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About This Episode
You’re continually working to win that subsequent appointment, itemizing, or new shopper — however with out a particular technique, it’s powerful to beat the competitors. What works for one individual, received’t work for everybody. This week on The Walkthrough™, veteran actual property coach, mega agent, and creator Sean Moudry shares the most effective gross sales methods that work in your character kind.
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Full Transcript
(SPEAKER: Lisa Johnson Smith, Host)
Most individuals who wanna win have a method.
[sound effect: crowd cheering]
Whether or not you might be an athlete, a politician, a poker participant, or simply enjoying a pleasant sport of Monopoly, you might be critical about beating your competitors. And as an actual property agent, you might be no totally different. Actually, relating to enterprise, you’re much more centered on profitable that new shopper, that itemizing, that supply with a number of bids. However all of this takes technique.
Properly, my visitor this week is a confirmed actual property strategist and business skilled. He has recognized 16 totally different lead technology methods based mostly in your distinctive character kind and this has helped him to extend his gross sales and develop his enterprise exponentially. Properly, you’re fortunate. Right now, he’s sharing a few of these methods with you, and easy methods to apply them to your small business.
That is The Walkthrough.
(INTRO MUSIC)
Hello there, I’m Lisa Johnson Smith, producer of The Walkthrough right here at HomeLight. Welcome to The Walkthrough. This can be a weekly present, new episodes come out each Monday. That is the present the place you’ll be taught what’s working proper now from the most effective actual property brokers and business consultants within the nation. At HomeLight, we consider in actual property brokers. We’re right here to discover how nice brokers develop their enterprise, stand out from the gang, and grow to be irreplaceable.
It’s soccer season, so let’s discuss sports activities for a second. All proper, ask any championship NFL workforce how they obtained the win and they’ll let you know what their technique was. What they received’t let you know is that they simply ran onto the sector and figured it out play-by-play. No. Every participant performed a selected function based mostly on his personal distinctive abilities guided by the coach’s technique that finally led their workforce to get extra touchdowns than their opponent and win the sport.
Technique is the important thing to changing into a champion in any space of life.
Should you’ve ever been coached as an actual property agent, you’ve in all probability heard of the DISC profile. It’s an evaluation that helps you perceive your self and the individuals you work together with higher, particularly your shoppers.
Properly, my visitor at the moment is Sean Moudry. Sean has gained fairly a little bit of accolades over the previous 28 years, too many to say at the moment, however listed below are a couple of nonetheless. So, get this: He bought 72 houses in his rookie 12 months as an actual property agent. He maintained mega-agent standing for over 15 years and he’s been named one of many prime 20 coaches at Inman. And he’s additionally an award-winning Corridor of Famer at RE/MAX. Properly, he’s now a full-time author for theclose.com. And he’s taken all of this expertise and experience and write a e book known as “16 Methods for Gross sales.”
You might need heard of the Myers-Briggs character evaluation. Sean has achieved the onerous half for us. Utilizing this evaluation, he’s achieved years of analysis to provide you with the gross sales methods that greatest align with every of the character varieties outlined within the Myers-Briggs evaluation. On at the moment’s present, you’ll discover ways to determine your character kind, and why it’s so vital to know what it’s, and in addition what a number of the greatest methods are that you should utilize to extend your gross sales worth.
Right here’s my dialog with Sean Moudry.
(BEGIN CONVERSATION)
Lisa: Early in Sean’s management profession, he used the DISC profile. And he discovered that hiring excessive D or dominant character varieties was really most popular. And but excessive D workforce members didn’t essentially assure prime efficiency. He understood the what however he got down to discover out the why. He himself being a excessive D didn’t even need to make gross sales calls.
Sean: Properly, you recognize, beginning off the primary like character profile I used to be ever uncovered to was the DISC profile, proper? And folks say, “Oh, you recognize, the excessive D, the excessive I, S, and the C, proper?” So, the problem with the DISC profile, after I began my teaching enterprise is it’s actually good for observing form of outward behaviors, proper? But it surely wasn’t actually good at figuring out why someone does one thing, proper? So, for instance, within the DISC profile, a D and an S, so the D is the dominant individual, they wish to win, proper? That’s their form of predominant drivers, I wanna win, and the S character type, which is the supporter, each of them could be very aggressive at instances however for various causes. So, I wish to get form of a greater understanding of what’s the causes {that a} D will get upset, or what’s the causes that an S will get upset?
Lisa: That’s the place the Myers-Briggs is available in.
Sean: And the Myers-Briggs, you recognize, it’s been round, you recognize, for a few years, nearly 70 years now, you recognize, developed within the late Nineteen Thirties, been perfected actually over 50 years and a variety of analysis has been achieved on it, I discovered that it was the most effective factor that I might discover to present me a greater clarification of why someone does the issues that they do, or, you recognize, as a result of it’s form of the way in which they see the world versus their behaviors or their observable behaviors just like the DISC is.
Lisa: However with the intention to totally perceive how Sean’s 16 methods for gross sales work, it’s important to have a fairly good understanding of how the DISC and Myers-Briggs assessments differ. So right here’s a fast clarification from Sean.
Sean: So, I believe most individuals are aware of the DISC. So, you could have the dominant, you could have, you recognize, the inspirational, the I, the excessive I, the S is the supporter and the C is the conscientious there, you recognize, and people are the frequent character traits. What the Myers-Briggs does is there’s actually form of 4 totally different polarities that we’re searching for. And it’s not one thing you can essentially meet with someone and, you recognize, determine it out in 5 minutes. However if in case you have dinner dialog with someone, you possibly can in all probability determine it out comparatively via that dinner course of via a sequence of questions you ask them, or when you’re in a shopper state of affairs, while you’re working with a shopper, over time, it is possible for you to to form of determine the place their Myers-Briggs preferences are.
Lisa: Do you suppose you’ll be capable of inform what I’m by the tip of our interview?
That is the place Sean requested me a sequence of private questions to find out my character kind utilizing the Myers-Briggs evaluation, and I’ll share the outcomes afterward within the present. However proper now, let’s get to these 16 methods for gross sales.
I like one thing that you simply stated in your e book, and also you stated anybody could be profitable at gross sales in the event that they comply with a method that aligns with their innate preferences. That’s actually large. As a result of lots of people really feel like they’re simply not a salesman. I used to form of, you recognize, put that on myself, that title on myself, I’m not a salesman. I’m extra this or extra that.
Sean: Properly, and I believe the misunderstanding, particularly in actual property, is that we have now to be salespeople on a regular basis. We don’t. Gross sales is a part of the method however servicing the client is part of the method, proper? Doing advertising and marketing is a part of the method. Managing a file is a part of the method. So, when you’re not good at one thing, let’s say you’re not good at making chilly calls, properly, be actually good on the different stuff. After which discover a manner round, a workaround, for the lead technology facet for you. So, now that we form of talked about that, you stated, “What are the three or 4 sorts of preferences?”
Lisa: Sure.
Sean: Properly, the commonest in actual property is feelers, proper? 60% of people that get into actual property obtained in as a result of they similar to individuals, proper? So, that’s a giant demographic of people who find themselves…you recognize, they wanna nurture shoppers, they wanna work with individuals day-to-day, they wanna serve and assist individuals or their neighborhood. That’s a giant metric of our business. So, that’s what I might say is one group. After which the opposite group that tends to get mislabeled oftentimes is the introverts as a result of they really feel like all the coaching that we have now is constructed for the extroverts, proper? And they also’re like, the place do I slot in right here? How do I slot in right here? And I believe that’s form of the 2 demographics that battle probably the most as a result of with the feelers, you’ll be able to actually, actually care in your shoppers, and also you’ll be broke when you don’t generate enterprise.
Lisa: Essentially the most profitable trait for actual property agent, Sean says, is the introvert. Now, two of these occurred to be Gary Keller, founding father of Keller Williams, and Glenn Sanford, founding father of eXp Realty. Let’s get again to the dialog the place Sean begins describing the most effective technique for the diplomat character kind.
I’ll nonetheless wish to get to the character varieties that you’ve got talked about in your e book, diplomat, visionary, advisor, information, strategist, debater, common, entrepreneur, authority, and the listing goes on and on. I wanna perceive although the way you resolve which of these character varieties corresponds greatest with the gross sales methods. Discuss concerning the diplomat, as an example.
Sean: So, the diplomat on the Myers-Briggs is E-N, so extroverted, intuitive, large image, feeler, and J, judgmental, proper? Their primary factor after they get up within the morning is considering individuals. That’s what they do. They get up and they consider their shoppers, they consider their household, they’re excited about individuals first, proper? So, for me as a coach, the hot button is tying that exercise, that thought course of to how they’ll go and meet and have interaction individuals. Now, the opposite factor that we even have to consider is, what are their areas which are gonna be their weaknesses? Okay? And what are the areas which are gonna be their blind spots? So, their weaknesses are the issues that, you recognize, they’re simply not going to be good at. Properly, my weaknesses are in all probability managing the file, my weaknesses are in all probability getting my advertising and marketing out constantly as a result of that’s in straight of an S, proper? Anyone who’s conventional and methodical, proper? So, what I’m gonna have to do is I’m gonna both want to seek out know-how or assist to assist me with these areas, proper? The place I’m set off. Now, their predominant focus, proper, so far as their gross sales technique must be, you recognize, one thing the place they’re in entrance of individuals, proper? They’re extroverted individuals individuals.
Lisa: So, what’s an instance of that?
Sean: Properly, actually, with this individual, and that is what I might say to this individual, each morning you rise up, it is advisable consider, how do I get in entrance of individuals at the moment? As a result of I do know that individual is gonna achieve success in the event that they’re in entrance of individuals. So, in all probability the easiest way to assist this individual is to assist them create a strong and predictable advertising and marketing calendar, after which have them doing small group occasions, both each three to 4 weeks, both of their neighborhood or of their demographic, proper? So, they’re at all times planning their subsequent occasion.
Lisa: I really feel like one other one which we should always speak about is the entrepreneur since, clearly, an actual property agent is their very own boss. So, speak about that one slightly bit, Sean.
Sean: Properly, that was straightforward for me as a result of that’s my character trait. That is among the most difficult character traits to teach as a result of, once more, the entrepreneur is extroverted, they’re intuitive, they’re large image, they’re logical, they remedy their issues with logic first, however then they’re perceivers or the creatives, all proper? So, the issue with that character trait is that they’re gonna must make it their very own. They’re gonna must…even when you give them the most effective gross sales plan that exists, they’re gonna take it, they could do it for some time, however they’re gonna tinker with it, they’re gonna formulate it, they’re gonna repurpose it to make it their very own, proper? They’ll say, what’s probably the most environment friendly technique to generate enterprise? And I’ll say, you recognize, arms down, calling expireds, proper? It’s the bottom price, highest return, quickest turnaround technique to generate enterprise. Right here’s what an entrepreneur will do — they’ll do it for per week after which they’re gonna attempt to add know-how to it, ramp it up, get artistic, add a spin to it, add some chocolate sauce, and a few whipped cream. After which in your subsequent teaching name three weeks later, you’ve obtained a complete mess, proper? It’s like completely totally different than what you began with however that’s their course of. So, what I’m attempting to do is simply give them permission to try this. It’s okay so that you can modify. Don’t combat your energy as a result of they are usually very artistic and really intuitive.
Lisa: How concerning the influencer?
Sean: This character kind, this influencer character is gonna get up and take into consideration, what ought to I do? What ought to I do? What’s the custom of what I ought to do? What’s the observe of what I ought to do? What’s it that I’m doing that I’ve already skilled that I do know works, versus, you recognize, going out and inventing one thing new? After which their inside desire, after they’re by themselves, they’re excited about individuals. And that’s only a nice character trait relating to running a blog, podcasting, TikTok, Instagram, all these issues as a result of it’s important to be constant. After which that secondary give attention to individuals, proper? They’re not centered on, what am I gonna do to make myself look good? What am I gonna do to place myself right here? They suppose, “What am I gonna try this’s gonna impression individuals which are following me?” Proper? And that’s why I name that the influencer class.
Lisa: So, how does that translate into your methods then?
Sean: So, for that character trait, I might in all probability have a look at having two methods, okay? And that is the problem when you could have 16 methods, each technique on this e book is gonna be efficient for gross sales. The bottom line is some methods are long-term methods and a few methods must be short-term. Now, what determines that? Properly, actually, your state of affairs and your objectives. So, when you get into actual property, and let’s say you’ve been licensed for a 12 months, you recognize, and final 12 months, you probably did 5 transactions, which is nice in your first 12 months, proper? Nice job. However you wanna earn more money, you wanna double your small business or possibly triple your small business, you wish to get to 15-20 transactions a 12 months. Properly, with the intention to try this, you’re gonna must go to methods that generate enterprise faster, okay? Should you give attention to a few of these longer-term methods that are nice over time like farming — so farming has an ideal long-tail technique to it. Running a blog is an excellent long-tail technique. YouTube could be a nice long-tail technique. Podcasting is a superb long-tail technique, proper?
These are all nice methods. What they’re not gonna do is generate you a deal in 30 days. So, for this individual, the influencer, I might say, okay, we wanna play to your strengths. Okay, we wanna play to your strengths and get you on this path of a long-tail technique, one thing that’s gonna construct you residuals for a protracted time frame, after which we’re gonna must complement with a short-term technique, one thing that you simply’re keen to do. So, an ideal short-term technique is small occasions, proper? Like among the finest brokers I do know, she’s wonderful. She’s obtained in actual property, she was broke, proper? Like a variety of us had been and a few nonetheless are. However she didn’t have any cash to do advertising and marketing. So, what she did is she began to have… However she knew easy methods to prepare dinner. She was prepare dinner. So each Monday, she began inviting individuals to her home, simply six to eight individuals to her home for dinner. After which every week, she would maintain about three those that her… what I name your “know, like, and belief” individuals, they love you. They love you, know, like, and belief you. Three of these after which the remainder of the individuals apart from her and her husband had been new those that she met, and she or he simply invited them over. Come to dinner at my home on Monday. She nonetheless does this. She’s been in enterprise for about 20 years, she does over 1,000,000 {dollars} in GCI, okay? Virtually, I might say 80% luxurious as a result of she’s residing in luxurious now.
So, it doesn’t must be costly. It doesn’t must be large, however it must be constant and it must play to your energy, proper? Like, embrace who you might be, and let go of who you’re not, however pay attention to who you’re not, proper? And what you’re simply not going to do, proper? I imply, what number of instances will we mislead ourselves saying we’re gonna do one thing after which we postpone the vital issues as a result of we’re not doing the factor we don’t wish to do as a result of we all know we’re by no means actually going to do it, so then we’re not efficient in something versus simply saying, who else can do that?
Lisa: So, what if you’re the influencer and the methods that you simply counsel, you simply hate? You simply hate all, you recognize, the choices?
Sean: Oh, certain. Yeah, for me calling my previous shoppers, bear in mind, I’m an extroverted, big-picture, thinker, perceiver, artistic, proper? So, I like to analysis, I like to jot down, proper? I don’t wish to name my previous shoppers, I might moderately get down on my arms and knees subsequent to my canine and eat pet food along with her.
Lisa: Oh my gosh.
Sean: I hate it.
Lisa: That’s fairly dangerous.
Sean: So, what do I say to myself? Okay, properly, what am I good at? Proper? I can write. So, for me, newsletters, I can specific my information of the market, my compassion for his or her state of affairs, for buyer tales, these form of issues in a publication. So, I can write a publication that may bind that relationship and creatively ask for referrals with out me having to select up the cellphone and name them and ask them for referrals.
(Speaker: Lisa Johnson Smith, Host)
Earlier within the present, I informed you I requested Sean if he’d be capable of determine my character preferences, after which I’d share these outcomes with you. Properly, he was spot on. I’m an ISFP. That stands for introversion, sensing, feeling, notion. And I really feel like I’ve a sound understanding of what my new technique shall be now.
One vital factor to needless to say Sean famous is that simply because someone exhibits up otherwise doesn’t imply the result shouldn’t be going to be optimistic. Everybody has a novel technique to attain the tip outcome. And understanding what kind of character preferences you could have will assist to pinpoint the most effective technique in your personal success. Whereas Sean and I had been solely in a position to get to a couple methods, you’ll be able to examine all of them in his e book, which I’ll embody a hyperlink to in at the moment’s present notes.
Properly, it’s time for some takeaways.
Takeaway primary, understanding your character preferences is step one to studying the gross sales technique that most accurately fits you. Sean recommends utilizing the DISC and the Myers-Briggs to find out these.
Takeaway quantity two, the most well-liked character kind for actual property brokers is feelers or the individuals individual. However probably the most profitable varieties have been introverts, and never the sort you’d usually consider. These are intuitive, big-picture, logical, not people-focused, and inventive. And he talked about that Gary Keller and Glenn Sanford are each examples of these.
Takeaway quantity three, anybody could be profitable at gross sales in the event that they comply with a method that aligns with their innate preferences. However it’s important to determine your strengths and weaknesses earlier than making use of these particular gross sales methods, after which tailor these methods to your strengths.
And people are your takeaways for this week.
You probably have any questions or suggestions, please be happy to depart a voicemail or textual content us at 415-322-3328. You can even ship an e-mail to walkthrough[at]homelight.com or discover us in our Fb Mastermind Group. Simply search HomeLight Walkthrough.
That’s all for this week. Due to Sean Moudry for becoming a member of me and thanks for listening. Are you able to do us a favor? Please fee and overview us on Apple Podcasts or wherever you pay attention. Hit that Observe button so you will get all of our future exhibits routinely.
My title is Lisa Johnson Smith and also you’ve been listening to The Walkthrough. At HomeLight, we consider in actual property brokers. We’re right here to discover how nice brokers develop their enterprise, stand out from the gang, and grow to be irreplaceable.
Like Matt at all times says, get on the market. Go promote some houses. I’ll discuss to you quickly. Bye.
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