Episodes
Thursday Apr 30, 2020
Plan B: The New Business Plan
Thursday Apr 30, 2020
Thursday Apr 30, 2020
Coronavirus, the ensuing uncertainty and market volatility requires us to adopt an alternative business plan.
Whatever business plan we created at the beginning of the year isn’t going to cut it right now. We need a plan for what we need to do right now to sustain our businesses.
If we’re rethinking our business plans, what are the non-negotiable activities that need to be a part of them? What do we do to make sure when the crisis is over we come out of it running instead of crawling?
In this episode, we talk about creating your Plan B business plan.
When we come out of this, the consumer is going to go back to demanding skills from their agents. -Brendon Payne
Takeaways and Tactics
- Take a look at expenses and be really realistic about what’s giving you a return and what’s not necessary at the moment.
- Our business plans need to include our routine, our activities and accountability.
- Get in touch with past clients, centers of influence and your database. Stop thinking about it as prospecting, and see it as connection and support.
Friday Apr 24, 2020
How to Keep Making Calls During the COVID-19 Crisis w/Dale Archdekin
Friday Apr 24, 2020
Friday Apr 24, 2020
Despite all the uncertainties in the market at the moment, people still need to buy and sell houses, and if we conduct ourselves the right way, we could be the agents to help them proceed. How can we continue to make calls in such a sensitive time, and is there a right way to handle our database’s anxieties? How do we know which contacts we should be nurturing during this period? On this episode, Dale Archdekin, Founder of Smart Inside Sales, shares how to keep making calls during the COVID-19 crisis.
Don’t be tone deaf to people’s fears right now: we have to be sensitive and empathetic. -Dale Archdekin
Takeaways + Tactics
- While we have to keep reaching out, it’s important we don’t come across as tone deaf. Be mindful of the challenges people are facing and speak with empathy.
- If an important announcement has just been made, go ahead with calls but offer to call back in a week or two with an update on the market. People are most anxious immediately after an announcement, so call them again in a few days, when their stress levels have stabilized somewhat.
- Ask potential clients if the only reason they’re hesitant to buy or sell now is because of the current pandemic. If we know they’d be willing to go ahead with a transaction if not for COVID-19, we can keep nurturing a relationship with them in the meantime.
At the start of this episode, we spoke about the importance of adapting our scripts to be as empathetic as possible during this time. We also discussed why it’s so important to stay productive during this period if we want to ensure our future in the industry.
On this episode we discussed:
- Why the current situation will make or break real estate professionals
- The importance of building rapport with our database now
- How to avoid pushing people into a business conversation
Guest Bio-
Dale Archdekin is the Founder of Smart Inside Sales, a coaching and training company serving residential real estate agents and brokers. As former Director of Lead Generation for a top-5 Keller Williams Realty mega team, Dale was instrumental in more than doubling the team’s sales to over $200 million in just 3 years. Dale has been a residential real estate salesperson for close to 10 years now. He lives in Philadelphia with his wife, who is also a residential real estate agent with close to 10 years of experience, and their two amazing kids. Dale and his wife invest in real estate as well and real estate is their main vehicle for their retirement planning.
To find out more about Dale, head to:
Smartinsidesales.com
You can also email him directly at dale@smartinsidesales.com
Thursday Apr 16, 2020
Understanding The Shift That Has Happened
Thursday Apr 16, 2020
Thursday Apr 16, 2020
In a time of widespread confusion, concern and fear, it can be hard to put a finger on what has really shifted and changed, and how to respond to it.
What has really happened and what should we be focusing on in response? How does where we are impact how our clients will act and make decisions?
On this episode, we talk about what the shift that’s taking place is actually a sign of, and what we need to do to win in this space.
The key to developing and sustaining a good real estate business through turmoil is being the professional who brings certainty back into the conversation. -Greg Harrelson
Takeaways + Tactics
- If you’re hearing people’s legitimate concerns as objections, you’re going to come across as ‘salesy.’ This won’t work in this market.
- Things change quickly, and the way of communicating a week ago might no longer be relevant to the current concerns of consumers.
- Learn how to shift your listening and your activity in order to be prepared for what’s happening in the market on this episode of The Level Up podcast.
Thursday Apr 09, 2020
How to Differentiate Yourself as an Agent and an Entrepreneur w/Richard Raspantini
Thursday Apr 09, 2020
Thursday Apr 09, 2020
The real estate industry attracts a huge number of hopefuls each year, but the trick to being successful lies in differentiating ourselves from the crowd. How can we distinguish ourselves from the sea of cold-calling agents and build great relationships with clients when we’re new to the industry? Is there a secret to setting ourselves apart as great employers and how can we retain top talent on our teams? On this episode, President and Owner of HomeSmart Premier Living Realty, Richard Raspantini. shares how to differentiate ourselves and have lasting success in the real estate industry.
To make a name for yourself in this industry, you’ve got to talk about real estate and invest in marketing. -Richard Raspantini
Takeaways + Tactics
- Don’t be discouraged by being asked to call back later. Make a note of a more convenient time to call and act on it; at the very least, consistent calls can help us build relationships with potential clients.
- Offer agents a no-fluff approach. We can attract top talent by having the right energy and maintaining authenticity and openness.
- Help agents establish their own brands. We’re more likely to retain top talent by helping our agents develop themselves.
On this episode, we spoke about what separates successful agents from the rest of the crowd. We also shared insights on how to build an effective team with low turnover and spoke about the importance of building functional offices, rather than flashy ones.
On this episode, we discussed:
- Why marketing is non-negotiable for agents
- The importance of talking real estate whenever we get an opportunity
- Why we have to offer our agents more value than a high split
Guest Bio-
Richard Raspantini is the Principal Broker, President & Owner at HomeSmart Premier Living Realty- the fastest-growing real estate brokerage in Long Island. He is also the owner of Goosehead Insurance Agency. Richard was named a Top Sales Agent every year from 2014 to 2018, and has reached Platinum Level Achievement. He prides himself on his no-fluff approach, and built his business organically by being authentic and passionate about helping others.
To find out more about Richard, head to:
https://www.linkedin.com/in/richardraspantini
You can also call him on 917 716 9265
Or send him an email at rraspantini@hspremierliving.com
Send Richard a message on Facebook: https://www.facebook.com/richard.raspantini
Thursday Apr 02, 2020
How to Prepare for the Conversation about Reductions w/Jeff Quintin
Thursday Apr 02, 2020
Thursday Apr 02, 2020
No agent wants to have a conversation about reductions because they’re conflictual by nature, but it’s a good idea to be prepared for them. How can we protect ourselves from receiving all the blame when a reduction is required? What information should we be giving sellers upfront, and how can we maintain our credibility with the client? On this episode, team owner and agent at The Quintin Group at Keller Williams, Jeff Quintin, shares how to have the conversation about reductions.
Price reduction conversations need to begin at the listing presentation. -Brendon Payne
Takeaways + Tactics
- Don’t decide the price: As agents, we should be guiding the seller towards the most appropriate price, but it’s not our job to tell them an exact number. Give suggestions, but don’t take ownership of the price itself.
- Remind the seller that the market determines price. This isn’t about shifting the blame, it’s merely letting the seller know that the price depends on more than us.
- Earn the right to reduce: If we want to reduce a price, we have to ensure we’ve been hands-on throughout the process. We lose all credibility if we suggest a reduction and haven’t been keeping in touch with the seller.
At the start of this episode, we spoke about why agents are so reluctant to have conversations about reductions. After acknowledging that these conversations are typically conflictual, we offered advice on how to approach and prepare for the topic with sellers in advance.
On this episode, we discussed:
- Why we need to know what is - and isn’t - our fault
- The importance of mentioning potential reductions upfront with sellers
- When to advise a seller against changing the price
Guest Bio-
Jeff Quintin is the Team Owner and Agent at The Quintin Team Keller Williams. Jeff has sold over 4000 properties in his career, and with a track record of selling over 175 properties a year, he’s known for being one of the most successful real estate agents in the United States. Jeff is also the host of “5 Best Time Hacks
That Changed Jeff Quintin’s Business Forever” Masterclass.
To find out more about Jeff, head to:
https://www.linkedin.com/in/jeffquintinsuperteam
https://www.thequintingroup.com/agent/masterclass/
You can also find him on all social media at @jeffquintin
Email Jeff at Jeff@TheQuintinGroup.com