The Aaron Novello Podcast

Aaron Novello
  • 5.0 (25)
  • Entrepreneurship
  • Updated Daily

Welcome to the Aaron Novello Podcast!Are you looking to master the art of real estate sales?Do you want to level up your business and lifestyle?You are in the right place!Aaron and his guests share winning real estate sales strategies and techniques and show you how to win the inner game that leads to financial freedom.Get ready.Here is your host, top producing real estate agent and coach to some of the top agents in the U.S. and internationally, Aaron Novello. 

  1. 1d ago

    Stop Muddling Retail vs Cash Offer Leads

    You already know how to talk to motivated sellers during real estate prequalification, the problem is you're pitching before you actually know what you're dealing with. That fumble where the conversation goes retail, then cash, then back again? That's not a script problem. That's a sequencing problem. And when the seller throws out "I already have a cash offer" or pushes back on your commission, the confusion compounds fast. This call breaks both scenarios down in real time. Here's what gets covered: ✅ Why prequalifying motivated sellers before you pitch is the only move that makes sense, and exactly what questions to dig into before you open your mouth about retail or cash ✅ What to do when a seller claims they have a cash offer objection lined up, how to read whether it's real or a negotiating tactic, and the exact response that keeps you in the conversation either way ✅ The right way to handle a real estate commission objection when a seller pushes back on your rate, including the question that flips the whole frame without you ever defending your fee ✅ How the agents who are best at motivated seller objection handling stay clean in these conversations by committing to one path only after they know the seller's true motivation level ✅ Why commission negotiation scripts for real estate agents miss the point entirely if you haven't locked in motivation and price flexibility first This is a live group coaching call. These are real scenarios that agents brought to the table. The frameworks here are the same ones I used across 150 deals a year. Get comfortable being uncomfortable in these conversations. That's where the listings are.

    9 min

  2. 2d ago

    Why Agents Lose Listings Before They Walk In the Door

    Getting all decision makers to your listing appointment starts before you ever knock on the door. If you keep leaving appointments without a signed agreement, the problem is not your presentation. Most agents obsess over what to say when a seller hesitates. But here is the truth, if you are constantly hearing "I need to talk to my wife" or "let me run this by a friend" at the end of your appointments, that objection was created weeks earlier when you were pre-qualifying sellers. The words you say in the room cannot fix what you failed to set up on the phone. In this coaching session I walk you through the exact framework I use for getting all decision makers to the listing appointment before I ever show up, and what to do when one surfaces as a surprise anyway. ✅ The 9 pre-qual questions that identify every decision maker before the appointment ✅ Word-for-word language to confirm who is on title and who needs to be present ✅ A seller pre-qualification script that makes this conversation feel natural, not interrogating ✅ Live role play covering the "I need to think about it" and "I need to talk to my spouse" objections in real time ✅ How to handle listing presentation objections when they come up as a surprise you did not see coming ✅ The exact moves I made this week to get a listing signed after the husband told me he makes all the decisions ✅ Listing appointment tips that fix the upstream problem most agents never address This is framework-level coaching. The scripts only work if the system behind them is set up correctly. If you want to stop walking out of appointments empty-handed, this is where you start. These are the real estate objection handling strategies that actually move the needle, not the generic ones you have already tried.

    7 min

  3. 3d ago

    Why Agents Lose Listings Before They Walk In the Door

    Getting all decision makers to your listing appointment starts before you ever knock on the door. If you keep leaving appointments without a signed agreement, the problem is not your presentation. Most agents obsess over what to say when a seller hesitates. But here is the truth, if you are constantly hearing "I need to talk to my wife" or "let me run this by a friend" at the end of your appointments, that objection was created weeks earlier when you were pre-qualifying sellers. The words you say in the room cannot fix what you failed to set up on the phone. In this coaching session I walk you through the exact framework I use for getting all decision makers to the listing appointment before I ever show up, and what to do when one surfaces as a surprise anyway. ✅ The 9 pre-qual questions that identify every decision maker before the appointment ✅ Word-for-word language to confirm who is on title and who needs to be present ✅ A seller pre-qualification script that makes this conversation feel natural, not interrogating ✅ Live role play covering the "I need to think about it" and "I need to talk to my spouse" objections in real time ✅ How to handle listing presentation objections when they come up as a surprise you did not see coming ✅ The exact moves I made this week to get a listing signed after the husband told me he makes all the decisions ✅ Listing appointment tips that fix the upstream problem most agents never address This is framework-level coaching. The scripts only work if the system behind them is set up correctly. If you want to stop walking out of appointments empty-handed, this is where you start. These are the real estate objection handling strategies that actually move the needle, not the generic ones you have already tried.

    10 min

  4. Jun 7

    How to Prequalify Sellers Who Are Also Buying

    Most agents walk into a listing appointment thinking their job starts when they arrive. If you're prequalifying seller buyer real estate clients the right way, it starts way before that, and if you're only asking about the sale side, you're missing half the picture. When a seller is also buying, their price isn't random. It's math. They know what they owe. They know what they need. And if you don't know what they're trying to buy next, you'll never understand why they won't move on price, and you'll keep walking out of appointments empty-handed wondering what went wrong. Here's what this covers: ✅ The exact listing appointment prequalification questions to ask before you ever show up ✅ How qualifying sellers in real estate who are also active buyers completely changes your leverage in the conversation ✅ Why the seller's equity position is the key to understanding their price, and how to uncover it naturally ✅ A real example where seller equity motivation revealed why an $800K price wasn't stubbornness, it was a retirement plan ✅ How to apply a real estate seller motivation framework that tells you immediately whether a deal is worth your time ✅ The listing prequalification strategy most agents skip entirely because they never think to ask about the buy side ✅ The specific real estate listing questions that turn a vague lead into a fully qualified two-sided deal The money is not made in the introduction. It is made in the questions you ask after it. This is how you prequalify sellers who are buying so you walk into every appointment already knowing the deal.

    6 min

  5. Jun 6

    I Close 85% of Listing Appointments. Here's Why

    Your listing appointment conversion rate is either building your income or quietly destroying it. Most agents have no idea which one it is. The average agent goes on 100 appointments and takes 20 listings. I go on 100 and take 85. That gap is not talent. It is not market conditions. It is not your CMA or your photography or how many years you have been in the business. It is skill. Specifically, it is seven skills that almost nobody in this industry is actually practicing. Here is what I cover in this session: ✅ Why your listing presentation skills are the single biggest lever on your income and why good service has nothing to do with winning the listing ✅ The three stages of every listing presentation strategy that separates agents taking 20 listings from agents taking 85 ✅ The exact real estate scripts for listings you need across all seven seller conversations, from setting the appointment through handling price objections and presenting low offers ✅ Why most agents are winging it and how to build a listing presentation close that works even when sellers push back on commission and contract length ✅ The math that proves how to take more listings is a skills problem, not a leads problem, and what to do about it starting this week I sold 2,000 homes. 80% from listings. 100 deals a year for 10 consecutive years. I built a real estate coaching company that Housing Wire named one of the top 25 in the country. I am not theorizing. I am reporting what works and showing you the system. If your income is not where it should be, your listing appointment conversion rate is the first place to look. Watch this.

    6 min

  6. Jun 4

    Stop Using Empathy on Pre-Foreclosure Calls

    Most agents think empathy is the right move when prospecting distressed homeowners. It isn't. It's why they're hanging up on you. The moment you mention foreclosure, divorce, or tax delinquency in your opener, the call is already dead. They don't hear concern. They hear an attack. I learned this the hard way working through these lists, and once I stopped leading with the distress reason, everything changed. Here's what actually works when you're cold calling distressed sellers: ✅ One universal market-condition opener that works across every list type, pre-foreclosures, divorces, tax delinquents, all of it. Stop memorizing five different scripts for five different situations. ✅ The exact follow-up questions that open sellers up after a flat "no", because the money is never in the introduction. It's in what you say after. ✅ How to use a soft "Hail Mary" probe on sellers who won't budge, without triggering the anger that kills most calls before they start. ✅ A pre-foreclosure cold calling script framework built to keep the conversation going, not slam it shut. ✅ Why distressed seller cold calling requires a completely different mindset than working a standard list, and the one shift that makes cold calling these leads actually productive. ✅ Real talk on cash offer calls, tax delinquent lists, and divorce leads, including what to say, what never to say, and how to keep it simple enough to train and delegate. If your real estate prospecting scripts aren't converting on distressed lists, the problem almost certainly starts in your opener. This fixes it.

    11 min

  7. Jun 1

    How to Prequalify Sellers When They Are Also Buying

    Most agents think prequalifying sellers is just about motivation and timeline. It's not. When your seller is also buying something, everything changes, and if you don't know how to prequalify a seller in that situation, you're walking into the appointment with zero leverage. Here's what nobody talks about: a seller who says "I need $800,000 and I have no wiggle room" isn't being difficult. They owe $300K and they're buying something for $500K. That price isn't stubbornness, it's a retirement plan. Once you understand that, the whole conversation shifts. This is exactly what I cover in this episodef: ✅ Why prequalifying sellers in real estate looks completely different when they're simultaneously buying, and the questions that expose that connection before you ever step foot in the appointment ✅ The equity conversation most agents skip, and how asking two simple questions about what they owe and what they're buying gives you more leverage than any negotiation tactic ✅ How to handle unrealistic sellers by understanding the why behind their number instead of pushing back on it blindly ✅ The real estate seller questions you need to ask before the listing appointment to know whether this person is worth your time at all ✅ A complete seller buyer real estate strategy for situations where both sides of the transaction are connected, including how to use their target property as a tool to unlock motivation on the sale ✅ Listing appointment questions that filter out the tire-kickers and give you a clear picture of what the seller actually needs to make the deal work If you keep taking appointments with sellers who seem motivated but stall out on price, this is the thing you've been missing.

    6 min

  8. May 31

    Why Your In-House ISA Is Cutting Your Profit in Half

    Most agents who struggle with time blocking think the problem is discipline. It's not. The problem is that you've trained every person in your life to interrupt you, and you don't even know you did it. You're not behind because you're lazy. You're behind because your business is running you instead of the other way around. Every offer that pops up gets presented immediately. Every call gets answered. Every problem that isn't yours becomes yours. That's not being professional. That's playing whack a mole with your livelihood. Here's what actually works: ✅ Time blocking for real estate agents is not about a pretty calendar. It's about rigid flexibility, the building's burning down, you stop. Everything else waits. Those 3 hours in the morning are what make the whole machine run. Stop letting people steal them. ✅ The truth about outsourcing your ISA will surprise you. Training in-house callers sounds smart until you see what it does to your margin. One agent went from 25% to 50% profit just by switching to an outsourced model. You don't get what you expect, you get what you inspect, and most of you can't inspect yourself, let alone a calling team. ✅ Delegating in real estate the right way means solving the biggest problem in the equation and paying someone else to carry the rest. Probate leads and cash offer funnels handled by a telemarketer team you don't have to babysit, that's the real estate lead generation system that actually scales. ✅ High producers hunt their business. They protect their real estate prospecting system like it's the heartbeat of the whole operation. Because it is. Stop making your business harder than it needs to be.

    6 min
See All (579)

5
out of 5
25 Ratings

About

Welcome to the Aaron Novello Podcast!Are you looking to master the art of real estate sales?Do you want to level up your business and lifestyle?You are in the right place!Aaron and his guests share winning real estate sales strategies and techniques and show you how to win the inner game that leads to financial freedom.Get ready.Here is your host, top producing real estate agent and coach to some of the top agents in the U.S. and internationally, Aaron Novello. 

Information

  • Creator
    Aaron Novello
  • Years Active
    2020 - 2026
  • Episodes
    579
  • Rating
    Clean
  • Copyright
    © 2026 The Aaron Novello Podcast
  • Show Website
    The Aaron Novello Podcast

You Might Also Like