better business - the adviser€¦ · client testimonial videos understand eco-system monthly...
TRANSCRIPT
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Better Business
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Bernard Desmond
www.RealEstateGym.com.au
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Social Media
Mastery
Upload database
onto Facebook
RetargetingFacebook
Ads
Client testimonial
videos
UnderstandEco-system
Monthly market
wrap video
Instastories daily
Join Facebook
groups
Pixel / trackers
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Super Broker Interviews
• Long and hard hours
• Rejection is mandatory
• Early stages technical – later stages mental
• Four (4) default prosecting methods
• 30 Day Rule
• Less than 2hrs per day on laptop
• Glued to mobile phone
• Epic team
• Systems / processes
• Competitive & deal addicted
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What would Tom do every day?
Gym / Exercise
5:00 AM
Coffee + To Do list
6:30 AM
Prospect
8:00 AM – 12:00 PM
General business
12:00 PM - Onwards
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Top 10 Influencers
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Top 10 Past Clients
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Top 10 Next Deals Top 10 Real Estate Agents
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Scripts
• What’s more important for you? A low upfront rate or the lowest cost of borrowing for the life of the loan
• It’s the right product and not the promise of a low rate that will get you the best deal
• Would you like me to present you with a finance solution that will make you happy, or the most amount of money in your pocket?
• What’s important in this home purchase for you?
• I refuse to advise poorly and say sorry later
• I’m only recommending to you what I would do myself
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The 3 Blockers to Prospecting
1. Procrastination
2. Perfectionism
3. Paralysis by Analysis
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Prospecting Thoughts
1. Never open your emails first thing in the morning
2. Block-out morning chunks
3. Have your list printed before beginning
4. Attack high-probability calls first
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Non-assumptive, Passive & Weak Assumptive & Confident
Is this a good time? The reason I’m calling is…
I was wondering if… Tell me who – how - when – where – what…
I have the whole day open I’m super busy bringing on new clients but I do have a slot available at 11am
What do you think? Why don’t we go ahead and get that set-up?
What’s the best time for you I’ll be visiting a client not far from your office on Monday. I can pick you up for lunch.
I kinda, sorta, was wondering if maybe you have time to answer a few questions, if that would be okay?”
A lot of my customers are telling me that they’re having problems with XYZ. What do you feel is your biggest challenge?
Would this be a good time for you? How about we meet at 2pm?
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The little 1%
• Referrer – different ringtone
• Next 10 deals under letter X
• Video messages
• Phone calls in café’s
• Lottery ticket / instant scratchieposted out or in letterbox
• Block out AM time in diary
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EBU
Level 1
Broker
Level 2
Broker
Assistant
Level 3
Broker
Assistant
Assistant
Level 4
Broker
Assistant
Assistant
Assistant
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The Two Beliefs