Category Archives: Real Estate Sales Training

The Best Real Estate Scripts that Get Appointments: The Power of Frames – Kevin Ward


The Best Real Estate Scripts that Get Appointments: The Power of Frames – Kevin Ward

Go to http://TheBookofYES.com to get your COPY of all my scripts in Kevin’s #1 Bestseller, The Book of YES: The Ultimate Real Estate Agent Conversation Guide.

Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes’s and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

To hear more of Kevin’s training on audio, check out his weekly podcast: http://bit.ly/1z6Hx7L

In this video Kevin talks about real estate scripts that work to help you get more appointments by using positive frames which is an NLP technique that is very important to understand.

Have you ever heard someone one say (or thought to yourself), real estate scripts all sound pretty much the same?” It’s true. And it’s also true that most cars really look pretty much the same too! Right?

It’s the differences that matter. It’s the differences that make one new car worth ,000 and another new car the exact same size worth 0,000. (Almost sounds like the difference in some real agents’ incomes. Both may work hard, but somehow one gets dramatically different results.

THE GOAL

Obviously the primary goal of using scripts is to get, “Yes.” It’s to inspire (or convince) a prospect to say “yes”…to set an appointment with you, or to list their house with you, or to sign a contract to buy or sell a piece of real estate. Scrips are simply strategic conversation maps designed to lead to the “yes.”

So…if you want to become more effective at getting appointments, and listings and sales, become better at know what to say and how to say it to inspire more “yes’s.” That’s where the power of verbal frames can help…if you understand how to use them. Frames is a term often used in NLP (Neuro-Linguistic Program), that basically refers to how words and language “frames” a thought, feeling, or any communication.

In the video blog, I explain in detail the right way and the wrong way to use frames and give more examples. Here is a basic overview:

WRONG: Using negative frames.

Never create a negative frame in your conversation. A negative frame is basically assuming or speaking an outcome that you don’t want. It is casting your question or statement as if you are expecting or preparing for a negative response (in other words, a response that you don’t want).

Here are some examples of some common negative frames in real estate conversations or scripts:

“You’re probably not looking to move right now….but when do you think…”

“I’m sure you’re already getting swarmed by agents calling you…so I just wanted…”

I know you’re sick and tired of hearing from agents…so I’ll make this brief…”

“Would you be terribly offended…if I asked for your phone number?”

“I know you’re not going to like hearing this…but…”

“Sorry to bug you….”

Here is the universal law that is at work here: You tend to get what you expect. And it’s true in business and in life and in relationships and in everything…you tend to get what you expect. So why would you speak as if you are expecting an undesired outcome?

RIGHT:

1. Repeat and affirm their statement.

Now, If they say a negative statement first…then it’s perfectly appropriate to acknowledge their statement by repeating and affirming their thoughts or feelings. When you reflect back their statement and acknowledge it, you are bringing yourself in alignment with them. In other words, you are getting on their side! And that is very powerful. They created the negative frame, you you are simply connecting with them through their statement.

2. Reframe to a desired outcome.

Now that you’ve connected with them, you can now begin to influence or lead them by reframing the conversation to a desired outcome. In other words by bringing up an outcome that they do want and that you can help them achieve.

Watch the video for some great examples of how to put this into action in your business.

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Real-Estate Agent Beginner: Sales Training 101


Real-Estate Agent Beginner: Sales Training 101

Real-estate agent beginners often have times finding the necessary real-estate sales training. It literally blows my mind how complicated people have made real-estate sales. Remember this: When people make things wayyyyy more complicated they are usually trying to rip you off! Sales is like working out. There’s no secret to it. You lift weights consistently for long periods of time, your muscles will grow. In sales, you consistently practice the fundamentals of sales, your bank account will get big.

Read more on the blog: http://www.cheaphouseswilmington.com/real-estate-agent-beginner-sales-training-101/

There are just 3 main sales processes: FINDING, DEVELOPING, CLOSING

Finding (The “seeker”)
Finding = Getting in front of people that want to buy or sell real-estate. Finding people that want to buy or sell real-estate is the most difficult part of the sales process. ANYWAY of prospecting will be arduous, time-consuming, and will annoy people. You can’t beat the system by finding the “perfect” prospecting method (Trust me I’ve tried). You will always wage the war between very “targeted” and “broad” ways of finding leads.

Very “targeted” ways of finding real-estate leads include (MORE competition “Your the 5th realtor that’s called!”)

FSBO’S
Expireds
Pre-foreclosure
High-equity owners
Absentee Owners

Very “broad” ways of finding real-estate leads: (LESS Comeptition “How did you get this number? Don’t call back!”)

Door-knocking
Power dialing entire subdivisions
Mailers
Networking
Going up to random people on the street (I don’t recommend)

The trick is to simply get in contact with these people. It could literally anyway including phone calls, mail, social media, and even e-mail. If you choose to prospect more targeted prospects, the competition is tough since there’s fewer. If you prospect a “broad” method, there’s less competition but you will have to prospect in higher numbers.

2. Developing (“People person”)

Developing occurs after you have found a “Yes” and put them in your database. This person could be a FSBO, a buyer you meet at an open house, or an investor you met at a networking event. What matter is that you got a “yes” and put them in your database! Developing is where the cheesy quote “the fortune is in the follow-up” comes from. You essentially want to contact this person 5-7 times before they decide to make a decision.

You found a prospect that wants to sell cold calling
Send them a letter thanking them for their time
Follow up a few weeks later with a just sold
Send an e-mail with some market information (That pertains to them only)
Holiday card.
Close

Congratulations you just “touched” the prospect 6 times. They will probably use you as an agent when they do decide to sell!

3. Closing (The “persuader”)

Being a good closer means that you can handle objections well. This is the person that really studies sales and practices scripts every night before going to bed.

Having a great listing presentation
Handling people that want you to reduce commission
Finding and scheduling a time to meet.
Getting the prospect to “sign on the line that is dotted!”

New Agent Advice from 12 Top Real Estate Agents


New Agent Advice from 12 Top Real Estate Agents

12 top real estate agents share their words of advice to new agents. These 12 top agents averaged 373 homes sold per year with an average sales volume of million. Each agent answers the question, “If you were to advise a brand new agent just getting into the business, what would you tell them to do first?” This advice could prove more valuable than improper real estate training or real estate coaching.

Sales Skills That Matter Most for Real Estate Professionals | #TomFerryShow Episode 55


Sales Skills That Matter Most for Real Estate Professionals | #TomFerryShow Episode 55

Thousands of people come into real estate every year and nearly all of them, 87% according to NAR, leave the industry within 5 years.

Working in real estate means that you must be a strong salesperson and the vast majority of those people leaving each year simply haven’t taken the time to improve their sales skills.

Being able to articulate your message in a way that builds trust and ultimately move people towards a decision will make you far more successful than nearly anything else you can spend your time on.

Luckily for both new agents and veterans agents sales skills are easily improved!

Read More: http://bit.ly/1RZ1832
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Six Figure Sales Tips of the Real Estate Masters – Real Estate Sales Techniques Training


Six Figure Sales Tips of the Real Estate Masters – Real Estate Sales Techniques Training

http://www.RichGrof.com/ Rich Grof Performance Sales Coach introduces his new sales techniques and conversion video series and explains what will be covered and the value it can bring to any Real estate Agent. Product Launch Date October/2012
This is Day One in a seven-part real estate sales business coaching mini-series entitled, “Secret Six Figure Sales Tips of the Real Estate Sales Masters!”

Each day you’ll receive powerful business and sales coaching secrets. These secrets are the same techniques that all the Real Estate Masters have and are the same skills we teach in our real estate coaching program. In fact they are so powerful that if you only attempt them in your real estate sales cycle they will make a noticeable difference at your sales conversion.

The first real estate sales coaching series discusses how to transform your sales presentations so prospects become solid buyers or sellers.

I’ll share some real life examples taken from actual RG Performance Development members who applied these concepts and changed their real estate businesses and sales conversion in significant ways.

How effective is the RG Sales Conversion approach? On average after the first year of being in our program, new real estate sales people will double their previous year’s earnings. They talk of increased energy and productivity while actually reducing their hours worked. Most of our members are surprised at how easy and exciting it is to be in a high producing sales flow.

Here’s what this real estate e-course will cover:

Day 1 – How to Boost Your Sales Conversion in Your Real Estate Business

Day 2 — Why Real Estate Buyers Don’t Buy

Day 3 — Three Tips of Real Estate Masters That Will Help You Find New Buyers at Every Open House

Day 4 – How Do you know if Your Buyer or Seller is Motivated?

Day 5 – How Can You Develop Rapport Quickly and at a High Level?

Day 6 – How Using Client Agreements in Your Real Estate Business Can Build Client Loyalty

Day 7 – Mistakes Real Estate Sales Professionals Make that Lose Sales
http://www.richgrof.com/unstoppable-sales-conversion/
real estate sales coaching real estate sales training real estate training real estate open house training buyers buyer open house success build rapport building rapport real estate client loyalty homes home house sale

Real Estate Training: Sales Strategies 101 By Coach Chadi Bazzi…


Real Estate Training: Sales Strategies 101 By Coach Chadi Bazzi…

Sales Strategies 101 By Coach Chadi Bazzi…Real Estate Training, get connected to Chadi now! visit thttp://www.ChadiBazzi.com

Anyone, anywhere, can learn these skills and those who do learn them and apply them experience easy sales …

Selling is fun when you know how to sell.
Selling is not selling when you are presenting to a motivated buyer, so how do you find those motivated buyers, well, you become a great sales person first and all of sudden, just like magic, they begin to appear.

Chadi Bazzi is A Top Real Estate Coach and has conducted over 20,000 One on One coaching calls since 1999 and has helped thousands of people from all walks of life achieve success not only in their business but also in their personal lives.

Chadi Bazzi is a Business Architect, Strategist, Motivational Speaker and a Super Coach. Chadi considers himself to be a student of life and totally believes that Big Learners are Big Earners and this is why he reads a minimum of 50 books a year and is always encouraging his student to become avid readers. Some of his favorite authors are:
1. Brian Tracy
2. Anthony Tony Robbins
3. Zig Ziglar
4. Brendon Burchard
5. Dennis Waitely
6. Og Mandino
7. Napoleon Hill
8. Earl Nightengale
9. Jim Rohn and
10. Grant Cardone

Chadi believes so much in learning and says that when you are in an environment of like minded people who share the same commitment to becoming the best that they can be, Magic Happens and all of a sudden you become more attracted to success and success finds you quicker. This is why he is always attending seminars to meet new people and continue to learn new things to stay on the cutting edge.

Mentorship is the fastest way to success periodly. Since 1997 Chadi has been coached and trained and worked with some of the best coaches which include Tom Ferry , Matthew Ferry , Mike Ferry , Bruce Keith , Danny Morel , Joe DiRaffaele , Rich German , Other Trainings Chadi has been through include the works of such trainers like Frank Kern , Eben Pagan , Brendon Burchard , Russell Brunson , Mike Filsaime , Andy Jenkins and many others.

The Real Estate Business is an easy Business for those who really take it seriously and it is a struggle for those who do not take the time to real learn the ropes.

Chadi has sold real estate with Century 21 Superstars , Century 21 Today and Century 21 Curran & Christie and has coached agents from Coldwell Banker , Keller Williams , Re/Max , Better Homes & Garden , John L. Scott , Windermere , Star Real Estate , Tarbell , Zip Realty , Allain Pinel , Long & Foster , Real Estate One and many other Realty companies, big and small.

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http://www.RealEstateSalesMastery.com

You can also connect with Chadi at
http://www.Facebook.com/realestatesalesmastery or at http://www.Twitter.com/ChadiBazzi

Sales Pro Shows Celebrity Real Estate Agents How to Negotiate Price


Sales Pro Shows Celebrity Real Estate Agents How to Negotiate Price

http://GrantCardone.com –
Sales Pro Shows Real Estate Agents How to Negotiate Price

Sales training expert and Business Guru gives Celebrity Real estate agents a lesson in how to sell Luxury real estate Selling Real Estate in Tough Market –
In this Segment of popular TV show Selling LA Celebrity real estate agents get listing for NY Time Best sellng author and Multi-family real estate expert Grant Cardone’s home in Hollywood. Lionel Ritchie lived at this trophy property atop the famous Bird Streets of Hollywood. The neighborhood is filled with stars like Leo DiCaprio, Dr. Dre, Kenau Reeves, Hollie Berrie, and Jennifer Anston.

International Sales Training Expert and NY TImes Best-Selling, Grant Cardone, stars in an episode of HGTV’s new series, “Selling LA.” Watch Grant throw down some knowledge on the real estate industry and how to negotiate the price of high end real estate.

Cardone delivers a sales seminar on the property to Real Estate agents telling them he knows that everyone thinks he is an idiot for the price he has property listed for and then goes on to make the point that the one person that will buy his house overpays for everything from cars, to purses, clothing, boats and everything else.

Real Estate Sales Coaching & Training -“Secret Six Figure Sales Tips of the Real Estate Masters”


Real Estate Sales Coaching & Training -“Secret Six Figure Sales Tips of the Real Estate Masters”

http://www.RichGrof.com/ Rich Grof Performance Sales Coach introduces his new sales techniques and conversion video series and explains what will be covered and the value it can bring to any Real estate Agent. Product Launch Date October/2012
This is Day One in a seven-part real estate sales business coaching mini-series entitled, “Secret Six Figure Sales Tips of the Real Estate Sales Masters!”

Each day you’ll receive powerful business and sales coaching secrets. These secrets are the same techniques that all the Real Estate Masters have and are the same skills we teach in our real estate coaching program. In fact they are so powerful that if you only attempt them in your real estate sales cycle they will make a noticeable difference at your sales conversion.

The first real estate sales coaching series discusses how to transform your sales presentations so prospects become solid buyers or sellers.

I’ll share some real life examples taken from actual RG Performance Development members who applied these concepts and changed their real estate businesses and sales conversion in significant ways.

How effective is the RG Sales Conversion approach? On average after the first year of being in our program, new real estate sales people will double their previous year’s earnings. They talk of increased energy and productivity while actually reducing their hours worked. Most of our members are surprised at how easy and exciting it is to be in a high producing sales flow.

Here’s what this real estate e-course will cover:

Day 1 – How to Boost Your Sales Conversion in Your Real Estate Business

Day 2 — Why Real Estate Buyers Don’t Buy

Day 3 — Three Tips of Real Estate Masters That Will Help You Find New Buyers at Every Open House

Day 4 – How Do you know if Your Buyer or Seller is Motivated?

Day 5 – How Can You Develop Rapport Quickly and at a High Level?

Day 6 – How Using Client Agreements in Your Real Estate Business Can Build Client Loyalty

Day 7 – Mistakes Real Estate Sales Professionals Make that Lose Sales
http://www.richgrof.com/unstoppable-sales-conversion/
real estate sales coaching real estate sales training real estate training real estate open house training buyers buyer open house success build rapport building rapport real estate client loyalty homes home house sale