Agents in Action

Agents in Action

The Agents in Action podcast provides education, inspiration and strategies for real estate agents to take action. Each episode is drawn from a collection of lessons, mistakes, and scripts developed by Todd Smith, all shared with no spin. Whether you are just beginning your real estate career or a seasoned veteran, you will learn how to take action. With Agents in Action, Todd Smith and host Jody Maberry will share exactly what it will take to win at a high level in Real Estate.

Episodes

March 3, 2017

This is a very common misconception sellers have when listing their home for sale. Time on the market is the #1 enemy for a seller. Historically, we know the longer a home sits on the market for sale, the softer the price becomes. In this episode, I want to share one approach that's worked well for me in these situations. Should you decide to incorporate this into your business or not, the main purpose of discussing this is to ...

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I am noticing a pattern that keeps showing up lately during conversations I am having with many agents.  Since this seems to be so prevalent, I thought we could talk about it today as it’s likely something many of our great agents in action are experiencing.  Even though a simple, and even a common topic, it’s one that is (in many cases) costing you $10,000’s and even $100’000’s in lost income opportunity.  Ultimately, this shows u...

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Four Ways To Boost Confidence When Pricing Property

Typically, when preparing for a listing appointment, most agents will leave their pricing research to a desk review over their computer.  If you want to outperform your competition and at the same time...dramatically boost your confidence, go the extra mile and consider implementing these steps to maximize your confidence and accuracy.

1. Preview property every 10-14 days to give ...

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January 13, 2017

Personality Styles 101 - Today we’re going to discuss the D.I.S.C personality styles and how to use this system to have more influence with anyone you are speaking with, resulting in a higher level of communication and ultimately, developing these skills will be an asset to close more business or, increase your overall effectiveness when putting deals together.

It’s was something I learned early in my career...probably 20+ year...

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Most Realtor's suffer from the same money leaks in their business and do not even know it.  

This episode of Agents in Action recap of the most common money leaks or “gaps” I noticed among the agents I have been coaching or met at speaking events this year. It was interesting to me to see these same patterns repeating themselves across the board. It was so consistent, that I wanted to go through these with you so you can take a...

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At The Preview Appointment - 

Objective - Gain access, establish a relationship with &  continue to qualify the seller. 

The Tour:  While walking through the property, take notes on the home’s features and benefits.  In a casual, yet deliberate manner, ask questions to determine what the situation is with this particular lead. 

Greeting: Introduce yourself, hand them a business card and thank them for having you over to take a ...

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A Behind The Scenes Look At The $40,000 For Sale By Owner System. 

89 percent of sellers sold with the assistance of a real estate agent, up slightly from 88 percent the last three years, and only 8 percent (down from 9 percent) were FSBO sales. The share is the lowest since this data collection started in 1981.

  • Did not want to pay commission fee: 48%

  • Sold it to a relative / friend / neighbor: 21%

  • Buyers contacted seller directl...

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    Managing your time in the real estate business.  

    First, this is something people struggle with in general, not just Realtors.  However, in the world of real estate sales, it appears to be magnified even more as it’s a commission only business.  If you’re being paid hourly or salary and mismanage time, for the most part, it's become accepted. Of course, it’s a contributing factor to the lack of productivity, yet, for the mos...

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    How important it is to know your market statistics and position yourself as the goto expert and trusted resource in your marketplace?Fact: I would venture to say 97-98% (or even more) of the

    Fact: I would venture to say 97-98% (or even more) of the agent's industry-wide DO NOT know the market #s. Have you ever had someone ask you “how’s the market”?  What do you say? How effective is your response? What message does it convey a...

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    Whenever we get together for an episode of Agents In Action, I often ask myself “what is it I should share this time?”  I have been devouring several books these past few weeks, and one of them jumped out as the obvious answer for this conversation.  I realized, without one’s ability to do this effectively...especially someone in sales...it can be a long uphill climb that leads to endless frustration.  It’s a great book by Mark Vic...

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    September 9, 2016

    Let’s start with a great saying a long time mentor of mine; Dr. Wayne Dyer has said so well. "Change the way you look at things and the things you look at change." From now on...in business,  Oct 1 is the start of a New Year. Think regarding a 15-month business plan.  Of course, everything you do will be a part of this year's overall production, it will also be a part of next year’s production volume. That’s the main po...

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    Lee Cockerell was the Executive Vice President of Operations at Walt Disney World for ten years. Lee knows what it takes to create magic. You don't have to be at Disney World to create magic. Lee joins the Agents in Action podcast to discuss how Realtors can create magic.   In this episode, we examine the most important and influential keys to accomplishing your goals.  It is the strength of your connection to your dreams, purp...
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    In real estate, there are several ways to generate leads...some more effective than others.  All approaches will usually fall into two categories.  They are either proactive or passive at their basis.  Proactive is defined as a person, policy, or action creating or controlling a situation by causing something to happen rather than responding to it after it has happened. Passive is defined as accepting or allowing what happens or wh...

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    Ten Tips When Working With Objections                              

    1.    Remember, there is a direct connection between the amount of objections you receive and the strength and quality of your presentation.

  • A strong, convincing presentation eliminates doubt and encourages interest in hiring you.  How convincing are you? Do you have work to do in this area? Or, maybe you could consider turning it down a notch in this area? If you...

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    Your real estate business is built 90 days at a time. Have you ever felt like you were legitimately working and wondered why you aren't getting anywhere? Frustrated with your ability to get things rolling? 

    First, it's not your fault. It's likely no one has ever explained how the cycles in the real estate business work and what it is going to require of you to get traction and some business rolling. I like to use the ex...

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    We discussed in the last episode the key to realizing high levels of achievement was having a clear understanding of what your 20% is related to your job/business. Those activities, that if not done consistently would eventually lead to you going out of business or losing your job. These are the core responsibilities that require your attention and consistent execution. Now that we’ve talked about (and will be working on) identifyi...

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    Today we’re going to talk about staying focused on your 20%. The 80/20 principle.  

    Time is The Great Equalizer

    Q - We all know or have heard of someone who has had extraordinary success. How do they do more,  achieve more, earn more, have more?

    A - They get to the heart of things...They go small.

    “Going small” is ignoring all the things you could do and doing what you should do.  It’s realizing that extraordinary results are direc...

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    How effective is your pre-appointment routine?

    I like to call this phase of the listing process “showtime.”

    Do you have a specific process you follow each time you get ready to head out to a listing presentation? If you don’t, this means you are either winging it each time or haven’t yet been introduced to this strategy as an effective way to prepare for your listing appointments...of course, you could also be choosing not to follo...

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    Tip #1 - Conduct a Consultation - For some reason, I have observed over my career - going back to 1991...most real estate agents have always approached working with buyers differently than with a seller.  With a seller, we make an appointment, go out to meet the seller at their home and have a meeting - or - we refer to this as a listing presentation.  However, (and I say for whatever reason) our industry as a whole doesn’t approac...

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    Over the years, through focused preparation and hours and hours (and even more hours) of practice...I was able to have a fairly high listing presentation to listings taken ratio.  Most agents will have an average of a 25% closing rate, better than average would be 50%, and the top agents would be converting upwards of 70-80% of the appointments they go on.  What is interesting here is if you take...say...10 appointments and each on...

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