Using scripts is old.

How old? I did a blog post a few months ago telling people to practice using scripts everyday….today that is old advice. That’s how fast you must adapt to succeed in real estate.

The old scripts just didn’t feel right to most people anyways. You may or may not have already realized that they weren’t that effective either.

As you’ll discover, and probably agree, reading scripts on the phone is going the way of the dinosaurs, the home phone, and newspapers.

Why?

Because the new scripts are not even scripts at all. They are just words and phrases that we all naturally use. The more you use them, the more you’ll realize that you’re truly months (if not years) behind…and it’s taking business away from you.

Watch the short video below for some quick, useful examples of these valuable new words and phrases…

You can see how these new techniques are easier, more effective, and more natural than what you might be using, can you not?

Dedicated to your success,

John Alexandrov

CEO, Real Estate Inner Circle

PS - We are doing a free but very valuable social media webinar called “Behind the Scenes Part 1″ this Thursday at 4pm eastern. Go here to register: http://www.freebinar.com/PIID=EA56D98281

You may or may not know that REIC manages the social media marketing of dozens of agents across the 
country. It’s really crystallized for me how little most agents know about even the basics of social media.

As you probably have already discovered, the basics of social media don’t really help agents get more leads or make more money. At least it’s not profitable when you consider the time commitment they make.

Fast forward to this Thursday at 4pm eastern.

Our Social Media Director, Jarred Alexandrov, will be hosting a free webinar in which he will reveal the step-by-step process he uses to set up the social media accounts for real estate agents around the country!

He is literally going to walk you through behind-the-scenes process we use every time we sign up a new social media client….these are the advanced techniques that only the top 1% of agents use!

It couldn’t be any easier to get FREE access to this incredibly valuable process.

Just click here to register (limited to 150 attendees and this presentation won’t be done again): REIC Social Media Webinar.

Please be prepared to take notes! After the webinar, you’re going to feel like you’ve just been granted inside access to a secret formula…enjoy!

Dedicated to your success,

John Alexandrov

CEO, Real Estate Inner Circle

PS – At the end of the webinar, Jarred is going to reveal all the details about the Social Media Press Kit, which is generating a ton of buzz right now. Check out Jarred’s press kit:

Years of research shows that most clients forget about us in 14 days if they have not heard from us.

Why is this so important?

You have to be doing something  so that they remember you. If you are not, somebody else will and when it comes time for them to buy or sell their next home, they are likely to go with the person who has been in touch last.

Until you embrace the concept of keeping in touch every 14 days, you risk losing business from your past clients and best prospects!

Most agents will never embrace this concept, which means you have an opportunity to stand out and get more business.

The obvious question is, “how do I stay in touch every 2 weeks? It’s going to take so much time and effort to do that!” The truth is that it can take almost no time an effort and I want to show you how! (PS…it’s also very inexpensive)

To discover the perfect, most powerful way to stay in touch with your clients every 14 days (or more), just register for our FREE webinar this Thursday at 4pm! Here is the link: http://realestatemastermind.net/register-for-upcoming-free-webinar/

We’ve reserved 1,000 spots because this information is so valuable, and we’re almost filled! The fact that you’re reading this blog means you want in so make sure you register now!

http://realestatemastermind.net/register-for-upcoming-free-webinar/

I can’t wait until you discover this system on Thursday!

If you remember, last week I told you that your call reluctance or prospecting reluctance wasn’t your fault even though most people tell you it is.

The basic truths you are about to discover will be so obvious to you that you’ll wonder why you haven’t noticed them before.

After you read the list, download our free e-book using the link at the bottom of this blog and you’ll recognize even more evidence proving what you already know!

5 Unconscious Reasons Call Reluctance Isn’t Your Fault

1. You were trained to get off the phone: Think back to when you were a teenager for just a moment. Do you recall your mom, dad, sister, or brother yelling at you to get off the phone?

Most agents remember this vividly. Our family didn’t realize it, but when they yelled this over and over and over, they were training us to want to get off the phone our entire life!

2. You were taught never to talk to strangers: During our most impressionable years, we were all directed over and over again never to talk to strangers. We teach our kids the same thing today!

3. There are laws against being on the phone: Now, I understand why we have these laws, but when we are told be a government authority that being on the phone in the car is against the law, we unconsciously process that being on the phone is illegal!

4. There is a stigma for being on the phone: Have you ever been on a bus, train, or at the movies and got a dirty look (or given one) for being on the phone? Don’t you hate that feeling? That is society’s way of telling us it’s “not right” to be on the phone.

5. It’s not our personality: The fact is that most of us don’t have a natural personality for prospecting. We don’t wake up looking forward to prospecting. It’s just like anything else. If you’re shy you don’t want to be around a bunch of type A personalities. If your funny, you don’t want to tell jokes in a serious crowd.

_____________________________________________________

When you discover that we’ve been trained (literally since birth) to want to get off the phone, you can release any guilt you have about not prospecting!

If you would like that experience, I encourage you to download our free e-book, The Power of Unconscious Prospecting, using this link: http://bit.ly/PPPEbook1

Dedicated to your success,

John Alexandrov

CEO, Real Estate Inner Circle

PS – Join our new LinkedIn Group, Real Estate Mastermind

Just because it’s trademarked, doesn’t make it true…

In their landmark book The Psychology of Sales Call Reluctance, George Dudley and Shannon Goodson completed the most comprehensive study of sales call reluctance ever performed. It is a revealing and honest study of why sales professionals have difficulty making sales calls.

Step by step, they categorized the types of call reluctance and made recommendations on how to overcome what they termed as “Sales Call Reluctance®.”

I found their work to be fascinating and I highly recommend their book.

I have nothing against Dudley and Goodson, but the term “call reluctance” was essentially made up by them and was eventually adopted into popular language amongst sales professionals.

Yesterday I said that actual “sales call reluctance” doesn’t exist.

Today you discovered where the term came from.

Tomorrow I’m going to reveal what is really happening in your brain when you are anxious about making a phone call, sending an email, or talking face-to-face with a prospect.

Dedicated to your success,

John Alexandrov,
CEO, Real Estate Inner Circle

PS – Join our new LinkedIn Group, Real Estate Mastermind

Most people believe that the answer to overcoming prospecting or call reluctance is actually quite simple: Find out why you are reluctant to make prospecting and lead generation calls and implement an easy system to overcome the reluctance.

If you’re like most people, you may think that revelation is kind of a let-down so let’s take it a little further…

The way to overcome it is to understand how our unconscious mind works, and apply those principles to solving our own unique reluctance riddle.

In fact, you don’t have call reluctance at all!!!!

What you actually have is a “Unique Prospecting Personality Profile.”

What does that mean?

It means that each of us has a different way we prospect because of the way were raised. Think about how this applies in other areas of your life. Do people from New York speak the same dialect as people from New Orleans?

Do people from Idaho react the same way to traffic as people from Boston?

Do you have the same personality as your best friend, or sibling even?

It’s obvious you’re starting to realize that even the term “call reluctance” is misleading, and that you should focus on understanding your prospecting personality profile instead.

Where did the term “call reluctance” come from if in fact it doesn’t even exist?

We’ll reveal the source in our next post, and then show you how understanding your unique prospecting personality profile will lead to you prospecting unconsciously!

Dedicated to your success,

John Alexandrov,
CEO, Real Estate Inner Circle

PS - Join our new LinkedIn Group, Real Estate Mastermind

Imagine you’re at a business gathering and you forget someones name. Most of us start trying so hard to remember the name that it never comes. But 20 minutes later it hits us when we’re talking with someone else or leaving the gathering.

Brain research proves that the more we try to avoid something, the harder it gets to avoid! That’s why we can’t remember the name when we are thinking about it….it’s all on an unconscious level. The trick to remembering the name is to do something else or say to yourself “In five minutes I’ll remember” and then let it go.

If your a REALTOR and you find yourself trying to avoid call reluctance, you may find that your reluctance becomes even stronger!

That’s why you can’t avoid call reluctance. But just like you can tell yourself to remember the name in 5 minutes, the same principle applies to overcoming call reluctance. You need to tell yourself in advance that it’s not an issue so that when the time comes, your brain is conditioned to not even consider it an issue. Make sense?

Next time you want to avoid something, don’t confront it straight on!

I wonder if you’re surprised to discover that one agent we know calculated that his lead generation time is worth $5700 an hour!?!

That means for every hour he dedicates to lead generating, he generates $5700 in income for his team!

Do you know how much your lead generation time is worth?  

If you’re like most agents, your time isn’t worth close to six grand an hour, but you’d like to get there.

How does he do it?

He told me that it’s simply by doing what is on his schedule!

Wow. Sounds simple. But what you’ll discover is that you first have to have a schedule…and you have to have the right things on your schedule in order to do them.

Watch the short video below and you’ll realize why your schedule is so important. After you watch you won’t look at your time the same way again!

If you want higher profits, more leads, better leads, less resistance, and the best schedule in your office, then you’ll love our free Time Mastery report.

Follow the steps in the report and you’ll be on your way to being worth a lot more!

PS - Join our new LinkedIn Group to discover more content like this—> Real Estate Mastermind

We all know how great it feels to make or receive a phone call with the news of a sale! 

Then I wonder why the number one most common prospecting personality type is actually “telephone terror?” 

After testing thousands of agents from across North America, it’s become obvious that most people are mentally and/or physically afraid of the phone!

Do you think it’s because when we grew up, everyone was yelling at us to “GET OFF THE PHONE?” Now there are even laws that force us to get off our phone in the car! These are unconscious triggers contributing to your ability to lead generate.

If you have this personality type, it severely affects your ability to prospect, lead generate, and make a profit.

Until you understand why you have this personality, you can’t take the steps to overcome it.

Thankfully you will start to understand telephone terror on our free webinar this Thursday (there are only a few spots left, click here to register —> Discover Your Prospecting Personality Profile)

See you on the call,

John Alexandrov

CEO, Real Estate Inner Circle

I probably don’t have to tell you how exciting it is to cash commission checks every month! If you love that feeling like I do, then you’ve probably figured out that prospecting almost always equals profits…

You see, most agents and loan officers don’t want to prospect. It doesn’t come natural to them. You might have noticed that you are reluctant to prospect sometimes and that your co-workers are too.

80% of agents don’t won’t to overcome their reluctance…”it’s just too hard.” 20% of you have discovered that the more you prospect, the more commission checks you cash.

I’m talking to the 20%.

Science proves that reluctance can be over-come, pretty easily and quickly. It all starts with discovering your Unique Prospecting Personality. When you realize what your prospecting personality is, it makes over-coming reluctance much more natural for YOU.

But don’t take my word for it, discover it for yourself!

Join me on the Real Estate Mastermind free webinar series this Thursday at 4pm eastern. We will show you the 12 common personality types and give you an opportunity to discover your own.

Click the link to reserve your spot (there are special offers for limited attendees so make sure you are on the call!) —> http://bit.ly/Webinar5Reg

PS – Join our new LinkedIn Group, Real Estate Mastermind