:15 Greg explains the difference between the implied covenant of good faith and fair dealing versus fraud. | 5:00 Greg discusses the three components of the second sentence of the first text message you send | 8:18 Greg recaps the three best takeaways for listing appointments from the previous week’s call – using a restaurant gift card as a presumptive close, having a launch calendar, and the Monroney sticker. | 13:00 Greg discusses what he thinks is the most important part of the three parts of the Meticulously Walkthrough. | 17:00 Greg explains why the calendar close is a scarcity close. | 18:30 Greg does his sample 72 second “present the program” elevator speech to promote the contest. | 20:45 Chris Allen covers the social proof close and the power of 8 days and no obligation. | 37:00 Greg talks about the four main disadvantages with selling the traditional way and which one he thinks is most critical. He also explains why we use the term Starting Price instead of list price to eliminate the perceptual resistance point with buyers.
:15 Greg discusses how to handle unrepresented buyers without appointments at Launches, and how Launches are very different from open houses. | 4:30 Greg explains what to say when a potential seller asks if you are going to buy their home. | 7:20 Greg explains how to handle leads that come back with a negative response. | 10:20 Greg discusses how to convert leads to appointments. | 15:00 Greg discusses different situations regarding deeds.
Intro: Greg discusses capital gains questions in a few different scenarios | 8:30 David Horsager summarizes his 8 Pillars of Trust and gives insight into his new book, Trusted Leader | 20:00 John Hrimnak talks about his new “secret weapon” on listing appointments – the Monroney sticker | 24:30 Greg goes over the three most important things about the 72SOLD system | 32:50 Greg covers lead flow follow up with the most recent updates.
:30 Greg discusses the nuances and implications of an “as is” contract | 13:00 Collin Kelley uses the terms “auction based pricing” and “active comps,” and presents his 3 step close | 20:00 Greg covers the concept of active comp pricing and the three important dates sellers choose to enhance their certainty | 27:00 Greg explains how to use a variation the 72SOLD program to sell luxury homes | 45:00 Greg covers the lead follow up sequence in detail, including some new tweaks for better conversion | 1:02:00 Teresa explains the three important dates she requests from sellers to know how to adjust her talk tracks to deliver the best possible listing presentation.
Learn the legal doctrine of respondeat superior and how it applies to instructions from your client that may compromise your fiduciary duties :30 | Hear Greg’s advice on when to put up yard signs and sold riders 4:40 | Learn Teresa’s “why what how what” technique – the four questions you should ask at the beginning of every listing appointment 10:30 | Hear Trevor Howatt’s successful three step closing technique for getting the listing signed on every appointment 20:30 | Listen to Roman’s rules for speed to lead and a more aggressive approach for converting leads to appointments 24:10 | Greg teaches the “resistance point” concept as it relates to list price versus Starting Price 33:00 | David Rucker teaches his way of building value with clients 37:30
:30 Greg explains how to handle a situation in which the seller wants more than 60 days post possession occupancy. 8:45 | Greg answers Matt Micozzi’s question about how to handle unrepresented buyers who don’t have set appointments at a Launch. 13:30 | Greg answers a seller’s question about how the 72SOLD Program is better in such a hot market when homes sell so quickly anyway. 21:00 Greg talks to Colby about how he used a systematic process to handle a sale with 25 offers! 33:00 | Greg explains attraction marketing. 35:00 | Stacy in Dallas tells an impactful story about how the 72SOLD Bid Now sign not only secured her a tough listing, but also helped her acquire a couple buyers as well. 44:00 | David Rucker explains his new “mercy rule” lead follow up mentality and tells a great story about Nolan’s persistence paying off when they just a listed a 2.6 million dollar home after 7 months!