We start by answering questions from various Facebook groups on everything from how to train your ISA’s to set up appointments, the best script for really old Expired’s, and how to market a property with strict HOA guidelines on signs and showings.
Then we dive into profitability, ways to increase your value and make more money in real estate. First we cover skill-building - including what skills you can build and how skill-building will make you more money. The better your sales skills, the higher percentage of appointments you’ll set and the more clients you’ll attract, even if all else stays equal. Or you develop your marketing skills to generate more leads and you’ll attract clients even if you don’t increase your closing percentage.
Next we cover specialization, options include luxury, REO, certain areas of your market, price ranges, new construction, investors, Expired listings, land, developments, first-tim homebuyers, commercial, and much more. Consumers are coming more and more to expect professionals to specialize in solving their specific problem for clients who look just like them. The more you can show past success with the same type of clients and a track record of solving the same type of problem, the easier it will be to attract more of the same clients with the same problems.
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If you’re looking for information on how to increase your value and justify higher fees to your real estate clients, check out the excellent book Managing The Professional Service Firm by David Maister. The principles we covered in this episode barely scratch the surface of what David covers in his fantastic book.
3:19 Question re: marketing a listing with strict HOA guidelines on marketing
11:36 Question: ISA’s, appt setting and the holy grail of real estate
17:30 Question: Best script for calling really old Expired listings
24:53 Making more money - Why growth doesn’t automatically make more profit
29:11 How to build more skills to increase your value to clients - why work on mindset first and when to work on skills first
38:37 Increasing your number of productive hours by finding ways to outsource tasks to assistants, transaction coordinators and other staff and technology
47:59 The difference between paid marketing and business development or “hustle”
51:41 McDaniel Challenge and upcoming guests
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.