Lead Generation, Scripts and Promotion (Q&A)

Lead Generation, Scripts and Promotion (Q&A)

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You may already be trying to build up an online image for your business, but how consistent are your efforts? Are you using the right lead generation tools tailored to your business size? What do you use to weed out people who are curious about the price of homes in their neighborhoods vs potential customers? In this episode, Matt Johnson and Greg McDaniel answer questions on promoting yourself online, lead generation, and AI.

If you want to appear bigger than you really are, it’s very, very easy. Hop on Facebook live and Instagram stories and just start broadcasting live and share what you are learning -Matt Johnson

Three Things We Learned

Consistent marketing efforts increases your authority and credibility

Publishing content consistently makes you look authoritative. People remember you. It doesn’t take much to make a few videos each week and send them to your database on social media.

This kind of consistency shows people how committed and professional you are, and it helps build relationships with the people who watch your videos.

Single vs. team leaders lead generation sources

Single agents should not copy big team leaders. They have a bigger budget and a team that deals with lead generation, follow-up, etc. If you don’t have those kind of resources, stay away from digital marketing as a lead source and focus on leveraging your database.

Use AI to weed out “lookers” from leads

Invest in softwares that send automated messages to save you time and money when dealing with people who may or may not be interested in working with you. When they do reply, call them or text them personally.

Key Quotes

Be a student of the business and bring valuable information to the general public. -Greg McDaniel

Go to a local college. Tell them what you need done and see who needs the internship work, and get some work done for free. -Greg McDaniel

Single agents are better off strengthening their relationships with their sphere instead of trying to invest in SEO or online advertising. These tactics take time to work. Plus, you need a bigger budget and a team to do a proper follow-up with your leads. Being active on social media and  publishing videos and educational content will let people in your sphere and database know what you are all about. As a result, they will contact you when they are in need for help.

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.

Will Technology Disrupt Real Estate This Year w/Bernice Ross

Will Technology Disrupt Real Estate This Year w/Bernice Ross

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Technology opens new doors for agents and creates shortcuts when it comes to discovering the value of a property and how we do lead generation. How do you use technology to make yourself look more professional in front of both sellers and buyers? Will technology replace face-to-face meetings? In this episode, Bernice Ross will share how technology disrupts the real estate market and what aspects of real estate will remain unchanged.

The average person knows 12 different realtors, and they hire the person they’ve seen most recently, so this means you need to be face to face. -Bernice Ross

Three Things We Learned

Share in-depth reports with your customers

You can set yourself apart by giving detailed information to both sellers and buyers using online services that give free reports such as http://blog.narrpr.com/rpr/. This will show you a 30-page report on weather risks, sex offenders in the area, and everything you need to know about a property and its surroundings.

Keep track of where open houses perform the best

Send out all the information necessary to the people who walk into the open house. There are many softwares out there that can help you not only share a report about the property but also build a profile that shows you in what areas open houses bring the most sales.

Face-to-face meetings beat online lead generation

The average person knows around 12 realtors, and they contact the realtor they’ve seen most recently. Online generation tools are yet to beat in-person experiences and open houses when it comes to lead generation.

Key Quotes

If you want to find out what they are most likely to buy, ask them about their favorite house from their childhood. -Bernice Ross

I think the consumer does want something between them and the agent because they aren’t ready to do something yet. -Matt Johnson

Agents make the mistake of confusing responders with leads. Just because someone completed a form online that will allow them to see a home doesn’t mean that they are interested in buying right now. Putting more respondents in touch with AI instead of being contacted by an agent, weeds out the people who are simply looking from those who want to make a move right now. Consumers will benefit from it as well since they will be contacted only when they show more interest in buying a home.

Guest Bio

Bernice L. Ross is the CEO of Real Estate Coach, author, speaker, and coach in the real estate industry for over 30 years. She also hold a Phd. in Psychology, authored  numerous best-selling books, and has over 1,000 published articles.

You can subscribe to her free newsletter to get expert advice at  realestatecoach.com/newsletter.

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 Giving Without Expecting Anything in Return Can Positively Impact your Life

How Giving Without Expecting Anything in Return Can Positively Impact your Life

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Many team leaders and top agents don’t even think about sharing their knowledge for free. But giving without expecting anything in return has unexpected “side effects.” When you are reaching out to people, is pain your selling point? How do you use content to share your knowledge and build credibility? On this episode, we are joined by hosts of the The Grind podcast Jason Harmon & Joey Torkildson.

You have to figure out what you want to sell. Then you figure out what kind of marketing you want to get. -Matt Johnson

Three Things We Learned

Don’t make easing pain your selling point

Many coaches complain that they attract people who wait for too long before they want to invest in their education. They only attract people who are desperate because their lives are falling apart due to their business. The problem arises when coaches don’t figure out how to attract and warn people of the consequences of not being informed enough and not acting sooner.

Recycle the content you already have

For example, if you have a podcast episode, you can break down the episodes into different sections and discuss each one of them individually in blog posts and articles. Creating consistent content might not be the fastest way to get clients, but it helps you grow in the eyes of your database and establish yourself as an expert.

Help people out without expecting anything in return

Helping someone at the right moment with a piece of advice can change the course of their career. There are many ways you can benefit from helping others that go beyond the financial gains, from being remembered and referred to actually becoming their clients months, and even years, after you’ve helped them.

Key Quotes

Write down a list of five people you can go out and powerfully impact by doing something without wanting anything in return. -Greg Mcdaniel

Here is what you see. It’s the iceberg. But underneath what you don’t see is grinding away and doing the calls. -Joey Torkildson

Use two channels to send your message to your audience. These include one that is focused on problem solving and pain points and another that gives a taste of your services without focusing on business-changing strategies. The theory behind this is to attract the attention of both crowds. The first one that is currently facing problems in their business and they trust you to help solve them, and the second crowd that isn’t sure if you have the right answers to their questions but they would like to buy something from you of a smaller value to get an idea of what you are offering.

Guest Bio

Jason Harmon has over 15 years of experience in the real estate industry. He is part of the board of directors at Ronald McDonald House Charities of the Red River Valley. He is also the team leader at FM Team of Keller Williams Inspire Realty and the host of Grind Podcast.

Joey Torkildson is one of the host at the Grind Podcast, where he shares his real estate knowledge and gives advice to his listeners. He is also the CEO of Herg Group North Suburban and a team leader that stays in top 20% of all realtors in Minnesota.

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at http://www.genevolpe.com/about-gene/#

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 Crush It with Lead Generation Spending Less Than $1,000 a Month w/Nick Sakkis

How to Crush It with Lead Generation Spending Less Than $1,000 a Month w/Nick Sakkis

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Most agents tend to copy the same strategies that big players use in online lead generation, and they fail simply because they don’t have the same budget. But is there a way to run a well-oiled lead generation machine for under $1000? What do you do when you need leads as soon as possible and you are on a budget as well? In this episode, Nick Sakkis, shares how you can build a system based on sales funnels that will bring you all the leads you need, faster and at a smaller price compared with “traditional” strategies.

Let’s make an online washing machine, not our personal time of picking up the phone only to make 150 calls to close one deal. -Matt Johnson

Three Things We Learned

A group is your mini country

Social media groups are mini countries where you make the rules. You can use these groups to grow your brand and build a community around your business. People are sick of being bombarded with ads, but when they get invited to join a group, you give them freedom of choice, and the ones who accept your invitation are more likely to work with you compared with someone who sees your ad.

The golden era of Facebook advertising is about to end

If you are not able to run ads in Facebook’s golden era, in 3 months, or in 6 months when that third-party data is gone, you need to find a better way to advertise yourself. Because of the scandal that Facebook is involved right now, they will be forced to tweak the way they extract information from their users and sell it to advertisers like you.

Outbound tactics are no longer as efficient

Cold calling is no longer as efficient as it used to be. Most of us have a defense mechanism when we hear someone trying to sell us a product or a service. Technology changed the way we make purchases, and marketers are adding more steps from the moment someone showed interest to the call, simply because they want to filter out those who are less likely to buy.

Key Quotes

Facebook groups going forward are the place to be, and that’s almost like you are creating your own city. -Nick Sakkis

I don’t believe, in this current age, that the average realtor can come in this business and bootstrap and cold call people and take that rejection on a daily basis. -Nick Sakkis

You don’t need a big budget to succeed online. Most agents spend around $500 on online advertising. But when you spend only $500, you treat each like is gold. SEO might seem like a good idea, and it does work but the problem is that it takes a long time to work, and hungry agents needs sales the quickly. The only way you can get more sales for under $1000 and have immediate results is to build a sales funnel with a landing page.

Guest Bio

Nick Sakkis is the co founder of the Sakkis group and a digital marketing whizz.

He used social media groups to generate leads for his business and he teaches other agents how they can create lead generation machines on a bootstrapped budget at Funnelstoleads.com

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at http://www.genevolpe.com/about-gene/#

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 Work with Buyers Without Losing Your Mind

How to Work with Buyers Without Losing Your Mind

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Buyers can be a hassle at times, especially when they come with unrealistic expectations towards prices and the market. Is there a way to keep buyers grounded in the reality of the market? What about staying in touch with potential customers without being pushy? In this episode, we talk about how to be prepared to deal with the many challenges that come up with working with buyers.

Those people should know what you do. The best way to do that is Facebook live, like what we are doing right now. -Matt Johnson

Three Things We Learned

How to stay in touch with potential buyers

The best way to associate yourself with a positive experience and stay in touch with potential buyers is to give something of value to them. It could be a giftcard or a prize in money after they win a small contest. This will take care of the resistance and make them more willing to open up to you.

The cheating script

This script will not only help you bring negative experiences from your customer’s past to create empathy and keep them loyal to you, but it will also help you determine if you should work for them or not. Explain how you make your money and the time you invest. Ask them if  “They wouldn’t want to cheat on you” in the context of working with another agent, and observe their reactions.

Buyers looking for a bargain

Don’t price yourself too low. You will gain a reputation for yourself. In the end, all sellers think they sell for too little and buyers buy two expensive. For example, if someone is searching for a home in a price range that is not realistic for the market, ask them if they ever considered not buying right now, since at the moment the sellers hold the power, not the buyers.

Key Quotes

I have a shirt that says “Wanna buy a house?” I have a hat that says “Real estate life.” There is no secret to what I do for a living. I make it very clear. I’m a walking billboard. -Greg McDaniel

For every 12 people in your database, there is one deal and one referral. -Matt Johnson

Looking for a home without an agent is like representing yourself in court just because you are addicted to law TV show. Use this as your selling point when you are dealing with buyers who think they don’t need an agent. Show them stats and how well you know the market. You aren’t lending them only your time, but also your negotiation skills and real estate 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.

How to Actively Shape Your Future in Business and Personal Life w/Dan Trinidad

How to Actively Shape Your Future in Business and Personal Life w/Dan Trinidad

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Technological advancements not only impact the real estate industry but also how younger generations choose to communicate with agents. But what are the the things you should focus on as technology is always changing? Does technology simplify the process? How can you keep yourself playing the long game for long-term success? In this episode, Gene Volpe and Dan Trinidad speak about the impact of technology, procrastination, and taking action.

Most people go through life with no sense of urgency because in the moment they feel like they have so much time. -Matt Johnson

Three Things We Learned

Younger generations prefer to avoid face-to-face interactions

Technology changed the way the younger generations communicate. They are less willing to meet you in person. This kind of shift should make agents ask themselves what kind of tools they have to reduce face to face interactions as much as possible.

Technology doesn’t simplify the process

Both sellers and buyers still use agents regardless of technological changes due to how complicated the whole process is. If there are 10 steps to purchasing a home, tell them you can do nine of them and they will be convinced to work with you.

Focus on timeless mental models

In this stage, where everything is moving at such a fast pace, the best approach is not focusing on how to use as many tools as possible, but to learn timeless principles and models that withstand change. Real estate will always be a people to people business. But YouTube might disappear five or 10 years from now.

Key Quotes

In this stage that we are at now, the key things to look out for are the timeless principles, and the models. -Matt Johnson

If you fail, you make some adjustments and you move forward. Failure is the only way you learn. -Dan Trinidad

Everyone is excited about how they will be in the future, including the changes they will make. But they don’t start working on working on becoming the person they want to be 10 years from now. Procrastination is a major problem and it’s often caused by a lack of urgency. Time flies by quickly anyway, so why not make it worth it? Maybe a few years from now you could have x, y, and z instead of having the same things you have right now.

Guest Bio

Dan Trinidad is the CEO and President of Partners Mortgage and the founder of  “Partners For a Cure,” which he used to raise $1 Million Dollars for the Leukemia Lymphoma Society. A tragic event in Dan’s life changed his view completely and gave him a new sense of purpose and urgency to living his life to the fullest. Today, he teaches others not only to become better at running a business but also living in the present despite life’s hurdles.

You can contact Dan at dantrinidad10@gmail.com

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at http://www.genevolpe.com/about-gene/#

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.