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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Get actionable ideas, insight & inspiration to turn your real estate career into a life of freedom. Real Estate Uncensored delivers 3 live shows/wk showing you how to blend the latest high-tech and high-touch prospecting, sales and marketing strategies to grow your real estate business. Featuring interviews with mega agents like Joshua Smith, Jeff Cohn, Brett Tanner, Greg Harrelson, Jeff Latham, Aaron Wittenstein, Marti Hampton and many more. You’ll learn how to make 100+ calls/hr, how to use prospecting systems and scripts to sell 500 homes/yr, how to bring homes to market & actually get them sold, how to run high-tech open houses & much more. Co-hosted by Greg McDaniel, the "Junior Grandmaster" / Bay area Realtor, and Matt Johnson, partner in Elite Real Estate Systems / founder of Pursuing Results, a podcast PR + production firm.
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Sep 10, 2019

We tend to think of our businesses as a way to make money, and something we should keep separate from our personal lives. Is it possible to embrace our personal beliefs and passions, while also benefiting our businesses? How can we use our businesses to increase awareness for the charities we believe in? On this episode, host of the Dreaming of Cooperstown podcast and social entrepreneur Scott Morris shares how we can build social good into our businesses. 

Making a difference in other people’s lives will bring the riches and success you’re chasing. -Greg McDaniel

Takeaways + Tactics 

  1. Our businesses and passions don’t need to be separate. We can merge the two by donating a portion of what we receive from clients to a charity we or the client are passionate about.
  2. Don’t worry about being vulnerable. Sharing our stories with clients only endears us to them.
  3. Create a network of business owners with shared passions and interests. This boosts our profiles while spreading awareness for the causes closest to our hearts.

As business owners, we have the power to bring awareness to the issues we feel strongly about. We no longer need to hide our advocacy or be afraid to share why we support certain causes. Use the positions we occupy for good- there’s no reason why our businesses shouldn’t benefit from our social good. In fact, we can do good while benefiting our businesses.

 

Guest Bio

Scott Morris is the founder of SRM Real Estate Group. As a social entrepreneur, his business model is based on promoting social good and encouraging advocacy for good causes. He is a speaker, advocate for type 1 diabetes, and the host of the Dreaming of Cooperstown podcast.

To find out more about Scott, visit Scottrmorris.com  and Srmrealestategroup.com


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Sep 5, 2019

There are some common fears that agents have when they scope out a speciality, and they center around having enough business and feeling like they’re limiting themselves. How can we overcome these fears? What should we be looking at when deciding on niche markets? How can we add value to the clients we serve in the downsizing market? In this episode, Kim Stanley explains what we need to do to specialize in the downsizing market, as well as how her downsizing specialist course can help us build our business.

There are six subsets of downsizers and you should choose the sub-niche that fits best for you and for your market. -Kim Stanley

Takeaways + Tactics

  1. The most difficult thing clients face when downsizing is letting go of their belongings. We need to be able to guide and advise them through the process of getting rid of things that aren’t worth anything, and that aren’t of any further use.
  2. When looking to specialize, we need to research the statistics on a national and local level to make an informed decision. The numbers and money point to the downsizing market, and it’s a market that’s on the increase. 
  3. There are different subsets and types of people who downsize - seniors, divorcees, empty nesters - and we should be focusing on the subset that is the best fit for us and our market.

 

Nationally, 10,000 people turn 65 every day and together they’ve got $2,5 trillion to invest in real estate. The people who fall into the downsizing market are the most financed niche in the United States. One of the toughest decisions agents have to make is choosing what to specialize in, and there is a lot of fear around making this choice. By looking at demographic and market statistics in our area we can put those uncertainties to bed and cater to the needs and wants of the sub-niche market that aligns with us and our local market.

 

Guest Bio

Kim Stanley is the President of and Real Estate Coach for Downsizing My Home LLC in Austin, Texas, and a Broker/Realtor of the National Association of Realtors. Kim has spent over a decade immersed in the Senior/Downsizing industry as both a real estate professional and most recently as a Senior Move Manager. Her personal and professional experiences in overcoming the overwhelm of her clients led her to write a workbook called “Making a Downsize Move - Your Guide to a Rightsized Lifestyle”, which includes a Downsizing Toolkit. Kim has used her workbook to help hundreds of people move forward more quickly, easily and with less stress. She is passionate about equipping real estate professionals who serve downsizing home sellers and buyers with enhanced resources and unique messaging to create a fulfilling, successful career.

https://www.facebook.com/Downsizing-Specialists-in-Real-Estate-1014805062032093/


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Sep 3, 2019

For newer agents, the biggest challenge is getting those first leads going in order to get your first deal. How can we create opportunities to get in front of potential clients? How can we do open houses well? How can you build pieces into your business to increase your chances of getting a deal? On this episode, Colemere Realty leader, Bryan Colemere shares on how to work your way towards your first deal. 

Don’t let the fear of not knowing stop you from making the call or holding the open house. -Bryan Colemere 

Takeaways + Tactics 

  1. If you’re struggling and need to get the business going, hold an open house. 
  2. Other agents are not your competition, they are your salesforce. Look at them as a gateway to more clients. 
  3. Don’t think you have to be fastened to your desk to get business. Take part in your hobbies and social events and make sure people know that you’re in real estate.

Even as a new agent, you have access to many people who can help lead you to your very first deal. The first thing you need to do is really zone into your sphere of influence and start letting them know what you do. Don’t be afraid to make calls, hold open houses and making sure your community knows that you’re in real estate. It might seem challenging to get that first result, but if you leverage your time wisely and employ different tools, you can get results. 

Guest Bio

Bryan is a Real Estate agent for Colemere Realty Associates in East Sandy, Utah To get in touch email bryan@colemererealty.com and to get access to training material, go to https://www.facebook.com/utahrealestatetopproducers/


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Aug 30, 2019

The path to happiness and success is full of mental traps that our minds put us in. We create all these reasons why we can’t do something based on uncertainty or ease, especially when we are starting out. How does facing adversity help us minimize excuses? What mindset should we have when making commitments to ourselves? How can we train ourselves to consistently spend time working on our personal goals? In this episode, Justin Zimmerman talks about personal growth and development, and how building rituals and routines into our lives can help us grow in the way we want to be growing.

Everything starts with how strong and serious your internal commitment to yourself and to your goals is. -Matt Johnson

Takeaways + Tactics

When we face enough adversity and overcome it, the voices in our heads that tell us we can’t do something become insignificant and the excuses we used to make for ourselves become irrelevant.

 

We often don’t honor the commitments we make to ourselves in the same way we honor those with others. Once we make a commitment to ourselves, we need to honor it and get over our excuses.

 

When we have a dedicated time every day for doing what we need to do to reach our personal goals, we are training ourselves to do it automatically. Our excuses for not spending time working towards our goals fall away because it’s pre-negotiated.

 

The commitments we make to ourselves are just as important as the ones we make to others, yet we seem honor them less. These commitments, and the fulfillment of them, play a big role in our sense of self and our confidence. We need to get past the excuses and negotiations we have with ourselves about taking the steps to reach our personal goals by making sure that we have a dedicated time blocked off every day to work on these goals. Once we have built this into our schedule, the excuses we used to make fall away because taking that action becomes automatic and something that we have pre-negotiated. 

Guest Bio

Justin Zimmerman is the Director of Content Development at REDX, a SaaS-based software company that helps real estate agents develop sustainable businesses. REDX provides the highest quality lead data for prospecting and empowers agents with the best practices for acquiring new clients. Justin runs a content team that teaches real estate agents to build successful and predictable businesses and he loves that the sole purpose of his work is to educate and enrich people's lives. He has built a content creation system, and a team around this system, to relentlessly discover their audience's needs and the solutions to those needs. Justin and his team understand what blogs, videos, social media, and webinars they need to create to best help agents, and that's why thousands of agents trust REDX to help them get smarter, faster, richer, and most importantly, confident.

https://www.theredx.com/blog/

https://www.instagram.com/justinzim.personal 


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Aug 27, 2019

Most agents feel like they can’t buy investment property because they don’t have the money to. Instead of focusing on our money that comes in and goes out, we should be looking at what assets are available to us. How does the banking system keep us poor? How can we break free from that? How can we use money and assets in a way that helps us build a life of freedom? In this episode, Chris Naugle discusses how the banking system really works, and how we can adopt its systems to be more successful.

You can double your money and you don’t have to work any longer or any harder or change anything in your life - you just have to use the money that’s sitting there doing nothing. -Chris Naugle

Takeaways + Tactics

We need to start working on our business instead of in our business, and our business will explode.

 

We don’t need to have money to be successful - we have to be resourceful and learn how money works, and we can figure out how money works by looking at what banks are doing and duplicating it.

 

To be successful people we need to do two things really well: invest our time and invest our money. 

 

The banking system is set up to make banks more money and to keep us reliant on them in a cycle of debt. By using money from 401(k)s, home equities and other assets that are just sitting there doing nothing, we can invest in ourselves and our business and become our own bank. If we don’t have assets like these, we need to approach those who do with the opportunity to use and make money from their assets that are otherwise sitting stagnant. We need to learn how to make money work for us so that we don’t have to work harder for less.

Guest Bio

Chris Naugle is a nationally recognized entrepreneur and has managed over 30 million dollars in assets in his 16 years of high-level experience in the financial services and advisory industry. Chris specializes in alternative investments, retirement strategies and wealth accumulation. Using his expert knowledge in finance he has successfully bought, renovated and sold hundreds of properties. Through his passion and success in real estate, Chris became co-founder and CEO of FlipOut Academy, a real estate education company that coaches its students on how to get results and create passive income through real estate. He has built and owned 16 companies since 1992. Chris went from a $500 loan in his mom’s basement to having a 10,000 square foot incubator office space and a multi-million dollar real estate business. He also hosts his own podcast “Real Estate Money School”, and has authored a book called “The Private Money Guide”.

https://chrisnaugle.com/

https://www.amazon.com/Private-Money-Guide-Solutions-Finding/dp/1790757762

https://chrisnaugle.com/category/podcast/


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Aug 21, 2019

There is a language and a flavor to every different social media platform, and we should therefore have content that makes sense for each of these platforms. We can make the most boring content engaging by putting it across in a relatable way, we just need to change our mindset about our content. How can we leverage social media algorithms to our advantage? How do we create engaging content? What can we do to improve our hashtag strategy? In this episode, social media and social sales expert, Chelsea Peitz explains what we need to do to use Instagram effectively, and how doing so will help our brand and business grow.

High-touch is critical today - just because it’s technology-involved it doesn’t mean that you’re taking the humanity out of it. -Chelsea Peitz

Takeaways + Tactics

  • We can leverage Instagram’s current two-way mutual engagement algorithm to our advantage by engaging with people on Instagram, especially via direct message. Our posts go to the top of their feed when the algorithm registers that we are interacting.
  • In order to create engaging content on social media, our content needs to fall under the following five E’s: educational, entertaining, engaging, exclusive and emotional. 
  • We need to avoid making these three common mistakes when we use hashtags on Instagram: not using enough hashtags, using hashtags that are too broad, and using non-relevant hashtags. 


There is a lot to learn about social media algorithms - not only are they always changing but they are different on different platforms. We can leverage and work with these algorithms if we know how to use them. Our industry is still about relationship building, and we need to be able to build that trust through technology. By posting and sharing the right content for the platform regularly, recognizing the difference between the various content streams on a platform, utilizing relevant hashtags, making use of direct messaging, and changing our mindset about the content we put out there, we can use social media platforms like Instagram to not only build our brand, but make relationships and generate more business.

Guest Bio

Chelsea Peitz is the National Director of Social Sales at Fidelity National Financial and is the Creator and Host of The Voice of Social Sales Podcast. She mentors elite sales teams and operational leaders to create impactful personal brands that will multiply their market share and mindshare. Through her corporate training programs, she helps her nationwide 30,000-strong team develop client-focused content that shares value, create a trustworthy reputation that attracts their ideal client, engage authentically, feel empowered by social media, use social networks with a purpose, and get more clients and close more deals. Chelsea also provides weekly video tips on Community Growth Strategies, Social Platform Updates, Organic & Paid Lead Gen, Content Planning and Personal Branding on LinkedIn. She graduated college before Y2K which means that she didn’t grow up with social media, and started a professional career before Facebook existed. She was in sales before social, and she knows what it’s like to feel overwhelmed by the platforms and unsure of how to begin building a brand and generating business. Chelsea’s mission is to lead with heart, humility and most importantly, humanity.

https://www.instagram.com/chelsea.peitz/

Jul 26, 2019

Most real estate agents come across deals they could invest in and miss out on the opportunity to create wealth. How are the investment opportunities different for single family and multi-family properties? How can you identify a good deal? How can you start building the property to get into multi-property investments? On this episode, we’re joined by multi-family property investor JC Castillo, who shares how agents can get started. 

Takeaways + Tactics

The three things you should look at for multi-family investments is location, financials, and value creation potential. 

Multi-family units are priced differently to single family homes which use comps. Multi-family units are priced based on profits and performance. 

Value plays are the X-factor in successful multi-family investment. These are improvements and changes you can make to the units to add value to them.  

 

Through multi-family property investments real estate agents can build wealth and set themselves up for a better future. If you can find a property in a good location, with good financials and the opportunity to add value to the units, you can do very well. What’s key is getting the education to help you get started, and if possible to partner with other people to make the whole process less overwhelming. 

 

Guest Bio 

JC Castillo is a real estate investor and Managing Principal at Multifamily Property Group. In 2006 he founded Multifamily Property Group (MPG), a private equity firm focused on acquiring, renovating and operating large scale value-add apartment properties. Based in the Silicon Valley, JC connects California capital with out-of-state investment opportunities that have made his clients millions in cash flow and many millions more in appreciation. His personal investment philosophy is simple - go long, not short with tax advantaged, cash flowing real estate in quality locations. For more information and for a free 15 minute call with JC, go to https://www.multifamgroup.com/ and use their contact page to get in touch. You can also check out the Apartment Investor Network on Facebook https://www.facebook.com/apartmentinvestornetwork/ 



Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jul 23, 2019

Video content is probably the biggest component of being able to grow your influence and database online. How can you leverage video content? What kind of content can you create if you want to engage with people? How can we evoke emotion using video? On this episode, we’re joined Genesis Home Team leaders Eli Schmidt and Will Grimes share their winning video content strategy. 

The more positive emotions you can invoke for someone, the more they will like you and want to know more about what you do. -Gene Volpe 

Takeaways + Tactics

 

You don’t have to be an expert to create content. By documenting the things that work for you, you’ll also alleviate arguments and negativity from social media because you are just sharing your own experience. 

 

Don’t beat people down with selling what you do, just show up consistently and when the need arises, people will want to work with you. 

 

Don’t look for immediate ROI/cause and effect in your video content. You have to be consistent and persistent to get results. 

 

When it comes to real estate, people are already sold on the what, they want to buy or sell a house. What they need to be sold on is the person they need to work with. This is where video content comes into play. It allows you to show off your personality and value which makes people want to work with you. If you set yourself apart and always show up authentically, you will attract your database. 

 

Guest Bio 

Eli and Will are the team leaders of Genesis Home Team, based in Denver, Colorado. For more information, go to https://www.genesishometeam.com/. Find Will on Facebook and Instagram https://www.facebook.com/will.grimes.12 https://www.instagram.com/will_grimes/

Follow Eli on Instagram https://www.instagram.com/realestateandweights/.

 

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

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Jul 19, 2019

When it comes to becoming successful in real estate, our daily schedules and how committed we are to them are key. How do you structure your time to prospect, generate leads and still have a life? How do you follow through and hold yourself accountable to the not-so-fun but necessary parts of the job? On this episode, we’re joined by Gene Volpe to discuss how to set a schedule that helps you achieve your goals. 

You’ll learn about;

  • How to set work themes for different days of the week 
  • How self-identity plays into our ability to follow through on our schedules

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Subscribe on YouTube

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jul 16, 2019

As real estate business owners, a huge part of our businesses can be leveraged and assigned to other people. We can prepare ourselves for this by looking at what you’re currently doing, and if it’s the most important work that moves the needle. The next stage is documenting everything. This is key because it helps us lay out what we need to do next and which positions to hire for next. 

You’ll learn about; 

  • The “I Do It” phase and why learning is the most important thing in it.
  • The “We Do It” phase, and why the most important thing is adding leverage. 
  • The right way to onboard any team member.

Guest Bio

David Ramsey is the CEO of MyOutDesk. Founded in 2008, their mission is to provide Realtors with indispensable leverage through Virtual Professionals to help them regain their time freedom and have the ability to grow their business, all while reducing costs. Go to https://www.myoutdesk.com/ for more information. 


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jul 10, 2019

For many real estate team leaders, the job and the money they make comes with a high level of stress which destroys their quality of life. What are some of the biggest mistake agents make when it comes to the business models they built? Why is it so dangerous to be heavily invested in buying online leads? Why is the service we provide so critical to our success? On this episode, Real Estate B School founder and Business Freedom Podcast host, Lars Hedenborg joins us to talk about how he helps real estate teams run on the right models. 

A lot of teams aren’t set up on the right economic model or the right service model and most team leaders have to be in production because of those two things. -Lars Hedenborg  

Three Things We Learned

The problem with real estate teams 

Most real estate teams are held back by how they are built. They hire a collection of agents with no shared core values, they spend way too much money on marketing and they don’t focus on providing a good service. 

A strong business isn’t just about leads, it’s also about service

It’s not just about putting down money for leads, it’s also about the service you provide on the back end. Most teams could probably break even on online leads for a while, if they were also pairing that up with a strong commitment to repeat and referral business. 

Why it’s not wise to invest in mass advertising 

Real estate agents got drunk on the leads they were getting from Zillow, but just like all mass advertising nowadays, you’re paying a premium to reach unqualified, undifferentiated people. 

 

What business means to most real estate business owners is putting in a lot of hours, bringing tons of stress home to their families, and failing to increase their net worth. Unfortunately, running a business this way is unsustainable, especially if you’re heavily invested in online leads. To make a change, it might be necessary to reduce your transactions, start focusing on giving a high level of service, get marketing spend under 10% and work with agents who are willing to get a value-based commission. 

 

Guest Bio

Lars Hedenborg is the CEO of High Performance Real Estate Advisors and the Founder of Real Estate B-School. After leaving a corporate career behind him, Lars decided to join the real estate industry on the eve of the financial crisis. Despite starting his journey during such a volatile time, however, Lars became incredibly successful. His triumph led to his decision to help others in the industry, and today he is passionate about coaching agents and entrepreneurs.

 

To find out more about Lars and his coaching, head to: https://www.realestatebschool.com/.  

Check out his podcast, The Business Freedom Podcast https://blog.realestatebschool.com/podcast


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jul 2, 2019

A lot of Realtors don’t really understand where their business is coming from or who their main audience is, and many who are active on social media are not generating sales from it. What does it take to connect with people and build real relationships online? How can we get clients on social media without paying? How do we translate engagement and attention on social media into sales? In this episode, David Greenspan explains how we should be approaching social media to build our brand and give ourselves more opportunity.

If you’re on social media every day building a little bit of mindshare, the reality is the brand is building and you’re giving yourself more opportunity. -David Greenspan

Takeaways + Tactics

We have two main audiences: people we know and people we don’t know; and by continuing to build the relationships we have with people we can positively transform our business.

 

We need to be doing five things to build a good social media presence: make posts, like and react to other people’s posts, comment on other people’s posts, share other people’s posts, and send out friend requests or follow people.

 

We can best build relationships online by evoking emotion. It is the fun, silly, relatable content that generates responses, and we need to be having conversations in order to build relationships.

 

The types of education that are currently out there for Realtors teach a lot about the legalities and what to do when we sit down with a client, but they completely bypass how to get a client there in the first place. By consistently delivering the right message to the right audience via the right channel, we can have real conversations with people, take those conversations offline, and give ourselves more opportunity to make a sale.

 

Guest Bio

David Greenspan is the Vice President of KiTS (Keep-in-Touch Systems) and has been working with sales people and teams across Canada for nearly a decade, helping them build and grow MindShare. We see over 3,500 advertising messages a day, we notice six, and we retain two. As marketers, we create the noise, and then we spend every minute of our days trying to break through it. David, an expert in ‘WOW’ factor Keep-in-Touch marketing, shows audiences in a fun, energetic and down-to-earth way how to use the science behind marketing to make business come to you. His specialties are cross-channel marketing, concept, execution and variable data.

https://mindshare101.com/

https://www.facebook.com/mindshare101/

https://www.instagram.com/davidgreenspan101/

https://www.linkedin.com/in/david-greenspan-1b085713/

 

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jun 21, 2019

One of the things that happens to many of us is that we set goals in our personal and professional lives but we find them in conflict. What is the core reason behind this conflict? How do we prioritize our goals? How do we overcome the stories we tell ourselves that hold us back? On this episode, we are joined by the Silicon Valley Coach, Kelly McCarthy, who talks about how to get more clarity and focus in our goal setting.

We can talk about goals all we want, but our internal ladder of values is actually what determines our behavior. -Matt Johnson  

Three Things We Learned

The cause of our goal conflicts

The reason people find their personal and professional goals in conflict is that they put every single value and goal on the same level. There is an order of importance in our goals and it plays out in everything we do.

The importance of slowing down to focus

People are natural doers and they can easily charge towards their goals, but very often what people need is to do a lot less and be. That means they have to slow down and focus.

The purpose of coaches

Learning your values and living into them creates new neural connections in your brain, it’s like building a muscle. It’s a new connection that needs to be strengthened. The coach holds you accountable for living into that value on a daily basis so it becomes who you are instead of it being an effort.  

 

When it comes to setting and achieving our goals, we often think we need to pile on more goals and take more action, but sometimes what we actually need to do is focus and slow down so that there’s clarity before any action is taken. It’s critical to take the time to figure out where your goals lie in order of priorities so that we stay true to our values. By taking the time to really think and feel what we want to do, whatever we do from there will be authentic.

 

Guest Bio

Kelly is a Certified Silicon Valley Lifestyle Coach. She works with clients who are ready to identify, be driven toward and held accountable to reaching professional and/or personal goals. Go to https://www.thesiliconvalleycoach.com/ for more information or call 925.2530.8051.


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jun 20, 2019

Being an agent in the shifting market that exists today can be challenging, and the changes that are taking place are easier to ignore than to face and act on. How are iBuyers impacting our business? What can we do to integrate iBuyers into our own business? How does specialization and teamwork help us give better service and grow? In this episode, Verl Workman discusses lead generation, lead conversion, and iBuyers, and what we can do to compete with new challenges in our marketplace.

Tracking the right things, understanding your business, focusing on profitability and developing your people - that’s really the crux of running a successful business. -Verl Workman

Three Things We Learned

How to help clients feel at ease with our team

We think that we need to do every single thing for a transaction and that clients expect that of us, but consumers today are trained to deal with specialists. When we are clear that we are the main point of contact but that other specialists will be dealing with each level of the transaction, we create a better client experience.

How to make iBuyers part of our business

We can include advice on and negotiations with iBuyers in our contracts with sellers to assist them in the listing process. By doing so we can make the process more hassle free, and keep our seller’s transaction local rather than having to deal with online strangers at a national level.

Using systems that create freedom

When we look at our business as transactional, we are seeing it as an agent selling houses. We need to think about our business like a leader would by delegating what occupies most of our day, and by focusing on business development, people development and profitability.

 

Everybody likes to believe that iBuyers aren’t affecting them until they start losing listings to them. We need to lean in to market shifts and talk about them in order to continue to play a role in the transaction process. By working ourselves into every conversation that our consumer is a part of, we remain a part of it too. When we focus on the customer experience, work with a team of specialists and focus on profitability over cash flow, we make room for our business growth in a shifting industry.

 

Guest Bio

Verl Workman is the Founder and CEO of Workman Success Systems, and he is a Professional Speaker, Consultant and Coach. Over the course of a career spanning nearly 20 years, Verl has delivered over 1,000 seminars, webinars, keynote addresses and other motivational messages to real estate and sales professionals around the world. His coaching focuses on motivating real estate agents and brokers to get real results with today's technology. Verl has over 18 years of public speaking experience, and he earned the Certified Speaking Professional (CSP) designation from the National Speakers Association in 2016. He specializes in sales training and incorporating technology for maximum performance, and his winning attitude and undying passion infuse every encounter with a sense of discovery that empowers him to inspire his clients and truly change lives.

verl@workmansuccess.com  

https://workmansuccess.com/


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jun 19, 2019

While there are vast differences between what’s happening in the various high-end markets across the country, there are things that we can do to boost our sales regardless of our market. What is the state of high-end markets at the moment? How can staging and recommendations impact our probability of selling? How can we expand our pool of potential buyers? In this episode, Michael LaFido discusses what agents can do to maintain and grow their sales rate in a shifting high-end market.

7 out of 10 times there are things an agent could do that are within their control to position a home differently and more effectively. -Michael LaFido

Three Things We Learned

Dealing with open house objections

We have to cover one main area of objection when it comes to high-end open houses, and that is security. By bringing on more people to host the open house with us, asking for viewers’ identification details and advising the seller to put away valuables, we can better ensure a low-risk open house.

Growing our pool of potential buyers

By encouraging our sellers to let their personal networks know that they’re selling, and by sending the same message to their neighbors, we can increase the amount of potential buyers for the property. We can motivate sellers and neighbors by explaining how this will give them some control over who their buyer and new neighbor is.

Articulating recommendations without offending

Being able to articulate our staging advice to sellers without offending them is very important. Instead of saying it in a way that comes across as our personal opinion, we should explain why it makes sense from a market research perspective and how it will help their house sell.

 

In order to keep our sales rates steady and growing in a shifting high-end market, we need to be able to advise sellers on how to best position their property so that it gets the most views, clicks, and eyeball traffic. When advising, we should be careful of how we articulate our recommendations so as not to offend, and so that they understand what changes will help their property sell. We can reach more potential buyers by using social media effectively and tapping into sellers’ personal networks. In this way, we can compensate for some of the more prominent shifts in our market.

 

Guest Bio

Michael LaFido is a top-producing luxury Realtor®, a national trainer and a leading authority in luxury real estate with over seventeen years of experience in the industry. Astounding results from his pioneering methods have created tremendous demand for his consulting services, as well as his Marketing Luxury Expert Certification. Throughout his career, Michael has displayed the importance of superior marketing when positioning a home for sale versus traditional marketing methods. Michael is the founder of the Marketing Luxury Group. The Marketing Luxury Group assists other real estate agents and affluent homeowners by providing turnkey marketing services including lifestyle marketing, strategy, consultative, and PR services to help agents and owners sell luxury homes using his proven and repeatable strategies. Michael is the author of “Marketing Luxury”, the best-selling book “Cracking the Real Estate Code” and “Luxury Listing Specialist”. Michael’s marketing has been featured by numerous publications and media outlets. He is the founder and creator of the nationally recognized Marketing Luxury Expert Certification program (LUXE) for real estate agents, a nationally recognized leading authority in the real estate industry and is frequently asked to speak and present at national conventions.

michael@marketingluxurygroup.com

https://www.amazon.com/Luxury-Listing-Specialist-Book-Dominate/dp/1974582604

www.luxurylistingspecialist.com  

www.luxuryspecialistgear.com   


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jun 7, 2019

Buying a house is not only a huge financial decision, but a huge life decision. Buyers often make mistakes because of the fantasy they have of the perfect home, and these mistakes are ones that can greatly impact their lives. How can we help buyers make more informed decisions? What do we need to consider other than their financial position? How do we approach the conversation without offending our client? In this episode, Bill Joyce explains how we as agents can deliver a more holistic service to clients.

There are a lot of mistakes we can make as we chase this fantasy of the dream home - the perfect, happy home - and these are life-changing mistakes. -Bill Joyce

Three Things We Learned

The difference between the price and the cost of a home

We need to remember that the price of a home is not the same as the cost of a home. The price is what you pay upfront and the cost is the ongoing bills and maintenance. When buyers don’t consider the cost, it impacts the lifestyle they thought they could have.

Calculating budget based on personal affordability

A lender is not a financial advisor, and they tell buyers what maximum the bank is willing to lend them rather than how much the buyer can afford to spend. A bank’s lending guidelines have more to do with their profit than a buyer’s happiness, and buyers need to treat buying a home like a financial planning exercise.

Working backwards to make holistic buying decisions

Agents should encourage buyers to figure out what a happy home looks like to them based on their lifestyle and family needs first. When we allow buyers to make decisions based on their fantastical pursuit of the perfect home, the reality often undermines it as they have not considered all the factors.

 

Time and money are the two most precious, limited resources we have to work with, and a house will consume both. When advising buyers on purchasing a home, we need to make sure that they are carefully considering their finances, lifestyle and family. We need to encourage and equip them to make a sensible purchase that aligns with the things they value in their life so that they don’t make decisions that undermine the idea they had of their life in their new home.

 

Guest Bio

Bill Joyce is the Owner of Charter~Home in Sacramento. Bill spent 20 years as a consultant out of New York advising corporate clients and travelling the country. Over the years he ended up developing an impressive client list which included American Express, Pitney Bowes, the US Postal Service, along with every major New York advertising agency. Bill was routinely asked to speak at conferences and conventions in his field and wrote articles for trade magazines. In 2004 he changed his career to real estate, a field where his work ethic and problem solving skills could have a genuine impact on people’s lives, with less travel. Bill found his home and purpose in the American homeowner - those stuck in overpriced homes facing the staggering cost of overpaying for housing and stuck where they are for a decade or more. He is writing a book and online newsletter “Surviving the American Dream” in an attempt to spread the word about what really happened with the crash, as well as provide practical advice for taking control of your financial future. In recent years, home ownership has had a disastrous financial impact on the lives of millions of Americans and Bill wants to fix that, one family at a time.

http://www.charter-home.com/

http://www.survivingtheamericandream.org/


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jun 6, 2019

Our work can sometimes consume us to the point where it becomes all that we do and think, and it is detrimental to not only our business but to the other areas of our lives. How can we create freedom within a business model? What kind of team works in this business model? How and where can we cut back on investments in order to hone in on the best ones? In this episode, Bart Vickrey explains what transitions, transformations and successes he had when he decided to shift his mindset from wanting more, to needing less.

What’s wrong with the systems, processes and philosophies that we follow is that once we have what we want, we still want more. -Bart Vickrey

Three Takeaways

The importance of a small, skilled team

It’s important to recognize what your skill set is and then build a team whose skills compensate for the skills you don’t have. When you have a small team it is easier to have a more personal professional environment which is valuable not only in the workplace, but with building client relationships as well.

How to scale back investments

When we have invested too much and need to scale back and focus, we need to consider two main things. The first is which investments do we like the least, and the second is which investments make the most geographical sense in terms of our base.

How to make the most of our database

We need to reconsider how we think about and approach our existing database. If we build personal relationships and show our vulnerability through a proper communication plan, we can retain more clients and generate more leads.

 

The real estate sales business is phenomenal, but the job of being a real estate agent is often not as great. Practices like cold-calling and door-knocking are part of what makes it tedious, and chasing commissions can often lead to overworking. We need to rethink our approach and consider cutting back in areas that are saturated, and really focus on adding value to our database in a more personal and vulnerable way. When we shift from chasing what we think happiness is to living a good life and having peace of mind, we can have a successful business and a balanced lifestyle.

 

Guest Bio

Bart Vickrey is the Founder of real estate guru website, realestategoodlife.com, and has over 20 years of experience in the real estate industry. He built a team of incredible people that help service his clients at a very high level, and they've created systems that allow him to sell more real estate than anyone else in his market whilst working no more than 20 hours a week. Agents often work 60-70 hour weeks selling 10-20 homes a year, whereas Bart and his small team sold 151 homes last year working less than a third of those hours.

http://realestategoodlife.com/


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

May 22, 2019

Generating leads is often a tedious and difficult task for real estate agents, and the ways in which we go about doing so have been the same for a long time. What are some unique lead generation techniques we can use? What makes Facebook ads work as a tool to get leads? How is a Facebook ad different to a PPC ad? In this episode, Zachary Nussbaum and Shayne Hiller discuss using Facebook as a lead generation tool for agents.

The front-end offer of a Facebook ad is one of the most vital things to get more low-cost as well as better quality leads. -Zachary Nussbaum

Three Takeaways

The Importance of The offer in a Facebook ad

What you’re offering is the most important part of your Facebook ad. It allows you to get high quality leads at less of a cost. You need to have an appealing deal that your potential lead will find value in.

 

It’s not about the property, it’s about the deal

It’s important to remember that the leads you generate are a result of them already being in the market, not because of the specific house you’re advertising. This gives you the opportunity to capture leads with a good offer, and it’ll then make it easier to connect with them and eventually convert them.

 

The difference between Facebook ads and PPC ads

We often think that higher intent leads are more competitive. With Facebook, even though the leads are higher in the funnel, they are not nearly as competitive because you can get in front of a lead before anyone else does. PPC ads will also cost you five times and more than a Facebook ad, and you’ll get less conversions from them.

  

When it comes to lead generation and conversion, the overarching goal is to provide some kind of value. Facebook ads are an effective way to generate quality, low-cost leads while at the same time providing value through offers. Potential leads have a lot of options, so it is vital to build authentic connections and rapport with them so that you can set yourself apart. Having a script to follow is an essential part of initial relationship building, and once you’re in front of your lead if you continue to develop the relationship and add value, you set yourself up to convert.

 

Guest Bio 

Zachary Nussbaum is a Digital Marketing Specialist at Braintrust Interactive who works to consistently connect real estate professionals with potential clients. Zachary aims to cut out the need for agents to talk to hundreds of unqualified leads, and has for the past five years helped agents generate, nurture and convert leads. He and his business partner Shayne Hiller spend $100,000 a month on Facebook ads to generate and convert leads for real estate agents. They are experts in lead generation, lead conversion, ISA team building and Facebook ads.

https://www.facebook.com/groups/REMCM/

www.braintrustinteractive.com

zach@braintrustinteractive.com


Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

May 16, 2019

Social media plays a huge role in how businesses are run today. What are the nuances we should be looking at to make sure we’re approaching it the ‘right’ way? How is the future of real estate being shaped by social media and new communication technologies? On this episode, we discuss social media with returning guest and digital media expert, Gene Volpe.

The cost of reaching people online should always be compared to the cost of reaching people in the real world. -Matt Johnson

Three Takeaways

We’re moving towards one-to-one communication

Social media networks are beginning to move away from one-to-many communication. To do this, it seems likely that free tools like Facebook Live will become a paid service. As a result, your organic reach will, in all probability, drop. However, this shouldn’t necessarily be thought of as a bad thing, as online tools will still be more affordable than offline options.

Group messages are the future

A great way for businesses to build relationships with clients in the future will be group messages and chats. The participants in these groups will have freely opted into receiving your content, meaning they’ll be more receptive. While your reach may not be as wide, you’ll be making direct contact with the right audience.

Cold calls are in decline

While most people own smartphones, the reality is most don’t enjoy actual phone calls. This is a big reason why software exists to alert the recipient that they’re receiving a robo-call. Cold calling is no longer yielding the same results it once did, so it’s important that agents re-think their marketing approaches.

 

Social media and communication technology have made a huge impact on businesses in every industry. While it’s impossible to say for sure what the changes will be going forward, it’s a good idea to pay attention to the current trends and how they’ll affect your company. While social media may be changing as a tool, one thing is for sure: it’s here to stay and will have an effect on how you do business.

 

Guest Bio

Gene Volpe is the Lead Digital Architect at GVI Media. With more than 10 years’ experience in marketing, he is the go-to expert on digital media, nationwide. Gene is also incredibly well-versed in real estate, having been involved in over 200 transactions. Gene is passionate about establishing brands and believes the best way to reach wider audiences is through digital marketing and video content.

To find out more about Gene, head to: www.genevolpe.com

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

May 14, 2019

Inside sales bring a lot of value to a company, but a lot of businesses fail to create an inside sales team because they don’t know what they don’t know. What are the benefits of having inside sales? Does an inside team mean you have to do away with an outside team? On this episode, Kathleen Black and Shannon Smith of Kathleen Speaks share why inside sales are so important.

It’s not about the team leader getting rich, it’s about every team member having a better lifestyle. -Kathleen Black

Three Takeaways

 

Inside sales add value

Having an inside sales team boosts your business’s value. This is in terms of your recruitment process, as well as your ability to sell the company later on. Having a set system in place to manage the inside team is crucial for this to be effective.

 

Inside and outside sales teams can coexist

Having an inside sales team is great for nurturing relationships with clients who aren’t ready to enter into a transaction. However, it’s still important to have an outside team to deal with clients who are ready. The teams will compliment each other in this way.

 

Where entrepreneurs go wrong

While it’s important to have an ISA team, make sure you’re creating that team at the right time. Ideally, this should be when you have 3 to 4 strong selling outside agents. You also need to ensure you’re hiring the right person for the job- personality type is a big factor here.

 

The thought of creating an inside sales team is daunting, especially if you don’t know how it would fit into your company. However, once you do understand what it entails- and once you have a team that can accommodate it- inside sales can do a lot to improve everyone’s quality of life.

 

Guest Bio

Kathleen Black is the CEO of Kathleen Black Coaching and Consulting, Inc. Kathleen is one of the top Real Estate Coaches in Canada, as well as a professional speaker and educator. She’s also the driving force of the Ultimate Team Summit- the biggest summit of its kind in North America.

Shannon Smith is the Elite Coach at Kathleen Black Coaching and Consulting, Inc. With a background in inside sales, Shannon is passionate about teaching entrepreneurs how implementing inside systems can benefit them. Shannon is an avid public speaker, and puts her skills to good use as an elite coach.

To contact Kathleen and Shannon, email them on shannon@kathleenspeaks.com or admin@kathleenspeaks.com

To find out more, visit the website at: www.kathleenspeaks.com

 

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

May 1, 2019

Marketing is a vital part of real estate, and more agents ought to invest in it. How can you start creating a huge database of contacts? Do you need to follow traditional marketing strategies- or is there another way? On this episode, we speak to proud guerrilla marketer and serial entrepreneur, Greg Dickerson shares why he sees himself as a ‘transaction engineer’ how you can become one, too.

There is a secret to real estate: there’s nothing new. It’s all been done- all you need to do is find the best person and do what they’re doing. -Greg Dickerson

Three Takeaways

Two ways to build relationships and build our database

Being on the board of an organization is a great way to build a database of contacts and demonstrate your leadership ability. To get onto one of these boards, you have two options: buy it or build it. In other words, invest in an organization or establish one of your own. You’re expanding your network, and the community will benefit.

How to appeal to luxury home sellers and investors to fasttrack your way to $1 million in commission

Essentially, luxury real estate is no different from any other real estate sector- you’re still buying or selling a property. The difference lies in the details. To break ground in the luxury sector, you have to be knowledgeable about the market. You also need to provide excellent service, invest in a credibility package, and make reference to your firm.

If you're brand new, find the best in the business and go to work for them

When you’re starting in the industry, you want to make sure you’re learning from someone. Why learn from anyone other than the best? Seek out the top producer in your market and ask to shadow them. Make it clear that you’re happy to work for free, and pay attention to all the advice you receive.

 

Marketing is important, but it helps if you find innovative ways to brand yourself. Take every opportunity you get to meet new people, and ensure you’re connecting with them on a personal level. Position yourself as a pillar of your community, and be genuine about it. Plan to network with the top producers in your industry and not only connect with them, but learn their approaches. At the end of the day, your network is your net worth.

 

Guest Bio

Greg is a serial entrepreneur, real estate investor and developer. He served in the United States Navy right out of high school prior to his entrepreneurial journey. During his career he has bought, developed and sold over $200 million in real estate, built hundreds of custom homes and commercial buildings, developed multiple residential and mixed use subdivisions and started 12 different companies from the ground up.

Mr Dickerson is an expert on the topics of real estate development and entrepreneurship. He has spoken at real estate investing conferences and events around the country, he's been a guest commentator on Fox Business with Neil Cavuto and The Dave Ramsey Show and is a regularly interviewed on some of the top real estate investing and business podcasts today

To find out more about Gene, head to: www.genevolpe.com

 

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Apr 24, 2019

We often hear comments like ‘the truth will set you free’, but don’t apply the logic to our own lives. How can you start being more honest with yourself and others? What are the benefits of sharing yourself in your entirety -  good and bad - with the world? On this episode, we’re speaking to legendary life coach, David Wood who shares why all of us need to become more comfortable with sharing ‘nosebleed’ truths.

Practice ‘nosebleed truth’ with your partner. Share everything, and if they stay with you, you know you’re on a winner. -David Wood

Three Takeaways

Tell the truth, and let the chips fall where they may. Life can do a better job of leading us in the right direction if we allow it.

While telling the truth may be daunting in some instances, moments when you’re hesitant to be honest are exactly the moments you need to share what you’re thinking. Although we often try to control our lives, we never do a particularly good job at it- so stop holding it back.

 

Consider the ultimate question Einstein gave us: Is the universe friendly?

Asking if the universe is on your side is akin to asking what the meaning of life is. You’ll find that it’s easier to believe the universe is friendly- because if it isn’t, we should all live in a state of perpetual anxiety. Allow yourself to believe that everything will happen as it’s meant to.

 

Write your own ‘Warning Label’ - the things you're not very good at it, or things that might scare people off

 

Acknowledge your bad qualities- first to yourself, and then to others. It’s impossible to make strong connections with anyone until you’ve been completely open about your shortfalls. Be upfront and consider it a ‘warning’ label you display to the world.

 

Being truthful offers a great sense of freedom. Imagine being able to live life without the fear that something might come back to haunt you, or weigh on your conscience. The best part is, by being honest you’re opening yourself up to more connections than you could ever imagine. You may have a fear of rejection from telling the truth- but let the chips fall where they may. To live your best life, you need to be unabashed in your honesty.

 

Guest Bio

During his childhood, David Wood witnessed his sister’s death. While he initially pushed this reality out of his mind- and went on to become an actuary- later, David realized that he was finding difficulty in connecting with others. To change this, he began a journey towards coaching his own life, as well as others. This journey took him from his actuarial position, to that of a professional performer in a bar, where he was paid $50 per performance. Today, he’s widely regarded as one of the top life coaches in the world and is passionate about teaching others to share their truths.

To find out more about David, head to: http://playforreal.life/

Or: playforreal.life

Apr 19, 2019

The introduction of tech companies has caused anxiety in many industries, including real estate. Is your business in danger of failing in the wake of tech competitors? How can you keep doing business when so many of these companies gain popularity for their convenience and low prices? On this episode, owner and CEO of Omaha’s Elite Real Estate Group, Jeff Cohn joins us to discuss how your business can flourish if you embrace new technologies and digital platforms.

Be aware that you now have to differentiate yourself from the other agents AND big tech companies. -Matt Johnson

 

Three Takeaways

Change the way you offer value

With the rise of the millennial generation, we need to start adapting our approach to satisfy younger clients. Millennials prefer communicating over text and don’t want to make tons of appointments- so find ways to meet those desires. However, remember that there are older people who will continue to buy and sell for years to come. The best option, going forward, is a hybrid model.

 

Stop worrying about tech company prices

We’ve never not had to compete over prices. Stop agonizing over the prices tech companies offer and treat the competition as you always would have. Of course there needs to be an adaptation of sorts, but don’t assume that the presence of technology automatically makes you obsolete.

 

Share behind-the-scenes footage

One of the reasons clients might choose a tech company to buy or sell their properties is because they assume agents do little to no work. Use technology to disprove that theory. Share content that shows you doing all the tasks no one outside the industry knows about. You’re not only setting the record straight- you’re also opening yourself up to an audience and starting the process of them getting to know, like and trust you.

 

Technology isn’t going anywhere, so it’s vital that businesses adapt their models as soon as possible. However, even if you need to adapt, think of changes as a hybrid of sorts. You’re still speaking to past clients and networking- the only major difference is the platform you’ll use. Remember, what’s an asset to the tech companies can be an asset to you, too. Use technology to show clients aspects of the business they would previously never have known. Reach audiences previously outside your reach. Changes are always a source of anxiety- but sometimes they’ll end up taking your business to new heights.

 

Jeff Cohn is the owner and CEO of Omaha’s Elite Real Estate Group. Known for his legendary expertise in social media, Jeff and his team generate on average 2000 internet leads per month. Since exiting daily operations at his company, Jeff has continued to make his mark on the real estate industry. Today, he maintains a presence as a trainer, podcaster and speaker, among other commitments in the industry.

 

To find out more about Jeff, head to: https://www.bhhsamb.com/agents/50633-jeff-cohn

And to see more about Omaha’s Elite Real Estate Group, visit: www.omahaseliterealestategroup.com

 

Gene Volpe is the Lead Digital Architect at GVI Media. With over 10 years’ experience in marketing, he is well known as a national expert. Gene is also incredibly well-versed in real estate, and has been involved in over 200 transactions. Gene is passionate about establishing brands and helping his clients reach wider audiences through digital marketing and video content.


To find out more about Gene, head to: www.genevolpe.com

Apr 18, 2019

One of the biggest mistakes new agents make is trying to follow the rulebooks of top producers because they end up missing the foundational pieces. What are the fundamentals that just can’t be skipped when building a successful and sustainable business? How does technology make it easier to build the fundamentals in? On this episode, REDX CMO, Curtis Fenn shares why new agents shouldn’t be imitating top producers and what you should be doing when you’re new to the game.

Technology can help you expedite the process of building a network and database that can refer you business. -Curtis Fenn

Three Takeaways

What it takes to get to top producer status

If you’re wondering and worrying about where your next check is coming from, that’s not a business. If you want to have the life you want, you need to have sustainable and predictable income. Without that, it’s impossible to become a top producer.

Top producers vs. new agents

There’s a huge divide between what new agents have to do to become top producers and what top producers do. New agents are often given advice from the perspective of a top producer, who tells them what they are doing right now, not what they did in the beginning and how they got there.  

Why door knocking is still necessary

Most top producing agents still take the time to knock on doors to build their database, while a lot of younger agents feel that they are above door knocking. Unfortunately, without a database and network, you can never build a sustainable business.

 

If you want to get to the point where referrals just come in, you have to hustle to build a sphere of influence, and a network of people who will continue to refer you business. This is the part of the business that you just can’t skip or circumvent. Luckily we don’t have to do the exact amount of activities that the top producers have to do. By leveraging technology, we can speed up the process of building the database and build a sustainable business.

Guest Bio

Curtis is the CMO at REDX, a technology company that helps real estate agents develop sustainable growth with the best tools and practices for acquiring new clients. Go to https://www.theredx.com/ for more information.

Apr 2, 2019

Most agents dream about being able to move through business with the perfect words that will handle any objection and close the client, but the truth is there is no magic bullet. What is the overarching step we need to take to get better at handling objections? How does a scarcity mindset kill our success? How can you handle FSBOs and actually bring them value? On this episode, we do a Q&A on objection handling.

When you’re having trouble with objections, don’t look for magic words. Focus on lead generation and have more options so you’re not overly attached to one lead. -Matt Johnson  

Three Takeaways

How to bring value to FSBOs

When you’re talking to FSBOs, if you can bring more than your value as a real estate agent that will get in the door. If you had access to investors or if you were even the investor yourself, you will be able to get yourself in the door. The key is being in integrity so you actually have investors or an investment deal, and you also need to have done the work in the backend to set this up.

 

Why some clients aren’t worth working with

Some buyers are just skeptical, or their always looking for a bargain and this isn’t something you can change about them. When you deal with people like this, ask yourself if all the trouble of working with them is worth your time. If not, let them go.

 

The truth about objections and how to navigate them

Whenever you’re having a conflict, take a step back and ask yourself what you’re protecting. When you’re having challenges with objections, usually what you’re protecting is mindset of scarcity that makes you hold onto a lead instead of just letting it go. But if you let that go, you can let go of the lead and move onto others without too much attachment.

 

There are no magic words that will handle every single objection you get. The truth is, objections shouldn’t affect you if you’re not overly attached to that lead. The only way you can avoid attachment is to have options, and be generating enough leads to where you know that if that one lead doesn’t work out, there are others. Once you get out of a space of scarcity, the way you handle objections change and you’ll be able to give an answer that truly helps the client.

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