Sales & Marketing Smackdown on Objections with Aaron Wittenstein

Sales & Marketing Smackdown on Objections with Aaron Wittenstein

When it comes to handling objections, there’s a way to nip them in the bud before they come up. How can you use marketing to do this? How do you handle objections like where you’ve sold, if a house should get fixed or being in competition with other agents? On this special episode, we do a sales and marketing smackdown with Aaron Wittenstein and Gene Volpe, who will have you handling objections like a seasoned pro!


You can’t really question the market data if it’s right in your face. -Gene Volpe

Takeaways + Tactics

You want people to know over a period of time that you’re good at what you do.

It never hurts to paint a house and it never hurts to clean the carpets.

Listing agents who make negative comments about a property during the listing consultation are less likely to get the listing.

Buyer mentality

At the start of the show, we shared on handling the objection of being in competition with other salespeople. Next, we talked about why buyer mentality drives everything, and why market data is so necessary. We also talked about dealing with a seller who want to consider renovations first, and towards the end of the show, we talked about bringing up the more technical details in a smooth way.

We also spoke about;

  • Minute-by-minute listings
  • Seller communication and why you shouldn’t ghost your clients
  • How to handle an objection about selling in the area

What is your goal?

Before you start on a new journey, make sure to always clear up your goals and ideas. Without a direction, you’ll end up getting nowhere. Find what makes YOU and your vision of the future unique and see how that’s best utilized. Sometimes that’s not in the job you are in right now – it does take courage to pick up something new, however if you find that courage, the benefits you reap will be worth the failures and the closed doors along the way.

Guest Bio

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 homeowner 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 client satisfaction. Go to https://www.facebook.com/groups/gotobjections/?ref=br_rs to join Aaron’s Facebook group.

Gene Volpe is the founder of GVI Media (formerly Your Real Estate Concierge), speaker and local marketing expert. He has over 9 years of experience in the marketing arena. He is also well versed in the real estate field including buying, selling, renting, marketing and consulting on over 200 real estate transactions. He is an expert in brand establishment and elevation and remains on the cutting edge of real estate marketing with a hard focus on video and social media. Go to http://www.genevolpe.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.

How to Avoid These 10 Social Media Mistakes

How to Avoid These 10 Social Media Mistakes

When it comes to social media, a lot of us do too much all at once. What are the biggest mistakes people are making with their posting and content? How do you gauge if a seller is really serious? What is a huge misconception people have about marketing? On this episode, we answer questions and discuss the common social media mistakes people are making.


Tailored content for each platform is what actually builds reach and engagement. -Matt Johnson

Takeaways + Tactics

Don’t post the same content across all social media platforms.

Share more than your own content on social media.

Make sure you’re not just using landscape photos and videos.

Share wisely

At the start of the show, we answered a question on leaving a brokerage gracefully, and we started talking about the 10 social media mistakes people make and how to avoid them. We also talked about getting an authority stance over your competitors and how to use your marketing money to get business. Towards the end of the show, we shared on why you shouldn’t just share your own content.

We also shared insights on;

  • iPad listing presentations
  • Creative handwritten notes for FSBOs and expireds
  • Why you shouldn’t over-post on Facebook

Be of value

Before you rush to be valuable across multiple social media channels, start out by being super valuable to one person in one place or to one group of people consistently. Once you’ve mastered that, you can do more for other people. When it comes to marketing, go after people you already have a connection with, who have an urgent need for what you need before you go after complete strangers.

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 Become A Local Real Estate Rockstar Even If You Are Brand New And Don’t Have Any Customer with Nick Sakkis

How To Become A Local Real Estate Rockstar Even If You Are Brand New And Don’t Have Any Customer with Nick Sakkis

If you think sending an email a month is enough to effectively market to your database, think again. What do you need to do in order to be in front of the right people consistently? Why is Facebook Messenger the new email? How can you find the right people to feed into your database? On this episode, agent and marketing expert Nick Sakkis goes deep on building a wall around your database with good marketing.


I think most Realtors should crumple up the money they spend trying to generate cold leads. -Nick Sakkis

Takeaways + Tactics

Build a wall around your database by running Facebook ads to them. This creates the appearance that you’re “everywhere” for as little as $5/day.

People are continually chasing after the cold leads, but the real money is in the people who already know, like and trust you.

Build your Facebook Messenger list as large as possible, open rates for FB messages are 70-80% right now. Speak to people in the channel they want to be in.

$5 a day

At the start of the show, we talked about how Nick got started and why we’re a demand generation. Next we talked about how powerful $5 a day on Facebook advertising can be so effective. We also spoke about the power of building a wall around your crowd and how to get in front of the right people in the first place.

We also shared insights on;

  • The truth about email open rates
  • How to get in front of the right people
  • How to get people to opt into your Facebook Messenger

Target with Facebook

If marketing was basketball, Facebook would be your point guard. Target a high number of people with exactly what they want and you’ll succeed. You’ll gain the advantage of having people come to you in their time of need, instead of you constantly having to go out and prospect all the time. Learn to build a relationship with the right people and then build a wall around the people who know, like and trust you. If you can’t afford to spend $5/day to target the people that know, like and trust you that will be around for as long as you’re around, just get another job.

Guest Bio

Nick is the co-founder of the Sakkis Group, Nick acquired his real estate license in 2005 where he worked for Prudential Tropical Realty. Nick was born and raised in South Tampa, attending local schools, including St. Johns Greek Orthodox Day school, Plant High School and Hillsborough Community College. Growing up as a two sport athlete Nick developed a strong sense of what it takes to win and be successful. He has brought that same level commitment and perseverance to his real estate business. Go to http://www.sakkisgroup.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.

How to Market Like a Maniac: Revolutionary Real Estate Marketing with Barry Coziahr

How to Market Like a Maniac: Revolutionary Real Estate Marketing with Barry Coziahr

Many agents are insecure when it comes to marketing their properties online. How can we work towards developing a balance between old school and contemporary digital marketing? Does it need to cost thousands of dollars to have a good marketing strategy? Why should we write our property descriptions more like our dating profiles? We sit down with marketing guru Barry Coziahr to bust some popular myths about successful business marketing.


Your communication skills and your ability to build relationships are key in any sales business. -Barry Coziahr

Takeaways + Tactics

When it comes to real estate marketing, think outside of the box. Don’t just show people what they can see on Google Street View.

Look at other industries and see what strategies they’re using to attract clients.

Write the descriptions of your homes as if you’re writing them a dating profile. They need a personality, not just soulless facts.

If you know how to use the right tools properly, marketing won’t necessarily cost you thousands.

Resources

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Postcard Mania

We started off this episode with Barry’s background in marketing and the unique model PostcardMania has developed with its clients and growing businesses. Barry also had a few thoughts on how classic direct marketing can now be reinterpreted for the digital age. Gene Volpe then shared his tip of the week, which was to observe marketing strategies by big successful companies like Disney and the techniques they use to influence their audience’s perception and trigger nostalgic feelings. Barry agreed that this is an effective method and we talked about how an equivalent of this can be applied with postcards and with any other marketing strategy online. We then discussed the importance of thinking outside the box when it comes to real estate marketing. Gene pointed out, and we agreed that success lies in building a marketing plan for every property you manage. Finally, Barry talked about what makes a good, effective website and how public speaking can help develop your attitude, not just towards marketing but also real estate in general.

We also shared insights on;

  • The benefits of Direct Mail 2.0
  • The importance of visual communication
  • What makes a good Call to Action
  • How good local knowledge can benefit an agent
  • Creating low-cost, consistent marketing plans
  • The right way to budget for real estate marketing

Marketing is needed

Even if you’re the greatest real estate agent in the world, no one will know unless you market yourself property. Good, reliable real estate marketing is all about giving your properties a personality and not just a bullet list of statistics. Consider what’s unique about that property and about the channels on which to present it. Learn how to use all the tools available to you – like Facebook Live, which is booming in popularity at the moment. Some of the best social media strategies can be either free or remarkably cheap, so no need to splash out on expensive marketing either. Thinking outside the box is way more valuable than money and can bring you a lot more success, too. Don’t forget to look at other big names in other businesses and see what they do to attract their customers. Once you fine-tune your marketing to your audience and understand how to engage their attention in an instant, then your success is as good as guaranteed.

Guest Bio

Barry Coziahr is a marketing assistant with 15 years of marketing experience, based in Clearwater, FL. As PostcardMania’s National Speaker and Marketing Specialist, Barry is a sought-after speaker, educator and marketing consultant, specializing in small businesses. He is also the host of Real Live Marketing, ranked as a new and notable podcast by iTunes in 2014. Barry has trained and consulted more than 10,000 small business owners and delivered over 1,000 seminars all over the United States. His presentations demonstrate proven marketing tactics using real-world examples and case studies to help small businesses and nonprofits market themselves successfully. Find out more about Barry at barrycoziahr.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.

 

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.

 

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.