Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Most agents dream about being able to move through business with the perfect words that will handle any objection and close the client, but the truth is there is no magic bullet. What is the overarching step we need to take to get better at handling objections? How does a scarcity mindset kill our success? How can you handle FSBOs and actually bring them value? On this episode, we do a Q&A on objection handling.

When you’re having trouble with objections, don’t look for magic words. Focus on lead generation and have more options so you’re not overly attached to one lead. -Matt Johnson  

Three Takeaways

How to bring value to FSBOs

When you’re talking to FSBOs, if you can bring more than your value as a real estate agent that will get in the door. If you had access to investors or if you were even the investor yourself, you will be able to get yourself in the door. The key is being in integrity so you actually have investors or an investment deal, and you also need to have done the work in the backend to set this up.

Why some clients aren’t worth working with

Some buyers are just skeptical, or their always looking for a bargain and this isn’t something you can change about them. When you deal with people like this, ask yourself if all the trouble of working with them is worth your time. If not, let them go.

The truth about objections and how to navigate them

Whenever you’re having a conflict, take a step back and ask yourself what you’re protecting. When you’re having challenges with objections, usually what you’re protecting is mindset of scarcity that makes you hold onto a lead instead of just letting it go. But if you let that go, you can let go of the lead and move onto others without too much attachment.

There are no magic words that will handle every single objection you get. The truth is, objections shouldn’t affect you if you’re not overly attached to that lead. The only way you can avoid attachment is to have options, and be generating enough leads to where you know that if that one lead doesn’t work out, there are others. Once you get out of a space of scarcity, the way you handle objections change and you’ll be able to give an answer that truly helps the client.

The internet can be a very dangerous place for kids, and very often parents are in the dark about what’s actually going on. How can parents keep an eye on their kids’ online activities, and get more tech savvy? Why is this such a valuable thing to teach? On this episode, Gene Volpe talks about the internet, how to monitor what our kids are doing, and trends you need to keep track of.

There’s nothing better than being able to give to someone without asking for anything in return but still giving something powerful that it compels the law of reciprocity. -Greg McDaniel

Three Takeaways

The importance of systems

Systems make your business easier to run, and they help you simplify your work. When you do create a system, don’t start taking on jobs outside of that because that just creates confusion.

How to protect our kids

There are so many nefarious and dangerous things happening on the internet that put our kids at risk. As parents, we need to be more tech savvy and stay on top of the new trends and changes.

The power of giving value

Give value without expecting anything in return. Not only will this set the law of reciprocity in motion, it also means that at the very least, you will be top of mind.

The internet, social media and mobile phones are incredibly powerful mediums that bring convenience and information to our fingertips. But there’s a dark side to the online world, and if we have young people in our lives, we have to keep an eye on these things. In order to set your kids up for success online, stay on top of what they install regularly. Ultimately, the more tech savvy you are, the easier this can be.

The internet can be a very dangerous place for kids, and very often parents are in the dark about what’s actually going on. How can parents keep an eye on their kids’ online activities, and get more tech savvy? Why is this such a valuable thing to teach? On this episode, Gene Volpe talks about the internet, how to monitor what our kids are doing, and trends you need to keep track of.

There’s nothing better than being able to give to someone without asking for anything in return but still giving something powerful that it compels the law of reciprocity. -Greg McDaniel

Three Takeaways

The importance of systems

Systems make your business easier to run, and they help you simplify your work. When you do create a system, don’t start taking on jobs outside of that because that just creates confusion.

How to protect our kids

There are so many nefarious and dangerous things happening on the internet that put our kids at risk. As parents, we need to be more tech savvy and stay on top of the new trends and changes.

The power of giving value

Give value without expecting anything in return. Not only will this set the law of reciprocity in motion, it also means that at the very least, you will be top of mind.

The internet, social media and mobile phones are incredibly powerful mediums that bring convenience and information to our fingertips. But there’s a dark side to the online world, and if we have young people in our lives, we have to keep an eye on these things. In order to set your kids up for success online, stay on top of what they install regularly. Ultimately, the more tech savvy you are, the easier this can be.

When it comes to how we market and advertising ourselves, one of our biggest pitfalls is thinking like a Realtor and not from the perspective of what consumers want. How can we fix this? How can we make our Facebook ads more effective? How can you stay ahead of the game in a changing market? Why is focused engagement so important and how do we achieve it? On this episode, Gene Volpe joins guest Mike Sherrard to talk about levelling up our marketing.

Be the vehicle and catalyst for what people would like to know, what would be valuable and what they don’t have access to. -Mike Sherrard

Three Takeaways

How older agents can thrive in a changing market

A lot of agents in a changing market are trying to chase everything that happens to be new trendy and techy and this only diverts their focus. But focusing on too many things means you just won’t get good at one thing.  

The future of social media engagement

According to Andy Frisella, the future of social media influencers is this mathematical formula for engagement. E2I = FC. This means entertainment, education and impact = focused engagement.

How to get your Facebook ad costs down and your conversions up

Don’t think as an agent, think as a member of the general public. Instead of running an ad of a just listed, do a coming soon just before. Instead of just sold, create a PDF of why a home sold quickly, how quickly you sold it so that the consumers can actually get value. Go to new home builders and get valuable information and photos.

If a changing market is a downmarket, you have so much more time on your hands. This is the time we should double down on our marketing and focus on building a brand. No matter how much the market slows down, we have to keep the human element of prospecting alive, and social media is how we do it. By bridging the gap between old school and new school, and what’s valuable, what people want to know and what’s fresh, we can be really successful.

Guest Bio

Mike is a Canadian Realtor and a Top 30 Realtor on social media. Check him out on Instagram https://www.instagram.com/mike_sherrard/.

When it comes to how we market and advertising ourselves, one of our biggest pitfalls is thinking like a Realtor and not from the perspective of what consumers want. How can we fix this? How can we make our Facebook ads more effective? How can you stay ahead of the game in a changing market? Why is focused engagement so important and how do we achieve it? On this episode, Gene Volpe joins guest Mike Sherrard to talk about levelling up our marketing.

Be the vehicle and catalyst for what people would like to know, what would be valuable and what they don’t have access to. -Mike Sherrard

Three Takeaways

How older agents can thrive in a changing market

A lot of agents in a changing market are trying to chase everything that happens to be new trendy and techy and this only diverts their focus. But focusing on too many things means you just won’t get good at one thing.  

The future of social media engagement

According to Andy Frisella, the future of social media influencers is this mathematical formula for engagement. E2I = FC. This means entertainment, education and impact = focused engagement.

How to get your Facebook ad costs down and your conversions up

Don’t think as an agent, think as a member of the general public. Instead of running an ad of a just listed, do a coming soon just before. Instead of just sold, create a PDF of why a home sold quickly, how quickly you sold it so that the consumers can actually get value. Go to new home builders and get valuable information and photos.

If a changing market is a downmarket, you have so much more time on your hands. This is the time we should double down on our marketing and focus on building a brand. No matter how much the market slows down, we have to keep the human element of prospecting alive, and social media is how we do it. By bridging the gap between old school and new school, and what’s valuable, what people want to know and what’s fresh, we can be really successful.

Guest Bio

Mike is a Canadian Realtor and a Top 30 Realtor on social media. Check him out on Instagram https://www.instagram.com/mike_sherrard/.

We are all making decisions based on who we aren’t. We need to move away from the physical and start to understand energy and the universe we live in. How can our energy influence our success? How do we go from surviving to thriving? How do we identify the right path for us? In this episode, coach Bill Heinrich talks about how to get out of survival mode and shift our energy so that we can effect positive change in our lives and careers.

Anytime you’re connected to something remotely to do with your purpose, it’s going to energize you and take you into an immediate state of expansion. –Bill Heinrich

Three Takeaways

Success is easy when we’re on the right path

Everyone taught us survival from when we were born, but that brings no satisfaction. The only satisfaction is when we are truly connected to who we are. We’ll know we’re on the right path when what we do is effortless and energizing.

Changing our energy to get where we need to be

We all tie who we are to our accomplishments and we must disconnect from that to thrive.

We are addicted to the physical but the universe runs everything. It’s scientifically proven that everything is a vibration. When we change our energy, we attract what we put out.

Acting out of love instead of fear

There are only two emotions to deal with: love or fear. They can’t coexist and every other emotion stems from them. We must ask ourselves ‘is it love or fear, and what are we protecting?’. With love, there is nothing to protect because the more we give, the more we get. Fear causes us to protect, and when we’re fearful we’re putting the physical first.

Everything in the universe is a vibration, and we are linked to those vibrations. When we chase things in the physical world that don’t blend with the universal, we limit our ability to expand and grow. We were all born with seven divine gifts, but we have them in different proportions. We have our own individual gift to share and when we do, we become ageless, timeless and abundance comes running in. Thriving is ultimately trusting that the universe is bringing that energy together to let it click. The only satisfaction is when we are truly connected to who we are.

Guest Bio

Bill Heinrich is a Professional Coach and Entrepreneur. He started two real estate businesses from scratch in California and Oregon and has owned and operated his own businesses since the age of 25. Bill increased sales at his first company from $100,000 per year to $125,000 per month. He has over 35 years’ experience as an entrepreneur with strengths in operations, marketing and business development. Bill is the creator of “The Coaching for Divine Purpose” coaching certification program, and author of “The Seven Levels of Truth: How to identify, access and live your true life purpose” and “Clarity has no Story - A Shaman’s guide to mastering the Law of Attraction”. Bill is also a certified Feng Shui Practitioner and Numerology Instructor. His long list of qualifications includes an Associate’s Degree in Business Administration from Champlain College, Level II Big Money Business Coach certification, Coaching for Divine Purpose certification, a Certified “Presentainer” from Speaking Empire, a Certified Time Abundance Coach, and numerous Master diplomas from Instant Miracle Mastery in areas such as Peace Process and Extraordinary Coach.

http://truelifepurposenow.com/

https://book.truelifepurposenow.com/

We are all making decisions based on who we aren’t. We need to move away from the physical and start to understand energy and the universe we live in. How can our energy influence our success? How do we go from surviving to thriving? How do we identify the right path for us? In this episode, coach Bill Heinrich talks about how to get out of survival mode and shift our energy so that we can effect positive change in our lives and careers.

Anytime you’re connected to something remotely to do with your purpose, it’s going to energize you and take you into an immediate state of expansion. –Bill Heinrich

Three Takeaways

Success is easy when we’re on the right path

Everyone taught us survival from when we were born, but that brings no satisfaction. The only satisfaction is when we are truly connected to who we are. We’ll know we’re on the right path when what we do is effortless and energizing.

Changing our energy to get where we need to be

We all tie who we are to our accomplishments and we must disconnect from that to thrive.

We are addicted to the physical but the universe runs everything. It’s scientifically proven that everything is a vibration. When we change our energy, we attract what we put out.

Acting out of love instead of fear

There are only two emotions to deal with: love or fear. They can’t coexist and every other emotion stems from them. We must ask ourselves ‘is it love or fear, and what are we protecting?’. With love, there is nothing to protect because the more we give, the more we get. Fear causes us to protect, and when we’re fearful we’re putting the physical first.

Everything in the universe is a vibration, and we are linked to those vibrations. When we chase things in the physical world that don’t blend with the universal, we limit our ability to expand and grow. We were all born with seven divine gifts, but we have them in different proportions. We have our own individual gift to share and when we do, we become ageless, timeless and abundance comes running in. Thriving is ultimately trusting that the universe is bringing that energy together to let it click. The only satisfaction is when we are truly connected to who we are.

Guest Bio

Bill Heinrich is a Professional Coach and Entrepreneur. He started two real estate businesses from scratch in California and Oregon and has owned and operated his own businesses since the age of 25. Bill increased sales at his first company from $100,000 per year to $125,000 per month. He has over 35 years’ experience as an entrepreneur with strengths in operations, marketing and business development. Bill is the creator of “The Coaching for Divine Purpose” coaching certification program, and author of “The Seven Levels of Truth: How to identify, access and live your true life purpose” and “Clarity has no Story - A Shaman’s guide to mastering the Law of Attraction”. Bill is also a certified Feng Shui Practitioner and Numerology Instructor. His long list of qualifications includes an Associate’s Degree in Business Administration from Champlain College, Level II Big Money Business Coach certification, Coaching for Divine Purpose certification, a Certified “Presentainer” from Speaking Empire, a Certified Time Abundance Coach, and numerous Master diplomas from Instant Miracle Mastery in areas such as Peace Process and Extraordinary Coach.

http://truelifepurposenow.com/

https://book.truelifepurposenow.com/

As agents, establishing and managing our relationships with sellers and buyers can be difficult. How do we set ourselves apart from other agents? What difference can our tone of voice make to our success? How do we deal with indecisive buyers? In this episode, we talk about how we can engage with situations that agents come across when dealing with buyers and sellers in real estate.

The way that you look at and talk to people sets up your success or failure with them within the first 5 seconds. –Gene Volpe

Three Takeaways

How to set ourselves apart from other agents

We need to convince sellers that taking us on as their agent is the right move by identifying what previous agents did or did not do, and working from that to establish how to make a successful sale. We must also consider how to use our advantages to market the property in a way that is new and creative compared to how it was marketed before.

The problem with selling ourselves instead of the system

We don’t want people to want us as individuals, we want people to want the system we’ve built. When we don’t make it clear that we are part of a team and a system clients will expect to, and only want to, deal with us personally.

How to deal with indecisive buyers

When we find a property that ticks all the buyer’s boxes but the buyer doesn’t want to make an offer, their hesitation often stems from a feeling. We either need to bring the decision back to being quantitative, or we need to respond in a way that uses emotion by helping them realize the potential for disappointment.

Navigating relationships with buyers and sellers is tricky, but there are ways in which we as agents can manage them more effectively. We can instill confidence in our abilities by showing clients how we can use our advantages to their benefit, and explaining what sets us apart from other agents who have failed. By being aware of the power our tone of voice has, we can foster client relationships in a positive way. We must develop and use systems and tactics that ultimately help us be better agents, and maintain our relationships with buyers and sellers.

As agents, establishing and managing our relationships with sellers and buyers can be difficult. How do we set ourselves apart from other agents? What difference can our tone of voice make to our success? How do we deal with indecisive buyers? In this episode, we talk about how we can engage with situations that agents come across when dealing with buyers and sellers in real estate.

The way that you look at and talk to people sets up your success or failure with them within the first 5 seconds. –Gene Volpe

Three Takeaways

How to set ourselves apart from other agents

We need to convince sellers that taking us on as their agent is the right move by identifying what previous agents did or did not do, and working from that to establish how to make a successful sale. We must also consider how to use our advantages to market the property in a way that is new and creative compared to how it was marketed before.

The problem with selling ourselves instead of the system

We don’t want people to want us as individuals, we want people to want the system we’ve built. When we don’t make it clear that we are part of a team and a system clients will expect to, and only want to, deal with us personally.

How to deal with indecisive buyers

When we find a property that ticks all the buyer’s boxes but the buyer doesn’t want to make an offer, their hesitation often stems from a feeling. We either need to bring the decision back to being quantitative, or we need to respond in a way that uses emotion by helping them realize the potential for disappointment.

Navigating relationships with buyers and sellers is tricky, but there are ways in which we as agents can manage them more effectively. We can instill confidence in our abilities by showing clients how we can use our advantages to their benefit, and explaining what sets us apart from other agents who have failed. By being aware of the power our tone of voice has, we can foster client relationships in a positive way. We must develop and use systems and tactics that ultimately help us be better agents, and maintain our relationships with buyers and sellers.

Many agents believe that having a database of thousands of people makes them successful, but they mistakenly focus on quantity over quality. What makes a database more likely to lead to more transactions? How do we properly classify a lead, and what should we be doing to stand out from every other agent? On this episode, Beverly Ruffner is back to talk about common database mistakes agents make, and the simple but effective ways to correct them.

In real estate, it’s tough to build a competitive advantage that withstands somebody else being more convenient. -Matt Johnson

Three Takeaways

Why a database isn’t enough

A database is great but it can just be a glorified phone book of names, phone numbers and emails. You want a database that is organized so you know every person you’ve ever spoken to and exactly what their situation is and why they are buying.

Why a list of names doesn’t automatically mean more business

There’s no exclusivity with online leads, and even with your database. Every lead that is in an your database is in at least 3 other databases of your competitors. No one is going to do business with you out of loyalty. What they care about is you being convenient. Your goal should be to position yourself to be convenient when they are looking.

Leads vs. respondents

Online respondents should not be confused with a lead. A lead is when you’ve built a relationship and there’s a level of trust between you and the person. A respondent is just someone who took action on an ad.

The assets of a real estate company are the relationships you have and your systems. A database without any real, detailed information about why they want to buy or sell or when is really just a list of names and numbers. In order for our databases to actually move the needle for our business, having the conversations that give us information is key. You need to aim to be different from everyone else by actually putting effort into regular communication. Even with the best brand, if you don’t have a strong database, your business won’t survive any shift on the horizon.

Guest Bio

Beverly Ruffler is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.balancebusinessconsulting.com/ for more information.