It's all about appointments Description: 3:50 John Tenza breaks down the business to it’s most basic elements, prospecting so you can get appointments which then leads to clients & closings. He explains how fear & excuses hold us back from doing the work necessary to succeed. Simply doing the work is usually enough to help you stand out from the competition. “Most people in real estate don’t work. They talk about working. They think about working. They have a cup of coffee and talk each other out of working, but very little work actually gets done.”
Produce Solutions & Generate Results For Clients Description: 3:43 If you want people to refer you to future clients then you have to provide your current clients with great service & support. The best way to do that is to produce solutions to people’s real estate problems. Clients want to see results. Sellers want to see showings and offers. Buyers want to see listings and buy a home. Produce solutions & generate results.
Talking To FSBO's Description: 2:53 This video is about how to talk to unrepresented homeowners that are trying to sell their homes without a listing agent. You'll learn the exact words to say in order to show a home owner that using a realtor is the best way to sell their home for top dollar. For sale by owner homes are a great way to find potential clients who are interested in selling their home.
Don't Watch TV & Have The Courage To Tell The Truth Description: 4:47 You can’t be on appointments and watch TV at the same time. TV steals precious time away from your business and family. Instead of watching someone else get paid to perform you should be performing for clients during appointments so you can get paid. Also, It’s important to have the courage to tell the truth when talking with prospects & clients. People hate when others act “fake”, especially sales people. Be genuine and have fun with your clients.
Dealing With Difficult Clients & Prospects Description: 3:18 Not every client is going to be easy to get along with. But just because someone is mean & demanding doesn’t mean they won’t buy or sell a home and put money into your bank account. We need to detach our emotions from the business arrangement so we can work with difficult clients without getting an ulcer. This video has some great tips on how to pacify difficult clients and convince them that you’re the best person for the job.
What Makes You Different & Special Description: 3:04 At the beginning of the video John Tenza shows us a great way to talk with FSBO’s who say a Realtor/friend told them it’s ok to sell a home themselves. The most important thing to remember when prospecting for clients is to show potential clients what makes you different and special when compared to other real estate agents.
There Is No Such Thing As a "Closing Moment" Description: 3:04 John tells us that the arena of success is at at the kitchen table. Once someone lets you into their home it's a totally different conversation than talking on their front porch. Don't get confused and think there's a single moment when you can close a deal. Selling real estate is about developing genuine relationships where the clients trust you enough to do business with you.
Asking The Right Questions To Clients Description: 4:22 John Tenza shows us that by asking the right questions we can get the clients to tell us exactly what they want from their agent. At the beginning of the video he gives a great rebuttal for when a prospect tells you “I’ve already interviewed 2 other Realtor”, and at the end of the video he tells how to quickly and easily deal with the question: “Will you cut your commission?”
The Power Of Referrals Description: 5:00 John Tenza shows us the power of building your real estate career with referrals. The best agents understand why asking for, and getting referrals is vital to the long term success of your business. Following up & staying in contact with your sphere of influence is the best investment of your time and marketing dollars.
Asking For Referrals & Knocking On DoorsDescription: 5:43 If you never ask then you’ll never know. Every person you meet & talk to is a chance to earn business. Your sphere of influence already knows, likes, and trusts you, so why wouldn’t they refer people to do business with you? You must stay on the top of the mind of the people in your sphere. Remind them to remember you. The last half of the video John Tenza tells us how to stand out from the crowd when prospecting for listings by knocking on their doors.
Answering Tough Questions From Clients Description: 4:46 How to answer tough questions from clients, like “Do you have experience in this area?” He also says “Anytime you’re feeling under pressure it means they’re asking more questions than you are.” John Tenza talks about “re-framing” questions so you can give them a response they’ll appreciate, and how not to compete with other Realtors but to control the conversation instead.
True Story: Talking to a FSBO Description: 5:35 What happens when you talk to a FSBO? Listen to this true story and learn how to handle objections from FSBO prospects.
Rebuttals To Common Client Concerns Description: 4:47 Some great answers to the questions like "my mom's a Realtor, so why don't I just use her?" and "how are you better than ____ who sells all the homes in my neighborhood"
Qualifying Questions & Elevator Pitches/Branding Phrases Description: 4:01 Asking the right questions to a potential client can do 2 things. 1) it will show you how serious they are about buying or selling & 2) it will show them that you want to know more about them and their situation. Create personalized branding phrases/elevator pitches to use along with your questions.
Dealing With Stress As A Realtor Description: 4:09 John talks about his personal motto for getting over stressful moments and how to remind yourself of the potential commissions when you're with a difficult client
How to Market Your Listings To The Neighbors Description: 4:25 John Talks about what to say when talking to the neighbors of a home you just listed. He reviews ways to get your current listings sold while also prospecting for more interested sellers.
How To Cure Buyer's Remorse Syndrome In Your Clients Description: 4:58 John Tenza talks about how to help buyer clients feel comfortable with their decision to move forward with a purchase. This could be the biggest purchasing decision of their lives. It's up to you to make them feel comfortable about the process of buying their new home. How you achieve this depends on what type of personality your client has.
What do your client's want? & What is the pulse of the market? Description: 4:10 John talks about framing the words you say around the concerns of your clients. He also talks about the importance of watching the pulse of the market so you can be an expert.
BEST. DOOR-KNOCKING. SCRIPT. EVER!Description: 4:59 John Tenza talks about the best ways to talk to home owners after knocking on their front door. He also talks about the "domino effect" that happens when you knock on the right doors.
The First Step is The Hardest, So Here Are Some Easier Ones Description: 5:25 John Tenza talks about how to overcome procrastination, and take the first step towards success in real estate. He gives practical examples on how to take action and gives 2 more great tactics on how to introduce yourself to FSBO sellers.
Upgrade Your Language & Practice Your Professional Skills Description: 4:53 John Tenza talks about some different ways to improve the way you speak to clients. He also talks about how the most successful athletes in the world practice their skills everyday. If you want to be successful then you need to practice being a better professional.
What Do You Want & How Will You Get It? Description: 2:45 John Tenza talks about why we need to ask ourselves difficult questions in order to determine what actions we need to take in order to achieve our goals. He also talks about how confidence in ourselves will rub off on our clients and put them at ease.
Practice Being a Professional RealtorDescription: 4:08 John Tenza talks about the importance of practicing your branding phrases & elevator pitches so you can deliver them to prospects with confidence. He also gives us a great closing phrase to use when trying to convert a prospect into a client.
Add Value To Your Client's Lives Description: 2:48 John Tenza talks about how you don’t need to know all the answers, but you need to know where to find the answers to difficult questions. He also talks about how to add value to the lives of your clients so they don’t argue on commission and using the company’s track record for success when you don’t have experience.
Progress is Better Than Perfection Description: 2:58 John Tenza talks about how you should stop worrying about being perfect and instead focus on making progress towards your goals. He also talks about how “failing to ask is asking to fail” and how you can take a sold listing from the MLS and walk around it’s neighborhood looking for clients.
Give Sellers the Opportunity to Hire You Description: 2:58 John Tenza tells us how to get in front of sellers and give them multiple opportunities to hire you by following up with every lead. He also talks about recognizing the need to earn more money through following up with prospects and keeping track of how you spend your time.
5 Steps of Persuading Sellers to List With You Description: 3:48 In the second half on the video John talks about the 5 steps to persuading sellers to list with you. He also tells us to raise the bar on our personal expectations for what we’ll earn in real estate.
Have Fun With Your Clients Description: 2:08 John Tenza talks about how you should relax and smile around your clients so people feel better about you. He also talks about targeting areas with high turnover for prospecting for listings and the importance of becoming an industry expert.
Don’t “List” Homes, “Professionally Market” Homes Description: 2:48 John Tenza gives us a couple good examples of what to say while talking with a potential seller so you can earn their business. He also talks about targeting renters for buyer clients and the importance of previewing homes before a listing appointment.
Success = Prospecting + Appointments + Listings + Sales (PALS) Description: 2:53 John Tenza gives us his formula for success in real estate. He also covers sending “just sold” postcards whenever there’s a sale in high turnover neighborhoods, even if you didn’t sell the home yourself.
Jim Rohn - How to have Your Best Year Ever 3:50 The late, great business coach Jim Rohn talks about how he was able to get one phone call worth millions of dollars and how you can earn more money in your business. He explains why it’s important to become a more valuable person so people will be willing to pay you for that value. He closes the video with “Learn to work harder on yourself than you do on your job.”
Mike Ferry – Learning Sales Scripts19:58 Real Estate Coach Mike Ferry tells us why it’s important to learn and use sales scripts when talking with potential prospects. At 1:21 he tells us the characteristics of a good sales script. At 6:23 he goes over the advantages, for both you and your clients, of using good sales scripts. At 14:13 he shares the advice he got from pro golfer Phil Mickelson and how he uses that advice to be more successful. And at 16:45 he talks about how we must embed these scripts into our sub-conscious.
Randall Pinkett: "The Entrepreneur's Mindset"
20:16 Dr. Randal Pinkett describes the necessity of an entrepreneurial approach, in all endeavours, in order to successfully compete in a global economy characterised by fundamental changes in technology that have altered, and will continue to alter, the rules of the game
Sales Excellence - How to become a Great Salesperson 13:24 Expert Sales Coach Victor Antonio talks about how you can “become the greatest salesperson in the world”. He explains the importance of creating a sales process, a procedure you can follow with each client. He also explains the difference between selling a product and showing a product and how to clear away any obstacles in the way of your closing.
Selling The Invisible: Four Keys To Selling Services 21:55 Selling a service, like real estate agency, is very different than selling a product like a toaster. In this video the great story teller, Christine Clifford, goes over her 4 keys to building a great brand perception. She also talks about how building relationships is vital to your success in sales.
