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The Realty Classroom Podcast by Danny Griffin

Are you looking to end the whirlwind adventure of being tossed around by your real estate agent job and instead start building a world-class real estate agent business? Then The Realty Classroom with Danny Griffin is the help you need.
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The Realty Classroom Podcast by Danny Griffin
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Now displaying: April, 2019
Apr 27, 2019

In this Episode, We’ll Cover: The Clearest Message Wins!

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➡ People Don’t Buy The Best Product Or Service!

➡ They Buy The Ones They Can Understand The Fastest!

➡ Avoid The Curse Of Knowledge!

➡ Speak To The Raw Basics Of Survival!

➡ Simplify Your Survival Plan For Buyers & Sellers!

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Subscribe to the podcast! 🎙

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➡ iTunes: https://apple.co/2CkWYB8

➡ Spotify: https://spoti.fi/2pVPPQj

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Episode link

➡ Web: http://bit.ly/trc-podcast

 

PEOPLE DON'T BUY THE BEST PRODUCT OR SERVICE

I want to give Donald Miller full credit for this idea, which I've drawn from his "StoryBrand." People don't buy the best product or service. That may sound "bonkers," but we see it all the time in the real estate business! It makes sense in the consumer's "story," however. They're the hero. If you're the BEST real estate agent in the world, maybe you're not communicating your message as effectively as you could -- which is that you're the "helper" in the hero's story.

THEY BUY THE ONES THEY CAN UNDERSTAND THE FASTEST

The reason for this is because people will buy the product or service that they can understand the fastest. Are you burdening clients with your resume, when instead you should be telling them how you're going to solve their problem? Don't force them to burn a lot of "mental calories" to keep up with you. Chunk your message up into bullet points; keep it simple, formulaic and organized, so people can understand you quickly. This is a complex business and people don't understand the 'ins' and 'outs' the way that you do. Your job is to simplify it for them!

AVOID THE CURSE OF KNOWLEDGE

A lot of us fall into this trap. New realtors get really excited because they've passed their licensing and they have all this knowledge. It's a natural tendency to want to share that accomplishment. If the buyer is the hero of the story, is it necessary for you to drone on about everything you just learned in "Realtor Class?" NO! Think of it like you're communicating on Twitter. You're forced to limit yourself to 140 characters to get your message across. How can you trim your real estate message in a similar fashion before you walk into a listing or open house, in order to simplify it for the potential buyers?

SPEAK TO THE RAW BASICS OF SURVIVAL

Clients are trying to survive the real estate process, so speak to the raw basics of survival. Their brains will shut down if you avalanche them with your knowledge. They may patronize you and even like you, but you've still shut them down. The thing they'd really love to have is someone to guide them and help them to survive the process with a PLAN.

SIMPLIFY YOUR SURVIVAL PLAN FOR BUYERS & SELLERS

I have two Infographics that have the immutable laws of selling and buying. There's an organized way that people go through the process. It's a fifth-grade level message that can be delivered in 60 seconds from the hood of a car. If you can't do that, your business may be suffering from the curse of knowledge.

Apr 11, 2019

In this Episode, We’ll Cover: The Power Of Your Words!
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1. Your Positioning Helps Set The Stage
2. Your Introduction Gives The Necessary Context
3. Your Tone & Pace Might Not Be What You Think
4. When In Doubt Default To Help & Contribution
5. Let The Ogres Make You Better
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Learn more here: http://bit.ly/TRC-066

Subscribe to the podcast: https://apple.co/2CkWYB8

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YOUR POSITIONING HELPS SET THE STAGE

This episode builds on the topics we covered in Episode #65, on the differences between cold-calling and strategic telemarketing. Real estate is a service business. How are we ever going to explain the services that are available to people if we won't pick up the phone? Door knocking is exhausting and sometimes scary. Ask yourself: What is my position? Your positioning helps set the stage for all the things you'll say during a telemarketing call. Remember: You're not the hero of this story! The hero is the seller and the buyer. Your role is to be the guide who helps the "hero" on their journey of buying or selling a home. Take that "positioning" in your real estate business, where telemarketing is one of the easiest ways to have the most conversations about real estate with people. You're the guide!

YOUR INTRODUCTION GIVES THE NECESSARY CONTEXT

Be yourself. Be "you" as you introduce yourself to people as the guide, who can help them overcome the challenge of buying or selling a home. "I have some similar properties to yours that have sold recently and what they went for -- and I thought this info might help you." And then we withdraw. When you give them something without asking anything in return, you'll set yourself apart from the other 15 people that have been cold-calling them or banging on their door. Position yourself as a good person who just wants to help.

YOUR TONE & PACE MIGHT NOT BE WHAT YOU THINK!

Going off of a script can come across as not being genuine. You're not using YOUR words when you talk to people. Don't be so afraid to be yourself and learn to "hit the beats" in a conversation. Listen to this section to learn how to make a quick, effective intro to any telemarketing conversation -- and to make it YOUR intro. You can use this formulaic model in any context, without being a pest. Keep in mind that if you're nervous OR excited, you may be going too quickly. Slow down and be clear as you offer your guidance.

WHEN IN DOUBT, DEFAULT TO HELP & CONTRIBUTION

If the person on the other end of the line sounds hesitant, doubtful, busy or mad -- just acknowledge it. And then default to helping them, while expecting nothing back. Be helpful and back off. That's what a good guide does for the hero.

LET THE OGRES MAKE YOU BETTER

Sometimes when you make telemarketing calls, you'll encounter the "ogre." Don't get mad at them. Let them make you better. You can learn perseverance from dealing with ogres. "What are you so mad about?" Call them out, persevere and who knows? Maybe you'll be the pattern interruption that turns them around. If not, you've only lost a little bit of your time

#realestate #realestatepodcast #podcast #realestatebusiness #agent2021

Apr 4, 2019

In this Episode, We’ll Cover: Telemarketing Versus Cold Calling!
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1. What’s The Difference Between Cold Calling & Telemarketing!
2. Why Telemarketing Should Be Your First Choice For Message Delivery!
3. How To Use Content Marketing – Online & Offline To Support Telemarketing!
4. It’s About Prospects First, Appointments Second!
5. Telemarketing NEVER Stops!
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Learn more here: http://bit.ly/TRC-065


Subscribe to the podcast: https://apple.co/2CkWYB8

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WHAT'S THE DIFFERENCE BETWEEN TELEMARKETING & COLD CALLING?

Telemarketing versus cold calling is always a lightning rod when you talk about real estate. What's the difference between the two? In my opinion (emphasis on OPINION), cold calling means you're picking up the phone and calling. Get into conversations, see if you can get somebody talking. Personally, I don't like it. The "cold" part without a plan bothers me. Telemarketing, in my opinion, is calling people under the framework of a very highly-structured, planned event.

When you're telemarketing, you're going to be marketing YOU and your expertise within a defined, planned geographic location. Doesn't that make more sense, as an expert, than calling someone "cold?" Calling with a plan and your market expertise is already much better than calling cold! Giving away information like this for free gets you into a useful conversation much quicker and easier than cold calling. You must contribute something to them first, and that's where telemarketing can be really powerful.

WHY TELEMARKETING SHOULD BE YOUR FIRST CHOICE FOR MESSAGE DELIVERY

Running to online platforms as your first choice is a big mistake. Try telemarketing. Trust me -- just try it! If you want to do more sales, you have to have phone conversations -- a lot of them. Having as many quality conversations as you can, every single week, should be your first priority. It's not going online and thinking you'll put your destiny in the hands of Facebook or Google AdWords. Telemarketing is a conversation that contributes to the people you're calling.

HOW TO USE CONTENT MARKETING -- ONLINE & OFFLINE -- TO SUPPORT TELEMARKETING

The real boss -- the consumer -- is starting to say, "Stop bothering me," because so many in real estate are taking (calling non-stop, etc.) and offering nothing of value in return. Lead generation no longer works the way it used to. Listen to this section for the real "meat and potatoes" -- tips on how to tie your online and offline marketing into your telemarketing plan.

IT'S ABOUT PROSPECTS FIRST, APPOINTMENTS SECOND

All of the cold callers are trying to book appointments -- it's all about the appointments for them. With telemarketing, it's about prospects FIRST, appointments second. If it's all about the appointments, you have the priorities backwards. The prospect relationship needs to come first.

TELEMARKETING NEVER STOPS!

You're always going to be calling and marketing a message via the phone. You're telemarketing a certain message to a lead. You're telemarketing an upgraded message to a prospect. When they're a client, the calls become very hyper-specific, going over and over the plan. This all happens by the phone and yes, it's supplemented by online and offline marketing. If there are no phone calls happening in your business... Get going with telemarketing immediately!


#realestate #realestatepodcast #podcast #realestatebusiness #agent2021

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