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.

 

Why People Aren’t Successful in Marketing

Why People Aren’t Successful in Marketing

It’s so easy to drown in the mental work and tactics of real estate marketing. How do you put your focus on the right things and overcome the difficulty of marketing execution? How can you refine your Facebook ads to your advantage? In this episode of Real Estate Uncensored, Gene Volpe joins us as we discuss Facebook marketing, geofencing, and knowing who to go after.


It’s not just fear that holds people back, it’s also the hard, mental thought and the dread of having to sit down and figure something out that you don’t already know what to do. -Matt Johnson

Takeaways + Tactics

People make the mistake of obsessing with the tools to get a message out, without knowing what to say or who to say it to.

Your best lead source is people who already like you, know you, and trust you.

Online buyer leads: if you don’t respond in minutes, the leads exponentially decrease in value.

Don’t wish it was easier, wish you were better.

Resources

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What Is Marketing Costing You?

At the start of the show, Gene talked about creating multiple streams of content, and how you can use Facebook to see how much ads are costing you. We also shared on how people get the market, medium and message triangle wrong. Next, we talked about the importance of coming from a place of ascension and not aversion. Towards the end, we talked about future marketing trends and geofencing, Pinterest, as well as the four agreements of following up on a home value lead.

We also shared insights on;

  • How Facebook cares about relevant ads
  • How people stay in their comfort zones
  • If you should get pre-qualification or pre-approval
  • Who the best lead source is

Know Who You Are Talking To

It’s so easy to get distracted by the medium, but the bottom line is human nature, and truly knowing who your person is. Who are you talking about and what message do you have to put in front of them that’s going to be compelling? It’s critically important to know who you’re going after and how they will use the technology, so you overcome the hard mental thought of the marketing tactic. Remember, it’s not where the leads are from, it’s who they are. For success, take inventory of yourself and ask if you’re averting or ascending. If you ascend, you gain your freedom!

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.

 

Mindset, Limiting Beliefs & How to Become the Best Version of You with Wayne Salmans

Ninety-five percent of everything we do is just auto response, and based on the beliefs we’ve programmed. Why is it so important to work on reprogramming our limiting beliefs? What mistake do we make in our understanding of failure? How do you get self-confidence? On this episode of Real Estate Uncensored, Wayne Salmans returns to give us more insight on mindset, overcoming challenges and changing our stories.

Am I going to be limited by my resources or am I going to be unlimited because I am resourceful? -Wayne Salmans

Takeaways + Tactics

Failure isn’t a tattoo, it’s just a bruise.

You don’t FIND self-confidence, you GO GET IT.

Dig deeper and ask the hard questions to get to the root of your limiting belief. Awareness is half the battle!

Greg’s Favorite Scripts – Prospecting, lead generation, objections handlers and much more. Each script comes with video links to see the script delivered with proper tone and phrasing.

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Personal Development

In this episode Frank Klesitz talks abAt the start of the show, we answered a question about handling the “your company is too small” objection. Next, we talked about what we’ve observed in our Rockstar Prospecting course, and how a lot of people’s issues have more to do with personal development than skill. We also discussed how to go about uncovering your own limiting beliefs and the importance of taking advantage of the compound effect. Towards the end of the show, we discussed what causes fear of success, and what causes us to drift from our goals.

Wayne also shared insights on;

  • How to get clarity on an objection
  • Why positive affirmations are so necessary
  • Why thoughts come from programming
  • How to solve road rage
  • Drift and why so many of us fall prey to it

Key Quotes

Fear of success is fear of failure at the next level. -Matt Johnson

We miss our goals sometimes because we just naturally drifted to something that was easier, we drifted to a lesser goal. -Wayne Salmans

You Have a Choice

Before you can make an impact in the world, you have to save yourself. To make that possible, awareness is half of the battle. A lot of our reactions happen so fast that it feels like we don’t have a choice, but we can change our response by hacking into our reactions. Identify the limiting belief, and then commit to exploring the opportunity to disprove it. To overcome the negative things that try to defeat us, we have to pour in the good stuff and free our own minds.

Guest Bio

Wayne’s mission is to empower people to actively engage and participate in their own transformation and success. After building homes in Alaska for 5 years, Wayne began to pursue a career in Real Estate. Within just a few short years he joined the top 1% of realtors, and was voted one of 30 under 30 top Realtors in the nation by Realtor Magazine. As a successful developer, investor and builder Wayne has purchased and sold millions of dollars in residential and commercial real estate. Wayne is passionate about family, marketing, building wealth through real estate and serving in the community. Find him on Facebook https://www.facebook.com/waynesalmans.

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 Deliver Your Best Listing Presentation with Derrick Evens

Real estate agents are making avoidable mistakes when delivering listing presentations. Are you burying the homeowner with too many numbers? Are you distracted by your phone? Do you bring a gift? In this episode, Derrick Evens, who has witnessed over 65 listing presentations from top agents, shares his top tactics for winning more listings by giving better presentations.

You can’t show up for a listing presentation empty handed. You have to show them you aren’t someone who is outside of their circle, you are inside of their circle. – Derrick Evens

Takeaways + Tactics

Winning the listing comes down to one element – trust

Why you should never show up empty handed (and what to bring)

Get your information across in the form of questions

Greg’s Favorite Scripts – Prospecting, lead generation, objections handlers and much more. Each script comes with video links to see the script delivered with proper tone and phrasing.

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Win The Real Estate Listing

In this episode we talked about ways to find material for your videos by simply going through your sent box and seeing the questions you have replied to. Next, Derrick talked about his show ‘Win This Listing’, and gave us a number of tips to win listings, including the need to be present and not on the phone. He also shared on the gifts you should bring, and when it is best to discuss numbers with the homeowners.

Derrick also went on to talk about;

  • The importance of not saying anything negative about the home until you are signed on
  • The importance of being relaxed and being able to laugh and joke with the homeowners
  • The fact that homeowners value how available you are

Key Quotes

Agents think how many deals they do every year is very valuable. What homeowners think is valuable is how available you are. –Derrick Evens

Homeowners want to believe you believe in the property as much as they do, and that you see all the beautiful elements in it. –Derrick Evens

Be Available As A Real Estate Agent

Availability matters to homeowners a lot more than a long list of homes you have sold, so be 100% present in your interaction with them, Show that you can be an available partner in this process. Homeowners want to feel like you’re part of their circle, and that you see all the great things they see in their own home. By changing your approach to listing presentations, you can become the most appealing agent to homeowners. Remember, building trust is the paramount goal.

Guest Bio

Derrick Evens is the host and creator of the reality television ‘Win This Listing’. As such he has seen over 65 different listing presentations from some of the best agents in the San Diego area. To find out more information about Derrick head over to SmarterSanDiego.com for more information, connect on LinkedIn https://www.linkedin.com/in/mrcredit or follow him on Twitter @MrCredit.

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.

 

Understanding Broker Relationships & Dealing with Multiple Offers

How do you explain options to clients who want more money for their property than it is worth? What do real estate agents get wrong about brokers and their role in their work? How do you manage your time and make sure you’re putting it to good use? On this Real Estate Uncensored episode, we field a number of questions from the audience. We cover scripts, dialers and lead generation.

You are employed by your client and you need to go and represent their interest with the best knowledge possible. –Greg McDaniel

Takeaways + Tactics

Don’t ever call a cell phone through an electronic dialer. If you get caught, there is a $16,000 fine attached to every cell number dialed.

In order to have a really good real estate business, you have to spend about three hours a day on lead gen.

There is a fundamental misunderstanding that your broker is there to provide you with leads and that is almost never the case.

Greg’s Favorite Scripts – Prospecting, lead generation, objections handlers and much more. Each script comes with video links to see the script delivered with proper tone and phrasing.

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Dealing With Real Estate Offers

On this episode we shared how to discuss options with someone who bought in a down turn now that the market is in an upswing. We also answered questions on how to deal with clients who say an offer is not high enough. We went on to discuss how to deal with a seller who doesn’t know where they want to move to and how you can help them. We finished off by discussing what brokers actually do and the misconceptions people have about them.

We also gave insight on;

  • Our new podcast Get Now Business coming in May
  • How to manage your time if you only have a limited number of hours a week
  • Mojo versus Vulcan and the pro’s and con’s of electronic dialers
  • Dealing with properties that have multiple offers
  • How to organize your follow ups and how important it is to keep calling

Key Quotes

Essentially your broker is there to give you a place to hang your license and they are counting on you working your sphere to bring in 5, 10 or 15 deals a year. -Matt Johnson

If you’re not good enough, celebrate it. Write down all the things you suck at, and try to become better. -Greg McDaniel

Knowledge & Scripts

There are a whole host of mistakes that agents make when talking to either clients, agents or brokers. You can avoid these pitfalls with the right knowledge and scripts that will be helpful in scenarios where you have to deal with these people. Start using these today to help grow your sphere, and make more positive connections. This way, you can actually generate the leads that will be the engine of your business.

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.

 

Cold Prospecting, Tracking & Visualizing Your Numbers w/Aaron Wittenstein & Pasquale Scopelliti

Watch the On-Demand

What is numerical visualization? How can agents get over the pain of prospecting and focus on the rewards? On this episode of Real Estate Uncensored, we talk accountability and it, not numbers, to stay focused and motivated. Our guests Aaron Wittenstein and Pasquale Scopelliti provide insights.

It is painful to invest and make effort. There is a painful discipline you have to make yourself go through before you get addicted to the reward.-Pasquale Scopelliti

Takeaways + Tactics

  1. We don’t equate learning with the necessary failing and we don’t bridge it to figure out the lesson.  
  2. A new person has to go through the learning curve of overcoming the pain of activity, because they start with a greater measure of pain than joy.
  3. There is no need to modify a script for the holidays, why modify something that works?

On this episode we discussed:

  • The consistency and activity necessary to succeed in prospecting
  • Holding yourself accountable without focusing on the numbers
  • Our emotional connection to numbers
  • Analyzing failure and numerical visualization

Key Quotes

Activity will be emotionally difficult, you have to know there’s pain but know that there is a reward which is joy.Pasquale Scopelliti

If you’re not failing you’re not doing something hard enough, or enough times.  Greg McDaniel

Some people don’t need numbers to smack them on the head because they can keep themselves accountable. Having extraordinary, focused, disciplined accountability comes down to understanding that the activity might be painful, but the joy of the end result is far more attractive. It’s important to analyze everything you do, including your failures.

Guest Bio

Pasquale is a highly experienced advisor and consultant who has worked with some of the world’s most successful businesses and executives since 1993,  after starting a business coaching small business owners in 1987. Pasquale is a self-proclaimed consigliori and he specializes in management and recruitment consulting. He has also written a book called The Switch, which is available for download on his website. For more information on his work go to www.theconsigliori.com.

Aaron is a full-time, full-service Realtor, whose expertise as a seasoned real estate agent gives him a well-rounded background that will benefit a first-time home buyer, a home owner veteran, investor, or a returning client. His qualifications include 15+ years of fast-track sales experience in diverse business environments, with 12+ years in real estate. Having been fortunate to work under multi-million dollar producers, he has extensive knowledge of the real estate business which will fully maximize his clients’ satisfaction.

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.