When it comes to intensifying your sales approach and methods, how do you work from the ground up and how do you make sure you’re doing everything in your power to influence your own success? On this episode, we discuss the mindset, activities and considerations that make up a radical sales strategy with Lucas Barra.
Can you answer the question of what makes you better than or different from other people? -Matt Johnson
Takeaways + Tactics
Be comfortable with giving information for free, but be careful about what you give away. Make them understand that they can learn even more by working with you.
The response and verbage of someone who is committed is different from the verbage of someone who isn’t. There’s a big difference between saying, “I need to” and “I’m going to.”
Know who you are, understand how to leverage that, add the mindset and goals, then work on getting better daily.
Solopreneurs lack someone who will tell them the truth and tell them from both sides. -Matt Johnson
When you’re not meeting your goals, your subconscious and conscious minds are not aligned. -Greg McDaniel
Guest Bio
Lucas is a blogger, founder and host of DreamChasers Podcast and a Sales Professional for Vistage International-The World's Leading Chief Exec Organization. Dreamchasers gives millennials the tools, resources, and inspiration to create a life of their dreams. Go to schoolofdreams.co for more info or email lucas@radicalsalescoaching.com.
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.
On this episode of Real Estate Uncensored, we answered questions from viewers and tackled subjects like presenting your marketing activities to clients, changing scripts when you farm the same area, how to give a client what they value and paying for premium leads.
Value that’s not perceived isn’t received and it’s important to understand what someone perceives as valuable. -Matt Johnson
Takeaways + Tactics
If you’re spending up to $200 per lead, your follow up has to be fast because you might lose that person.
Set yourself apart from every other agent out there by listing the things that you can do above and beyond the standard activities.
People value different things, and as the agent it is your role to pre-qualify these things so you can meet the requirements.
On this episode we discussed:
Key Quotes
Sometimes value is the feeling of you caring about the customer’s home. -Matt Johnson
Do the pre-work for the client. Know what the current market conditions are, and know the most likely buyer for their home. -Greg McDaniel
On this episode of Real Estate Uncensored, we answered questions from the Led Gen, Scripts and Objections group, and we also went into detail about the power of the abundance and growth mindsets, and how we personally adopt these in our lives and businesses.
You don’t want to interact with that client or lead as if it’s the only opportunity you’re going to get. -Matt Johnson
Takeaways + Tactics
Adopting an abundance mindset silences the fear of missed opportunities. Don’t treat every opportunity like it’s the only shot at success you’ll get.
Much of what we watch and read on the news draws from a scarcity mindset. Learn to filter this out and have greater control over your destiny by creating your own economy.
You won’t always have control of the quality of leads. But what is in your hands is your follow-up system and the pre-work you do to make people know and like you.
On this episode of Real Estate Uncensored we discussed;
Key Quotes
Surround yourself with people with the growth and abundance mindset. -Matt Johnson
Replace words like I can’t, I won’t, it’s hard, I don’t believe, I’m a skeptic and I don’t like it with positive terms like I can, I am, I believe, it’s done, I can do it and I can do anything. -Greg McDaniel
Guest Bio
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.
The real estate industry requires agents to work hard at providing their service while going above and beyond to set themselves apart. With so much competition, what does it take to become the natural choice for potential clients, and how can you use content to achieve this? On this episode of Real Estate Uncensored, our guest Erik Brown talks about how he sets himself apart through ACE level marketing.
I look at our business as an assembly line from lead, to appointment, to meeting, to client, to closing and referral. The real gold is the in-between. -Erik Brown
Takeaways + Tactics
Real estate success is about taking advantage of the in-between phase in the selling process. It’s important to nurture relationships during that time.
People are going to start their research online. If you initiate the relationship there and add value, you’ll convert that relationship.
You won’t always find success in that first year and that’s okay, remember that production progresses with time.
On this episode we discussed:
People have to like us, trust us and want to do business with us. The like comes first. -Erik Brown
There are some forms of content where it’s not about the end consumer actually consuming it, it’s about the experience of being hit in the face with it. -Matt Johnson
ACE level marketing is the blend of Authority, Celebrity and Expertise and it is the key to differentiating yourself from other agents. Erik chooses to publish a book because, unlike postcards or business cards, it’s something that gives the consumer real value and something they can always refer back to. The goal is constantly adding value so that they think of you when they want to have the conversation of selling.
As social media continues to become a tool for business, what opportunities does Snapchat have for agents and how can they go about creating content that gets people to take notice? On this episode, we discuss the Snapchat trend and Pinterest with agent and marketing expert Dustin Brohm.
When you’re creating content of any kind, you never want it to be all of one thing, all the time. -Dustin Brohm
Takeaways + Tactics
Social media is about finding the channel that’s right for you and the right content mix.
Snapchat is a great platform to create content you can use multiple ways and feed into other platforms.
If you’re a blogger Pinterest can be a huge driver of traffic, especially when you have high quality photos.
Key Quotes
If you’re telling a story people want to get to the end of, you can make your Snapchat story as long as you want. -Dustin Brohm
Getting instant business from Snapchat depends on whether you’re an influential person in your sphere of influence. -Dustin Brohm
Snapchat is valuable because it allows people to really get to know you and, people want content that looks and feels real, not highly polished and produced stuff. They want stories, not advertising. If you’re creating bad content and repeating yourself, your content won’t have an impact. On the other hand, if it’s good, valuable stuff people will definitely watch it.
Guest Bio
Dustin Brohm is a top Salt Lake City REALTOR, nationally-published blogger, smart home expert, entrepreneur, and founder of SearchSaltLake.com; a website & blog serving and educating home buyers and sellers in Salt Lake City, Utah. Dustin loves new technology, and is an expert on using that technology to have the most effective real estate marketing possible. Go tosearchsaltlake.com for more information.
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.
Success with expired listings requires agents to first break through what stopped the house from selling in the first place. What scripts and methods can you apply to ensure success and bring the prospect to their goals? On this episode of Real Estate Uncensored, we discuss this with Melanie Ferguson and learn her method for helping prospects self-discover.
It’s not so much what you say than what you don’t say. When you don’t say something, you plant the seeds with the questions you asked the prospect. -Melanie Ferguson
Takeaways + Tactics
The person that feels best after a conversation is always the person who talked the most. Let the prospect self-discover by letting them do most of the talking.
When a prospect vents their frustration, use it as an opportunity to learn more about their needs. The feel, felt and found script is effective in this case.
On calls, it’s more important to know what you shouldn’t say than what you should say.
On this episode we discussed:
Key Quotes
Don’t get off the phone without a yes, or an agreement on something. -Melanie Ferguson
Don’t throw anyone under the bus say, “I understand”. -Melanie Ferguson
Sometimes the most important thing to know in prospecting isn’t what you say. It’s knowing what you don’t say and the moments you have to say nothing. By being a sounding board and getting them to vent their frustrations - they will be more open, more trusting and you will empower yourself with information that will help you get their house sold. Remember silence is the sunshine that will let the seeds you plant grow.
Melanie Ferguson has a great reputation in the residential home market representing the interests of both Home Buyers and Sellers. She is committed to helping clients achieve their objectives in the marketplace through attention to detail, personal integrity and experience whether it is for personal property, investment properties, or referrals. Go to mustardseedmethods.com for more information.
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.
On this special Halloween themed episode of Real Estate Uncensored, we talk real estate horror stories from our careers. We also answer questions on client appreciation events, door knocking scripts and getting data for prospecting.
Takeaways + Tactics
Slight adjustments to verbage can change how a customer responds. For example, changing “who do you know who might be buying or selling” to “do you know anyone who is buying or selling?”
Key Quotes
The more time you spend on a prospecting system, the more you’ll get out of it. -Greg McDaniel
Don’t view it as a failure if fewer people come to your event. -Greg McDaniel
Don’t underestimate the power of slightly and effectively adjusting your verbage when you approach clients. One word can actually be the opening for you to get valuable information. When it comes to prospecting, remember bad data and no answers are part of the game. The more time you spend on a prospecting system, them more you’ll get out of it.
Guest Bio
When a hardworking agent realizes they are maxed out, it’s time to get some help from the world of admin. What’s the first step for finding the right person, what are you looking out for in the interview, and what are common hiring mistakes people make? We discuss this with agent and hiring consultant Linzee Ciprani.
Takeaways + Tactics
In the interview process, you’re looking for the candidate to be able to talk you through their thinking process, so you know how they’ll tackle the issues you want solved.
You’ve been calling your sphere for real estate stuff already, why wouldn’t you call them to ask about an assistant?
Make an “I hate to do” list and take those things off of you by getting help.
If you stay away from friends and family, you don’t risk damaging things.
On this episode, we covered:
You know in your gut when you’re not giving good service. -Linzee Ciprani
When you’re hiring an assistant, you’re looking for someone who really wants the result, which is solving the problem, not taking putting it back on your plate. -Matt Johnson
The whole point of getting yourself some assistance is to take the work you hate off your plate. The thinking process of the person you’re hiring is important, because it determines whether they are driven to solve your problems or just fling them back on your already full plate. The right person will be willing and able to take as much as possible of your plate without constant management and fixing from you.
Linzee Ciprani is an Owner/COO in the Jesse Johnston Team, Keller Williams Real Estate- West Chester where her proven systems and recruiting methods have taken their team to a new level since coming on board in April of 2015. Ciprani Consulting was launched out of Linzee Ciprani’s home in 2014. She had left a fabulous position with one of the top Real Estate Agents in her area to build her own business. Ciprani Consulting was quickly born once multiple Agents in the area sought Linzee’s help in hiring and training their next Administrative Assistant. Go to http://cipraniconsulting.com/ for more info or email info@CipraniConsulting.com
The real estate industry has benefitted heavily from tech innovations and software. What can the modern agent add to their daily routine to streamline and optimize? On this episode we talk to agent and tech expert Andres Segovia and get his perspective on current tech and what’s in the pipeline.
Takeaways + Tactics
A lot of software is trying to be as backwards compatible as possible, because tech companies realize they have the specs and just need to boost the software.
The biggest changes and innovations to anticipate will be in software and not hardware.
Smart watches like the Pebble are great for business owners on-the-go because they allow you to triage your emails, and see what’s worth attending to immediately.
On this episode of Real Estate Uncensored we covered;
I think we’ve reached a plateau when it comes to hardware, I’m excited about where software is going. Andres Segovia
Technology should help us work smarter, not harder. Andres Segovia
Real estate agents have to be able to work the balance between high-tech and high touch, making sure that the high-tech enhances the high touch aspect of the job. We’re going to witness more innovations in software, and these will continue to help us work smarter, not harder because that’s what technology should do.
Andres Segovia has over 10 years of experience serving in the real estate industry. Having been involved in his family-owned construction business at an early age, Andres is also knowledgeable on construction and reparability giving him a keen eye on property walkthroughs and investments. Andres runs a seasonal technology review series targeted at helping his fellow agents and business professionals improve their productivity, become more efficient, and in turn, increase their value to customers. For more info, go to http://segoviares.com/ or email andres@segoviares.com and follow him on Twitter @segoviares and @thenewsreel.
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.
Follow convention or blaze your own trail? Those are the choices we’re faced with, especially when it comes to carving out the professional path. With so much pressure to take the beaten path, how do you ignore the crowd and successfully do what suits your needs, aspirations and personality? We discuss this with coach, speaker and entrepreneur Hank Avink.
Turn the volume up on who you are, this might push some people away but it will draw in the right ones. - Hank Avink
Takeaways + Tactics
Our ability to recover quickly from failure is connected to not letting the bad things that happen stick to us.
If you have a mindset of gratitude, hustling, servant leadership and quick recovery when you get knocked down, you can make it.
The problems people face in real estate are because of lack of communication, setting the wrong expectations or having too many leads.
People have as much dysfunction as you do but they just stayed with something consistently enough to have success.
On this episode of Real Estate Uncensored we discussed:
Get perception and reality on how much gratitude you should have. -Hank Avink
Have you written down the standards for when you will or won’t work with a client? -Hank Avink
Hank is the Founder and Head Coach of National Coaching League. He is also a realtor in the Kalamazoo, Portage, Richland and Schoolcraft area. Find him on Facebook to get in touch about coaching.
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.
The addition of ISAs to your team can help you leverage and take tasks off your hands. How do you handle recruitment, training, motivation and accountability to make sure they hone their craft and stay on task? This week, we discuss this with ISA expert Dale Archdekin.
If you look for the skills set, distill your craft and test for existing experience that will lead them on the path to being craftsmen. You will have assassins as ISAs, not phone monkeys. -Dale Archdekin
Takeaways + Tactics
50% of what your ISA is going to do is going to be long-term nurture.
Hiring an ISA means being completely in charge of training, accountability and managing them. If you can’t dedicate enough time to that - it’s better to hire a third party company.
When ISAs struggle to meet targets, the leader has to retrace their steps to where they failed in the process, whether it’s training, accountability, tracking or communication.
On this episode we covered:
Sales agents need warm inbound leads coming in. Dale Archdekin
An ISA is going to fail if they then can let someone off the phone without asking all the questions. Dale Archdekin
Dale Archdekin is a marketing strategist and lead generation specialist focusing on forging better relationships between the Philly Living team and their clients and soon-to-be clients. His unique blend of innovative marketing techniques from various industries, Internet visibility, and just plain logical conversation with clients combine to push the already award winning Philly Living Team to higher and higher levels of success.
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.
According to business coach Asha Mankowska, your niche, niche, niche can make rich, rich, rich. How do you choose your niche, set yourself apart and brand yourself to attract the ideal client? We discuss this with Asha and get her expert tips for building wealth from your niche.
Takeaways + Tactics
The point of content is credibility building. When people research you, and they don’t find that content, you lose them.
To build your personal brand, ask yourself these questions. “What is my real passion, what challenges have I gone through, what issue can I resolve for my client and how?” Most importantly ask, “where can I find proof of these results?”
Use Facebook to attract clients by engaging with people using your expertise, joining groups and participating in relevant online conversations.
If you’re confident with what you’re sharing and passionate, you create charisma. - Asha Mankowska
The things you should talk about should be in line with your passions. You’ll never run out of things to say. -Matt Johnson
Guest Bio
Asha is a Transitional Life Coach, Guidance Counselor, Intervention Specialist, as well as an Innovator and Motivational Speaker. Asha is a born entrepreneur launching her first business at the age of 21 when she was at her second year of Law. She was very successful in building 3 companies in Europe from the ground up and helping clients from several countries. Go to http://yourfavoritebusinesscoach.com/about-asha/ for more information.
The conversion percentage of your listing presentations has an impact on how well your business does. How can an agent improve their skills and presentation to make getting that win more likely? On this episode we discuss the tactics, strategies and questions that can multiply your ability to excel in the presentation.
People who are really good with listing presentations are also great before they even show up for the presentation. -Matt Johnson
Takeaways + Tactics
In the pre-listing presentation, aim to give the potential client a psychological advantage by making them feel in control of their surroundings.
To succeed, choose the ideal method for your personality, market and area. Focus, plough through resistance and keep working that method.
If you’re not winning with your listing presentations, you’re either going for the wrong appointments or you don’t have the skills when you show up.
This episode of Real Estate Uncensored covered;
People chase shiny objects because they don’t have a destination for their business. -Matt Johnson
The weakness of many agents is that they don’t stay in a state of curiosity and start dictating to the potential client, instead of asking questions. Greg McDaniel
What do the agents with a high conversion percentage have in common? They take the steps to succeed before the very first pre-listing appointment even happens. They also ask the right questions and know that the timing for asking for business is critical. Your intention for listing appointments should not be to close - it should be to create an opening, and you do this by leading with value.
The jump from being a solo agent to team leader can feel like a huge leap without the right support and tools. How did Lee Barrison attract so many agents in such a short time? On this episode of Real Estate Uncensored Lee shares how he attracts, trains and onboards new agents.
You can only take time with people who are willing to grow, grow your business and help you grow your dream. Greg McDaniel
Takeaways + Tactics
Even though the market shifts, it is cyclical. The best agents stay ahead by sticking with the basics.
The separation of the buyer agent/listing agent roles isn’t always necessary. Agents should be able to be both.
A key part of training new agents is making sure they internalize their scripts before they go out on buyer consultations.
At the start of the show, Lee shared how he worked on becoming a better salesperson and how he was able to transition from working on his own as a solo agent to having his own team. He also talked about how he built his 12-person team and how he trains them on a 90-day program. Towards the end of the show, we discussed celebrating success and also why it’s important to work with people who will help you grow business and grow your dreams.
Lee has worked in Real estate for over 13 years and closed over 600 successful transactions. His passion for the business makes it easy for him to make a full-time commitment to his clients. By combining personal, one-on-one attention with dynamic web and e-mail resources, he provides 24/7 market coverage for all of my clients. Get in touch with Lee on Facebook or call him on 6612136857.
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.
Open houses aren’t just for finding a buyer for a specific listing, they can actually be the perfect place for agents to grow databases, convert and prospect. How can an agent ensure they are attracting people to open houses and creating opportunities for high conversion? We chat with Forth Worth agent David Pannell and pick his brain about his success with open houses.
If you’re doing social and giving good content, people will always keep you top of mind. -David Pannell
Takeaways + Tactics
Hiring a setup and clean up team for open houses will give agents the time and space to focus on prospecting.
Pre-framing and telling the client how you work and how to protect their valuables at open houses will provide clarity.
Leverage the time you put into your business by sharing your activities on social media. It gives people the proof that you are active and relevant.
Don’t expect business immediately from Facebook advertising. Use it to create a C-team database and build your influence, and the results will bounce back to you in time.
At the start of the show, David Pannell gave us an overview of his background. Next, we talked about his open house strategy and how he bolsters it with social media content that always funnels the consumer back to the website. He also went into detail about how he ensures that agents are prospecting at the open houses and how he uses Facebook advertising to fill up his pipeline for future business. Towards the end of the show, David talked about creating social proof by leveraging your business activities.
If agents are spending time dealing with the tasks of getting the house ready for a launch, they don’t get to prospect, so having someone take care of that can increase conversion. Everything the client expects from the open house should be pre-framed by the agent so that there is clarity and accountability from the start.
Guest Bio
David sells real estate in Fort Worth. His team has created a network and a community that Like's & Shares what they are doing. He helps Realtors with VIDEO marketing in their listings, their communities and local business. The team is excited to express through all types of social media; especially VIDEO media. For more information go to CitiesRealEstate.com.
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.
DISC profiles consist of four key traits - dominance, influencing, steadiness and compliance. When it comes to selling, these traits have to be learned in order to communicate with people in ways they will best respond to. How do you learn to make the best of your own profile and how do you modulate your own style to better sell to someone with a different profile? On this episode we discuss this with speaker and coach Minesh Baxi.
Takeaways + Tactics
Massive action comes from the right goals, and massive action requires you to step outside your comfort zone.
People move in steps from Starving to Survival to Success to Significance
Two types of people react to big goals in two different ways - Some are energized by big goals, some are paralyzed by them.
Peer pressure is a great motivator because you want to be accepted by that peer group.
At the start of the show we discussed the transition sales people have to make to start running a business. According to Minesh, “they have to consider systems, while generating leads and prospecting and making sure the business is profitable.” Next, we discussed the traits that Minesh has noticed in successful people in terms of their DISC profiles. Minesh says they are usually high D’s and high I’s, impatient, results driven, ambitious, direct and people oriented.
Additionally they like to talk and need a system and a team to get a job done because they can also be disorganized. Next, we discussed, how people can be more fulfilled and energized in their work. From his own perspective, Minesh said he finds fulfillment by, “making people feel special and coming from being a giver. If I can practice these principles all day I will be happier because i’m not looking for other people’s gratification, or other people’s opinions or fake standards I have set for myself.” We also discussed different approaches to goal setting, what pushes people to succeed as well as the differences between introverts and extroverts.
To successfully sell to people using DISC profiles, the first step is being aware of your own traits and personality. With that information you can observe the person and determine how to modulate your traits to ease the communication. By taking that massive action and taking into account what a client responds to, you can create massive success.
Guest Bio
Minesh is an author, speaker and business coach and founder of Stop Hiring Losers. Minesh Baxi does work he truly loves- inspiring people to take a fresh look at their own dreams, and to question the assumption that they cannot make them real. He is committed to encouraging people to believe in themselves, and stands as an energetic, enthusiastic & inspirational coach for individuals, businesses and organizations.
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 currently experiencing a shift - with the focus going towards consulting and not sales. From a coaching perspective, what are the key ways teams and leaders can start nurturing the mindset while still keeping team goals and the needs of the individual in the team in mind? We talk to coach and speaker, Kathleen Black and she shares her wisdom on adopting the consulting mindset and plugging it into the different elements of your business.
The ability to sell comes more from an information age. The wisdom age is going to come from experience, trust and integrity. -Kathleen Black
Takeaways + Tactics
Clients are looking for people with relevant experience, but they’re also looking for wisdom.
It makes sense for teams that are highly efficient and very systematic to combine that with online lead generation.
You need a culture of excellence and mastery with the balance of having players who are superstars in their own right, who feel that their vision and success is nurtured.
At the start of the show, Kathleen gave us a background on the team models she aims to nurture in her coaching practice. She said, “it makes sense for teams that are highly efficient and very systematic to combine that with online lead generation.”
Next, we went into the difference between sales and marketing and the influences driving the move towards consulting. She attributed it to what she calls the wisdom age, which differs from the information age which supports the sales mindset. Wisdom has a lot more to do with building trust and having the ability to ask the client the right questions to lead them to their outcome.
We went on to discuss how the consulting mindset should play out within a team and how it has a lot to do with the alignment of the team and the individual. Towards the end of the show, we touched on mastering abundance, and how that helps you move away from the sales mindset.
A sales mindset can come from a place of ego and the desperation to make a profit, while a consultant intends to guide the client towards their goal. What leads the consulting mindset is abundance, wisdom, respect and trust that the client is intelligent and can make the best decisions for themselves. There needs to be a culture of team excellence and mastery with the balance of nurturing the vision and success of the individual. To adopt the consulting mindset, focus less on the commission and more on the client and have the intention to lead the client to the solution that’s right for them.
Guest Bio
Kathleen has taken her experience as a top-producing Realtor and built it into a dynamic, results-driven consulting company where she serves as CEO, Motivational Speaker, Trainer and Elite Coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping Realtors across Canada and the US build top teams and take their business to incredible levels of success. Go towww.kathleenspeaks.com for more information.
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.
Success in real estate requires agents to show their relevant expertise and knowledge of the area and needs of the client. With so many people vying for the attention of your target market, how do you make yourself different and work towards dominating your area? This week, we discuss this with Adam Olsen, and learn about his approach to listing appointments, marketing listings online and working with builders.
Once you’ve put your marketing and numbers in place, all you have to do is pick up the phone and call the builder. - Adam Olsen
Takeaways + Tactics
Know your numbers and stats and SHOW them to homeowners and builders
Use targeted area-specific ads on Facebook to boost specific listings and success stories from clients
To dominate an area you must dominate social media and create the impression that you’re “everywhere”
At the start of the podcast, Adam gave us a background of his work, his team and active areas. His main market is Huntsville, one of the fastest growing cities in Texas. He attributes a huge amount of his success to the relationships he has nurtured with builders.
Next, we answered a question from the Lead Gen Scripts & Objections group about lowering commissions if the selling price is lowered, and then we discussed why it’s so important for agents to invest in professional photos and videos. Adam also went into detail about how he uses graphs, marketing information, social media engagement numbers and other insights to boost value in his listing appointments. Towards the end of the podcast, he shared his expertise on creating builder proposals and why you need backend research like history, target market, and what they build.
Don’t underestimate the importance of doing your homework before you show up to a listing appointment. Saying you’re good at what you do just isn’t good enough. If you want to a close the deal with a homeowner or builder, take the time to put your numbers, marketing insights and relevant graphs together to show the depth of your market knowledge. You’ll look much more relevant, informed and prepared for the job at hand.
Guest Bio
Adam Olsen is a real estate professional affiliated with RE/MAX The Woodlands & Spring. Adam’s extensive knowledge of living and working in rural areas as well as his passion for helping people have driven him to become a member of the #1 real estate company in the world as well as the #1 RE/MAX office in Texas. Go to adamorealtor.com for more info.
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.
Josh Anderson’s real estate team pulled off 239 deals, $81 million in volume and agent referrals made a 73% dent in their database. What are the tactics and resources that have made these results possible? On this episode we dive into agent referral systems, client events and team building and reveal how they are connected to this team’s success.
When agents refer you they want to know that their client will be taken care of. -Josh Anderson
Takeaways + Tactics
Once Josh’s team got specialized everyone became more efficient, more productive and made more money.
If you’re always coming from contribution no one will just tell you no.
In the real estate industry we’re probably going to see more top producers joining teams.
At the start of the show, Josh Anderson told us about his business, and how he built his database. He believes in making calls, and learning not to fear getting no for an answer. Next, he shared some details on his team and how they generate natural referrals. His business became more specialized when he was able to hire talent to take on some of the work for him. People in the industry realize how difficult it is to find talented people with a work ethic, good attitude and common sense, and that’s why top producers are now more likely to join teams that possess that kind of talent. We went onto discuss the inbound and outbound process for ISAs, client events, how he kickstarted his agent referral network and how he keeps in touch with them and provides value.
The success of a database for agent referrals leans heavily on the value you provide. When you provide agents a glimpse of what you’ll do for their clients, they will be more inclined to make that referral. Come from a place of contribution, constantly make your systems better and cultivate long term relationships.
Guest Bio
Josh Anderson can best be described as a man of high energy with a passion for Nashville real estate. He is a business savvy professional with a strong desire to cater to his clients' particular needs. Client satisfaction is paramount! Josh's market expertise coupled with his superior negotiating skills set him apart from the rest. Go to joshandersonrealestate.com for more information.
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.
Value add is important if you want to be different from other agents. When it comes to the process of your leads, what are the ways to show loyalty, maintain top of mind and effectively follow up? On this episode of Real Estate Uncensored, we discuss this with Beverly Ruffner and learn how she built her business on internet leads alone.
Everybody does business out of convenience not loyalty. You can set the value and be different. -Beverly Ruffner
Takeaways + Tactics
If you give too much information on the phone you’re giving them permission to go & talk to someone else.
Be calm, collected & client minded, not commission minded.
Find out where your leads are in process, plug them into the pipeline & follow up properly.
At the beginning of the episode, Beverly told us about her work and how she grew her business from internet leads alone. This led into a discussion about market shifts and the opportunities in relocation markets. Beverly said, “knowing your market helps conversion.” Next, we discussed the lead process and details like the number of phone calls you need to build into the path to conversion. We talked about customer service and the importance of leading with value and being different.
An agent becomes front of mind when they work to benefit the life of the client. Ask yourself how to add value, that’s how you bring in the leads. We went onto to talk about lead follow-up and how you can benefit from tracking where the client is in the lead process, so you can follow-up properly. We also talked about optimizing your website, “ask the customer what websites they go to look for homes online, if they don’t say yours you’re in trouble.” Your website has to be branded well and it has to be sticky.
Towards the end of the show, Beverly gave us an example of a script for contacting an internet lead immediately. She reminded viewers and listeners not to give away all the value over the phone. “Put value on the meeting, if you give too much information on the phone you’re giving them permission to talk to someone else.” At the end of the show we also discussed how to handle lead follow-up 2 weeks, 3 weeks and a month in.
Good customer service is one level above crap and that can’t be hard to beat. Making yourself top of mind comes down to you being client minded and not commission minded. Learn to use your phone calls to show the value that you can add, but don’t give all of it away. Make sure the call leads to an actual meeting. Everybody does business out of convenience not loyalty. You can set the value and be different.
Guest Bio
Beverly Ruffler is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.facebook.com/balancebc for more information.
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 does an agent get their actions in place so then can produce six figures, and how do top producing agents shift from that to seven figures? On this episode, we talk with real estate coach, Travis Robertson about getting your actions in place to reach for that level of income. We discuss mindset shifts, being intentional and strategic hiring.
Takeaways + Tactics
If you’re an expansion leader, part of your responsibility is putting in the intellectual effort and risking your capital to figure out what works on your staff’s behalf.
You don’t get to the next set of problems without figuring out solutions for the problems you have right now.
Top producing agents are less inclined to be distracted by shiny objects because their businesses are too complex to shift on a dime.
At the start of the show, Travis told us about his initial analysis when he starts working with a client. He said the main thing he likes to work on is mindset and having the mental game in place to work towards a mid six-figure to seven-figure income. “Do you know your numbers so you show up everyday knowing what to do, when to do it and who you’re contacting so you can actually go about making six figures?”
Next Travis talked about the systems that he helps people put in place to increase their income. It’s important to be intentional about what your business should look like, “you have to become much more process driven and much more intentional.” Travis also shared on the necessity of lead tracking, and having systems designed to scale up. His team helps people track the metrics that will allow them to identify red flags. They also look into the income goal of the agent and walk that back to the activities they need to be doing to make that amount of money.
We went onto discuss the “shiny object syndrome” and how that can be distracting for agents. Travis said top producers aren’t easily distracted by this because they are clear on what their business requires. We also talked about how team leaders can be caught between putting some of their budget towards lead generation experiments and sticking to what works. “Focus on one thing for 6-12 months at a minimum before thinking that it doesn’t work.”
Towards the end of the chat, Travis shared his insights on systems for attracting the right talent. “Don’t throw bodies at the problem, have a strategic hiring process and plan for the process from start to finish.” When it comes to hiring, remember that one person can easily destroy your reputation and all the work you’ve put into your business. “How many bad hires do you have to make before you improve your process?”
When it comes to becoming a top producing agent, the first six figures have a lot to do with your mentality. Ask yourself if you have the mental game in place to make the shift. Know your numbers, learn where your leads come from and be clear on how many deals you need to reach your goal income. You can only throw so much hustle at it, you’ll have to shift your hustle towards systems development and strategic hiring.
Guest Bio
Travis Robertson is one of the most respected real estate coaches, business strategists and personal development trainers in the world. He is the CEO and Founder of Robertson Coaching International – one of the fastest growing real estate coaching companies in North America. He has been featured on the largest stages in the industry and for the largest real estate brands in the world.
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.
On this episode of Real Estate Uncensored we chat with Myrtle Beach top producer Jason Morris. Jason shares his expertise and gives us insight on scripts, schedule planning, routines and setting goals for 2017.
You have to track your numbers, that will give you the basis for where you are. -Jason Morris
Takeaways + Tactics
A 90-day plan is manageable but long enough to make change.
Once you use the same scripts for a long time, you’ll know all the questions and answers and you’ll know how to overcome the objections.
Every time you switch scripts you have to go through that learning curve all over again.
At the top of the show, Jason told us a bit about how he got started and what led him to create the Facebook group Real Estate Agents that REALLY Work. We discussed how he discovered that he was doing effective work and how agents can do true market analyses. He noted, “most agents don’t have a plan, a schedule and a sales system.”
Next, we went onto discuss his business goals for next year. Jason plans to ramp up production and he’s going to build a profitable team to help him achieve this. We asked him about the mental process he goes through to generate the leads that will double his output. He has benefitted from tracking numbers because they help him path the way forward.
He also told us about his schedule and the sales system he has in place. We went on to talk about call reluctance and Jason noted that a big problem is agents not sticking with a script long enough to get fully comfortable with its questions and objections, “it takes pig-headed discipline.” Next we went into goal setting and discussed rituals, tying goals to emotional motivations, commitment and effective decision making.
Agents struggle with call reluctance because they often don’t stick with a script long enough to become comfortable with every aspect of it. Prospecting gets easier when you grasp a script and all the objections that might be thrown at you. You’ll go even further by setting manageable goals, tracking your numbers, setting up a good schedule and constantly holding yourself accountable.
Guest Bio
Jason specializes in working with sellers looking to sell their homes for top dollar. With a marketing background, Jason is an expert in internet marketing and search engine optimization and owns some of the most visited Myrtle Beach real estate websites, which allows his seller clients to get maximum exposure on their properties. He also also the creator of the Facebook group Real Estate Agents that REALLY Work. Email Jason
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.
In real estate, new agents struggle to come to grips with the demands of running your own business and being self-employed. It requires systems and investing in continuous learning. On today’s show we discuss the necessity of training, and the methods employed by our guest Terri Jeffries to extract greatness from her staff.
Takeaways + Tactics
Build trust, put your money where your mouth is and do what you said you’d do for them.
You can’t learn from just one trainer anymore because the paywall is down.
To be successful as your own boss, you will need systems and continuous education and training.
Buyer consultations aren’t about vomiting information. They are about listening and asking pertinent questions so you can figure out what they need. -Terri Jeffries
We started our conversation with Terry learning about her web based, paperless office and the team she manages. “It’s my job to appeal to a lot of people for a lot of different reasons.” We asked about the mistakes she made early in her career and what she’s learned from them. She says her endgame had to change from wanting to make money to wanting to get people to trust her, once that switch flipped her business began to turn around. Terri also shared the importance of setting client expectations and Greg provided a script for that purpose.
Another mistake Terri says she made was not understanding early in her career that she was the CEO of her own business. She makes it a point for her staff to understand the importance of systems, time blocking and continuous education. Her company gives agents training based on what’s important to them and what will make them grow. She believes agents should take at least an hour a day for education and investing in themselves.
Terri went onto tell us about getting started in her career and the training structures that her company has in place. Towards the end of the show Terri gave us a breakdown of the factors agents should pay attention to if they want to excel and become a top producer.
Flipping your switch from wanting to make money to seeking to provide value and use your services to serve your client’s need will change your business. It’s your job to provide people with what they need to turn their goals into reality. As a business owner, this motivation should be built into your systems and activities. Success doesn’t happen accidentally, training and investing in yourself will get you there.
Guest Bio
Terri is the broker responsible for the start-up and development of the United Real Estate - Chicago territory. Her responsibilities include daily operations, agent recruiting and retention, staff management, training and education, supervision, cost accounting and business development. To learn more about her and her team, go to www.unitedrealestate.com
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.
Can agents leverage being active in the community and build a business by being a resource for future clients and friends? We talk to Tulsa agent, Jennie Wolek about strategic business relationships and how she successfully nurtures quality leads for her B2B referral network.
There’s nothing like the energy that comes from connecting with people and then helping them connect with other people. Matt Johnson
Takeaways + Tactics
Start with supporting your own database and stay connected to them.
If people happen to know someone who needs a real estate service they will think of Jennie’s business because of the relationship she nurtures with them.
Trust comes from credibility.
At the start of the show, Jennie told us about her service, and a breakdown of the roles in her company. We also learned about how her family played a role in her working towards her B2B referral network. She built her team out of necessity and decided to lean on strategic business relationships. Next we discussed nurturing cold leads and Jennie’s methods for getting new business, which is mainly through the people she meets at events and classes. She also shared on the next steps for her team, which include expanding into neighboring cities.
We asked Jennie about how she got onto her chosen path and she explained the role a course played in her professional development. After realizing that her centralized hub wasn’t ready to expand, she learned more about Preferred Service Providers and basing her services on who she likes doing business with. She then started to support her own database and found it to be an excellent way to fulfill her purpose.
Jennie went onto to describe the “covenant” she makes with the businesses she builds relationships with. She promotes them and in return they provide a referral within the calendar year. We asked her about unexpected and unique businesses she has partnered with and how she uses social media to show how active her team is in the community. She also shared on how she stays connected with the database, and showing credibility with a blend of systematic and authentic content. Finally she touches on how her team gives back to the local community.
Jennie focuses on building quality relationships by connecting with real people. It’s less about having as many leads as possible and more about becoming front of mind for customers by providing value, being supportive and supporting her database of Preferred Service Providers.
Jennie has been a realtor since 2001, and she holds a CRS, GRI, Broker's license. She’s also a, BOLD Achiever, EXCEL Award, ALC, DISC Certified, QL-A World Changer Mindset Certified Instructor and Ignite Instructor. To get in touch with Jennie email jennie@thewolekgroup.com
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 people Google you, LinkedIn is one of the first things to come up. Are you leveraging it well and taking advantage of the opportunities it provides? We talk to LinkedIn expert Brian Traichel and learn about attracting and nurturing leads by optimizing your profile and using his communication tactics.
Don’t use LinkedIn as an excuse not to get out there, use it to narrow down and get more focused about who you’re going to reach out to. -Brian Traichel
Takeaways + Tactics
Don’t make your LinkedIn profile a resume. Make it a living, breathing representation of you.
Anything sporadic won’t work on social media.
Recommendations are great if you want to have real estate on someone else’s page.
On this episode, our guest Brian Traichel gives us insights for building authentic relationships on LinkedIn. When it comes to looking for referral partners on LinkedIn, Brian recommends this search formula: geographical area (comma space) industry (comma space) activity (comma space). He also added the importance of putting your specialty in the summary of your profile.
When it comes to nurturing your leads, “Don’t use LinkedIn as an excuse not to get out there, use it to narrow down and get more focused about who you’re going to reach out to.” We went onto discuss reaching out to people based on common interests. It’s also important to read recommendations because they tell you about what that other person values in business. Next, Brian gave us his tips for anonymity while profile viewing and then he gave tips for recommendations, testimonials and endorsements.
Brian also gave these tips:
LinkedIn is a worthy avenue for nurturing leads and growing your sphere of influence. Your profile should be a representation of you and not just a copy and paste of your resume. If you’re going to do it, be consistent. Take the time to build your profile properly and build authentic relationships from there. There’s money in your LinkedIn account, all you have to do is focus in on it and leverage yourself.
Brian is a sales consultant, executive coach, sales trainer and LinkedIn sales strategist based in San Diego. He uses his skills to help sales professionals increase their business through proven sales strategies, social selling, and various other sales techniques. To connect with Brian visit https://www.linkedin.com/in/briantraichel
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.