Robert’s Videos

Robert Gawel / Broker Owner

Who Is Robert Gawel

• Real Estate Broker in Florida• Owner of Alexa Realty• Currently has over 30 realtors• In Business for 15 years• Coaching and Seminar Junkie • Coaching Realtors for the since 2002 • Passion is coaching and teaching

The Basics Coaching Story• Baseball coach for 6 seasons• 2 seasons ago undefeated• My son wanted to play football• My Football experience, the basics were missing• We went from a bad team to 1:43, from champ • Mastery is created by doing a thing 5,000 times• A lot of you are here to learn new strategies, maybe

what you need to do is master the basics• After I did the class, I saw a video from Brian Tracey

6 Core SkillsDon’t Try To Sell A House Build A Business

1. Lead Generation2. Database Management3. Prospecting4. Presentation5. Follow up6. Handling Objections

Lead Generation

• You call them or they call you• Where do you get your leads?• How many leads do you generate in a week?• Do you have a budget to generate leads?• TheREDX.com, LandvoicePro.com, Etc…• Leads (ROI)

Database Management

• Do you have a database• Top Producer, InfusionSoft, Constant Contact, Etc…• How many contacts do you have?• Can your database perform email campaigns?• How often do you contact your database?• What do you send to your database?• Work off the method- (Send- Call- See)

Prospecting• Block off 4 to 6 hours of prospecting time per week• Do you have enough leads to call?• Do you track your results?• How else do you prospect?• What do you say when making you calls• What are you selling? Nobody likes a salesperson• Macy’s or credit collectors (Focus on Conversations)• Referral groups, pass out cards, door knock, do

something take action

Presentation

• Do you have the office listing presentation on your computer?

• If so, have you practiced it? (Youtube)• If not, why not?• How many presentations do you perform a week?• Do you show up prepared? (Comps, Brochure, Cards,

Etc…)

Follow Up• What is your follow up system?• How often should I follow up? (Dr. Suess Quote)• What do I say when I follow up? (Database Helps)• Can I follow up by emails?• Follow up with those you loose! Track failures…• Work off the method- (Send- Call- See)

• 44 percent of salespeople quit the first time a prospect declines, while • 22 percent quit after the second “no,” • 14 percent after the third, and • 12 percent after the fourth.

60 percent of sales close after the prospect says “no” at least four times, • 8 percent of salespeople are left when the prospect finally does say “yes.”

Handling Objections• Do you try to turn no’s into yes’s• Write down the objections you cannot handle• Type out a list of seller objections• Review your list of objections before making

calls/appointments• Don’t back down or be afraid of pushing to hard (Golf

Analogy)• Hamburger Close• I have money but I own 2 homes- Objection• I want to find a home before listing mine

The Real Estate Report Card

• Rate: A, B, C, D, F for the following1. Lead Generation A B C D F2. Database A B C D F3. Prospecting A B C D F4. Presentation Skills A B C D F5. Follow Up System A B C D F6. Closing Skills A B C D F

How Did You Do?