Direct Response Farming w/Dan Beer

Direct Response Farming w/Dan Beer

Watch the On-Demand

A lot of agents underestimate the value of Direct Response Farming. Do you know where to start when it comes to farming leads? Do you know how to set yourself apart from the competition? Do you want to know how to cater to your specific market? We are joined by Dan Lesniak to break down how to dominate your market by farming leads and crafting a brand that sets you apart and builds instant credibility.

If you’re going to go head to head with someone who is dominating, that doesn’t mean you can’t go in, but you’re going to need a competitive advantage. -Matt Johnson

Three Things We Learned

Farm what you can afford
Start with what you can afford while making sure you get two touches a month. You have the budget, you just have to be smart about it. Your success is predicated on sticking with a reasonable plan and not panicking. Stick to your guns and allow for the time it will take to grow. The tortoise beats the hare.

Understand your market
Don’t just listen to what people tell you. Know your market and the numbers there. Cater everything you do to your your specific market and not just national trends because they might not work where you are. Cater to the clientele you relate best with and build that.

Come in with a competitive advantage
Consider making a marketable strategy that is unique to you that you can sell right away. Make sure that you know what your competition is doing, and set yourself apart. Bring your own flair, but also, bring something that the market needs that only you can provide.

Key Quotes

The challenge is lead acquisition, it’s lead confirming. -Dan Beer

What most agents will fail at is consistency. -Dan Beer

Farming your leads can make or break your company. It’s important to know your market and make sure that you set yourself apart in new markets so you can battle with the big guys right out of the gate. Match your farming with a realistic budget, and make your own system and know how to sell it.

Guest Bio

If you want more information from Dan you can find him at dan@beerhometeam.com or train live with Dan at agentacademy.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.

Cold Calling and Following Up with Luke Acree

Cold Calling and Following Up with Luke Acree

Cold calling and lead generation is an essential part of any business. How do we build up confidence and skills to be successful in our cold calling? What’s the importance of team motivation? And why should we be consistent in our follow-up? In this episode we talk to Luke Acree, President of ReminderMedia, who explores successful tactics for cold calling and follow-up and answers your most pressing questions for successful business growth.


You have to get yourself motivated by setting yourself up for success. -Luke Acree

Takeaways + Tactics

There’s no system for success. Stay consistent and commit to completing your task.

Every single call is different, stay authentic and only use the script as a backbone.

If you don’t have client reviews, it’s really going to hurt your business. Get your clients to review you right after the sale and get the testimonial.

There are three things that matter most in follow-up: persistent, consistency and being first.

You’ll always have to sit through the uncomfortable conversations, even if you’re not cold calling.

Debunking the Negative

We started off with Luke explaining his background and why he was interested in coming on the show. Then we went into the recent negative connotations around cold calling and debunked them, presenting a positive way to look at cold calls. We also mentioned that success doesn’t just rely on how many calls you do every day. Luke then talked about Greg’s cold calling and how it’s inspired him in his own practice. Luke then explained how to mitigate risk in a sale. Then Luke and Greg ran through a few useful scripts for overcoming objections.

Luke then encouraged everyone to follow ReminderMedia on YouTube and Facebook. We then stressed how important it is to be consistent and not give up too soon when it comes up to doing follow-up. Luke then shared his hook line for cold calling and we mentioned why a strong beginning of the call is important. Finally, we pointed out that there’s no point in trying to avoid talking to people you don’t know as it’s a part of the sales business.

We also shared insights on;

  • What makes an agent successful on the phone
  • Motivation tactics within a team
  • How can authenticity help you generate leads
  • Sales, driven by emotion, not logic
  • The “angel” effect
  • The importance of reviews and testimonials
  • Picking the right marketing method

Don’t Dread Cold Calling

Even if your product is the best in the world, no one will know about it unless you approach your customers directly. Cold calling isn’t something to dread – it can feel daunting, however with a few key tactics you can make it feel simple. There’s no point trying to avoid it, because even if you choose a different marketing method, it still involves having an uncomfortable conversation with somebody you don’t know. Stick to your own brand and your authenticity and then the quality that you offer will come through. Constantly revise your best scripts – especially the ones that help you overcome objections. Always make sure to do follow-up and do it every day.

You have to be consistent and not give up on calling potential leads, as deals normally happen after the fifth call. Finally, make sure to encourage your customers to leave reviews and ask them for testimonials. This is what differentiates your business and puts you forward in the competitive market.

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.

Recession Proof Lead Generation: A Different Approach to Prospecting with Michael Higdon

Recession Proof Lead Generation: A Different Approach to Prospecting with Michael Higdon

Many agents shy away from difficult sales, but if their entire market is made up of those sales, they find themselves stuck. How can we approach lead generating in such a market? Why does building a network of estate attorneys benefit your business? Can finding the “problem child” in a family of executors really help you make that sale? We sit down with Michael Higdon who shares his experience of successful prospecting in a difficult market.


If you can pick up one to two great estate attorneys every month or every two months, you’ll be like Michael Young. -Michael Higdon

Takeaways + Tactics

With the competitive market nowadays, clients often know that they can get top dollar by selling themselves. Go the extra mile to convince them how and why they need YOU.

Have your list of go-to contractors as referral points – it’s a good way of establishing trust.

When you’re going after a database of recently deceased homeowners, you have to always approach it with extreme empathy.

Resources

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Prospecting

We started the episode with Michael giving us a bit of his background and why he decided to branch out on his own. We then talked about how to deal with very specific objections, some of which might seem insurmountable, in a way that can still secure you the business. In his tip of the week, Gene Volpe talked Google Keyword and how we can use it to our advantage. Michael then shared some of his insight about working with estates and executors and how to create and manage this database of potential clients. We discussed Michael’s selling routine and how he gets almost no expireds/cancels as a result. Michael also talked about how a good network of estate attorneys can only benefit you in the long run. Finally, we discussed new ideas about database prospecting and scaling up by setting yourself new goals every quarter.

We also shared insights on;

  • The importance of regular follow up
  • How FSBOs are actually selling in the current market
  • The role of compassion when dealing with estates and executors
  • Benefits of seeking out the “problem child”
  • Scaling up sustainably

Make a Good Impression

Successful lead generation in any market requires persistence and patience. Estates and executors can turn into very successful connections – if you work with them properly. A good impression can create more sales for you in the long-run, so make sure to exercise extreme empathy when dealing with these difficult situations. Seek out and build your own network. This instigates a feeling of professionalism in a client and convinces them that you are the right person for this job and they wouldn’t be able to do it without you. You need to make yourself indispensable and instill confidence and professionalism. Finally, always look for ways to develop, not just your business but yourself as well. When you reach a milestone, always set another one right after because continued and sustainable growth is key to success in real estate.

Guest Bio

Michael Higdon is a realtor in the Louisville area with over 16 years experience in real estate. Michael’s goal for 2017 is to help 100 buyers and sellers accomplish their goals. His promise is a full-time commitment to the sale and a wealth of local knowledge to help carry through even the most difficult sales. Michael also believes in embracing technology but not losing the personal touch as his website is equipped with a lot of resources, however he always makes sure these never replace spending time with the client. To find out more about Michael, email him at michael@michaelhigdon.com or visit his website michaelhigdon.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.

 

Top Real Estate Tips with Matt Johnson & Greg McDaniel

Top Real Estate Tips with Matt Johnson & Greg McDaniel

Working in real estate is a constant learning curve. What’s the difference between an objection and a condition of a sale? What are the best tips that’ll help you deal with that one really tough buyer and still make a sale? Should complete domination be our end goal? These were the questions you had – so we answer these and many more in this week’s live Q&A.


Just speak truth – people will recognize that. -Greg McDaniel

Takeaways + Tactics

A good, relatable story creates trust and is a surefire way to grab people’s attention.

Don’t overdo scripting over the phone – be yourself.

Identify your niche in the market and dominate it with supreme quality spreading yourself too thin.

Resources

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Objection!

First, we answered a question about the importance of being proactive with your seller and the strengths you can gain with good objection handling. We pinpointed the difference between an objection and a condition and why it’s important to have achievable goals of what you can change in a good deal. Then we discussed the importance of the personal touch and making a sale relatable. This led to a discussion about the use of language in sales, and why going off-script can be beneficial. Towards the end, we gave recommendations for some more resources to listen t

We also shared insights on;

  • Some good advice for a first FSBO listing appointment
  • What a real estate coach can really do for you
  • Battling discount broker competition and making sure you give enough quality
  • Circle prospecting systems, particularly MoJo and Z-Buyer
  • How to make sure you’re the number 1 real estate agent in your niche

Be Prepared!

Staying on top of the real estate market requires a lot of skills, and most of the time it’s a lifelong process of learning. Clients expect you to have all the information they need readily on hand – and you might, but you need to also remember that they don’t know what you know. Capitalizing on your knowledge and focusing on the one key area where you can truly shine is the way to success. If you have big ideas, you need to follow them up with a lot of hard work, however it will all pay off once you’ve got successful sales under your belt.

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 Generate Motivated Seller Leads & Use the Mojo Dialer with Tom Cafarella

How to Generate Motivated Seller Leads & Use the Mojo Dialer with Tom Cafarella

Many agents pass up on lucrative wholesale deals almost every day of their careers. What are they missing in order to capitalize on those deals? What tools need to be taken into account when branching out as an investor? What are the benefits of being versatile in real estate? These and many more questions are answered in this week’s episode with Tom Cafarella, who shares the secrets to his success.


If a marketing tool doesn’t work, it’s because you’re not working the lead or you’re not spending enough time or money on it. -Tom Cafarella

Takeaways + Tactics

Keep a big database of potential sales.

Only 1 out of 10 people sell at a discount – know what to do when you meet a discount seller and capitalize on it.

Always take advice with a grain of salt.

Resources

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Don’t Take It Personally

At the start of the show, Tom shared how the integration of virtual ISAs has helped his company hit upwards of 600 – 800 calls a day, and how this has increased their cold calling efficiency. Next, we got a brief tip from Gene Volpe regarding Feedly – a content aggregator from common news sites and RSS feeds, which can be utilized to generate engagement with content. Afterwards, Tom shared his experience with wholesaling and his experience with real estate agents’ reluctance to take on investing. He also touched on why agents shouldn’t take rejections personally and staying focused on the long-term goal. Towards the end he shared his tips on effectively using databases to get sales in the future.

We also shared insights on;

  • His ideas about the Real Estate Mogul podcast
  • Why agents need to be versatile and consider branching out
  • How to reach prospective sellers
  • The role of emotions in real estate marketing
  • Factors to take into account before deciding to invest in a property

Reach Your Potential

Staying afloat in the real estate business requires constant innovation and self-motivation to do better every day. Sellers will expect you to know what’s best for them – and you need to combine that knowledge with what’s best for you as an agent. Don’t miss on opportunities for self-development that could give your business a real boost. Part of real estate is about the technology you use in your marketing, but an even bigger part is the constant strive to do better and reach the maximum limits of your potential./span>

Guest Bio

Tom Cafarella is the owner Ocean City Development that purchases, renovates, and resells properties in the Boston, Massachusetts area. If you have a property, then Ocean City Development may be interested in it – whether it’s a small family house or a 10 unit property. Tom knew he wanted to be in real estate from a very young age and although he has been discouraged a few times down the road, he has now achieved his goal, working with Ocean City Development and buying over 50 properties a year. His work philosophy boils down to: People who like what they do do it better. Read more at http://tomcafarella.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.

Turn More Leads Into Clients: Scripts + Systems to Convert with Beverly Ruffner

Turn More Leads Into Clients: Scripts + Systems to Convert with Beverly Ruffner

When it comes to database, everyone is microwave mentality minded. How does this approach affect your ability to build a long-term pipeline of leads? How do you work through your database to determine the most important people? What do people get wrong with the ISA role? On this episode of Real Estate Uncensored we discuss this with Beverly Ruffner.  Gene Volpe also joins us with his weekly tech tip.


It’s all about taking the masses and figuring out a way to water it down and rise the most important to the top. -Beverly Ruffner

Takeaways + Tactics

The purpose of an ISA is to keep the pipeline full so you start to see results 6-9 months from now.

Multiple forms of communication are key.

A NO usually means NOT YET.

Resources

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Communication is KEY!

At the start of the show, we answered a question about how to get low ball buyers to step up, and Beverly said it’s important to tell buyers, “if you want to sleep on it, you won’t sleep in it.” Next, Gene gave us a tech tip, and reminded us of the importance of tech security and using Google Authenticator. Beverly then shared what people are getting wrong when it comes to lining up long-term business. Towards the end of the show, we talked about the importance of multiple forms of communication.

We also shared insights on;

  • How to increase your chances in the follow up
  • How to narrow down your database
  • Why it’s wrong to approach real estate with an instant need
  • How to improve the results of your ISAs

How to Know What You Are Looking For

The biggest problems with ISAs and databases is the leads suck or they cannot be converted. To get what you want out of your database, the first step is getting into communication with the database so you can start qualifying and categorizing people. Send out a mass email and see who you can grab, get in touch, follow up and maintain consistency. Remember, the only way you know what you’re looking for in a grocery store is how everything is categorized.

Guest Bio

Beverly Ruffler is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.balancebusinessconsulting.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.