Watch the On-Demand
On this hangout, Greg and Matt talk through various listener questions, covering topics like scripts, staying organized, creating a business and approaching clients by leading with value.
Takeaways + Tactics
Even if the client doesn’t have an exact time frame for selling, get in front of them because if you’re not talking to them, somebody else definitely is.
If you want to be organized, make sure everything goes through your calendar and that it’s color coded
Agents underestimate what needs to be done. To put a system in place, take some time away from the business to concentrate on setting it up
The hangout kicks off with a question from a solo agent who is concerned about staying organized and setting up an organizational system for his business. Greg says a color coded calendar is a good way to know what needs to be done. Matt agrees and adds that it’s important to have the big rocks for the day, and then the smaller aspects of the business can be scheduled around them. The reason many agents struggle with this, is that they underestimate how much time goes into creating a system. Matt and Greg’s advice is carving out time away from the business and using it to create a system that works.
Next, the co-hosts jump to the next question. “What’s the right way to keep in touch with past seller clients who have moved away?” Greg says the intention should be to build a friendship and Matt says there’s a right way to follow up. With a service like Vyral Marketing, one can see who is watching the videos and those are the people you can follow up with.
Question 3 is about dealing with a seller who doesn’t know when they’ll sell and whether it’s a good idea to keep in touch with them. Greg answers yes. “Get in front of them because if you’re not talking to them, somebody else definitely is, they need to be seeing your brand.”
The next question Matt and Greg discuss is from a listener who wants to know what the right script is for an upcoming shift, so that it doesn’t sound like you’re putting pressure on them or sounding too sales-y. Greg says it’s important to quote a reputable source and Matt says it’s important to be fine with not taking every client. If they are not the right fit and you won’t be able to serve them well - let another agent take them.
Finally, the chat winds down with questions about scripts for raw land deals, scripts for converting a client who is dealing with different agents to become your client. The last question comes from someone who wants to know how small brokerages can compete with the bigger marketing budgets of larger firms. The simple answer for these 3 questions is “always lead with value.”
Mastering the marketing game can be a challenge for an agent, but whether it’s scripts, dealing with competitors, or even setting up a system to benefit your business, the key thing is to work with adding value as your main intention.
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.