The Elevate Podcast

Episode 45: How to build rapport and ace your dollar productive activities with Josh Pyatt and Charmaine Keegan

Guest Interview: Samantha McLean talks to real estate coach Josh Pyatt and sales/NLP expert Charmaine Keegan of Smarter Selling about the top dollar productive activities (namely door-knocking and cold-calling), mindset tips to improve your prospecting, and how your body language and energy can be used to build rapport and customer trust.

‘Elevate’ is the official podcast of Elite Agent Magazine for real estate industry sales professionals, property managers, and leaders. Each episode, we will bring you behind the scenes coaching, news analysis, exclusive interviews, technology, and more to help you list more, sell more, and elevate your results.

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Episode host: Samantha McLean
Special guests: Josh Pyatt and Charmaine Keegan


01:50    Identifying the key dollar productive activities in real estate.
03:05    To build rapport, come from a place of honesty and be there to help.
04:30    Helping clients encourages them to be open in return and subconsciously mirror your positive body language
05:30    Cold-calling; the hardest calls to make, how to build rapport making them.
07:00    Changing the mindset of ‘cold-calling’: call it ‘warm-calling’ and ‘prospecting’
08:30    Start your day off with easy wins to maintain your daily productivity
10:00    Anchor your prospects and clients with positivity; lift them with your energy
11:00    Making your cold call about the customer and what’s in it for them, not yourself,
13:30    Approach your prospects as a partnership; as if you’re standing next to them.
14:00    Should you be sitting or standing during your calls?
16:00    Door-knocking; why it is essential in real estate
17:30    “Face time equals more business.”
19:00    “You can smile. You can talk with your body language before saying anything.”
21:00    Zig Ziglar: “Stop selling, start helping.”
21:45    Josh’s tips to win the vendor over in your appraisal and/or listing presentation
22:30    Be the vendor’s agent before even being selected as their agent; make your unique service known.
24:20    Putting yourself in the vendor’s shoes to identify their challenges with listing.
25:00    Use what vendors say and do as ‘intel’ to know how to sell to them.
27:00    Selecting an agent isn’t just down to the price; the little things you do add up.
28:30    “What you’re seeking to do as an agent is understand them.” (the vendor)
29:00    Rapport is about showing your customers that they can trust you.
31:00    Using the decision-making processes of customers to your advantage
33:00    Adjusting your mindset for the customer and still be helpful on your bad days
34:00    Don’t expect the highs and lows; energy is constant and you control it.
35:00    If you and the rest of the world wrote down your problem and threw it in a hat, you’ll soon grab your own problem back.
36:00    If in a negative state; recognise it, but don’t pass it to your coworkers. Re-frame your mindset first.
38:00    “If you do good numbers with quality, you’re going to be a great agent.”

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