You Got the Listing, Now What? High Tech High Touch Client Service with Melinda Estridge & Daniel Schuler

You Got the Listing, Now What? High Tech High Touch Client Service with Melinda Estridge & Daniel Schuler

New technologies may have taken over real estate, but the relationships, problems and objections are the same. How do you go from getting a listing to gaining a forever client? What are the ways you can set expectations when you start the relationship? How do you handle a seller who isn’t budging even though the price is wrong? On this episode, we are joined by real estate rockstars Melinda Estridge and Daniel Schuler.


If you get the business and then blow it, you’ve lost everything. -Melinda Estridge

Takeaways + Tactics

When sellers offer too much resistance tell them, “you’re still the highest bidder for your own home.”

As soon as you hit a wall or an objection, you need to go into question mode.

Write down every single thing you do, and then make a system so nothing goes through the cracks.

Resources

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Narrow It Down

At the start of the show, Gene shared his tip of the week which was SIC codes, and then Melinda and Daniel shared on the importance of narrowing down your lead gen pillars. Next, we talked about the importance of face to face interaction, why you need to get into question mode when you get an objection, and why you need to write down every problem and how you solved it. Towards the end of the show, we discussed why it’s important for agents to be willing to let the deal go.

We also shared insights on;

  • How to get out of judgment and into curiosity
  • How old school methods can actually be new school
  • Time and energy vampires and why you need to avoid them

Set Expectations

What makes a deal successful is the agent’s ability to set expectations from the start. Your goal is to make the people you work with forever clients, and that means being valuable and being of service. If there’s anything old school that transcends the test of time, it’s the face to face interaction that builds trust and believability. Make sure you don’t sign on with clients that will be time and energy vampires. If it’s overpriced, if they don’t want to stage, if they want to give a 30-day listing, if they are arguing about commission, and they have no motivation, ask yourself if you really want that listing.

Guest Bio

Melinda Estridge has always been passionate about helping others achieve their goals. Just a little over 30 years ago that same passion led her to pursue the practice of real estate. Working tirelessly to assist buyers in finding their dream homes – and in helping homeowners sell their properties for top dollar, Melinda has quickly risen in the ranks to become one of the top REALTORS® not only in the Washington, D.C. metropolitan area – but nationwide as well. To get in touch, send an email to info@estridgegroup.com or call 301.657.9700.

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.

 

Dominate Your Market With Farming & Community Blogging with Michael Hellickson

Dominate Your Market With Farming & Community Blogging with Michael Hellickson

Many agents show up to work and do everything but work. How does that get in the way of getting the results you want in your business? How do you counter this mindset with self-leadership? How can you maximize your prospecting time? On this episode of Real Estate Uncensored, Michael Hellickson joins us to answer these questions and share his successful methods.


The skill set of self-leadership determines who is going to be successful and who won’t. -Matt Johnson

Takeaways + Tactics

You’re more efficient and effective when you take breaks.

If you don’t have an assistant, you are one.

Treat agents in the industry like you treat clients.

Resources

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Work It!

At the start of the show, Michael shared the importance of being available for your family, and why rest makes you more efficient at the work you do. Next we talked about the importance of actually doing work when you show up to the office, and Michael shared the lesson he learned about treating agents well. Towards the end of the show he shared on why you need an assistant.

We also shared insights on;

  • How he managed to do 8-10 listing appointments a day
  • Why teams provide the best environment
  • The right people to take advice from

Get In Front

This is a voice to voice, face to face business. You have to be prepared to get in front of people and work to be effective at prospecting. Staying on track requires self-leadership, and a good system that not only tracks your database, but also segments it. Contrary to popular belief, it doesn’t take ridiculously powerful technology to make a ridiculous amount of money. You just need to have systems and people in place to make you more hyper-efficient not more hyperactive.

Guest Bio

CEO Michael Hellickson’s Club Wealth® Coaching and Consulting, an Executive Business Consulting Firm that offers coaching and training to business owners worldwide. In select scenarios, Michael also invests in and partners with profitable companies looking to take their business to the next level. Michael has been a leader in the real estate industry, where he built a multi-million dollar business as a real estate agent, eventually becoming the Nations #1 real estate agent. During his career, Hellickson has spoken to and coached thousands of students and organizations nationwide. Go to clubwealth.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.

 

Generating and Closing Seller Leads with Matt Lamont

Generating and Closing Seller Leads with Matt Lamont

A lot of things in real estate have changed and marketing is one of them. How does this relate to how agents generate seller leads? Why is it so necessary to get over the fear of knocking on doors? How do you get in front of people consistently? On this episode, we are joined by Matt Lamont, who shares some great industry knowledge, data and tips.


The goal is to be in front of people as much as possible -Matt Lamont

Takeaways + Tactics

You have to market your business, word of mouth is not enough.

A lot of things in prospecting have a lot to do with fear.

87% of FSBOs end up failing.

Resources

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Face Your Fears

At the start of the show, we answered a question on creating a great packet for a FSBO, and Matt Lamont told us the most important thing is to be an advisory asset. He also talked about the power of getting over fear, and why success has a lot to do with knocking on doors and seeing people face to face. Towards the end of the show, Matt shared how agents can start using their system.

We also shared insights on;

  • Why marketing is all about repetition
  • Data and how to use it
  • Why word of mouth isn’t enough

Repetition

Successful marketing is all about repetition, and people seeing you more than once. When it comes to getting listings, it’s very important to lose the fear of knocking on doors and getting in front of people. The most effective system is a combination of direct mail and door knocking. If you want to invest in Benutech, put 6 months worth of savings away for mailers so you can be consistent without running out of money. If you get over your fear and become an advisory asset for people, you can not only generate leads, you can actually convert them at a high level.

Guest Bio

Matt is in the real estate data industry specializing in finding people motivated by a life changing event that would cause them to sell their home. Benutech makes tools like Rebogateway and Titletoolbox that helps people in the real estate industry target their marketing more effectively. He currently heads up creating strategic partnerships in the real estate space. Go to golistyourself.net to learn more about his work.
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 Handle the Most Common Objections featuring Gene Volpe

How To Handle the Most Common Objections featuring Gene Volpe

How do you handle a person who tells you you’re too young or inexperienced? How do you improve your list building and actually make it easier for people to give you their email addresses? On this episode, Gene Volpe joins us to talk about the most common objections and how to overcome them.


Be confident in what you bring to the table, above and beyond everyone else. -Gene Volpe

Takeaways + Tactics

List building: create a lead magnet strong enough to capture people’s information.

FSBOs are never going to like you, they’re trying to avoid you in the first place.

If you’re new, partner with someone who has the seniority you’re looking for./span>

Resources

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Handling Objections

At the start of the show, we talked about handling objections about being too young or inexperienced. We also talked about the importance of confidence, and how to deal with FSBOs. We also answered questions about people who have family or friends who are in real estate, and why it’s important to add value.

We also shared insights on;

  • Improving your list building
  • Why it’s important to know your market
  • How to deal with someone who isn’t ready to move

Be Confident

The art of handling objections comes down to how quickly you can think on your feet, and turn the objection into a chance for you to really bring value to people. It’s all about being confident in that unique thing that you bring to the table, whatever makes you stand out is something you can leverage. It’s all about the value-adds and leave-behinds.

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.

 

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.