Welcome to the very first episode of The Sales Pitch podcast! This podcast is designed for real estate professionals seeking to amp up lead generation, networking, and in-person sales. Your host is Melissa Kwan, Co-founder and CEO of Spacio, the industry-leading enterprise-level open house solution that helps real estate agents monetize their open houses by automating lead capture and follow up.

“I find if you have a pre-planned opening line, it’s going to sound like BS. When things are BS, they are going to sound like BS. Be yourself and engage with clients naturally!” ~ Brian Meier

What does it take to create an effective and successful client engagement strategy? Is there a magic formula that top realtors use to connect with their clients? On this episode, you’ll hear from special guest and award-winning Manhattan real estate agent, Brian Meier. In his conversation with Melissa, Brian opens up about his background in sales, what led him to work in the real estate market, how he stands out in the crowded New York marketplace, tips for client engagement, and much more! Don’t miss this episode featuring Brian’s seasoned perspective!

An organic and personal approach to finding new clients.

One of the most challenging aspects of client engagement is the very first step, finding clients! What works and what doesn’t when it comes to finding new clients in the real estate market? According to Brian Meier, it all comes down to a personal and organic approach. Instead of casting a wide net for new clients, Brian suggests going deep and focusing on delivering the best service to the clients you have. Brian says that he’s had more success with connecting with and serving the right people in a meaningful way because those people end up connecting him to new clients. To hear more about Brian’s personal approach to client engagement, make sure to listen to this helpful episode!

What it takes to stand out in a crowded market.

One of the keys to standing out in a crowded market like New York is being relentlessly honest with your clients. You might be thinking that honesty is overrated but the truth is, it stands out! Brian Meier is convinced that taking the time to empathize with your clients and walking a mile in their shoes can make a substantial difference in how your client relates to you. At the end of the day, everyone wants an expert in their corner, rooting for their success. That’s what realtors like you need to lead with! Learn more about Brian’s approach and how he’s built a growing and thriving team in a competitive market, make sure to listen to this engaging episode!

Drop the BS and be yourself!

Let’s face it, everyone wants a secret formula that will allow you to instantly connect with a potential client. Does such a formula really exist? According to Brian Meier, most prospects can smell your prepared or rehearsed opening lines from a mile away! That’s why he’s dropped the BS and just leads with his personality. Sure, he won’t connect with everyone but when he does, the connection will be real and authentic! Deep down, you know that BS turns people off, so stop thinking of ways to make it sound natural and just go with a natural approach. Join Brian and Melissa on this episode as Brain expands on his successful strategies for client engagement!

Tips for connecting with potential clients.

Brian Meier has over 17 years of experience in real estate. He’s built up a team of rockstars who continue to build upon their success, year after year. How can realtors like you learn from Brian’s wealth of experience and knowledge? On this episode, you'll hear from Brian as he shares some tips that will allow you up your game when it comes to client engagement.

• Start off with gratitude and thank your prospect for coming to the open house.
• Don’t be a sign-in stickler! Allow your prospect to enjoy the open house and show them that you are interested in serving them and making a connection.
• Hand them your phone when they are ready to sign in. It brings a personal touch and anchors them to you as their guide.
• Look for a point of common interest between you and your prospect. You are going to have to work for this, don’t expect it to come easily!

To hear Brain expand on these tips and provide additional strategies for successful client engagement, make sure to listen to this informative episode!

Here’s What You’ll Learn:

• [0:40] Melissa introduces her guest, Brian Meier.
• [1:15] Brian shares his background with sales and residential real estate.
• [4:50] Taking an organic approach to finding clients and how the competition has grown.
• [6:45] What does it take to stand out in the New York market?
• [9:00] Embracing digital tools and establishing trust with clients.
• [11:15] Digging deep and getting personal.
• [12:45] Be yourself and don’t lead with BS!
• [14:30] Tips for connecting with potential clients at an open house.
• [19:30] Why real estate is such hard work.
• [21:30] How has Brian built a successful team? How does he train them?
• [25:30] What you can do to up your game right now.

Resources & People Mentioned

• Tipping Point
• Zig Ziglar

Connect with Brian Meier

• Connect with Brian’s team
• Check out Brian's website
• Listen to Brian’s podcast, Block & Lot
• Follow Brian on Twitter

Connect With Spacio

• hello (@) spac.io
• http://spac.io
• www.linkedin.com/company/spacio
• www.facebook.com/gospacio

The Sales Pitch podcast is your go-to resource designed for real estate professionals seeking to amp up lead generation, networking, and in-person sales.

You need to be able to walk into a conversation and be 100% OK if your prospect never asks you what you do or if you never get to talk about real estate or if you never get to talk about yourself at all.

On this episode, you’ll hear from seasoned real estate business coach, Travis Robertson. In his conversation with Melissa, Travis opens up about how he got started as a business coach, the best way to grow your network, why it’s so important to lead with confidence, how to build trust with clients, and so much more! If you are ready to take your business to the next level, you’ve come to the right place, don’t miss a minute of this powerful episode!

What you can do to grow your network.

How can high capacity real estate professionals like you grow and expand your network? Is this a practical goal? According to Travis Robertson, you need to keep in mind that networking is a slow way to scale your real estate business. Travis teaches that real estate agents like you are a business first and a person second. Meaning, as you build up your business, you’ve got to stay focused on your priorities. Your business will grow just like any business grows, by expanding your revenue opportunities and making smart decisions with the resources you have available. One way you can start expanding your network is by leveraging your areas of interest and passion. If you enjoy following professional sports, use that to connect with that audience! Learn more about what it takes to expand your network by listening to Travis’ expert perspective on this episode!

Lead with confidence!

What does it take to gain trust and secure a prospective client’s business? It all comes down to leading with confidence! You might not have the experience and long list of satisfied clients to back you up, so what? That doesn’t matter when you lead with confidence. Don’t lie to your clients, project all the confidence that you can muster by showing them that you know what you are doing and that you have what it takes to solve their problems and deliver results. Discover more about what it takes to lead with confidence from Travis Robertson on this engaging episode!

Don’t try to be someone else, stay true to who you are.

Let’s face it, no one likes to feel like they are being used. The truth is, most people can sense that sort of feel to a conversation from a mile away. What’s the solution? How do you connect with prospective clients to gain their trust and ultimately, their business? Focus on getting to know who you are talking to and show that you are interested in them - with no strings attached. Only then will you earn the credibility and trust that you need and that your client is looking for! Get more helpful tips on what it takes to truly connect with your prospects from Travis Robertson on this episode!

You need to create lead sources that you can control.

How do you prepare for long-term growth for your business? Are you focusing on networking and referrals exclusively? If so, a word of caution from Travis Robertson - don’t! Time and time again, Travis has observed high capacity agents put all their eggs in the basket of repeats and referrals only to see slow growth and even failure. Travis says that one of the main reasons so many real estate agents closed up shop during the recent market collapse is due to this one-sided strategy. Leaders like you need to get out there and create more avenues for your business to grow! A great way to do this is by connecting with Travis and his team who specialize in equipping real estate professionals with the tools needed for consistent and predictable growth in their business. Learn more about Travis’ coaching services by checking out the resources section at the end of this post!

Here’s What You’ll Learn:

• [0:45] Melissa introduces her guest, Travis Robertson.
• [1:30] Travis talks about his background and how he got started as a coach.
• [3:00] What is the best way to start growing your network?
• [5:00] The biggest myth when it comes to networking.
• [7:45] Confidence is key! How do you project it?
• [13:00] Don’t overthink your intro, be yourself and ask questions.
• [17:00] How to build trust with potential clients.
• [20:00] Stay true to who you are, don’t try to be someone else.
• [23:00] Everyone's an expert in something that you are not.
• [25:30] What does it take to gracefully exit a conversation?
• [28:15] Why you need to create lead sources that you can control.

Resources & People Mentioned

• How to Win Friends and Influence People

Connect with Travis Robertson

• Check out Travis' website
• Follow Travis on Twitter
• See what Travis is up to on Facebook

Connect With Spacio

• hello (@) spac.io