Overcoming the delaying tactics is what Aaron Shiner will focus on today and he also talks about the importance of having a “get the listing” plan. In our final day with Mark Dwyer he has a timely reminder about what we say at the presentation and how it can come back to bite us.

Coach – Aaron Shiner – Get the listing

• Delaying tactics
• Have a ‘get the listing’ plan
• Follow up well with give to get

Working Smarter – Mark Dwyer in the field

• What you do and say at the presentation can come back on you
• Balance what you say to win the listing
• Price is the most common area where you will have a problem

Friday Comment – When you are hungry you will eat anything.  How does that relate to being successful in real estate?

Today with Aaron Shiner it’s about building rapport as he helps us get more listings. We hear more from Mark Dwyer as he’s in the field conducting listing presentations and today he will tackle “price” and the difference between price and value. Mark Frater  revisits to discuss the lost art of getting price reductions.

Coach – Aaron Shiner – Get the listing

• Build rapport
• Look for links
• Talk their language

Working Smarter – Mark Dwyer in the field

• Win the listing without price
• Difference between price and value
• Market value is based on possibilities

Skill – Is getting price reductions a lost art?  Mark Frater gives you some dialogue to help with price reductions.

Today you will hear 12 great questions that Aaron Shiner uses to get in the door. Mark Dwyer will help with overcoming listing procrastination and looks at the gap between presentation and decision. Have you heard of Google glasses? Ben Bradshaw explains what they are and how they could be used in real estate.

Coach – Aaron Shiner – Get the listing

• Getting in the door – 12 questions
• Listing starts at first contact
• Probe for information

Working Smarter – Mark Dwyer in the field

• Overcoming listing procrastination
• The gap between presentation and decision
• The difference between listing and selling

Skill – Google Glass and Google Glasses are in the next wave of technology and the first Apps being developed right now are for the real estate industry.  Ben Bradshaw from www.sponsoredlinx.com.au explains what it means to us.

Today Aaron Shiner will talk about the funnels of leads, and identify them and work with them and the importance of “give to get” marketing. Mark Dwyer returns today to discuss timing and dialogue and how there is a typical 4 week gestation period that you should not overlook. Scott Sheppard who is the head of product at Rockend outlines the feature of “gains and losses tracking”.

Coach – Aaron Shiner – Get the listing

• 5 funnels of leads
• Identify them and work them
• ‘Give to Get’ marketing

Working Smarter – Mark Dwyer in the field

• They might not have the capacity but they have the desire
• Timing and dialogue
• Typical 4 week gestation

Property Management – Scott Shepherd – Head of Product at Rockend outlines the feature of  ’gains and losses tracking’.  Keep track of this vital statistic.

This week we feature two of the most inspirational people in real estate right now. Aaron Shiner joins us as our guest coach and Mark Dwyer covers working smarter all week. Aaron will focus on getting the listing and Mark will talk about his recent experiences in the field, rolling up his sleeves and getting into some good presentations.

Coach – Aaron Shiner – Get the listing

• Point of difference
• 2 reasons they won’t call you in
• Move from proactive to reactive or attraction

Working Smarter – Mark Dwyer in the field

• What has changed
• Price can be secondary
• They will want sales skills

Marketing Monday – Michael Sheargold will invite you to have a close look at your last 5 marketing pieces.  He says there has been a shift in marketing.

If you know what to look for you can learn so much from a person’s body language.  Alan Pease is a body language expert and the author of 15 books.  He tells us what to watch out for when you ask someone a question. Martin Grunstein will give you a great way to stand out and make people remember who you are and Tom Panos shares with us the final in his series of key concepts learned from top agents.

 Coach – Tom Panos – Key concepts learned from top momentum and attraction agents

• You need reputation and reach
• Off line and on line need to be in line
• Improve your VPA pitch

Working Smarter – Martin Grunstein – Better customer service = better sales

• Happy anniversary
• Send it to the house
• Follow up with a phone call

Friday Comment – If you know what to look for, you can learn so much from a person’s body language.  Allan Pease is a body language expert and author of 15 books and tells us what to watch out for when you ask someone a question.

We give you a good way to check motivation today and Mark Frater who says that maybe motivation isn’t as important as we think it might be. Today Tom Panos says print is not dead or is it? We also tell you about the power of testimonials

Coach – Tom Panos – Key concepts learned from top momentum and attraction agents

• Print is not dead – or is it?
• Shift from small to big ads
• 69% of buyers use a combination of mediums

Working Smarter –  Martin Grunstein – Better customer service = better sales

• Testimonials
• Get your clients to talk about how good you are
• Third party endorsement is more credible

Skill – Mark Fraters question this week checks motivation but he says that motivation is not as important as we may think it is.

If you’re like me and you are sick and tired of plugging in your iPhone, iPad and other devices every night and even several times a day, we have some great news for you about how you might be able to do that wirelessly. We hear more of the key concepts learned from top agents with Tom Panos and Martin Grunstein helps with how we can deliver better customer service.

Coach – Tom Panos – Key concepts learned from top momentum and attraction agents

• Online congestion
• Only 31% go as far as page 2 on search results
• You are missing a big chunk of buyers

Working Smarter –  Martin Grunstein – Better customer service = better sales

• Community involvement
• How to differentiate yourself
• Promote your involvement

Online – Ben Bradshaw from www.sponsoredlinx.com.au tells us that soon you won’t have to plug devices in to get charged – you will be able to do it wirelessly.

Today in the show Tom Panos will encourage you to be risky and take a chance. Customer service expert Martin Grunstein equates better customer service with better sales. In our property management segment we hear from Scott Shepherd about how you can publish documents directly to owners and tenant and portals.

Coach – Tom Panos – Key concepts learned from top momentum and attraction agents

• Be risky – take a chance
• Social media, blogs, pictorial print
• Get on page 1 online

Working Smarter –  Martin Grunstein – Better customer service = better sales

• No 1 thing that irritates customers
• Give a guarantee
• Back it up

Property Management – Scott Shepherd – Head of Product Rest Professional 10.5   tells us about a feature that allows REST users to publish documents stored in fileSMART directly to the REST Owner & Tenant Portals. It saves time and money, and helps them offer a superior 24/7 service.

Tom Panos studies what top agents do to become ‘attraction agents’. This week he shares some of their key concepts with us. Also this week we are joined by Martin Grunstein who talks about excellent customer service. Marketing guru Dean Jackson shares a strategy that will turn leads into business TODAY.

Coach – Tom Panos – Key concepts learned from top momentum and attraction agents

• Bad agents cut fees
• Attraction agents don’t get as much resistance on fees
• Take control at the listing

Working Smarter –  Martin Grunstein – Better customer service = better sales

• 2 mobile sellers and landlords
• Go further than the competition
• Make them feel special

Marketing Monday – Marketing guru Dean Jackson shares a strategy that will turn leads into business today.