Live Q&A West Coast – East Coast Smackdown! w/Gene J Volpe + Andrew Scherer

Live Q&A West Coast – East Coast Smackdown! w/Gene J Volpe + Andrew Scherer

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Agents are making the fatal mistake of putting lead generation on the back burner in favor of client service. What mindset and attitude causes this mistake? What is the dirty secret successful entrepreneurs don’t share? Why is it so necessary to have clarity and intention when it comes to setting your goals? On this episode, we are joined by Gene Volpe and Andy Scherer for a high value smackdown.

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The reason people fail to make their swim for the English channel isn’t because the swim is too difficult, it’s because they can’t see through the fog.– Andy Scherer

 

Three Things We Learned

 

Lead generation should always be your first priority, before client service

When people don’t prioritize lead generation and designate it to time slots that are never avaiable, it’s because the burning desire for clients isn’t causing enough pain for them to take action, and there isn’t enough pain or pleasure in doing something to push forward. To overcome this, you have to increase the psychological necessity behind it by making it non-negotiable.

 

The dirty little secret in entrepreneurship is that a lot of ultra-successful people have gone through bankruptcy

It’s not talked about enough in the entrepreneurship conversation, but behind every mega-successful person is a story of overcoming struggles like bankruptcy, failure and intense hardship. All the people we look up to had to power through all of that to get to where they are.

 

If you don’t know how to set a goal for a project always bring it down to a number

You can’t successfully break down and work towards any goal unless it has a number attached to it. For some projects, it can be hard to really pin down that number, so instead, boil it down to a time that you set and strictly set to work on something.

 

Key Quotes

Your story, your legacy is going to be about the obstacles that you overcome, and the speed bumps that you blew over.– Andy Scherer

Back in the day if you didn’t have a Facebook account it was smart, now if you don’t have a Facebook page people wonder what you’re hiding.– Gene Volpe

Everyone wants the end goal of success, but they don’t understand the difficulties they have to go through to get there. When you’re in a difficult situation, you have to tap into your greater self, and your mind will find its way out of it. When life is fighting you, it creates a sense of urgency, but we should be able to have this urgency, even when you’re not being challenged. Learn to anticipate obstacles and visualize through the fog that you will experience.

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.

Handling Objections & Setting Appointments w/Dale Archdekin

Handling Objections & Setting Appointments w/Dale Archdekin

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When people don’t show up for appointments it’s because there’s resistance. How do you take care of the resistance before it even arises? How do you reduce people’s fear of salespeople? How can objections actually help you learn more? On this episode, we talk to Dale Archdekin, who gives great insights on handling all objections like a true rockstar.

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Any objection is the lead telling you what they want and something they want to achieve.– Dale Archdekin

 

Three Things We Learned

 

If the appointment is way more important to you than them, they likely won’t show up

It’s very important for the appointment to be of equal importance to both parties, otherwise the other side won’t see the value of upholding it. If you can understand what someone’s needs are and work towards meeting them, this makes it more likely than an appointment will happen

 

Every objection reveals a need and something they are trying to achieve

An objection isn’t something you should just take at face value as a rejection. It can in fact be a very powerful illuminating tool that you can use to your advantage. Every objection uncovers that they have something to achieve, even if it’s nothing.

 

When you’re selling to high D’s, make your scripts short, punchy, and figure out what the essence is

When you’re trying to sell to high D individuals, it’s important to make your pitch as straight to the point as possible. Make your script as simple as possible so that you get to the point quicker, without losing that person’s interest.

 

Key Quotes

No matter how much we try to behave like we’re not salespeople, that’s what we are in these people’s minds.– Dale Archdekin

Within every success there is this seed of an equivalent or greater failure.– Matt Johnson

Clients and customers all have a fear of sitting with salespeople because they don’t want to be pushed towards a decision. It’s your job to provide value and reduce that fear. When you’re asking people to take time out of their busy lives to sit with you remember there might be some resistance. Pre-frame the person to deal with any resistance that’s going to come up before the appointment happens. When you’re on an early call, people won’t know, like and trust you enough to agree with you, so just let them have their opinion. Anytime you get a rejection, remember it reveals a deeper need.
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Guest Bio

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 to http://smartinsidesales.com, find Smart Inside Sales on Facebook or email dale@smartinsidesales.com.

 

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.

Stop Being a Bitch and Finish 2017 Strong w/Hank Avink

Stop Being a Bitch and Finish 2017 Strong w/Hank Avink

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People shy away from really putting concrete numerical value on their goals. Why does this set them back in a huge way? How can you start tracking your work better? How can you go about setting business goals that don’t ultimately take you away from the things that matter? On this clip, we are joined by coach Hank Avink who shares the biggest business mistakes agents are making, and how to stop making them right now.

We have no idea how much compounding interest we lose out on when we say yes to things that aren’t in alignment with family, work and other main things. – Hank Avink

Three Things We Learned

 

It’s hard being a spouse and a parent so it’s sometimes easier to spend more time at work

For some people who excel at work and find themselves struggling at home, the praise, success and accolades of the job are a lot easier to do than the work, commitment and routine of being a spouse and a parent.

 

So many people are afraid to raise their standards because it will push people away

A lot of people stay in business relationships that just aren’t working for them because they are too comfortable and they fear saying they want more out of it. Raising your standards will change a lot of relationships but ultimately it will give way to better ones.

 

If you’re really good and people want you, they’ll adjust their schedule

A lot of people have a scarcity mindset, and that leads to them taking on jobs that don’t suit them or shifting important things in their lives to make clients happy. If you truly provide value to your clients, they will be happy to adjust things to your needs and accommodate you.

 

Key Quotes

One of the worst things you can do for your business is take business that doesn’t fit you.– Hank Avink

If you’re a real estate agent and you don’t look at your PNL on a monthly basis, you’re a child, not a business owner. – Hank Avink

A lot of entrepreneurs shy away from putting a solid, concrete numerical value on goals, they can hold themselves accountable to and then underestimate the importance of staying in relationship with these goals. If you’re a business owner and you’re not tracking your activity in a real way, you’re faking it. Take the time to be in balance with what you really want, interrogate your schedule to make sure you’re making the best use of your time and make the pain of not following your schedule greater than the pain of following it. When you follow your schedule, you get predictable results, and that will give you your best year ever.

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.

How To Generate Business Without Changing Who You Are w/Chris Angell

How To Generate Business Without Changing Who You Are w/Chris Angell

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Human relationships are in low supply, and people are starved for authentic connections. How can you make this the basis of your real estate business? How do you play to your strengths and unique abilities? What elements help you find your own unique ability? On this episode, we are joined by rockstar agent and coach Chris Angell who shares valuable insights on these topics.

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Marketing comes from generosity and we need to have marketing that is with and for our people, not to and at them. – Chris Angell

 

Three Things We Learned

 

We don’t trust ourselves because something tells us we’re not good enough

We constantly look outside of ourselves for answers because we don’t trust our core and we’re always trying to find external solutions to our problems because of that. When we play to what makes us unique, we solve this.

 

Nobody plays in the top of the funnel

Everybody is fishing for business in the middle and the bottom of the sales funnel, but if you can be valuable to people at the top of the funnel, they will think of you when the need for your service arises.

 

The flip side of a complaint is a commitment

Think deeply about the things that frustrate you, they aren’t coincidental. The reason we complain about something is because we wish it was different. If we complain about something it’s because we are committed to the result on the other side, and we’ll be willing to work for it.

 

Key Quotes

The ability to analyze and correctly apply the lessons of failure is the secret to all wealth creation.– Matt Johnson

Lead from the place where you can speak confidently from because it creates authority for you. – Chris Angell

Every human being has their own superpower, and when you unlock it everything about business and life gets easier. Be intentional about being useful to your database so it can grow. Create content that nurtures a relationship with those people. Build a tribe of people who like what you say, and feed them into your database. The sales process isn’t about convincing people to do something that isn’t in their best interest, it is the process of taking the responsibility upon yourself to get someone the results they want and wouldn’t get without you. Remember this is a relationship-based industry, and the consumer is looking for authentic and real right now, so be authentically you.

Guest Bio

Chris Angell is a real estate consultant and trainer based in Spokane, WA. Chris sold real estate himself for 6 years, ran a KW office for over 5 years, overseeing 200+ agents before founding his consulting firm. To get in touch, go to facebook.com/thechrisangell.

 

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.

Building A Successful Team in Hyper-Competitive Markets with Daniel Beer

Building A Successful Team in Hyper-Competitive Markets with Daniel Beer

Real estate is the one industry that despite its astronomical earning potential, has many people not taking it seriously. What does it take to start getting the results you want? What are the things we would do differently if we started over? How does company culture evolve on its own? On this episode, we are joined by Dan Beer, who gives awesome insights on these topics.


A business is a living breathing organism that needs to mature, grow, exercise and develop habits, you have to treat it like it’s a person and nurture it. -Dan Beer

3 Things We Learned

If you were an employer and had to evaluate yourself, would you keep yourself or fire yourself?
If you want to know if what you’re bringing to the table is good enough, think of yourself as an employer with someone like you working for them. Would you fire yourself or keep working if you evaluated yourself honestly? This is the standard you should bring to your work.

Establish one system at a time
Most business owners make the mistake of being too scattered and trying to implement too many systems at the same time. This doesn’t work because it’s like trying to push too many rocks up a hill at once. People don’t want to obsessively focus on one system at a time until they get it right, but this is what will help them succeed.

Your business is a direct and accurate expression of who you are
Entrepreneurs have 100% control over the kind of business they build which is a gift and a curse. It means that your business will take on your personality, and reflect your habits, fears and hang ups. Most people’s businesses won’t change unless something forces them to change perspective.

Rise Above the Average

What you’re seeing around you is a manifestation of average, so to succeed you have to rise above this and become obsessed with the systems that work. It’s all about systematically layering in permanent habits into your business, establishing one system at a time, developing strong core values and nurturing your business because it is a living thing. The heartbeat and rhythm will dictate what it’s going to feel like to work in your business.

Guest Bio

Daniel Beer is the CEO/Owner of Beer Home Team at Keller Williams, and a real estate coach. Daniel and his team are ranked as one of the Top 150 Teams in the U.S.A. per The Wall Street Journal and Real Trends. They are also recognized as the #1 real estate team in Southern California for Keller Williams Realty. Go to https://agentacademy.com/ or beerhometeam.com for more information.

This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.

Tech Ninja Moves and How to Get Thousands of Likes on Your FB Page in 3 days with Nick Sakkis

Tech Ninja Moves and How to Get Thousands of Likes on Your FB Page in 3 days with Nick Sakkis

When people think real estate advertising, they often think of going hyper local. What strategy helps you gain global social proof and followers? What is the benefit of this tactic? Why is Facebook Live more powerful that YouTube? On this episode, Nick Sakkis talks about the incredible strategy that helps you get thousands of likes in just 4 days!


The more organic, the more grimy, the more cellphone-type Facebook Live videos you take with less editing get way more engagement than the perfect stuff. -Nick Sakkis

3 Things We Learned

Think of yourself as a media company that just happens to sell real estate
When it comes to branding for your visibility in the marketplace, remember you’re competing with the news, politics, sports, so whatever you’re publishing has to cut through all the noise out there and still be related to real estate.

How to go viral: personal story + the result + how to replicate the results
If you want to create content that really resonates and gets people to engage with you, there’s a formula that has worked very well on platforms like LinkedIn. It’s simple, tell a personal story about a challenge, how you overcame it and how others can replicate the results.

What Facebook has in spaces that YouTube doesn’t is the community factor
Facebook will thrash YouTube because it isn’t a community. Facebook, on the other hand is a community more than anything else. It also has way less trolls, more content and you’re able to be super-targeted with your messaging.

You Are A Marketer

It’s so important to remember that you’re not a real estate agent, you’re a media publisher who happens to sell real estate. If you have this mental shift, you will be  able to create content that’s really relevant. Facebook is a worldwide brand so you have access to a global audience that can lend to your social proof. Remember you’re competing with many other kinds of content so yours really has to stick out. Put more work and effort in Facebook because it gives you the advantage of community. The kind of content someone would expect to find about a community, or city on YouTube is completely different from what they’ll engage with live on Facebook.

Guest Bio

Nick is the co-founder of the Sakkis Group, Nick acquired his real estate license in 2005 where he worked for Prudential Tropical Realty. Nick was born and raised in South Tampa, attending local schools, including St. Johns Greek Orthodox Day school, Plant High School and Hillsborough Community College. Growing up as a two sport athlete Nick developed a strong sense of what it takes to win and be successful. He has brought that same level commitment and perseverance to his real estate business. Go to http://www.sakkisgroup.com/ for more information or join his Facebook group Real Estate Marketing Rockstars realestatemarketingrockstars.com

This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.