How to Get Traction & Then Build Momentum w/Spencer Combs

How to Get Traction & Then Build Momentum w/Spencer Combs

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The thing that constantly holds us back from getting better results in business is mindset, and the influence it has on the actions we take. How do we connect the right mindset to the tactics and actions that will move us forward? How do we identify what we’re missing, and how do we implement that piece into our lives? What are the 4 types of agents, and how do you move towards the zone where you are most effective? On this episode, coach, speaker and author, Spencer Combs shares on how to go from victim to champion, he also shares why more real estate training isn’t the answer, how to identify victims and why what we don’t do is what holds us back.

Most of us know what we should be doing, we even know how to do it but we won’t take the action, and it’s almost always because of an incongruence in beliefs. -Spencer Combs

Three Things We Learned

The 4 Categories Most Agents Fall Into

Unqualified champions are people have the mindset but not the mechanics to get things done. Unqualified victims don’t know the mechanics and don’t have mindset. Qualified victims know the mechanics but have a negative mindset. Qualified champions have the mindset and mechanics so they are able to get into action.

The 2 most dangerous words in the English language

Saying “I know” is very dangerous because it stops us from learning anything or taking the steps to get better and go towards our goals.

The power of clarity and chunking

The first step is getting clear on what it is we want to achieve, and then looking for people who have already achieved it, and starting to break down the chunks of action we need to take to get there.

Key Quotes

If you’re a qualified victim, it’s not what you don’t know that’s stopping you, it’s what you do know that you don’t do. -Spencer Combs

If you’re not consistent at 2 appointments a week, you’re probably not a full-time real estate agent. -Spencer Combs

No matter how much motivation, drive and real estate training we have, if we don’t actually have a detailed and broken down action plan, we won’t be able to grow our business. In order to get to that action plan, clarity is key. We have to find someone to model who is doing exactly what we want to do, and then breaking down the actions that will allow us to do the same. One of the most powerful ways to get traction is to put ourselves into a rhythm of regular planning. Ultimately, when mindset and mechanics are congruent, action will take place.

Guest Bio

Spencer is a Coach, speaker and founder of Spencer Combs Resources. He also serves as Director of Operations for the Jeff Riley team in Columbia, SC. Go to http://www.spencercombs.com/ or http://productivitystreet.com/ for more information.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

The Have Mets vs. The Have Not Mets w/Dale Archdekin

The Have Mets vs. The Have Not Mets w/Dale Archdekin

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Many agents have a really difficult emotional adversity to being rejected by new people because they take the rejection personally, but the truth is, a new person’s resistance is a natural reaction. What mindset shift should you make about this so you can persevere in prospecting? How can we go about putting ourselves in front of new people and then getting them to know, like and trust us? On this episode, Dale Archdekin talks about the have mets and the have not mets and how to overcome the fear we have around that.

Accept that a stranger is going to be naturally defensive and skeptical of us. -Dale Archdekin 

Three Things We Learned

A stranger will naturally be defensive and hesitant toward us. Don’t allow that to hold you back.

From childhood, it is ingrained in us not to trust or talk to strangers, and when you’re a salesperson that’s an extra layer we have to break through. But don’t let the natural resistance deter you from talking to new people.

How strangers respond to us initially is not about US – it’s about them

When people are skeptical of us when they first meet us, we shouldn’t take it personally. They are rejecting their concept of a stranger salesperson. Remember, if a person doesn’t even know you yet, it’s impossible for them to actually dislike you.  

Everyone who knows, likes and trusts you was a stranger at some point

The people you worked with and delivered a great service to were also people who didn’t know like and trust way back in the beginning. You would have never gotten to that wonderful place with that person if you didn’t go through the tough part of front which is a their natural resistance.

Key Quotes

You have to be willing to let people think they’re going to think about you, but then have the mental fortitude to change their mindset through your actions and willingness to help. -Greg McDaniel

The unknown should be something we should be excited about, because there is so much untapped possibility there. -Greg McDaniel

The truth about every meaningful relationship in our lives is that those people started off as strangers and they didn’t know, like and trust us immediately. As a salesperson, whenever you talk to somebody new, you will run up against resistance, rejection and a bit of adversity. This resistance isn’t about us or anything wrong with us, and if we actually bring value to these people, they will also become people who know, like and trust us.

Guest Bio

Dale is a Realtor and founder of Smart Inside Sales. Go to smartinsidesales.com for more information, email dale@smartinsidesales.com or find them on Facebook.  

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

It’s Not What You Know, It’s What You DO That Counts w/Dale Archedkin

It’s Not What You Know, It’s What You DO That Counts w/Dale Archedkin

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One of the reasons many agents struggle to close on prospecting calls is that they haven’t mastered the basics of the call like introducing themselves quickly, and learning what the prospect’s true motivations are. How do you practice these aspects? Why is action more important than knowing everything? On this episode, Dale Archdekin shares what he’s learned from training agents and teams on prospecting and conversion.

There are 3 different stages of the script, who you are, where you’re from and what you’re doing on the phone call. -Greg McDaniel  

Three Things We Learned

It’s not what you know, it’s what you DO that counts

No amount of training and learning what works will change anything if it’s not put into actual action. What matters is doing, and even if you don’t know everything, that’s what helps you grow. In prospecting, it’s often about getting out there and just doing it, getting the practice, learning and getting better.

The value of real, live-fire practice

It’s not just about roleplaying, it’s about actually going through the foundational aspects and demonstrating them in real time. It’s about mastering aspects of talking to a lead, objection handling, and working the lead through to a closing. Getting used to this in practice means it will feel more natural on an actual prospecting call.

Why you shouldn’t practice in your leads

Don’t practice on your leads because they are getting more and more expensive, and you want to be ready when you get on the phone with them.

Key Quotes

You have to be human-centric, not house-centric. -Greg McDaniel  

There’s a lot of value in roleplaying but you actually have to practice it enough times to where it just rolls of the tongue without thinking about it. -Matt Johnson

If you’re already experienced at the basics of a prospecting call, role play is just a warm up, but a lot of agents still need to lay the foundation of the basics of the call. If you want to get better at cold business, practice your calls, from the opening to the close, from introducing yourself and stating the purpose of the call. It’s all about getting the most important question of the call answered and you get there by mastering all the pieces of the call.

Guest Bio

Dale is a Realtor and founder of Smart Inside Sales. Go to smartinsidesales.com for more information, email dale@smartinsidesales.com or find them on Facebook.  

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

Theresa Barnabei Part 2: How to Build a Predictable Business Through Referrals

Theresa Barnabei Part 2: How to Build a Predictable Business Through Referrals

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One of the 4 pillars of a successful and sustainable business is after sales follow up and building a referral-based business. If we haven’t been good at our client follow up, what are the steps we need to take to rectify that? How can we evaluate whether our activities are giving us a return on time? What’s a simple system for building more relationships? On this episode, Theresa Barnabei continues to share insights on becoming successful in business, and this time we focus on generating referrals.

Real estate is not a rocket science business, it’s a highly evolved people business. -Theresa Barnabei  

Three Things We Learned

The early indicators of ROI

Production isn’t the only indicator of whether we’re getting a return on investment. There are initial indicators that tell us how well we’re doing. Use the acronym TEEM- Time, Energy, Effort and Money. Take a look at the time, energy, effort and money you’re spending on any one of those things, and evaluate if you’re getting a return on investment.

How to get back in touch with past clients

If you have not stayed in touch with your sphere, write an apology letter. They entrusted us with a life event and falling out of touch with them is unacceptable.

How to get more business

If you want to do more business, you have to get to know and like a lot more people. People will do business with people they know, like and trust. In order for people to get to and like you have to get to know and like them.

Key Quotes

You can’t continue to be a business person if you’re not actualizing a return on your investment. -Theresa Barnabei  

Sometimes in real estate we think the only measuring stick we have is the production goal, but there’s more. -Theresa Barnabei  

If you do a good job of keeping in touch with the current clients you have right now, at least half of those clients will come back for repeat business in 4-5 years. It’s all about staying in relationship with these people and getting to know them beyond the transaction. You want to be the person they think about and refer when real estate comes up. The goal of after sale follow up is basically continuing to get to know and like people.  

Guest Bio

Theresa is a real estate business coach, educator, author and speaker. She is the founder of Flight Of Your Life Success Coaching With Theresa, TBConsults and Black Card Service. Go to http://www.multiplyyourrealestatebusiness.com/ to get a free copy of Theresa’s book “Multiply Your Business: 10 New Marketing Realities For The Real Estate Industries.”

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

Theresa Barnabei Part 1: Finding your Comfort Zone With Prospecting & Business Building

Theresa Barnabei Part 1: Finding your Comfort Zone With Prospecting & Business Building

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There’s always a new training product, free webinar of eBook that promises to boost our business. The problem is if it’s out of our comfort zone, we just won’t stick with it long enough for it to work. What are the prospecting and lead generation strategies you should always start with? How do we work towards activities that are more out of our comfort zone? What are the 4 things we need to pay attention to in order to build successful, scalable businesses? On this episode, author, speaker and real estate coach Theresa Barnabei shares on creating a successful business on strategies and activities we can do consistently.

Never abandon what you do successfully. It is usually what you’re most comfortable doing. -Theresa Barnabei

Three Things We Learned

How to connect with people as an extrovert

Being an introvert in real estate doesn’t mean we can’t connect with people. We can still be a bit more extroverted when it suits us and our businesses. You can be introverted but still shine in getting people to know, like and trust you.  

How to switch from a selling mindset to a serving on

When people are prospecting and lead generating, they tend to have a mindset block. They think they are selling, and because of that they will struggle to get on the phone and have conversations with people. It’s important to switch the mindset to one of serving.  

The best way to choose a prospecting method

If you want to be successful in business building, figure out what’s in your wheelhouse that you see yourself doing, that you can get excited about. The things you’re comfortable doing will be the easiest to commit to. Then from there, you can stretch yourself into activities that are out of your comfort zone.

Key Quotes

To build your business in a service industry, you actually need to serve people, and it will come back and serve you. -Theresa Barnabei

No strategy is going to work unless you’re comfortable and committed to working it. -Theresa Barnabei

There are 4 things we need to pay attention to in order to build a business that can scale and keep producing results. First, it’s the time we put aside for ourselves and our loved ones, then it’s taking the time to build business through prospecting, executing on the transactions we have, as well as after sale follow up. Prospecting can be a challenge when the required activities feel difficult for us to do. If the activity is not in our comfort zone, we’ll procrastinate, drag our feet and never get it done. Overcome this by focusing on the things you are confident and comfortable doing. Because you’re consistent with it, it will consistently deliver results.

Guest Bio

Theresa is a real estate business coach, educator, author and speaker. She is the founder of Flight Of Your Life Success Coaching With Theresa, TBConsults and Black Card Service. Go to http://www.multiplyyourrealestatebusiness.com/ to get a free copy of Theresa’s book “Multiply Your Business: 10 New Marketing Realities For The Real Estate Industries.”

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your