I just took a listing yesterday for $1.5m. I handled very objection w/scripts (Ie: a planned dialogue with proven results).
The seller said, never mind, you guys go to school for this, (knowing what to say) where do i sign.

Nothing could be further from the truth. I sure am glad most agents don't go to school for selling. Less than 1% of the agents sell more than 45 homes a year. This says a lot. Less than 1% are able to sell 1 home per week. 40 hours a week to sell 1 house and yetover 99% cannot do that.

Don't look to your Broker for help with this because if he knew what to do he could not afford to remain a Broker.

do you mentor new agents?

I took Mike Ferry action workshops a long time ago and used to get his tapes of his one on one retreats. They are mp3's or CD's now and the older ones are pretty cheap. (Not much has changed anyway) I don't use any of that prospectng/cold calling stuff anymore, I get 100% of my business online.

In my opinion Floyd Wickman was a great trainer for a new agent. He would walk you through the basics of the listing presentation and go over the standard objections and the answers. He covers basic prospecting and cold calling. He had a gentler approach than Mike Ferry. Mike Ferry was more blunt and aggressive in his approach and was a good next step after you know what you are doing, to take it up a notch and raise the production level. A lot of the trainers have interesting approaches.

There are two things to learn, 1) how to find buyers and sellers and 2) what to do with the prospects once you get them. Two totally different skill sets. I would study the different listing presentations and the closing techniques and objection handling techniques taught by a bunch of different trainers. I also took the appraisal course to learn how to correctly price property. That is a critical skill needed whether you work with buyers or sellers. It is probably the most important skill you need to bring to the table.

While you are starting out I would take a client where ever you can find one. I would look at developing a website with an IDX and a blog, and let it grow as you do. Write about the area, the market and the business. It takes a few years to become visible in the search results, but when it does you can generate a lot of business that way.

This is the first time I've ever seen anybody mention this topic but after reading about it hear I'm very interested in learning more on it. Can anybody recommend a good source of information on improving your listing presentation. Or care to share some here?

I would love to hear more about that... how do you make sure that the clients are qualified/motivated? I guess when they contact you, right? How do you deal with having to work all over the place (here I'm extrapolating based on what lucky said - that when he has referrals he has to work in different areas, whereas when he farms an area he knows exactly where his clients are coming from...




Thank you, I will look into him as well... I have been told on numerous occasions that I should be less blunt/aggressive, so I'm kind of worried of scaring people off if I use aggressive scripts




Yep, I'm trying to work on both of those skills, I would divide them up into "getting clients" and "actual work" This thread is more focused on getting clients, so I'm asking more about that here... I'm also constantly doing searches on this site and am reading older threads for the actual "getting work done" material... as well as reading other things (including my coursework)...

Appraisals are part of the courses that I have to take to even get my license, but there's another full course on them available too, and I was thinking of it, as I keep hearing that pricing a property right is extremely important, and I figured that appraising it is probably the best way to do that...




Definitely looking into the web part of the business too, as my background (work-wise) is in web-development and technology, so this is a no-brainer to me, and an obvious avenue for trying to get clients... it's also a fairly passive way of prospecting once it's set up...

You know, after getting on this board I've realized that I'm very happy that it will take me so long to get through the courses here (they cannot be taken concurrently), as I can do lots of learning/reading/setting up before I actually get licensed and start feeling like I need to start doing things...

There's a book by Jim Remley called Real Estate Presentations that make Millions... I have it, but haven't read it yet, so I cannot personally recommend it yet, but it might be something to look into... also just searching online will turn up some ideas....

I go through a conversation when they first call me or when respond to an email request. That's where I figure out their motivation etc. As for working all over the place, I have a hybrid and I refer out the ones that are too far away.

A lot of people buy the only house I show them, or just go out one or two times so if I drive an hour each way and the commission is 6-10K I don't really mind. I would rather drive than cold call!

Here are 2 snippets of follow up/ accountability daily e-mails I Get from my coach. This is in addition to weekly business planning calls, daily messages from Mike, daily emails from Mike, free seminars, free audio etc.

RE: Did you get 150 today? How about those lead follow-up calls...how many? Fritz

How many in the lead follow-up category?
 
Fritz Pollard
Management/Recruiting/1:1 Coach

lucky, are you learning anything new from this coaching or is it more a motivational thing at this point?

Lucky,


The worst thing a high school coach can do is take a Olympic
Athlete's training program and adopt it for his team of 14 year old's, they will not progress and will in fact regress. Way to complex and a good chance it will tear them up. One on One is a advanced/elite program. You forget, it's been a while since you were in Kindergarten(a word from Germany).

Life is a never ending journey of learning.

Even my 18 year old believes we are here to learn and take action.

I believe, those that stop learning are dead inside.

[size:14pt][/size]

I don't think I believe that Hunter. It's true, you must be able to afford One on One, or at leastbe close to affording it.

They also have 2 on1 coaching which I was involved in for many many years.

Good to know about the Two on One training I wasn't aware
of this, nice option to have.

Okay guys last day of grinding out these calls and
then we are free.

Lucky, you spend a lot of time with your egg timer
does he have a name.

Spoke to the local priest and he promised me we wont
go to hell for bothering so many people as long as we
give him a big donation each year. This has been a worry
for me for some time.

I have to say that I'm impressed with how you raised your 18-year old if he's thinking like that...

what I meant by the question is whether you actually get new material/ideas through your coaching? For me, right now, practically anything I read/hear about real estate is new, so I'm learning at a much greater rate than if I were to read about, say, web usability, or other topics that I'm familiar with better... at some point I find that I need to be more selective with courses, as a lot of them tend to repeat the info... the business planning you get, or any tips, do they still teach you new things at this point in the game?

Thanks for the info. I will try to check out the book.

I always like to have a base of knowledge before I start randomly searching google on a topic.