Guerilla Training Blog by Matt Jones

The New Ultimate Listing Presentation (Part 13)

In the previous chapter, we talked about you becoming the best agent for the job. I mentioned the importance of learning your market statistics and told you exactly how to do that.  I discussed how you could increase your credibility and power by arming yourself with some very specific knowledge.  I’ll assume that you’ve done your homework now and are ready to learn the actual listing presentation that made me one of the top listing agents in the country. I want you to notice that I haven’t referred to myself ... Read More »

Make an Offer They Can’t Refuse!

One of my favorite movie scenes ever was in The Godfather when Vito Corleone was asked how he got his own way in a particular situation. His answer was, “I make them an offer they can’t refuse.” In real estate, we are in the business of writing offers and negotiating contracts. In fact our most common form is called an “Offer to Purchase and Contract”, meaning that the document starts as an offer and upon acceptance, becomes a contract. Most of us have written dozens, if not hundreds of offers ... Read More »

Two Reasons Agents Fail

After a decade of training, coaching, and managing agents I’ve seen hundreds of agents leave the business broke.  Sadly, many of them could have been — and should have been — successful had they done just a couple of things differently. The fact is our industry turns over a third of its practitioners every single year.  In other words, one out of three agents in business today, will be out of business a year from now.  Try and think of another industry with that kind of failure rate. The sad ... Read More »

Become a New Home Specialist

The last installment was more geared toward brokers and team leaders so I will make this one for agents.  I’ll warn you: This strategy will not make you friends, but it will make you money.  If you are like most agents today, you are struggling for sales opportunities. You know what to do when you find a new customer, and hopefully, you do a great job.  The problem is finding enough customers. Here’s a great way to find new customers, and it costs almost nothing.  It works best if you ... Read More »

How This First Year Agent Made $80K Working Part Time!

As a broker owner of a real estate firm with over 70 agents, I’m amazed sometimes at how some agents seem to “get it” and some seem to be “ever learning but never able to come to a knowledge of the truth”. Don’t get me wrong, I’m an avid proponent of learning… but let’s think about today’s real estate training for a minute. I have an agent that started with me last September. She had everything going against her: She’s only 27 years old, she was only able to work ... Read More »

Oh No! The Sky is Falling!

“Goosey Lucy said that Ducky Lucky said that Henny Penny said the sky is falling.” From reading and listening to the media you can’t help but think of Chicken Little. Okay, well I’ve finally heard enough! I’m so weary of hearing one person after another bemoan the sad state of real estate today that I’m about ready to scream! Every time it’s told it gets worse! “The end of real estate is near.” “The mortgage industry is doomed.” “Give up and get out now while you still can.” “The lead ... Read More »

Becoming a Mega-Producer (Part 3 of 7)

How to Get the Most Bang for Your Advertising Buck WHAT’S IN THIS INSTALLMENT? 1.  WHY YOU MUST SOLVE THE LEAD CAPTURE PROBLEM FIRST 2.  HOW YOU CAN KNOW EXACTLY HOW MUCH EVERY LEAD COSTS 3.  HOW YOU CAN KNOW WHICH ADS ARE WORKING AND WHICH AREN’T 4.  THE BEST KEPT SECRET ABOUT FINDING NEW BUYER LEADS 5.  HOW YOU CAN BE CERTAIN YOU’LL NEVER VIOLATE THE “DO NOT CALL” REGULATIONS Imagine what it would be like to be the top buyer agent in your market. What if you got ... Read More »

Becoming a Mega-Producer (Part 7 of 7)

Putting it All Together WHAT’S IN THIS INSTALLMENT? 1. THE TECHNOLOGY ELEMENT 2. THE HUMAN ELEMENT In the previous installments we’ve discussed all the various elements or components of what I believe to be the best buyer seminar you’ll find anywhere. I’ve determined not to give you just fluff, but rather to give you my entire system — from the underlying theory, to the preparation required to become a top buyer agent, to the actual nuts and bolts of how I became a mega-producer in a few short years. In ... Read More »

Where Are Our Mentors?

Several years ago I began sharing my listing presentation with agents across the world.  For those of you who don’t know, I developed a listing presentation that allowed me to list over a hundred individual homes in a single year, all at an 8% commission in a market that typically listed for 6% or less.  I later wrote a book titled The Ultimate Listing Presentation, that showed other agents a step-by-step process of how they could list at a premium as well.  But while I love selling my books, I ... Read More »

I Hate Technology!

Do you ever get the idea that an entire cottage industry exists for the sole purpose of fleecing agents out of their hard-earned commission dollars? Ever feel like a new technology company springs up every 15 minutes with the latest, greatest new clever idea? And all the pitches are the same: a room full of drones on phones, calling agents from the NAR membership list, promising great success! “Just give me $1000 for this super-duper short-sale program, and you will make millions!” or maybe, “Sign up for our unbelievable system ... Read More »

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