How to Take Your First Luxury Listing with Michael LaFido

How to Take Your First Luxury Listing with Michael LaFido

There are so many limiting beliefs in real estate about high end and luxury. What can you do to get that first luxury listing? How do you make sure you’re providing value every step of the way? On this episode, we talk to Michael LaFido, who shares on taking baby steps towards increasing your selling price, how to position a home and get it sold, as well as building a luxury real estate network.

All that potential clients care about is what you’re going to do to solve them time, aggravation, and money./span> -Michael LaFido

Takeaways + Tactics

If you’re starting out from nowhere, leverage your brand and leverage your company because you don’t have the track record.

High end is twice the market average value and luxury is three times the market average value.

You don’t get paid to list them, you get paid to sell them.

Market research is the bad guy.

Resources

 

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One Step At A Time

At the start of the show, Gene Volpe shared his social media tips of the week, including Crowdfire, and the integrated Facebook business inbox. Michael shared on taking baby steps towards increasing your selling price, and how to get over your own limiting mindset. We also talked about why market research is the bad guy, and towards the end of the show we talked about the principle of slight edge.

We also shared insights on;

  • The limiting beliefs people have about high end and luxury real estate
  • The importance of overcoming objections
  • How to build a luxury real estate network
  • How to make yourself a marketing authority

Care + Build Rapport

To succeed in luxury real estate, you have to have your own unique selling proposition of what makes you different. You have to bring so much value that you’re positioning yourself as an authority. It’s your job to position a home and get it sold. Show people that you care, and build rapport. Give so much value, they’d be an idiot to hire someone else.

Guest Bio

Over the past fifteen years, Michael and his team developed a method that takes a more comprehensive, proactive approach to marketing a home. Every property is assessed with the homeowner, and a customizable blueprint to position the home in front of more buyers and brokers is created. Our goal is to create massive exposure and press both online and offline to targeted both buyers, brokers, and influencers worldwide. Michael’s a best selling author and his marketing has been featured worldwide. He is the founder of the nationally recognized “Verified House” Program for home sellers. He is a leading authority in the real estate field and is highly sought after as a national speaker. Go to luxurylistingspecialist.com or email micheal@marketingluxurygroup.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.

 

High Tech and High Touch Follow Up Campaigns That CONVERT!

High Tech and High Touch Follow Up Campaigns That CONVERT!

Do you know what the perfect follow up plan is? Do you know how to react when someone you don’t know asks for a viewing? Just how important is positive thinking and visualization in your real estate career? In this episode we answer these questions and more as we impart expert real estate knowledge.


If you practice for the real thing, when the real thing shows up you will be able to tackle it and conquer it much more effectively and efficiently. -Greg McDaniel

Takeaways + Tactics

It’s important to visualize success and go over scenarios in your head with role playing so that when it comes to the crunch you will be ready.

Follow up with people by using postcards and phone calls over the first 8 weeks, it will take that long to put you in their mind.

Gifts can be great in follow ups and listing presentations, but try and personalize it to the person by doing some research on their interests on their Facebook or LinkedIn page.

Resources

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POSTIVITY

We began this episode by answering a question about how to deal with a client who may be annoyed if you sell their house straight away and accuse you of making easy money on them. Next, we discussed how to act when someone has asked for a cold showing and the importance of taking a partner with you if you do not feel comfortable going to the house alone with a client you have never met. Later in the episode we spoke about the perfect follow up plan and compared approaches. We finished up the episode by talking about the importance of positive thinking, visualisation and role playing and how these things can help you in your real estate career.

We also shared insights on;

  • The pros and cons of meeting someone at the office or at the property
  • The Corefact Real Estate tool
  • The importance of offering something of value in exchange for an email address
  • Video messaging on Facebook Messenger

Role Playing Importance

You can use visualization and role playing to increase your chances of being a successful real estate agent. Role playing is 90% mental, 8% physical and 2% logistical, so if you can conquer the mental side of it and start having authentic arguments with yourself then you will be much better prepared for the real thing. You need to put your ego aside and accept criticism as that is the only way that you will truly grow as a person and as an agent. You must stop worrying about everything going positively as struggles and failure are all part of the natural course to success.

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.

 

How To Make Yourself A Local Rockstar & Generate Lay Down Appointments with Glenn Twiddle

How To Make Yourself A Local Rockstar & Generate Lay Down Appointments with Glenn Twiddle

There’s very little an agent can do to turn a next year seller into a this year seller, but you can build relationships. How do you become the rock star celebrity in your own market? How do you get a celebrity to lend their credibility to your business? On this episode, Glenn Twiddle, Australia’s number 1 millionaire real estate coach, joins us to talk about the advent of celebrity into a real estate business, and the pillars you can build into your marketing to make it happen.


The secret is in the principle of meeting your people where they are with what they want to do, and you just happen to be the gracious host. -Glenn Twiddle

Takeaways + Tactics

Make an indelible impact on people who would otherwise ignore real estate agents.

Win the kids, win the mom, win the mom and win the dad, win the dad and win the money.

If a marketer needs to do anything other than say their name, they aren’t a marketer.

Resources

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Win Business

At the start of the show, Glenn talked about his background and how he built relationships with Richard Branson, Arnold Schwarzenegger and Gary V. Next, we talked about his strategy for introducing the advent of celebrity into a real estate business. Glenn also shared on how you win people’s business, and towards the end of the show, we discussed giving your dreams a nudge.

We also shared insights on;

  • Why other doctors are mad at Dr. Phil
  • Why you need to be a bit of a media tart
  • How to make an indelible impact on people
  • How to immerse yourself in other people’s brains

Local Rock-stardom

The tactics Glenn used to become a rockstar apply to a listing and selling real estate agent at a local level. The pillars you need in your business include rubbing shoulders with celebrities, getting interviewed by any means necessary and being a bit of a media tart. With the right mindset, you can take over the world and dominate the minds of people who will need your business. Meet people where they are and make yourself useful.

Guest Bio

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 to http://www.glenntwiddle.com.au/ 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.

 

Low Budget High Impact Lead Generation with Michael Soon Lee

Low Budget High Impact Lead Generation with Michael Soon Lee

Do you constantly seek out new methods of lead generation? Are you starting out as a new agent and struggling to drum up new leads? Maybe you’ve come back to real estate after an extended break and you’ve lost your connections? Are you tired of the constant rejection from door knocking and cold calling? In this episode Michael Lee will explain how to use social farming to create real relationships with people you have a shared interest with, and how this will lead to new clients in no time.


You do marketing because you want to have so many clients that you can afford to turn some of them away. -Michael Lee

Takeaways + Tactics

To get your offers accepted in sellers’ markets, build a relationship with the listing agent and present your offers in person.

Number 1 rule for social farming – the activities must be upscale.

Attend CE classes in adjacent counties where buyers/sellers flow between to build semi-local referrals.

Resources

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Utilize Personal Relationships

At the start of the show, Michael gave tips on how to write a strong offer and the best ways to get an offer accepted through the power of personal relationships. He went on to discuss the best marketing strategies for new agents or agents who are starting up again after being out of the game for a while. Michael went on to discuss one of his most successful tools for marketing; social farming. He spoke about the successes he had going on ski trips with 50 people he didn’t know and how much easier it is to make connections with people when you have that shared common interest. Later in the episode we discussed other important people to make solid relationships with who may be able to give you leads or referrals. We finished up by talking about the importance of speaking to top producers in other areas and the mistakes people make in their marketing.

We also shared insights on;

  • Techniques to get contact information
  • The importance of always carrying a business card
  • The use of coupons
  • The pros and cons of door knocking

Social Farming!

Social farming is the superpower you aren’t using enough. If you have a hobby or interest, whether it be golf, swimming, cycling, hiking, skiing, whatever, join a club and get out there and meet new people.

The best way to build strong relationships with people is when you have a common interest and once you build that relationship, you will build that trust. That is the best way to get new clients and referrals. Gardeners, building contractors and mailmen are other people you may not have considered as being important in terms of getting leads, but they all know exactly what is going on in the neighborhood and who is likely to move. Get out there today and start meeting new people and you will see your business thrive.

Guest Bio

Michael Lee has coached and spoken to over 10,000 real estate agents. He has spoken at ten NAR conventions, five CAR conventions and for most of the major real estate franchises around the world. Michael has owned and managed large franchised firms as well as small boutique real estate companies. He’s also the author of eight books including, “111 Ways to Justify Your Commission”, “Black Belt Negotiating” and “Secrets of Selling to Multicultural Real Estate Clients”. Michael has also written books on marketing and selling to multicultural customers and his goal is to help people get past differences they see on the outside to see how similar we are on the inside.For more information head over to Michael’s website; http://www.ethnoconnect.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.

 

The Secrets of Top Gun Agents with John Gualtieri

The Secrets of Top Gun Agents with John Gualtieri

What separates a good agent from a great agent? Do you have the right skills to be a leader? Does your team know what you expect from them? On this episode of Real Estate Uncensored, coaching expert John Gualtieri answers these and other questions you should be asking yourself. John will give you a look into what he has learnt from working with top agents over the years, and he gives tips you can start using today to improve your real estate career.


There are three things that are going to achieve underachievement. The first one is no goals at all. The second is setting goals too low. The third is setting goals too high. -John Gualtieri

Takeaways + Tactics

You cannot hold people accountable to what they cannot directly control.

Spend time in gratitude looking at how far you’ve come instead of always looking forward.

If you set your sights at 20-25% more than your best performance, then you are doubling yourself every 4 years.

Resources

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First Impressions First

At the beginning of the show John explained to us how important it is to build up trust with a client and that it is the most important thing when meeting people for the first time. John went on to discuss what makes the top agents so good and how a lower level agent can go about giving themselves a chance to become a top agent. We then went on to talk about goal setting and the need to not set goals too high. Later in the show we discussed the role of a coach and the importance of getting a coach who is being well coached themselves. We finished off by talking about leadership and all the challenges that you may face and the importance of clear thinking.

We also shared insights on;

  • Tips for cold calling
  • Relationship skill sets
  • The importance of support and not going it alone
  • The use of apps to help you

Gaining Trust Through Planning

Trust is one of the most important things in the real estate industry. Whether that be the trust between an agent and client or trust between an agent and their coach. If you want to be a top agent, you need to plan meticulously and know exactly what you are doing at each stage in the process. You can’t aim to be a top agent within a year though, because you will fail. You have to set realistic goals and build slowly over time. If you set yourself the goal of improving your turnover by 25% every year will see a 100% improvement in four years. This much more manageable than saying you want to see a 100% increase in a year. If you do that you will be setting yourself up to fail.

Guest Bio

With more than 30 years experience, John Gualtieri is a coach, trainer, speaker and author of training material for both the real estate industry and the general sales industry. For more information about John head over to his website www.coachingforbusinesslife.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.

 

How to Deliver Your Best Listing Presentation with Derrick Evens

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.

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

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

Win The Real Estate Listing

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.

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

Key Quotes

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

Be Available As A Real Estate Agent

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.

Guest Bio

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.

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.