In today’s episode, I want to share what I’ve learned from Brian Buffini about the 7 types of negotiators. As loan officers in a competitive market, we need to learn more about negotiating, and our own negotiating style, to make the most of it.
[:27] Jennifer wants to share something she learned from Brian Buffini.
[:55] The market is very competitive right now, so it’s of the utmost importance to learn about negotiating!
[2:07] The first type of negotiator is the people pleaser — they want to be liked, and cater to everyone else’s needs.
[4:08] The second type of negotiator is the expeditor — they operate at high speed!
[5:35] The king of the hill is the third type of negotiator — their focus is winning.
[6:42] The fourth type is the rocking chair negotiator — they are characterized by patience.
[7:33] The next type is earnest and honest — they’re easygoing, and have a laid-back approach.
[9:05] Number 6 is the emotional ping-pong — this is the client who vacillates, depending on their emotions.
[10:40] The last type of negotiator is the linear logical — a prime example is Mr. Spock.
[12:34] Jennifer provides a quick recap of the negotiator styles.
[14:18] Don’t forget to share this with your Realtors®!
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In this episode, I get to sit down with Ray Wood, a 4th-generation real estate agent. Tune in to this episode to get some insight into how you can better approach real estate agents, and get some marketing and scripting scripts too!
[:29] Jennifer introduces her guest for this episode —
[1:06] Who is Ray Wood?
[4:05] Ray has a website called Top Agents Playbook, with lots of great tools that you can check out.
[4:43] Ray tells the story of how he came up with the only three buyer qualifying questions you’ll ever need.
[10:03] You can share these three buyer qualifying questions with your real estate agents to help them, so that they can help you in the future.
[11:43] One of the most lucrative, profitable, successful, and enjoyable professional relationships Ray has ever had was with some mortgage officers!
[13:44] There’s no rule that says loan officers can’t cultivate their own leads to pass on to real estate agents!
[14:28] Ray elaborates on how his collaborative relationships with other professionals in his community benefited him and his partners.
[18:05] When it comes to marketing, Ray’s advice is to stay away from logos.
[20:22] What would be the best “orange” to share with a real estate agent to start building a richer relationship with them?
[23:01] What were Ray’s mortgage people doing to get him business?
[24:25] From a marketing point of view, one of the most important things to have is a testimonial. What is Ray’s method for getting a great testimonial?
[28:27] Jennifer has also used testimonials to great effect — she has even customized testimonials that she she sends off to customers, depending on their buyer profile!
[30:58] Ray has another win-win or 1-2 punch method to reconnect with clients, and get a testimonial from them.
[33:15] When you contact your referral partners, you have to do it with news! Ray shares a couple of emails he has had great success with.
[36:12] At networking events, Jennifer usually shares not just her own contact details, when asked for a business card, but the information of all her referral partners as well!
[38:16] Ray’s final piece of advice is to make relationships with people.
[39:32] Check out Ray’s Bloody Handy Price Reduction Scripts and Strategies!
[41:30] Ray also has lots of resources that you can check out and download — listen to his podcast, and be sure to visit his website!
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In this episode, I get to sit down with Bert Martinez, a best-selling author, media personality, and speaker, to talk about his latest book Dominating Your Mind. Tune in for some great strategies to change your mindset and dominate your mind!
[:30] Jennifer introduces her guest for this episode —
[2:00] In Bert's book “Dominating Your Mind,” he has ten simple strategies that crush your fears, destroy your doubts, and make you unstoppable. Bert shares his experiences that gave rise to the book.
[7:22] What are five of these strategies that would be beneficial to a loan officer who is a salesperson?
[9:42] Bert's first strategy — Have a ridiculously high level of self-belief!
[12:22] If you lack self belief, it could be helpful to seek out people around you to help guide you and engage in that process of self-validation.
[14:10] Bert also recommends looking back at some of the amazing accomplishments that you have achieved — pat yourself on the back for it! Don't downplay your gifts.
[17:18] Jennifer has another suggestion to add on — make sure you're writing down your gratitudes. She writes three down every day!
[18:04] To build up your self-belief, in addition to getting friends to identify your best qualities, find a mentor who has accomplished things outside their reach. There are tons of people who have turned around their self-belief.
[19:15] Bert's second strategy — Refuse to let people or events control you or your attitude.
[22:40] Jennifer offers some advice about tackling phone calls — start with an easy call and let the momentum from its positive effect grow and elevate your mood and attitude.
[24:31] Bert shares a story about how his positive self-belief allowed him to grow his business without letting little losses get in the way, and how he incidentally developed his relationship with Arnold Schwarzenegger.
[28:36] Bert's third and most important strategy — You have the ability to reach your goals!
[34:23] Bert says that the comfort zone is the silent killer of dreams and lives. Why does he say that, and what can you do about it? Bert also has a personal anecdote of how staying in the comfort zone was killing his relationship with his wife.
[37:55] If you're struggling with an area of your life, you've probably become comfortable with it. Get out of your comfort zone — a coach can help!
[42:00] Bert believes that comfort zones are an illusion, because we are never standing still.
[43:10] Jennifer absolutely agrees with Bert's mindset. Practice doesn't make perfect; perfect practice makes perfect.
[45:55] Bert leaves us with some tips to get our of our comfort zones. Remember — you were created to succeed.
[48:15] Check out Bert's website for his books to get your copy of his life-changing book, and don't miss out on listening to his radio show, Money for Lunch, as well!
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