Real Estate Mastery: Coaching & Basics for Success

2. Robert’s Videos

3. Robert Gawel / Broker Owner

4. Who Is Robert Gawel • Real Estate Broker in Florida • Owner of Alexa Realty • Currently has over 30 realtors • In Business for 15 years • Coaching and Seminar Junkie • Coaching Realtors for the since 2002 • Passion is coaching and teaching

5. The Basics Coaching Story • Baseball coach for 6 seasons • 2 seasons ago undefeated • My son wanted to play football • My Football experience, the basics were missing • We went from a bad team to 1:43, from champ • Mastery is created by doing a thing 5,000 times • A lot of you are here to learn new strategies, maybe what you need to do is master the basics • After I did the class, I saw a video from Brian Tracey

6. 6 Core SkillsDon’t Try To Sell A House Build A Business • Lead Generation • Database Management • Prospecting • Presentation • Follow up • Handling Objections

7. Lead Generation • You call them or they call you • Where do you get your leads? • How many leads do you generate in a week? • Do you have a budget to generate leads? • TheREDX.com, LandvoicePro.com, Etc… • Leads (ROI)

8. Database Management • Do you have a database • Top Producer, InfusionSoft, Constant Contact, Etc… • How many contacts do you have? • Can your database perform email campaigns? • How often do you contact your database? • What do you send to your database? • Work off the method- (Send- Call- See)

9. Prospecting • Block off 4 to 6 hours of prospecting time per week • Do you have enough leads to call? • Do you track your results? • How else do you prospect? • What do you say when making you calls • What are you selling? Nobody likes a salesperson • Macy’s or credit collectors (Focus on Conversations) • Referral groups, pass out cards, door knock, do something take action

10. Presentation • Do you have the office listing presentation on your computer? • If so, have you practiced it? (Youtube) • If not, why not? • How many presentations do you perform a week? • Do you show up prepared? (Comps, Brochure, Cards, Etc…)

11. Follow Up • What is your follow up system? • How often should I follow up? (Dr. Suess Quote) • What do I say when I follow up? (Database Helps) • Can I follow up by emails? • Follow up with those you loose! Track failures… • Work off the method- (Send- Call- See) • 44 percent of salespeople quit the first time a prospect declines, while • 22 percent quit after the second “no,” • 14 percent after the third, and • 12 percent after the fourth.60 percent of sales close after the prospect says “no” at least four times, • 8 percent of salespeople are left when the prospect finally does say “yes.”

12. Handling Objections • Do you try to turn no’s into yes’s • Write down the objections you cannot handle • Type out a list of seller objections • Review your list of objections before making calls/appointments • Don’t back down or be afraid of pushing to hard (Golf Analogy) • Hamburger Close • I have money but I own 2 homes- Objection • I want to find a home before listing mine

13. The Real Estate Report Card • Rate: A, B, C, D, F for the following • Lead Generation A B C D F • Database A B C D F • Prospecting A B C D F • Presentation Skills A B C D F • Follow Up System A B C D F • Closing Skills A B C D F How Did You Do?