002: Having Trouble Getting that listing? Bruce Keith Shares His Proven Results
This week I talk with Bruce Keith. Bruce is a leading trainer for sales organizations in across North America. Inman News recently featured Bruce as one of the 25 best real estate coaches in the industry. Bruce is a master of what to say, and how to say it. His training technique for easy comfortable sales conversations are well received and easy to implement. In this episode, we discuss what Bruce believes are the top 3 keys to success, and why we have such a high turnover rate in real estate agents. We go deep into the 5 activities that actually generate revenue and how to execute them. We discuss the key components that drive a Realtors business and how to implement them. Finally, we did some role plays that Bruce calls 'Stump the coach'. Questions and Key Points There are only 3 things you have to master. 1) Have a good solid routine 2) Have good systems in place 3) Always be working on your selling skills What do you think are the main reasons there is such a high turnover rate in the real estate industry? Activities must equal goals. There are only 5 activities you have to do to generate revenue. 1) Lead generation 2) Showing properties 3) Doing listing presentations 4) Lead follow up 5) Negotiating offers What kind of mindset do you need to move forward when things are falling apart? You have to be relentless and motivated. "My favorite four-letter word is, next." If you were a new realtor, what would you do to kick start your business 22% of people are at home before 4 PM. The morning is for lead generation and the afternoon is for lead management. <Role Play> Why should I use you over a family member who is also in real estate? <Role Play> Why even use a realtor? I can save by not losing money on paying a commission, can't I? What social media platforms do you suggest?