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.

 

Resucceed: Create an Extraordinary Future While You Sleep with James Colburn

Resucceed: Create an Extraordinary Future While You Sleep with James Colburn

Fulfillment, passion and joy are missing from our business planning. How do these things affect our success over time? Why is sleep the key to the answers we’re really looking for? Why is it important to ramp down to bed? On this episode, James Colburn shares how he turned his life around and found fulfillment in his life and business. He also shares on why sleep is so important to us getting better!


We owe it to ourselves to build fulfillment into our lives and business plans. -James Colburn

Takeaways + Tactics

YOU are already enough – you don’t need to chase “enough-ness”.

Freedom happens because you create structure, which builds habits, and those habits create freedom.

Real estate is as simple as talking to people and listening for CHANGE – and social media is a dream scenario for listening for change in people’s lives.

Resources

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Freedom Comes From Structure

At the start of the show, James shared the journey he took to finding fulfillment, passion and joy in his business. Next, we talked about the importance of knowing what a million dollars would look like, and we also shared on the importance of knowing that you are enough. Towards the end of the show, we talked about the importance of having a set start to the day.

We also shared insights on;

  • Why it’s wrong to use fear as your fuel
  • Why freedom actually comes from structure
  • The science of sleep and what we can learn from Einstein
  • How you access miracles

Fulfillment First

Too often we get lost in the next transaction, and the next deal that we forget about what truly matters. We actually owe it to ourselves to put fulfillment first, and ask the questions that set us up for a successful future. Freedom happens because you create habits, and those habits over time, become things you don’t even have to think about. It’s important to build a life that fulfills you internally. Ask yourself questions at the end of the day, and in the morning, listen for your answer and it will be delivered to you.

Guest Bio

James’s core commitment is to human potential. This driving force compelled him to write RESUCCEED. For James, he believes the purpose of life has all to do with avoiding the trap of survival success which offers little to no fulfillment, passion, and joy in life. James challenge a life of a purpose where we are moved to contribute beyond ourselves, to fully show up in our lives, and fully integrate our talents and skills with our purpose, our meaning, and what brings us joy. With over two decades of executive and entrepreneurial experience including nonprofit leadership and oversight, real estate investments, for profit and nonprofit marketing design and implementation and business development consulting, James offers a unique and refreshing approach to his work and all of our potential. His direct approach is centered in the practical and approachable for every day, already successful but real people looking for that edge, that area of improvement that dispels the myth that you have to sit alone on a mountaintop for 20 years to attain a life with purpose, fulfillment and joy. Go to http://www.jamescolburn.net/ 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.

 

Swarm Marketing & Building a Relationship Based Business with Buddy Blake

Swarm Marketing & Building a Relationship Based Business with Buddy Blake

Agents constantly want to buy more leads, even though they aren’t converting the ones they already have. What is the maximum number of leads an agent can handle and get the most out of? What is swarm marketing and how does it work? On this episode of Real Estate Uncensored, Buddy Blake joins us for a high-level conversation about relationships, succession plans, and getting the most out of leads.


Whichever door they came in, is the door you need to walk them through and walk them in and out. -Buddy Blake

Takeaways + Tactics

Real estate agents get their skill sets and paychecks confused.

Taking an ISA or assistant, the least paid person and putting them in the most important port of contact is a mistake.

When you leave a team, no matter who you are, you are going to go down before you come up.

Resources

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Have A Plan

At the start of the show, Buddy shared how he got started, and the mistakes agents make. We also talked about the power of impression points and how to use swarm marketing to hit people from multiple angles. Buddy also talked about the succession plan when someone leaves a team, and why cutting down on leads can make people more productive.

We also shared insights on;

  • How many leads agents should really have
  • The power of scaling up relationships
  • How you learn more though relationships
  • Why you can’t be a good listing agent till you’re a good buyer’s agent

Relationships

Swarm marketing is all about creating multiple impression points and communicating with them the way they came in. If you’re looking at scaling, scale the relationship first, then look at scaling by adding leverage and automation. The role of first contact with the lead is a very important one, and it should be taken on by someone who brings the most value. The thing that will always be the most effective is the relationship.

Guest Bio

Buddy Blake represents the region’s finest properties with exceptional skill using the most innovative technologies currently available. Buddy Blake offers ultimate privacy and security, speed, and efficiency. His years of full-time experience have given him a clear understanding of the mindset of home buyers and sellers and a thorough understanding of the regional marketplace. Go to http://www.buddyblake.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.

 

Building a Team on Excellence + Professionalism with Tom Miller

Building a Team on Excellence + Professionalism with Tom Miller

What challenges are new teams facing when it comes to handling leads? What are agents getting wrong when they reach out to FSBOs? Why is education so necessary for FSBOs? On this episode, we are joined by Tom Miller, who shares on building a team on professionalism and client service, and recruiting the right people.


Never make them wrong, the client isn’t wrong to sell their home, it’s their house so they can do what they want. -Tom Miller

Takeaways + Tactics

Your 1st year in real estate can actually be easier than your 2nd year because you lost the novelty factor.

The people you’re talking to NOW are the people who are going to make a move in the fall.

With FSBO’s you have Educate educate educate on how homes are valued./span>

Resources

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Manage Expectations

At the start of the show, Tom shared on his background in banking and how that led to working in residential real estate. Next, he shared on what he looks for in the agents he hires, and the struggle many new teams face when their marketing starts working and leads start flowing in. Towards the end of the show, Tom talked about the importance of managing expectations, and the best strategies for FSBOs.

We also shared insights on;

  • Why the most successful teams have fewer lead ten pillars
  • Building an appraisal contingency plan into the paperwork
  • The conundrum of hiring new people

Know Who You Are Working With

When it comes to recruitment and working with people, you need to figure out two important things. Do they want to do the work, and can they do it? For FSBOs, remember to never make the client wrong, because this will make them less willing to work with you. Instead, educate them and improve their understanding. Lead with serving and add real value to the process for you to be the one who gets that listing.

Guest Bio

Tom works shoulder to shoulder with his clients, their lender and other professionals. He strives to make buying and selling homes as fun and rewarding as possible while achieving the greatest results for his clients. To get in touch email tom@dsmhomes.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.

 

Overcoming Distractions & Honing In On Priorities with David Greenwood: Doing Business with ADHD

Overcoming Distractions & Honing In On Priorities with David Greenwood: Doing Business with ADHD

ADHD can actually be an ability and not a disability. What are the positives that come with the condition and how can you leverage them to benefit your business? On this episode of Real Estate Uncensored we are joined by David Greenwood, who shares on his book Overcoming Distractions, and gives us an insight into ADHD through the eyes of an entrepreneur.


Successful people with ADHD focus on their strengths and push off their weaknesses. -David Greenwood

Takeaways + Tactics

The positive side of ADHD is creativity.

Stay in your lane: successful people with ADHD focus on their strengths and ignore their weaknesses.

Procrastination isn’t a time management issue, it’s an emotional coping strategy.

Resources

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Positives of ADHD

At the start of the show, David shared how he unexpectedly started his career in PR, and why your true calling doesn’t reveal itself immediately. Next, we got into his book, and he shared why and how he wrote it, and the positives of ADHD. David also spoke about how we should look at procrastination and why it isn’t always a bad thing. We also shared why the best leaders don’t harp on their people when they don’t get things done.

We also shared insights on;

  • The PR practices that are most effective
  • Why people need to be everywhere
  • Tactics for turning ADHD into an advantage
  • The book writing and publishing process

Advantageous ADHD

ADHD can actually be an advantage to entrepreneurs. It allows for greater creativity and the chance to hone in on your strengths, and build a business on what you really like. In marketing, people with ADHD can benefit from putting out content that suits their personality and attracts people like them. The keys to overcoming the distractions are routine, time management, getting enough sleep, exercising and when things go wrong – focus on fixing the system, not feeling bad about not getting things done.

Guest Bio

David is a PR expert, speaker and author the of Overcoming Distractions. He had the honor of gaining a vast amount of communications experience from serving as director of communications for Special Olympics Massachusetts. In his first year, he helped the organization gain more television news spots and positive press coverage then they had seen in years. David has been in front of more TV cameras and microphones than most communications professionals see in an entire career and he take that experience to each client. Go to overcomingdistractions.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.

 

Recruiting, Developing and Maintaining a Loyal and Profitable Team with Marcus Davis

Recruiting, Developing and Maintaining a Loyal and Profitable Team with Marcus Davis

A lot of people think that growth is about getting bigger, but it’s also about getting better. How do you hire high drive people without training your competition? How do leaders stop themselves from losing touch with their people? What are the things an organization needs to succeed? On this episode, Marcus Davis shares on increasing efficiency and driving automation.

At the end of the day, when you have structure, accountability and process, the whole becomes better than the sum of the parts. -Marcus Davis

Takeaways + Tactics

A company needs structure and process and accountability to succeed.

There were 3200 private mortgage brokers before the meltdown, now there are about 800.

Build a relationship where you’re adding value to your partner’s business versus just getting money.

Resources

 

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Efficiency + Automation

At the start of the show, Marcus shared on his organization and the power of increasing efficiency and driving automation. He talked about how the private brokerage landscape has changed since the market crash, and the importance of structure, process and accountability. Towards the end of the show, we discussed the greatness tracker and why everybody needs to have a boss.

We also shared insights on;

  • How to hire driven people without training your competition
  • Why relationships have a lot to do with adding value
  • How not to lose touch with your people as a leader
  • Why companies need to know why they exist

Sales Is Math

Sales is really a mathematical equation, and about your grit and willingness to surrender to that process week in, week out. A high functioning company needs to have the structure, process and accountability, without these pieces it can’t succeed. Increasing efficiency and accountability allows you to grow better not just bigger. The playbook starts with a major question, as an organization, why do we exist?

Guest Bio

Marcus is the VP of Sales at Summit Funding. Go to http://summitfunding.net/ 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.