Empower Your Real Estate Business with Customer Prospecting for Real Estate

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grow your knowledge and your confidence will grow if you're more confident you're more likely to step out of your comfort zone if you're more confident you'll do some prospecting or some lead generation in that zip code that you've had no business going to or you've never sold before let's talk about the solid foundation you can't build a house like this you can't build a house a building a structure on a weak foundation what happened what happens when you build that that cool barn on the bottom of the hill or this house on a weak foundation so you got to build a solid foundation one of the ways you can do that is by attending events like today one of the ways you can do that is be a student of the game a b l always be learning okay always be learning okay no matter if you're with one brand you can learn from the other brand okay so when i go to these big national conferences i'm always getting white papers i'm looking at their special reports i'm reading always learning getting different perspectives so you can articulate things differently because some clients learn differently than others also it's good to get a good perspective on the way the competition thinks you never go no you go on that listing appointment and you're up against a sotheby's you're up against xyz realty you're up against whoever it might be it's always good to know what their unique value proposition is you never bad mouth the competition but it's good to know so always be learning i believe when you grow your knowledge your confidence will grow let me say that again grow your knowledge and your confidence will grow if you're more confident you're more likely to step out of your comfort zone if you're more confident you'll do some prospecting or some lead generation and that zip code that you've had no business going to or you've never sold before if you're more confident you'll network with some of those business owners or maybe those high net worth individuals that many agents are afraid to communicate with because the what-ifs what if they ask me how many 13.997 million dollar listings have i sold before now by the way you can never solicit you can never uh initiate any conversations with a homeowner that's listed however if they call you hey i got your name for somebody i'm not happy and they initiate it with you you can return their call or you can talk to them however and if you're not sure check with your broker on that okay never badmouth the competition never say oh they should be doing this they should be but you could say what you're going to do moving forward if they were to hire you so i'm at seven and a half well now it's seven and a half at the time on that 12 and a half million dollar listing appointment he flat out asked me what do i charge and this might be a writer downer for you sometimes people take notes in the phone whatever we got notepads on it i told them i'm by far going to be the most expensive agent to interview but let me share with you how you're going to net more money now i'm going to do some quotes right now this is kind of my cya and i'm based in chicagoland if you were to pull 20 random listing agreements below a million dollars the the predominant percentage you would see is five percent so i hate to say it but we're kind of a five percent average market now the higher you go up in price point not just here in chicagoland or oregon usually agents compete by discounting i don't want you to discount okay i was doing this training in a town called kokomo indiana i never heard of kokomo indiana and at the end we did kind of like we'll do maybe today's hey any ah-ha's you guys got any a-ha's you want to share that you learned today nuggets and earlier and she said i want to be the most because i raised i said raise your hand if you want to be the the cheapest agent in your market it's only happened once this gail is proud she says you know she wanted to be the cheapest agent and then we went around and go our ah-ha's and she said i no longer want to be the cheapest eight in my market but my point being that was a question that he asked what do you charge what do you charge when you're at the end of your listing appointment and you say you see mr seller how if you hire an agent that's well connected they're networked with agents not just in my brand but outside of brands how that might increase your likelihood of selling mr seller do you see how an agent who thinks outside the box that's aggressive that uses digital marketing print marketing uses video how that might get your home sold mr seller and then you keep stacking the offer stacking the offer stacking the offer and he's thinking his mind man they're going to be charging me eight percent and then when you go and say six percent they think that's a it's a great deal so that's one tip i have for you the other tip i have for you when you're talking about fees have the commission pre-typed in the agreement ahead of time maybe you are nervous to get five percent on a multi-million dollar property type in six percent ahead of time and you know i really like you you're a great i think we'd be a great uh you'd be a great client this is a great property i'd really enjoy working with you normally we're at six percent for you i'll do it at five percent you just gave yourself a 10 raise and you weren't even nervous about it we all have to work on some things surrounding yourself listening what are you watching what are you reading so number one is your foundation i can't stress that enough there's no easy button in this life in this world you've got to be able to have a strong mindset and the resources to continue to build yourself up you're gonna get kicked in the shins okay you might get kicked in the shins multiple times you get knocked down eight times you bounce back up nine or at least get back up it's i watched that story on mike tyson and how he lost to evander holyfield and i like watching stories of how underdogs win the davids versus the goliaths they're inspiring to me that's why the olympics and and all these and i again maybe it's different for you but surround yourself and with these type of people and these kind of stories [Music] [Music] you