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7 Powerful Real Estate Agents Tips – Sales Techniques of the Real Estate Masters

00:00 hi there my name is rich Groff from our 00:03 G performance development glad you could 00:05 make it here today you’re on stage one 00:06 or our first offering of a new e course 00:09 we’ve got four real estate agents that’s 00:10 called secret six-figure sales tips of 00:13 the real estate […]

00:00
hi there my name is rich Groff from our
00:03
G performance development glad you could
00:05
make it here today you’re on stage one
00:06
or our first offering of a new e course
00:09
we’ve got four real estate agents that’s
00:10
called secret six-figure sales tips of
00:13
the real estate masters you know the
00:15
reason I called it that and it is a
00:16
tongue twister and I’ve been trying this
00:17
really hard so you can laugh a little
00:19
bit with me on it is that there is
00:21
something that people that are at the
00:23
master level of real estate that do
00:25
certain things that we just aren’t
00:26
really aware of but it just seems to
00:28
flow so much more easier for them then
00:30
when you’re first starting off or maybe
00:32
you’re struggling with certain areas of
00:33
your sales process so I’m going to
00:35
uncover a couple of those areas that are
00:37
going to make things a lot easier for
00:38
you so if you’ve ever noticed you know
00:40
in time when you’re working that
00:42
occasionally things are tough and it’s
00:44
not going the direction that you want it
00:45
to work you might find that you thought
00:48
you had the buyer and for whatever
00:49
reason you know you take a little bit of
00:51
a break one day where you’re not on it
00:53
just taking personal time even just a
00:55
breathe and the next moment you turn
00:58
around you find out they’re gone with
00:59
somebody else or if you’ve ever had that
01:01
moment where you thought you were going
01:02
to get the listing you did everything
01:04
right great communication and all of a
01:07
sudden you get a phone call and you’re
01:08
not the person they’re going with well
01:10
you know how that feels I mean you’re
01:12
all down for a day or two and it just
01:13
kind of takes you off your game and
01:15
there’s those moments when you think
01:17
they’re going to go forward with that
01:18
purchase and for whatever reason you
01:20
can’t figure it out if you’ve ever had
01:23
one of those moments you’ve got to know
01:24
that they were frustrated and they take
01:25
you off your game and you might lose one
01:27
sale but it gets you kind of in a rut so
01:29
today we’re going to talk about a couple
01:31
of things that are going to bring you
01:32
full circle so you get a real great idea
01:34
about what’s going on because you know
01:36
it doesn’t have to be hard but we can
01:38
make it hard if we want to and if we
01:40
don’t know what we’re doing we’ve just
01:41
made it hard so we’re going to take out
01:43
some of the myths we’re going to find
01:44
out what’s really going on and we’re
01:45
really going to find out what the magic
01:47
formula is because if you’ve ever
01:48
wondered what it is we need to know what
01:50
that is because we’re in sales we make a
01:52
living from it and I like to help
01:54
clients work smarter not harder and
01:57
that’s what this magic formula is all
01:58
about so if you’re interested stay tuned
02:00
there’s lots coming up so this is what
02:03
we’re going to be covering in this
02:04
course so in day one we’re going to talk
02:06
to you about how to boost your sales
02:07
conversion in your real estate business
02:08
and that’s a hugely important time to
02:11
really get clued in about what
02:13
you really need to know we’re going to
02:14
demystify we’re going to make it simple
02:16
we’re going to make it so that you
02:17
really know exactly what it is that
02:19
you’re doing well and the stuff that
02:21
you’re not doing so well and that’s
02:23
important that’s valuable it’s like
02:25
money in the bank so you’ve got to have
02:26
that one so stage one that’s we’re going
02:28
to talk about a few minutes day two
02:29
we’re going to talk about real estate
02:31
buyers and why they don’t like to buy
02:33
you know when you’re working with
02:34
somebody they say they want to buy and
02:35
then all of a sudden they’re not working
02:37
with you so you’re going to want to know
02:38
why they’re not working with you and
02:40
what’s really going to take for them to
02:41
turn around and and get to the place
02:43
where they’re moving through the buying
02:44
cycle
02:44
you’ll be surprised at what you find out
02:46
in this particular session and I
02:48
guarantee you you’re going to probably
02:49
make sales because of it and that’s
02:51
really important to know day three we’re
02:53
going to cover the tips that real estate
02:54
masters use when they’re finding new
02:56
buyers at real estate open houses why
02:59
well my goodness if you’re going to do
03:01
an open house you need to make it worth
03:02
your while and you need to grab those
03:04
clients so that you can get them for you
03:06
not someone else because you know what
03:08
if you’re doing the work get paid for it
03:09
that’s just my personal thought you know
03:12
day four we’re going to talk about
03:13
motivation sellers buyers Wow how do you
03:16
find them motivated where do they are in
03:18
the motivational scale how do you make
03:20
them more motivated or help them get
03:21
more motivated about making the right
03:23
move and you see they can be kind of if
03:26
you’ve ever had a buyer or a seller that
03:28
just seems to be dragging their feet all
03:29
the way through the selling process you
03:30
can know that that is just a nightmare
03:32
that keeps you up at night and and they
03:34
take more time more energy then we
03:36
really need to have it take so we want
03:39
you to really know what it takes to get
03:40
your client motivated and help them
03:42
through the process and you know what
03:43
they want you to really help them get
03:45
motivated to that’s our job so let’s do
03:47
it so that we can make it easy for
03:49
everybody because that’s really
03:50
important day five we’re going to talk
03:53
about how to build client rapport you
03:56
know it’s that famous word that we talk
03:58
about sales rapport rapport we’re going
03:59
to build rapport which is a lot more
04:01
than just talking to somebody it’s
04:03
really connecting with them at a level
04:05
that they go wow this person gets me and
04:08
they can trust you and why it’s
04:10
important how you can you know control
04:12
that how do you make it better we want
04:13
to know without any question where you
04:16
can make your rapport work better for
04:18
you because any time you do is probably
04:20
another sailor to a year and well that’s
04:22
a lot of money so let’s really learn how
04:24
to do rapport and let’s kind of
04:25
demystify
04:26
what it takes to make that happen now
04:28
day six we’re going to talk about client
04:29
agreements you know this is something
04:32
that nobody else talks about in the
04:33
industry they may allude to it but
04:36
client agreements are things that we
04:37
actually talk about and we say to our
04:39
clients are not say to our clients that
04:41
dictate how well you’re going to get
04:43
along with that client so if you’ve ever
04:45
had a client that for whatever reason it
04:49
the whole relationship just got really
04:51
tough and it was a grinding motion that
04:53
took place that means that there’s
04:55
probably some things going on and most
04:56
of that can go right back to your time
04:58
when you were talking to them first off
05:00
and you establish the nonverbal client
05:02
agreement so I just break it down step
05:04
by step by step that in itself is worth
05:06
tons of money you’ll be able to make
05:09
more and more sales just because you’re
05:10
using your client agreement and you know
05:12
what when I started using in my personal
05:13
business I eliminated client problems I
05:16
very seldom do I ever have a client
05:18
problem why because we actually make
05:20
your grievance in advance and part of
05:21
that agreement is what we do if things
05:23
are not working right so everybody has a
05:25
part of this game and they really make
05:26
it work for themselves and you want to
05:28
have that to success success success
05:30
that’s what we’re after here so now
05:32
we’re going around that whole offering
05:35
rate up with the last thing and I call
05:37
it the mistakes that the real estate
05:38
professionals make that the Masters
05:40
don’t make so there’s two ways to learn
05:42
in life you can learn from your mistakes
05:44
or you can learn from somebody else’s
05:46
one of them is going to cost you a lot
05:48
more one of them you got to say to
05:50
yourself I need to learn something so
05:51
there’s a little bit of a toss up here
05:53
if you really want to do it the hard way
05:54
I’m all for that however I encourage you
05:57
to try the easier out let’s learn for
05:59
somebody else’s mistakes I’m going to
06:00
give you some things that probably
06:01
you’re going to go oh yeah that makes
06:02
sense but let’s see if we can get it to
06:04
the place where you actually put it to
06:05
use make it yours and make it real
06:08
because you know what I’ve helped
06:09
hundreds and hundreds of hundreds of
06:11
people in the real estate business if we
06:12
can save you a little bit of time a
06:13
little bit of money a little bit of
06:15
energy a lot of sweat I mean let’s do it
06:17
and let’s not make those mistakes that
06:19
cost you ten or twenty or thirty
06:20
thousand dollars because that’s valuable
06:23
money and I don’t know about you but
06:24
maybe that’s your next trap maybe it’s
06:26
at your next car but it’s really
06:28
important that you know where you’re
06:29
losing it so you know do it over and
06:31
over and over
06:32
and over again so we’ve got seven days
06:34
they’re exciting they’re powerpack let
06:36
me tell you a little bit why I put this
06:37
all together because it’s important that
06:39
you know a little bit about the
06:40
presenter if that’s me and why I bring
06:42
this to the table
06:43
I’ve spent probably 25 almost 30 years
06:45
it’s hard to believe started when I was
06:47
six you know that but I started when I
06:50
was young and I decided to go into
06:51
professional sales not really thinking I
06:53
was going to go in sales but more for
06:54
business purposes as it turned out I
06:57
went in all kinds of different sales so
06:58
I’ve been in lots of different
06:59
industries including the real estate
07:00
industry insurance all kinds of
07:02
different things and there’s a lot of
07:04
things that are similar in every single
07:06
industry
07:07
what I discovered though is that it’s
07:09
the things that make you know the little
07:11
things that make everything work in the
07:13
sales process that really help people
07:15
get going instead of just talking about
07:16
one isolated bit here one isolated bit
07:19
there I take a look at everybody’s
07:21
performance and I found out really
07:23
quickly that you know what if we just
07:25
discover the good things that you’re
07:26
doing in your sales cycle and then tweak
07:29
the stuff that needs to be tweaked small
07:30
little changes here and there you can
07:32
double you can triple your outcome and
07:35
that’s really exciting and most of my
07:38
clients that have actually doubled and
07:39
tripled their how come we have a program
07:41
that’s called fast fundamentals
07:43
countability skill training we’ve got
07:45
our unstoppable sales conversion system
07:46
as well when people go through those
07:48
programs they just love the fact that
07:51
they’re doubling your income same amount
07:52
of energy and input now I look at that
07:54
and I go wow you know any day that you
07:57
can actually work hard have a good day
07:59
and produce is good but when you can
08:01
work the same day turnaround double your
08:04
output well that’s just that’s just
08:06
wonderful
08:07
I love that idea there’s a feeling of
08:09
success and and really embracing the
08:11
fact that you’re in your zone and some
08:14
people will come to me afterwards and
08:15
it’s always an exciting thing they come
08:17
up and go rich I didn’t think was ever
08:18
going to be this easy
08:19
it was never I just can’t imagine I’m
08:21
doing this much volume and it’s so
08:23
effortless and it’s just so just landing
08:25
on my lap so easy and it’s not easy it
08:28
is hard to get out of your own way
08:29
that’s the part that’s most important
08:32
when you’re starting to look at your
08:33
performance and we want to help you with
08:34
that today so let’s get things going
08:37
let’s talk about day one because day one
08:39
is all about your sales conversion and
08:41
what do you need to know about sales
08:43
conversion sales conversions in
08:44
topic that basically means that you do
08:46
certain actions and you get certain
08:48
outcomes so input and output so let’s
08:52
talk about that

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