Real Estate Sales Coaching & Training -“Secret Six Figure Sales Tips of the Real Estate Masters”

Hi there, my name is Rich Grof from
RG Performance Development. Glad you could make it here today. You’re on stage one
of our first offering of a new e-course we’ve got for real estate agents that’s
called “Secret Six-Figure Sales Tips of the Real Estate Masters”. You know the
reason I called it that, and it is a tongue twister, and I’ve been trying this
really hard, so you can laugh a little bit with me on it, is that there is
something that people that are at the master level of real estate that do
certain things that we’re just not really aware of, but it just seems to
flow so much more easier for them then when you’re first starting off, or maybe
you’re struggling with certain areas of your sales process. So I’m going to
uncover a couple of those areas that are going to make things a lot easier for
you. So if you’ve ever noticed, you know, in time when you’re working that
occasionally things are tough, and it’s not going the direction that you want it
to work, you might find that you thought you had the buyer, and for whatever
reason you know, you take a little bit of a break one day where you’re not on it,
just taking personal time even just a breathe, and the next moment you turn
around you find out they’re gone with somebody else. Or if you’ve ever had that
moment where you thought you were going to get the listing, you did everything
right, great communication, and all of a sudden you get a phone call, and you’re
not the person they’re going with. Well, you know how that feels, I mean you’re
all down for a day or two, and it just kind of takes you off your game, and
there’s those moments when you think they’re going to go forward with that
purchase, and for whatever reason you can’t figure it out. If you’ve ever had
one of those moments you’ve got to know that it’s frustrating, and they take
you off your game, and you might lose one sale but it gets you kind of in a rut. So
today we’re going to talk about a couple of things that are going to bring you
full circle, so you get a real great idea about what’s going on, because you know,
it doesn’t have to be hard, but we can make it hard if we want to, and if we
don’t know what we’re doing, we’ve just made it hard. So we’re going to take out
some of the myths, we’re going to find out what’s really going on, and we’re
really going to find out what the magic formula is, because if you’ve ever
wondered what it is, we need to know what that is, because we’re in sales, we make a
living from it, and I like to help clients work smarter, not harder, and
that’s what this magic formula is all about. So if you’re interested, stay tuned,
there’s lots coming up.. So this is what we’re going to be covering in this course: in day one we’re going to talk to you about how to boost your sales
conversion in your real estate business. And that’s a hugely important time to
really get clued in about what you really need to know. We’re going to
demystify, we’re going to make it simple, we’re going to make it so that you
really know exactly what it is that you’re doing well, and the stuff that
you’re not doing so well. And that’s important, that’s valuable. It’s like
money in the bank, so you’ve got to have that one. So stage one, that’s we’re going
to talk about in a few minutes. Day two we’re going to talk about real
estate buyers and why they don’t like to buy. You know when you’re working with
somebody, they say they want to buy and then all of a sudden they’re not working
with you. So you’re going to want to know why they’re not working with you and
what’s it really going to take for them to turn around, and get to the place
where they’re moving through the buying cycle. You’ll be surprised at what you
find out in this particular session, and I guarantee you you’re going to probably
make sales because of it, and that’s really important to know. Day three we’re
going to cover the tips that real estate masters use when they’re finding new
buyers at real estate open houses. Why? Well, my goodness, if you’re going to do
an open house, you need to make it worth your while and you need to grab those
clients so that you can get them for you, not someone else, because you know what, if you’re doing the work, get paid for it. That’s just my personal thought.
Day four we’re going to talk about motivation, sellers, buyers.. Wow how do you find them motivated? Where are they in the motivational scale? How do you make
them more motivated, or help them get more motivated about making the right
move? And you see, they can be kind of, if you’ve ever had a buyer or a seller that
just seems to be dragging their feet all the way through the selling process,
you can know that that is just a nightmare that keeps you up at night, and
they take more time, more energy then we really need to have it take. So we want
you to really know what it takes to get your client motivated, and help them
through the process, and you know what? They want you to really help them get
motivated to, that’s our job. So let’s do it so that we can make it easy for
everybody, because that’s really important. Day five we’re going to talk
about how to build client rapport, you know, it’s that famous word that we talk
about in sales.. Rapport, rapport, we’re going to build rapport, which is a lot more
than just talking to somebody. It’s really connecting with them at a level
that they go “Wow! this person gets me”. And they can trust you, and why it’s
important, how you can control that, how do you make it better? We want
to know without any question where you can make your report work
better for you, because anytime you do, is probably another sale or two a year, and
well, that’s a lot of money. So let’s really learn how to deal with rapport and let’s kind of demystify what it takes to make that happen. Now day six, we’re going to
talk about client agreements, you know, this is something that nobody else talks
about in the industry. They may allude to it, but client agreements are things that
we actually talk about and we say to our clients, or not say to our clients, that
dictate how well you’re going to get along with that client. So if you’ve ever
had a client that, for whatever reason, the whole relationship just got really
tough and it was a grinding motion that took place, that means that there’s
probably some things going on, and most of that can go right back to your time
when you were talking to them first off, and you establish the nonverbal client
agreement. So I just break it down step, by step, by step. That in itself is worth
tons of money. You’ll be able to make more and more sales just because you’re
using your client agreement, and you know what, when I started using it in my personal
business, I eliminated client problems. I very seldom do I ever have a client
problem. Why? Because we actually make you agreement in advance, and part of that
agreement is what we do if things are not working right. So everybody has a
part of this game and they really make it work for themselves, and you want to
have that to. Success, success, success, that’s what we’re after here.
So now we’re going to round that whole offering right up with the last thing, and I call
it the mistakes that the real estate professionals make that the masters
don’t make. So there’s two ways to learn in life: you can learn from your mistakes;
or, you can learn from somebody else’s. One of them is going to cost you a lot
more. One of them you got to say to yourself “I need to learn something”, so
there’s a little bit of a toss up here. If you really want to do it the hard way,
I’m all for that; however, I encourage you to try the easier route, let’s learn from
somebody else’s mistakes. I’m going to give you some things that probably
you’re going to go “oh yeah that makes sense”, but let’s see if we can get it to the place where you actually put it to use,
make it yours, and make it real, because you know what, I’ve helped hundreds and
hundreds, and hundreds of people in the real estate business. If we can save you
a little bit of time, a little bit of money, a little bit of energy,
a lot of sweat, I mean let’s do it, and let’s not make those mistakes that cost
you ten, or twenty, or thirty thousand dollars, because that’s valuable money,
and I don’t know about you, but maybe that’s your next trip, maybe it’s at your
next car, but it’s really important that you know where you’re losing it, so you know do it over, and over, and over, and over again. So we’ve
got seven days. They’re exciting, they’re power-packed. Let me tell you a little bit of why I put this all together, because it’s important that you know a
little bit about the presenter, that’s me, and why I bring this to the table.
I’ve spent probably 25, almost 30 years, it’s hard to believe, I started when I was six, you know that, but I started when I was young, and I decided
to go into professional sales not really thinking I was going to go in sales, but
more for business purposes. As it turned out, I went in all kinds of different
sales. So I’ve been in lots of different industries, including the real estate
industry, insurance, all kinds of different things, and there’s a lot of things that are similar in every single industry.
What I discovered though, is that it’s the things that make, you know, the little
things that make everything work in the sales process that really help people
get going, instead of just talking about one isolated bit here, one isolated bit
there, I take a look at everybody’s performance, and I found out really
quickly, that you know what if we just discover the good things that you’re
doing in your sales cycle, and then tweak the stuff that needs to be tweaked, small
little changes here and there, you can double, you can triple your outcome. And
that’s really exciting, and most of my clients that have actually doubled and
tripled their income, we have a program that’s called fast fundamentals
accountability skill training, we’ve got our Unstoppable Sales Conversion System as well, when people go through those programs,
they just love the fact that they’re doubling their income, same amount of
energy and input. Now I look at that and I go “wow!”. You know, any day that you can actually work hard, have a good day and produce is good, but when you can work
the same day turnaround and double your output, well that’s just, that’s just
wonderful! I love that idea. There’s a feeling of success, and really
embracing the fact that you’re in your zone, and some people will come to me
afterwards and it’s always an exciting thing, they come up and go, “Rich I didn’t
think was ever going to be this easy. It was never.. I just couldn’t imagine.. I’m
doing this much volume and it’s so effortless, and it’s just landing
on my lap, so easy.” And it’s not easy. It is hard to get out of your own way.
That’s the part that’s most important when you’re starting to look at your
performance, and we want to help you with that today. So let’s get things going,
let’s talk about day one, because day one is all about your sales conversion. And
what do you need to know about sales conversion? Sales conversion is an exciting topic that basically means that you do certain actions, and you get certain
outcomes. So input and output. Let’s talk about that.

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