Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

When it comes to the action needed to level up in real estate, there's a lot of movement, but not a lot of progress. There’s a lot of fire, but not enough aim. How does this affect teams and how successful they can be at growing? Why is focus so important in building a sustainable team? How does the mega-team conversation affect the whole industry? On this episode, Kathleen Black is back on the show to discuss her experience coaching and consulting with some of the best teams in the industry.

Takeaways + Tactics

Having too many lead gen pillars dilutes your effectiveness.

Compensation structure is one of the biggest mistakes people make when they’re building a team.

In the case of a market correction, teams are going to take more of the market share because they are trained for any ripple or change.

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At the start of the show, Kathleen shared on the work she does, and we answered a question on one system we would implement in our businesses if money wasn’t an object. Next, we talked about why clarity of thinking is so important in scaling up, and how that can be a difficult thing for top producing rainmakers to do. We also talked about how successful people are incredibly cautious and why that is such a good thing. Towards the end of the show, we talked about what people get wrong with compensation structure, and why teams are more prepared for market corrections.

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Kathleen also shared insights on;

• Building your database with the future in mind
• How she gets her clients to narrow down their focus
• The importance of humility
• Why a team leader needs people who can protect them from themselves

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The biggest problem people have when trying to start a team is the lack of structure and vision. Success comes down to clarity of thinking, and wanting to grow without avoidable mistakes and unnecessary risk. Don’t try to reinvent the wheel, there’s already a proven method, so just go with it. Don’t try to create a car to drive to the top of the mountain one when one is already available. All you need to do is invest in it, commit to it, then you can get to be a visionary.

Guest Bio-

Kathleen has taken her experience as a top-producing Realtor and built it into a dynamic, results-driven consulting company where she serves as CEO, Motivational Speaker, Trainer and Elite Coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping Realtors across Canada and the US build top teams and take their business to incredible levels of success. Go to http://www.kathleenspeaks.com/ or ittakesa.team for more information.

Free download Call-to-Action - 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.

How do you boost the performance of your Facebook Live videos? What is the big advantage of door-knocking when you’re a new agent? How do you find your purpose and register your own decisions? On this live Q&A episode of Real Estate Uncensored, we answer audience questions about prospecting, social media and mindset.

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Takeaways + Tactics

The advantage of door-knocking when you’re new is you get to know the neighborhood and the people in it in-depth.

Ask yourself what you felt like you did well last week, and what you want to do better this week.

Individual agents only need to use their personal page, a business page isn’t necessary.

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At the start of the show, we answered a question about selling and buying at the top of the market. Next, we talked about using your personal Facebook page to market your real estate business and how to blend business content with personal content. We also shared on the power of focusing on your sphere and how that plays into the greater changes we’re seeing in the real estate industry. Towards the end of the show, we talked about the registration of decisions.

We also spoke about

• The advantages of door-knocking
• How to use content to establish credibility
• Comfort zones, stretch zones and stress zones
• How to create your definite purpose

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Real estate agents will always have relationships with homeowners. As the industry changes, having and leveraging these relationships will make all the difference, and give you that long-term term business you need. You also need to have definite purpose in everything you do, and that starts with having a purpose for the next day and then the next week. When you meet your targets, let that feeling sink in, and when you don’t, let the frustration and disappointment sink in so you work to avoid it.

Free download Call-to-Action - 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.

What can you learn from shadowing an agent at an open house? How many times do you have to call someone to get a deal? If you have an interesting past profession, such as being a firefighter, how can you use this to help you in your career as a realtor? These are just some of the questions we answer in this Q&A episode!

Takeaways + Tactics

When you’re assisting on an open house with an experienced agent, every bit of knowledge is invaluable.

Contact people straight after an open house when they are still excited about it.

80% of your deals will come between the fifth and twelfth contact, so keep going and don’t be afraid of rejection.

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 We kicked off the show by talking about what an agent can get from assisting another agent at an open house. We went on to discuss how many rejections you should expect when cold calling people and what tactics to use. We then spoke about how to best utilize your past profession in real estate if it is an interesting one. Greg gave some tips on using video text messages to contact clients and why they work much better than a text or straight up audio message. We finished off by answering a question about agents using discounts and its frequency in the market.

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We also answered questions about;

•      How soon you should contact buyers after an open house.
•      Using the AM Open House application
•      Why you shouldn’t screw over someone who has invested time and money in you.
•      How to pick your broker in an established market
•      How to work your sphere and the importance of gifts
•      The Female Agent Objection and how to work around that

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Your future is something you always have to keep in mind, don’t get too focused on the now business. Focus more on the long-term play and work with whatever makes sense for you in your marketplace. Be comfortable in what you do, whether that be in the way you work your social media, how you contact people or how you act when you meet people. If you are comfortable in your own skin people will learn to trust you and if they trust you they will want to work with you.

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Free download Call-to-Action - 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.

There’s a lot real estate agents can learn from politicians. How do you go about meeting people and creating real community relationships? What impact will this have on your business? Are you blogging about the right things? On this episode Franklin Jones discusses creating the right content to attract the right clients, and he shares how his political background allowed him to create a category in his market.

Takeaways + Tactics

Blog about all listings in your area, not just your own. It lets people know that you are ahead of the market and an authority for real estate in your area.

You need to be authentic in your blog, you want people to get to know the real you.

Partnerships are necessary for people to work as a team instead of stepping on each others’ toes and competing for the same leads.

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We kicked off this episode by talking to Gene Volpe who shared a great website called www.vocalreference.com where you can have people record a short video testimonial that you can then edit and use on your social channels. We then went on to talk to Franklin Jones about his life in blogging and what sort of content he writes about on his blog. Franklin described how he finds out about listings in his area and how he runs his real estate business like a political campaign. Franklin went on to discuss how he has garnered clients by hanging out in his local Starbucks. We finished off by discussing his partnership with Amanda Payne and how they share the workload.

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We also discussed; 

•      Testimonials and the use of Zillow.
•      How Franklin blogs about listings which are not his own.
•      The branding for his company.
•      Capping

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People underestimate just how important it is to make face-to-face contact with people and become obsessed with the latest technology instead. You need to get out there on the streets and start talking to people and building real relationships so that you become a respected and well thought of member of your community. Run your business like a political campaign; get out on the streets and meet people. Think of your blog as a microphone and your advertising department as your Chief of Staff then you can begin to get more out of your business.

Guest Bio-

 Franklin Jones has been in real estate for 12 years and has been an avid blogger for most of them. He currently works in partnership with Amanda Payne in Columbia, South Carolina. For more information and to contact him, head over to his website; http://www.teamfranklin.com/

Free download Call-to-Action - 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.

Are you getting the most out of your social media? Chances are, probably not. Which platform is now considered dead, and which platform should you take advantage of? In this episode Ronny Philip will show you how to use Snapchat, Facebook Live and Instagram to help you reach and approach new clients in a different way. Ronny will show you the best ways to build real relationships with people that will lead to more clients for business in the future.

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Takeaways + Tactics

Your 1st step on social media is to be your authentic self - talk about the things YOU care about.

Use Snapchat, IG and Facebook Messenger to build relationships first. Referrals follow naturally.

Snapchat is THE platform for connecting with millennials

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In this episode Ronny began by discussing the best ways to connect with millennials and how to piggyback off that relationship to connect with people they may know who are older and need a real estate agent. We then went on to discuss the new features that Facebook has recently brought in such as Facebook Messenger Day and the ways you can use these. Later in the episode Ronny discussed how best to organize your Facebook feed using the ‘See First’ feature and then went on to discuss the best ways to use Snapchat.

In this episode we also discussed;

• Facebook Business pages and the algorithms Facebook uses to rank posts.
• The best ways to comment on Facebook.
• Wearable technology from Snapchat.
• The death of Twitter

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The ways in which you use social media are extremely important in creating a brand and helping you find new clients. It is important to be authentic on social media, that is your marketing. If you can create genuine connections with people through shared commonalities, then you will have stronger, more valuable clients. The stronger the bonds you share with your clients, the more likely they are to refer their friends and families to you, and the more clients you will get.

Guest Bio-

Ronny Philip is an agent at Keller Williams Realty and a social media expert. You can follow him on his social media accounts @ronnyphilip or email him at [email protected].

Free download Call-to-Action - 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.

95% of everything we do is just auto response, and based on the beliefs we’ve programmed. Why is it so important to work on reprogramming our limiting beliefs? What mistake do we make in our understanding of failure? How do you get self-confidence? On this episode, Wayne Salmans returns to give us more insight on mindset, overcoming challenges and changing our stories.

Am I going to be limited by my resources or am I going to be unlimited because I am resourceful?  -Wayne Salmans

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Takeaways + Tactics

Failure isn't a tattoo, it's just a bruise.

You don't FIND self-confidence, you GO GET IT.

Dig deeper and ask the hard questions to get to the root of your limiting belief. Awareness is half the battle!

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Resources + Links

Greg’s Favorite Scripts - Prospecting, lead generation, objections handlers and much more. Each script comes with video links to see the script delivered with proper tone and phrasing

Subscribe on YouTube

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At the start of the show, we answered a question about handling the “your company is too small” objection. Next, we talked about what we’ve observed in our Rockstar Prospecting course, and how a lot of people’s issues have more to do with personal development than skill. We also discussed how to go about uncovering your own limiting beliefs and the importance of taking advantage of the compound effect. Towards the end of the show, we discussed what causes fear of success, and what causes us to drift from our goals.

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Wayne also shared insights on;

• How to get clarity on an objection
• Why positive affirmations are so necessary
• Why thoughts come from programming
• How to solve road rage
• Drift and why so many of us fall prey to it

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Before you can make an impact in the world, you have to save yourself. To make that possible, awareness is half of the battle. A lot of our reactions happen so fast that it feels like we don’t have a choice, but we can change our response by hacking into our reactions. Identify the limiting belief, and then commit to exploring the opportunity to disprove it. To overcome the negative things that try to defeat us, we have to pour in the good stuff and free our own minds.

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Fear of success is fear of failure at the next level. -Matt Johnson

We miss our goals sometimes because we just naturally drifted to something that was easier, we drifted to a lesser goal. -Wayne Salmans

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Wayne’s mission is to empower people to actively engage and participate in their own transformation and success. After building homes in Alaska for 5 years, Wayne began to pursue a career in Real Estate. Within just a few short years he joined the top 1% of realtors, and was voted one of 30 under 30 top Realtors in the nation by Realtor Magazine. As a successful developer, investor and builder Wayne has purchased and sold millions of dollars in residential and commercial real estate. Wayne is passionate about family, marketing, building wealth through real estate and serving in the community. Find him on Facebook https://www.facebook.com/waynesalmans.

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Free download - 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.

Real estate agents are making avoidable mistakes when delivering listing presentations. Are you burying the homeowner with too many numbers? Are you distracted by your phone? Do you bring a gift? In this episode, Derrick Evens, who has witnessed over 65 listing presentations from top agents, shares his top tactics for winning more listings by giving better presentations.

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You can’t show up for a listing presentation empty handed. You have to show them you aren’t someone who is outside of their circle, you are inside of their circle. - Derrick Evens

 Takeaways + Tactics

Winning the listing comes down to one element - trust

Why you should never show up empty handed (and what to bring)

Get your information across in the form of questions

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In this episode we talked about ways to find material for your videos by simply going through your sent box and seeing the questions you have replied to. Next, Derrick talked about his show ‘Win This Listing’, and gave us a number of tips to win listings, including the need to be present and not on the phone. He also shared on the gifts you should bring, and when it is best to discuss numbers with the homeowners.

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Derrick also went on to talk about;

• The importance of not saying anything negative about the home until you are signed on
• The importance of being relaxed and being able to laugh and joke with the homeowners
• The fact that homeowners value how available you are

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Availability matters to homeowners a lot more than a long list of homes you have sold, so be 100% present in your interaction with them, Show that you can be an available partner in this process. Homeowners want to feel like you’re part of their circle, and that you see all the great things they see in their own home. By changing your approach to listing presentations, you can become the most appealing agent to homeowners. Remember, building trust is the paramount goal.

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Agents think how many deals they do every year is very valuable. What homeowners think is valuable is how available you are. –Derrick Evens

Homeowners want to believe you believe in the property as much as they do, and that you see all the beautiful elements in it. –Derrick Evens

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Derrick Evens is the host and creator of the reality television ‘Win This Listing’. As such he has seen over 65 different listing presentations from some of the best agents in the San Diego area. To find out more information about Derrick head over to SmarterSanDiego.com for more information, connect on LinkedIn https://www.linkedin.com/in/mrcredit or follow him on Twitter @MrCredit.

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Free download Call-to-Action - 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.

How do you explain options to clients who want more money for their property than it is worth? What do agents get wrong about brokers and their role in their work? How do you manage your time and make sure you’re putting it to good use? On this episode, we field a number of questions from the audience. We cover scripts, dialers and lead generation.

You are employed by your client and you need to go and represent their interest with the best knowledge possible. –Greg McDaniel

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Takeaways + Tactics

Don’t ever call a cell phone through an electronic dialer. If you get caught, there is a $16,000 fine attached to every cell number dialed.

In order to have a really good real estate business, you have to spend about three hours a day on lead gen.

There is a fundamental misunderstanding that your broker is there to provide you with leads and that is almost never the case.

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On this episode we shared how to discuss options with someone who bought in a down turn now that the market is in an upswing. We also answered questions on how to deal with clients who say an offer is not high enough. We went on to discuss how to deal with a seller who doesn’t know where they want to move to and how you can help them. We finished off by discussing what brokers actually do and the misconceptions people have about them.  

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We also spoke about;

• Our new podcast Get Now Business coming in May
• How to manage your time if you only have a limited number of hours a week
• Mojo versus Vulcan and the pro’s and con’s of electronic dialers
• Dealing with properties that have multiple offers
• How to organize your follow ups and how important it is to keep calling

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There are a whole host of mistakes that agents make when talking to either clients, agents or brokers. You can avoid these pitfalls with the right knowledge and scripts that will be helpful in scenarios where you have to deal with these people. Start using these today to help grow your sphere, and make more positive connections. This way, you can actually generate the leads that will be the engine of your business.

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Essentially your broker is there to give you a place to hang your license and they are counting on you working your sphere to bring in 5, 10 or 15 deals a year. -Matt Johnson

If you’re not good enough, celebrate it. Write down all the things you suck at, and try to become better. -Greg McDaniel

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Free download  - 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.

When it comes to database, interpersonal relationships beat prospecting with little personalization. How do you reconnect with your sphere of influence? How do you construct effective emails? In this episode Frank Klesitz shares the best ways to get more out of your database and he gives specific guidelines and scripts to help you achieve this.

The one thing that will give you a competitive advantage is the relationship you have with homeowners in the local community. –Frank Klesitz

Takeaways + Tactics

Internet lead generation is getting more competitive and more expensive. You can choose to play that game at a high level, or focus on niche local communities.

A cleaner database that will respond to you is more valuable than ten thousand leads that don’t care about you or what you have to say.

The home owners in your city do not want to hear from you that much. Twice a month is good with a monthly mailer, anything over that is overkill.

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In this episode Frank Klesitz talks about about database marketing and why you should be forming actual relationships with real human beings that happen to own homes and not going after random buyer leads. Frank explained to us how Vyral works and how he got started with it. He then went on to discuss how to go about reconnecting with past clients, your centers of influence and homeowners. We then went on to discuss Facebook marketing, social media content and how best to utilize them. Frank then went on to discuss the best ways to get someone’s email address and how you should construct the emails you send out to people.

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We also discussed;

• Market predictions
• The need to target hyper local areas
• What database means to Frank
• How to find content for your videos
• Strategies for building your database
• How often you should reach out to people

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The ways in which people got leads in the past with online resources are becoming less successful due to oversaturation and over-pricing. Now it is about creating a clean database, filled with people who actually want to hear from you, rather than tens of thousands of people who don’t care about what you are sending out. This is how you can radically transform your prospects and become more successful today.

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When you have this list of people, we let them know that they can opt out and we let them know what our intent is. It should look like a personal email that you wrote in Gmail. -Frank Klesitz

Focus on listings, that is the name of the game. The buyer leads you get from signs are the highest quality. –Frank Klesitz

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Guest Bio-

Frank Klesitz is the CEO of Vyral Marketing, Vyral Marketing helps professionals and small business owners get more referrals and repeat sales from their #1 asset - their existing customer database. For more information about Frank head over to https://www.linkedin.com/in/fklesitz/

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Free download Call-to-Action - 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.

Identifying and implementing what moves the needle in your business and personal life is the key to success. How do you put as much focus on your emotional hygiene as you put on your physical hygiene? How do you branch off into other forms of leads? How do you capture the most valuable attention? On this episode, we are joined by Gene Volpe and Aaron Wittenstein who share their insights to take your real estate business to the next level.

Having your name brand out there without having to try, is a really big deal. -Gene Volpe

 Takeaways + Tactics

If you’re consistently doing online video shows and selling advertising in between, you can capture valuable eyeballs.

When hiring people, don’t skip the steps of getting them trained, or else you’ll throw them into the fire too soon.

If you want to make money, you can either personally develop your skills and leverage them, or go down the path of leadership, and leverage other people.

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At the start of the show, we talked about the new Facebook story function, and we shared on overcoming fear. We also shared on how to get your name brand out by attracting eyeballs, and maximizing it with advertising. Next, we talked about comfort zones, stretch zones and stress zones. We also discussed the importance of being intentional with what you have, and the book The Code of the Extraordinary Mind. Towards the end of the show, we talked about how developing yourself into an A player will help you attract A players into your business.

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We also gave insights on

• The best advice we give other people we need to follow ourselves
• Why you need to get over yourself if you want to succeed with video
• Developing seven streams of lead gen
• The 6 suppressed elements of daily success
• Meditation and Mindset

Replay CTA

If you want to stay ahead of the curve, you need to pay attention and be more intentional. In the same way you don’t wake up and start the day without cleaning yourself up, you can’t successfully start the day without a routine that optimizes you emotionally and mentally. Personal development is directly linked to business development and leadership. Have an overarching mission for your week to move the needle forward, put out valuable content to get a valuable audience and remember, to get better, you have sacrifice who you are for who you want to become.

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The things that are crazy about you, are what people consider endearing. Gene Volpe

The people that really make money, have a specialized skill but they are also great leaders, who attract other leaders and they are able to let those people run with it. -Matt Johnson  

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Aaron is a full-time, full-service Realtor, whose expertise as a seasoned real estate agent gives him a well-rounded background that will benefit a first-time home buyer, a home owner veteran, investor, or a returning client. His qualifications include 15+ years of fast-track sales experience in diverse business environments, with 12+ years in real estate. Having been fortunate to work under multi-million dollar producers, he has extensive knowledge of the real estate business which will fully maximize his clients’ satisfaction. Go to https://www.facebook.com/groups/gotobjections/ to join his group.

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Gene Volpe is the founder of GVI Media (formerly Your Real Estate Concierge), speaker and local marketing expert. He has over 9 years of experience in the marketing arena. He is also well versed in the real estate field including buying, selling, renting, marketing and consulting on over 200 real estate transactions. He is an expert in brand establishment and elevation and remains on the cutting edge of real estate marketing with a hard focus on video and social media. Go to http://www.genevolpe.com/ for more information.

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Free download Call-to-Action - 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.