Real Estate Marketing & Sales Training Podcast

On the latest audio episode we’re joined by Greg’s father and mentor, Terry McDaniel, co-founder of the McDaniel Callahan TEAM in Danville, CA. Terry has over 40 years of experience in the business and his personal contacts read like a Who’s Who of real estate: Tom Hopkins, Howard Brinton, Mike Ferry, etc.

Here are your 3 key takeaways from this episode:

1. How to use high-touch methods like door-knocking and why they still work in real estate

2. How to use a concierge approach to providing value to your prospects and past clients that goes way beyond helping them buy or sell real estate

3. How smart prospecting is going to radically change how we attract prospective clients and make salespeople more efficient and effective

Resources:

Mastering the Art of Selling Real Estate - Tom Hopkins

http://www.amazon.com/Mastering-Art-Selling-Real-Estate/dp/1591840406

Real Agile (soon to be relaunched as Smart Prospecting)

http://www.realagile.com/

Here are the show notes with timestamps so you can jump to the sections that most interest you:

[3:49] Terry’s first year in real estate knocking doors in Boulder, CO

[10:11] “No is not a NO, no is a conditional YES” a better mental approach to prospecting

[13:30] Keys to a great sales mindset- Approaching prospective clients as if you have the cure to polio; Question assumptions; Having a compelling inner purpose

[20:30] Why the real estate business needs to be turned upside down, and why the business is heading toward mega teams with salaried salespeople

[22:42] Why you don’t need a big company name behind you to “rent space” in the mind of a certain part of your marketplace

[28:36] Why you should NOT work with everyone

[29:30] The “Housing Concierge” concept and practical ways to add value to past clients and sphere

[35:38] How simple honesty and a consultative sales approach will separate you from every other agent a prospective client may speak to

[39:00] A high-tech predictive analytics model Terry is working on that will help agents narrow their prospecting to only the most likely sellers

[43:45] Why you must replace 25-30% of your business every year and daily prospecting is the key to replacing the inevitable turnover in your database or sphere of influence

[49:15] Why prospecting and door-knocking should be rephrased “business development”

[50:30] How their team sends out their listing agreement electronically instead of signing papers at the end of the listing agreement

[53:45] Why the best salespeople work with coaches

[56:00] Why the future is using smart prospecting to expose those with the highest propensity to buy and sell, allowing salespeople to focus and build real relationships with them and be more effective salespeople

In this special audio episode we’re joined by veteran real estate trainer and speaker Scot Kenkel.

Scot has a very interesting background; he started by immediately disrupting the industry’s business model and building a team modeled after the home improvement company model.

Scot shares his approach to building relationships with prospects and providing value, which allowed him to use calling assistants to set appointments for his agents and dominate listings in his area in a very short period of time. Scot went on to train other teams and brokerages these same concepts, and now shares his message through his podcast How to Sell More Houses and his Painless Prospecting workshop.

Here are your 3 key takeaways from this episode:

1. Why leads are like meth to average real estate agents

2. How you should focus on bringing value in your prospecting instead of focusing on outcomes like appointments or listings

3. Why you shouldn’t count on your broker for much of anything

Resources:

Scot’s Website and back episodes of How to Sell More Houses:

http://www.howtosellmorehouses.com/

Painless Prospecting Workshop:

http://www.howtosellmorehouses.com/the-painless-prospecting-process/ enter the word UNCENSORED to receive a special discount on the workshop

Here are the show notes with timestamps so you can jump to the sections that interest you most:

[1:30] Scot’s background as an investor and then as team leader and his successful experience bringing the home improvement business model into real estate

[6:15] How Scot’s approach enabled him to take more listings than his entire office combined, and how he dealt with the blowback from agents in his office

[9:30] How most brokers treat their agents with a hands-off approach, and in the process, putting clients at risk by allowing their agents to be untrained, unsupervised and unsupported

[13:15] Scot’s ideal real estate training system- an apprenticeship model - and why the current system is broken compared to other systems that use independent contractors as salespeople

[22:30] Why showmanship and consultative sales is the highest value skillset in the industry, and why that role must be separated from the lead generation/appointment setting role

[27:50] The easiest way brokers can immediately raise the productivity of their office, and why leads are like meth - the ultimate leverage over agents in your office

[34:00] Why the recruiting process for a new agent should include a 60-90 day apprenticeship relationship in which they start to build skills, including appointment setting and door-hanging, all of which can be done without a license

[39:30] The 2nd stage of the apprenticeship process - going with a listing agent to observe 10 listing appointments, so they learn through observation and review, then leading the next 10 appointments with review by the mentor agent

[43:00] Why agents should have to prove their ability to build rapport and change behavior - and why you should conduct an initial phone interview with a prospective agent to test those abilities

[48:50] How to get Scot’s Painless Prospecting workshop and special discount for Real Estate Uncensored listeners

Learn more about real estate farming: http://unbouncepages.com/5-minutes-to...

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Special interview with Chuck Lamb, manager of Rossmoor Realty, a life time Director of the California Association of Realtors. Chuck recently completed a term as Regional Chairman for the Contra Costa Region of the California Association of Realtors.

Here's the show notes so you can jump to the sections that interest you most:

[4:27] Why agents are struggling in low inventory environments and how to compete in multiple offer situations by helping the buyers make a great offer
[7:26] How to prospect off-market properties to literally create your own market for your buyers
[8:29] Using Zillow and Redfin features to find off-market properties
[11:25] Best quote: “It’s not who you know that counts, it’s who knows YOU and thinks of you when it they think of real estate”
[12:00] How to use information as a “horse to ride on” to add value to your database and stay top of mind - Plus resources like RealtyTimes and HomeSnap to gather that info
[18:30] How to use Calls-to-Action in your marketing and communication - plus a great idea for a powerful report you can produce for your database or farm area and the benefits of editorial articles in local magazines to build credibility and generate leads
[25:00] Simple ways to talk to 10-15 people every day and grow your database
[29:35] How to attract new clients with Open Houses and what to look for in the TYPE and QUALITY of home you hold open. Picking the wrong home won’t gain you up any clients.
[34:42] A powerful way to leverage a relationship with one boutique builder into FOUR potential deals
[40:00] Simple, powerful closing gift ideas
[42:30] Why you MUST spend 30% of your time in some type of prospecting mode
[46:30] Chuck’s book recommendation: Hard Optimism: http://www.amazon.com/Hard-Optimism-D...

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Back episodes and other content: http://www.mcdanielrealestatesystems....