Category: NLP

Episode 016: 5 Tips to Your Best Real Estate Year Ever


On this episode of the Real Estate Marketing Show we reveal the top five things every agent needs to be doing in order to have the 2016 of their dreams. From training and practice, to marketing, to prospecting.

These are the top 5 things every agent needs to do to have their best real estate year ever.

  1. Training
  2. Practice
  3. Marketing
  4. Prospecting
  5. Previewing Homes

You get all this, plus Mike’s top motivational tips to take you into 2016, on this episode of the Real Estate Marketing Show.

1. Training to Have Your Best Real Estate Year Ever

Work with a trainer.

And there are tons of them.  Here are just a few.

Don’t have the coin for that?

Try these free options

2. Practice to Have Your Best Real Estate Year Ever

  • Practice effective time management. Try Steve Chandler’s Time Warrior.
  • Practice being positive. Go to and type in affirmations, self help, self improvement, or sales skills. Make a practice of reading for 30-minutes every morning.
  • Create a morning practice for yourself. We both like The Miracle Morning by Hal Elrod.
  • You can join a network group. Either real estate or non-real estate related
  • Find a mentor. Even if it’s just someone who is really good at life.
  • Join a masterminds. What are other agents, in other markets, doing that you can steal and incorporate
  • Attend a real estate retreat like the Mike Ferry retreat. Or a non-real estate retreat like those given by Tony Robbins.
  • Practice good health. Holistic and natural health are important. If your health isn’t top notch, you won’t be top notch.

3. Marketing to Have Your Best Real Estate Year Ever

  • “We are marketing specialist with a real estate license.” – Shane Pendley
  • Take this time to re-look at your internet presence.  Are your blogs, landing pages, and websites all aligned and congruent?  Do they look the same, feel the same, and reflect the same attitude?
  • Review your marketing and giveaways for consistency of look and message
  • Be a subject matter expert.
  • Review your email campaigns

4. Prospecting to Have Your Best Real Estate Year Ever

You need to be prospecting. But you should choose something you’re good at and that you like.

Don’t like door knocking or cold calling? Then don’t do them.

Do what you like. Maybe that’s social media or sitting on a board of directors for a local non-profit.  The point is, you need to be “doing” something to prospect for new leads.


Whether you want to tackle your sphere of influence, expired listings, for sale by owners, or any other niche markets,
we recommend that you pick three.

Why three?  What happens if you perfected REO and then REO dried up?  You’d be out of luck.

So pick three.  Master them one at a time.  But spread that base.

5. Previewing Homes to Have Your Best Real Estate Year Ever

It may sound weird, but know your inventory, your market, your neighborhoods or tracts, or your new construction floor plans can make all the difference.

Here’s a video that Mike and his team shot on new construction.  Maybe it gives you some ideas.  Maybe you can record a video of your own on the subject.


Episode 015: Open Houses – Part 2


When you do the things we are told you in Part 1, couples are going to flood through the door. Now what?

When People Attend Your Open Houses

Don’t bum rush them please. If you’re not comfortable and confident doing speaking to the public, go back and listen to our episodes on personality styles and neuro-linguistic programming.

Be strategic about where you place stuff. Have your brochures by the door. Food closest to the hallway leading to the bedrooms.

Never talk about the home. Let the prospect get comfortable in the home first. There will be plenty of time to talk business later. In this episode Mike shares many scripts and dialogues and tells you exactly what to say, and not say, to prospects.

Follow Up On Your Open Houses

As soon as the prospect leaves, you go to your database and enter in every single thing they said. Be as specific as possible. Write down family details, personal details, when they need to move. You’re trying to capture their language and tone so that you can mirror and match that in your communications.

Be relentless. It takes seven contacts before someone recognizes your name. But it takes twenty contacts before they’re comfortable making a buying or selling decision with you.

Pro Tips for Open Houses

  • Don’t do open houses alone. Invite your lender, title rep, termite person, or home warranty person. Let them be your greeter, keep an eye on kids, or run the BBQ. This gives you time to mix and mingle.
  • Bring a “hot spot” for internet access. That way you have a faultless connection for looking up information for clients. Don’t rely on your phone. Have a back up plan.
  • When you don’t have any inventory, or you’re new to real estate, hold an open house for another agent.

Also Mentioned In This Episode:


Episode 013: Neuro Linguistic Programming (NLP) for Real Estate


Neuro Linguistic Programming (NLP) is a powerful real estate sales tool. In this episode we discover exact techniques, scripts, and dialogues you can use to close more real estate sales. All this and more on this episode the Real Estate Marketing Show.

NLP is about taking the pressure out of sales and helping people make a good decision. It uses both verbal and non-verbal cues.

In order to master NLP, you need to understand personality styles. If you haven’t heard our podcast on personality styles, you might want to stop now, and go give episode 12 a listen.

First things first. Make sure your seller or buyer is pre-qualified. Not in a financial sense. But in a life ready sense. Do they understand what is about to happen in this real estate transaction. Are they ready to be buyers or sellers?

All of the NLP techniques rely on scripts and dialogues. So make sure you practice your scripts and dialogues.

Mirroring & Matching

Voice, speed, tonality, body language. Look like they look to us.

Body language can help us understand if the customer needs more information, if they’re engaged, or if they’re ready to be closed.

Assumptive Selling

Walk in like you’ve already got the sale. Get them to commit to you early in the process.

You’ll be asking them leading questions about what they want when the house goes on the market. Where they want the sign. How would you like us to communicate with you.


Inducing a certain frame of mind or emotion. Usually happiness or relaxation.

This technique involves a touch or a gesture. In essence, you are anchoring the touch to the feeling of relaxation. If established properly, every time you touch them, they become relaxed.


With framing we are framing the narrative for the customer. Asking them a question. Getting them to agree with us.

Meta Model

Meta modeling is about deconstructing what the customer is saying and getting to the underlying cause of their anxiety. Is the issue that the agent isn’t doing their job? Or is the problem the customer wants to price the home above market? Meta modeling can help the customer get to the root of that question.

Tie Downs

Tie downs are the easiest for real estate agents. You’re tying them to you by asking small questions that they can agree with. You are putting the customer in a “yes state” where they are used to saying yes to you, so when you go for the close they are pre-primed to say yes.

Embedded Command

With an embedded command you are going for a piece of a sentence that you want the customer to implant in their brain. Mike shares with us how to use non-verbal cues to reinforce the command. Plus, he discusses how to use your voice to make the command stick.