A lot of individual agents get themselves into trouble by not having a way to generate new relationships, and they get swept away by teams. Why are teams making it so hard for individual agents to compete? Is 2018 the beginning of the end of the individual agent? What is the bigger trend behind the movement towards teams? On this episode, we are joined by Dale Archdekin to talk about the value of teams.
If you want to grow, do more and leverage, the way of leveraging is teams.– Dale Archdekin
Three Things We Learned
Count on your database shrinking every year
Whether it’s relocation or death, your database is going to shrink by up to 15% each year. If you’re not able to continue building more relationships to expand your sphere, your actual business is going to shrink too.
Teams offer a lot more value
Teams who are developing entire sales teams around receiving and converting leads
at a high level, are offering a lot more value to the market. They are buying up massive space in online advertising, their footprint is larger because they have many people under the same brand, and they have the ability to handle paperwork in a professional and consistent way.
Teams make database communication easier
A lot of salespeople that are really good at talking to people and fostering relationships, are very bad at creating and managing repeatable systems. If you plug into a team that’s dialed in with a consistent touch plan to keep you in front of your sphere, that communication is taken care of with a repeatable system.
Knowing how to go out, hunt, kill and get your own business is an absolute necessity.– Greg McDaniel
You have to have a predictable, scaled way to generate new relationships no matter what business you’re in. – Matt Johnson
The stress levels in this business can be astronomical, and a team can help you shoulder that. By handling the admin side of things in a professional and consistent way, providing accountability and automating things like database communication, teams offer value that individual agents just couldn’t compete with. A team allows you to leverage a repeatable system, cutting a lot of the worry out the job. Teams are also a vehicle for specialization, where you can leverage the abilities of other people. It’s all about plugging into a team that gets you more business and also helps you get better and better.
Dale Archdekin is CEO of Smart Inside Sales, a lead generation and real estate coaching company. Dale is currently the Director of Lead Generation for one of the top 10 teams with Keller Williams Realty. Dale uses his 15+ years of experience as a telephone prospector in various industries and his many years of inside sales management experience to successfully guide other agents and companies through the many difficulties of creating a productive and profitable inside sales department. Find out more about Dale go tohttp://smartinsidesales.com, find Smart Inside Sales on Facebook or email firstname.lastname@example.org.
A 30 minute open house can be more effective than a 3-hour one with the right tactics. How can you use open houses to protect the value of a home? How can you make the open house an event that brings in crowds? On this episode, we are joined by our good friend and marketer Glenn Twiddle, to talk about open house mastery and making yourself a household name.
Our open houses here in Australia are 20-30 minutes so we can cram in 15 opens in a day or in a week.– Glenn Twiddle
Three Things We Learned
The saturation geographic marketing tactic
When you do an open house, do a 5-minute video version of it on Facebook Live. Boost it to a targeted geographic area, and let it run long enough for people to see your acitivity and your effectiveness in your market. You’ll have sellers calling you, wanting you to take the listing, and you will guarantee future business.
Shorter open houses are more effective
Instead of a 3-hour open house where people show up sporadically, make it 30 minutes or an hour so that more people show up at once. This gives the home more of a buzz, and people will assume there’s competition to buy the house.
Invite people for reasons other than buying the house
An open house doesn’t just have to be about the house. You can make it a community event with fun activities and giveaways. Partner with local vendors or brands and invite people from the neighborhood. It’s a powerful way to market yourself.
You don’t have a competitor if you’ve got a couple of years to wear them down.– Glenn Twiddle
The words that are spoken have more power than we know when they are delivered with the right tonality and the right body language. – Greg McDaniel
The saturation geographic marketing method will make you a household name in a short amount of time. That’s because people get to see what you’re about, and that you’re a serious contender in the real estate of that area. If you can make an impact by making people feel respected, and giving a solution to their specific problem, you will blow all your competitors out of the water because people will see the value and want to work with you.
Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market. Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go tohttp://www.glenntwiddle.com.au/ for more information.
A lot of people set goals for the whole year, but find it hard to hold their motivation for that long. What is the right way to go about setting your goals? How do you overcome resistance to doing what you need to do? How do you test if a lead generation method is really working? On this episode, we talk about these topics as we prepare for the new year.
If you don’t like where you are today, you’re not going to like where you are in 90 days if you don’t take action now.– Greg McDaniel
Three Things We Learned
Use journaling and the Sedona Method to overcome resistance to what you need to do
Sometimes we find ourselves resisting the tasks and actions, and we just can’t seem to figure out why. The best thing you can do in this case is to write out all the possible reasons for the resistance so you can free yourself from it. Additionally, you can do the Sedona Method.
Stop riding the instability of emotional highs
Emotions just won’t be a good enough fuel to take you towards your goals, that’s why it’s so counterproductive to base your work and activities on how you feel in the moment. To stop riding emotional waves, get a solid rhythm of daily behavior and commit to systems and schedules so you can follow through.
Shorten the time span of your goals & have consequences
When you set a goal for a whole year, you will very likely lose momentum. Shorten the time span of your goals into more bite-sized pieces, and have an idea of the nitty gritty of your day-to-day. Have rewards and consequences for when you meet or fail to meet your goals.
Ultra-successful people don’t jump from one emotional high to another. – Matt Johnson
No problem is unique enough to stop your day. – Greg McDaniel
It’s a lot easier to take an action where there’s a physical, mental or emotional pain you’ll inflict on yourself if you’re going off track. Decide how long you’re going to commit to doing something and have a clear criteria for success. You have to have a bedrock of systems, processes and schedule that you can fall back on to keep momentum going.
It’s hard to get a person to open up, unless they feel like they have rapport with you. Why is empathy the secret to building a genuine connection with someone? Why is it so good to ask “what” questions, not “why” questions? How do all these points improve your relationships? On this episode, Dr. Debra Dupree is back to share more brilliant verbal ninja moves that will improve your emotional intelligence.
Trust is the foundation of every relationship, and we get to trust by being consistent and predictable to create stability.– Dr. Debra Dupree
Three Things We Learned
Think empathy, not sympathy
Sympathy comes from having the same experience as someone, but empathy is showing that you understand what they’re going through. It makes people feel heard, and that you recognize where they are. This is a powerful way to connect.
Ask what questions, not why question
You put people at ease when you ask what questions. Why questions can easily make someone defensive. You can very easily reframe your question by asking your question as a what and not a why. You are going to get a better answer that way.
Go from being unconsciously incompetent to unconsciously competent
At any given time, we’re unconsciously incompetent, we don’t know what we don’t know. We want to move towards being consciously incompetent so we can continue to build, and lead and grow. Ultimately we want to be unconsciously competent.
Empathy is a surefire way of making a connection and diffusing conflict. – Dr. Debra Dupree
The agents who build trust and rapport will get the listing 90% of the time.– Matt Johnson
As individuals we all feel like our experiences are uniquely our own, so when you empathize you are acknowledging that, and also making them feel heard. Building rapport is all about building trust, building a connection and giving them the space to share their feelings and thoughts. If you can bring empathy, integrity, sincerity, compassion, and reliability to the table, you can get people to open up and that will create a very strong relationship and business.
Debra has for years been fascinated with makes people tick, at work and at home. She became a therapist, a mediator, a professor and doctor of psychology. She is now a public speaker and author. To reach out to Debra and get her coaching materials go to http://relationships-at-work.com/ or find her on Facebook https://www.facebook.com/dr.d.dupree/?ref=br_r.
Most agents have no idea what sets them apart from the rest, and they are conditioned to not differentiate. Why is it so important to know what makes you a uniquely qualified service provider? What is the most powerful tactic you can use to build rapport? How do you finish the year strong and hit the ground running in 2018? On this episode, we are joined by coach Don Cunningham, who answers these questions and other questions from the audience.
If I’m equal to my competition, what do I have to offer besides price?– Don Cunningham
Three Things We Learned
When you’re competing with other agents use questions to stand out
If a prospect tells you they’re still interviewing other agents, use this an opportunity to ask questions about whether there’s something they want in another agent that you haven’t covered in the conversation. Better yet, empower yourself right from the start by asking what you would want them to cover in the presentation.
Build rapport first
Want to avoid putting the prospect off? Try building rapport before you go in for the kill. Rapport building gives you the right to have the conversation about why they should hire you, and you will be able to provide information that actually resonates with the client.
Use this time wisely
The natural instinct at this time of the year is to take a more laid back approach but this is actually a good time to nurture relationships and set yourself up for some leads next year. It’s more acceptable at this time of the year to make connections with your past clients and sphere of influence so send a festive-themed card or communication.
What are you doing to better yourself as a person, and how can you apply that to the business you’re running? – Don Cunningham
The people that build deep personal connections with people those are the ones that win.– Matt Johnson
No matter what position you’re in, you have to find a way to differentiate yourself, and it can’t be that you’re better because that just won’t work. One way you can set yourself apart is by building genuine connections with people. As things get more technologically advanced and individually customizable, the personal relationship has become more important. It’s much easier to execute the search and the transaction, but that doesn’t mean you should put relationships on the back burner. Remember, it’s the people that understand how to quickly build deep personal connections that are killing it.
Dan Cunningham is the founder of Fidelity Coaching, a premier partner for increasing, professional results through individual and group coaching. They do this by leveraging experience, accountability, technology, innovation, improvement of all skill sets, and empowerment. Go to http://www.fidelitycoaching.com/ or email email@example.com for more information.
A lot of people who hire ISAs do it because they couldn’t find success with it themselves. How does this do more harm than good? Is prospecting by making calls the avenue for you? What mistakes do people make when it comes to turning a call into an appointment? On this episode, we answer these questions and tackle other questions from our audience.
Having a phone conversation is more valuable than paying for a service to deliver you a lead. – Greg McDaniel
Three Things We Learned
If you’re not willing to exclude, you won’t attract
As a business owner, it’s important to be clear on who you work best with. The whole point is to build a system that can help a certain person get certain types of results. If you’re trying to serve too many types of people, you won’t be able to carve out your own lane, which puts you at a major disadvantage.
Get comfortable with the process of making the calls
There’s great value in sitting down and making calls for an hour. You learn so much more about your prospects, and when you do eventually decide to hire someone, you can train them more effectively. If you don’t have the time to do this, you might as well get out of the business.
Don’t put people off by being too salesy too quickly
A big mistake people make in their prospecting is not providing enough value before they make a big ask. Always tell people what’s in it for them before you try to pitch them on meeting with you. Focus less on what you want and more on what helps the prospect.
It’s hard to hold someone accountable to something that you’ve never had success with.– Matt Johnson
A lot of people looking to hire ISAs couldn’t make it work and they have no track record of success. That’s why they want to hire it out. – Matt Johnson
The people who do very well with the ISA model are the ones that were able to pull it off successfully on their own before they hired more people. They understand that ISAs will help them take their business to the next level and they commit. They are good at training people and holding them accountable because they’ve gone through it and overcome the hurdles, and that’s what makes them unstoppable.