Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

On this episode of Real Estate Uncensored, we answered questions from the Led Gen, Scripts and Objections group, and we also went into detail about the power of the abundance and growth mindsets, and how we personally adopt these in our lives and businesses.

You don’t want to interact with that client or lead as if it’s the only opportunity you’re going to get. -Matt Johnson

Takeaways + Tactics

Adopting an abundance mindset silences the fear of missed opportunities. Don’t treat every opportunity like it’s the only shot at success you’ll get.

Much of what we watch and read on the news draws from a scarcity mindset. Learn to filter this out and have greater control over your destiny by creating your own economy.

You won’t always have control of the quality of leads. But what is in your hands is your follow-up system and the pre-work you do to make people know and like you.

On this episode of Real Estate Uncensored we discussed;

• Client communication and avoiding the feeling of service insecurity
• How to handle the “I already know the value of my home” objection
• The scarcity mindset vs. the abundance mindset
• How to avoid absorbing a scarcity mindset from the news

Key Quotes 

Surround yourself with people with the growth and abundance mindset. -Matt Johnson

Replace words like I can’t, I won’t, it’s hard, I don’t believe, I’m a skeptic and I don’t like it with positive terms like I can, I am, I believe, it’s done, I can do it and I can do anything. -Greg McDaniel

It has been proven that the brain responds more to the negative than the positive. Positivity in the form of the abundance and growth mindsets help you overcome the negative. This is important when you face challenges and miss opportunities. If we let ourselves absorb a scarcity mindset, we limit ourselves and get in our own way to success.  

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.

The real estate industry requires agents to work hard at providing their service while going above and beyond to set themselves apart. With so much competition, what does it take to become the natural choice for potential clients, and how can you use content to achieve this? On this episode of Real Estate Uncensored, our guest Erik Brown talks about how he sets himself apart through ACE level marketing.

I look at our business as an assembly line from lead, to appointment, to meeting, to client, to closing and referral. The real gold is the in-between. -Erik Brown

Takeaways + Tactics

Real estate success is about taking advantage of the in-between phase in the selling process. It’s important to nurture relationships during that time.

People are going to start their research online. If you initiate the relationship there and add value, you’ll convert that relationship.

You won’t always find success in that first year and that’s okay, remember that production progresses with time.

 

On this episode we discussed:

• Questions to ask when interviewing people who will be taking over your business
• The impact of internet leads on Erik Brown’s business
• Using BombBomb for emails and personalizing video emails
• How to use rejection to fuel you
• What works in Minnesota vs. what works in California
• ACE Level marketing

 

People have to like us, trust us and want to do business with us. The like comes first. -Erik Brown

There are some forms of content where it’s not about the end consumer actually consuming it, it’s about the experience of being hit in the face with it. -Matt Johnson

 

ACE level marketing is the blend of Authority, Celebrity and Expertise and it is the key to differentiating yourself from other agents. Erik chooses to publish a book because, unlike postcards or business cards, it’s something that gives the consumer real value and something they can always refer back to. The goal is constantly adding value so that they think of you when they want to have the conversation of selling.

Author and Realtor Erik is outside the box and comically questions authority, but just as important, he is a determined and efficient professional. His thought provoking and detailed analysis of the home buying and selling process has earned him speaking engagements across the country. Every year, he and his agents work with hundreds of home buyers and sellers to fulfill their dream. Go to http://erikrbrown.com/ for more information.   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.

As social media continues to become a tool for business, what opportunities does Snapchat have for agents and how can they go about creating content that gets people to take notice? On this episode, we discuss the Snapchat trend and Pinterest with agent and marketing expert Dustin Brohm.

When you’re creating content of any kind, you never want it to be all of one thing, all the time. -Dustin Brohm

Takeaways + Tactics

Social media is about finding the channel that’s right for you and the right content mix.

Snapchat is a great platform to create content you can use multiple ways and feed into other platforms.

If you’re a blogger Pinterest can be a huge driver of traffic, especially when you have high quality photos.

On this episode we discussed;

• Using Snapchat for brand recognition and showcasing your personality
• How to create Snapchat stories that stand out and why your content needs to be real
• How to use Pinterest to drive content generation and traffic
• How to make it easier for people to find you on Snapchat

Key Quotes 

If you’re telling a story people want to get to the end of, you can make your Snapchat story as long as you want. -Dustin Brohm

Getting instant business from Snapchat depends on whether you’re an influential person in your sphere of influence. -Dustin Brohm

 

Snapchat is valuable because it allows people to really get to know you and, people want content that looks and feels real, not highly polished and produced stuff. They want stories, not advertising. If you’re creating bad content and repeating yourself, your content won’t have an impact. On the other hand, if it’s good, valuable stuff people will definitely watch it.

Guest Bio

Dustin Brohm is a top Salt Lake City REALTOR, nationally-published blogger, smart home expert, entrepreneur, and founder of SearchSaltLake.com; a website & blog serving and educating home buyers and sellers in Salt Lake City, Utah. Dustin loves new technology, and is an expert on using that technology to have the most effective real estate marketing possible. Go tosearchsaltlake.com for more information.

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.

Success with expired listings requires agents to first break through what stopped the house from selling in the first place. What scripts and methods can you apply to ensure success and bring the prospect to their goals? On this episode of Real Estate Uncensored, we discuss this with Melanie Ferguson and learn her method for helping prospects self-discover.

It’s not so much what you say than what you don’t say. When you don’t say something,  you plant the seeds with the questions you asked the prospect. -Melanie Ferguson

Takeaways + Tactics

The person that feels best after a conversation is always the person who talked the most. Let the prospect self-discover by letting them do most of the talking.

When a prospect vents their frustration, use it as an opportunity to learn more about their needs.  The feel, felt and found script is effective in this case.

On calls, it’s more important to know what you shouldn’t say than what you should say.

 

On this episode we discussed:

• Programs you can use to create great market reports
• Why calling higher price prospects isn’t as scary as you think
• A script for getting on a call for an expired listing and a script for redirecting the prospect’s frustration
• How to be a sounding board and why that helps you do a better jo

Key Quotes 

Don’t get off the phone without a yes, or an agreement on something. -Melanie Ferguson

Don’t throw anyone under the bus say, “I understand”. -Melanie Ferguson

 

Sometimes the most important thing to know in prospecting isn’t what you say. It’s knowing what you don’t say and the moments you have to say nothing. By being a sounding board and getting them to vent their frustrations - they will be more open, more trusting and you will empower yourself with information that will help you get their house sold. Remember silence is the sunshine that will let the seeds you plant grow.

Guest Bio

Melanie Ferguson has a great reputation in the residential home market representing the interests of both Home Buyers and Sellers. She is committed to helping clients achieve their objectives in the marketplace through attention to detail, personal integrity and experience whether it is for personal property, investment properties, or referrals. Go to mustardseedmethods.com for more information.

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.

On this special Halloween themed episode of Real Estate Uncensored, we talk real estate horror stories from our careers. We also answer questions on client appreciation events, door knocking scripts and getting data for prospecting.

If 5 people show up to your event that’s great. If 1 person shows up even better, that’s an opportunity to really build an in-depth friendship. -Greg McDaniel

Takeaways + Tactics

Agents often say the data for prospecting sucks when it comes to making phone calls, but that’s to be expected. The average contact rate is 7-10%.   If you want to have an effective website, first get a really good Facebook page up and running. Create posts, comment, be active.  

Slight adjustments to verbage can change how a customer responds. For example, changing “who do you know who might be buying or selling” to “do you know anyone who is buying or selling?”

  On this episode we discussed:

• The best door knocking script for a just sold
• The impact of changing verbage in a script
• A strategy for client events
• Real Estate horror stories

Key Quotes    

The more time you spend on a prospecting system, the more you’ll get out of it. -Greg McDaniel

Don’t view it as a failure if fewer people come to your event. -Greg McDaniel

 

Don’t underestimate the power of slightly and effectively adjusting your verbage when you approach clients. One word can actually be the opening for you to get valuable information. When it comes to prospecting, remember bad data and no answers are part of the game. The more time you spend on a prospecting system, them more you’ll get out of it.

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.

When a hardworking agent realizes they are maxed out, it’s time to get some help from the world of admin. What’s the first step for finding the right person, what are you looking out for in the interview, and what are common hiring mistakes people make? We discuss this with agent and hiring consultant Linzee Ciprani.

  Solving problems and avoiding problems are two very different things. -Matt Johnson

Takeaways + Tactics

In the interview process, you’re looking for the candidate to be able to talk you through their thinking process, so you know how they’ll tackle the issues you want solved.

You’ve been calling your sphere for real estate stuff already, why wouldn’t you call them to ask about an assistant?

Make an “I hate to do” list and take those things off of you by getting help.

If you stay away from friends and family, you don’t risk damaging things.

 

On this episode, we covered:

• Linzee’s team and lead generation system
• How to go about from hiring an assistant by reaching out to your sphere
• The difference between solving problems and avoiding them
• Why to avoid hiring friends and family as your admin

Key Quotes

You know in your gut when you’re not giving good service. -Linzee Ciprani

When you’re hiring an assistant, you’re looking for someone who really wants the result, which is solving the problem, not taking putting it back on your plate. -Matt Johnson

 The whole point of getting yourself some assistance is to take the work you hate off your plate. The thinking process of the person you’re hiring is important, because it determines whether they are driven to solve your problems or just fling them back on your already full plate. The right person will be willing and able to take as much as possible of your plate without constant management and fixing from you.

Guest Bio

Linzee Ciprani is an Owner/COO in the Jesse Johnston Team, Keller Williams Real Estate- West Chester where her proven systems and recruiting methods have taken their team to a new level since coming on board in April of 2015. Ciprani Consulting was launched out of Linzee Ciprani’s home in 2014.  She had left a fabulous position with one of the top Real Estate Agents in her area to build her own business.  Ciprani Consulting was quickly born once multiple Agents in the area sought Linzee’s help in hiring and training their next Administrative Assistant. Go to http://cipraniconsulting.com/ for more info or email [email protected]

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.

The real estate industry has benefitted heavily from tech innovations and software. What can the modern agent add to their daily routine to streamline and optimize? On this episode we talk to agent and tech expert Andres Segovia and get his perspective on current tech and what’s in the pipeline.

The further high-tech goes out, high touch will always have an impact, and it might actually increase the impact of the high touch conversation. -Matt Johnson

Takeaways + Tactics

A lot of software is trying to be as backwards compatible as possible, because tech companies realize they have the specs and just need to boost the software.

The biggest changes and innovations to anticipate will be in software and not hardware.

Smart watches like the Pebble are great for business owners on-the-go because they allow you to triage your emails, and see what’s worth attending to immediately.

On this episode of Real Estate Uncensored we covered;

• Two tools to help you manage email better
• Wearables like smart watches and how they can help business owners prioritize
• How tech can change the way agents show properties
• How a lot of antiquated platforms are making way for new innovations
• Virtual reality
• The future of tech and innovations we’re excited about

I think we’ve reached a plateau when it comes to hardware, I’m excited about where software is going. Andres Segovia

Technology should help us work smarter, not harder. Andres Segovia

Real estate agents have to be able to work the balance between high-tech and high touch, making sure that the high-tech enhances the high touch aspect of the job. We’re going to witness more innovations in software, and these will continue to help us work smarter, not harder because that’s what technology should do.

Andres Segovia has over 10 years of experience serving in the real estate industry. Having been involved in his family-owned construction business at an early age, Andres is also knowledgeable on construction and reparability giving him a keen eye on property walkthroughs and investments. Andres runs a seasonal technology review series targeted at helping his fellow agents and business professionals improve their productivity, become more efficient, and in turn, increase their value to customers. For more info, go to http://segoviares.com/ or email [email protected] and follow him on Twitter @segoviares and @thenewsreel.

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.

Follow convention or blaze your own trail? Those are the choices we’re faced with, especially when it comes to carving out the professional path. With so much pressure to take the beaten path, how do you ignore the crowd and successfully do what suits your needs, aspirations and personality? We discuss this with coach, speaker and entrepreneur Hank Avink.

Turn the volume up on who you are, this might push some people away but it will draw in the right ones. - Hank Avink

Takeaways + Tactics

Our ability to recover quickly from failure is connected to not letting the bad things that happen stick to us.

If you have a mindset of gratitude, hustling, servant leadership and quick recovery when you get knocked down, you can make it.

The problems people face in real estate are because of lack of communication, setting the wrong expectations or having too many leads.

People have as much dysfunction as you do but they just stayed with something consistently enough to have success.

On this episode of Real Estate Uncensored we discussed:

• How to look at failure and recover faster to get back in the game
• Learning not to let the bad things that happen stick to you
• How to turn up the volume on who you are
• What to move towards if you’re going away from the conventional
• The importance of gratitude
• The biggest problems in real estate and how to solve them

Get perception and reality on how much gratitude you should have. -Hank Avink

Have you written down the standards for when you will or won’t work with a client? -Hank Avink

To blaze your own trail, you have to have the confidence to turn up the volume on who you are to draw the right people in. If you set higher standards and expectations, and fine tune your communication, your business will be streamlined to avoid common problems in real estate. Connect with people by aiming to elevate every conversation you have. Invest in coaching so that you pay the price and learn from the experiences of other people, without having to pay the cost.   Guest Bio

Hank is the Founder and Head Coach of National Coaching League. He is also a realtor in the Kalamazoo, Portage, Richland and Schoolcraft area. Find him on Facebook to get in touch about coaching.

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.

The addition of ISAs to your team can help you leverage and take tasks off your hands.  How do you handle recruitment, training, motivation and accountability to make sure they hone their craft and stay on task? This week, we discuss this with ISA expert Dale Archdekin.

If you look for the skills set, distill your craft and test for existing experience that will lead them on the path to being craftsmen. You will have assassins as ISAs, not phone monkeys.  -Dale Archdekin

Takeaways + Tactics

50% of what your ISA is going to do is going to be long-term nurture.

Hiring an ISA means being completely in charge of training, accountability and managing them. If you can’t dedicate enough time to that - it’s better to hire a third party company.

When ISAs struggle to meet targets, the leader has to retrace their steps to where they failed in the process, whether it’s training, accountability, tracking or communication.

On this episode we covered:

• A Lead Gen and Objections group question about the right time to hire an ISA.
• High volume recruitment and other steps for sourcing and training great ISAs
• Team accountability and motivation
• How Dale grew his team to 9 locations
• Personality profiles and suitability for the ISA role
• Leading and managing ISAs, especially when mistakes are made

Sales agents need warm inbound leads coming in. Dale Archdekin

An ISA is going to fail if they then can let someone off the phone without asking all the questions. Dale Archdekin

When you’re looking for an ISA, you want an assassin and not a phone monkey. They need to be able to nurture long-term leads and be on the path to being craftsmen. Look for individuals with an existing sales skills set, and when you lead, lean on the training, accountability, tracking and communication.     Guest Bio

Dale Archdekin is a marketing strategist and lead generation specialist focusing on forging better relationships between the Philly Living team and their clients and soon-to-be clients. His unique blend of innovative marketing techniques from various industries, Internet visibility, and just plain logical conversation with clients combine to push the already award winning Philly Living Team to higher and higher levels of success.

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.

According to business coach Asha Mankowska, your niche, niche, niche can make rich, rich, rich. How do you choose your niche, set yourself apart and brand yourself to attract the ideal client? We discuss this with Asha and get her expert tips for building wealth from your niche.

  Your ideal client will want you, need you and be willing to pay for your advice. -Asha Mankowska

Takeaways + Tactics

The point of content is credibility building. When people research you, and they don’t find that content, you lose them.  

To build your personal brand, ask yourself these questions. “What is my real passion, what challenges have I gone through, what issue can I resolve for my client and how?” Most importantly ask, “where can I find proof of these results?”

Use Facebook to attract clients by engaging with people using your expertise, joining groups and participating in relevant online conversations.

On this episode we discussed:

• Attraction strategies on Facebook, and how you can do business with people you already know.
• The cumulative effect of posting content online and the importance of third party testimonials.
• The power of finding and connecting with your ideal client.
• How to desensitize yourself to the word No.
• The questions you should be asking yourself when you’re building your personal brand.

If you’re confident with what you’re sharing and passionate, you create charisma. - Asha Mankowska

The things you should talk about should be in line with your passions. You’ll never run out of things to say. -Matt Johnson

Your niche has a lot to do with your passion and your ideal client. Your passion is what you can talk about for hours, and what you can put into content. Your ideal client is someone you share common ground with in terms of values, determination, commitment and their ability to be a partner. If you want to know the best example of your target market, look in the mirror.  

Guest Bio

Asha is a Transitional Life Coach, Guidance Counselor, Intervention Specialist, as well as an Innovator and Motivational Speaker. Asha is a born entrepreneur launching her first business at the age of 21 when she was at her second year of Law. She was very successful in building 3 companies in Europe from the ground up and helping clients from several countries. Go to http://yourfavoritebusinesscoach.com/about-asha/ for more information.

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.