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Latest Episodes:

The Language of Sales: Using NLP to Communicate, Connect and Close More Deals w/John Ryan and Abe Safa Apr 14, 2022

Show notes

For real estate professionals, effective communication is the key to excelling in our businesses. Building up this muscle allows us to become the kind of salespeople that inspire people, instead of the salespeople that try to force people to take action.

We’ve heard about neuro-linguistic programming (NLP), and why mastering it makes us stronger in sales, but how do we actually use this skill practically?

In this episode, we’re joined by Abe Safa and Certified NLP Master Trainer, John Ryan. He shares NLP techniques we can implement to get better results from our client conversations.

"Resistant clients don’t exist. There’s only a lack of rapport and ineffective communication." -John Ryan

Three Things You’ll Learn In This Episode

Force vs. power in sales
Can sales ever be a process of inspiring clients or does it always have to be forceful and manipulative?
How to handle any objection that comes our way
What’s the difference between conscious competence and mastery when it comes to scripts?
Overcoming our fear and anxiety around sales
What are the 3 things that determine our results in business and sales?

Guest Bio

John Ryan is a Coach, Consultant, Speaker and Certified Master Trainer of NLP. Over the past 20+ years, he’s had the privilege of logging over 1,500 days leading Seminars and countless hours providing Executive Coaching and Consulting. John’s focus is on Leadership, Communication, Change and Neuro Linguistics for Leaders, Managers, Business Owners, Sales Professionals, Consultants and Coaches.

To register for John’s 8-week course The Language of Sales: Using NLP to Communicate, Connect and Close More Deals, go to http://nlpcloser.com and use code anchor to get $100 off.

The Listing Agent Mindset Apr 07, 2022

Show notes

The prevailing sentiment among agents is that this market is too difficult to get listings. There isn’t enough inventory, motivated sellers are too hard to find, and there aren’t a lot of opportunities, but what if it’s all just a mindset?

A successful listing agent goes out into the market with the belief that there’s a ton of opportunity, and they align themselves with it. What kind of mindset does an agent need to be in if they want to be effective at taking listings?

In this episode, we talk about how successful listing agents think, and why thinking there’s no opportunity puts us in a precarious position.

"Regardless of what the market is, you have to adopt the belief that every owner wants to sell." -Brendon Payne

Three Things You’ll Learn In This Episode

The truth about the “low inventory” market
What are some of the indicators that there is a lot more listing inventory than we think?
How successful agents continue to generate transactions
Can we have the motivation to go out there and generate business if we believe there are no opportunities?
Why there are no bad conversations with sellers right now
How do we approach conversations with sellers in this market?

Eliminate Call Reluctance: The Top Producer Secret Sauce For Generating Feb 17, 2022

Show notes

When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable.

The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now.

So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over the long term without coming across as sleazy salespeople?

In this episode, we’re talking how to monetize a rejection and build a phenomenal pipeline for the future.

While we’re looking for business today, a lot of agents are missing out on opportunities for FUTURE business by taking a ‘no’ at face value. -Greg Harrelson

Three Things You’ll Learn In This Episode

How to stay in contact with a lead, no matter what their initial response is
Is there a way to keep leads in our database, even if they won’t be interested in a transaction for the foreseeable future?

Why there’s no such thing as a ‘bad’ lead
How can we completely change our mindsets regarding unresponsive or presently uninterested leads?

The importance of regular communication
How can we stay top of mind with everyone we reach out to, so even if they’re not looking to sell now, the moment they are, we’ll be their first port of call?

HOT Market, HOT Buttons! Learn How To ”Wow” Your Seller Clients Feb 10, 2022

Show notes

Whether we’re in a hot market or a down market, whenever things seem to be out of balance, it’s our job as agents to guide our clients through the process.

Managing our clients’ expectations (or, more importantly, their emotions) is the key to keeping anytransaction running smoothly.

The question is, how do we do that? Is it really as simple as having a clear line of communication?

In this clip, we're introducing the concept of 'future pacing' and doubling down on the importance of being up front from the get go.

Be open with sellers about the challenges and curveballs that might be thrown their way in a transaction. It's called futurepacing. -Greg Harrelson

Three Things You’ll Learn In This Episode

When to start the process of future pacing
Is there a right time to tell our clients what to expect from their transaction?

Why total transparency positions us as experts
Could outlining all the potential challenges ahead of time be the thing that sets us apart as an industry guide?

How to prepare our clients for remorse
No one wants to factor in the potential for remorse in a transaction, but is there anything we can do to prevent it?

Stop Letting The Competition Win: Time To Kick Their Butt Jan 27, 2022

Show notes

Most of the time, when we think about our competition, we think about other agents in our marketplace, but what if our greatest rival is a lot closer to home - what if our greatest competition is us?

We're all after increasing our performance, production and potential, and the greatest thing we control is what we do every single day.

How do we start seeing ourselves as the competition and ignore everyone else?

In today’s episode, we talk about one simple way to increase our productivity this year.

"When you choose to compete with yourself, you’re going to have to learn to take more responsibility for what you do." -Brendon Payne

Three Things You’ll Learn In This Episode

How to create a you-vs-you scorecard
Are we losing more time, money and opportunity because we’re competing with other agents or losing to ourselves?

Why we have the power to propel and also sabotage our success
What are the times where we can benefit from considering ourselves our own competition?

Why other agents in our markets are irrelevant to our success
What’s the difference between the internal motivation to be better and the external motivation to keep up with everyone else?

When In Doubt Do These 3 Things EVERYDAY Jan 20, 2022

Show notes

The New Year always comes with such a flurry of new ideas and options, the fundamentals can easily get lost in the noise. There are so many things we could be looking at, but we just can’t be effective if we’re spread too thin.

How do we go deep instead of wide with our activities? What activities do we need to be focused on to generate momentum?

In this episode, we talk about how to set yourself up for success by focusing on the core activities that will significantly impact our businesses this year.

"It’s better to go deep on a few simple activities than it would be to go wide on a lot of activities." -Greg Harrelson

Three Things You’ll Learn In This Episode

The difference between marketing and follow up
How do we take our lead follow up to the next level so we aren’t just top of mind, but actually adding value?

How to make following up a lot easier
If we’re following up with people frequently, what do we actually say so we don’t become that pesky “are you ready to sell yet” agent?

The one skill that will give us a tremendous edge on the competition
In an extreme market, agile communication is key. How do we constantly upskill to meet the demands of the market?

Scripts And Dialogues: Why Yours Aren‘t Getting You The Results You Want Dec 23, 2021

Show notes

While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldn’t be further from the truth. As a matter of fact, by thinking of them as one and the same, we could actually be doing ourselves a grave disservice.

So, what is the chief difference between the two, then?

Is one more likely than the other to get us better results with leads? Could focusing too much on one or the other be the reason we’re yet to see the results we’re aiming for?

In this episode, we’re talking scripts and dialogue and unpacking the reason why they’re just not working for some.

"Scripts are 1 or 2 sentences that you know work every time to help you enter into a dialogue, and 1 or 2 that help you exit the conversation, but they’re not the magic in-between." -Greg Harrelson

Three Things You’ll Learn In This Episode

Why dialogue in today’s market is more important than ever before
What are the pitfalls of scripts in a hot market, and why should we be paying more attention to dialogue, instead?

When scripts are helpful
There’s a time and a place for scripts, so what is it?

The hallmark of true dialogue
What does effective dialogue actually look like, and is there a quick fix to getting better at it?

Prepping For Your Next Breakthrough Dec 16, 2021

Show notes

From the outside looking in, business breakthroughs come out of nowhere. The truth is, breakthroughs are the culmination of concerted effort, energy and the activities necessary to spark a major change.

Every breakthrough has a process, from formulation to end result, and that process is designed to prepare us for what we seek.

How do we get the right pieces in place for a massive breakthrough? When we’re on the verge of a breakthrough, how do we prepare so we can get the most out of it?

In this episode, we talk about how to set the stage for a breakthrough, and what top producers do differently to make breakthroughs inevitable.

"There’s a process to a breakthrough, but the process is not the breakthrough, it’s the preparation for the breakthrough." -Greg Harrelson

Three Things You’ll Learn In This Episode

How to avoid sabotaging yourself when you do get your breakthrough
More business means more pressure on our systems. How do we anticipate the challenges that will come with our breakthroughs in advance?

The 4 phases of a breakthrough
What do we need to optimize, tweak or eliminate if we want our results to change?

How to achieve a breakthrough with efficiency instead of volume
Do we have to double or triple our prospecting efforts in order to level up?

How to Declutter Your Brand Image, So You‘re Instantly Recognizable on ANY Platform w/Steve D. Sims Dec 02, 2021

Show notes

When it comes to social media marketing, most real estate professionals zone in on consistency, but in the process, we tend to forget about the clarity of what we’re sharing. As a result, we end up sending out a convoluted brand message, and that only sabotages our chances of success.

How can we create greater clarity in our marketing? Does a ‘quick fix’ even exist for a more cohesive digital presence?

In this episode, bestselling author of Bluefishing and co-founder of Sims Media, Steve D. Sims shares how to declutter our online personas.

"It is actually better for you not to be on social than it is to have a bad social presence." -Steve D. Sims

Three Things You’ll Learn In This Episode

How to create consistency in our digital marketing
How much content should we be sending out on any given day to establish consistency?

Why clarity is more important today than ever before
What is it about our present moment that makes a clear brand message so critical?

1 thing GUARANTEED to make us stand out
We spend so much time trying to cultivate the type of personality that attracts the consumer, but is there an easier way to differentiate ourselves?

Guest Bio-

Steve D. Sims is the bestselling author of Bluefishing: The Art of Making Things Happen. The co-founder of Sims Media, Steve has an impressive track record in business, having founded the internationally-renowned ultra-luxury concierge service, Bluefish. Passionate about growth and continually striving to reach the next level of success, Steve is also a sought-after coach, speaker and brand designer.

To find out more, go to:

https://www.stevedsims.com/

https://www.facebook.com/groups/stevedsims/

https://twitter.com/stevedsims

https://www.linkedin.com/in/stevedsims

https://www.instagram.com/stevedsims/?hl=en

https://www.tiktok.com/@stevedsims?lang=en

https://www.youtube.com/channel/UC2R3fN8jovZt-VHAjE75YxA

Working With Family: The Fulton Sisters On Growing An Established Family Business To New Heights Nov 18, 2021

Show notes

Going into an established family business certainly has its perks, but it also has its fair share of challenges. However, if we get really intentional about how we run a family business, there’s no reason why we can’t go from strength to strength.

What are the kinds of conversations we need to have, before taking up a position in a family-owned company? How can we ensure we’re fostering a healthy culture on our teams that encourages top agents outside of our families to join?

In this episode, Carly, Katelyn and Paige Fulton of The Fulton Sisters Team share how they not only joined the business their grandfather started, but grew it to astronomical heights.

"For any family going into business together, I suggest doing personality tests so you can accept and respect the different ways everyone handles conflict." -Katelyn Fulton

Three Things You’ll Learn In This Episode

What we need to know about succession plans
When is it necessary to start thinking about a succession plan in a family-owned business, and what should it look like?

How to make a family business our own
How can younger generations within a family-owned company begin to bring their own values into the organization?

How to safeguard our relationships with relatives in a family business
Is there a way to avoid letting workplace disagreements impact our family dynamics? More importantly, is it possible to avoid conflict in the first place?

Guest Bio-

Carly Fulton is a Third-Generation Broker at Century 21 Percy Fulton. One of the leaders of The Fulton Sisters Team, Carly previously spent years in the corporate world before deciding to make the jump into real estate. Today, she’s passionate about growing her team alongside her sisters, and in addition to running the team’s office operations, she can be found servicing clients and helping other agents make their dreams a reality.

Katelyn Fulton is a Third-Generation Broker at Century 21 Percy Fulton. Along with her sisters, Katelyn leads The Fulton Sisters Team. She is also a Manager and Recruiter at C21 Percy Fulton. Before going into business with her sisters, Katelyn spent a number of years in the healthcare space as a sonographer.

Paige Fulton is a Third-Generation Broker at Century 21 Percy Fulton. Paige runs The Fulton Sisters Team, alongside her sisters. Prior to joining her sisters in the family business established by her grandfather in the 1970s, Paige had a successful career in Human Resources.

To find out more about The Fulton Sisters Team, go to:

https://www.thefultonsisters.com/

https://www.instagram.com/fultonsisters/?hl=en

https://www.instagram.com/c21percyfulton/?hl=en

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