Real Estate Tips for New Agents - Handling Objections with Bryan Casella (Part 2)
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- Опубликовано: 31 июл 2015
- Check out Part 1 if you're THINKING about getting into Real Estate • Real Estate Tips for N...
Check out Part 3 about Realtor schedule, commission, picking a brokerage : • Real Estate Tips for N...
Here are some commonly asked questions by agents regarding prospecting and objections.
Objections heard at:
Listing Presentation
Expireds
FSBO
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Having knocked doors for 16 years doing outside sales, I would definitely agree that people are indeed home during the day especially if you live in a large metropolitan area, many people work from home or don't even need to work because their partner brings home enough money! great vid and advice! Thanks
Just wanted to send you guys a big thank you for making your videos! I got my license February 23 and had my first buyer go under contract march 20th! I couldn't be more excited and confident to continue learning everyday and become an expert, you guys have been a big help to my knowledge and mind set. Thanks again for doing what you do!!!
+Max Pierson that's so awesome!! Congratulations!
I'm 45 I definitely don't think I'm told old. I'm motivated and determine. You and Bryan tips helping me so much
+val coleman Awesome! Keep up the hustle!
You guys are killing it. I am a new agent and your expertise is helping me through this face. Thank you
Pia
Absolutely love your videos and the fact that you gear some of the videos to new agents. Thanks so much
+Joseph Novo Of course, you're welcome!
Thanks for having this awesome pro with you explaining such important details. Sooo apreciate it. Thank you :)
I watched a few of your videos so far, and I like what I'm hearing. I took lots of notes and I will use these tips to help me get more listings.
Awesome! All the info I put out in my videos is based on what has worked for me and given me the best results without any BS. Definitely let me know when you get those listing applying what I've mentioned in my videos! lol
No doubt.
Loida and BC your videos are motivating and informative. I follow both of you can you provide me with a list of books to read. I'm scheduled to take my test at the end of the month. Hope to hear from you soon thanks!!!
what a great video.. i took a good amount of note from this, thank u so much
Loida,
I love this...I have always wanted to ask Bryan...just theses tips. I admire Bryan and I learned so much from him, But I especially thank you for partner up with him and boosting my confidence.
+Real Estate Incredible Awesome! Thanks for your comment we are both very happy to make videos that'l help you succeed!
Loida and BC, thank you very much for putting out videos like this to help many agents to become more successful with their business! On your next video, would you please let us know what is your daily work schedule is like in detail? Especially BC the D2D master, please show us how you balance prospecting new, old expired and cold doors in your schedule. Highly appreciated!
I watched some of your videos already and it is really great. I am new to this and would like to ask for some advice concerning something. Thank you in advance.
Very insightful and motivational. Thanks guys 👌🏼
I am not a realtor but will start classes on April 4 for my license I have 2 years of experience knocking doors everyday for about 10 house I'll keep you guys updates on my journey and hopefully in a couple years I can meet you and chat over lunch because my success will be thanks to you . I am ready to work hard and have my wife's support can't wait !!
+Samuel Lopez Mayta that's awesome! Thanks for sharing! Stay determined and focused on your goals and you will succeed!!
Hey BC, You Loida are the bomb! I saw this video like Ten Times straight because it is making an impact for my Real Estate goals. Remember the BC, WHEN I BREAk BANK, I ll be one of your TOP supporters. Thank You.
awesome guys those are the real tips and advice needed i wish u guys the best
+Erick Hernandez Thanks!
Millionaire Mind is such a great book.
Thanks both of you.
Thank you for the guidance!👍
great FSBO example! What would you say if the customer says; " I have a friend "local" that I know for years, If I would list it I might do it with him" . My answer for that was " Well, the fact is that I am here, setting with you, explaining my market analysis and expressing how much I am going to bring to the table, Yes I am a newer agent but I am fresh, fast and would work harder that an agent that is full from doing t real estate for 30yr".... I still didn't get the listing, but we had very good energy while I was at his house and he didn't list it yet! THANK YOU IN ADVANCE!
Great content guys! Thank you and it's very helpful as a new agent myself. I'm struggling on selling, I'm not great at selling and handle objections. What can I do to better at it?
Practice handling objections constantly and know how to communicate to be better at "selling" or making a point! :)
Gem after gem after gem, this was dope guys!
Hmm Brian I agree with the answer to What are you going to do differently to get the home sold? You said, I am going to sell it. Well maybe it's because I am in NJ where we are a bit more direct and sometimes jaded, but that has not worked for me. Often they will say well HOW EXACTLY do you plan on doing that DIFFERENTLY than other agents?
How do you determine and decide what areas to door knock?
Thanks for posting, inspiring and informative. How old are you both? I'm 30 and just thinking about getting into real estate but wonder if its a bit late for me to get into the business.
+Jimmy Knight it's never too late if you're willing to put in the work it takes to succeed --lots of prospecting and follow-up! Follow and read what top producers have done to be the best and mirror them. I'm 27, left corporate America and got in the business Dec last year, Bryan is 29 and just now finishing his 2nd year..on track to close 37 homes this year. You can do it!!
13:25 is GOLD!
I have used some of what Brian is saying with regard to commissions, if I am so willing to give away my own commission wouldn't you worry that I will leave money on the table by trying to get you to accept a lower offer? My biggest issue is location. Although my company Glen Kelly Real Estate LLC has 3 locations and the #1 social media score Nationwide of any real estate agency, sellers still are under the misconception that if I don't have an office in their town that I cannot get their home sold. At that point, I try to educate them by informing them that very few sales if any come from walk ins to the office. They come from Internet searches and Facebook and other social media platforms where my company EXCELS. Still I sometimes lose listings to other agencies who are local to the seller. SUGGESTIONS?????
great video guys and very helpful i start real estate courses next week La-Baton Rouge
I just passed my licensure and im excited about my new career! Thanks for these awesome tips!
woohoooooooo!!! Congratulations!!!!!!
Do you Door Knock everyone on a particular street or just the ones in your Expireds database?
Thanks for these awesome videos, I am a new Agent
Hey Loida, I love your handler "You know that in California commission is 100% negotiable, right?" I'm wondering how you deal with the incongruence that in reality you are going to get to the appt and stay firm on 6%. What if they mention that you said that on the phone, won't they feel mislead?
Great info
Hey Loida, Thanks for posting this video! i had a quick question? i know that you explained that you guys go door knocking in the morning between 8am -12pm but aren't most people not home because of work? please let me know, take care!
+HouseAddictionz Hello, great question! Contrary to popular belief, you will always find people at home in the morning. From the first day we started, our prospecting, specially at the door has been in the morning and on average we make minimum 10 contacts per hour.
We've played around with times and days to door knock over a few months and we found:
-We make less contacts/less people opening doors on weekends (when it is assumed people are home)
- More people open the doors weekday mornings. For the most part, someone is ALWAYS home.
- The higher the price point, the more doors that open (because these tend to be business owners that work from home ...and the nicer they are because they don't get door knocked as often (because some agents don't feel confident enough to go after them)
Hope that answers your questions!
thanks
Well... this is real. How can I "hypnotize" the client in order to attract my personal being and to introduce my marketed house unit?
and thanks for adding me on fb im godisgooddoll. thanks at first the hubby resisted. but thanks to ur objection handle vid i applied the tips and they kept the appt! yay!
Dorothy Michel wow, I'm glad to see it worked for someone!
How's it going now?
Well, Wow! And...like...Wow!!
thanks! ihave my first listing today!
How exciting! Good luck!
Thanks. Ive been watching your vids and i feel more confident. I am going alone however. But its a referred client who wants to sell and buy
That's awesome!!! Since you're been referred to them they will have a little more trust in you than if you were just another agent.. sol I don't feel they will throw many objections at you. Get it girl!
how did it go for you and how has Real Estate been?
Great video guys!
Justin Peters
Fort Worth
Real Estate Professional
"Do whatever is required to become the person you want to be"
Justin Peters who’s your broker? I live in ft worth also and taking my classes at champions
Great video Loida! How are FSBOs working out for you? I commented on your first live FSBO call video and I'm curious to know if you've been successful with them since? I've also checked out some of Brian's videos and he seems to be doing extremely well.
ROMAN TORREZ Yes, I remember your comment. I've come long ways since that call which was about 4 months ago and can now handle the objections and get the appointment. The area Bryan and I work in has very low/if any FSBOs and expireds but the ones that do pop up we get. The success comes from mostly following up with the leads we get prospecting, working our database/personal circle, and referrals....eat, breathe, and sleep real estate LOL
That makes sense. There ared tons of fsbos in my area. I listed 2 last week. Mike Ferry and Kevin Ward have been fantastic resources. Do you and Brian have any contact information? I have other questions I'd like to ask you guys. My email is romantorrez@gmail.com.
+ROMAN TORREZ l2k2l2o
where do you get your scripts from to handle objections
I Edwards probably from experience/trial and error and sticking with what worked.
Hi Loida,
Thank you for putting this great video together!
I was wondering... Are you and/or Brian in any coaching programs and if yes, which one?
Hello! Yes, we have our coach Kevin Ward with YesMasters. He is awesome you can look him up on Google and also on his RUclips page.
No one wants to door knock in my office. I've asked different agents and nothing, they don't even want to prospect ahhh😩 . I don't feel comfortable door knocking alone, I am a small woman and I don't feel like it's safe. Loida do you ever door knock alone? What would Brian suggest for me?
How has that been going? I was thinking about this but I think this is something that makes a difference compared to other agents. Most of them thing online presence is the key and Bryan talked about this but geting a lead from door to door is really important I would think. You have to mix the traditional methods with modern internet dominance as well.
Jessica Velez Sometimes you gotta rip the band-aid off and just do it yourself. I hear you.
I thought offering another person a referral fee is unethical and illegal. Please advise.
If they are NOT a licensed realtor and someone you're trying to give money "under the table", yes it is illegal. Agent to agent you CAN pay them a referral fee which standard is 25%
sorry Loida i forgot to mention my question about discussing the commission % between you and the seller! when you and bryan first started as real estate agents with no listings and experience, did you guys still charge 6%? please let me know, thanks.
+HouseAddictionz Yes, we've always charged 6% and recently have been getting 7%. We'll never discount our commission. I understand how it can be tempting to take a listing for less, specially if you're new, but you don't want to set yourself up to be "that agent" that lowers their commission just to get a listing. Bryan and I are constantly training and role playing to master those objections because we want to be the best and even though we're fairly new we don't come off like that because we are confident in our objection handling and can show the seller that we are worth every penny because we deliver the results 100% of the time.
+Loida Velasquez
amazing answers, thanks Loida :)
i wanted to ask you, since i'm new to the industry, what are your favorite and most worth it marketing techniques that have worked successfully for you guys when selling a home and on average how much does it cost to market/advertise a listing once you get one? do you send flyers to specific areas with pictures of the properties you guys currently have for sale?
HouseAddictionz I recently made a video on how to market your listing. We do everything I mentioned in that video. Ultimately when you price the home correctly that will bring you all the buyers. The only thing we do is make flyers for the home which we use and pass out when we door knock..THATS IT. We don't spend much on marketing.
Thanks for the reply:)
I will go check out that video right now!
Take care,
Obviously this isn't something you're supposed to do half asses. Can I do this while trying to pursue finance?
Have you ever had the cops called on you or someone tell you no soliciting?
Do you actually need to go door to door knocking?
Mxo B in one of their other videos, they say you don't have to, but there's no contact like face to face. If they like you as a person and your first impression is in person so they can put a face to your name and remember your personality, they're more likely to contact you and tell their friends. So no, you don't have to. But you probably should If you want to succeed
Great video, very inspiring! Which program do you use to obtain the homeowners phone numbers? Thanks a lot
We use RedX to get numbers.
Loida, Thanks a lot. I have been very skeptical about RedX because of the bad reviews I have seen online. Now that it works for you, I will give it a try.
tdatilma
You're welcome! I recently made a video about turning wrong numbers into contacts (when using mojo) since unfortunately you'll get many of those
Actually, I just watched that video . That's a great tactic you are using . I love it. Let me ask you - What's the difference between RedX and Mojo? And since you mentioned that some of those people mention to you that their numbers are in the DNC Registry. o you screen those numbers before you call them?I certainly appreciate how you are helping us.Thanks - You guys are great!!!
+tdatilma Mojo is pretty much just a dialing system. All the numbers from RedX are synced into Mojo and instead of you hand dialing it does it for you. You log on to their website and can control everything from your screen. It allows you to pre record a voice message that way if someone doesn't answer you click the Leave Message button and it goes on to dial the next number. Very convenient and efficient.
In regards to the numbers being dialed, I NEVER know which numbers are correct, incorrect, and/or on the DNC registry ..and no I don't screen them before I dial lol. If someone responds and gives me attitude I'll just say "Oh I'm sorry about that, I'll be sure to take your number off the system as soon as we hang up!" or I'll put a little humor and say "Ahhh really?! I'm sorry about that! I'll make sure we remove your number so you stop getting the annoying phone calls from us haha." (That one usually breaks the ice and they laugh).
Hope that helps!!
I would never use this guy with those old fashion closes. "do you agree"? lol
That's great. Fortunately over 40 families decided to use me to sell their home last year. I'm not for everyone.
Just started watching you guys... It seems Mr. Ward is doing a really good job with both of you. Bryan your objection handling is smooth and you deliver them with conviction. Rock on guys!!
WALK 3 OR 4 HOURS A DAY? WHAT YOU PUSHING A HOT DOG KART? ISN'T SUPPOSED TO BE EASY MONEY?
If it were easy money everyone would be doing it and you wouldn't see many agents fail/quit their first year. The average realtor does 4-6 transactions a year and/or makes less than $40K a year. We did 40 with my team last year close to $300K. It takes skill and hustle to actually make money in this business and yes, WE personally do walk 3-4 hrs a day and it had made us hundreds of thousands of dollars.
Loida Velasquez do u have any videos on what the conversation for prospecting door to door look like ? Like are you trying to get listings ? -thanks
Are you two dating?