guys welcome back to the channel in today's episode we're going to be discovering sales the process of it building relationships closing negotiating handling objections and more how I've made2 million plus dollars in my career using these same strategies so let's get right into it number one you can't sell to nobody you need to build relationships so that would be first and foremost but before we even go into the process of building the relationship finding the client finding the problem providing the solution and closing the deal in that order I need the mindset to be so
number one you guys need to understand that this is a numbers game not everyone's going to say yes I don't care how good you are obviously the better you are the more deals you can close with less phone calls or less meetings in the beginning you need to find your common ground in your foundation so what do I say my Foundation would be to you when I do this with my coaching client says all right you're going to start cold calling we want to make 5 million in sales this year you want to make 1550
Grand GCI yeah I do n okay great so if this is your first year you've never closed a deal in your life I need understand what your skill level is so we need to build that basee so bro go cold call 2 hours a day every day 5 to 6 days a week for a month you're going to your numbers are going to be a little all over the place but you're going to come back to me and go okay I set four meetings two of them cancelled I went on two and I got one
I'd say okay that's not enough I need at least 10 go do that another month so I say it takes about 30 to 60 days to get this first process going so once you go get that 10 Mark you get 10 meetings set you're going to have about 30% of them cancel out of the seven that you go on three or four of them are going to go with somebody else because they did it for less commission they' raised the price and bought the listing yeah it's worth a million bucks but it's already worth 800
and you told them 850 and the other guy told him a million so at the end of the day you're converting 20 to 30% now we even go backward backwards and reverse engineer that even further so how many phone calls did it take how many people answered the phone calls rule of thumb is when we're talking about contacts dude like if I cold call 100 people today and three answer and I didn't get past hello on one of the calls I had two contacts it's two contacts so you need to talk to 20 people 25
people a day talk to get past hello my name is blank blank I'm with Douglas Helman I'm with X exp I'm with K Williams whatever brokerage you're with and if they hear you pass that that's a contact if you call them like hey John this is Anthony this isn't John John I'm so sorry I you have no affiliation to 123 Main Street no not at all okay John last question I I know I called out of the blue here do you have any property in the area that you might be looking to sell or get
appraised no I don't okay but I'm I'm ging that as a contact I spoke to a human being he might or might not have owned a piece of real estate there but if I'm like John no I live in I'm calling in Florida and this guy's like no dude I'm in New Jersey I don't own anything in Florida I never have I never will bye okay I'm not counting that like there's no real at bat okay so we're now this is step one if you're new to sales dude you got to go for numbers you
got to go for cold calls you got to go for like immediate business so if you're a real estate agent the easiest way to get the low hanging fruit is expired listings canceled listings for sale by owner and then the second part or the second phase to that I would say that takes a little bit longer to nurture would be Circle prospecting my circle prospecting script would be like hey John John this is Anthony with Douglas Elman real quick I'm calling about your property that you own in Bell Harbor yeah no no we're not we're
not interested in sell no no I knew that before I called you real quick I just wanted to see if you had any thoughts or plans on selling in the future if you got the right number well what's the right number I don't know let me tell you give me 30 seconds I can tell you real quick the average pricer square foot in the area is 1,200 a foot I I'm seeing the pictures as you bought it 15 years ago I don't want to assume have you done any renovating to the property yeah I did
the tile I did the bathroom I did this I did okay now I'm just like a doctor wouldn't diagnose a patient over the phone I'm not going to give you a concrete number over the phone John but what I can do is this I can tell you ballpark you're anywhere from 1250 to, 1400t could be 4 million to 6 million I live literally 5 minutes from you more than happy to stop by and give you a fair concrete assessment and you know I know you're not selling but if you do want to sell in the
future you at least have a friend in the business are you free tomorrow at 2: or 3 that's Circle prospecting the expired is like 7:45 in the morning John John the with Douglas Helm real quick I have two questions for you do you have 30 seconds no great I'll be quicker than that second question is the property available or did it sell or yeah I got 30 seconds great that was my first question second question is did the property sell no it didn't what are your plans on getting it back in the market I don't
know I might do with the same agent we'll go over all that the objection handles and all that stuff later on but that's basically the process of getting business and how you're going to go about it now I would recommend using a script in the beginning so you at least get the framework because you guys don't know you don't know what the process looks like yet you don't know what you're going to hear you don't know what objections you're going to get and I don't want you to just run you you need to get the
framework down right like I I like to give I want to know what's going on so I need information right right I need to know what's going on in the process of this person's sale or lack of so it didn't sell what were your original plans when you did sell because I need motivation what was the feedback from the other agent did they give you any at all what do you think that stop the property from selling or prevented it from selling and then all the other objections are I got to talk to my wife
now it's not a good time the Market's bad the other agent's going to do it I have I have a friend in the business that I'm going to give it to I'm going to list it with the same agent and there's a response I'm too busy there's a literally those are the easiest objections to overcome I can give you a list of them um later on okay so Number One You're Building the relationship with these people you need to understand that every person in this world that you talk to you're trying to sell Every Single
Day sales is everywhere every day with everybody you're trying to sell that girl to go on a date with you you're trying to sell that client to list with you you're trying to sell your mom or your girlfriend or your sister pick up the TV remote and hand it to you or make you a sandwich it's all sales when you go to a club and you're trying to get the the bounce it'll let you in when you're trying to get sneak into a better seat when you're at a concert or a hockey game or whatever
it's all sales okay but you have to understand selling isn't telling it's asking questions I can't sell you on a product that I don't that you don't need and I'm not going to I don't need to there's 8 billion people in the world dude sell me this pen I'm not selling you a pen if you don't need a pen like I I see I know there's people out there that still try and sell the pen not you a pen if you don't need it so it's very simple dude but if I were to sell a
pen I would say what kind of pen do you use what's the perfect pen for you what color ink how thick is the grip do you like a skinny pen do you like a thicker pen do you like a ball point do you like a skinny point I don't know I don't know pens like that but if I was selling P I would know everything about them or like water what kind of water do you drink what kind of car do you have because when you're commuting some cup holders like my Porsche I can't put
my most of my water bottles don't fit in there so it's like okay do you like room to temperature you like cold if I could get you all this and save all of your problems and deliver it today in bulk and save you 15% from buying in bulk would you buy right now and yes of course great so going into the second phase of this which is understanding the people and what they want and need so number one we covered which is building relationships right building Rapport asking open-ended questions understanding the person's wants and needs
is number two so when you're talking to somebody and you're asking them questions you're Gathering Intel the more Intel you get the easier it is to sell somebody because they're literally telling you everything that you need to hear to be able to help them it's kind of a help me help you if you were to sell what would that look like if you got the number you were looking for I'm not interested would you be interested if you can get $2 million yeah I would be do you have a buyer if I had a buyer
we'd be having a totally different conversation my goal is not to bring you one it's to bring you multiple to increase the chances of selling quicker and for more money that is what you want at the end of the day correct okay great let's meet take at night at for you know at 6:00 or 7:00 for 15 minutes show you exactly what I do to sell properties just like yours like that that's the that's the script right we go right into it boom boom boom but you guys aren't going to be able to get to
that level until you do this a million times that's another thing this is like anything in the world dude you're not going to be good at it by watching you're not going to be good at it by studying alone like studying and watching yes are necessary but you need to do it I can watch somebody bench press all day long if I don't bench press I'm not going to I'm not going to increase my bench I can know every step on how to impr improve form functionality strength muscle everything I could do perfectly in my
mind know it perfectly but if I don't do it I can't grow I might have bad form I might hurt myself I can't grow the muscle if I don't start from the bottom right you don't go to the gym and just do 225 your first day you got to do 135 you work your way up so you need to understand what your client's wants and needs are gather Intel ask questions and then use that to sell them on the product or service that they need okay little side note if you guys want to be very
successful in sales not only do you need to be an expert in whatever you're selling you need to love the company or product that you're selling as well like you could be the greatest real estate agent in the world but if you hate your split and you hate your company and you hate your broker it's going to prevent you from wanting to work cuz in the back of the back of your head you're like d I don't really like this dude I don't really believe in this guy I don't really like my broker like they
don't answer my phone calls like they rob me and take too much money from me so be mindful of that when you're doing this and uh pick the right broker believe in every process believe in everything around the brand right cuz that's what you're selling at the end of the day you're selling Keller Williams and you so understanding the client providing the solution believing in every part of the cycle believing in you believing in your brand believing in the company you're with the product the service and everything is going to help you close the deal
now the fourth but not final part out of the five steps is simply overcoming the objection I'm too busy to meet with everybody that's every reason why we need to meet because you don't have the time or energy to be dealing with these phone calls and dealing with a bunch of unqualified agents who have no business calling you number one number two I need to talk to my wife I totally understand let's do this let's tentatively book a meeting tonight for 5:00 4:00 5:00 I'm going to send you over my credentials if you and your
wife think it's a bad idea to meet with a qualified agent with a proven track record who's lasted almost a decade in the business please V me call me and we'll cancel the meeting joh ask what if your wife says no and you know this is the right thing to do for you and your family financially you need to get all of these objection hand hand Les down down down if you don't like what I have to say I'll see myself out in 10 minutes John if you are not 100% certain within the first 5
minutes of me walking in your house which I guarantee will be I will see myself out fair enough I need 5 minutes of your time it's 5 minutes worth discussing how we can put a million bucks in your pocket once you get the objection handles down dude you're off the races you're done it's a game over now once you overcome that this is the last part this is where everybody get stumped you guys can be good at objections but when it comes to closing this is where you need to pay attention Okay so you're at
the table with the people with your prospect with the client and they go I got to think about it I don't know blah blah blah whatever these objections are but you overcame the other ones right now it's like getting them to sign the deal okay I understand you guys want to think about it it's a big decision and if I'm like you or if you're like me you want to get every piece of information that you can regarding the deal so you know exactly what you're buying what did you like most about the presentation you
like that listen what did you like most about the presentation well I really like that you guys get a million views a month on your social media I really like that you guys are aggressive and young and I really like this okay awesome so what is the one thing you want to me to go over against so you have all the information in front of you I don't know we just want to think about it thoughts instantaneous you guys know I have a feeling you know whether you want to go with us or not so
I've been in the business long enough do I do I have permission to be honest with you guys that's literally what I say do I have permission to be honest with you yes okay when I have a client tell me that they want to think about it there's one or two things one they don't like what we have to say which I I we just you know debunked that you said you guys love what we do and how we do it and our track record or the second thing being you found somebody else or somebody
else called you and reached out to you and said that they could sell the property for more money and for less commission is that the case and it's okay if that's the case you know like I asked if I could be permiss if I could be honest with you you can be honest with me it's fine and when they say yeah that's actually it I want to say Okay so let's get into this my job is to sell a home for more for the most amount of money in the quickest amount of time possible to
help you achieve your goals make you the most amount of money and get you to the next place and the next chapter of your life what I've seen in the past is if people prioritize commission which by the way what's most important to you what I make or what you take home will you take home of course obviously so if you knew that I was the right agent I have the tracker I have the plan we could get the property sold within 3 months close in 4 months get you on to the next chapter of
your life and you don't have to sit on the market for 6 months and have to do this process or the cycle all over again because what I'm simply trying to do John and Rebecca is prevent future disappointment if an discounting broker by the way who can't even protect their own commission their own livelihood I don't know if they're going to be able to fight for you I don't know if they're going to make this priority I don't know if you want somebody that's desperate like that that's willing to just cut their commission and just
their own their own livelihood they're not going to be able to negotiate and fight for you on your million dollar asset wouldn't you agree I I would love to earn your business but I I don't need it you know like I I every one of my clients is happy I sell 95% of the properties that I list occasionally we have those people that don't want to listen to Our advice and we don't sell it and the contract expires but when we take a listing we're sure it's going to sell so if we're talking about ,000
or $3,000 it's like you get what you pay for right we can go to Ruth Chris or we can go to McDonald's I know when we're talking about a million dollar house we're talking about Ruth Chris so that is what we're here this is what we're here to do it's white glove Red Carpet Service so I'm asking you guys I don't here's what I don't want to happen with the think about it there's three things that are going to happen one you're going to have to sit in your head sit your head on your pillow
at night and still wander and think about who you're going to hire two we're wasting valuable time in between three we can't sell a property that's not on the market let me get started on this for you today tonight I will have my photographer notified with the second I leave within a second of me leaving I'll have a photographer here tomorrow I'll have the videographer here to follow I'll have the photos and videos back within 24 hours of that I'll have it in the MLS the remarks done I'll have it on the market today is
Saturday I'll have it on the market by Monday late afternoon fair enough let's do this let me take control of this I promise you if you guys aren't happy in the next 2 weeks I'll fire myself deal and then you push paper over and close the deal we go over all of this and more from building relationships cold calling handling objections what your process should like scripts accountability we roleplay we practice the listing presentation we practice cold calling Circle prospecting we practice follow-up scripts we have a huge Community we have 600 agents that we've cultivated
in the last two years we've done over a billion in deals I have a 19-year-old kid who literally sold 1 million his first year in real estate and then he sold a little over 4 and A2 the next year he coached with me for a little over 3 months he was listing about three properties a month they were like 150 200 Grand but still like that's that's very impressive to be able to list that kind of volume at that age I also have a guy that went from 2 million to 8 million I have a
couple people that literally were already making a half million dollars they came in they grew their business 20 40% in the first year because they don't cold call but they're like 30 40 years old we've have it down we have it down packed all of my agents are primarily listing agents they're not chasing buyers around but if you do have to have the buyer if you are primarily a buyer's agent you want to transition will help you with the listing presentation with your buyer I call it it's a listing presentation now you're still you're sitting
down to try and get the the buyer to uh agree to pay you so we have a buyer presentation over 50 different bullet points as to why they should hire you covers all the things you're going to do for them in the process uh we'll give you that and more if you guys are interested I'll leave a link in the description below it's completely free to get on a consultation call with my team and if if you and I think it's a good fit to work together we will move forward if not we'll give you
we'll give you some pointers as to what you can do to improve because what we only have I mean we have 4,000 applications come in every 5 6 months we only approve 500 of them so less than 20% of the people make it in but if you guys are truly committed and you'll do everything that you say and that I say you'll listen you'll take Direction you'll take criticism you'll take accountability it's only tough love for a reason that's what works then yes but we're not we don't want people that are like Weekend Warriors that
don't work on the weekends that don't listen that can't take criticism that don't want to work that make excuses it's just not what I do I keep my community very Boutique for a reason and that's why we've been so successful that's why I've been so successful so I'll leave it in the description below I'll talk to you guys later have a phenomenal day and I will see you on the next one
