Hi there, my name is Rich Grof from RG Performance Development. Glad you could
make it here today. You're on stage one of our first offering of a new e-course
we've got for real estate agents that's called "Secret Six-Figure Sales Tips of
the Real Estate Masters". You know the reason I called it that, and it is a
tongue twister, and I've been trying this really hard, so you can laugh a little
bit with me on it, is that there is something that people that are at the
master level of real estate that do certain things that we're just not
really aware of, but it just seems to flow so much more easier for them then
when you're first starting off, or maybe you're struggling with certain areas of
your sales process. So I'm going to uncover a couple of those areas that are
going to make things a lot easier for you. So if you've ever noticed, you know,
in time when you're working that occasionally things are tough, and it's
not going the direction that you want it to work, you might find that you thought
you had the buyer, and for whatever reason you know, you take a little bit of
a break one day where you're not on it, just taking personal time even just a
breathe, and the next moment you turn around you find out they're gone with
somebody else. Or if you've ever had that moment where you thought you were going
to get the listing, you did everything right, great communication, and all of a
sudden you get a phone call, and you're not the person they're going with. Well,
you know how that feels, I mean you're all down for a day or two, and it just
kind of takes you off your game, and there's those moments when you think
they're going to go forward with that purchase, and for whatever reason you
can't figure it out. If you've ever had one of those moments you've got to know
that it's frustrating, and they take you off your game, and you might lose one
sale but it gets you kind of in a rut. So today we're going to talk about a couple
of things that are going to bring you full circle, so you get a real great idea
about what's going on, because you know, it doesn't have to be hard, but we can
make it hard if we want to, and if we don't know what we're doing, we've just
made it hard. So we're going to take out some of the myths, we're going to find
out what's really going on, and we're really going to find out what the magic
formula is, because if you've ever wondered what it is, we need to know what
that is, because we're in sales, we make a living from it, and I like to help
clients work smarter, not harder, and that's what this magic formula is all
about. So if you're interested, stay tuned, there's lots coming up..
So this is what we're going to be covering in this course: in day one we're going to talk
to you about how to boost your sales conversion in your real estate business.
And that's a hugely important time to really get clued in about what you
really need to know. We're going to demystify, we're going to make it simple,
we're going to make it so that you really know exactly what it is that
you're doing well, and the stuff that you're not doing so well. And that's
important, that's valuable. It's like money in the bank, so you've got to have
that one. So stage one, that's we're going to talk about in a few minutes.
Day two we're going to talk about real estate buyers and why they don't like to buy.
You know when you're working with somebody, they say they want to buy and
then all of a sudden they're not working with you. So you're going to want to know
why they're not working with you and what's it really going to take for them to
turn around, and get to the place where they're moving through the buying
cycle. You'll be surprised at what you find out in this particular session, and
I guarantee you you're going to probably make sales because of it, and that's
really important to know. Day three we're going to cover the tips that real estate
masters use when they're finding new buyers at real estate open houses. Why?
Well, my goodness, if you're going to do an open house, you need to make it worth
your while and you need to grab those clients so that you can get them for you,
not someone else, because you know what, if you're doing the work, get paid for it.
That's just my personal thought. Day four we're going to talk about
motivation, sellers, buyers.. Wow how do you find them motivated? Where are they in
the motivational scale? How do you make them more motivated, or help them get
more motivated about making the right move? And you see, they can be kind of, if
you've ever had a buyer or a seller that just seems to be dragging their feet
all the way through the selling process, you can know that that is just a
nightmare that keeps you up at night, and they take more time, more energy then we
really need to have it take. So we want you to really know what it takes to get
your client motivated, and help them through the process, and you know what?
They want you to really help them get motivated to, that's our job. So let's do
it so that we can make it easy for everybody, because that's really
important. Day five we're going to talk about how to build client rapport, you
know, it's that famous word that we talk about in sales.. Rapport, rapport, we're going
to build rapport, which is a lot more than just talking to somebody. It's
really connecting with them at a level that they go "Wow! this person gets me". And
they can trust you, and why it's important, how you can control
that, how do you make it better? We want to know without any question
where you can make your report work better for you, because anytime you do, is
probably another sale or two a year, and well, that's a lot of money. So let's
really learn how to deal with rapport and let's kind of demystify what it takes to make
that happen. Now day six, we're going to talk about client agreements, you know,
this is something that nobody else talks about in the industry. They may allude to
it, but client agreements are things that we actually talk about and we say to our
clients, or not say to our clients, that dictate how well you're going to get
along with that client. So if you've ever had a client that, for whatever reason,
the whole relationship just got really tough and it was a grinding motion that
took place, that means that there's probably some things going on, and most
of that can go right back to your time when you were talking to them first off,
and you establish the nonverbal client agreement. So I just break it down step,
by step, by step. That in itself is worth tons of money. You'll be able to make
more and more sales just because you're using your client agreement, and you know what,
when I started using it in my personal business, I eliminated client problems. I
very seldom do I ever have a client problem. Why? Because we actually make you
agreement in advance, and part of that agreement is what we do if things are
not working right. So everybody has a part of this game and they really make
it work for themselves, and you want to have that to. Success, success, success,
that's what we're after here. So now we're going to round that whole offering
right up with the last thing, and I call it the mistakes that the real estate professionals make that the masters don't make. So there's two ways to learn
in life: you can learn from your mistakes; or, you can learn from somebody else's.
One of them is going to cost you a lot more. One of them you got to say to
yourself "I need to learn something", so there's a little bit of a toss up here.
If you really want to do it the hard way, I'm all for that; however, I encourage you
to try the easier route, let's learn from somebody else's mistakes. I'm going to
give you some things that probably you're going to go "oh yeah that makes
sense", but let's see if we can get it to the
place where you actually put it to use, make it yours, and make it real, because
you know what, I've helped hundreds and hundreds, and hundreds of people in the
real estate business. If we can save you a little bit of time, a little bit of
money, a little bit of energy, a lot of sweat, I mean let's do it, and
let's not make those mistakes that cost you ten, or twenty, or thirty thousand
dollars, because that's valuable money, and I don't know about you, but maybe
that's your next trip, maybe it's at your next car, but it's really important that
you know where you're losing it, so you know do it over, and
over, and over, and over again. So we've got seven days. They're exciting, they're
power-packed. Let me tell you a little bit of why I put this all together,
because it's important that you know a little bit about the presenter, that's me,
and why I bring this to the table. I've spent probably 25, almost 30 years,
it's hard to believe, I started when I was six, you know that, but
I started when I was young, and I decided to go into professional sales not really
thinking I was going to go in sales, but more for business purposes. As it turned
out, I went in all kinds of different sales. So I've been in lots of different
industries, including the real estate industry, insurance, all kinds of
different things, and there's a lot of things that are
similar in every single industry. What I discovered though, is that it's
the things that make, you know, the little things that make everything work in the
sales process that really help people get going, instead of just talking about
one isolated bit here, one isolated bit there, I take a look at everybody's
performance, and I found out really quickly, that you know what if we just
discover the good things that you're doing in your sales cycle, and then tweak
the stuff that needs to be tweaked, small little changes here and there, you can
double, you can triple your outcome. And that's really exciting, and most of my
clients that have actually doubled and tripled their income, we have a program
that's called fast fundamentals accountability skill training, we've got
our Unstoppable Sales Conversion System as well,
when people go through those programs, they just love the fact that they're
doubling their income, same amount of energy and input. Now I look at that and
I go "wow!". You know, any day that you can actually work hard, have a good day and
produce is good, but when you can work the same day turnaround and double your
output, well that's just, that's just wonderful! I love that idea. There's a
feeling of success, and really embracing the fact that you're in your
zone, and some people will come to me afterwards and it's always an exciting
thing, they come up and go, "Rich I didn't think was ever going to be this easy.
It was never.. I just couldn't imagine.. I'm doing this much volume and it's so
effortless, and it's just landing on my lap, so easy." And it's not easy.
It is hard to get out of your own way. That's the part that's most important
when you're starting to look at your performance, and we want to help you with
that today. So let's get things going, let's talk about day one, because day one
is all about your sales conversion. And what do you need to know about sales
conversion? Sales conversion is an exciting topic that basically means that you do
certain actions, and you get certain outcomes. So input and output. Let's
talk about that.