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Real Money Talks

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Now displaying: July, 2018
Jul 27, 2018

We have all heard the old adage that real estate is the fastest way to create wealth. My guest, is a friend and community member who was involved in the real estate industry when he saw a pain point and decided to do something about it. He had the vision and skill set to create a tool that makes it easier to market real estate across the industry from selling, renting, residential, and commercial.

VirtualTourCafe is a tool that helps real estate marketers create websites, virtual tours, and flyers easier, faster, and better. Tim talks about all of the benefits of his tool from being more cost effective to the real savings of selling or renting faster. He also talks about staging, photography, his book, and virtual staging. He even shares a story where a seller was going to give up, then tried the virtual staging tool and sold the property in a week.

You can find Tim here:

Ask Loral
VirtualTourCafe
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Show Notes

  • [01:08] VirtualTourCafe is to help people involved in real estate to better market their properties. Tools, presence, and exposure.
  • [02:02] This is a system that makes things easy for people who aren't tech savvy. Creates property websites, virtual tours, and flyers.
  • [02:49] People can log into their own account and create tools that will help them do things fast and easy.
  • [02:55] Tim also wrote How to Photograph and Market Houses to Sell Fast.
  • [03:16] He wrote this book in response to people's questions about how to get the best pictures for their listings.
  • [04:12] Tim was affected by the crash of 2008. This gave him an opportunity to rethink what he was going to do with his life, and he got into real estate.
  • [04:43] He noticed other agents needed help photographing and marketing their properties.
  • [04:50] He had a lightbulb moment and decided to automate the process.
  • [05:02] It took a team of developers and programmers about six months to launch VirtualTourCafe back in 2008.
  • [05:26] Now they have users in every state and several different countries.
  • [05:34] What is virtual staging? How does it work?
  • [05:47] They just launched RealEZPhotoFix. Virtual staging is taking a digital photo and adding furniture to make it looked staged.
  • [07:35] It is okay for realtors and real estate agents to use virtually staged photos as long as they disclose the fact.
  • [07:57] In real estate, it's all about disclosure especially if you are licensed.
  • [08:36] Physically staging homes can cost thousands of dollars.
  • [08:57] A digitally staged photo is $32.
  • [09:38] Some buyers have a hard time visualizing what the room will look like. Having the perception of what it will look like can increase sales.
  • [10:18] The real value is being able to sell the property quicker.
  • [11:45] This techniques enables sellers to get the property on the market while it is still being prepared.
  • [12:23] They can do 3D rendering and finish a room that is under construction. They can also be clutter a messy room.
  • [13:17] When taking pictures, level the camera and keep it straight.
  • [13:54] Lighting is also very important. Turn on all the lights and take photos that aren't facing the window.
  • [15:15] Put the toilet seats down.
  • [15:32] With furniture less is more. Get rid of as much as you can.
  • [16:58] Take a shot of the front of the house with some blue sky.

Links and Resources:

Jul 12, 2018

Everybody wants to make those high-end big-ticket sales, but most people are too afraid to do it. My guest today, is Wendy Stevens. She has been on the show before talking about 7 Figure LinkedIn Marketing. She is part of my team and the Big Table. Today, we talk about something that we both do, and that is actually make those big-ticket sales.

Some of the things we discuss is taking a funnel and expanding it, so that 7-figures is a reachable and likely goal. We talk about the number one thing you can do to quelch your fears, not seem desperate, and avoid repelling customers. We talk about putting every variable in your favor and prospect positioning. Along with a way to double your closing rates. We also talk about the 5 questions you can ask a prospect in order to get a yes on these important sales calls and interviews.

You can find Wendy here:

Ask Loral
Wendy's Website
Wendy on LinkedIn
Wendy on Twitter
Wendy on Facebook
Wendy's YouTube Channel

Show Notes

  • [01:47] The funnel is the very first most important thing.
  • [02:13] You need to have more than one lead in your funnel.
  • [02:23] You need to have multiple qualified leads and prospects.
  • [02:35] You do not want to appear desperate when trying to sell a big ticket item.
  • [03:00] The art of high ticket cells begins with eloquence and eye contact. Your vibration comes through the nanosecond you first encounter the prospect.
  • [03:34] When you learn the skill of high ticket sales you can just date and then get married.
  • [04:20] Step one is to put every variable in your favor and properly position your prospect. Use a brilliant video before you even get together.
  • [05:02] People double their closing rates just by sending a video up front.
  • [05:48] You can also have somebody send you their top three reasons why they want to talk to you.
  • [06:04] Write down who, what, how, where, and when. Be genuinely curious.
  • [09:03] One of the best things Wendy ever did was go to Loral's Big Table.
  • [09:44] If Wendy lost everything today and had to start over, she could generate quality prospects by proper positioning, posture, and getting on the phone.
  • [10:12] Find out the emotional impact of whether your prospect is or isn't reaching their goal.
  • [10:39] Five questions to get to the pain point.
  • [10:50] If you could change one thing in the world right now what would it be?
  • [11:30] Be comfortable with silence and allow the prospect to answer.
  • [16:13] On a scale of 1 to 10 how important is it for you to create generational wealth?
  • [19:01] If you want something bad enough, you will figure out how to get it.
  • [21:22] The third question is: What is your pain level?
  • [21:48] How important is it for you to do what you are trying to do?
  • [22:43] If they are sure it matters to them, then asked them why it matters. If they aren't ready, say that you will get back to them.
  • [23:47] Ask yourself how many prospects you need to talk to in order to get to a yes.
  • [26:36] We are also going to do a limited workshop on how to achieve high-ticket sales.
  • [26:51] There is an absolute formula to this.
  • [27:02] Make sure you're being aware of the four personality types and paying attention to everything that your prospect is doing.
  • [27:10] Notice whether they are committed and if there's a personal impact. If there is no passion, then take it away.
  • [27:35] Begin the commitment process by charging them immediately.
  • [28:21] Ask powerful questions and then be quiet and just let it sit.

Links and Resources:

Jul 5, 2018

LinkedIn marketing is the new California gold rush. Since the acquisition by Microsoft, there have been subtle and not so subtle changes to LinkedIn. Today, we talk about how to strategically create a LinkedIn profile that will land the big clients that will send your bottom line soaring to 7 figures or whatever your goal may be. 

Wendy Stevens is a long-term client, a Big Table member, and a self-made millionaire. She now teaches high-end sales. Wendy is a LinkedIn expert who is helping us with strategically updating our profile. She talks about the changes that have happened since Microsoft has taken over, the constantly updating algorithm, how to get featured on ProFinder, and a 7 steps to 7 figures profile strategy.  

You can find Wendy here: 

Ask Loral 

Show Notes 

  • [01:20] Wendy was one of the first 200 certified Google adwords specialist.  
  • [01:48] In 2007, Wendy began mastering the art of LinkedIn marketing. 
  • [02:03] Microsoft paid $26 billion to acquire LinkedIn. 
  • [02:28] Wendy worked with some of the people from Microsoft who rewrote the algorithm for LinkedIn. 
  • [03:12] On LinkedIn, we are being evaluated for our influence score every single day.  
  • [03:52] It's important to be strategic about how you show up on LinkedIn. 
  • [04:20] How to mind your LinkedIn account. Show up to be valuable first. Position yourself properly.  
  • [05:23] Keys to a good profile: 7 sections in your LinkedIn profile. Headline - Keyword load your name. Put your keyword in your last name section. Use word cloud or keyword tools. Find your keyword and get in front of them. 
  • [07:13] Tagline - this is where you clearly say exactly what you do. Summary - Only the first two lines show up. 67% happen on mobile. Have your first video show up in your experience section. Have keywords in the first two lines of your summary. Speak in the first person to your ideal avatar. What you do and how you help them. 
  • [09:09] Create a video. Speak the pain of your ideal client. Say what they don't want. Put it in the form of a question. Include social proof or a client that you helped. End the summary with a soft call to action. 
  • [10:13] First experience section - name it claim it. Put your best foot forward. Upload a video testimonial from a client that you have actually helped.  
  • [10:46] Go help someone and get a real testimonial. Guerilla marketing for free to get social proof. 
  • [11:29] Have keyword in every experience section and in the title of every video. Upload a video for each thing you have experience in. 
  • [11:35] These videos need to be uploaded to YouTube. You want the back links from YouTube.  
  • [12:04] 7 sections, headline, tagline, summary, experience sections, add all 50 skills. Use all 50 skills. Then LinkedIn will promote you. They scan and re-rank on a multiple hourly basis.  
  • [13:04] Find primary and secondary keywords. Seven sections. Reorder for the top three that you are known for.  
  • [14:14] Have endorsements for your skill sets.  
  • [14:33] Don't get left behind, get endorsed for your top recommendations. Get recommendations. You can't be the top performer without recommendations. 
  • [15:16] ProFinder is when they choose to promote you throughout LinkedIn.  
  • [15:41] Written and video recommendations.  
  • [17:20] If you get your keywords woven in, you can actually have your own six figure funnel. It's all traffic and conversions.  

Links and Resources: 

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