Episodes
Thursday Jul 26, 2018
Be Right or Be Rich
Thursday Jul 26, 2018
Thursday Jul 26, 2018
Agents strive to get to the next level yet nothing holds them back like telling themselves they aren’t capable of certain things. How does this influence the kind of action we take? What impact does it have on our success? How do you move past this? On this episode, we talk about how to get out of your own way and stop proving yourself right.
You have to give up the labels that you’ve placed upon yourself. Get out of your box, and just make the attempts to do things you know will get you to the other side. -Greg Harrelson
Want to Know Where Greg Harrelson Gets His DATA?
Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/
Takeaways + Tactics
- When you label yourself, everything you do will be colored by you trying to prove that belief right.
- If you tell yourself you can’t do something, you’ll never work to gain the skills in order to be good at it.
- If a label sinks in early enough or we repeat it often enough, it becomes part of your identity.
Whatever we believe is what we’ll subconsciously and consciously work to to prove right. Your belief in the label you place on yourself determines whether you’re going to be successful in that particular area or not. This doesn’t just affect our actions. It has a huge effect on our identities too, and that can be a huge issue. Ultimately, the healthiest thing we can do is believe that we are capable. Then we’ll work to prove it right.
Thursday Jul 19, 2018
How to Keep the Humanity in Sales & Find the Right CRM w/Wes Schaeffer
Thursday Jul 19, 2018
Thursday Jul 19, 2018
When it comes to picking a CRM, a lot of people choose a tool before they are even clear on what they want to accomplish. How can you determine what works best for you? How do you start to consolidate everything into one system? What mistakes are often made in this process? On this episode Wes Schaeffer, The Sales Whisperer, shares on how to improve our ability to have the conversations that increase sales.
Great marketing makes sales easy, but great selling makes great marketing possible. -Wes Schaeffer
Takeaways + Tactics
- In sales, our skill set is understanding human beings-- having empathy and the knowledge to go deep with them.
- At the bottom of the funnel, you’ll still need to reach people on the phone, get them in person, and then close the deal. No amount of AI and chatbots will substitute that.
- Before "plugging in" for the day, sit down with pen & paper and write down what you want to do. This will help you figure out the right CRM for you.
Want to Know Where Greg Harrelson Gets His DATA?
Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/
At the start of the show, we talked about the importance of understanding your prospects and getting inside their head. We discussed the first step you need to take when you want to find the right CRM. We also discussed how to map out the sales process and where a tech tool would help.
We also discussed:
- The importance of controlling the pace of the conversation
- How sales and marketing fit in together
A lot of us approach CRMs the wrong way. We take any tool and try to make it fit our needs when we should figure out our needs first and then find the ideal tool. Detach from the tech, and start visualizing, and understand your process so that you know what you actually need. That way you will find something that actually works for you, not something that will just languish. Remember: you’re not going to magically sell more homes just because you have an amazing CRM.
Guest Bio-
Wes “The Sales Whisperer” Schaeffer is an author, speaker, inbound sales strategist, HubSpot CRM and Infusionsoft expert. As an entrepreneur and certified partner on HubSpot, Ontraport, and Infusionsoft, his team and helps people choose, buy, implement and optimize the correct tool for their business to grow their sales. Go to https://www.thesaleswhisperer.com/ for more information.
Thursday Jul 12, 2018
Making Connections, Not Just Contacts
Thursday Jul 12, 2018
Thursday Jul 12, 2018
With all the technology at our disposal, we have never been more disconnected as a society. This is having a real impact on our business as real estate agents. Why are meaningful connections more important than the volume of contacts? What are some ways to deepen the connection with a contact? How can you track your connections and come up with a good metric to measure them? On this episode, we talk about the importance of forming a meaningful connection with people, and how it benefits your business.
To get business, we have to make true and authentic connections with people. -Greg Harrelson
Takeaways + Tactics
- Clients are calling back the people they have the strongest connection with.
- The length of time between when you capture a lead and do business with them is a lot longer now, and a real connection will get you through that process.
- Don’t focus on the length of conversations-- focus on asking questions.
- Scripts can be very helpful, as they are filled with questions that lead towards genuine connections.
Want to Know Where Greg Harrelson Gets His DATA?
Click here:
https://www. colerealtyresource.com/ landing/ realestatesalessolutions/
Friday Jul 06, 2018
Friday Jul 06, 2018
The strength of your relationships with your centers of influence can be the difference between being a top producer or a struggling one. How can you use your sphere for more than just getting business? How does video content deepen your connection with them? How can you maintain a team that feels like family while still having strong leadership in place? On this episode, Pat Wattam shares her winning strategies for leveraging your sphere of influence and leading your team.
People don’t want a slick production. They want to see you in your environment. -Pat Wattam
Takeaways + Tactics
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Centers of influence can be tapped into for many benefits in your business.
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Focus on making connections-- not just making contacts. Video content makes the strongest connections.
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Posting on your business Facebook page is standard, but you can also draw people into your content through your personal page.
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When plans don’t get executed, it’s always the responsibility of the leader.
At the start of the show, Pat talked about how she got into real estate and how she has built up her database. Next, we talked about the power and importance of spheres of influence in your business, and why people don’t actually want slick hyper-produced videos. We also talked about why making contacts isn’t enough anymore.
We also discussed:
- How to be organized about video content
- Why video content is so crucial right now
- Why the leader always takes responsibility
With the amount of noise that’s out there in our market, focusing on making contacts alone just doesn’t cut it anymore. You need to make connections. Video content is a great way to do this. The platforms where we post this content become a type of search engine where people can learn more about you. If you’re lacking there, it’s going to be hard to get people interested in woking with you.