People are looking for a method of lead generation and prospecting that feels comfortable to them. However, this comfort is dictated by bias---not reality. How do you get inspired to make a breakthrough in your resistance to prospecting? Why do people struggle to say they are salespeople? How do you use contribution to get over the monetary motivation? On this episode, we discuss the real reason people resist prospecting and how to overcome it.

I got over a resistance to prospecting when I changed my perspective. -Greg Harrelson

Takeaways + Tactics

At the start of the show, we talked about why people are always looking for a lead generation method that feels comfortable. Next, we talked about the power of shifting your mindset if you want to get better at lead generation. We also talked about why people don’t want to be associated with being good at sales.

We also discussed:

It is impossible to successfully overcome hesitation towards prospecting and lead generation without a mindset shift. For most people, the resistance comes from wanting to be comfortable and not wanting to face the limiting beliefs they have about selling. When you change your goals from “make money” to “make a contribution”, you will overcome the fear of being good at selling. When you change your perception of that activity, your comfort level will greatly increase.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

For most people when the market drops, their cash flow also drops. How do you build a business that can allow you to prevail through a downturn? Why is it so important to learn the steps of business the right way? How do you make sure you’re reserving enough time to work on the business and generate leads? On this episode we are joined by Kevin Mills who shares how he’s been able to continuously double his business.

Skill is less desired in a hot market because the market will sell the property anyhow. -Greg Harrelson

Takeaways + Tactics

- 95% of your business is going to come from follow up so put time towards that.

- Prep time is a servicing task, not a generation task.

- As you do more years, typically the percent increase goes down.

At the start of the show we talked about how Kevin got started and what motivated him. Next we talked about why his way of doing business is so duplicatable and predictable. We also talked about the importance of learning the system the right way, and why optimizing is so important. Towards the end of the show, we talked about the importance of constantly increasing leads, and what keeps Kevin motivated.

We also discussed:

It is necessary to learn the system of running a successful real estate business the right way. Doing so will give you a nice trajectory and high volumes. Doing business the way Kevin has done it won’t just mean that you’re profitable now, but that you’ll be sustainable for the future, even when a downturn takes place. If your strategy is based on paid leads and your cash flow drops, you’ll have less money to invest in the lead flow which can knock you down if the market shifts.

Guest Bio

Kevin Mills is a North Myrtle Beach Real Estate agent in the CENTURY 21 Greg Harrelson team. Go to http://www.c21theharrelsongroup.com/ for more information.

With everything happening in the world right now, the consumer is more distracted than ever. How can this cause a shift in momentum in the market? How do you offset the potential losses? How do you bring attention back to what’s important and have the right conversations with your clients? On this episode, we discuss how to maintain momentum, even when people are focused on everything that’s happening in the world.

When the distraction of the consumer increases, the answer for the agent is to actually decrease distraction and increase their number of contacts. -Greg Harrelson

Takeaways + Tactics

At the start of the show, we discussed the various things that are distracting the consumer, and what it has to do with the news. Next, we discussed what would go wrong if the both the consumer and the agent are distracted. We also talked about the power of showing people that you really care, and that you want what is best for them. Towards the end of the show, we talked about how people attract business by treating people like they are already your clients.

We also discussed:

Distractions give people a sense of uncertainty. When people feel uncertain, they tend not to make a lot of decisions. If the consumer’s distraction and inaction is coupled with the agent’s inactivity, this can have a huge impact on the market. As an agent, it is your job to limit distractions by having better conversations. In the face of a distractions, keep your client focused on their motivation. Remember: people’s motivation isn’t “to sell a house”, but to acquire the benefits that come along as a result of the sale. If you want to succeed in this distraction-laden market, decrease distraction in your interactions and increase your number of contacts.

Real estate is changing. How do we evolve and position ourselves for what’s to come? What systems are critical if you want to build a listing machine that gives you a steady supply of leads? How do mindset, marketing, systems, and conversion play into building a powerful listing machine? On this episode, we are joined by top producer and author, Hoss Pratt, who shares on building a machine that generates consistent leads and how to convert those leads into signs in the ground.

The key in marketing is differentiation: the unique advantage separating yourself from everyone else. -Hoss Pratt

Takeaways + Tactics

At the start of the show, Hoss talked about why it’s important to generate your own leads, without having to buy them. Next we talked about the power of knowing the value you bring to the marketplace, and how to communicate it effectively through marketing. We also discussed the importance of being able to control the conversation without confusing the client. Towards the end of the show, Hoss discussed why success starts with a niche.

We also shared on:

The first step to building a powerful listing machine is finding your niche. Learn to work it and master the skills until you dominate it. Having this information and being confident in what you bring to the table will reflect in your presentations. When you have confidence and a defined niche, you now have the message to communicate through marketing. If you’re going to build a listing machine, you have to have a model to follow. This starts with a clear vision. You want to be so focused on that vision that you’re obsessed with it.

Guest Bio

A lot of people in real estate hate to be known as salespeople. How do you become a salesperson known for being caring not manipulative? Why is cold calling still alive and well? What is sales EQ and how is it effective when it comes to getting the results you desire? Why is tracking your time so powerful? On this episode, we are joined by author, speaker and sales expert Jeb Blount who shares insights from his books.

Takeaways + Tactics

At the start of the show, we talked about the basis of financial prospecting and the power of time blocking for prospecting. We also discussed the 3 things holding people back from prospecting and how desire trumps procrastination. Next, we talked about the 5 things a client will want to know about you before they hire you. Towards the end of the show, we discussed how not having people to sell to makes you desperate and lowers your likelihood of getting more clients.

Jeb also shared on:

Everything that’s holding you back in prospecting is self-imposed. When you overcome perfectionism, procrastination and paralysis you can get yourself through the door. For an agent to win over a potential client, they have to check the following boxes: do they like you, do you listen to them, do you make them feel important, do you get them and their problem, do they trust and believe you? The biggest predictor of their propensity to do business with you is their emotional experience. If you can control your emotions and influence theirs, that’s sales EQ. Remember, confidence and passion are the two greatest and most important emotions in sales.  

The person with the greatest control of their emotions, has the highest probability of getting the outcome they desire. Ultimately, the sales EQ process enhances the customer’s experience.   

Guest Bio: