Coach Paul's Real Estate Lead Conversion University: Overcoming Objections Every Time

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It's a common scenario for many salespeople - a call doesn't go as planned, the client objects to their pitch, and they end up hanging up the phone feeling frustrated and flustered.

This is often because they weren't prepared to overcome objections, which is the key to success in phone sales. Unfortunately, this lack of preparation can lead to missed opportunities and lost business.

The first step to overcoming objections is to train yourself emotionally to be rejected. In phone sales, you need to anticipate that objections are going to happen, and you need to be prepared for them.

Almost every call you make won't go as planned, so it's essential to start planning for the unexpected. This means changing the pattern of your interactions with clients. Instead of getting hurt and hanging up when they object, you need to anticipate their objections and plan to go beyond.

The new pattern should look like this: you ask for their business or ask a question, they respond with an objection or a "no," and instead of getting hurt, you already knew they would object or say no.

You then ask them another question, unphased, and keep going. This is the way to overcome objections - be ready for them and have a list of open-ended questions at the ready.

Another way to overcome objections is to stay in control of the conversation. The person who is asking the questions is the person in control, so it's essential to be the one who is asking the questions.

This means being prepared for every possible scenario so you're always ready with a response. If they object, you ask another question. If they object again, you ask yet another question. By keeping the conversation going, you'll eventually get past the initial objections and start getting somewhere with the conversation.

Once you've gotten past the initial objections, you can move on to the real stuff. You can find out their hopes, goals, and dreams and talk about the future. By understanding their timeline, it's just a matter of time before you help them to closing.

In conclusion, the key to overcoming objections in phone sales is to be prepared and to anticipate them. By changing the pattern of your interactions with clients and staying in control of the conversation, you'll be able to overcome objections and close more deals.

If you need more coaching or advice on how to convert internet leads, Real Geeks has outlined a plan and strategy for online lead conversion. Check out their RG Playbook for more information.

Coach Paul

Published on Feb 5, 2023 under


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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success



In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

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Transforming Your Success into Their Success

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Creating a Schedule

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Buying this Year vs Next Year

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Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

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Agent Utility Belt


This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

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