Open Houses, Value Propositions & Building Trust (Live Q&A)

Open Houses, Value Propositions & Building Trust (Live Q&A)

What’s the best script for converting online leads with no proven track record? What is the most powerful value proposition you can give a seller? How do you build trust with potential clients? On this episode, we host a live Q&A, and tackle these are other concerns.


Conversations are the lifeblood of our business. -Matt Johnson

Takeaways + Tactics

Open houses: do not have a picture of the front of the house – you need something they can’t see from the outside.

The best value proposition guarantees your performance and takes away the client’s risk.

When sending out mailers, don’t get swept under the rug of the weekend.

Prep for your open house

At the start of the show, we answered a question about developing a strong value proposition, and the power of having the right photos for your open house flyer. Next, we discussed how to develop content for buyer and seller webinars. Towards the end of the show, we discussed determining how much a buyer values a property.

We also shared insights on;

  • The best days to send out mailers
  • The power of conversation
  • How to build trust with sellers

Be yourself

The best value statements and propositions are meant to guarantee the quality of your performance and eliminate risk. Make a big promise and take away 100% of their risk. Even if you’re new business, there’s nothing more powerful than showing genuine interest in the client’s life and you make that happen by getting into conversation so you get to know them. Once you understand the value of conversation, the more money you’ll make.

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 Dave Freidman Went From 40 to 400 Deals in a Year

How Dave Freidman Went From 40 to 400 Deals in a Year

Success stories can always be daunting because it seems so hard to catch up. What’s an easy, sustainable way to grow your business? How do you transition from going solo to being a team player? Why should you always have a clear motivation about what you want to do and where you want to expand? All these questions and more will be answered by our guest, award-winning realtor Dave Freidman.


We don’t do very many things, but the things we do, we go very deep and we do them very well. -Dave Friedman

Takeaways + Tactics

Stay focused on your key activities. Don’t play in a bunch of different sandboxes.

Track your lead generation. Dave knows that his 71 Touch Strategy brought in 65 deals and a 55x ROI, and can track his marketing dollar down to the lead and appointment set.

Anytime you feel like you’ve hit a ceiling, you’re missing a relationship in life.

Expand your business

We started off the show with some audience questions and Dave’s advice on dealing with specific objections. Dave pointed out the benefits of throwing out a third party testimonial to get the deal. Dave then talked about his background and how he got into real estate through being an active prospector. We then talked about expanding out of your own state through resale – Dave said he sees a lot of potential in South Carolina already, so he prefers to stay local. Dave then explained his 71 Touch Strategy as his winning plan for growing your database. Then we moved on to talk about Dave’s existing business – he revealed the important role of having fun and accurately tracking performance. Finally Dave talked about the importance of having the correct motivation when deciding to expand in your business. Finally, Dave summarized the most important steps for starting a team and what to look out for.

Then we moved on to talk about Dave’s existing business – he revealed the important role of having fun and accurately tracking performance. Finally Dave talked about the importance of having the correct motivation when deciding to expand in your business. Finally, Dave summarized the most important steps for starting a team and what to look out for.

We also shared insights on;

  • Identifying motivation as part of securing a deal
  • Eliminating the fear from expanding your business
  • Growing and developing your database
  • How Dave’s background and connections helped him expand
  • The transition from going solo to working in a team
  • Successfully delegating tasks and the importance of good recruitments
  • What a big goal looks like

Determination and Fun

Determination is key. Be on the phone every day, calling out again and again, and have a positive mindset when it comes to expanding. That will help you grasp the opportunity you need to really make it big. Your best opportunity is in the area you’re local to, the area you know and love. Identify the top potential and make sure to grab it when you can. Surround yourself with people who have the same goals – that’ll help you build a disciplined team that moves towards a common goal.

Finally, remember to be fun. People want to engage with someone who wants to have fun, so keep your entertaining personality because customers will relate to that and subconsciously choose you over someone else.

Guest Bio

Dave Freidman is an award-winning realtor, based in Charleston, SC. As the owner of one of the top real estate teams in Charleston, Dave has proven that he has what it takes to find or sell a home. He has been named a Top Producing Realtor for 13 years, and is in the top 1% of Realtors worldwide. He’s also been featured on HGTV’s show House Hunters. Dave has closed hundreds of transactions over his 15+ years in real estate, earning a JD Power score of 9.5 in complete customer satisfaction for 5 years running. Dave has spent the past 15+ years analyzing the home buying and selling process for his clients. He has dedicated his time to streamlining the process and improving the results. To find out more about Dave and his work, visit http://davefriedmancoaching.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.

It’s NOT About the Book with Nick Raithel: Creating a book you can market with

It’s NOT About the Book with Nick Raithel: Creating a book you can market with

A lot of agents think they need to be busy consistently, but actually being consistently drains them. How do you manage your time to make sure you don’t burn out? What are the biggest mistakes realtors make with books and other forms of content marketing? How do you leave your legacy as a realtor? On this episode, we talk to the founder of 7-Hour book, Nick Raithel who shares why a book should be the next tool in your content marketing strategy.


A book is having a thud factor, that is shock and awe. It really connects with people personally. -Nick Raithel

Takeaways + Tactics

When you’re tightly managed with your time, giving yourself room for a break will make a difference.

Time everything you do to have a sense of how long it takes to do something.

A book is like a business card that people won’t throw away.

The THUD Factor

At the start of the show, we talked about time management techniques and the importance of giving yourself a break. Next, we talked about the power of tracking what you do, and how to tell a story based on your life, and giving value to your clients. We went on to discuss what Nick calls the “THUD factor” and towards the end of the show we shared the biggest misconceptions people have about book writing.

We also shared insights on;

  • Managing your time expertly
  • The genesis of his business
  • The power of understanding what makes you unique
  • Why books give you credibility

What is your story?

If you want to stand out from the crowd, a book is a powerful thing that stays with people longer than any business card ever could. It’s a powerful way to give yourself credibility, and hit people with the “THUD factor”.

Everyone has a unique story to tell, and whatever makes you you is worth putting in a book. You don’t have to reinvent the wheel, just infuse what works with your own unique point of view. If you’re wondering how to bring more value, consider adding books to your content marketing arsenal.

Guest Bio

Nick Raithel is the founder of 7-Hour Book, a proven system that can give you clarity in terms of what you want to write about, assist you in developing an outline, and even partner with you in the writing itself if you don’t have the time to devote to the project. He is on a mission to help real estate investors get the recognition they deserve and attract new business and investment opportunities. Go to http://contentcorps.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.

Take the Elevator to the Top and Aggressively Expand with Facebook Ads with Ryan Stewman, the Hardcore Closer

Take the Elevator to the Top and Aggressively Expand with Facebook Ads with Ryan Stewman, the Hardcore Closer

Facebook is something nearly everyone in the world uses and has access to. But how can you use it to grow your own business? What’s the role of authenticity and being honest to the people you sell to? And why should you hold on to your sarcasm and start taking yourself a bit less seriously? We sit down with best-selling author Ryan Stewman to talk about his experience with Facebook expansion, how his background influenced his business style, and much more.


Sarcasm is a snippet of the truth buried in comedy. -Ryan Stewman

Takeaways + Tactics

Business rewards people who make mistakes.

Don’t let your money lay around – put it to work and check your accounts daily.

People don’t want YOU. If you want to aggressively expand your real estate business, sell the HOUSE.

Elevator to the Top

We started the show with a bit of Ryan’s background and how his lifestyle helped him build his business style. Then Ryan talked about his latest investment on Amazon and how this helps him make 3 grand a day. We also mentioned the benefits of buying successful, well-priced shares in big companies. Afterwards, we moved on to talk about Facebook ads and what Ryan’s learned about aggressively expanding through working for a lot of businesses. He shared his best tactics about marketing and keeping in touch with possible leads.

Finally, Ryan gave some more information about his new best-selling book, Elevator to The Top.

We also shared insights on;

  • Building a business debt-free
  • How to keep the hustle going
  • Proving your value to your market by selling a house
  • Assets you can acquire that will grow your profit
  • The importance of honesty and authenticity
  • Tactics for growing your business through Facebook
  • How is sarcasm useful in business

Re-Invest

Take any opportunity you can find to grow and expand your business. Think about how you can present yourself to your audience – normally authenticity and honesty are your best tactics. Facebook will help you reach a lot of people, however you need to prove your value and show them why they need you to help them. Find what makes you unique and cash in on it to get those deals.

Finally, if you have some money, don’t just leave it sitting around. Consider all your investment opportunities. And remember that even if it looks as if they won’t get you anywhere, they will pay off sooner or later.

Guest Bio

Ryan Stewman is a salesman and 4x best selling author. In January of 2012, Ryan registered HardcoreCloser.com and started teaching loan officers how to use social media to gain business from real estate agents. In the first year he did over 150k in gross sales. Year 2 came to over 300k in gross sales. As of 2016, which is year 4, Ryan has closed over 2 million in gross sales. Now Ryan teaches people from all sales fields across all industries, how to sell online. To find out more about Ryan, visit ryanstewman.com /span>

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.

Rockstar Phone Skills with Dale Archdekin

Rockstar Phone Skills with Dale Archdekin

Uncomfortable phone conversations are part of the daily routine of any agent. How do you make sure to own your leads and secure those appointments? What are the best ways to unpack some of the most common excuses? What’s the difference in how we treat different types of leads? In this episode, we join CEO of Smart Inside Sales and coach, Dale Archdekin to learn some legendary phone skills.


If you’re working with somebody who hasn’t bought and sold homes before, or hasn’t done it in a long time, it’s much easier to get that appointment. -Dale Archdekin/span>

Takeaways + Tactics

You need to know the unique headspace of each type of lead you call.

Overcome objections by Chasing the NO. Go deeper into the rabbit hole with them.

In between each phone call, give yourself a power statement or a mantra such as “This is the call. They are waiting for me to call.”

Communication is Key

We started off the episode with Gene Volpe’s tech tip of the week – using banner videos on your Facebook page to promote your business. Dale then joined us to give us some of his top tips about lead generation. Afterwards, we talked about the new trends in recruitment among top teams. We then got into the main mistakes young salespeople make when they get started on the phone. We agreed that communication is key and organic conversations are a lot more fun. We then roleplayed a common rejection script and we went to talk more about rejections.

Then we discussed working with buyer leads and offering good incentive. Then Dale gave some unique advice on how ISAs can be more effective when going after different types of leads. Finally, Dale suggested some great pre-phone routines.

We also shared insights on;

  • Lead generating with ISAs
  • The problems with the 100% commission model
  • The role of body language
  • Using rejection to your benefit
  • Unpacking the “I have to talk to my wife” excuse
  • Two-step listing presentations

Chase the No; Unpack It

Objections are never pleasant, however you can use them to your benefit. When a lead says no, don’t just give up, but try unpack it. Ask them why they’re saying no and then see what you can do to change their mind, to offer them what they might be missing. Start seeing a rejection as an opportunity, rather than failure. Furthermore, always remember that different groups of leads have different experiences.

You can’t treat a first-time seller and a FSBO in the same way because they have a completely different view of real estate agents. Modify your script to suit every individual group. Finally, don’t focus too much on your scripting. Own the conversation and listen to what the other person is saying and you’ll find not only more success but also that you’re enjoying the call a lot more.

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 and Smart Inside Sales at http://smartinsidesales.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 Buy Your First Investment Property and Rent It Out w/Marc Aschoff & Michael Zonin

How to Buy Your First Investment Property and Rent It Out w/Marc Aschoff & Michael Zonin

For many real estate agents, the option of investment can look very daunting. How can we make it easier? What skills do we need to recognize a good deal when we see one, and how much effort goes into maintaining your investment property? Furthermore, do friends make good business partners? Join us for an exciting chat with Michael Zonin and Marc Aschoff and learn how to get started in investment.


Be careful investing with friends and make sure you have everything laid out in the beginning. Make sure you’re accommodating throughout the process. It’s tough dealing with other people as partners. -Michael Zonin

Takeaways + Tactics

Consider the ROI threshold and make it a combination of risk and reward.

Sometimes profit comes when you least expect it. Even if a property doesn’t look like it’s worth it, consider investing – it may pay off.

When you work with partners, don’t step on each other’s toes. Work together towards success.

Invest, Rent, Repeat

We started off the episode with Marc and Michael telling us a bit about their background. Then they went on to explain their shared housing concept and how it’s worked in their community. Michael and Marc also explained how their profit works and how much they need to earn to break even. Afterwards, they shared the most common issues they encounter with properties, maintenance-wise. Michael and Marc also told the story of how they bought a cheap property, which, with appropriate maintenance and selling, rented at a great price. They also gave advice on moving on after bad deals and not thinking too hard about them. Michael and Marc had to then go because they were on location, but afterwards we discussed other successful examples of investment properties we’d encountered in our careers. At the end of the show, Greg shared a recent mean message he received.

We moved on to talk about non-negotiables and how knowing what isn’t an option for you can really help you with your future plan. Greg, Matt and Lane all shared their non-negotiables as well. Lane then explained how Changing Lanes came to be and how being fired six times helped him build his own business. Lane also mentioned the importance of consistency. Then, with a personal story, Lane showcased how helping others can make you more successful. Finally, we stressed how important life is and how making the most of it should be a top priority for everyone.

We also shared insights on;

  • Challenges involved with renting out a big property
  • Advice about good upkeep and maintenance
  • How to find your next investment deal
  • What makes a price too good to be true
  • The acceptable ROI threshold
  • Getting over your bad deals and moving on
  • The importance of knowing what you’re looking for in a property

Recognize

Investment can really help you boost your profits in ways you haven’t even imagined. The first step with any investment is to be familiar with the area you’re trading in. You need to be able to recognize what a good price and location is, and to be able to assess a property in terms of its potential for profit and risk.

If you come across a house, where your maintenance will go over the value of the house itself, it’s probably best to look elsewhere. Sometimes potential can come from unexpected places, however when you’re just starting off it’s always a good idea to play it safe and choose something you know will come back to you with good profit.

Guest Bio

Marc Aschoff grew up 25 minutes from Manhattan, and then went off to the University of Pittsburgh. After Graduating Marc knew he wanted to return to the NYC area. At that point he starting working full time in the financial services industry. While doing that, Marc invested in a number of properties on the side which is where he had the opportunity to learn about real estate. Eventually that hobby turned into a full time career. Marc also had the opportunity to be interviewed by the New York Times for some of the work he was doing with real estate in New Jersey.
Michael Zonin is currently working full-time as a Geotechnical Engineer in Manhattan. His passion for real estate investing has persuaded him to start investing. Most of his latest deals are being used as long-term rentals. A year ago, he decided to branch off from buy-and-holds and pursue fix-and-flips. Michael is currently looking for fix-and-flips in northern New Jersey.

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.