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How to Teach Agents the Killer Instinct to Convert Leads w/Mark Martin

January 19, 2017

For Mark Martin, there is a huge difference in outcome when he makes calls and when an ISA does it. The difference is the killer instinct. How does he define this instinct, and can it be taught? On this episode we go deep on converting leads, leveraging the pain of not meeting a goal, and the challenges buyer’s agents face.

If you can’t expose an agent to the killer instinct, expose them to winning. When people are excited and part of something bigger, that’s huge. -Mark Martin

Takeaways + Tactics

  1. Buyer’s agents face the challenge of staying in communication and following up for a full 12-18 months.
  2. When your goals are no longer about your livelihood, they become about bringing other people up and helping them achieve their goals.
  3. It’s not about growing your leads, it’s about growing your audience because they are the ones that engage with the content, and need to see you as an authority.

At the start of the show Mark shared how he built his business from the ground up to a virtual team of 4 with $40 million in production. We also shared on the shiny object syndrome, and the reasons Mark makes listing calls instead of an ISA. We went on to talk about coaching agents to reach their goals and why it has to do with pain avoidance. At the end of the show we talked about the importance of growing an audience and becoming an authority.

On this episode we also talked about:

  • The power of exposing agents to a winning environment
  • The struggle of connecting goals to daily actions
  • How to get the most out of every “no” by attaching a value to it
  • The importance of being able to stay in communication and follow up for 12-18 months

The avoidance of the psychic pain of not achieving is the root of the killer instinct. When agents are put in an environment where that value is taught, and the joy of winning is experienced, they can develop it. The pain of not reaching the goal has to be greater than pain of the required activities. Once agents hone in on that, their ability to pounce on an opportunity becomes second nature.

Guest Bio

As one of Austin’s Leading Real Estate Professionals, Mark focuses on maintaining the highest level of integrity in his business. Mark believes that his 17 years of Senior Sales and Management experience in several Fortune 1000 companies have given him the edge in negotiation and presentation skills. In fact, Mark’s Listings sell for more than 98.7% of List Price, and his Buyer’s average savings of over 8% off of List Price! Email markmartinonline@gmail.com or search for “Mark Martin Remax" on Facebook.