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The Sales Pitch

Spacio

Business & Entrepreneuriat

Fréquence : 1 épisode/55j. Total Éps: 12

The Sales Pitch Podcast is designed for real estate professionals seeking to amp up lead generation, purposeful networking and face-to-face sales. Discover valuable insights about relationship building and in-person selling from the playbooks of top producing agents and leading business coaches. We dive into the most effective sales strategies, covering everything from conversation starters to the best follow-up methods and how to work the room at any event. While digital marketing and ad buying have disrupted the lead generation space, we’re taking sales back to the core fundamentals of selling in person. The Sales Pitch is brought to you by Spacio, the industry leading open house lead generation system that enables brokerages and agents to increase sales, grow their business and improve their communication. Learn more: www.spac.io.

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Build A Long Term Business in Real Estate with Keith Robinson, Ep # 12

Épisode 12

mardi 17 mars 2020 • Durée 40:13

Keith Robinson from NextHome

Everything is Sales with Joe Rand, Ep #11

Épisode 11

samedi 1 juin 2019 • Durée 33:45

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.

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How To Upgrade Your Client Engagement Strategy with Brian Meier, Ep 1

Épisode 1

lundi 16 juillet 2018 • Durée 27:33

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.

Start off with gratitude and thank your prospect for coming to the open house.
Don’t be a sign-in stickler! Allow your prospect to enjoy the open house and show them that you are interested in serving them and making a connection.
Hand them your phone when they are ready to sign in. It brings a personal touch and anchors them to you as their guide.
Look for a point of common interest between you and your prospect. You are going to have to work for this, don’t expect it to come easily!

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:

[0:40] Melissa introduces her guest, Brian Meier.
[1:15] Brian shares his background with sales and residential real estate.
[4:50] Taking an organic approach to finding clients and how the competition has grown.
[6:45] What does it take to stand out in the New York market?
[9:00] Embracing digital tools and establishing trust with clients.
[11:15] Digging deep and getting personal.
[12:45] Be yourself and don’t lead with BS!
[14:30] Tips for connecting with potential clients at an open house.
[19:30] Why real estate is such hard work.
[21:30] How has Brian built a successful team? How does he train them?
[25:30] What you can do to up your game right now.

Resources & People Mentioned

Connect with Brian Meier

Connect with Brian’s team
Check out Brian's website
Listen to Brian’s podcast, Block & Lot
Follow Brian on Twitter

Connect With Spacio

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Discover Why it’s Important to Lead with Confidence and Stay True to Who You are with Travis Robertson, Ep #2

Épisode 2

lundi 16 juillet 2018 • Durée 32:04

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. You need to create lead sources that you can control. Here’s What You’ll Learn: Resources & People Mentioned Connect with Travis Robertson Connect With Spacio

How to approach your sales philosophy for ultimate success with Emmanuel Fonte, Ep #10

Épisode 10

mercredi 1 mai 2019 • Durée 37:08

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.

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Real Estate Success is All About Consistency with Roh Habibi, Ep #9

Épisode 9

vendredi 14 décembre 2018 • Durée 37:44

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 Here’s What You’ll Learn: Resources & People Mentioned Connect with Roh Habibi Connect With Spacio

How to Foster Collaboration in Real Estate with Colleen Barry, Ep #8

Épisode 8

lundi 3 décembre 2018 • Durée 35:51

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 Connect with people by telling your story Here’s What You’ll Learn: Resources & People Mentioned Connect with Colleen Barry Connect With Spacio

The Perfect Advice if You’re New to Sales with Elizabeth Ann Stribling-Kivlan, Ep #7

Épisode 7

lundi 8 octobre 2018 • Durée 26:49

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 What distinguishes a great salesperson from a good one Here’s What You’ll Learn: Connect with Elizabeth Ann Stribling-Kivlan Connect With Spacio

It’s Time to Adopt a New Sales Language with Eric Shaver, Ep #6

Épisode 6

lundi 24 septembre 2018 • Durée 27:33

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 Here’s What You’ll Learn: Connect with Eric Shaver Connect With Spacio

The 5 Links In The Chain of Effective Sales, with Floyd Wickman, Ep #5

Épisode 5

lundi 10 septembre 2018 • Durée 28:20

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.

Are you asking the “magic question” of everyone you meet? The success of your open houses depends on getting this right Here’s What You’ll Learn: Connect with Floyd Wickman Connect With Spacio

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The Sales Pitch – Détails, épisodes et analyse

Détails du podcast

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