| Hey all, Earlier this week I shared a link to Pipeline Pro Tools. We give away 99% of our tools and training for free. If you want to rapidly grow your real estate business, Pipeline Pro Tools (PPT) will be a massive upgrade to you. We've sold PPT to thousands of agents, and we've also seen thousands of agents reject it too. Here's what I've learned. Our brains often trick us into looking for 50 false problems instead of the 1 real problem. The 50 false problems usually make us feel better about ourselves, but they get in the way of progress. My mind does it, and so does yours. For agents who want to rapidly grow their real estate business, here's a quick list of FALSE problems vs. REAL problems I see all the time. See if you can spot at least 2 that are true for you. *** FALSE PROBLEM: "I don't know what to give as a closing gift... Locally made pottery or branded key fobs?" REAL PROBLEM: "It doesn't matter. I need more customers." *** FALSE PROBLEM: "Should I hold my open house on Saturday or Sunday?" REAL PROBLEM: "It doesn't matter. Statistically the open house will suck up 14% of my workweek and produce less than 5% of the leads I need." *** FALSE PROBLEM: "I don't have time to learn how to use a new system." REAL PROBLEM: "I might be spending my time on activities that feel important but don't actually move the needle. How do I actually get more customers?" *** These are SUPER normal. My mind plays these tricks on me all the time. It's way easier to solve 50 made up problems than tackle one hard problem. Remember, if it was easy, EVERYONE would do it. Identify your one REAL problem today. For most agents, myself included, your one real problem is you need more customers and you don't have a realistic plan in place to get them. Here's how easy it can be. Step 1: Get Pipeline Pro Tools. Step 2: Work with one of our coaches to build a plan (this part is complimentary) Step 3: Execute the plan Sounds simple. So why is it so hard for most agents. Because of the 50 made up problems swimming around in your head right now. What if it doesn't work...? Should I focus on blogging instead? Do I need to take new headshots before I get a website? That's your mind playing tricks on you. You need to take action now and figure the rest out as you go. Stop waiting around for the perfect moment. Go ahead. Click here and sign up. I'll wait. As a bonus for being an action taker today I'm going to throw in my Ultimate Listing Presentation (our $600 flagship course). This course breaks down how we listed 114 houses in 12 months and got them sold in half the average DOM. (You'll get it automatically if you get PPT by 11:59 tonight.) Okay, everyone. Have a great weekend! -Chris Jones Guerilla Realty |
Saturday, February 17, 2018
Stuff REALTORS say (that isn't true)
Friday, February 16, 2018
Typical BS that hurts your progress
| Hey all, Earlier this week I shared a link to Pipeline Pro Tools. We give away 99% of our tools and training for free. If you want to rapidly grow your real estate business, Pipeline Pro Tools (PPT) will be a massive upgrade to you. We've sold PPT to thousands of agents, and we've also seen thousands of agents reject it too. Here's what I've learned. Our brains often trick us into looking for 50 false problems instead of the 1 real problem. The 50 false problems usually make us feel better about ourselves, but they get in the way of progress. My mind does it, and so does yours. For agents who want to rapidly grow their real estate business, here's a quick list of FALSE problems vs. REAL problems I see all the time. See if you can spot at least 2 that are true for you. *** FALSE PROBLEM: "I don't know what to give as a closing gift... Locally made pottery or branded key fobs?" REAL PROBLEM: "It doesn't matter. I need more customers." *** FALSE PROBLEM: "Should I hold my open house on Saturday or Sunday?" REAL PROBLEM: "It doesn't matter. Statistically the open house will suck up 14% of my workweek and produce less than 5% of the leads I need." *** FALSE PROBLEM: "I don't have time to learn how to use a new system." REAL PROBLEM: "I might be spending my time on activities that feel important but don't actually move the needle. How do I actually get more customers?" *** These are SUPER normal. My mind plays these tricks on me all the time. It's way easier to solve 50 made up problems than tackle one hard problem. Remember, if it was easy, EVERYONE would do it. Identify your one REAL problem today. For most agents, myself included, your one real problem is you need more customers and you don't have a realistic plan in place to get them. Here's how easy it can be. Step 1: Get Pipeline Pro Tools. Step 2: Work with one of our coaches to build a plan (this part is complimentary) Step 3: Execute the plan Sounds simple. So why is it so hard for most agents. Because of the 50 made up problems swimming around in your head right now. What if it doesn't work...? Should I focus on blogging instead? Do I need to take new headshots before I get a website? That's your mind playing tricks on you. You need to take action now and figure the rest out as you go. Stop waiting around for the perfect moment. Go ahead. Click here and sign up. I'll wait. As a bonus for being an action taker today I'm going to throw in my Ultimate Listing Presentation (our $600 flagship course). This course breaks down how we listed 114 houses in 12 months and got them sold in half the average DOM. (You'll get it automatically if you get PPT by 11:59 tonight.) Okay, everyone. Have a great weekend! -Chris Jones Guerilla Realty |
Thursday, February 15, 2018
Quick lesson on lead capture
| Hey all, In yesterday's email we shared one phone script with you that has singlehandedly made us over $100K in commissions. But it's not just going to magically make you rich. There are two things you need before this script will start making you money. Without them, you're stuck. Thing #1: Persistence. Nobody ever wants to see how the sausage is made. Remember this: Success is not sexy. We are always looking for a secret, a hack, or a magic bullet. Something we can use to skip the unpleasant stuff. If you want to be successful, you'll need persistence. When somebody hangs up on you, yells at you, insults you (they will)... keep going no matter what. Thing #2: Leads. Look -- the best script on earth will never work unless you get lots of chances to use it. Your #1 job is to get lots of at-bats. You're going to strike out... a lot. But if you're getting 70+ at-bats per month, you're going to hit a home run, and a bunch of base hits too. We've designed the ultimate lead generation machine for real estate. This is where I get all of my phase 1 leads by the way. It's called Pipeline Pro Tools. This is the exact system my brother and I use to generate 70+ leads per month using free traffic. And now it's used by 1,000+ agents all over the country. Not only will you get the tools, but you'll also get access to our coaching staff. They'll hold your hand and walk you through generating your first leads. As little as $67/monthly. No contracts. No startup fee. If you hate it, cancel it. Check to see if we have availability in your area. If we do, you can get set up in minutes and start generating leads today. All the best, Chris Jones Guerilla Realty |
Wednesday, February 14, 2018
I tell you where I get phase 1 leads
| Hey all, In yesterday's email we shared one phone script with you that has singlehandedly made us over $100K in commissions. But it's not just going to magically make you rich. There are two things you need before this script will start making you money. Without them, you're stuck. Thing #1: Persistence. Nobody ever wants to see how the sausage is made. Remember this: Success is not sexy. We are always looking for a secret, a hack, or a magic bullet. Something we can use to skip the unpleasant stuff. If you want to be successful, you'll need persistence. When somebody hangs up on you, yells at you, insults you (they will)... keep going no matter what. Thing #2: Leads. Look -- the best script on earth will never work unless you get lots of chances to use it. Your #1 job is to get lots of at-bats. You're going to strike out... a lot. But if you're getting 70+ at-bats per month, you're going to hit a home run, and a bunch of base hits too. We've designed the ultimate lead generation machine for real estate. This is where I get all of my phase 1 leads by the way. It's called Pipeline Pro Tools. This is the exact system my brother and I use to generate 70+ leads per month using free traffic. And now it's used by 1,000+ agents all over the country. Not only will you get the tools, but you'll also get access to our coaching staff. They'll hold your hand and walk you through generating your first leads. As little as $67/monthly. No contracts. No startup fee. If you hate it, cancel it. Check to see if we have availability in your area. If we do, you can get set up in minutes and start generating leads today. All the best, Chris Jones Guerilla Realty |
Know What to Say the Next Time You Call a Lead
| Hey all, We started this month-long series on prospecting discussing how successful sales people don't experience less failure on the phone, they have learned to eat the failure and keep on going. Then we talked about knowing your sales numbers. And yesterday we talked about knowing the real estate buying cycle which will tell you exactly what the needs and motivations of your leads are before you even call them. Now we are going to walk through my no-pressure approach to working internet leads who are almost always in phase one of the buying cycle. You can easily personalize my script and a ton of other great scripts that work at RECallScripts.com. So let's break down my approach. I open the call with a simple approach designed to break down the "sales" barrier that many online customers put up when they hear a real estate agent on the phone. Hi This is [Name] with [Company]. I noticed you were on my website this morning looking at homes and I just wanted to give you a quick customer service followup call to make sure you got everything you needed. *pause* They will often respond by saying "Yeah, I got everything I needed thanks." This opener is important because these customers are primarily in phase one of the buying cycle. They are gathering information and don't think they need an agent yet (they are right) and don't really want to get sold by an agent. How do we combat that? By being the opposite of a sales agent...we are just making a "customer service" call. OK. Awesome!… Oh hey, the other reason why I called is that we have a new service where we can set you up to receive listings via email as soon as they come on the market. You will oftentimes see them before most agents do. Is that something you might be interested in? *pause* They will respond with "Sure." 75% of the time. Remember, you likely caught them on your website looking at homes or gathering other information and you are simply offering a free and simple way to get more information. It's a no-brainer for them. Perfect. Well, give me just a sec and we will get you set up. Describe to me your dream home. Let them talk. People like to talk about themselves and what they want. Let them run out of words before you jump in. Then ask a question that prompts them for more info and let them talk again. Once you have gotten enough information to enter a search and the customer is done talking, you go ahead and wrap up the call. Alright. Well, I will set this up and let me know if you have any trouble. My number is [Number]. Now if you have gotten this far, you have done the hard part and laid a groundwork for connecting with this customer in the future. We will discuss follow-up calls and staying with this customer as they move from phase 1 to phase 2 as this series goes on. For any approach to work though, you will need to make sure you have the right tools and training to generate a steady supply of leads to work with. We provide the simple formula for generating 2-3 leads per day without spending a dime on advertising. As little as $67/monthly. No contracts. No startup fee. Check to see if we have availability in your area. If we do, you could be generating leads as early as this afternoon. All the best, Levi Jones Guerilla Realty |
Tuesday, February 13, 2018
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My Approach to Online Real Estate Leads
| Hey all, We started this month-long series on prospecting discussing how successful sales people don't experience less failure on the phone, they have learned to eat the failure and keep on going. Then we talked about knowing your sales numbers. And yesterday we talked about knowing the real estate buying cycle which will tell you exactly what the needs and motivations of your leads are before you even call them. Now we are going to walk through my no-pressure approach to working internet leads who are almost always in phase one of the buying cycle. You can easily personalize my script and a ton of other great scripts that work at RECallScripts.com. So let's break down my approach. I open the call with a simple approach designed to break down the "sales" barrier that many online customers put up when they hear a real estate agent on the phone. Hi This is [Name] with [Company]. I noticed you were on my website this morning looking at homes and I just wanted to give you a quick customer service followup call to make sure you got everything you needed. *pause* They will often respond by saying "Yeah, I got everything I needed thanks." This opener is important because these customers are primarily in phase one of the buying cycle. They are gathering information and don't think they need an agent yet (they are right) and don't really want to get sold by an agent. How do we combat that? By being the opposite of a sales agent...we are just making a "customer service" call. OK. Awesome!… Oh hey, the other reason why I called is that we have a new service where we can set you up to receive listings via email as soon as they come on the market. You will oftentimes see them before most agents do. Is that something you might be interested in? *pause* They will respond with "Sure." 75% of the time. Remember, you likely caught them on your website looking at homes or gathering other information and you are simply offering a free and simple way to get more information. It's a no-brainer for them. Perfect. Well, give me just a sec and we will get you set up. Describe to me your dream home. Let them talk. People like to talk about themselves and what they want. Let them run out of words before you jump in. Then ask a question that prompts them for more info and let them talk again. Once you have gotten enough information to enter a search and the customer is done talking, you go ahead and wrap up the call. Alright. Well, I will set this up and let me know if you have any trouble. My number is [Number]. Now if you have gotten this far, you have done the hard part and laid a groundwork for connecting with this customer in the future. We will discuss follow-up calls and staying with this customer as they move from phase 1 to phase 2 as this series goes on. For any approach to work though, you will need to make sure you have the right tools and training to generate a steady supply of leads to work with. We provide the simple formula for generating 2-3 leads per day without spending a dime on advertising. As little as $67/monthly. No contracts. No startup fee. Check to see if we have availability in your area. If we do, you could be generating leads as early as this afternoon. All the best, Levi Jones Guerilla Realty |
Monday, February 12, 2018
Know This Before You Call Your Next Customer
| Hey all, This whole month we are going in-depth look into real estate prospecting. Any training about prospecting would be incomplete if we didn't also show you how to generate leads on your own. We have a whole set of tools that helps agents do just that. Today, we are going to talk about the natural law of prospecting. Just like gravity keeps us from floating into the clouds, there are certain laws that exist that guide our customers actions, attitudes and receptiveness to us. This set of laws is known as the "Buying Cycle". Every business on earth has a buying cycle, by the way. But in real estate that buying cycle can last up to four months or more so understanding that cycle is more crucial. Before you decide what to say to your customers when you reach them (our tool RECallScripts.com has some great ideas), you have to identify what phase a customer is at in the buying cycle. This may be the first time you have heard about the buying cycle, but I can assure you it's not the first time you have dealt with it. Whether you are buying a home or a candy bar at the corner store, you go through three phases whenever you purchase a product. 1) Information gathering phase (Survey available products and gain knowledge of the market) Think back to the last time you made a purchase. Maybe you walked into a department store to buy a new winter coat. Within minutes of you coming in the store, a sales clerk approaches you and asks nicely, "What can I help you with today?" Without even thinking, you reply with… "No thanks, I'm just looking". It's almost a kneejerk reaction for most of us. Beneath the surface of this interaction, you are indicating that you are in phase one of the buying cycle and want to be left alone for a few minutes to look around and gather information. You are NOT telling the clerk that you will never need their help. You are NOT telling the clerk to buzz off because you can do this all on your own. You are NOT telling the clerk that you aren't buying anything today. In fact, eventually after looking around for a while, you will probably approach that exact same sales clerk and ask them to help you find the right size (phase two) or to ring you up (phase three). As you can imagine, a sales clerk who jumps right to the register trying to ring you up when you are still gathering information might not make the best impression. Or a clerk who waits around for you to gather information while you are standing at the register ready to buy may miss out on the sale. In the department store world, this buying cycle stuff is easy because the cues are clear and all three phases happen within 20 minutes. In the real estate world, it may take a couple of months or more of information gathering for a customer to be ready for a home search and we are trying to read the cues from limited conversations with a customer, oftentimes over the phone. Traditionally, agents have always connected with customers in phase 2 of the buying cycle. Think open houses, sphere of influence marketing, farming, and even FSBO/Expired leads. And the prospecting training that goes along with those leads urges agents to be direct and assertive with probing questions designed to "close" the customer.
That approach works great for a customer who is searching for homes and just needs to find an agent. Or a customer who is ready to list and just needs to be convinced to work with an agent. But what if you grab your customers where 93% of homebuyers start their search--online. If they are just starting their search, they are likely in phase one of the buying cycle. Being aggressive with those customers leads to a poor impression for the customer and lots of frustration for the agent. You have probably heard the phrase "Buyers are Liars". Well, they lie because we make them lie. How would you respond if you were a phase one customer just gathering information and didn't really want to get sold by an agent just yet? "No thanks, I'm just looking." But then the agent is persistent, peppering you with questions about the home you want to buy and what your timeline and motivations are. You'd probably make something up to get them off the phone, right? Online leads are the same way. They are legit customers who we just happen to catch in phase one of the buying cycle. In fact, we know that 74% of buyers and 76% of sellers end up going with the first agent who they come contact with. Sounds like a great reason to get them early, right? With the right approach we can not only turn those leads into real viable closings, but gain a significant advantage over our competition in the meantime. Tomorrow I am going to reveal my entire approach to following up with phase one leads, but to be effective in following up with phase one leads, you have to have some phase one leads. If you want to test out some of the methods I'll be teaching you need to start generating more leads. I get 60-70 leads per month using my Pipeline Pro Tools system. It's used by thousands of agents across North America who generate even more leads than I do. They use the same methods I do, generating organic leads without spending a dime in advertising. If you want to join them, check to see if we're sold out in your market. If we're not you can get setup today. No activation, no contracts. Start generating leads tomorrow. All the best, Levi Jones Guerilla Realty |
