Craig Proctor Seminars
Have you heard the expression ‘throwing spaghetti at the wall to see what sticks?’ It’s a metaphor for trying out a bunch of things at once, hoping that at least something will work. (It’s also allegedly a method to test if your pasta is done – cooked spaghetti sticks to the wall and undercooked spaghetti does not.) The problem with this strategy, though, is that you lose valuable spaghetti in the process. When it comes to real estate, there is a smarter way to try out different tec....

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My Platinum Millionaire Agents have one critical skill in common. Yes, they are excellent at Message to Market Match for lead generation. They also have prompt follow-up and quickly convert their prospects to opportunities. Their leverage skills are sharp and they are absolutely fantastic at closing sales. But that’s not really what makes them exceptional. Millionaire Agents also have the ability to sell far more than the average agent. Over the years, they have developed tactics to change ....

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One of the most common problems we have as a society is staying focused. Distractions come whizzing at us like bees to flowers and it’s hard to escape them. Over the years, I’ve developed some strategies that move me from a place of distraction to pure, glorious focus. I wanted to share three key techniques that you can start using right away: Sort it out If you’re like most people, there are many different types of tasks on your to-do list. Go through it and pull out the ones that y....

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Human beings are self-centered by nature. It’s not a reflection of our characters and it doesn’t mean we’re awful people, but it is how we’re programmed. Back when the world was a more dangerous and unpredictable place, our self-centered ancestors knew what they needed, and put their needs above all else to survive. They then passed those genes down to us. But in our modern world, being self-centered actually hurts our chances at a successful real estate business. How can we overcome our....

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When you look at the Universal Call back Script, what you have is a series of questions. It is these questions that help you to determine timing and motivation of a potential client. When I listen to agents role-playing the Universal Call Back Script in our coaching sessions, they tend to say things or ask questions that have nothing to do with the script. Keep in mind that they have the script in front of them. So how can they get so far off track? There are many reasons for this.....

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I am always amazed at the number of agents who blame their (lack of) performance on the market. Certainly this was the last over the last few years with the market failure across the board, but even though we’re back to near normal, blaming market conditions is an age old excuse. It is very old news that the majority of agents believe they are hostages to whatever the market is doing and have no control over their own results. This is B.S. Even at the bottom of the last few years....

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Working with as many agents as I do, I find that most agents share common challenges when converting prospects over the phone to appointments. One of the biggest errors I hear made is letting the ad campaign the prospect responded to determine the offer you make to that prospect. In other words, BEFORE we even pick up the phone, "we" are deciding whether a prospect is a buyer or a seller. This is often a big mistake and sometimes even an obvious one! Let me give you the example of a p....

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Every real estate agent dreams of a world where customers do the chasing, flocking to your door to beg you to help them buy or sell a home. Well, let me focus on that word “flocking” for a minute and give you a recent example from nature that proves the point I teach agents which is that if you want to make a lot of money, and stop working so hard at this business, you need to offer your prospects something they desperately want and then make it easy and non-threatening for them to get....

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You may wonder about this headline as it sounds counter-intuitive. Why would objections be a good thing to a real estate agent. Aren’t we all after clear sailing and foregone positive conclusions? Who in their right mind would even begin to think that objections are a “good” thing? Well, if you were to speak to any sales professional in any sales profession, they would tell you that objections are a normal process of getting to a successful sale. You see, when a potential client has an ....

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After the Guaranteed Sale program, the next white elephant standing in the room that Quantum Leap members tend to ignore is Inside Sales. In any system, business or program that really works there are many small yet crucial details that accumulate to bring a particular successful result on a consistent basis. However, like any system there are parts of the process that just plain and simply make us uncomfortable, so as “pain avoiders” we tend to move away from doing such tasks and focus more....

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