The Sales Pitch

Keith Robinson from NextHome

Today on The Sales Pitch podcast, host Melissa Kwan speaks with Keith Robinson. Keith is the Chief Strategy Officer of Next Home, a progressive real estate franchise and one of the fastest-growing franchises with consumer-focused branding, technology, marketing. Melissa and Keith have worked together on many projects within the real estate industry. In this episode, Melissa and Keith discuss the difficulties that many real estate agents face in this type of employment. Keith shares from his...

Today on The Sales Pitch podcast, host Melissa Kwan speaks with Joe Rand. Joe is the Managing Partner of Better Homes and Garden Rand Realty, and the author of the books How to be a Great Real Estate Agent and Disruptors, Discounters, and Doubters books. Joe has been a sort of a real estate celebrity, but not many people know about his life before him getting into the industry. This is something we will discuss in our episode, alongside his experiences, advice, and tricks for real estate. He has tremendous experience and enticing personality, so make sure to dive into the episode right now and learn from what he has to say.

Today on The Sales Pitch podcast, host Melissa Kwan speaks with Emmanuel Fonte, VP of Ultimate Client Relationship & Digital Strategies at John L. Scott Real Estate. Aside from being a sales leader in real estate, Emmanuel is also one of the most vibrant people in the industry and he shares from his own experience, giving insight on how sales agents have to approach their philosophies in 2019 to find success in business.

It’s about outworking any potential competitors, being the knowledge broker for myself, for my team, for my colleagues, for my client, really really excelling in how much we eat, breathe and sleep this craft.~ Roh Habibi Today on the Sales Pitch Podcast, Melissa Kwan speaks with Roh Habibi, the founder and principal of The Habibi Group Opulent Properties, a San Francisco–based Real Estate Brokerage. Roh talked with Melissa about how he had initially started out working in financial planning, but found that it didn’t quite jibe with his personality. So he ditched all the comforts of a big corporate job and started to pursue real estate instead. It’s worked out well for him, running the Habibi Group and landing a spot on Bravo’s Million Dollar Listing San Francisco. Provide more value than anyone else Melissa asked Roh what his sales philosophy is, and he came back with something so simple, yet very important: To provide more value than anyone else can or chooses to do. For Roh and his group, that means continually learning, continually building a knowledge base so the group stays on the leading edge. But what’s fascinating is that when it comes to lead generation, Roh is a little old-school. Open houses are still the main avenue for his lead generation, and he expresses a healthy skepticism about solutions like Zillow’s data analytics. This is a really fascinating conversation on this week’s episode of The Sales Pitch. Taking a hospitality approach to open houses On this week’s episode of The Sales Pitch, Roh told Melissa that his main driver of lead generation is the open house. And how does he make his open houses so successful? He says they take a “hospitality” approach, meaning as soon as someone walks through the door, it’s his agent’s job to make sure they’re being helped in whatever way they need. One example of that is his technique of keeping a list of off-market houses within a mile radius, so if someone comes to the open house and it’s not the right fit for them, Roh’s agent can offer something that no one else can. And that’s what he means by bringing unique value to potential clients. Build rapport, and worry about qualification later Roh says the first thing he’s worried about when someone walks into an open house isn’t whether they are a qualified lead or not. The first thing is to build a relationship and build rapport. Eventually, the client will come out with the truth about how ready they are, how qualified they are. But if you can build rapport and get actual, real contact info from them, then you can begin to identify their needs and qualifications. He also has a very…frank metaphor for reeling in leads, but you’ll have to listen to this episode of The Sales PItch podcast to hear it. Consistency over creativity One of the most fascinating things Roh says to Melissa on this week’s episode is that if you’re just starting out, don’t feel like you need to be creative. You don’t need to break the mold. What you need to do is do the most basic things consistently, and as Roh says, you’ll be a “star.” And you have to do them relentlessly. As Roh says, real estate onboarding isn’t like any other career. It takes five years to truly get a handle and master the industry. Roh is a truly unique and original thinker in this industry, and you’ll want to hear what he has to say on this week’s Sales Pitch Podcast. Here’s What You’ll Learn: Resources & People Mentioned Connect with Roh Habibi Roh HabibiRoh on TwitterRoh on InstagramRoh on LinkedIn Connect With Spacio Subscribe to The Sales Pitch on Apple Podcasts

The worst thing that can happen is that you don’t connect with someone. Big whoop. In a few years you won’t even remember that moment. So just start today.~ Colleen Barry Today on the Sales Pitch Podcast, Melissa Kwan speaks with Colleen Barry, CEO of Gibson’s Sotheby’s International Realty. Colleen took a fascinating path to real estate, first working as a graphic designer and even a pizza cook, before taking a job answering phones at a real estate office in Boston. While she worked that job, she started helping with marketing projects, and then was hired on to work in the marketing department before she ended up running it. As she puts it, she took a circuitous route, working in other departments before taking on the CEO role about a year-and-a-half ago. On today’s episode, Colleen and Melissa talk about how Colleen fosters collaboration in her firm, how agents can help get past sales obstacles, and what explains Colleen’s meteoric rise. How to develop stronger agents: connect people During Colleen’s time as a member of Gibson’s Sotheby’s leadership team, the firm’s sales have grown fivefold, making it a top-three Sotheby’s firm in the nation. Colleen said that one of the first things she did when she took on the role of director of productivity, which she came to after being director of marketing, was to help connect people across departments and across offices. As a business grows and acquires other offices, it’s easy for people to stick to what they know and stay within their tribes. So Colleen started connecting people who were maybe tackling similar issues. And she interviewed top-performing agents so she could glean advice that she could then share with others who hadn’t hit that mark yet. For Colleen, it’s all about connecting people, and she gives great advice for how to achieve that on this week’s episode of The Sales Pitch. Fostering a collaborative culture As Colleen says on this week’s episode of The Sales Pitch, there isn’t a direct line from her efforts connecting people, to agents have an easier time asking for help when they need it. agents have an easier time asking for help when they need it. But, her firm has what she calls an “unusually collaborative culture.” Real estate is both a competitive and collaborative business, says Colleen, so fostering collaboration is not always easy. But by encouraging people to get together and help each other out, she says her agents see that it’s a “1+1=3” equation, rather than a culture of fighting tooth and nail for clients. It’s a very unique and obviously productive approach that’s elevating Gibson’s Sotheby’s. Lead generation is all about telling your story Real estate has changed dramatically in the last ten years, says Colleen, especially when it comes to lead generation. Gone are the days when the MLS was a closely guarded book kept by real estate firms. Instead, Colleen says agents need to be able to tell their story, what value they bring to potential clients. Agents who made the pivot away from being the gatekeepers of information to articulating the service they’re offering have been the most successful. The way Colleen and Gibson’s Sotheby’s has addressed lead generation is to help agents connect better with their communities. One example is how her agents are using digital open house tools like spac.io to connect better with potential clients, and foster those relationships. If you’re struggling with lead generation, you need to listen to this week’s episode of The Sales PItch podcast. Connect with people by telling your story As Colleen says, it’s imperative that you are able to tell your story well so that you can connect with potential clients. But the million-dollar question is: How do you do that? It can often be difficult to tell your own story. Colleen recommended a book, Start with Why by Simon Sinek, to help you craft your story. It’s important that you dig into why you do what you do, not just that you’ve been selling real estate for 15...

I don’t think there’s one way to sell. You can’t force yourself to be the type of salesperson you’re not. So you need to figure out what your personality is, and what your add-value is. Believe in yourself and don’t have fear, and you’re going to be good. ~ EA Stribling-Kivlan Today on the Sales Pitch Podcast, Melissa Kwan speaks with Elizabeth Ann Stribling-Kivlan, president of Stribling and Associates and an in-demand expert on entrepreneurship and real estate. Elizabeth is a fifth-generation New Yorker whose mother started Stribling and Associates when she was ten years old. But despite being in a real estate family, EA actually studied religion in college and then moved to San Francisco to start her career as a food writer. But the family business pulled her back in, and she landed a job as an assistant for a top broker in the city, and never looked back. On today’s episode, EA shares her insights on how to build a network when you start in the business, what differentiates between a great salesperson and a good one, and how to put on a great open house. The key to sales: Work hard and be honest Melissa asked EA for her sales philosophy, and her answer may surprise you. The fundamental philosophy is: Work hard and be honest, but the vital corollary to that is work hard and find the right answer. As EA says on this episode of the Sales Pitch, it’s so easy with technology at our fingertips to find an answer to a question or a problem right away. But that doesn’t always mean it’s the right answer. And so EA promises her client a deep dive into any question or problem that comes up, to ensure they are getting the best advice and information, not just whatever answer comes up first in the Google search results. As you can tell, EA is an original thinker, and her approach will provide a lot of inspiration to listeners of The Sales Pitch. How to succeed in real estate if you’re new to sales As EA says on this week’s episode of The Sales Pitch, not everyone is a fifth-generation New Yorker whose mother is prominent in their field. But even if you don’t start with a network, you can still succeed by getting out there and hustling. As she jokes, if you have a friend who trades commodities, you’re probably not going to go out with them for drinks and discuss pork futures. But everyone is interested in real estate. And if you go out there and show you’re an expert in real estate, you can start to build that network. As she says, find your community. Even if that community isn’t real estate, find the community that shares your passion and become the person in that community who can help with real estate questions. It’s really great advice, and just the tip of the iceberg for what EA shares on this episode of The Sales Pitch. There’s not one way to sell, so find the way that works for you There’s an idea in real estate that the way to sell more is to be more aggressive, to always be pushing. But as EA says on this week’s episode of The Sales Pitch, there is no one way to sell, and you need to find the way that works best with your personality. There are some basic traits you’ll need, however, like being able to hear the word “no.” Real estate brokers hear “no” all day long, and you have to be able to roll with that to advance in this business. You need to believe in yourself, and if you can do that, you’ll be okay. As EA says, you need to jump off a cliff a bit every day. What distinguishes a great salesperson from a good one EA has more than 400 people working for her, so she sees what makes a great salesperson rise above the rest. And as she says, aside from working exceptionally hard, great salespeople learn to listen. And that means not only listening to what your client wants, but listening to what’s behind their asks. So a client may say they want a gas fireplace and four bedrooms, etc., and their requirements may be unrealistic. But the great brokers listen to that, understand what’s behind those desires, and goes out...

We are in a financial profession. Every salesperson is in a financial profession because our job is to create a funding event. Our job is to create a financial transaction because that’s how we get paid. And most of us are not taught how to speak financially.~ Eric Shaver Today on the Sales Pitch Podcast, Melissa Kwan speaks with Eric Shaver, managing partner at Kensei Partners. Eric has trained more than 9,000 people globally at huge companies like Google and SAP and has more than two decades of sales experience under his belt. He’s sold for everyone from multi-billion dollar companies to small start-ups and has been consulting ever since the financial crisis of 2008. He’s one of the savviest thinkers about sales around, and listeners are in for a treat as Michelle dives into Eric’s sales philosophy, how that approach applies to real estate and where many sales experts go wrong. Salespeople need to adopt a new language Eric points out on this week’s episode that sales is one of the few professions without a degree. As he says, there’s a very low barrier to entry to sales. So without educational credentials, salespeople have adopted the same dialect, or borrowed from their friends in marketing. But that dialect is the wrong one, because it’s the vendor’s dialect. Instead, you have to speak the buyer’s language, a complex process that requires empathy and knowledge of the buyer’s thinking. And to get down to brass tacks, you have to speak Excel, which means you have to speak financially. Stop talking like a salesperson, and speak in a language buyers understand So how does Eric’s sales philosophy translate to the real estate world? Well, for anyone selling property, you know there are two things you care most about cash—getting the best price—and time—getting that property off the market as quickly as possible. So a seller wants to know how the agent assisting me measures up along those two vectors, how quickly they move and how well they do at getting the price they want. And to do that, you have to really understand financial transactions, not just typical sales talk. Eric breaks it all down on this episode of The Sales Pitch. If you learn to speak a new language in sales, you’ll have an amazing story to tell Eric’s philosophy seems so straightforward: Sellers want a representative who can sell quickly and optimize the transaction, meaning get as much money for the seller as possible. So where are the stumbling blocks? As he tells Melissa on this week’s episode of the Sales Pitch Podcast, the hard path is getting the math right. What is the time to transaction from engagement to transaction? What is the typical margin relative to asking price? How do we get the best price in a cold market? And in a hot market, how do we make sure buyers are actually financially qualified. If you do know your numbers, then suddenly you have an amazing story to tell. If you don’t want to be treated like the herd, don’t sound like the herd As Melissa tells Eric on this week’s episode of The Sales Pitch podcast, the philosophy makes a lot of sense, but it can be very difficult to adopt. Eric points out that if you don’t have the math down, then essentially you’re just “selling a smile,” like Willy Loman in Death of a Salesman. But if you can speak financial language, if you can tell people “here is how well we do with properties in your range,” then suddenly you’re speaking a concrete language that sellers can understand. This is a really eye-opening episode thanks to Eric’s unique perspective. Here’s What You’ll Learn: Connect with Eric Shaver Eric ShaverKensei Partners Connect With Spacio

There are only 5 jobs in the sales business. Finding prospects, converting them to appointments, control the appointment, present, pricing, and then close. But a lot of people don’t realize those are like links in a chain. The effectiveness of any salesperson is as strong or as week as their weakest link. ~ Floyd Wickman In real estate, effectiveness in sales is of paramount importance. It takes more than just being a friendly and helpful person to take a person from being a lead to a closed sale and a happy customer. In this episode, Floyd Wickman joins Melissa to discuss his experience as a real estate agent, how he learned sales himself after a miserable start of only 5 sales in his first year in the business, how he became a trainer and teacher of sales skills, and why the 5 links in the chain of effective sales have to be focused on one at a time until all are mastered. Floyd is a legend in the real estate training world and you will gain valuable insights from this conversation. Until you get face to face with people, you’re not going to do much business Sales is not a business that can be done effectively over the phone or via email. Though those are definitely tools to be used, the key Floyd Wickman has learned is to get eye to eye with a person in order to establish a basis of trust and cooperation. That’s where things like body language, facial expressions, and demeanor play such an important role in putting leads or prospects at ease. In this conversation, Floyd explains how he built his sales philosophy around his personal core values and why being face to face with prospects is so vital. Find prospects - make appointments - control the appointment - price - close Floyd Wickman says there are only 5 steps to effective sales and in his mind, they are like links in a chain. But what most people don’t realize is that the weakest link in that chain is what is going to deter or determine their level of success. What are the 5 links? Find prospects: the act of locating people to talk with.Convert people into appointments: making arrangements to meet and chat about their needs.Control the appointment: leading the prospect through a conversation that reveals their needs and your ability to help.Price: establishing an agreement on what your services will cost and/or how their property will be valued for sale.Close: Asking for the business. Floyd explains these during this conversation, so be sure you listen. Are you asking the “magic question” of everyone you meet? One of the things Melissa was sure to ask Floyd was what advice he’d give to a struggling real estate agent. His advice is that they need to make sure they are asking every person they meet, what he calls, the magic question. Here it is: “If I were to ask you to refer me, would you do it?” In Floyd’s philosophy, you’re asking people a question that is easy to answer. Most people, simply out of kindness, will answer positively. That’s when you have to know how to follow up the magic question with an appropriate way to probe their knowledge of people who are in need of your real estate expertise. Floyd explains a handful of ways you can do it during this conversation. The success of your open houses depends on getting this right Open houses are our strong suit here at Spacio, so it was important to discover what Floyd recommends to agents who want to increase the success and productivity of their open houses. Floyd’s advice was very basic but powerful - get a name and establish a rapport upon which follow up with each person will feel natural. You’ll do well to listen because Floyd explains a very simple survey he often uses at his open house events that enables the people who attend to provide their information in a non-threatening way where they receive something valuable in return. Here’s What You’ll Learn: [0:57] Here’s how Floyd Wickman typically introduces himself[2:50] An uncommon path into the real estate industry[3:35] Personal core values...

“One of the most important things a new agent should have as a priority in their schedule is lead generation.” ~ Russ Putterman Lead generation is vital to any business and real estate is no exception. The opportunities to serve new clients and sell more homes is what makes a successful agency able to fuel its success. Those opportunities come from l effective lead generation. In this conversation, Russ Putterman explains why lead generation is one of the most important habits for any agent and how it builds the momentum that makes everything else work. Listen to learn how Russ trains his team members, what their accountability systems look like, and why a team of specialists has helped the Focus Real Estate Group maintain its success in a very crowded and busy market - New York City. Urgency matters in a busy market. Teams and systems need to be refined Every real estate transaction is complicated. From the first listing agreement to the final closing thousands of communications and hundreds of documents change hands. When things become that complicated, it’s easy for the process to become bogged down and laborious. That’s what prompts Russ Putterman to make sure that his team and agents understand the need for expedience and urgency. Many times, a quick response or smooth exchange of information is what sets them apart from other agencies and gives clients the exceptional experience they will remember. Russ explains why he focuses on urgency, how he trains his team to carry out their duties for clients quickly, and the results they experience, on this episode. Successful agents coach and consult with their clients Real estate agents who function as a “hired gun” for their clients are doing themselves a disservice. It’s easy for clients to disregard your expertise when you present yourself as a commodity. You have to start out with a different perspective, positioning yourself as the expert in your market and the source of information your clients need. This enables you to serve clients as a consultant or coach, walking them through the difficulties and nuances of your particular market in a way that overcomes objections, moves around obstacles, and truly advances our client’s interests and your sales goals at the same time. If you can master lead generation, everything else becomes easy One of the repeated areas of emphasis in this conversation with Russ Putterman was the issue of real estate lead generation. Russ said that the highest value activity for most agents, especially those who are new, is working the phone to strike up relationships with new customers. In this conversation, Russ explains why lead generation is so important, what good lead generation does to set the sales process in motion, and how mastering it makes everything else easier. Key strategies for more successful and fruitful open houses Open houses are an older real estate approach that still yield great returns when they are done the right way. When asked for his advice on open houses, Russ Putterman emphasized a few things: Do them more often, promote them well (including canvassing the neighborhood), and scheduling them at times when other agents or offices are not doing them. All of these approaches enable you to stand out, get lots of eyes on the opportunity, and leverage the property to its greatest advantage. You’ll benefit from hearing Russ’ detailed explanation of this and many other strategies, on this episode of The Sales Pitch. Here’s What You’ll Learn: [1:09] Russ’ beginning in real estate and how he’s become a KW pro in New York[1:47] A sales philosophy based on urgency so clients are served well[4:31] Good open-ended questions to build new relationships and deal with objections[6:58] Qualifying leads to keep from wasting time (and how to know when to stop)[11:25] The training needed for an effective team - lead generation - sales - more[15:19] Who are team members calling when they do work on the phone?[19:27] The next step...

Open Houses are like a social sport… it’s not uncommon for me to have 100 to 200 people at an Open House… my Open Houses are better attended and more effective because there is a whole strategy about what we do. ~ Kendyl Young When you’re new in the industry you try a lot of things but… ...unless you are authentic, it doesn’t go well. Coming to terms with who you are is one of the best things you can do. It is enlightening and reassuring to hear the soul-searching process Kendyl Young had to go through as she struggled to get her feet under her in the real estate industry in Los Angeles. It wasn’t an easy path to walk, but it brought her to a place of clarity about who she is, what she brings to the industry, and more importantly, the value she is uniquely able to provide to her real estate clients. She’s become incredibly successful being herself - which means being intensely interested in people. Find out exactly what that means - and how you can develop the same skills, on this episode. A strategic Open House can still drive home sales Kendyl has learned that she can’t expect Open Houses to be successful if she treats them like a thing to dread, gets up late, rushes to put out signs, and hangs around the house with little to no enthusiasm. She has to be strategic - so she is. That means she begins days and even weeks before the Open House. Because Open Houses are an expected event when new listings come on the market, she takes advantage of that. She doesn’t allow any showings - by her team or other brokerages - until the open house. She wants people to see the house under certain conditions that she has arranged ahead of time. That’s just one example of what goes into her Open House strategy. You can listen to the entire conversation to hear how she leverages social media, interacts with those who visit her Open House events, and more. Earning business by being interested and articulating value Kendyl says that she’s become very good at showing and telling people that she is incredibly valuable to them when it comes to their real estate needs. In the context of an Open House, she expresses this by being intensely interested in them. Why are they taking a Sunday afternoon to visit a house that’s for sale? Who are they? What are they interested in? But she doesn’t show that interest just by asking questions. People recognize that questions are often a way to fish for information so they can be sold to… and they don’t want to be sold to. Instead of majoring on questions, Kendyl has become a keen observer and is learning to label what she sees. The outcome is much more effectiveness when it comes to building rapport and establishing a relationship. But Open Houses are not the sales driver they used to be. What else can be done? Beyond Open Houses, Kendyl teaches her agents how to nurture existing relationships with people who already know, like, and trust them - before they have a real estate need. They do this by being active in the community, by learning to listen, and by learning to be helpful in whatever ways they can. As agents are able to build trust as individuals, within their own networks, they become the trusted experts the community turns to when they have a need. This episode goes into much greater detail, so be sure you take the time to listen. Here’s What You’ll Learn: [0:49] How Kendyl got started in real estate in the Los Angeles market[3:05] The steps required for Kendyl to build a positive personal brand[6:29] Kendyl’s sales philosophy: The only thing that matters is doing right by people[8:48] Strategies for more effective open houses[11:22] Leveraging existing relationships before a real estate need is on the radar[13:32] Why Kendyl’s team doesn’t push for people to sign in immediately at an Open House[18:47] Doing her job well at an Open House and training her team to do the same[24:10] Advice for agents: Talk to people without vamping Resources & People Mentioned Chris VossBOOK: Never...

The Sales Pitch podcast is your go-to resource designed for real estate professionals seeking to amp up lead generation, networking, and in-person sales. You need to be able to walk into a conversation and be 100% OK if your prospect never asks you what you do or if you never get to talk about real estate or if you never get to talk about yourself at all. On this episode, you’ll hear from seasoned real estate business coach, Travis Robertson. In his conversation with Melissa, Travis opens up about how he got started as a business coach, the best way to grow your network, why it’s so important to lead with confidence, how to build trust with clients, and so much more! If you are ready to take your business to the next level, you’ve come to the right place, don’t miss a minute of this powerful episode! What you can do to grow your network. How can high capacity real estate professionals like you grow and expand your network? Is this a practical goal? According to Travis Robertson, you need to keep in mind that networking is a slow way to scale your real estate business. Travis teaches that real estate agents like you are a business first and a person second. Meaning, as you build up your business, you’ve got to stay focused on your priorities. Your business will grow just like any business grows, by expanding your revenue opportunities and making smart decisions with the resources you have available. One way you can start expanding your network is by leveraging your areas of interest and passion. If you enjoy following professional sports, use that to connect with that audience! Learn more about what it takes to expand your network by listening to Travis’ expert perspective on this episode! Lead with confidence! What does it take to gain trust and secure a prospective client’s business? It all comes down to leading with confidence! You might not have the experience and long list of satisfied clients to back you up, so what? That doesn’t matter when you lead with confidence. Don’t lie to your clients, project all the confidence that you can muster by showing them that you know what you are doing and that you have what it takes to solve their problems and deliver results. Discover more about what it takes to lead with confidence from Travis Robertson on this engaging episode! Don’t try to be someone else, stay true to who you are. Let’s face it, no one likes to feel like they are being used. The truth is, most people can sense that sort of feel to a conversation from a mile away. What’s the solution? How do you connect with prospective clients to gain their trust and ultimately, their business? Focus on getting to know who you are talking to and show that you are interested in them - with no strings attached. Only then will you earn the credibility and trust that you need and that your client is looking for! Get more helpful tips on what it takes to truly connect with your prospects from Travis Robertson on this episode! You need to create lead sources that you can control. How do you prepare for long-term growth for your business? Are you focusing on networking and referrals exclusively? If so, a word of caution from Travis Robertson - don’t! Time and time again, Travis has observed high capacity agents put all their eggs in the basket of repeats and referrals only to see slow growth and even failure. Travis says that one of the main reasons so many real estate agents closed up shop during the recent market collapse is due to this one-sided strategy. Leaders like you need to get out there and create more avenues for your business to grow! A great way to do this is by connecting with Travis and his team who specialize in equipping real estate professionals with the tools needed for consistent and predictable growth in their business. Learn more about Travis’ coaching services by checking out the resources section at the end of this post! Here’s What You’ll Learn: Resources & People Mentioned How to Win Friends and...

Welcome to the very first episode of The Sales Pitch podcast! This podcast is designed for real estate professionals seeking to amp up lead generation, networking, and in-person sales. Your host is Melissa Kwan, Co-founder and CEO of Spacio, the industry-leading enterprise-level open house solution that helps real estate agents monetize their open houses by automating lead capture and follow up. “I find if you have a pre-planned opening line, it’s going to sound like BS. When things are BS, they are going to sound like BS. Be yourself and engage with clients naturally!” ~ Brian Meier What does it take to create an effective and successful client engagement strategy? Is there a magic formula that top realtors use to connect with their clients? On this episode, you’ll hear from special guest and award-winning Manhattan real estate agent, Brian Meier. In his conversation with Melissa, Brian opens up about his background in sales, what led him to work in the real estate market, how he stands out in the crowded New York marketplace, tips for client engagement, and much more! Don’t miss this episode featuring Brian’s seasoned perspective! An organic and personal approach to finding new clients. One of the most challenging aspects of client engagement is the very first step, finding clients! What works and what doesn’t when it comes to finding new clients in the real estate market? According to Brian Meier, it all comes down to a personal and organic approach. Instead of casting a wide net for new clients, Brian suggests going deep and focusing on delivering the best service to the clients you have. Brian says that he’s had more success with connecting with and serving the right people in a meaningful way because those people end up connecting him to new clients. To hear more about Brian’s personal approach to client engagement, make sure to listen to this helpful episode! What it takes to stand out in a crowded market. One of the keys to standing out in a crowded market like New York is being relentlessly honest with your clients. You might be thinking that honesty is overrated but the truth is, it stands out! Brian Meier is convinced that taking the time to empathize with your clients and walking a mile in their shoes can make a substantial difference in how your client relates to you. At the end of the day, everyone wants an expert in their corner, rooting for their success. That’s what realtors like you need to lead with! Learn more about Brian’s approach and how he’s built a growing and thriving team in a competitive market, make sure to listen to this engaging episode! Drop the BS and be yourself! Let’s face it, everyone wants a secret formula that will allow you to instantly connect with a potential client. Does such a formula really exist? According to Brian Meier, most prospects can smell your prepared or rehearsed opening lines from a mile away! That’s why he’s dropped the BS and just leads with his personality. Sure, he won’t connect with everyone but when he does, the connection will be real and authentic! Deep down, you know that BS turns people off, so stop thinking of ways to make it sound natural and just go with a natural approach. Join Brian and Melissa on this episode as Brain expands on his successful strategies for client engagement! Tips for connecting with potential clients. Brian Meier has over 17 years of experience in real estate. He’s built up a team of rockstars who continue to build upon their success, year after year. How can realtors like you learn from Brian’s wealth of experience and knowledge? On this episode, you'll hear from Brian as he shares some tips that will allow you up your game when it comes to client engagement. To hear Brain expand on these tips and provide additional strategies for successful client engagement, make sure to listen to this informative episode! Here’s What You’ll Learn: Resources & People Mentioned Tipping PointZig Ziglar Connect with Brian Meier Brian’s...