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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