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 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 just aren't
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 to
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 they 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. This is what
we're going to be covering in this course, so 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 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 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 they are 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
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 too, 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 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 rapport work better for
you, because any time 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 do 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 are 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
agreements 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 for 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 of 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
your next car, but it's really important that you know where you're
losing it, so you don't 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 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 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 outcome. 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 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, turn around and double your output, well that's just, that's just
wonderful! I love that idea. There's a feeling of
success, and 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 it was ever going to be this easy.
I just can't imagine I'm doing this much volume, and it's so
effortless, and it's just so 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 conversions is an exciting topic that basically means that you do
certain actions, and you get certain outcomes. So input and output. So let's
talk about that..