real estate career? In this episode we answer these questions and more as we impart expert real estate knowledge..
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Takeaways + Tactics
It’s important to visualize success and go over scenarios in your head with role playing so that when it comes to the crunch you will be ready.
Follow up with people by using postcards and phone calls over the first 8 weeks, it will take that long to put you in their mind.
Gifts can be great in follow ups and listing presentations, but try and personalize it to the person by doing some research on their interests on their Facebook or LinkedIn page.
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We began this episode by answering a question about how to deal with a client who may be annoyed if you sell their house straight away and accuse you of making easy money on them. Next, we discussed how to act when someone has asked for a cold showing and the importance of taking a partner with you if you do not feel comfortable going to the house alone with a client you have never met. Later in the episode we spoke about the perfect follow up plan and compared approaches. We finished up the episode by talking about the importance of positive thinking, visualisation and role playing and how these things can help you in your real estate career.
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We also discussed;
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You can use visualization and role playing to increase your chances of being a successful real estate agent. Role playing is 90% mental, 8% physical and 2% logistical, so if you can conquer the mental side of it and start having authentic arguments with yourself then you will be much better prepared for the real thing. You need to put your ego aside and accept criticism as that is the only way that you will truly grow as a person and as an agent. You must stop worrying about everything going positively as struggles and failure are all part of the natural course to success.
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Free download Call-to-Action - 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.
How do you leverage your assets to give value and solve problems? Why is it so important to out-educate your prospects? How do you maximize your seller lead generation? On this episode, we’re joined by Sterling White, who shares on his work as a real estate investor and Gene Volpe also pops in with his weekly social media tip.
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Takeaways + Tactics
You always want to out-educate your clients and prospects.
Don’t count Twitter out yet, the platform is due to make some big developments in the live video space.
When door knocking, try presenting yourself with your back to the prospect then turning to face them to put them at ease.
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At the start of the show Gene Volpe shared his social media tip of the week, and why you shouldn’t count Twitter out. Next we talked about the importance of creating good marketing content that educates your clients. Sterling shared on the work of his company, Holdfolio, as well as how he contacts and communicates with potential clients. Towards the end of the show, he shared how people can partner with his company, and the importance of hiring the right people.
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Sterling also shared insights on;
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To build relationships that are mutually beneficial and truly effective, lead with value first, and create content that really makes a difference. The benefit of this is the results will always drive traffic back to your organization, and make you look great. Your prospecting should be condensed, niched and well-researched prior to you taking the time to door knock or call. Strengthen this by hiring smart, high-quality individuals to take things off your plate so you can focus on maximizing.
Guest Bio-
Sterling White is a Real Estate Investor, Developer and Philanthropist. He has been involved in the real estate market for numerous years, and has seen the many opportunities it can hold for astute investors. Email him sterling@holdfolio.com, or find him on Facebook https://www.facebook.com/sterling.t.white or follow him on Instagram @sterlingwhite_.
Free download Call-to-Action - 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.
Real estate is a very simple business but it’s not easy. Why is it so important to self-generate your own business? How do you make your clients feel unbelievably cared for? What attitude should you have towards debt? On this episode we are joined by Michael Young, who shares his strategy, tactics and the practices that have helped him succeed in the real estate game.
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Takeaways + Tactics
The complication for agents comes from running away from the simple but difficult things.
Your goals have to be bigger than your challenges.
If you can’t learn about debt when you first start, then you’ll never learn about it.
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At the start of the show, Michael shared on his career, and the importance of showing people that you care. He also shared on the difficulties of real estate businesses, and how to overcome them. He also shared on how he approaches property investment, and how to get the engine for that going. Towards the end of the show, we discussed how ego gets in the way of self-improvement.
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Michael also shared on;
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What you do in private is what will get you the accolades in public later. This applies to the real estate business, which is simple but not easy. If you want to succeed, your goals have to be bigger than you challenges, and you should check your ego and allow yourself to learn from the success and intelligence of people are ahead in the game. Remember if you don’t want to tolerate, you have to self-generate your business.
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Guest Bio-
Michael is the founder of Princeton Pacific Properties. They provide excellent client service, in-depth knowledge of the ever changing California Real Estate market, and the experience of thousands of completed transactions. Go to princetonpacificproperties.com for more information or email michael@princetonpacific.com.
Free download Call-to-Action - 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.
Working on leads takes time, effort, money and resources. If you’re looking for business right now, how can you make sure you’re focusing on the right kinds of leads? Why do you have to be careful with online leads? What is the mindset we should have when it comes to looking for solutions? On this episode, we discuss our upcoming course and answer questions on lead generation.
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Takeaways + Tactics
A lead is a respondent to some form of advertising put out.
Just because it’s an online lead, doesn’t mean it’s piping hot.
If you’re going to pay for online leads you have to be willing to respond quickly.
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At the start of the show, we answered how to handle the “I want to sell by myself” objection and why Facebook advertising is good for generating leads. We also defined a lead, and explained why we should see a lead as a respondent. We also talked about the huge mistake people make with online leads and why you should avoid open listings. Towards the end of the show, we discussed lessons learned from the book Psycho-Cybernetics.
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We also shared on;
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Unless there’s a targeted lead or an existing relationship, you can not do cold outbound prospecting of any kind and expect to get deals now. Remember the process of getting business is lead, suspect, prospect, active client, closed client. Be careful with online leads, unless you are able to respond as soon as possible - you’ll be wasting money. Categorize your leads, and make sure you’re putting the right amount of value to the right kinds of leads. Stop being attracted to outcomes so you can work harder. Remember everything is "figure"-outable!
Free download Call-to-Action - 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.
Business owners get bogged down by the wrong things and miss out on cultivating relationships. How do you generate leads and referrals intentionally? How do you stop booty calling your database and actually treat them like they matter? Why is vision the first part of getting intentional? On this episode, Andy Scherer is back to give us more value from his coaching experiences.
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Takeaways + Tactics
Work FSBO's as buyer leads, then if they don't sell, you're the natural choice to list the home.
Call your database on a monthly basis to help THEM be lead generators for you.
Run quarterly events for your A past clients - those most likely to refer you.
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At the start of the show, Gene Volpe shared a new tool for Facebook Live, the live contributor function, and how you can use it to drive traffic and reach more people. We talked about how to generate 2-3 referral leads from your clients, and how to cultivate a fanbase that can do that. Andy also shared how agents get caught up with the wrong stuff and how that affects their ability to cultivate relationships.
Andy also shared on;
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Business intentionality is all about running a business that isn’t haphazard. It’s about having a strategy, measuring and making adjustments as you go along. Be aware of what’s going on in your business, get internal about systems and strategies and cultivate a fanbase that can generate leads for you. Start with vision, understand the promise you’re actually setting in front of yourself, and put daily action towards moving the needle towards who you want to be.
Guest Bio-
Andy is a loan officer and marketing director at Approved Mortgage group, and a real estate coach at Pillar 9 Coaching. As leader and change agent, he has been able to successfully implement communication strategies, operations management, social program design, marketing integration, community collaborations, and engagement initiatives. Get in touch andy@pillar9coaching.com, call 203.257.5279 or find him on Facebook https://www.facebook.com/ascherer83.
Free download Call-to-Action - 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.
When there are multiple operating systems in a business, all heck breaks loose. How can everyone get on one page and have core values to always refer back to? How can entrepreneurs position themselves for scalability? How can you get the best out of the visionary-integrator relationship? On this episode, Mike Paton is here to talk about achieving traction, EOS and the mindset you need to succeed.
Takeaways + Tactics
A strategic plan needs discipline, accountability and clarity of leadership.
When you have a 20 person company, you can’t have 19 people that never need management.
If you trust your integrator to execute on the vision, you have to give them the authority to make the decision when you don’t agree.
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At the start of the show, Mike shared on EOS and how it helps people get traction and map out the day-to-day of the business. He also talked about the new book, Get a Grip and how it helps people achieve simplicity and clarity. We also discussed how the lack of emotional intelligence affects how people handle disagreements in business, and why it’s good to be the person asking all the questions.
Mike also shared insights on;
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There are 6 key components that a company is built on; vision, people, data, issues, process, and traction. The right system won’t be another weight on your business - it will bring simplicity and clarity, which allows for discipline and accountability. To keep everyone on the same page, core values are the necessary glue that binds everyone together. As a leader, be willing to be the quivering mass of flesh who asks all the questions.
Guest Bio-
Mike has spent a lifetime learning from and sharing with entrepreneurs. The product of an entrepreneurial household, Paton cut his teeth in banking before running (or helping run) four small, growing companies. For the last eight years, he’s been helping entrepreneurs clarify, simplify and achieve their vision by mastering the Entrepreneurial Operating System® (EOS). Visit eosworldwide.com for more information.
People expect immediate wins when it comes lead generation. Why is this the wrong approach? What is the right method of lead generation for you? Why is it so important to monetize the no’s? What’s hard and what’s easy when it comes to generating leads? On this episode, we talk about this in detail.
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Takeaways + Tactics
If you want to get to know the neighborhoods, do some door-knocking because people will get to know you, and you’ll know the neighborhood intimately.
You will fail on a call 97% of the time, just be okay with it.
If you want expired leads to be easier, come in with the right approach and a value add.
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At the start of the show, we talked about how a personal connection can help you get listings, and how to monitor the quality of what you’re putting in your funnel. We also discussed how Bryan Casella grew his YouTube channel by sharing other aspects of his life. We also spoke about the importance of transparency, why relationships are important, and putting the work into figuring out what’s valuable.
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We also shared insights on;
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When it comes to lead generation, what’s easy and what’s hard is all relative according to your comfort zones, database and expertise. It’s also possible to turn whatever you consider hard into something easy by just hanging in there, and not taking the negative as it is. What makes people fail with lead gen is looking at an immediate no as failure. If you monetize the no’s - you set yourself up for a relationship that will become fruitful in future.
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Free download Call-to-Action - 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.