Real Estate Marketing & Sales Training Podcast
On the latest audio episode we’re joined by Greg’s father and mentor, Terry McDaniel, co-founder of the McDaniel Callahan TEAM in Danville, CA. Terry has over 40 years of experience in the business and his personal contacts read like a Who’s Who of real estate: Tom Hopkins, Howard Brinton, Mike Ferry, etc.
Here are your 3 key takeaways from this episode:
How to use high-touch methods like door-knocking and why they still work in real estate
How to use a concierge approach to providing value to your prospects and past clients that goes way beyond helping them buy or sell real estate
How smart prospecting is going to radically change how we attract prospective clients and make salespeople more efficient and effective
Resources:
Mastering the Art of Selling Real Estate - Tom Hopkins
http://www.amazon.com/Mastering-Art-Selling-Real-Estate/dp/1591840406
Real Agile (soon to be relaunched as Smart Prospecting)
Here are the show notes with timestamps so you can jump to the sections that most interest you:
[3:49] Terry’s first year in real estate knocking doors in Boulder, CO
[10:11] “No is not a NO, no is a conditional YES” a better mental approach to prospecting
[13:30] Keys to a great sales mindset- Approaching prospective clients as if you have the cure to polio; Question assumptions; Having a compelling inner purpose
[20:30] Why the real estate business needs to be turned upside down, and why the business is heading toward mega teams with salaried salespeople
[22:42] Why you don’t need a big company name behind you to “rent space” in the mind of a certain part of your marketplace
[28:36] Why you should NOT work with everyone
[29:30] The “Housing Concierge” concept and practical ways to add value to past clients and sphere
[35:38] How simple honesty and a consultative sales approach will separate you from every other agent a prospective client may speak to
[39:00] A high-tech predictive analytics model Terry is working on that will help agents narrow their prospecting to only the most likely sellers
[43:45] Why you must replace 25-30% of your business every year and daily prospecting is the key to replacing the inevitable turnover in your database or sphere of influence
[49:15] Why prospecting and door-knocking should be rephrased “business development”
[50:30] How their team sends out their listing agreement electronically instead of signing papers at the end of the listing agreement
[53:45] Why the best salespeople work with coaches
[56:00] Why the future is using smart prospecting to expose those with the highest propensity to buy and sell, allowing salespeople to focus and build real relationships with them and be more effective salespeople
