Agent Academy - Real Estate Coaching & Training
Agent Academy
Agent Academy: Stop Playing by Rules That Don’t Exist
Are you not growing?
Are you just following other agents and how they have done things over the years? Don’t let this be you!
To find out what could be stifling your growth, watch this short video.
Agent Academy: The #1 Thing That Has Had The Biggest Impact On My Business…
I want to share the #1 thing that has had the biggest impact on my business…
I learned how to be a strategic, consistent and educated RISK-TAKER.
Here are rules to live and die by before you decide to take a business risk:
#1 RESEARCH TO MINIMIZE. Find others who have succeeded and ask them questions. Study the trends. Study the market. By studying the structure and path that others have taken, you can AVOID some of their mistakes and really lower the probability that you will fail.
#2 THE BIGGEST RISK IS NOT TAKING A RISK. The biggest failure you can have as a business owner is living in fear of “the floor”. You must understand that ENORMOUS opportunity lies on the other side of that risk you have been too afraid to take.
#3 TAKE RISKS CONSISTENTLY. Risk-taking is a muscle and you have to treat it like one. This is a rinse and repeat deal. Approach business with a mindset of “which is the right risk for me to take next?” and dive into that research. ALWAYS BE looking forward to your next risk even if you won’t take it for another 6 months or 6 years..
Be a risk-taker this year. Your business will thank you for it…
Agent Academy: My Crappy Video Crushes Your Perfect Video…
Let’s talk about that video content you committed to in 2020…
There’s one thing that has prevented you from crushing video in the past and its YOU…
Why? You were and will continue to be in the pursuit of the “perfect video”
Meanwhile, your competition is consistently posting content that is riddled with imperfections..
And GUESS WHAT? They are consistently getting your business too…
STOP worrying about what you look like on camera, or how you sound when you stumble over a word..
STOP trying to find the “perfect” setting and telling yourself you need a fancy camera and production team to post video…
All you need is a smartphone and a new mentality…
To find out what I mean by that, watch this short video.
Agent Academy: Be Different Conference 2019
The Be Different Conference last year was sold out and with 662 Real Estate Professionals who attended the event!
I want to invite you to join the Be Different Conference 2019 in Hard Rock Hotel in San Diego, on November 14th.
There are 1,001 reasons why you should attend this event but I will give you seven (7) today.
Do I need to say more? Our tickets are 25% sold already and we only have a maximum capacity of 350 this year.
So get your ticket now for only $47 at www.bedifferentconference.com and Be Different to stay in this changing industry! See you there!
Agent Academy: How to Handle Price Reductions Like a Pro
There was a recent post on one of these popular Facebook groups asking if anybody out there has a template that they send their sellers with a market update on a weekly basis. Basically, the agent wants to keep the seller updated and possibly go into a conversation about price reduction when necessary.
So today I want to share with you my response to that question as I see a tremendous amount of interest on how I’m doing it.
You can also do this strategy — we are actually shooting a video, along with an attached CMA that we send to our sellers on a weekly basis!
I’m going to shoot one right now. It’s simple and I want you to get a feel for what they look like, and how we put them together that way you can do the same.
Remember we do this every week and we do it every Tuesday. Every seller gets a new CMA, just like if you were coming out to the property with on day one and a video walking them through it — that’s the most important part.
Why is it the most important part? I’m sure we all do a great job of updating people or sometimes we send a market snapshot report to keep sellers relatively updated. The part we tend to ignore is, we are not walking them through how these details relate to your seller’s home.
I’m going to do a role play and you’ll be able to see what it looks and feels like.
Take note of these important keys: The body language, Facial Expressions, and Tone. These are the things that we can’t communicate through email. And this is the reason why we like to do it this way.
I can’t take all the credit for doing this because, in fact, I learned this from somebody in my Mastermind group, Kurt Wannebo. Kurt is actually a competitor in San Diego, but because we’re linked in the same Mastermind group, he was willing to share this 100% openly with me.
It’s quite simple! You can use any system to create a video, attach the CMA, and you’re off and running. Now I have my computer up with my webcam turned on and I have the CMA so here we go.
Watch role-play (2:40 – 6:12)
And that’s it! So I created the video and sent it to them. They have the CMA and they were able to see my facial expressions.
Basically, I’m showing them through visual communication. That the current situation hurts me and is a tough thing. I’m encouraging them to heal and understand that we might need to make a change without me telling them directly to change the price. I’m letting them discover it.
Now, what’s different between this method and the price reduction call? Here’s what it looks like.
Agent: Hey, Mr. seller, Mrs. seller. Nice to talk to you… (chit chats) And I’m just going to get to what I’m really here to talk about.
Seller: Okay, great.
Agent: Now that I asked you about the kids in your weekend, how about we moved the price down 50 grand?
This way you put them in a tough spot, right? You’re saying to change the price right now. They feel backed into a corner and you got a ton of pushback. You’ll make them feel that there’s no back and forth. All they can do is just take the factual and objective information that I’m providing them.
Sure they might go through the same emotions that they might have on the phone. But with this video method, they can sit with it and digest it. Maybe get back into that CMA that market study and be able to digest it and cool off and once they’re cooled off, guess what happens?
Our phone rings… “Hey, Dan, we looked over the information we might need to make a change. We think we might need to reposition to 700,000”
Look at the scenario. We’ve taken the seller from, potentially, a very combative situation to a price reduction where the seller can see the information objectively with a cool head. They can process the emotion away from you and then come to you for a logical conversation.
We all like the “Come List Me Calls” but now you’d start getting “Come Position Me Appropriate in the Market” calls.
This is not about always trying to get the price reduced. It’s all about getting the most that we possibly can for the sale of their home.
I hope this is helpful to you. Shout out to Kurt! Thank you, buddy, for having shared this with me. Now I’m sharing it with you all here at Agent Academy.
7 areas of mastery for a profitable real estate business by Jon Cheplak and Dan Beer
