The sell, sell, sell mentality is something a lot of professionals rely on, but is there anything you miss out on when you take that approach? On this episode, we lay out the differences between the sales mindset and the consulting mindset, and how the two can intersect in providing value and showing the best of your abilities.
The sales mindset goes against educational marketing, building a database and earning trust over time. -Matt Johnson
Takeaways + Tactics
A consultant builds value and when that person’s needs align with your service, you become their natural choice.
Did you buy something because it was jammed down your throat, or because you saw real value in having it? That’s the difference between sales and consulting.
There’s going to come a time you’ll have to pitch what you have to sell.
At the start of Real Estate Uncensored we answered a question about a client wanting to work directly through a listing agent and how payments are handled. We also answered a question about compensating ISAs and finding a structure that motivates people to work hard to meet targets. This won’t always be in the form of money - “a big mistake people make is thinking that what motivates you, motivates other people.”
We went onto discuss the differences between the sales approach and the consulting approach. Being sales driven works but there has to be a limit. The sales mindset can stand in the way of providing value and building relationships that become more lucrative with time. “The side effect of the sales mentality is looking at everyone as either a potential client in the next 3 months or nothing.” The mission should be to lead with value and not with the hard sell.
We also talked about the attraction to the hustle mentality and the assumption that consulting is a form of weakness. This led to us talking about finding the hustle that works for you and we touched on drip campaigns and ultimately being a professional who is willing to earn the right to close.
Consulting is not a sign of weakness, it is the dedication to educating your target market and selling yourself through value. You will still need to be a salesperson but your approach changes to pitching at the right point in that relationship. Don’t start out trying to close, earn the right over time.
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.
Cold calling and open houses are important methods for developing leads and prospecting but how do agents overcome the challenges of call reluctance and the extended process of converting leads? We talk to refinancing and mortgage expert Robert Ring and pick his brain about his selling process and finding clarity in business.
Takeaways + Tactics
If you take on an open house that’s been sitting on the market and is overpriced, you’re making a mistake.
If you struggle with call reluctance ask yourself why you’re making money. Your why has to be so strong it brings you to tears.
Everyone is looking for a shiny tactic when the real issue is clarity. What do you want, why do you want it and how will you go after it?
At the start of the show, Robert Ring gave us a background of the work he’s doing in mortgages and refinancing in the East Bay area. We asked him the main challenges he faces and how he uses his selling process to meet them. He says it’s about “a hard opening, an open ended question and getting people talking about their frustrations and coming up with a solution.”
Next we talked about Greg’s process and the different methods he and his team utilize to prospect and nurture leads. We also asked Richard about his best sources of business and how he aligns with agents looking for a good lender. He looks for real estate partners who are realistic, understand the market and know how to sell.
We went onto to discuss the current state of lead generation for agents and how the cycle of conversion has gotten longer. This has left a space for old school conversion tactics, but you have to be willing to stay in touch and convert leads overtime. Richard also gave an overview of his conversational selling process which is uses at open houses.
Our conversation then turned to call reluctance and how agents can overcome that. We talked about the importance of zeroing in on your big why; the thing that inspires you to get out of bed everyday. Whatever it is, it should pull you to overcome fears of rejection and doubt. We closed the chat discussing the need for clarity if you want to succeed. You should know what you want, why you want it and how you’ll go after it. It’s also important to get tactical about your clarity by delegating the tasks you hate.
The motivating factor behind all you do should be something so important and special it can bring you to tears, and rule over any doubt and reluctance you have. Your big WHY gives you more clarity than any shiny tactic you may have in your back pocket. It will drive you to spend time on tasks that have value and it will get you on that prospecting phone call!
Guest Bio
Robert Ring, an astute mortgage professional who has been in the business since April of 2013. Along the way Robert has gained a reputation for hard work, and a fierce dedication to assisting his clients achieve their dreams. Research, a solid arsenal of tools, and a keen knowledge of the bond markets that play into interest rates allow Robert the ability to deliver an array of mortgage options assisting many of his clients achieve their dream of owning a home. Learn more about Robert on his website http://robertring.skylinehomeloans.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.
Cold calling and prospecting rank highly on the list of activities that scare agents, is it something only limited to the more confident people in the industry? Fortunately, just about any agent can master it with the right tools and mindset. According to Greg it’s simple to do once you get over your mental blocks and employ the tactics that have made him a master at cold calling.
Put yourself in the right mental mindset with power poses, it will physiologically change you to where you’re able to exude positive energy.
-Greg McDaniel
Takeaways + Tactics
It’s painfully simple to do calls, it’s only hard in your head.
The key pieces of information you need for cold calling are location, selling price, how much over price it is and days on market.
People get so afraid of the word no because they take it as a personal rejection.
We kicked off the episode with a question about using voicemails with the Mojo Dialer when you’re circle prospecting. The most important thing is to make sure your messages are short, entertaining and educational. Next, we answered a question about the right response to a seller who says, “I’m not giving it away,” as well as a question about friending your prospects on social media platforms.
We launched into a discussion about a recent post on Inman News, titled How to Design a Better Plan for Prospecting. We went onto to go into greater detail about call reluctance and how it gets in the way of prospecting success. What stops a lot of people is thinking there’s a lot they need when they only really need 3 or 4 pieces of information - location, selling price and days on market.
We provided a few tactics that can help people overcome their fear, including power poses, using funny scripts and jokes to break the ice. The goal with all of these methods is exuding positive energy to people. We also covered the danger of fearing the word “no” and mapping when you’re using the Mojo Dialer. Towards the close of the show we answered questions about a script for a seller with an agent loyalty issue, and we went onto discuss testimonials and gifts for clients.
The main reason people avoid cold calling is the fear of rejection. One of the most powerful things you can do is shift your mindset to where you don’t take the word “no” as a personal rejection. Once you’ve dealt with your fear and worked on exuding positive energy, the rest of the process becomes simple.
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.
Read the Inman article here http://www.inman.com/2016/09/07/how-to-design-a-better-plan-for-prospecting/
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Most agents are on LinkedIn but don’t know how to use it to the benefit of their business. What are the biggest mistakes people make on LinkedIn, what’s the most successful type of content to post and what groups should you be a part of? LinkedIn expert Italina Kirknis shares her expertise and teaches valuable lessons on leveraging the platform.
Takeaways + Tactics
Post social content to LinkedIn only when it can be tied back into your work. Tweak it to make it more applicable to the platform.
As a business owner you want to have a broad network but you should do some screening.
Make sure you’re putting what distinguishes you in your profile.
Don’t get political, don’t get religious, and don’t rant, share positive things.
-Italina Kirknis
At the top of the show Italina told us about how she started her business during a career transition. She found that a lot of people have LinkedIn profiles but don’t actually use them. What people should be aiming to do is have real conversations. “People want to know their realtor because they are doing an important job for them, so make sure they see something great when they go to your profile,” said Italina.
When it comes to LinkedIn, what most people neglect is their profile. A common mistake is making the profile read like a resume, when you should actually aim to use it to build meat around your resume. People want to know what you’re interested in, and what communities you’re a part of. It’s also important to voice yourself through published posts and the content you share. Give people a look into your work and how you spend your days.
We went onto ask Italina if it’s a good idea to cross-pollinate the content you post on Facebook and other social sites on LinkedIn. Her rule is “make sure it always ties back to your work.” This might require some content tweaking. Next she shared her insights on audience and whether one should aim to be connected to a large sphere of people. She says being social is part of an agents job so it’s important to connect to a lot of people, but at the same time you can screen people who don’t have profile pictures or people who are not in a country you would ever do business. The best way to screen without judging from afar is to send a message to the person who invited you before you accept.
Italina went onto to talk about:
If you want to grow your sphere and increase your referrals, optimizing your LinkedIn profile to make sure it sells you will make a huge impact. Plug into people’s needs, make sure your content always ties back into your work and connect to as many people as possible. Remember that valuable connections matter.
Guest Bio
Italina is an Online Presence Expert, she works with Coaches and Speakers who need to upgrade their online presence through Email Newsletters, Social Media, Video, and Website. Get in touch with her here: Linkedinin/italinaKirknis.
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.
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Real Estate coach and speaker Travis Robertson says the secret to making $100,000 is your psychology and not your methodology, what do agents need to shift to make this level of success possible? What lessons can agents learn from top producers? On this episode, we discuss the Income Acceleration Formula and tactics that can get you to that top producer level.
Top producing agents create a conversation around working together, they create alignment. -Travis Robertson
Takeaways + Tactics
The person who sets the price controls the range of the negotiation.
A top producing agent don’t take no personally, they take yes personally.
Making a $100 000 is more about psychology than it is about methodology.
At the start of the show, we answered a question about the best script for a price reduction. Both Travis and Greg agreed that the key is to have that conversation at the beginning of the relationship so that the expectations are managed right from the start. We asked Travis what top producing agents do in their listing presentations to get an advantage and a competitive edge. “They create that conversation around working together. We’re not working on different sides of the table, a great agent creates alignment.” In most listing presentations, there’s already an adversarial air. To shift this, use the presentation to build credibility, align your interests and show that you’re on the same side, and working to help them reach their goals.
Next we discussed negotiation, how to deal with putting your charge on the table and breaking and resetting the price anchor. Travis says “the person who sets the price controls the range of the negotiation. He went onto answer a question about agents’ obsession with making $100,000. He states that most people don’t know what it takes to make that amount of money. It’s a result of psychology and not methodology. It’s also about being comfortable with working hard and not taking the word no personally.
Towards the end of the podcast, Travis shared what he thinks is the right way to build a business. He said that systems and lead generation are important but if you have to do one, it should be lead generation. Finally, we dive into Travis’ Income Acceleration Formula which is convince, capture information and cultivate relationships.
Top producers have an understanding of aligning interests and expectations. They also know that success is about committing to hard work and the right psychology. The Income Acceleration formula gives you a taste of what it takes to reach that $100,000+ level. It’s about convincing more people to engage with you, capturing information and cultivating relationships.
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.
Visit topproducerdeal.com and search Real Estate Uncensored.
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Technology has not only simplified real estate systems, it has also opened up new opportunities and ways to connect with buyers and sellers. Where should agents be trying to get leads by leveraging technology? According to our guest, Bob Stewart, text message marketing is the answer. Learn his tactics and secrets!
Takeaways + Tactics
After referrals, the best type of lead is a sign call because it’s a deliberate action and a specific need.
The formula of the business is saying the right thing, learning to say it to the right person and saying it to enough of those people.
Blogging isn’t easy because it requires consistency but you won’t get anything out of it if you don’t do that.
People are looking for a reason to disqualify your property. Through marketing, you should aim to create opportunities to get them to reach out before they do that.
-Bob Stewart
At the beginning of the show we met Bob Stewart who works for ActiveRain, a real estate community that allows agents to share expertise through a blog and a Q&A forum. ActiveRain also carries out peer-to-peer learning which includes training agents on blog writing. Bob shared his blogging tip, which is avoiding giving away so much information that the client is left with no reason to reach out for more. He says, “people are looking for a reason to disqualify your property.” By listing every piece of information about a property, you’re giving them more reasons to disqualify it before making an enquiry.
Next we discussed text message marketing and the opportunities it presents for the real estate industry. Why is this form of marketing so effective? According to Bob, “one of the most important pieces of information you can get is a person’s phone number.” Agents need to figure out what their thing of value is and leverage it through text messaging.
We went onto share expertise about sign calls and then we discussed the benefit of “going for no” in your prospecting. That led into a conversation about teams and why they are so important for agents. Teams are not only committed to each other, but they also breed a culture of healthy competition that makes individuals perform better.
We wound down the chat discussing Bob’s formula for real estate success: saying the right thing+saying it to the right people+saying it enough times to the right people. When you have a formula you have clear ways to go back and tweak what isn’t working.
Agents should be clear on the effort they need to make in the present moment to get results in the future. The answer lies in the formula of saying the right things to the right people and knowing who you should say it to, to maximize the result. At the end of the day, you’ll succeed by returning to the formula and making tweaks to fine tune your own way to success. It all comes down to your mindset.
Guest Bio
Bob has been involved in the real estate industry since 2002. He co-founded and was responsible for managing operations for a 150 agent real estate company, and also co-created one of the very first online referral networks. Since 2006, and the beginning of ActiveRain, Bob has been educating, motivating and training real estate agents and brokers around the country. Through live appearances and webinars, Bob has taught thousands of agents the intricacies of online marketing and how to engage online leads and turn them into clients and closed transactions. To find out more go to activerain.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.
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In the quest for profit and success, the customer’s needs and success can easily get lost when entrepreneurs forget to be motivated by it. How can an entrepreneur ensure they are building strong customer relationships, building long-term value and zoning in on their own value proposition? Entrepreneur and co-founder of Hurdlr Raj Bhaskar shares his tactics, lessons and thoughts on what entrepreneurs should be prioritizing.
When you listen and ask the right questions, that’s how you refine your value proposition. Your value proposition should stand on its own. -Raj Bhaskar
Takeaways + Tactics
Consumers expect a certain level of service with anything they buy, as a business owner how can you think of providing anything less than that?
Don’t underestimate the cost of customer acquisition.
The typical definition of profit is earnings (minus) expenses but it’s actually earnings (minus) expenses (minus) taxes.
We kicked off the show with a quick overview of Raj’s career. He first launched VisualHOMES and sold it to Yardi, and he noted that his company managed to retain all its staff since the acquisition because of the long-term value they built there. He believes that refining the value proposition is the secret to customer success and increasing profit. Raj gave an example of cold calling and the benefit of the two-way conversation. “You should be listening most of the time and asking the right questions, that’s how you refine your value proposition.”
Raj went onto share a goal he had early in his career. He aimed to work with the top 500 agencies in the industry. We discussed the importance of knowing the industry as the route to providing real value to customers and clients. Raj also stated what he believes a true brand is, “it’s all the actions you take in a period of time. How people perceive your company is what your brand becomes.” Ultimately there is a difference between marketing hype and customer success and the latter should be more important.
Value also has a lot to do with your own core values. “I only have one set of values, those are the personal values I apply to business.” A lot of entrepreneurs mistakenly try to keep up with a certain lifestyle at the expense of their own core values.
In business, long term value is an asset and that comes down to long term value and not seeing your business as a means to an end. This means putting customer success at the forefront, aiming to have a personal connection with them and valuing working in the business as much as working on the business. “A consumer expects a certain level of service with anything they buy, as a business owner, how can you think of providing anything less than that?”
We went onto discuss:
A lot of entrepreneurs miss opportunities by seeing their ventures as a means to an end instead of working on developing long-term value. To succeed, the path to value proposition should go by customer success. At the end of the day the value will stand on its own.
Download the Hurdlr app for real estate agents
hurdlr.com (Our app for real estate agents)
16 tax deductions real estate agents can use in 2016
Raj Bhaskar is the Cofounder and CEO of Hurdlr, a mobile business management app for busy entrepreneurs. Previously, he was the Owner/CEO of VisualHOMES, a leading provider of property management software designed specifically for subsidized housing programs. To learn more about Hurdlr or download the app
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.
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The real estate industry tracks ROI quite closely to ensuring that you’re getting out what you put in, but is there another important metric you should be keeping your eye on? In this episode we discuss why agents should be tracking Return on Time and Return on Technology and how you can get the most out of both through automation.
I can never make a return on my investment that would be equivalent or more than the return on my time. Through automation we get return on time. -Greg Harrelson
Takeaways + Tactics
Automation and technology won’t be effective if they are pushing out the wrong message or the right message at the wrong time.
Our industry went from tracking nothing to tracking ROI but the problem is real estate agents are not tracking ROT (Return on Technology).
The ultimate goal is to communicate through automation but it’s not a one size fits all strategy and it shouldn’t take the place of human conversation.
The Matts and the Gregs kicked off their conversation about automation and how Matt C. started working with Greg H. on the project. Greg H. stressed the importance of technology and automation in the current market. “Automation is critical because technology is playing a big role. Just to keep up with where the industry is going, agents need automation.”
Next Matt.C detailed the Virtual Assistants and IRAs he uses in his business. His virtual team includes a social media community manager as well as a graphic designer. He went onto to explain more about the Infusionsoft package he uses and the ins and outs of modifying his system to suit what he wants to get out of his business. Greg H. shared what makes the software even better than any CRM on the market. “It’s an intelligent CRM that allows you to feed additional things based on the click patterns of the customer.”
He also described how he’s able to create different content types for a different set of conversations. His goal is to have a system that enables the customer to pull information out of it, instead of pushing content to the customer.
Matt C. talked about how we wanted to have an automation for every stage of the sequence and then the conversation turned to the management of Buyer Lead Campaigns and Seller Lead Campaigns for clients looking to sell and buy. Greg H. shared how he is able to run these campaigns concurrently. He also provided an insight into the ultimate benefit of automation and how it’s able to give you more time to reinvest into creating new products or improving your process.
Greg H. and Matt C. went onto answer questions about;
The business of real estate has seen boosts and benefits thanks to technology. Automation has proven to be an effective method to free up time you can invest into other parts of your business. The two things to remember is that automation is not a one size fits all and that automation and technology won’t yield results if you’re pushing out the wrong message or even the right message at the wrong time.
Guest Bios
Greg Harrelson has been selling real estate for over 20 years, his team is consistently the top performing in the Myrtle Beach area. To get in touch with Greg and learn more about his business go to http://www.c21theharrelsongroup.com/.
Matt Cavanaugh is a professionally trained salesman and negotiator armed with a bachelor’s degree in Mathematics. After having great success in industrial sales, Matt decided to begin his journey in real estate. To get in touch with Matt visit http://www.mattcavanaughrealestate.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.
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To succeed in real estate, it is necessary to build relationships and learn to nurture your own sphere. What are the tactics that agents can learn from a top producer? We discuss this subject with Omaha Realtor Sue Henson who provides insights into client communication, handling missteps and leading with honesty.
Even though things may be difficult to take in, when it’s all said and done the most important thing is that you were honest and owned it. Sue Henson
Takeaways + Tactics
Establish a sphere and a system so that year after year, your business continues to grow, and you won’t end up waiting for the next thing to come in.
Don’t hide behind Facebook and blogs, get out and meet people and and then blend the online work with the relationship building to get success.
The secret to giving really good gifts to clients is to give something that is personal to that individual.
Our guest is recent winner of the Omaha’s Choice Award in Real Estate, Sue Henson who introduced herself and shared her business structure which is 99,9% referrals based. After working on building relationships, she began to get repeat clients after 3 years, including a client she worked with 5 times. Sue’s secret for building these relationships is respect. “If you treat people with the utmost respect and you’re honest, people will respect you for that.”
We went on to discuss, client communication and creating a system that ensures that clients don’t slip through the cracks. We also touched on coming clean with clients when something goes wrong. Sue said, “never do it over the phone or via email and avoid pointing fingers or bailing.” The most successful people are able to take responsibility without letting it destroy their self esteem.
Next we took a question about the forms of lead generation Sue was most focused on. She shared on taking phone duty shifts no one wanted, and sending out newsletters with market snapshots and topics that were pertinent to her market. She also mentioned focusing on her sphere and building relationships by taking one person in her sphere out to lunch each week. We went on to exchange other relationship building tactics and being able to be an emotionally available agent for older sellers leaving their beloved homes behind. Sue has found that being a good listener is the most important skill for dealing with these people.
Towards the end of our chat Sue shared;
Your business is only as strong as the relationships you build with your clients. When you are honest, valuable, supportive and show that you have their backs at all times you’ll grow your referrals, get repeat business and become a trusted consultant.
Guest Bio
Sue is a licensed REALTOR® in the states of Nebraska and Iowa. She’s a founding member of Omaha’s Leading Edge-Realty Group. This group is comprised of 9 of the Metro’s top producing Agents. To learn more about Sue go to http://suehensonrealty.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.
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A business that goes the distance has to be scalable, but scalability requires an effective system. How do you transform your business so that it runs more efficiently and gives you the possibility of an exit strategy? Virginia based agent, Kim Barber details the path she took, and the resources she relied on to making her business scalable and sellable.
A real business has numbers, goals, a plan, leverage and systems. -Kim Barber
Takeaways + Tactics
If you take time away from the business to plan the system you won’t have to go back and continuously redo it.
The value of a lead isn’t just where it came from, it’s what it took to close it.
As much as you put in the system, you still need the human conversation. People still want human communication.
At the top of the show, Kim Barber introduced herself and gave a background of her career and how she built the business to where it is today. Based in the Northern Virginia area, Kim has grown her team over the past 10 years. Kim shared some insights of the areas her business operates in. With a lot of military clients, a busy tech industry and an expanding subway system, the area is highly attractive and highly competitive.
Next, we answered a question about handling a seller who wants to lower their selling price if the agent can lower their commission. Kim went on to share the ins and outs of dealing with military clients who are stationed in the area on a short term basis. After answering a question about the possibility of land developments, Kim delved into her career and the moment that inspired her to make a change towards a more scalable system.
With leads coming from different areas, she found that couldn’t keep up with them. She wanted an exit strategy but realized that the way she was working wouldn’t allow that to happen. She also evaluated the systems she was using and concluded that she needed an integrated hub.
“If i really want to create something that’s an exit strategy, I need to have something like a hub, capturing the expertise, pushing it back out and I need to be able to monitor and measure.” She goes onto talk about having to take a step back from the business to create a sustainable system, and we discussed the benefits of setting that time aside.
Towards the end of the show, we touched on;
Taking a step back from your business to create a scalable system is an investment that will help you create a streamlined process. Success requires skills, planning, knowledge and accountability but without a system, these attributes are dead in the water. Your system needs to be able to capture the expertise, push it back out and you need to be able to monitor it.
Guest Bio
Kim is a Hall of Fame Agent, Top 1% Nationally, Licensed in VA and MD. Real estate Licensed since 2004, Kim has been a top ranking Agent since 2005, moving from an individual agent to a team in 2010. As one of Northern Virginia’s Top Producing team leaders with a sales volume over $145,000,000, Kim prides herself on her personal service and attention to her clients’ goals. To learn more about Kim’s business, go to http://www.kimbarbergroup.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.
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Becoming a master of scripts doesn’t come easy – it takes practice and excellent communication skills. What can we learn from top producers and common script mistakes? In this episode we discuss overcoming script mistakes and learning to be authentic and focused on value.
Takeaways + Tactics
Never stop prospecting on a continuous basis.
Be human about your scripts and pay attention to the customer’s mood. If they’re having a bad day, pushing to complete the script won’t work in your favor.
People who are really good with scripting are authentic, and if they screw something up they understand what’s important is their expertise and the value they provide.
When you get a lead, slow your speech, slow your tempo and remain calm. Don’t get too excited because it will make you look less professional. Greg McDaniel
On this episode of Real Estate Uncensored we dove into scripts, objections and marketing questions from listeners. The first question was about common scripting mistakes and how to avoid them. We shared what we learned from our own mistakes; including not overusing names, not being fearful, being authentic to who you are, and avoiding sounding too scripted.
We also discussed what makes top producers do so well at scripting. “The people that are really good with scripting don’t get flustered, they are authentic,” Greg explained, “and if they screw something up it doesn’t really bother them because they understand that’s not what’s important.”
Matt added, “what’s important is having the goods, knowing how to get a home sold, knowing the process and being able to talk about the market. There’s nothing that would be thrown at them that they wouldn’t be prepared for. They’ve done it enough so they are confident that whatever that person throws at them, they are going to be able to handle.”
Next, we handled the topic of leads and what to do when one comes in. Remember to handle the interaction calmly even if you’re really excited. Keep a slow tempo and slow down your speech, and keep the disposition throughout the call.
The next questions include
When it comes to scripts, an agent has to have confidence in the most important aspect of the job – the process, the expertise and the ability to get a home sold. Once you’ve locked that part down you won’t be flustered or bothered when you make a mistake or cannot stick to the script. That way, you’ll be prepared for whatever’s thrown at you.
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.
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For the service professional, podcasting provides opportunities to grow your referral network and reach customers and clients through a medium that provides value. How do you get started in the podcasting game and what will be required of you? On this episode of Real Estate Uncensored, we discuss this will New York City real estate expert and successful podcaster Hal Coopersmith. He shared podcasting tactics, secrets and ideas for aspiring podcasters.
There are so many different avenues to pursue in podcasting. Don’t try to be anyone else, if you’re authentic to what your message is you’ll attract listeners. Hal Coopersmith
Takeaways + Tactics
If you’re starting a podcast, you’re going to have some expenses to start off, but one thing you don’t need to pay money for is learning how to podcast.
Podcasting is a great way to grow your referral market. People are more likely to want to build a relationship with you if you leverage a podcast.
You’ll never get good at podcasting by sitting back and thinking about getting at good at podcasting, you just have to get in the trenches and do it.
We kicked off the show with Hal detailing NYC real estate and how different the process is from the rest of the country. He gave the example of condos and cooperatives, which offer two different set ups for buyers. A condo gives the owner a deed, while in the case of a co-op the buyer is investing in the cooperation that owns the building. From an agent’s point of view, Hal stressed the importance of due diligence and understanding the nuances of each property type. “I can’t emphasize a real estate agent’s knowledge about the type of building and the market itself enough.”
Other information that’s important for agents and buyers to know is tax abatements, and the land ownership of the property. Because of these technicalities lawyers are deeply involved in the contract-to-close process. “Due diligence is certainly a large part of our function as attorneys in NYC.”
In the second part of the episode, Hal shared his take on podcasting and how he got into it. The seeds were planted back in his college day working at the campus radio station, and he’s always taken a keen interest in listening to podcasts and this became the passion that made his own podcast happen.
Hal gave his advice to podcasting beginners. He stressed learning as much as possible about it, and saving money by making use of free resources. Authenticity is also important and it should always be your main goal. Your podcast will attract listeners because it’s driven by your personality and not by doing what everyone else is doing. Remember to have a passion for the subject matter of your podcast. We wound down the chat sharing ideas on guest booking, tech and the power of podcasting in building a referral network.
Success in podcasting is rooted in authenticity, consistency and your ability to carve out a niche that gives listeners something valuable each time they listen. You won’t become a successful podcaster by waiting for the right moment to come. Remember to start where you can, get in the trenches and learn as you grow and gain confidence.
Guest Bio
Hal Coopersmith, is a third generation attorney who focuses his legal practice in commercial real estate transactions, residential purchases and sales, counseling start-up businesses, and wills and trusts. Hal hosts the New York Launch Pod, a podcast featuring conversations with a diverse group of New York entrepreneurs, who share their experiences and insights building new businesses. To get in touch with Hal visit coopersmithandcoopersmith.com or call 212-625-8505. To listen to his podcast go to nylaunchpod.com
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With so many publishing and creative tools at your fingertips, which apps and tools should agents zero in on to propel their business and really bring value to their clients? Matt and Greg continue their discussion of tools that will aid you in your online promotion.
Mirror and match the people you’re going to door knock to. Greg McDaniel
Takeaways + Tactics
There’s a big difference between getting a client by losing money and getting a client by using your skills.
Aim to be a client minded and not commission minded.
Success is connected to the hard mental thought of how to be of value to your clients.
The podcast started with a discussion about developing good habits and the ability to separate beautiful states from suffering states. Secondly, a question came in about the use of the Mojo Dialer. Matt and Greg also answered a question about the meaning of the term “buying the business” which means buying a listing. Matt stressed the difference between getting a client through the use of skills and getting a client by taking a cut in commission or income. When an agent is commission minded and not client minded, they lack the abundance mindset that lets them know there are enough opportunities to go around.
The next question is about a script for dormant internet leads and then the co-hosts answer a question about a system for pre-recorded voicemails, which they discouraged listeners from because it can possibly lead to legal troubles and fines. Matt and Greg also answered a question about staying in contact with a client thinking of selling without becoming a nuisance. The co-hosts agreed that the goal should be to provide value by offering helpful information like best practices, prepping for selling and market conditions.
In the second half of the show Matt and Greg continued the conversation from the previous episode about ways for agents to promote themselves online. This time they discussed, the use of infographics, Slideshare, Canva, GIFs and Medium contributions.
For an agent to create a life of freedom, it’s important to bring real value to clients and one way you can extend your reach and gain more leads is through the use of online promotion and social media. Use of apps like Slideshare, Canva and GIFs will bring a creative edge to your content and get it in front of the right eyes.
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.
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When it comes to online promotion what are the most important things that agents should be doing to get ahead? Matt and Greg go through a list and comment on the tactics that stand out to them and provide key insights that will further enhance their promotion.
Takeaways + Tactics
Anytime you get a chance to speak, take it. At the very least, just the act of putting it out on social media gives you instant credibility, authority, legitimacy and expert status.
You can never go wrong by being more of a considered expert or more of an authority in your niche
The best marketing has value in and of itself without the need to buy anything or take the next steps
When you put out press releases, ideally you would have already spent some time in the lead up to putting out the press release building a relationship with someone at the local media. Matt Johnson
Matt and Greg opened the show with three listener questions, one about finding cheap dialers, one about FSBOs and another about agent scripts for new listings. The conversation then turned to different journaling approaches, celebrating losses and not being afraid of the word no.
The main topic of this podcast was ways real estate agents can promote themselves online, starting with blogging in different forms including video, writing and podcasts. Agents can blog about market updates, real estate news and trending topics. Matt added that agents can get their thoughts on paper which can be shared on LinkedIn, Medium, Facebook and a personal website. This same content can also be used to inspire Facebook Live videos and recordings.
The second tactic they detailed was creating niche landing pages and Matt gave the example of setting up a neighborhood website which can be used to post community events and other news. The traffic generated from this site can ultimately benefit your self promotion and your business. The time you spend marketing will divert away from prospecting but it will be worth it.
Matt and Greg then discussed press releases and whether they would be beneficial to a marketing strategy. Matt said, “when you put out press releases, ideally you would have already spent some time in the lead up to putting out the press release building a relationship with someone at the local media.” He reminded us that media people love content and if you put out content, they will love you and you can become resource. In the last minutes of the episode the co-hosts discuss;
Online promotion tactics like social media, blogging, press releases and landing pages can all be incredibly effective when they are used by an agent who aims to provide value and remain authentic. With these measures, credibility, authority, legitimacy and expert status can be yours for the taking.
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.
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In real estate, farming has always been a tried and true method for getting listings and growing a lucrative client base, but has this been changed by technology? In this episode, Matt and Greg talk to investment real estate expert Jason Hartman and discuss how to maximize farming by using online tools and becoming a community resource.
Takeaways + Tactics
As a farmer, decide - pick a farm area and stick with it. Ideally make it a newer track. If the neighbors don’t know each other and you can be the one to connect them
When you dominate your farm you don’t have to be good at your listing presentation.
The best neighborhoods to farm are the ones with turnover
Try to become that local celebrity. It’s a small little pond but it can be very lucrative. - Jason Hartman
The podcast kicked off with a listener question about scripts for a seller landing page lead, which Greg provided. Matt, Greg and Jason also discussed dealing with a buy who thinks they are going to sell again soon. Greg reminded listeners to tell the buyer that there’s no downside to buying a property, whether they move or not.
Matt and Greg picked Jason’s brain about how agents can establish their very first farms, and they discussed how traditional farming methods like door-to-doors and mailings are back in style. Jason added the importance of taking advantage of online tools and setting up neighborhood websites which can help an agent become a resource within a community.
Jason went on to provide helpful tips for farmers, including picking the right farm area, connecting people in the neighborhood and playing the long game by “digging your well before you’re thirsty.” Greg, Matt and Jason also discussed how agents can deal with HOAs and how to be the person that’s always around in the community. The listeners also got a background of Jason’s own career and his very first farms and listings. Greg also gave actionable tips and ideas for combining traditional farming with the online tools that have empowered today’s agents.
Technology has empowered real estate agents and this is especially true when it comes to farming. Whether you’re starting out or a real estate master there is a piece of technology that can make your farming more efficient and lucrative. Additionally remember that it’s also lucrative to become the local real estate celebrity, farm in areas with high turnover and make yourself look like the expert you are.
Guest Bio
Jason Hartman has been involved in several thousand real estate transactions and has owned income properties in 11 states and 17 cities. His company, Platinum Properties Investor Network, Inc. helps people achieve The American Dream of financial freedom by purchasing income property in prudent markets nationwide. Jason also runs a podcast called Creating Wealth. To learn more about Jason’s work go to jasonhartman.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.
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Partnerships in real estate can be incredibly fruitful but why do so many of them fail? Is there a way to make a 50-50 partnership work by making use of each partner’s individual strengths. On this episode, Greg and Matt talk with business partners Lori Little and Lori Adams, who built their own successful real estate business. They provide insights on creating teams, growing a database, and successfully working as partners.
Takeaways + Tactics
Integrating your personal Facebook and business Facebook is a great way to show off your personality and get the best of both worlds.
Business partners can have different ways of doing things but sharing the same core values is the most important thing.
People want the kind of marketing that doesn’t make them feel forced to see something. That’s why educational marketing is so effective.
You can’t just partner with someone because they are good at selling, you have to have someone that’s going to sell like you do and care about clients the way you do. - Lori Adams
Matt, Greg and the two Loris kicked off the podcast with a question from a listener about whether it’s better to start a business Facebook page or do business through their personal Facebook page. Greg and Lori agree that integration is a better idea because business pages can make it hard to showcase your personality and you won’t be able to keep family and friends updated on how your business is doing.
Lori Adams and Lori Little also described their business structure, which consists of a transaction manager, listing coordinator, listing manager, buyer’s agents and a client care coordinator. The two Loris met in 2006 working in a corporate environment and then they started their business in 2010.
On the subject of how they work successfully as partners, Lori Little said they are different but they do believe in a lot of the same things. She said partnership goes beyond being good at selling, it’s about sharing the same values. They also discussed how to build trust in a partnership so that it doesn’t become an issue.
Next, Matt asked about how the two Loris managed to implement their business plans. The ladies said that they began hustling by farming and mailing. With more money, they were able to add online tactics like Zillow and Vyral Marketing.
As the chat winded down, they discussed
What ultimately makes a business partnership work is understanding your differences and knowing that you each won’t contribute to the business in the same way. For the business process to work, trust has to be at the center of that relationship. Work with a person who shares the same values and wants to help clients in the same way you do.
Guest Bio
Lori and Lori are a real estate duo working in California’s Central Valley.
Individually, they are each known as leaders in the real estate industry, and together their success is highly respected by peers and clients alike. They are affiliated with numerous professional organizations including the National, California and Central Valley Associations of Realtors®, as well as the Multiple Listing Service. To get in touch with Lori and Lori call 209-607-9606.
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.
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In this episode, Greg gave a breakdown of the key things he learned during his attendance at Inman Connect. He and Matt also answer listener/viewer questions about refreshing overpriced listings, finding the right agents to do open houses and the power of being helpful to the people around you
Takeaways + Tactics
When you’re hiring a substitute agent, make sure they are the right fit for you, and the right fit for that specific listing
If a seller isn’t planning on doing anything immediately, baby step the relationship by providing value
If you’re looking for people to make flyers, use graphic designers on Fiverr, it will save you time
Everyone around you has something to offer and everyone around you has a battle they are fighting so if you can help somebody, they might want to get back to you or you might just make a good friend.” Greg McDaniel
The episode kicked off with a question about refreshing a previously overpriced listing. Greg said you can use strategies like pricing it below the market value, and trying to generate a bidding war. You can also try to host events at the home, take new pictures or use Facebook live. Greg said it ultimately comes down to the selling price.
Secondly, Greg gave a breakdown of the helpful apps and tech techniques he learned about at Inman Connect.
The second question was about open houses and how to hire substitute realtors you can rely on. Greg put emphasis on making sure they are the right fit for you and the right fit for that listing. The third question was about software realtors can use to create flyers. Matt suggested using Fiverr which gives you access to skilled graphic designers at a fraction of the price.
The next two questions were related to new agents and how they can grow their sphere of influence. Greg mentioned that you can do the 60 day challenge where you meet people and also give out your business card to 15-20 people per day. He also mentioned building relationships in steps, starting with delivering value.
The episode winded down with Greg telling a story about the importance of helping people whenever you meet them because it might lead to unexpected opportunities or you might make a good friend.
Firstly, make sure you’re letting tech work for you and the growth of your business. Secondly, hire people who are reliable and the right fit for your business and the specific products. Also remember to grow your sphere of influence by providing value and building relationships in baby steps and make sure you’re a helpful resource to other people because you never know where that might lead.
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.
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Social media is an incredible prospecting tool for real estate agents, but how much time do you have to put into it to succeed? According to social media expert Tim Stafford, 20 minutes per day is enough to grow a following and start working to create useful content for your following. In this episode, Tim also provides useful social media tips for appealing to millennials and how to use humor to attract followers.
Takeaways + Tactics
Ask questions to engage with people. When people share their opinions they feel like they’re part of the community.
Retweets are important for the health of your Twitter presence
Shape everything you do on some sort of purpose you have in your mind
When you tweet, tweet well, make sure your tweets count, make them reflect the complexities of who you are, your brand, and your services. Tim Stafford
The show kicked off with a question about how to appeal to millennials and how social media can be employed to leverage testimonials. Tim reminded listeners and viewers about the essence of social media. “It’s all about how people behave in digital environments. You're trying to understand what makes a human being tick. If you get that you can succeed.”
When it comes to millennials, the goal should be to build a community and build the idea that people can have and voice their opinions. Secondly, the goal should be to ask questions to engage with people. This is what will make them feel like part of community.
Tim went onto talk about texting and why it’s the go-to platform to raise money for non-profits. He said it provides an avenue for people who normally wouldn’t give. Real estate agents may not be non-profits looking for funding but there is something to learn in that insight. If you can start thinking of things on a minor level you can actually win followers and get clients in what Tim calls small-atomizations.
Next, Tim brings up the importance of employing humor on social media. For example, on SnapChat, millennials have stated that they like humor. He said you don’t necessarily have to post funny videos but you can make your vibe a bit more laid back.
The show winded down withTim introducing his Twitter strategy, consisting of 6 things you can do each day for 5 minutes each day.
According to Tim Stafford, what agents should be doing on social media is building a following and creating content that people will respond to. On top of that it’s important to tweet often, tweet well and use hashtags wisely. Lastly, don’t be afraid to bring value and humor so that people become more comfortable with you.
Guest Bio
Tim has more than 25 years of experience in the areas of educational leadership, instructional design, educational technology, curriculum and development, adult learning, professional development, and accreditation. To get in touch with Tim, email his at tmstafford@ruinstitute.com or book him for a free coaching session by going to bookdrtim.com
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What does it take to build a business that closes a minimum of 675 deals each year? What systems and tactics are necessary to create productivity? On this episode of Real Estate Uncensored, Matt and Greg connect with Phoenix real estate entrepreneur Brett Tanner and discuss metrics, team building, wealth building and the systems that create profitable productivity.
Takeaways + Tactics
All the success you’ll have as an agent is about metrics
Ask yourself how you can run the most efficient and most profitable system
The myth agents have is that they need more leads when in fact you actually need to work the leads you already have.
If you’re going to make a profit, if you’re going to spend money and buy leads, lead accountability will be the method in which you profit. -Brett Tanner
Matt and Greg start off the chat and introduce Brett Tanner who runs his business out of Phoenix, Arizona. Brett, Matt and Greg answered a listener question about expired listings and how to smooth out a system to be more productive. Brett emphasized the importance of metrics and why having good data about what’s creating production will make an impact. It is necessary to know what’s making you successful because this will give you something to hold yourself accountable to and a way to create a pipeline for business.
Through metrics, one can also learn about the corners of the market and niche markets you could be communicating and building relationships with. In Brett’s own experience, making the switch from short sales to the residential/equity side required him to take an interest in the markets that many agents don’t think to call. These include absentee owners and people who own their homes free and clear. Brett recommends crafting content and the message to those specific clients once they know who they are.
The conversation then turned to team building, CRMs and lead accountability. Brett pointed out the importance of making sure you get what you pay for when it comes to leads, and accountability is a huge part of that. He gave some detail about his own agents, who work on a system of 30 leads per day. He believes that agents shouldn’t be aiming to get more leads, but should be more aggressive with the leads they already have. The chat winded down with the co-hosts and Brett discussing the possibility of leveraging text as another way to nurture leads. Brett also discussed his future plans for the business which include setting up companies that support his real estate business and expand his sphere of influence.
A smart agent understands that success isn’t as simple as getting more leads. The real business defining tasks that will be required of you are metrics that tell you where you’re succeeding, systems that make you more efficient and holding yourself accountable.
Guest Bio-
Brett is a real estate entrepreneur based in Arizona. The Brett Tanner Team work toward the common goal of assisting clients in achieving their short and long term real estate goals. To get in touch with Brett go to whatbrettuses.com or yournextphoenixhome.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.
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Focus, commitment and self-discipline are a huge part of achieving success, but why are they such hard concepts to master? What does one do after acknowledging they need a better time and energy management system? Matt and Greg discuss the book The Power of Full Engagement and provide their tips for having productive days and the structure that’s required.
Takeaways + Tactics
Anything in your schedule is a promise, to yourself or someone else and you should refuse to break that promise
If we keep doing what we do naturally, we’re going to keep on failing and we’re not going to reach our goals
Most peoples’ day gets away from them because they don’t have scheduled blocks. They keep their focus shallow and that keeps them from doing the things that will move their businesses forward
The key to real success is not so much time management as it is energy management.The control of your time is in service of your energy levels
Will, self discipline and self-control all draw from the same energy tank and we have a lot less of it than we think. Structuring your life in a way where you have to make these constant decisions throughout the day, draws down that energy tank and makes it less likely that you’ll maintain that level of self-control throughout the day. -Matt Johnson
Matt and Greg began the chat with a couple of questions, one about a script for a homeowner who’s on Zillow’s Make Me Move, another about how to manage a FSBO appointment where the owner says they’ve sold houses on their own before. Another question came from an agent who just joined a new firm and and wants to know how to maximize his results.
In the second portion of the show, Matt and Greg launched into the main topic of the day inspired by James E. Loehr and Tony Schwartz’s book The Power of Full Engagement which Matt said changed his perspective while he was working marketing. The big point this book makes is how the key to real success is not so much time management as it is energy management. The control of your time is in service of your energy levels and it’s important to match your energy levels to the work you’re doing. One can either try to fight that and try to keep a constant level level of work but realistically that doesn’t work with your natural rhythm.
A big disclaimer from Matt and Greg is not to use managing energy as an excuse not to hustle or work hard, which is a common thing people do. When you’re working, be absolutely fully engaged and when you’re not, be fully and actively disengaged. An important method in energy managing is having structured breaks throughout the day and Matt provided the example of having 90 minute bursts. These bursts require all of your energy and that means putting away and closing any distractions, like phones and social media. If you’re able to work in this way you’ll find that you’ll get tasks done much quicker. Additionally by blocking off parts of your day and creating a schedule, and having rituals in those schedules you will get a lot more out of your day.
Will, self discipline and self-control all draw from the same energy tank and we have a lot less of it than we think. Avoid structuring your life in a way where you have to make constant decisions throughout the day, which will draw down that energy tank and makes it less likely that you’ll make the right decisions, and that you’ll maintain that level of self-control throughout the day and throughout the week. So why not acknowledge that fact and make things structurally easy on yourself, in terms of the way you time manage and time block.
In order to get to your goals there needs to be some behavior change, living on autopilot and doing what you’d do naturally is only going to lead to the same results or failure. Once you acknowledge that you have goals you want to hit, realize you’re not going to get there by doing the same things you do everyday. Matt and Greg then discussed commitment and scheduling. Greg said, “Anything in my schedule is a promise, to myself or someone else and I refuse to break that promise.” Matt added to this by reminding listeners to ask themselves if they have 10 times the commitment they have now because that’s what we need to put in. “I can either try to force myself to reach goals or I can develop rituals that propel me towards success.”
As the hangout started winding down, the co-hosts discuss their own routines, rituals and the questions they ask themselves. Matt gave a quote from the book, which drives home all the points made in the discussion “to make lasting change, we must build serial rituals focusing on one significant change at a time.”
Set up a structure, where there doesn’t have to be a lot of decision making and make things easier for yourself. Build rituals and routines and let the routines carry you onto success because they will become like autopilot and pull you towards the positive things you want to do, and that will make success a lot easier.
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.
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On this hangout, Matt and Greg tackled more sales and marketing questions from listeners and Facebook groups. The co-hosts covered topics like selling prices, sticking to scripts as well as networking for a part-time agents who want to get the most out of the time they put in.
Takeaways + Tactics
If you’re bringing information to the consumer that they have no other way of getting, you become the aficionado of wherever you call home.
This is a person-to-person, belly to belly human business you have to go out there and talk to people - if they don’t know you or trust you they won’t do business with you.
A willing and able buyer is going to dictate the true value of a home.
The best scripts in the world will not solve the problem of the buyer’s need and desires not aligning with either the market or what you have to sell.
-Matt Johnson
The chat kicked off with a question about scripts and whether it’s necessary to use them word-for-word or if it’s advisable to go off script. Greg reminded listeners that scripts are supposed to be guidelines and the key should be to make them conversational and avoided making yourself sound like a scripted salesperson. Once a consumer sees you as a salesperson they won’t see you as a consultant and that can lose you their business. Matt echoed this saying, “it’s more about who are, your confidence than it is the words that you use. It’s about a deep well of knowledge and experience that people can sense when they hear you talk.”
The next question came from a listener who wanted to know the best ways to provide value to customers, and then another question about following up with buyer clients between an accepted offer and closing. Greg said the communication is constant depending on what comes up. Buyer clients are likely excited and nervous so they will need some handholding.
The fourth question comes from a listener who’s currently working full time while working real estate part time. He wanted to know the best ways to lay groundwork and network for the ultimate switch to a full time real estate job. Greg said with $140 he can record four videos which he can promote online for $5 per day for 7 days. The videos should be about buyers needs, a park and restaurant in the area as well as a person of authority who resides there. This will give him the impressions that will allow people to get to know him and if he’s bringing value to them he will be able to start building a database. Greg added methods like giving away 15-25 business cards each day, and Matt stressed the importance of building credibility.
The next question comes from a new agent who wants to know what she needs to do after doing social media and giving cards to friends and family, among other tactics. Greg and Matt both answered the question by stressing the importance of phoning people and talking to them face-to-face. Greg said, “This is a person-to-person, belly to belly human business you have to go out there and talk to people - if they don’t know you or trust you they won’t do business with you.”
The next question the co-hosts tackle is how to deal with a seller whose house is cluttered before it goes on show. Greg offered a script he uses. “We live in our homes one way and sell our homes another way. Once your home goes on the market, it’s no longer a home, it’s a house and a product, and people buy with their hearts and confirm with their minds. So we need to collect your treasures and put them somewhere safe. We need people to see the home and not your way of living so they see can see their own lives there.” He added that the key to this script is telling the seller kindly.
Next, a listener asks about how he can close a deal when the customer is on the fence. Matt and Greg said it’s important to remember that the goal shouldn’t be to push for the close without understanding why the customer hasn’t made a decision. Greg said, “you’re there to serve and consult. If they’re not buying, you haven't provided enough value.” The last question comes from an agent who wanted to know about property pricing - to which Greg answered by saying “a willing and able buyer is going to dictate the true value of a home.”
The one insight and take-away that echoes in the answers provided by Greg and Matt is the importance of providing real value to the consumer. When you’re able to do this, you open up the doors that make you someone people can trust and from that, your sphere of influence grows. It’s also important to talk to people face to face, allow them to get to know you and let your knowledge and experience shine through.
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.
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This episode’s guest is an expert in new construction and land sales who has a lot of wisdom to share about building a construction based business, relationship and team building. Danielle Seifert’s career is a great case study of the power of nurturing relationships and being a resource for clients.
Takeaways + Tactics
There are many ways to improve other than doubling your numbers and doubling your team
It’s easier to become an expert at new construction; because it’s new developments, you can become an expert on what’s inside the walls, what the timeline is and what upgrades are available.
You can’t get momentum with one home. You have to keep the wheels turning
Des Moines agent Danielle Seifert is this episode’s guest. Her speciality is new construction and land sales, an area she went into after deciding to leverage herself after working solo with a closer. She represents two builders and also has built herself up to be able to represent both sides of the transaction. Her typical clients are both residential and commercial. Her process begins with pinpointing an area she likes, then she buys the bare ground and develops on it.
When it comes to making your services known, Danielle said one should stick with simple tactics and not overthink how to reach clients. She got her first developer by simply presenting herself and her services to a builder and from there she began doing open houses for new properties.
Danielle then pointed out that she favors new construction because it enables her to be an expert on each development she sells which is hard to do with resales. “With new construction I can become an expert on what’s inside the walls, what the timeline is and what upgrades are available. I like to look good and I like to know stuff.
Matt, Greg and Danielle go onto discuss how she prospects for developers, having knowledge on two sides of the fence and who she looks to as resources. She also mentioned how she believes in creating a culture of information sharing in the office, which she benefitted from early in her career. Now she manages her team in the same way and she encourages her agents to develop their own brands. “I always had the desire to mentor. I want to take on agents and build them to be as good or better than me.” Her team consists of 10 agents, and helping them out is an admin who handles the contract to close processes. She said it took 8 months to build her team and she did that through building relationships. Winding down the chat Matt, Greg and Danielle discuss relationship building, dual agencies and social media.
Working on new construction requires a good relationship with builders and developers, and it’s important to be a resource to these people and provide them a pathway to buyers. The key things to be learned from Danielle’s own career is that you don’t have to sell yourself all the time for people to know what you do, you have focus on relationships and being real with the people you want to get into business with.
Guest Bio
Danielle is a Des Moines based agent with over a decade of experience. She is a buyer's agent, listing agent, relocation and home building expert. Real estate is a lifestyle for her and it’s her top priority to have open communication and availability to her clients. To get in touch with Danielle go to https://www.facebook.com/danielleseifertteam.
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.
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It’s been proven that agents who put certain aspects of the work in the hands of assistants and transaction coordinators perform better and have a better quality of life, but why is it so hard to put it in practice? On this episode, Matt and Greg chat with Brindley Tucker, a leverage expert on how agents can start to reap the benefits of leverage at every level and size of business.
Takeaways + Tactics
Agents that are leveraging or hiring transaction coordinators are are closing two to three more homes per month and they’ve increased their productivity from $3-10 million.
Make a list with two columns, one with what you should be doing and another with what you’re leveraging. When your TC reminds you to “Stay in your lane,” you have something to refer back to.
Be patient, accountable to the recruiting process and willing to be slow to hire and quick to fire.
Matt introduces us to Brindley, who coaches, trains and recruits in leverage management. She began her coaching business aiming to improve the productivity of agents and impact their quality of life.
The hangout kicks off with a question about recruitment tips for adding ISAs to a team. Brindley stresses the importance of committing to the recruitment process by finding the right talent instead of rushing to fill the role. More time spent during recruitment is time saved once you have the person working.
The key things Brindley teaches her clients is that they need to stick to the parts of the job that are the most profitable. “Agents should be focusing on lead generation, lead follow up, scripts, negotiations, and appointments. Nothing that happens after going into contract makes them money so why should they be doing it? They should be focusing on their 20% and money making activities, but what happens is it’s a lot easier to pick up the phone, and get an appraisal than it is to pick up the phone and call a lead.”
She adds that agents tend to get sucked back into contract to close tasks which makes them feel productive, because they are working on a transaction when in reality they’re actually not as productive as they would be if they were out here selling. it. 15:45 - 16:26
Some agents are unsure about hiring transaction managers because it feels like a loss of control and an addition of unnecessary contact points, but the opposite is true. By having multiple contact points during the process, you add value by providing the best customer service. “When you think of a doctor, does the doctor come in and take your vitals? No, he comes in and focuses on the most important thing and that’s surgery - the best thing he does. He leaves the details to the people that are good at it.”
The chat then goes into detail about leveraging for a solo agent who has needs someone immediately who will provide the benefit of their own experience. The goal for solo agents is staying in your own lane and for rainmakers it’s building a team correctly and investing in it.
Leverage is increasing value for your customers, it’s all about passing the baton to someone who’s really good at the tasks and detail oriented. Aim to provide high quality service and value to your clients, which is made possible by leaning on a strong team of capable or individual with the skills to help you manage yourself better. When it comes to hiring, be patient.
Guest Bio-
Brindley Tucker is a Tampa-based coach and trainer focusing on the recruitment and development of transaction managers, operations managers and bloggers. She is the owner of Transaction Management Inc. To learn more about Brindley and her work go to transactionmanagementacademy.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.
Watch the On-Demand
On this hangout, Greg and Matt talk through various listener questions, covering topics like scripts, staying organized, creating a business and approaching clients by leading with value.
Takeaways + Tactics
Even if the client doesn’t have an exact time frame for selling, get in front of them because if you’re not talking to them, somebody else definitely is.
If you want to be organized, make sure everything goes through your calendar and that it’s color coded
Agents underestimate what needs to be done. To put a system in place, take some time away from the business to concentrate on setting it up
The hangout kicks off with a question from a solo agent who is concerned about staying organized and setting up an organizational system for his business. Greg says a color coded calendar is a good way to know what needs to be done. Matt agrees and adds that it’s important to have the big rocks for the day, and then the smaller aspects of the business can be scheduled around them. The reason many agents struggle with this, is that they underestimate how much time goes into creating a system. Matt and Greg’s advice is carving out time away from the business and using it to create a system that works.
Next, the co-hosts jump to the next question. “What’s the right way to keep in touch with past seller clients who have moved away?” Greg says the intention should be to build a friendship and Matt says there’s a right way to follow up. With a service like Vyral Marketing, one can see who is watching the videos and those are the people you can follow up with.
Question 3 is about dealing with a seller who doesn’t know when they’ll sell and whether it’s a good idea to keep in touch with them. Greg answers yes. “Get in front of them because if you’re not talking to them, somebody else definitely is, they need to be seeing your brand.”
The next question Matt and Greg discuss is from a listener who wants to know what the right script is for an upcoming shift, so that it doesn’t sound like you’re putting pressure on them or sounding too sales-y. Greg says it’s important to quote a reputable source and Matt says it’s important to be fine with not taking every client. If they are not the right fit and you won’t be able to serve them well - let another agent take them.
Finally, the chat winds down with questions about scripts for raw land deals, scripts for converting a client who is dealing with different agents to become your client. The last question comes from someone who wants to know how small brokerages can compete with the bigger marketing budgets of larger firms. The simple answer for these 3 questions is “always lead with value.”
Mastering the marketing game can be a challenge for an agent, but whether it’s scripts, dealing with competitors, or even setting up a system to benefit your business, the key thing is to work with adding value as your main intention.
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.
Watch the On-Demand
For an agent to step away from production and focus on profit over volume, a system needs to be leveraged and followed closely. How does this system affect the roles of the people heading up the business? On this episode, Greg and Matt discuss this with Kerby Scurat - whose own business follows the visionary and integrator model built on the foundation of the Entrepreneurial Operating System (EOS).
Takeaways + Tactics
Ask yourself what your process is and then work on how you can leverage a team to execute on that process.
Get the more dollar productive things on the agents’ plates and the low level stuff off their plates by hiring Virtual Assistants to take on some of the work
The best visionaries have had to do the integrator role at some point.
You can spend 100k on marketing but if you don’t have any type of efficiency to combat those leads and the bottom line, you’re wasting money.
-Kerby Scurat
Matt, Greg and Kerby kick off the show by discussing a listener question about price minimums and whether it’s a good idea turning down business because it goes below a certain amount. Greg and Kerby are of the opinion that using price minimums can stop agents from being able to build relationships with clients that could bring them even more business in the future. Kerby adds “every client has their own story and their own needs” and while they might not be up to a certain dollar amount, serving them means you retain their business long term. “55% of our business came from nurturing the database and never saying no to anyone who comes from that.”
Matt says being able to serve clients in this way is only possible if you have a team and a system. “You can do it but a solo operator has to be selective.” If there is the chance that you can hand them off to someone who is more equipped, do that. Kerby says in the case of having the lead flow problem of too many leads, it’s necessary to start leveraging the system or other people. He gives an example of lead flow as a railroad and the system as the kerosene that gets the train to its destination. “If you have all these leads coming at you, you have more control.”
Kerby goes into further detail about systematizing and how that benefitted his own business. In 2011 he began using Tigerlead, and then his team has layered in Zilo as well, with the aim of deepening the sphere of influence. Currently, Kerby’s team mail to 37 0000 homes and this method works thanks to a marketing budget that can drive these leads. Kerby’s success is build on the foundation of a solid team, led by him and his wife Cristina, who acts as the integrator while Kerby holds the role of visionary. Giving support are the marketing, sales and operations teams as well as 11 agents. Their target for each agent is 36 homes per year.
Kerby introduces the books Traction and Get a Grip by Gino Wickman which are the basis of their business model. When he and his wife decided that they wanted to get out of production and create more time for their growing family, they invested in the entrepreneurial operating system (EOS) outlined in Traction. The business required “A system that makes it possible to run it at a high level and scale it to the next level.”
They also work with an implementation coach who meets with the team 10 times over 2 years and ultimately the coach steps away so that the company can run EOS on their own. Kerry’s business stays on track with quarterly pulses with company rocks that everyone is responsible for and 3-7 initiatives over 90 days rocks that are overseen by the departmental heads. The system ensures that there is a clear picture of what needs to be achieved every single quarter.
With their focus on profit over volume and balancing it out with quality of life - Cristina, the integrator runs the day to day implementation while the visionary comes up with the overarching strategies. The integrator has to act as the filter for the visionary’s ideas and Kerby and Cristina have managed to achieve this as a husband and wife team, an excellent feat.
One of the most necessary moves Kerby and his team had to make was getting more efficient with the lead flow of the business. While a lot of money can be put into marketing, without efficiency and proper systems all this money goes to waste.
The conversation turns to social media and whether Kerby uses it or sees the need for it in his own business model. He says it’s a piece of the puzzle that he wants to get involved in. He plans to scale down on PPC which is labor intensive, and move towards an attraction mechanism which social media would serve as.
Speaking of attraction mechanisms, he uses Zilo which has a higher cost per lead - but is more efficient. For every lead that comes in, the team uses the follow up structure of 10 calls, 5 voicemails, 8 messages and 10 emails in 10 days. This is only possible because the CRM is powerful, and even though it requires a huge investment it is worth it.
The hangout closes with Kerby giving a quick rundown of his future plans - which include putting more time into a construction company he’s a partner in and getting involved in coaching.
Leveraging a system is a move that kicks the productivity of a business into high gear and it allows for benefits such as improved quality of life. With the employment of Virtual Assistants it becomes possible for agents to pour their energy and attention onto dollar productive tasks. Additionally, a visionary-integrator structure creates order that touches each part of the company. Success is achieved through a willingness to stick with the system, invest in a reliable and capable CRM and being goal and efficiency oriented.
Guest Bio
Kerby is a REMAX expert who is one half of a husband and wife team in Minnesota. With over 345 homes sold in 2015, Kerby and Cristina are the number 1 REMAX team in Minnesota. He began his real estate career back in 2006 and he has since began ventures in construction and coaching. To get in touch with Kerby and learn more about his work go to kerbyandcristina.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.