The endgame is to have the people who are good at what they do rise to the top and make more sales because of it. -Kristian Peter
Every agent who works with sellers is looking for that edge - that technique, tactic or strategy that will convince the seller to list with them. Credibility is often one of the hurdles a listing agent must jump before a seller is comfortable listing.
Enter HomeBuzz, a unique app created by our latest guest, Kristian Peter, a 20-year real estate investor, broker and leader of a team at one point ranked #1 in in Keller Williams (in GCI).
HomeBuzz has the potential to disrupt the industry, so go download it today (it’s 100% free) and start reviewing homes, building credibility and showing how you’re more experienced and skilled than other agents.
Kristian is a real estate innovator, investor, and entrepreneur, having sold over 2,500 properties and developed multiple web and mobile apps. Kristian is now CEO of HomeBuzz, an enterprise mobile platform that allows real estate brokers, agents, and mega teams to showcase their dominance of markets by gamifying the job of the real estate professional.,
In this special Q&A episode we pull some questions from the Lead Gen Scripts & Objections Facebook Group, run by our friend Aaron Wittenstein.
We started by explaining how to set client expectations so you don't get calls or texts at all hours, then we deal with a questions on farming and seller client objections, including turnover rate, total number of homes to farm and how to set realistic expectations on price.
Not already a member of the Facebook Group? Head on over to Facebook.com/groups/gotobjections to join, we're both members and enjoy interacting with other agents and coaches to see what's working around the country.
Every agent - no matter how many years (or days) in the business - has something that sets them apart from other agents. In our latest episode, 6 Figure Coach Genny Williams shares the process to finding your Unique Edge.
1. Never use words like Integrity, Honesty or Trustworthy in your marketing.
2. Find your Unique Edge by first looking at your skillsets and success stories.
3. Build an Ideal Client Profile starting by listing the types of clients you don’t want.
We start by taking a question from an agent via Facebook on how to deal with the objection: “Why shouldn’t I just work directly with the listing agent?” Greg gave his perspective and favorite scripts, and then Genny shared how to use your stats, concessions and negotiation skills to answer that objection.
Then we cover how to eliminate this objection upstream with better marketing, and why most agents are using bland and boring marketing full of buzzwords they should never use, like Honesty and Integrity.
Genny then gave us an overview of the process to find your Unique Edge, starting with your skillsets, past experience and success stories. She shared her own story of using her top 3 skillsets in her marketing, and stories of successful clients who’ve done the same. We also cover two different approaches you can take as a new agent, and why Genny told everyone that she was new to the business.
We finish by showing you how to narrow down your ideal client - starting with who you don’t want to work with - and how to overcome obstacles and mindsets that hold you back from working exclusively with your ideal clients.
4:45 Objection Handler - “I want to work with the listing agent.”
6:45 Why you must know your stats - what you save your buyer clients on your avg deal
9:00 How to use concessions and negotiation skills as part of your point of difference to buyers
11:45 Boring agent marketing and why you must stand out to a buyer before they even contact a listing agent
14:30 Why you should never use the words Integrity, Trustworthy and Honest in your marketing. Those are words other people should be using to describe you, not words you use to describe yourself
19:00 International real estate differences
22:12 Overview of the process for discovering your unique edge - Start by looking at skillsets you get feedback on from family and friends
26:20 How to grade your perfect day, based on your personality and prospecting methods, and hold yourself to it
29:00 How to look at your background positions, past experiences and past successes that might reveal something unique about you
31:00 Clients only know what you tell them. If you tell them a success story, they don’t know if that’s your only one or if it’s just the tip of the iceberg
33:00 How to use your lack of experience in the business to your advantage
34:50 Genny’s background and how she applied her 3 key skills to her own marketing to find her Unique Edge
36:40 How to create an Ideal Client Profile - Start with who you DON’T want
38:10 Obstacles to working with higher niche clients or selling real estate while renting, and why none of those things really matter
40:15 Listing Appointment Tip- Use Facebook to find the rough number of potential buyers for that specific home and share how you will attract that demographic
43:00 How Genny helped one of her clients transition from working all over the city to farming his higher-end neighborhood and becoming the dominant agent in the area
45:40 How Greg articulates the team’s message and point of difference to their market
This process can be used to craft an Ideal Client Profile and an appealing message that will attract them. Knowing yourself, your strengths and your ideal client is the first step in building a fun and fulfilling real estate career.
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In our latest episode, we asked speaker, author, trainer and social media expert Jeff Lobb to share the mistakes he sees agents making on social media, and how to avoid them. With so many agents running drip campaigns, automated posts or trying to outsource their social media entirely, Jeff shared a different way to use social media to promote your business by picking one channel that’s right for you and then engaging with your database on that one channel.
3 Key Takeaways:
1. It’s better to be on one social media channel and engage, than to be on every channel and outsource your content
2. Use social media as a way to listen to and engage with your clients and past clients
3. It’s not about the technology - it’s how you use it that counts
Jeff also shared some new tools and apps that agents can use to capture prospects information at Open Houses, shoot compelling augmented reality video of a home to wow seller clients and much more.
Pay-per-click lead generation might seem to be the realm of big teams and mega-agents, but it can be accessible to the solo agent if you do it right.
In our latest episode were joined by Pierce Plam, licensed Realtor and founder of Eqquity, who shared simple, actionable advice for setting up your online presence to start generating online buyer leads.
He shared the two types of websites every agent must have, a branded site and a lead capture site, explained the differences and shared how to get a simple branded site up and running quickly for only $5/mo.
He also shared some of the behind the scenes details of lead capture sites and why massive numbers of leads can actually be paralyzing rather than helpful.
Native content and live streaming video are all the rage with Facebook Live making a big splash in the last few weeks. What other trends should you be watching in 2016?
That's the question we answer in this episode, starting with high-touch methods like strategic alliances and humanization, combined with more high-tech advances in personalization and ad targeting.
So if you want to DOMINATE in 2016, develop a simple strategy in each of these 5 key areas. The power is in combining high-tech and high-touch to produce the best results.
Check out our latest episode where we interview Justin Moy, an agent just reaching one full year in the business, and see how he is aggressively prospecting for clients to grow his fledgling business.
Justin shared his daily schedule, including how he plans his prospecting, when he makes the bulk of his outbound calls, when he follows up and how he spends his afternoon flex time.
He also shared how he uses a simple spreadsheet to track metrics like list-to-sale price ratio (currently at a whopping 107% of list price) and his sale-to-list price on the buy side (currently at 98%) and how he uses those figures to his advantage in listing and buyer presentations.
Justin also outlined his journey of finding his ideal client, moving from first-time homebuyers to young homeowners/condo-owners to his current ideal clients, Expired and FSBO seller clients in their 30's and 40's. We discussed how Justin uses stats and research to overcome his youth and position himself as an expert to completely eliminate the objection of his age or length of time in the industry.
If you're new to the business, this episode is a perfect place to start for actionable ideas and inspiration to hit the ground running and aggressively build your business!
Special guest Matt Clawson, Realtor and contributing writer to Houzz.com, joins us to share his insights into writing for real estate publications, including where he gets ideas, the writing and editing process and how to get your articles published.
Matt also shared some lessons drawn from his writing experience, such as contributing to Inman magazine and writing email and sales page copy, as well as ideas for capitalizing on your published articles by incorporating them into your marketing.
We also answered a couple questions on how to follow up with future seller leads, and how to pre-qualify a potential seller before investing time doing a CMA or listing presentation.
The world responds to action. The world doesn’t respond to dreaming, it doesn’t respond to goal-setting, it doesn’t respond to anything that goes on up here, it only responds to action. . -Matt Johnson
It’s that time of year for agents to set wildly optimistic goals for their business in 2016. And that’s the topic of our latest episode- What’s the best approach to goal setting? Do you Go Big or Go Home? Do you set rituals and routines to change your daily behavior and let the chips fall? We debate that topic in our latest episode.
1. Your BIG WHY must be stronger than the pain of change in order to reach your Big Hairy Audacious Goal
2. The world responds to ACTION.
3. Do something today that you’ll thank yourself for tomorrow.
Before the debate we answered a couple questions on how to handle seller objections such as “We may sell it ourselves and list on Zillow” and “We’ll probably list with an agent we know who is more experienced.”
We then opened the debate with each of us giving our overall views on goal setting. Greg’s approach is to set Big Hairy Audacious Goals and stay in touch with his Big Why through visualization. Matt’s approach is to focus on realistic, attainable goals he can commit to 100%, and turning those into rituals and routines that propel him to success.
We also debated dreams versus goals, visualizing by using a Dream Book or vision board, our favorite books on goal setting, and shared some new tech tools Greg discovered on a Blab earlier that morning.
So what’s the best goal-setting approach for you? The answer is simple...whatever gets you to take ACTION. Whatever approach you choose, make sure to spend this holiday season thinking about what you really want in 2016, figure out how to get there, set a plan for daily action, and then get started!
5:45 Question: How to handle the objection: “We may sell it ourselves and list it on Zillow”
9:00 Devil’s advocate- How does the average agent SHOW a potential client they are better equipped than another agent to sell their home?
12:45 Question: How to handle a seller who objects to your lack of experience, wants to go with an agent with 20 years in the business (hint: the answer isn’t lay down with your tail between your legs)
16:00 Script: “I do everything a normal Realtor does, PLUS these X things…”
19:50 Greg’s opening statement- Be realistic AND optimistic - Look Big and long-term - BHAG’s -
21:06 Matt’s opening statement- Focus on what you control and what you’re actually willing to commit to - Don’t set goals that aren’t rooted in real behavior change - Use big thinking as a creative exercise
23:45 Entrepreneur Memory and how it allows entrepreneurs to continue setting big goals and believe the next thing will be a huge success
24:50 How to incorporate big thinking with a ritualistic pursuit of realistic, attainable goals - The role of ACTION in achieving your goals
27:55 What to do when the emotional high of setting your Big Hairy Audacious Goal fades - Why you must know your Big Why
30:15 Difference between goals and dreams, and the role of dreams in your daily behavior - Greg’s Dream Book
32:10 Set goals you can 100% commit to and based on actions that are completely within your control - “Conference High” and how to deal with the emotional dip that comes after a big goal setting experience
35:30 Book recommendations - practical goal setting that changes your daily action - the world responds to action.
39:12 Do something today that you’ll thank yourself for tomorrow - using visualization to keep yourself motivated and taking daily action
42:40 Setting goals that are within your control
46:42 Tech Tip: XSplit, Katch.me and EyeJot
Holiday parties are an excellent opportunity to meet new potential clients and position yourself as the neighborhood expert. In our latest episode we shared how to interact with people at holiday parties in a non-salesy way, how to answer the "How's the market?" question in a way that positions you as a consultant (not a used car salesman), and how to exchange information with people you meet and follow up.
We also kicked off the episode by answering a couple questions on how to promote broker tours and using cell phones with triple-line dialers. Google Hangouts glitched toward the end of the episode, so you may not hear the second round of shout-outs. Thanks Google!