Podcast appearances and mentions of debbie de grote

One of the key skills of a great salesperson is negotiation, but for the last decade, real estate agents could get away with no having it. Deals were so easy to put together, we didn't have to fine tune our persuasion and communication abilities. Many agents have never had to do deep negotiation. Even veteran agents who came up in tougher markets need to brush up on that skill too.  With the way commissions structures are changing, understanding negotiations at a high level has never been more important. We have to understand human psychology, collaborate more closely with other agents, handle tough situations, understand the art of communication and resolving conflict.  That's why the team at Forward Coaching developed a course on negotiation and why they are working on getting this course in front of agents ASAP. The market might look a little different, but take it from an agent who has sold through some really rugged markets: there'll always be a seller and a buyer looking to make a deal. In order to get to those sales, we might have to change what we do to match what's currently happening.  If we want to continue to feed our families, give the best service and get the best results right now, becoming master negotiators is non-negotiable. Co-founder and CEO of Forward Coaching, Debbie De Grote joins us to talk about the new course and what it takes to succeed in this tricky market.  Quotes  People think being a master negotiator means playing hard ball. The best negotiators actually have a collaborative technique. -Debbie De Grote Don't panic, this will become normal to us one day. -Debbie De Grote I started in a really terrible market so I really don't fear markets that change. I'm quick to react to them. -Debbie De Grote Guest Info Debbie is the co-founder and CEO of Forward Coaching. She began her career in Real Estate at the age of 18 and within a few short years was one of the top agents in the nation, closing over 156 units annually. At the peak of her career Debbie was awarded the Hall of Fame award by Century 21. In fact, Debbie was the first agent in the Century 21 system to achieve this award. In addition to her sales career she also managed a large office, assisted in recruiting efforts, and wrote strategic plans and launched new office locations for two large brokers in the Orange County area. Debbie's extensive background attracted many opportunities to speak, train and consult with others, which is how she discovered her passion for coaching. Over the last 20 years, Debbie has been considered one of the top Coaches in the Real Estate industry, coaching some of the most elite salespeople and brokers in North America, as well as mortgage, title, escrow, and insurance professionals. She has conducted over 80,000 private coaching calls, hundreds of webinars and live events, and is a sought after speaker at many national conventions. Go to forwardcoaching.com/negotiations to sign up for the course.  CTA ​​Please leave us a review at https://ratethispodcast.com/nla

In today's episode, I'm joined by Debbie De Grote. An accomplished real estate business owner and coach, Debbie has seen market cycles come and go, and learned what it takes to succeed in different conditions. With her partnership with Ben Kinney, she contributes to the success of many agents and teams, and in this conversation she shares what it takes to have staying power, and how to adjust with the market.   Debbie is the co-founder and CEO of Forward Coaching. She began her career in Real Estate at the age of 18 and within a few short years was one of the top agents in the nation, closing over 156 units annually. At the peak of her career Debbie was awarded the Hall of Fame award by Century 21. In fact, Debbie was the first agent in the Century 21 system to achieve this award. In addition to her sales career she also managed a large office, assisted in recruiting efforts, and wrote strategic plans and launched new office locations for two large brokers in the Orange County area. Debbie's extensive background attracted many opportunities to speak, train and consult with others, which is how she discovered her passion for coaching. Over the last 20 years, Debbie has been considered one of the top Coaches in the Real Estate industry, coaching some of the most elite salespeople and brokers in North America, as well as mortgage, title, escrow, and insurance professionals. She has conducted over 80,000 private coaching calls, hundreds of webinars and live events, and is a sought after speaker at many national conventions. When the market shifts like it has in the last 9-12 months, many agents find themselves lacking the necessary skills or they discover that those muscles are a little flabby. Without those skills, you're doomed to leave the industry or forced to supplement your income.    Negotiating and winning an offer are two very different things, and where we are today greatly favors the former. We've gone from a market where we were essentially order takers to a market where excellent negotiation is non-negotiable. Unfortunately, a lot of agents didn't come into the real estate market where artful, skillful negotiation was required to succeed. Now, they find themselves lacking in a mission critical area of this business.    Go to https://forwardcoaching.com/ for more information, and get your ticket to BuiltHOW over at https://builthow.com/.  CTA   ​​Please leave us a review at https://ratethispodcast.com/nla  

Don't miss BuiltHOW LIVE!   BuiltHOW LIVE is back in a brand new location! Join hosts Debbie De Grote, Ben Kinney, and Chris Suarez in beautiful Palm Springs, California on March 22nd-24th as they interview amazing top professionals from across the nation to discover how they are winning professionally and personally.   Get ready to be inspired by our keynote speakers then mix and mingle with your peers at an outdoor networking reception set against a stunning desert mountain backdrop.   Join us for 2.5 days of discovery and networking (PLUS an optional half-day mastermind).   This is a MUST-ATTEND event for every professional who is ready to reignite their passion and discover the untapped potential in their life and business.  ---------- Visit www.builthow.com to get registered   Part of the Win Make Give Podcast Network

Debbie De Grote talks with amazing team leader Scott Goodnight. Scott and Debbie discuss strategies on how you can attract, hire, and retain the best talent for your team. By providing coaching and mentoring to the people in your world, you will be able to grow a big business with an incredible team. ---------- Visit www.builthow.com to sign up for our net live or virtual event.   Part of the Win Make Give Podcast Network

Debbie De Grote interviews Chris Suarez about how he balances life & business. Chris discusses how he built his business with consistent actions, creating relationships with his clients, and following a system that gets proven results. ---------- Visit www.builthow.com to sign up for our next live or virtual event.   Part of the Win Make Give Podcast Network

Working Real Estate Foreclosures with Robert Barksdale. Debbie De Grote speaks with Robert Barksdale about working with clients to help navigate the complicated process of getting a notice of default and try to help avoid foreclosure altogether. ---------- Don't forget to leave a rating and review and visit www.builthow.com to sign up for our next live or virtual event.   Part of the Win Make Give Podcast Network

In this episode, Debbie De Grote talks with Joel Rico about what to say, what not to say, and how to build rapport with your clients so you can close more deals. Learn that how you say something is just as important as what you say. ---------- Sign up for our next live or virtual event at www.builthow.com   Part of the Win Make Give Podcast Network

In this episode, Ben Kinney and Debbie De Grote share how to get your sphere in gear! It's more important than ever to stay top of mind and shine as the wise advisor to those in your database. Ben and Debbie will share the marketing campaigns, scripts, and outreaches you should be making to triple your repeat and referral business. ---------- Be sure to leave a rating and review and don't forget to go to www.builthow.com and register for our next event. Part of the Win Make Give Podcast Network

Coaching up your talent is such an important process in determining whether a hire will succeed or fail. Chad and Bob decided to talk to an expert on coaching talent, Founder and CEO of Forward Coaching, Debbie De Grote. Listen as Debbie shares great tips and practices that you can use to help you coach the talent in your world. ------------------------------ Connect with Debbie De Grote at: www.forwardcoaching.com   Get the free DISC assessment here: https://forwardcoaching.com/free-resources/   Join our Facebook group at www.facebook.com/groups/winmakegive   Part of the Win Make Give Podcast Network

Sometimes having a mentor to help you create and reach your goals is a great way to stay on track and be held accountable. Join your host Jillene Snell as she gets the opportunity to interview one of her mentors Debbie De Grote about goal setting and goal achievement. Debbie breaks down her path of building a coaching company from the ground up through goal setting and mentorships.   Connect with Debbie De Grote at www.forwardcoaching.com   Join our Facebook group at www.facebook.com/groups/winmakegive   Part of the Win Make Give Podcast Network

Topics covered and questions you’ll uncover during this episode:Positioning yourself for success in a low-inventory environmentA paradox: Why are more experienced agents losing more listings in this market?Why knowing your market does NOT mean knowing your comps right nowWhat "relevant properties" means in current conditionsHow being a "Wise Advisor" will pay off now and in the futureDo you need to spend time and money marketing yourself right now?Why getting control of your buyer is more important than ever, and how to do itUsing your "frenemies" to match buyers with sellersThis too shall pass: Don’t stop building your relationshipsResources mentioned within the episode:REAL MarketingForward CoachingThe April Luxury Market ReportThe Report from Coldwell Banker/ILHMThe Institute for Luxury Home Marketing

Learn how to overcome your prospecting fears, generate more leads than you ever thought possible, become a natural & ethical self-promoter, and break the negative patterns holding back your real estate business! We’re joined by Debbie de Grote, the Owner and President of Excelleum Coaching, a five-time author and Real Estate Hall of Fame winner. While her background focuses primarily on Real Estate, her coaching and consultancy experience extends to other industries that revolve around sales. Over the last 20 years Debbie has been considered one of the top Coaches in the Real Estate industry, coaching some of the most elite salespeople and brokers in North America, as well as mortgage, title, escrow, and insurance professionals. Schedule your Double My Business Strategy Session today and find our how a MyOutDesk Virtual Assistant can support you to make more money & work less! https://bit.ly/2O9ZW3L Here are some links to important info about MOD

Topics covered and questions you’ll uncover during this episode:Identify your opportunitiesWorking on your natural strengthsUsing expired listingsBecoming a market expertCharacteristics of luxury buyers and sellersThe importance of the broker tour dayUtilizing a quiet saleHow to “get in the door” Budgeting for stagingCan you have too many pictures?Marketing your property correctlyHaving that honest (but positive) conversation with your clientPricing strategiesGetting into the mind of the buyerWhere does your client hang out?Wear your nametag to bedResources from this episode: Supreme AuctionsREAL Marketing

To build booming real estate businesses, we have to tailor our strategies to who we are and where our strengths lie. No two agents are the same, and every market is unique. We have to capitalize on what sets us apart from everyone else.    That being said, there are some tricks of the trade that will always help us grow, whether we’re new to the industry or looking to reach the next level.    Which tactics have stood the test of time and helped agents reach new heights of success over the years? As bought leads become the norm, are there any reliable ways to build our businesses organically anymore?   In this episode, Co-Founder of Forward Coaching, Debbie De Grote shares the foolproof tactics that have helped agents grow their businesses both past and present.    Be consistent. If you do lead gen everyday and you’re great at follow up, everything else takes care of itself. -Greg Harrelson     Three Things You’ll Learn In This Episode     Why we need to stay consistent with strategies that work The secret to long-term success is to continue doing income-generating activities everyday. Don’t stop prospecting or lead generation after seeing results, keep doing them to see even bigger returns over time.    How to build a bigger sphere without buying leads Buying leads has become the easy way to find more business, but it’s still possible to grow a sphere organically. Focus on nurturing existing relationships and keeping leads in a funnel.    How to attract the ideal client as the world moves online One thing that’s stayed the same over the years is the importance of getting in front of our leads, but what has changed is how we do it. Focus on becoming a “wise advisor” to the ideal client by offering value through educational online resources and events.    Guest Bio-    Debbie De Grote is the Co-Founder and CEO of Forward Coaching, and a sales expert with 16 years of experience in real estate. She first joined the industry to put herself through college, but later realized her love for real estate and never looked back. She is passionate about coaching and has coached some of the biggest names, not only in real estate, but across a number of industries including title, mortgage, insurance, and more.    To find out more, go to: https://forwardcoaching.com  https://www.linkedin.com/in/debbie-de-grote-822a8477    You can also email Debbie at: debbie@forwardcoaching.com

Topics covered and questions you’ll uncover during this episode:Being obsessed with opting people inDealing with a discerning consumerCreating a “5 star hotel” experienceHow to network correctlyLeveraging your passions to selling opportunitiesHow to transition your conversations to opportunitiesSetting purposeful goalsPlaying the long gameCustomized coachingGoing back to the basicsMastering your current strengthsKey sources of opportunityCurating and presenting data as a professionalThe 5, 5, 5, & 5 strategyFoundational pillars of real estateResources from this episode: Forward Coaching

Debbie De Grote joins Jason to give scripting ideas for Buyers and Sellers during the Covid-19 pandemic.

California nears statewide rent control   Now awaiting sign-off from Gov. Gavin Newsom after state's two legislative bodies both approved the measure.   The bill will cap annual rent increases by 5%, including the rate of inflation. In addition to the rent cap, a bill known as AB-1482, the Tenant Protection Act of 2019, will allow “just cause” eviction policies to qualified housing in California.    California, one of the nation's priciest housing markets, is following Oregon's footsteps in enacting rent control. In March, Oregon approved a law placing an annual limit on rent increases of 7% plus inflation. The bill appears to have Newsom's support, as the governor tweeted that “The rent is too damn high -- so we're damn sure doing something about it” and “Because there should be a cap on how much you pay for rent...Because your landlord shouldn't be able to evict you for no reason.”        Zillow Offers is live in San Diego San Diego is the 17th market to offer homebuyers quick-close, all-cash offers from the real estate tech giant - San Diego is the 17th market for its 17-month old iBuyer platform Zillow Offers. WOW!     Ben Kinney partners with early mentor for new real estate coaching service Forward Coaching is the joint effort of Debbie De Grote and Ben Kinney Companies. https://forwardcoaching.com/     Average FICO scores hit all-time high The credit reporting firm said this week that the average score has now hit 706, marking a dramatic turnaround from a decade ago when average scores bottomed out. FICO vice president for scores and analytics Ethan Dornhelm wrote that “there have been nine consecutive years of increases in the national average FICO Score” to bring this year's average to 706. Average scores had previously bottomed out a decade ago, in October 2009, during the housing and financial crisis. At that time, the average score fell all the way to 686.   “The key driver of this trend,” he explained, “is the improved consumer financial health that has resulted from the steady economic growth that the U.S. has experienced since the Great Recession.”

From generating more leads, gaining more listings and closing more transactions, real estate coach Debbie De Grote shares how you can push your Real Estate business'' production into hyperdrive. What is the one thing that you are avoiding or do not like handling in your business? It could be that you're avoiding calling your past clients and your sphere of influence, even though they love you, and you've done a great job. Or perhaps its making phone calls, or doing follow-ups. Maybe it is even more than just one thing. Identify it and find a solution to it, or find a way to be more responsible and disciplined. This is the first step to turning things around in your business. There is no such thing as someone is more disciplined than the other. It's just that they've developed habits of discipline; none of us are born disciplined. It's something that we learn. Now ask yourself, what do you do well? Where does most of your business come from, and where is the gap or what are you avoiding? By identifying these, you will find that you can shift your business plan and work-on closing those gaps and also find a way to develop those strengths. Learn More: https://www.myoutdesk.com

The market is changing: are YOU prepared? Join Real Estate Hall of Fame winner Debbie de Grote and learn the exact steps you can take now to prosper in any real estate market, regardless of price range or economic conditions! Remember, the money keeps flowing in any market – it’s just going different places. As the the Owner & President of Excelleum Coaching, a five-time author and of course Real Estate Hall of Fame winner, Debbie will share with you how to ensure that you’re not left behind by market change. While her background focuses primarily on Real Estate, her coaching and consultancy experience extends to other industries that revolve around sales. Don't miss this exciting podcast to learn exactly what steps you can take to not only safeguard your cashflow against unexpected market change - but actually grow your profitability by being prepared for what's coming next in the real estate market!

In this podcast, you’ll learn about becoming a natural and ethical self-promoter, finding ways to break with the patterns, and the best tips for overcoming your prospecting fears! We’re joined by Debbie de Grote, the Owner and President of Excelleum Coaching, a five-time author and Real Estate Hall of Fame winner. While her background focuses primarily on Real Estate, her coaching and consultancy experience extends to other industries that revolve around sales.

Learn about becoming a natural and ethical self-promoter, finding ways to break with the patterns, and the best tips for overcoming your prospecting fears! We're joined by Debbie de Grote, the Owner and President of Excelleum Coaching, a five-time author and Real Estate Hall of Fame winner. While her background focuses primarily on Real Estate, her coaching and consultancy experience extends to other industries that revolve around sales.

Hello it’s Debbie De Grote and welcome to Debbie’s Tips! Today we’re talking about instant revenue. Just this week the coaches and I had a great mastermind call and we were discussing how to help our clients fire up their year by focusing them on activities to create instant revenue. I thought you might like to hear about some of the items on our list: Time block 1 hour a day to hunt for new business  Text 5 past clients per day offering an annual real estate check up to update them on the value of their home. Pull every lead in your system and time block 100% focused lead follow up time and have your scripts ready to spark urgency, why they should do it now Call or see all of your AAA past clients, you probably have 10 or 20 that are your top raving fans, and ask them for a referral. And remember, they love you and will be happy to help you. Get price reductions on any unsold listings right away! For your buyers who are stagnant, have a heart to heart talk with them about what must change to find them a home and press them into reality and get them out shopping. Put 10 business cards in your pocket each day and find 10 people to give one to, and to have a real estate conversation with. Hold an open house and doorknock around it to invite the neighbors. Wear your name tag or career apparel in the business day. On any day you don't have an appointment find 2-3 people you can get in front of. Ask all active current buyers and sellers for a referral. Call your vendors and affiliates and pledge your support to them and ask for 1 contact or referral they might be able to give you. These are just a few from our list and I hope they are helpful. I would suggest you choose at least 2 and go do them!

Is your real estate business ready for the next market cycle? Homes will likely take longer to sell, but that isn’t a bad thing – not if you’re able to showcase your expertise and value. Listen to today’s podcast with coach Debbie De Grote and learn how to win high-quality listings without taking commission cuts or compromising your integrity. In addition to tips on crushing listing appointments, Debbie offers advice on nurturing leads, building a team, and more. Don’t miss it! Learn more about your ad choices. Visit megaphone.fm/adchoices

Hello, it’s Debbie De Grote and welcome to Debbie's Daily Tips. We're getting ready for the year ahead so that we will be in great shape and ready to roll on January 2nd. One of the things I encourage you to do is to really sit down and work on your schedule. Set a starting and ending time each day, select a day off, and also time block for your prospecting, your lead follow-up, and your other critical activities. If you look at this now, that will give you a chance to keep a time log as you're getting ready for the New Year. At the end of each day, I want you to label each hour of the day. Was that an income producing hour, something directly related to listing or selling? Was it prospecting? Were you out on appointments and negotiating contracts? Or was it an income servicing hour? This could be meetings and inspections, or getting documents signed with an appraiser. Or lastly, was it just stuff? IP is income producing, IS is income servicing, or just S for stuff. Meaning, I don't know what I was doing, but it was probably a waste of my time. The goal would be that you have at least 50 percent of your day at income producing. Now, if you have staff supporting you, we want to be pressing that much harder to get you to 80 percent of the day being income producing. Whenever people say to me, “I'm struggling, I'm not on track for my goal.” One of the first things I often ask is, do you have a schedule? And if so, are you sticking with it? Your schedule really is the foundation, the cornerstone to achieving your goals for the year ahead. Put that schedule together, work on it, try it out, test it. If you need to make some changes, make those adjustments. It takes about 90 days for the brain to accept a new pattern, so now is the time to get a great start on this before the New Year begins. Let's maximize those money-making opportunities and hours in your day.

Hello, it's Debbie De Grote and welcome to Debbie's Daily Tips. As we work hard to a strong finish for 2018, one of the things I'd like to put on your project list is to update and upgrade your listing presentation. Look at it and start from scratch. Do you need to add new materials? Do you need to remove some pages because it's too cumbersome? Do you have fluffy pages in there that are unnecessary? What about your reviews? Are you showcasing your reviews, your track record and your performance? Remember, it's great to give good service. What they're really looking for is expertise and results. Next, what about how you dress for your appointments? Do you prepare by doing advanced research on the seller? How much customizing of the marketing proposal do you do? Remember, we're asking them to pay us a lot of money and we are facing a lot of disruption. Part of that disruption is the flat rate commission cutting companies, so we've got to be prepared to go in to those appointments and look strong. Be powerful. Show them that you are their champion and advocate and that you have the answers to how to sell their home for the highest realistic price possible. Also, even if you know them, even if they're your friends, they're family, or they're a past client, let's still be sure to go in prepared, as prepared as we would if we thought they were interviewing other agents. Do not take anything for granted and let's get our game face on. Someone out there somewhere is practicing, and when they meet you at the table competing for that listing, I don't want them to beat you.

Hello it’s Debbie De Grote and welcome to Debbie's Daily Tips! Did you know that 85% of homeowners still choose an agent they know and trust? As I travel around the country, so many agents tell me that they are worried about the disruptors, the online lead portals who are trying to take their seller leads away. They are worried that their future seller will ditch them and go online in search of their new real estate opportunity.  But here is the good news: 85% choose an agent they know and trust. However, the scary part is that they know a lot of agents and they‘re are being marketed to by lots of agents. We need to be certain that you are top of mind, and yes, that you are a shining bright light of knowledge and wisdom. Because let’s face it - they can get data and they can even Google answers to their questions. What they need though is that wise advisor to put it all together for them. So again, you need to own that space. Your marketing needs to showcase your skills, your expertise, and your results. And of course, service is important but it’s also expected. If you want them to choose you and pay you what you deserve, then they need to believe you have the expertise to sell their home at the highest possible price while still making it as stress free as you can. Alright have a great day, I’ll talk to you soon.

Hello, it’s Debbie De Grote and welcome to Debbie’s Tips. You know, I had an email this morning. It was perfect, just in time for me to record this tip for you. It was a list of questions from a guy that we coach, a fabulous guy, who is all fired up and ready to go with a mission of making 40 contacts per day. Now, I get it, that that’s a big goal, and I get it that many people who would listen to this Debbie Tips, would not have an interest in doing 40 contacts a day or a plan to do so, but his questions were so valuable and appropriate, I’d thought I’d answer them for you on the Debbie’s Tips today. So, number one question that he asked is, do I count a contact if they’re a new lead, or does it count if they’re also people from my database, and does it count if they call me or do I have to make the outbound call? So guys, I want you to think of it this way. In a very pure sense, think of a contact as a live conversation, eye-to-eye or ear-to-ear, with a decision-making adult, that potentially could spark a new real estate opportunity, okay? So, if you think about it, you could see a friend at Starbucks and ask them for a referral. That would count as a contact. A past client could call in and give you a referral. That’s a new business opportunity. That could count as a contact. So, inbound or outbound, I don’t care, it doesn’t matter. They can be a stranger or they can be your best friend, or they can be your mother, that’s all fine as long as it’s a conversation that could potentially lead to a new business opportunity. Now, it doesn’t mean that every call would give you a lead. It would still count as a contact if you had that conversation.   Next, he went on to ask, do lead follow-up calls count as a contact Well, let’s say that someone reached out online, you’ve never spoken to them. Absolutely, that’s a fresh contact. 100%. But, what he was really saying is, what about the people who are in your pipeline and they’re saying, you know, I’ll sell in 60 days, or I’ll sell in 90 days, or maybe I’ll buy in 6 months, and you’re having those repetitive conversations with them, does each conversation count as a contact? No, unless you’re asking for a new business opportunity. So, let’s say I’m calling Fred, and I’m saying, “Hey, Fred. I’m just checking in. Do you still have a plan to get your home sold in the next three months?”  “Yes, Debbie, but I’m not ready yet.”  “Okay, Fred. Well, I’m going to be here for you. I want to meet with you at that time. And by the way, Fred, you know a lot of people. Is there anyone that you can think of today, that might need my help?” See, it was an ongoing lead follow-up call, but I did ask Fred for new business, so absolutely, I can count that as a contact.   Next, he was asking, well, what about if I’m following up with my sellers on listings, or what about if I’m following up with my buyers who are already under contract, just, you know, to give status reports and updates, can I count those as a contact? Well, when you’re just following up on existing business, no, that wouldn’t be a contact, unless you ask them for a referral, right? So, if I’m calling my buyer and saying, “Hey, just want to let you know, appraisal came in signed. We’re good to go. We’re going to be closing on time.” And they’re so excited, and you say, “I’m so delighted to help. And, by the way, you know, I love working with you, and now I’m going to need a new client. Is there anyone you can think of who might need my help?” See, now, I accomplished two great purposes. I did my follow-up conversation with my seller or my buyer who’s pending, so that’s all good because I want to, you know, lock them in as a client for life, and I want them to feel comfortable referring business to me in the future, and I asked for a referral. So now, they could be a contact.   So, then he says, what about open house? Absolutely. Anybody that you’re talking to at open house, and prospecting to pick up, that’s a contact. So, you kind of get it, right guys? Just think of it this way: doesn’t have to be a new person, but it needs to be a conversation about a new opportunity, and that could even include, as you speak to your vendors and your affiliates, and you’re asking, hey, is there anyone you know today who needs my help. Because here’s what I want. I want you to be hunting for business all the time, anywhere and everywhere, seeking, and searching out that new opportunity. See, it’s easier than you think when you think about all the places you might be in the day, and all the conversations you may have. The only thing we have to do is start asking more directly for what you want. So, good luck and happy hunting today. Talk to you soon.

Debbie De Grote, owner of EXCELLEUM® Coaching and Consulting, visited our podcast to talk about the advantage of Berkshire Hathaway HomeServices network agents as the wise advisors with tools to leverage their customer relationships. How to Leverage Your Unique Talents and Increase Your Sales Versatility is the new session she is offering at the Berkshire Hathaway HomeServices Sales Convention 2018.

Hello and welcome to Debbie's Daily Tips, it’s Debbie De Grote. And today we are talking about the disruption that’s occurring in the real estate industry. So I guess if I had to have a title for this particular segment, it would be, Will the Disrupters Make Real Estate Agents Obsolete? So, of course, my belief is absolutely not, and here is what I mean by the disruptors. So we all know that the major real estate portals are going after the seller leads as aggressively and as extensively as they went after the buyer leads. So, of course, that’s going to change the real estate game to some degree because a lot of clients are going to go online and do their searches for data and information there. But here is the reason that I believe firmly that there is such a great need and such a great value in what you do. You see, while data is important, knowledge, meaning answers to questions, is helpful. There needs to be that wise adviser, that wise adviser that pulls all of this information together, sorts through, sorts it out, applies it to the client situation, holds their hands throughout the stress of the deal and takes it across the finish line to the closing. See, the online portals can’t do that for them. You and I could go to a bookstore today and we could buy a medical textbook, right?  We could easily do that, and that would tell us all about how to do an open heart surgery. And we could Google and get answers about how to do an open heart surgery and yet we wouldn’t actually have the wisdom to perform the operation. Same type of thing, right? So if you want to continue to dominate your community, if you want to disrupt the disrupters, then I really want you to own your power as a wise adviser, as a consultant, and own your market knowledge so that you can speak with expertise to trends, to data, to important things that they need to know to maximize the sales price of their home or to buy the best property possible. So sure, there's always something looking to interrupt and disrupt our business, always something. Yet I find that at times those challenges make us better, stronger, more focused.  It's just simply time to own that space as that wise advisor. Look at that as you do your marketing, how you position yourself on your website, your testimonials that prove the value of who you are and the services that you bring to the table. Alright guys, so make it a great day. Go out there, be powerful and help some of those great people achieve the goals that they have set. Talk to you soon.

Hello, it’s Debbie De Grote and welcome to Debbie's Daily Tips. So today I wanted to talk about closing techniques, classic closes. You know I remember watching a video once and I can’t even remember who the author of this video was, it was many, many, years ago and they had all these different classic closing techniques. Techniques like reducing it to the ridiculous, major close on a minor issue, the take away close. And you know as I was thinking about all of these different closes and I thought okay, what is the number one best classic close that’s also the most effective? And bottom line, it’s the assumptive close. So what I mean by that is because you are very good at what you do, when someone reaches out to you and let's say for an example you come and list their home and you go and meet with them, why wouldn't you just assume that you're going to take that listing? And therefore, why wouldn’t you prepare all of the paperwork? And as you’re having the dialogue with that seller, why wouldn’t you say, “When we work together, as I list your home, when I bring you offers”? So instead of saying, “If you choose me, if we work together,” why wouldn’t you just assume that that's going to happen? You know it made me think of a couple of fun techniques and you may or may not want to try them but they actually work quite well. I remember that one of our coaching clients told me that he would always pull up in front of the home, he knew the seller was watching, so he always had a small stakes sign, and a for sale sign that he would pull out of its trunk. He wouldn’t be so presumptuous as to stick it in the front yard, but what he would do is he would carry it up to the front porch and just kind of respectfully lean it on the sidewall, not obnoxiously in their face but just that when they would open that door they would see the sign leaning there. He didn’t make a comment about it, didn't say a word, would just go right on in the door and do his thing. I also thought about the fact that one of my assumptive techniques is when I would be booking the appointment I would always ask the seller to have a key ready.  “You know Mr. and Mrs. Seller when we get together and list your home for sale, I will need to have a spare key, so if you have one, would you please put that in an envelope for me and if you don't have a spare, would you mind having one made? And by the way, I always forget to ask for it, so if you could, just have it in an envelope on the table with my name on it and that way I'll remember to ask you for that key.” So think about it, if we use the proper language from that first conversation all the way through the appointment, if we’re extremely well-prepared, have our contract filled out as much as possible, all our documents, all our ducks in a row, if we drive up and start making notes of the property, taking pictures, pull that frame out of the trunk, lean it to the sidewall, we've asked them to have a key ready, now we walked into that front door and I use our great verbal suggestion, “Mr. and Mrs. Seller, I am so excited to be here and I am 100% confident that at the end of our meeting today, you will be certain that you should choose me to sell your home, so let’s get started.” Now 98% of the world prefers to be led, so lead them! It’s much more likely that they’re going to go with the flow if you make it easy for them to do so. So when it comes time to close them, don't say, “Do you want to buy, do you want to sell, do you want to make an offer, do you have any more questions?” Instead assume that they're moving forward. “You know Mr. Buyer, what is the most that you're willing to pay to make sure another buyer doesn't take your home away?” or “Mr. Seller, tell me, by when would you like your home sold to the buyer who is willing to pay the highest realistic price? By when would you like to have the home under contract? Perfect. And that’s exactly why we should go ahead and get started today, right?” So we’re going to take that next step, we’re going to help guide them. This is not about being pushy, it’s not about being overly aggressive, it's just simply helping them overcome their fear and hesitation to make the decision that they need to achieve the goal that they have. So let’s assume they’re going to invite you over, let’s assume they're going to do what you ask, let’s assume they're going to sign with you, let's assume that you have the business. Alright guys, make it a great day. I’ll talk to you soon.

Hello, it’s Debbie De Grote and welcome to Debbie's Daily Tips. So I got an email this morning that said, “Help! I'm bored by my prospecting.” So here's my advice, because you as your listening to this today, you might be saying, me too! I'm bored with my prospecting too. So the first thing I would suggest is stop saying that. You know, I remember something I read a long time ago and it said that an airline pilot had commented in a news article that their job was about 98% sheer boredom and about 2% sheer terror. So bottom line guys, anything that you do a lot, anything that is repetitious, anything that you get good at it and it becomes easy and routine, it's going to get a little bit boring. My broker once told me, let repetitious boredom become your friend. Expect it, embrace it and that you don't have to be every day having so much fun making those prospecting calls, instead you’re going to have fun with the result that it gives you, right? So as I’m making these calls and I’m telling myself stop it, you know this is my prospecting equals freedom, this is my ticket to my future, these are all the great things ahead that I wanted to for my family. So if it were fun every minute of every day, it would be called a vacation, right? But it’s not, it’s work, it’s a job, so you don't have to be entertained by what you're doing. You have to be entertained by what it will give you. So just do a quick checkup, how are my results? What’s my attitude? What’s my expectation? What am I doing to raise my energy and enthusiasm and to keep myself dedicated to the prospecting calls that I know I need to make to achieve the goal that I have set? Alright guys, go make it a powerful day and remember, watch the self-talk. Alright, I’ll talk to you soon.

Hello it’s Debbie De Grote and welcome to Debbie's Daily Tips! I wanted to talk to you today about growing your business. You always hear that saying, “you need to invest time working on the business, not just in the business.” That’s sometimes very difficult to do because you have so much going on in your day, and your life, and your business and yet, here’s what I would like to suggest that you do this week. What if you took just 30 minutes? Pick a day, pick a time that’s a little bit easier for you, a little less distraction and interruption, and just pick a time and budget 30 minutes. I’d like it to be a time where you can go in to a room all by yourself; maybe you sit with a scratch pad, no distractions, no interruptions, leave your phone somewhere else, and just choose a topic to think about. Let me give you an example. Let’s say you went into a room and you said, hm, I’m going to think about, how can I increase my repeat and referral business? Now don’t overthink it, don’t try to over structure it, just relax and let the ideas flow. Jot them down on your scratch pad. Now maybe you get busy, you get sucked into the week and you don’t even have time to look at it, but the next week when you go into the room for your 30 minute session of working on your business, you can pull out those notes and develop them a little bit further. I’m very fortunate, sometimes I have to admit it feels a little bit unfortunate, I’m very fortunate to be on an airplane a lot. As I’m flying across North America and going to lots of different events and meeting all of you, what I have disciplined myself to do is that my time on the airplane is just that, my working on the business time. I work on marketing, I work on new programs, I work on new scripts, I work on new books I’m writing. I can put all that in my bag, carry it on the plane and just turn off everything around me and dive in. It’s amazing, the time just flies. Now obviously that may not work for you, because you probably aren’t on an airplane that often. So find a time that does. Just start with 30 minutes a week. You might find it so helpful, so amazing, that you choose to expand that. I even know some agents that take one full physical day a month and they go to a beach or a park or a library, or they just shut themselves sup in their home and use that entire day for planning and business development. Sometimes you have to slow down to go fast. So have a great day, spend some time working on the business, and I look forward to talking to you soon!

Hello it’s Debbie De Grote and welcome to Debbie's Daily Tips! I wanted to throw something out there to you. We have a saying around here that we often talk about. Discipline is not an option. My staff will kid each other about working out, or avoiding the donut, or making that one extra phone call, because we’re tough. I always think about it like, the few, the proud, the brave. Discipline is not an option. So I wonder, are you practicing the habit of discipline? You know what’s great about is, is it’s really like a muscle. The more you practice, the stronger you get. I remember someone telling me once that they would set up one weekly discipline. Something simple that they could do such as, “Okay for this entire week, I’m not going to eat any bread.” Simple enough, right? Or, for this entire week, I’m going to get up 30 minutes earlier. Or, this entire week, I’m going to read 15 minutes of a book daily. Because they said that they noticed when they would take one small discipline and practice it every week, it really developed in them the habit of keeping their disciplines and keeping their commitments. So give it a try. It may be something to do with making one extra phone call or adding in one evening of lead follow up. But one discipline this week that when you stick with it the entire week it is something that, with the accumulation effect, would really make a positive difference in your life and that it actually would not be that difficult to do. So remember, discipline is not an option. Pick one and I hope to hear from you! Tell me what it was and how you did with it, Debbie@excelleum.com. Have a great day, I’ll talk to you soon.