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Looking for a Listing? Do These 3 Things Now Jul 18, 2024

Show notes

Most agents are doing 90% of their business with buyers, but with all the changes coming from the NAR settlement, it might be time to pivot to doing more listings.

Landing a listing quickly isn’t as hard as some agents think it is. If you know where to look and what to do, you can get a listing a lot sooner than you thought. What are 3 easy sources of listings? How do you convert them into listings?

In this episode, I share how to find more listings, specifically through sellers.

The NAR Settlement's Impact and How you SHOULD be Thinking About It Jul 09, 2024

Show notes

The NAR settlement is all anyone can talk about in real estate lately. The problem is most of the conversation is based in fear, scarcity and a gloom and doom mentality. Agents actually have the opportunity to come out of this change better and stronger, but that depends on where you put your focus.

Instead of complaining and panicking, we could be using the settlement to give our clients a better service.

What should we be thinking about when it comes to settlement? How do we set ourselves up for success? In this episode, I talk about how to be solution-oriented in the wake of the NAR settlement.

Proven Strategies Strategies For Setting More Real Estate Appointments Jul 05, 2024

Show notes

The key to taking more listings is setting more appointments. The biggest barrier to getting to the appointment is the first no you’ll get from a seller.

That first no is nothing more than a smoke screen that you have to get past. What strategies can we use to get past the smoke screen and interrupt a pattern of negativity?

In this episode I share simple ways to redirect a rejection and turn it into an appointment.

Unlocking Opportunities: Why 'No' Isn't the End in Real Estate Jul 05, 2024

Show notes

In the competitive world of real estate, hearing a "no" can feel like hitting a dead end. It can leave us feeling like it’s not worth making the ask again.

But the truth is, "no" doesn't always mean never? Very often a “no” means “not now” or it’s just a smoke screen that’s a lot easier to overcome than you think.

How do you turn rejection into an opportunity? By reframing our mindset and persisting with meaningful dialogue. In this episode, I share practical strategies to boost your success in real estate sales, especially when you get a “no.”

5 Ways To Increase Your Database Engagement Jun 27, 2024

Show notes

Working your database is a surefire way to generate a ton of business without bringing in any new leads. But in order to convert your contacts into clients or referrals, you have to have an engaged database.

You have to turn the names and email addresses you’ve collected into a true audience that reads and responses to your content. Here’s the simple secret: the more valuable our content is, the more engaged our database will be. That in turn, makes it so much easier to get responses to our offerings.

What kind of content should we be putting in front of our database? How do we make database engagement as much of a habit as lead generation? In this video, I share 5 simple ways to get more engagement out of your database.

End every communication with a soft offering to help someone. If you give people valuable content, they will be okay with you asking to do business with them. -Greg Harrelson

Three Things You’ll Learn In This Episode

-Don’t be shy to make the ask

As salespeople, it’s critical to put our offerings in front of people. If we’re contacting them regularly, how do we make a passive offer instead of an aggressive, direct one?

-The power of an engaged database

There’s a big difference between a collection of contacts and an actual engaged database. How do we turn a stranger into a source of business?

-The art of drip campaigns

If you contact your database too much, you’ll get more opt-outs. If you contact them too little, they’ll forget about you. What’s the sweet spot?

Why Agents are Taking Less Listings (It’s Not an Inventory Issue) Jun 06, 2024

Show notes

Across the country, real estate markets have been split into two distinct groups. The few agents taking all the things, and the many who aren’t taking any listings at all.

People might think it has to do with the market itself, but this has nothing to do with how many listings are on the MLS. Whether inventory is high or low, the same thing is happening. Top producers continue to dominate while everyone else struggles.

This has everything to do with the activities of agents, and big areas of weakness in their approach.

What are the big mistakes agents are making? How do you refocus on what actually drives more listings? In this episode, I share 5 reasons why listing counts have gone down, and why it has nothing to do with the actual market.

Most of the new shiny objects that are promised to build your business are the very reasons why your business is going down. -Greg Harrelson

Three Things You’ll Learn In This Episode

-Less branding, more production

There are so many things competing for our attention and taking away from what actually moves the needle. Where should our focus be if we want to keep closing deals?

-The danger of over-delegating

Our industry is obsessed with leverage, and with good reason - it makes us more efficient. But could we be losing deals because we’ve delegated too many things?

-Why internet lead gen isn’t working

Real estate agents are constantly buying online leads and they get disappointed when they don’t convert. Are the leads the problem or is it our lack of follow up?

More Leads = Less Business: How to Raise Your Lead Gen Game w/Preston Guyton Apr 04, 2024

Show notes

Most real estate agents don’t want to hear this but, an abundance of leads does not equate to business growth. In fact, too many leads could be the reason for a decline in deals.

Getting a truckload of leads sounds great, but if they're not turning into real business, what's the point?

Collecting leads like they're going out of style isn't doing us any favors if they just sit there. If you ever feel like you're swimming in a sea of leads but you’re still thirsty for actual sales, our guest will tell you why that’s happening. Entrepreneur, Preston Guy has cracked the code on turning those endless leads into real, profitable deals.

What’s the secret sauce to making leads actually work for you? How do you keep up with technology without losing that personal touch that seals the deal?

In this eye-opening episode, founder of EZ Home Search and Digital Maverick, Preston Guyton’s here to shake up the usual “more is better” mindset and show us there's a smarter way to work leads.

If you’re giving an agent too many leads, they get confused on what they should do. -Preston Guyton

Three Things You’ll Learn In This Episode

-More Leads Don't Always Mean More Business

How can agents focus on quality over quantity to enhance their conversion rates? Is there a magic number of leads that’s just right?

-When Tech Meets Touch

How do you blend cool tech with warm conversations?

-Give Older Leads a Second Chance

Why should "old" leads get more love and how can you turn them into your next big win?

Guest Bio

Preston Guyton has carved out a stellar 20-year career in real estate, dedicating his expertise to guiding teams and businesses toward their sales and growth ambitions through targeted consulting, coaching, and networking. Guyton's mission centers on empowering real estate professionals to unlock their full potential and achieve their goals. He is deeply passionate about harnessing technology, systems, and community engagement to bring about innovation, efficiency, and value in the real estate sector. Always keen to expand his knowledge, Guyton values the opportunity to exchange insights and collaborate with fellow industry leaders and experts.

Check out Preston's game-changing strategies at Digital Maverick (https://digitalmaverick.com) and Easy Home Search (https://easyhomesearch.com).

Follow Preston on Facebook and Instagram for no-nonsense advice and tips that hit home.

Building Your Value in the Eyes of the Buyer Mar 07, 2024

Show notes

The lawsuits, litigation and legal concerns on the buyer side prove two things about our industry. The landscape for buyer’s agents is shifting, and unlike the listings side, agents in that space are heavily misunderstood.

That doesn’t mean agents who work buyers are obsolete, you just have to differentiate yourself by proving the value you bring to the table.

How do we demonstrate our value? What do buyers care about? In this episode, I share strategies to showcase your value, and how to preserve and increase the buyer side of your business.

Buyers agents are important but they are misunderstood. -Greg Harrelson

Three Things You’ll Learn In This Episode

-Misunderstood but necessary

There’s a concern that buyer’s agents’ days are numbered, is that true?

-Bringing certainty to the transaction

How can we help buyers cut through the confusion?

-Simplify and save time

How do we shift how we communicate with buyers?

Scripts And Dialogues: Why Yours Aren‘t Getting You The Results You Want (REPLAY) Feb 15, 2024

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?

Eliminate Call Reluctance: The Top Producer Secret Sauce For Generating (REPLAY) Feb 01, 2024

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?

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