Better Business

Bernard Desmond

www.RealEstateGym.com.au

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Super Broker Interviews

• Long and hard hours

• Rejection is mandatory

• Early stages technical – later stages mental

• Four (4) default prosecting methods

• 30 Day Rule

• Less than 2hrs per day on laptop

• Glued to mobile phone

• Epic team

• Systems / processes

• Competitive & deal addicted

What would Tom do every day?

Gym / Exercise

5:00 AM

Coffee + To Do list

6:30 AM

Prospect

8:00 AM – 12:00 PM

General business

12:00 PM - Onwards

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Top 10 Past Clients

Top 10 Next Deals Top 10 Real Estate Agents

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Scripts

• What’s more important for you? A low upfront rate or the lowest cost of borrowing for the life of the loan

• It’s the right product and not the promise of a low rate that will get you the best deal

• Would you like me to present you with a finance solution that will make you happy, or the most amount of money in your pocket?

• What’s important in this home purchase for you?

• I refuse to advise poorly and say sorry later

• I’m only recommending to you what I would do myself

The 3 Blockers to Prospecting

1. Procrastination

2. Perfectionism

3. Paralysis by Analysis

Prospecting Thoughts

1. Never open your emails first thing in the morning

2. Block-out morning chunks

3. Have your list printed before beginning

4. Attack high-probability calls first

Non-assumptive, Passive & Weak Assumptive & Confident

Is this a good time? The reason I’m calling is…

I was wondering if… Tell me who – how - when – where – what…

I have the whole day open I’m super busy bringing on new clients but I do have a slot available at 11am

What do you think? Why don’t we go ahead and get that set-up?

What’s the best time for you I’ll be visiting a client not far from your office on Monday. I can pick you up for lunch.

I kinda, sorta, was wondering if maybe you have time to answer a few questions, if that would be okay?”

A lot of my customers are telling me that they’re having problems with XYZ. What do you feel is your biggest challenge?

Would this be a good time for you? How about we meet at 2pm?

The little 1%

• Referrer – different ringtone

• Next 10 deals under letter X

• Video messages

• Phone calls in café’s

• Lottery ticket / instant scratchieposted out or in letterbox

• Block out AM time in diary

EBU

Level 1

Broker

Level 2

Broker

Assistant

Level 3

Broker

Assistant

Assistant

Level 4

Broker

Assistant

Assistant

Assistant

The Two Beliefs