Steve Rupp emphasizes a crucial mindset shift for salespeople: instead of seeing objections as a negative, view them as opportunities. When clients present objections, they're offering the chance to address their concerns and move closer to a resolution. If a client has no objections but is still hesitant to commit,…
Steve Rupp explains a tactical approach to managing objections during a conversation, especially in a sales context. The speaker highlights the importance of isolating the first objection that arises. Instead of immediately tackling the concern, the salesperson acknowledges it with gratitude and reassures the client that it will be addressed.…
When the economy crashed in 2008, Rob Mager realized that football was no longer a viable career path. It was a wake-up call that prompted him to seek a more traditional job, leaving behind the world of sports and locker rooms. Rob had friends who worked in the corporate sector…
Steve Rupp highlights the importance of asking thoughtful questions to uncover client concerns and expectations. By asking questions like "What do we need to change for you to feel comfortable moving forward?" or "What is the most important factor for you in this decision?" realtors empower clients to express their…
t's crucial that we allow our clients to fully express what their current situation is. We need to hear their views, challenges, and concerns so that we can better understand their perspective. After that, we should encourage them to share what their ideal outcome would look like and what solutions…
Rick Ripma discusses his adaptability in the ever-changing market and highlights his key strengths, which he humorously refers to as his "superpowers." He emphasizes his high sense of urgency, which drives him to complete tasks promptly and communicate swiftly. While this trait can occasionally cause issues, it mostly benefits his…
Rob Mager's journey in real estate began with a deep passion for homes and helping others. However, his initial attempt was met with challenges, as he lacked guidance and mentorship, making it difficult to succeed. After this setback, Rick decided to make use of his fifth year of eligibility to…
Rob describes his journey in real estate over the past four years as exciting and challenging, especially during his first year when he balanced a part-time real estate role with his job at Stryker. He expresses gratitude towards Drew Schrader for his mentorship, which was crucial in his development. Rob…
This excerpt from Steve Rupp highlights the importance of non-verbal communication in sales. He emphasizes that only 7% of communication comes from the actual words spoken, while a significant 93% stems from how something is said—through tone, inflection, and body language. This underscores the need for salespeople to focus on…
This passage highlights Rob's experience and perspective on the importance of mentorship in the real estate industry. When starting his real estate career, Rob strongly believed in the value of joining a team or having a dedicated mentor. He partnered with Drew Schrader, seeing him as both a mentor and…
Steve Rupp emphasizes a crucial mindset shift for salespeople: instead of seeing objections as a negative, view them as opportunities. When clients present objections, they're offering the chance to address their concerns and move closer to a resolution. If a client has no objections but is still hesitant to commit,…
This passage describes a period of significant life changes and challenges for Rob. During the COVID-19 pandemic, he and his partner welcomed their first child on July 4th and soon after discovered they were expecting their second, resulting in two children just over a year apart. Around the same time,…
This description portrays Steve Rupp's key insights on mindset in sales. He emphasizes that a successful sales approach begins with having the right mindset. According to Rupp, it’s crucial to approach sales from a place of contribution, focusing on truly understanding the client’s needs instead of pushing a sale. He…
Rob Mager acknowledges the role of technology in a sales-driven career, recognizing that it can be both beneficial and impersonal. While there are automated tools that help keep clients informed about market trends or neighborhood updates, he believes they can't replace the personal touch of direct communication. Rick emphasizes the…
Join industry experts Rick Ripma with Steve Rupp as they equips you with the knowledge and tools to overcome the most common objections faced by realtors. Whether you're new to real estate or a seasoned professional, this session will empower you to handle difficult conversations with confidence, offering proven strategies…
After initially planning to transition from Aerotech directly into real estate, Rob Mager instead took a job with Stryker. He was eager and ambitious, building his business with high hopes. However, the onset of the COVID-19 pandemic in 2020 brought unexpected challenges, making him reevaluate his career. Despite Stryker's positive…
Chuck explains his approach to setting expectations with his clients. During the first meeting, he focuses on understanding their needs and preferences. He then communicates his availability, explaining that he has a daytime job and specifies his hours for phone calls and texts during the day. For in-person meetings and…
In this video, Rob Mager shares his personal story of growing up in Seymour, Indiana, the hometown of John Cougar Mellencamp. Rob talks about his time playing Division II football at the University of Indianapolis, where he initially pursued a career in physical therapy due to his passion for helping…
In this episode of Indy's Real Estate Gurus, Rick Ripma interviews Rob Mager, a former professional football player turned successful real estate agent. Rob shares his journey from growing up in Seymour, Indiana, to playing football at the University of Indianapolis, and eventually transitioning into real estate. Despite entering the…
Chuck and Rick Ripma discuss the deceptive nature of photos in real estate and car auctions. While pictures can make a property or vehicle look immaculate or dingy, the true condition is only apparent in person. Chuck emphasizes the need to physically visit homes or cars before making a purchase…
Dianna addressed common misconceptions about certain types of loans, particularly VA and FHA loans. She emphasized that these loans shouldn't deter sellers from accepting offers, as they aren't as problematic as some believe. Dianna pointed out that many of these transactions are straightforward and there is no reason for sellers…
Jeff Bowler, a real estate agent and founder of Reeliti, offers a unique concept for investing in real estate through fractional methods. Reeliti allows business owners to diversify their investments and participate in the real estate market without the hassle of managing properties. Bowler discusses the criteria for selecting properties,…
How valuable it is to have a database or CRM system in place. When you're just starting out, it's perfectly fine to begin manually, as I did with two simple recipe boxes—one organized alphabetically and the other by months and days. The key is to consistently use whatever system you…
Maximizing Your Database for Business Growth: The best type of database is the one you consistently use, regardless of the platform. In this discussion, we’ll explore various database options available, and provide tips and tricks to generate a strong ROI. We’ll cover lead generation strategies, organizing and leveraging your database,…
