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May 18, 2017

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!

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode —
Ray Wood.

[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!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Top Agents Playbook

Bloody Handy Price Reduction Scripts and Strategies

Top Agents Playbook Ray's Podcasts

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