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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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Nov 13, 2018

Successful teams are built on the shoulders of hard-working agents. But what kind of agents perform best in a team setting? Should you look for top agents or newer agents that need training? What role does having a system in place play in reducing costs and delivering an excellent customer experience? In this episode, Dave Pannell talks about how he leveraged his team to close over 100 deals per year.

The people I surround myself with is my market share. -Dave Pannell

Three Things We Learned

Not all agents are team players

You have to bring in people who want to be part of a team and respect the team’s rules. Many agents choose real estate because they want to do everything by themselves, but this isn’t possible in a team setting.

Why agents need to have a system to plug into right after they get hired

Don’t bring agents on just because you have more leads that you can handle. Bring new agents on when you have the systems in place where you can just plug people and they know what they need to do on a daily basis. This way, there’s less time spent on teaching the agents what to do.

 

Why we shouldn’t look to build a team with only top agents

The most stable real estate businesses are based on people who want steady, slow growth, not on rainmakers who might leave the team at some point.

 

One of the biggest mistakes team leaders and business owners make is searching for agents who were just like them in the beginning. But you have to recognize the fact that top agents don’t usually perform well in a team setting, and most of them will end up starting their own team at some point. What team leaders should look for are people who have a more modest goal and are uncomfortable with the idea of working by themselves but can still make consistent sales.

Guest Bio

Dave Pannell is the broker and the CEO of Cities Real Estate. He has served in The U.S. Marine Corps, and in 2005 he started his real estate journey.

Today, he leads a new breed of agents that take advantage of technology and digital marketing to generate leads and close more sales.

You can find out more about Dave here.

Nov 12, 2018

Real estate agents can’t sell a property if it doesn't make sense for the market or if they can’t convince sellers to make the needed changes. How can you uncover the hidden motivations of your seller and speak their language? What types of listings aren’t worth your time? And what should you do if you’re just getting started? In this episode, we answer questions about listings, buyers and how to become a listing agent.

Clients are hiring us to lead them to results they can’t get on their own. -Matt Johnson

Three Things We Learned

 

How putting our clients first leads to lifetime value

Listings can work as lead generators because when we do great job sellers will talk about us. Sometimes we get recommendations from sellers even if we don’t get the listing, especially if we advise the buyer or seller against our self-interests while other agents don’t.

Be selective with the listings you take

You shouldn’t try to get the listing at any price. Some listings are overpriced, and just getting the listing and a sign in the ground with your name on it won’t land you a testimonial if you don’t manage to sell the property.

 

The splits between the listing agent and the buyer’s agent

The splits between the listing agent and the buyer agent should be dependent on the costs. If the listing agent covers the marketing and advertising costs and the buyer agent doesn't contribute to those, it only makes sense for the listing agent to have a bigger split.

 

Many new agents make the mistake of saying yes to overpriced listings just so they can gain experience or have a sign in the ground with their name on it and attract buyers. But you don’t need to take a listing and invest money in marketing and advertising just so you can attract buyers. You can attract them by working as a buyer’s agent and actually making a commission instead of investing your time and money on a property that won’t sell or damage your reputation.

Nov 7, 2018

The only differences between the average agent and a high achiever are what they know and how they implement it. How can you gain credibility as a new agent? What are the decisions that gain clients for a lifetime? And what routines should you cultivate to get better at selling homes? In this episode, Chadi Bazzi talks about his journey to becoming a top real estate agent.

A lot of people are looking for leaders. The majority of the population is made up of followers. -Chadi Bazzi

Three Things We Learned

 

How to get instant credibility as a new agent

As a new agent, the best way to increase your credibility is to gather endorsements from the people who already like you. Your mentor (if you have one) can also help you with endorsements. This works even better since now you can leverage their credibility.

Why it’s better to lose a sale than stain your reputation

Agents who only chase the commission and don’t have their clients’ best interests in mind make the industry look bad. You have to do the opposite if you want to build a reputation and stay in the business for years to come. This may even mean that you’ll have to advise your clients against your interests and tell them that it’s not the right time to sell or buy.

 

To change somebody’s mind, you have to know how they think first

Leads are easy to get, especially in the digital age. But conversion is where things get tricky. If you want to impress during the first meeting, you have to do more than qualifying the potential client for wants and needs. You need to find out how they process information and what their mindset is. Once you know this, you can speak their language.

 

To become a top agent, you need a routine that keeps you on track. And the routine starts with shifting your mindset and actually working towards your goal even when it gets hard. Writing down your top 3 goals, having at least 4 affirmations, finding reasons to be thankful for your life, and making note of your accomplishments in the present tense are just a few ways you can stay motivated and energized on the daily basis.

Guest Bio

Chadi Bazzi is a real estate expert, podcast host, and coach who uses his knowledge to help other agents become successful as well.

After becoming a top real estate agent, he was approached by a company that was looking for real estate coaches. Since then, he developed one of the best real estate sales and marketing programs in the country while starting his own coaching company, Top Listing Agent.

If you want to dominate your market, sign up for Chadi’s webinar on the 3 steps blueprint to becoming a top listing agent in your marketplace.

Nov 6, 2018

Social media and video open the door for many agents to make themselves known in their local community. But why do so many agents fail to build a following online? What type of videos get the most views? How can you use paid advertising to maximize your reach? In this episode, Krista Mashore, a top 1% real estate agent in the United States, talks about how she uses social media for her business.

You are the product. People are buying you. So give them a reason to click and say yes. -Krista Mashore

Three Things We Learned

How to repurpose video content

Each time you create a video, you need to set up a calendar that tracks where the video will be published and in what format. For example, from a single video, you can use a shorter clip for Instagram, a long form post for Facebook, a Facebook video, and a YouTube video.

 

Short, punchy videos work best

The more entertaining your videos, the higher the chance you’ll reach a larger audience. Length also plays a role. The shorter and the punchier the video, the more engagement.

 

The tools you need to put up a high-quality video

Putting together a high-quality video doesn’t take much. All you need to make sure is that the audio quality is good, the background of the video is intentional, and that you have good lighting.

 

Your primary goal should be serving the consumer, not selling to them. The less salesy we are and the more value we bring, the greater the chance of them buying. Put your name and your contact info at the end of the video, but don’t make videos about listings. Anything that happens in your community, you should be the first one to know and put it in a video. Community videos should be your main focus.

Guest Bio

Krista Mashore is a top real estate agent in East County and a social media whizz.

In her first year, she sold 69 homes. Since then she’s managed to sell over 100 homes each year, earning her spot in the top 1% of agents in the nation.

Today, she shares her knowledge and experience with other real estate agents using coaching and courses where she teaches her approach to success.

Feel free to check out her free resources here.

Nov 2, 2018

When it comes to the business environment, LinkedIn is king. How can we leverage a social media platform flooded by people looking for business? How can we make sure our efforts reach the right people? And what should our profile look like if we want to attract more clients and get more referrals? In this episode, LinkedIn expert, Tracy Enos is back to share more about making strategic connections using LinkedIn.

At the end of the day, they want to find out what’s in it for them. How can you solve their problem? -Tracy Enos

Three Things We Learned

Create an avatar of your ideal client

Before you start any activity on LinkedIn, find out who your ideal client is and what their psychographics are. Also, think about what you want to achieve on the platform. This is how you can achieve trust as well. Once you know who you’re targeting, it’s easier to deliver a good customer experience.

Build a client-centric profile

Our profile should be client-centric. Everything we write shouldn’t just be descriptive of our experience but it should also provide clues about how we can help others and what problems we can solve. This tactic also works as a differentiator because even though many people have our skills and experience, what the client wants to know is whether we can help them solve their problems.

Don’t invest your time in LinkedIn groups

Linkedin is planning a comeback for its groups, but you’re more likely to have more engagement on Facebook groups. At least for the time being, the groups on Linkedin don’t look too promising.

 

Because you don’t own the platform, your ultimate goal should be using your content to take the connections you make on the platform off the platform. This way, you have more control over what type of content the people you target see and when they see it. But in order to make your connections interested enough to click on your links and reach them outside of the platform, you must have a deep understanding of their needs and desires. Otherwise, your call to action won’t be strong enough.

Guest Bio

Tracy Enos has over 19 years of experience in sales, marketing, LinkedIn consulting, lead generation, real estate, and mortgage origination.

She is a keynote speaker for organizations and a consultant for entrepreneurs and sales teams that want to grow their customer base using LinkedIn.

You can book a LinkedIn business explosion strategy session here.

Nov 1, 2018

Shifting markets put many agents into a panic mode. Why doesn’t value as an agent change in a bad market? What can you do to be among those who thrive in real estate even when the market experiences a slowdown? And how can you get better attracting the right people? In this episode, Jeneen Moretuzzo Masih talks about how a mindset change can make agents transition from survival mode to thrive mode in a changing market.

You are selling your own value, and your value doesn’t go up and down when the market goes up and down. -Jeneen Moretuzzo Masih

Three Things We Learned

Your value doesn't change no matter what happens to the market

During shifting markets, when everyone is chasing a commission, if you give advice that doesn’t necessarily serve your best interests now but is in the interest of your client, you’re making an investment in a lifetime client. Decisions like these will help you stand out and get more referrals.

You are who you hang out with

The people you hang out with impact your self-image and mindset. If you feel like there aren’t any people in your circle that can help you grow, you have to make a list of desirable characteristics and start searching for people who have them. No matter where you start your search, make sure you listen to what others are saying and analyze their body language. This way, you increase your chances of connecting with them on a deeper level as opposed to simply exchanging business cards.

Be kind to yourself

In the journey to success, many agents end up being too harsh on themselves. But joy is a better fuel than bitterness. It’s very hard for you to make progress when you’re constantly putting yourself down and limiting your fun until you achieve your goals.

 

When you’re working at a high-level and you get tired, working more and disregarding your fatigue will only make things worse. You have to allow yourself to take a step back and find joy in the process. Search for ways to reward yourself and transform discipline into inspiration. In the end, it’s not about making it perfect, but about making it move forward while being happy with yourself.

Guest Bio

Jeneen Moretuzzo Masih is a life coach who focuses on self-actualization, self-love, and leadership. She has over 20 years of experience as a coach, and her mission is to help her clients achieve clarity in all of the aspects of their lives, including business. She is also a former CEO and real estate team leader attorney.


You can find out more about Jeneen here, or you can download her free ebooks here.

Oct 26, 2018

Most of us want to work with fewer people and target luxury markets. But what makes the targeting process for higher-end leads different? Based on what do the rich and affluent make hires? And what should be our selling proposition? In this episode, Kelly O’Neil talks about how we can attract and retain high-end clients.

Affluent people are more likely to buy services based on relationships. -Kelly O’Neil

 

Three Things We Learned

Build relationships and authority in your niche

Many people go to marketing and sales courses where they’re told the same strategies. But anything that’s done by a large number of people becomes ineffective because nobody ends up standing out. The rich and affluent usually hire based on referrals or by searching for influencers. They rarely hire people who send cold emails or share their business card.


Immerse yourself in their world

You don’t have to spend a lot of money to hang out in a place where the affluent go. You can take a Bentley for a test drive, or participate in events. The more money someone has, the more selective they get with whom they choose to work with. This translates into actually knowing and liking the people who they hire. And the best way to make the affluent like you is to meet with them face to face.


Sell convenience

The more wealthy you are, the more aware you are of how much your time is worth. Affluent people look for service providers that provide convenience, save time, and make the whole process pain-free and seamless.

 

When you market yourself to a crowd that has a bigger budget, you have to keep in mind that they expect a top-notch experience, one that not only solves a problem but also solves it in the fastest and most convenient manner. And in order to even be considered as an option, you must either be referred by someone or be recognized as an influencer in your industry. As a result, networking and branding should be your main focuses.

Guest Bio

Kelly O’Neil is the CEO of Innovate Media Services, a brand marketing expert, multi-award winning entrepreneur, and bestselling author.

She was featured in Entrepreneur Magazine, Wall Street Journal, Fortune, Forbes, and many other publications. Currently, she’s working on her latest book that you can pre-order here and receive a free chapter.

You can find out more about her books, courses, and speaking events here.

Oct 23, 2018

Many agents forget that real estate is a people-based business and that the relationship comes before the transaction, not the other way around. How can we make lead generation less stressful? How can send-out cards help us touch the lives of our prospects or database? And why should we look into building several streams of passive income? In this episode, Gayle Zientek talks about how she uses send-out cards to sell more homes and which 4 streams of passive income she’s currently using.

If you are the smartest person in the room, you are in the wrong room. -Gayle Zientek

Three Things We Learned

How to make lead generation more fun

Lead generation can be quite stressful, but building relationships and making somebody’s day brighter isn’t. Send-out cards are a great way to make lead generation more fun because you aren’t asking something from people, you’re just giving.

The card should be about them, not you

When you send a card, make sure you don’t make it about you and your business. Use the card to tell a story and tap into people’s emotions. You can put your name and contact information on the back of the card, but don’t transform the card into a real estate brochure.

Invest in a passive income strategy

Agents are always as good as the last transaction they had. As a result, their income isn’t predictable. The best way to make your income more predictable is to invest in passive income strategies. This could involve teaching a course, EXP shares, and retreats.

 

The best form of branding is giving back to the community that we’re active in. This way, each time people see the results of our work, they’ll think about us not only as agents but also as people who are willing to walk the extra mile and take care of their community. Pick a charity that resonates with you and make a donation each time you sell a home.

Guest Bio

Gayle Zientek is an entrepreneur, coach, and Realtor at eXp. With over 14 years of experience in real estate, Gayle shares the knowledge she accumulated over the years at Referrals for a Living.

Her mission is to teach others to build a relationship- based-relationship and make lead generation more fun. You can contact Gayle here.

Oct 22, 2018

Facebook advertising is often ignored yet is far less expensive than real estate lead aggregators. What can you use to attract attention to your real estate ads on Facebook? Why should agents ask questions about the motivation of the buyer or seller before starting a lead nurturing campaign? And what piece of information can be used to convince online leads to meet you in person? In this episode, Matt Cramer talks about how to convert Facebook ads to deals.

We’re trying to find a few nuggets of gold. We aren’t trying to turn the entire river into gold because not every lead is a winner. -Matt Cramer

Three Things We Learned

 

How you can keep the cost per lead low

When it comes to online lead generation for sellers, home evaluations still work. But if you want to lower the cost per lead, switch from using a landing page to a lead form on Facebook. This results in lower costs because Facebook likes it when its users stay on the platform.

Don’t nurture a lead without knowing their motivation first

Online leads, like any types of leads, work only when nurtured. The best way to start a conversation is to ask questions about the motivation behind buying or selling. But make sure you don’t mistake your leads' motivation for their goals. To find somebody’s motivation, you usually have to dig deeper.

Don’t make your leads jump through too many hoops

Longer forms don’t ensure warmer leads. Short format forms are enough to get you all the information you need. There are very few online leads who are looking to buy a house right away, so there’s no use in trying to filter out all leads for a rare type of potential customer.

A home list is superior to videos or photos of a listing because it makes people come to your office for exclusive information. When you show a listing online you give people all the information at once without receiving anything in return. If they see it and feel that they aren’t sure whether they like it, they move on. Giving away information about listings causes you to miss the opportunity of getting qualified leads to meet you in person and ask you for more information.

Guest Bio

Matt Cramer is the former Director of Lead Generation at Perna team and the CEO of Relentless Media. His mission is to provide real estate agents who are struggling with lead generation warmer leads using social media at a lower cost.


You can find out more about how he helps agents increase their revenue here.

Oct 19, 2018

Online lead generation works but is costly for both teams and individual agents. How can we increase our chances of converting online leads by using online reviews? Why shouldn’t we invest in online leads if we’re expecting an immediate sale? Why do we need to let people know what we do for a living more often? In this episode, Jordan Sibley talks about online and offline lead generation.

Prospecting hasn’t changed in 50 years. You still have to get in front of people. You still have to pick up the phone. -Jordan Sibley

Three Things We Learned

Many buying decisions are influenced by online reviews

Online reviews matter. Just think about it—each time you want to buy something, you probably look at what others are saying about it. The best way to increase your number of positive reviews is to ask satisfied customers for them.

Internet leads are long-term leads

Very rarely do internet leads turn out to be instant sales. Most people who are looking for homes online do so months before they actually buy or sell a property. As a consequence, you have to build a nurturing system and stick around them until the incubation time is over, and you must also be there for them when they finally decide to make a move.

Let everyone know what you do for a living

Don’t let others wonder what you do for a living. Wear a branded t-shirt. Use an email signature that mentions that you work in real estate. Everywhere you go, find a way to send the message that you’re an agent.

 

Instead of wasting money on Facebook advertising, as everyone else does, go to a place with less competition. The best way to get free leads is to meet with people face to face or make calls. Subscribing to a list of expireds makes it easier for you to persuade the person on the other end of the call because they already showed interest in selling a home. A dialer can help you in your prospecting efforts as well.

Guest Bio

Jordan Sibley is a residential Realtor and the lead Buyer Specialist at The Sibley Group. Her background in marketing enabled her to gain a better understanding of generating leads, both online and offline, for her team. Jordan is currently active in Slidell and Metairie, Louisiana.

Oct 11, 2018

Many rental property owners have tenants because they failed to sell the property. But what happens when you run into an investor? Why is it important to start the conversation with questions about why the home didn’t sell? And how many contacts do you need per day to succeed at prospecting? In this episode, we take a tour at REDEX and talk about the success principles of top prospectors.

In the marketing world, what we love doing is building trust with potential customers. -Justin Zimmerman

Three Things We Learned

How you can build trust with rental property owners

Many owners of rental properties wanted to sell but couldn’t and now they have a property and a tenant that they have to manage by themselves. As an agent, you can bring value even if you just help them determine the right price for the rent. When your prospects figure out how little they know about rental properties and how much money they lose by not knowing what to do, they will be more likely to work with you.

How asking questions reveals pain points

Ask questions instead of starting a monologue about how great your services are. When you ask questions, you get to know all of their pain points that you need to overcome. It’s easier to persuade someone when you come up with a specific solution to their problem.

How to flip the script when a rental property owner isn’t looking to sell

Don’t close the conversation if you hear that a rental property owner isn’t looking to sell. If they aren’t looking to sell, it means they’re looking to expand their rental property business, which means they’re always looking to buy.

 

Top prospectors keep track of their appointments and how many contacts they need to set an appointment. On average, it’s anywhere between 35 to 50 contacts per day, but keep in mind that a contact isn’t just a phone number. A contact is someone you have a meaningful conversation with. If you call a number and the person on the other side doesn’t want to talk with you at all, you shouldn’t count them as a contact.

Guest Bio

Justin Zimmerman is the director of content development at REDX and a content strategist with a background in real estate.

He started off in real estate at 24 and built a software that took local MLS housing data and transformed it into a format easy to understand both by buyers and sellers. This helped him gain a competitive advantage in a profession where the average age was 47.

His software was so successful that he started training other agents to become Certified Market Advisors and went from being a simple agent to managing 51 people.

Today, he uses his real estate and marketing knowledge to help agents create content that eliminates the need for prospecting and builds a strong database.


Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at http://www.genevolpe.com/about-gene/#.

Oct 10, 2018

During market shifts is when the creativity of agents is put to the test. How can we stand out at times when the market experiences a slowdown? Are face-to-face conversations still effective for generating leads? Why shouldn't we hide ourselves behind social media advertising? In this episode, we talk about creative, random ways to generate leads.

The most random lead generation tactic is saying hi to other people. -Greg McDaniel

Three Things We Learned

Facebook and LinkedIn groups

Local Facebook and LinkedIn groups can serve as a good opportunity for you to get known by other members of your community and establish yourself as “the agent” in the area. You can do so by sharing news or updates about what’s happens in your neighborhood without delving too much into real estate.

Make it a part of your routine to have conversations with people

The less personal your way of communicating, the more time and people you have to connect with. As a result, the most powerful way to connect with others is face-to-face. No amount of social media advertising can replace genuine human connections. Look around you, strike conversations more often, and always carry a business card.

Offer something of value with your brand on it

Having a white label book with your name on it, an ebook, or even a brochure that has information of interest for your leads serves as good introduction. Having something that’s deliverable is your opportunity to establish yourself as an expert and impress.

 

The most successful business owners aren’t reactive when it comes to lead generation. They look at who they want to work with and get proactive about finding ways to connect with them. Don’t wait for a third-party service to offer you leads. Put together a routine with a goal low enough so you can be motivated to do it every day and become more proactive about your lead generation tactics. For some it may be conversations, while for others it may be door knocking. Find what suits your personality best and chase the people you would like to work with.

Oct 9, 2018

Many agents fear getting on camera, not to mention live videos where there’s plenty of room for mistakes. Do mistakes make you look more human and approachable? What type of topics should you choose to speak about on video? Why is it important to have a call-to-action in your videos? In this episode, Ross Brand talks about how you can use live video to engage with your audience.

Live streaming takes video to the next level because people can actually communicate with you through a live chat. -Ross Brand

Three Things We Learned

Timeless content is easier to monetize

When you talk about topics that will remain the same even a year from now, you’re more likely to generate leads than when speaking about real estate trends. An excellent way to find evergreen topics for your live videos is to take a look at popular blog posts and put your own spin on them.

Add a call-to-action at the end of the video

Your viewers don’t want to feel like you’re selling to them, but they do want to find out what you do for a living. A good way to mention your real estate business is to put a call-to-action at the end of the video and let people know you’re available. You might not get warm leads right away, but after you build trust, your viewers will think of you when they need to buy or sell a property.

Focus on the lifestyle people have in certain areas, not about the listing

Most agents choose to use live videos for listings, but only a very small percentage of your audience is interested in buying a house right now. Instead of focusing on a a very niche audience, you can expand it by talking about the lifestyle in the neighborhoods where you’re active. For example, you speak about fun things to do during the weekend or the best restaurants in the area.

 

Don’t just recycle content on social media. When you re-post your live stream on social media, the content has a relatively short shelf life. Create a website or a social media page where people can browse through your videos and interact with your content. This way, your content is easier to find and will serve your branding efforts months and maybe even years after it was published the first time.

Guest Bio

Ross Brand is a livestream strategist, podcast host, speaker, and On-AIR personality. He was named the number #1 Live Streaming Expert by Klout and was selected as one of the “5 Live Video Experts to Follow” by Switcher Studio. In the present, Ross creates content for podcasts and Alexa Flash Briefings and is the founder of Livestream Universe. You can find out more about him here.

Oct 2, 2018

Making radical changes to your routine might sound tempting, but in most cases this tactic leads to burnout. How can you make noticeable progress without going on and off your routine? Why is it important to get an idea of what you’re currently doing on a daily basis? How can you keep yourself motivated with a routine that takes time to see its fruits? In this episode, we talk about the compound effect and why small, consistent choices offer the fastest path to success.

The dip between taking consistent action and getting consistent results is going to be 6 months, and half the battle is just knowing that. -Matt Johnson

Three Things We Learned

Track and measure your productivity and habits

You can’t improve what you don’t understand entirely. Track your behaviors for one week, as this gives you a starting point and a better understanding about what makes you unproductive and what brings clients.

Consistent actions are more effective than radical changes

Find daily actions that can be done even if you have to deal with the unexpected. This way, you get consistent with your work and increase your chances of sticking to a work routine that might remain the same for years, as opposed to making radical chances that will lead to burnout and you quitting a few weeks later.

Celebrate your wins

Radical changes to your routine might sound tempting, but the small changes are the ones that are more likely to stick with you. And because small tweaks take time to pay off, you have to remind yourself daily that you’re one step closer to your goals. You can do so by emailing your daily report to an accountability partner or just write down all of the tasks you completed on that day.

 

Don’t let yourself believe that small changes aren’t enough to change the big picture. Over time, the small tweaks we make are more likely to bring results because we’re more likely to stick to a relaxed routine compared to a work schedule that we hate. But a relaxed schedule isn’t the only thing that make us more likely to stick with something in the long run. The people we work with have the same effect as well. We’re more likely to feel energetic and motivated if we get more picky about those we allow into our lives.

Oct 1, 2018

Networking events are challenging and the room is often filled with people who try too hard to make a sale. How can we stand out and avoid being salesy? Should we have as many conversations as possible, or should we focus on a smaller group of people? What’s the best way to follow up with potential clients? In this episode, Jeremy DeMerchant talks about successful networking.

My secret to networking is being everywhere. -Jeremy DeMerchant

Three Things We Learned

Focus on quality not quantity

When it comes to networking, there are two paths you can take: have a large number of superficial conversations or a small number of meaningful ones. The latter is always the approach that brings the most business.

Schedule the follow-up via phone to avoid wasting time

Don’t set up a meeting at a coffee shop. Instead, set up a call. This way, you’ll find out in the first 10 minutes of the call if you’re a good fit for your lead. It’s harder to leave a meeting early without putting yourself in a awkward situation, but there’s nothing awkward about a short phone call.

Control the experience they have with you from start to finish

Send all the people you want to connect with to one place. For example, send all of your leads to your website or put them in an email drip campaign where you share links to your content. This way, you control the type of information they consume. This is also a good tactic to warm up leads. The more they read about you, the higher the probability they start liking and trusting you.

 

Constantly fill the funnel. Not everyone has to be a sale today or tomorrow. It could be a sale 2-3 years down the road. Be patient with the people you meet and work on increasing your exposure, making a good impression, and engaging with the people that you would like to work with. Last but not least, be everywhere. The more networking events you go to, the higher the chances people remember you.

Guest Bio

Jeremy DeMerchant is the CEO of Permission To Sell and has over 20 years of experience in the sales arena. His mission is to help coaches, business owners, and professionals increase their sales and revenue. If you want to find out more about sales tactics or want to network with small business owners and sales professionals, join the Permission To Sell Group. Jeremy is also the author of 5 C's of Successful Sales Conversations, a sales cheat sheet that you can download for free here.

Sep 28, 2018

The luxury market is not much different from lower-end markets. What do all property owners, regardless of the value of the home, look for in an agent? What are the main motivations of buyers in the luxury market? What role does storytelling play in selling a home? In this episode, Michael LaFido talks about the latest trends in the luxury market.

Success leaves clues. Go figure out how someone else got successful at something and emulate it. -Michael LaFido

Three Things We Learned

Negotiations should be done on both sides

In a market that’s showing signs of slowing down, agents have to build a bridge between sellers and buyers. Negotiations shouldn’t just be on the buyer’s side. If sellers are determined to sell their homes as soon as possible, recommend a small discount on the property price. It’s usually quite convincing for buyers who tend to change their mind when they can save some money.

Sellers in the luxury market aren’t much different

Many agents assume that working with sellers in the luxury market requires a different skill set. However, the same problems are solved. Owners of luxury properties are just as nervous about the investment they made as any any other seller.

Storytelling in the luxury market is heavily focused on emotions and status

Many buyers looking for luxury properties don’t need a bigger house, and in some cases, it’s not even a wise financial decision. What they need is a new lifestyle and a way to feel better about themselves and their accomplishments. Your photos, videos, and all of the storytelling should focus on promoting a certain lifestyle, not just a home.

 

Luxury listings should tell a story about the lifestyle the home offers. In this market, most decisions aren’t made based on price but on the status and location the home offers. Emotions play a big part as well, because buyers have a bigger budget and they want to walk into a home that makes them feel good. However, this shouldn’t prevent you from trying to negotiate the price point with the seller if selling the property as soon as possible is one of their main priorities.

Guest Bio

Michael LaFido is a top-producing luxury Realtor, podcast host, author, and national trainer. He is the CEO of Luxury Listing Specialist and Marketing Luxury Group. Michael is also the creator of a Marketing Luxury Expert Certification program (LUXE) and has over 1 million listing and sales in his portfolio. If you want to get in touch with Michael, you can do so on his social media account.

Sep 27, 2018

Agents are constantly chasing new clients and new ways to make lead generation easier. But what if the answer isn’t in new tactics and chasing new clients? How can you tap into the law of reciprocity with your past clients and get repeat business and referrals? How can local events for past customers actually save you money and increase your conversion rate? In this episode, John Mikesh talks about how he generates up to 40% of his income by holding local events for past clients.

I never wanted my business to feel like a job. My biggest personal motivator is freedom. -John Mikesh

Three Things We Learned

Keep in touch with your past clients

Even if you have excellent customer service and your clients are happy with your work, if you don’t make keeping in touch with your database a priority, you’ll lose repeat business and referral opportunities. Your clients need to be reminded of your existence even if you’ve already made a good impression.

Customer events save you money

Chasing new clients and trying new marketing gimmicks that may or may not work ends up being more expensive than maintaining a good relationship with your past clients. Plus, when you serve the people you already served, you don’t need to prove your expertise with free evaluations, free photos, etc.

Put together a system that can be outsourced

Event planning may have to start one year in advance. Because of weddings, most venues will already be taken if you start planning only a few months before the event. Put together a system that takes care of all aspects of event planning and outsource the work so you can focus on other aspects of growing your business.

 

When done correctly, lead generation gives you relief. Planning events where your past clients feel appreciated is by far less stressful than always having to chase new clients and spend money on marketing tactics that way or may not work. When you work your sphere, you serve people who already know you and you like you. And because you’re investing money into thanking them for their contribution to your success, it taps into the law of the reciprocity. Every time they attend an event, they are reminded of how much you worked to make it happen. And they’ll feel a need to give you something in return as well. Usually, this translates into repeat business or referrals.

Guest Bio

John Mikesh is the owner of ROOST™ Real Estate, a real estate brokerage in Mooresville, of the Lake Norman / Charlotte, North Carolina area. His company focuses on putting the client experience first and this approach enabled him to become one of the top Realtors on the market for years now.

John was also recognized in multiple issues of Charlotte Magazine as a “5-Star Professional.

Sep 25, 2018

Mindset plays a huge role in how you approach your business and personal life. What happens when your mindset is less than ideal, or when you’re flooded by negative thoughts and can't seem to focus on what matters? How can you change your thinking pattern and behaviors to get closer to your goals? In this episode, Dr. Hank Seitz, talks about the power of positive thinking and the law of attraction.

Start asking for the things that make you feel good. That’s the secret to all of life. -Hank Seitz

Three Things We Learned

Why perspective is everything and how to “reprogram” yourself

Negative and positive feelings are a matter of perspective. You can change the way you feel about your life by looking at things from a different point a view. Affirmations are a good example of how you can reprogram yourself and start attracting better experiences to your life just by asking for them.

Seek to surround yourself with positive people and experiences

The best way to become happier and more energized is to shun all the sources that bring negative emotions to you. For example, the news is filled with tragic stories, but the companies behind them spend millions to find those stories. It doesn't mean we live in such a tragic place. It just means it’s easier to have access to negative stories. It’s your responsibility to seek the good even if the media wants to keep your eyes on something else.

Why behaviors can’t change unless you detect what thoughts created them

Action is a result of your thoughts. The way you see the world and others impacts all of your behaviors. You can’t change any behavior without asking yourself what thinking patterns stand behind them.

 

Every action you take is governed by your thoughts and perceptions of yourself and others. But sometimes you may find it difficult to be objective or to slow down and appreciate what you already have in your life. Hardships hit everyone, but what makes it worse is when your way of interpreting them causes pain. To avoid misinterpretations of reality, write down 3 things you desire and appreciate. This way, you can can start taking steps towards practicing gratitude and remind yourself of your goals.

 

Guest Bio

Dr. Hank Seitz is a real estate coach, author, and podcast host. He has a PhD in Mental Science and is the CEO of Agent Wealth Network where he teaches agents and team leaders how to build several streams of income.


You can find out more about Dr. Hank Seitz here.

Sep 22, 2018

Sometimes when we’re working it feels like the hours just flew by and nothing got done. Being trapped in low-value activities shifts our focus away from what makes money. How can you fix this? What should your schedule include and exclude to make the best of your time? Why do we have to delegate in order to scale? In this episode, Gene Volpe talks about the changes he made to become a more productive business owner.

You have to take the time off. You have to schedule that into your calendar. Otherwise, you will burn out. -Greg McDaniel

 

Three Things We Learned

 

Urgent tasks vs. high value tasks

Some tasks might not be urgent, but they can be the most important in your business. We have enough hours in the day. We just need to find a way to prioritize what needs to get done. Avoid wasting your time on tasks that have a very little impact on your business.

 

You can’t scale without delegating

When most people look at their calendar, they realize 80% of what they’re doing can be done by someone else. You can’t scale without outsourcing the low-value tasks to someone else.

 

Schedule everything, including your time off

Productivity isn’t about working-non-stop. You need to find time to relax as well, or you will burn out. But even time off needs to be scheduled so it won’t have a negative impact on your business.

 

You have to think about what brings the most income to your business. What’s the income driver in your business, servicing the clients who are already committed to you or maximizing the activities that bring the next round of income? In some cases, existing clients are so valuable the referrals alone work as a lead generator. But if the existing clients don’t bring any referrals, teach someone else to take care of your current clients to free up your time for more sources of income.

 

Guest Bio

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at http://www.genevolpe.com/about-gene/#.

Sep 21, 2018

As the real estate industry changes due to technology, how can agents take advantage of this shift? How can you use online resources to amaze your clients with your expertise? How do you know whether you should stay or leave your family business? What’s the role of conversations and send out cards in lead generation? In this episode, we talk about how new agents can impress their prospects, how to become better at nurturing past clients, and more.

Everyone wants a new hot lead now, but they don’t want to do anything for it and they want the person to be ready to buy or sell immediately without any competition. -Greg McDaniel

Three Things We Learned

What to do when you are a new agent with no experience in the local market

When asked what they want from their agents, a large percentage of clients responded that they need someone with a deep understanding of the local market. If you are a new agent, you can get your foot in the door by “faking” local knowledge with reports. Another option you have is partnering with someone who has local market knowledge.

How having 25 new conversations per day will make lead gen a problem of the past

The real estate industry wasn’t built on relationships but on chasing new clients and new leads all the time. Living in a society where instant gratification is possible thanks to technology only makes things worse. If you have 25 conversations per day, you don’t have to worry about not having warm leads. Few agents keep in touch with their database, despite having all the means to do so.

When it’s time to leave your family business behind

Many agents are trapped in businesses they aren’t sure they belong to. If the agreement is not good enough to make you enter the business even if a complete stranger makes you the offer, you’re probably staying in the business just because you don’t want to hurt anyone’s feelings.

 

Real estate is a people-based business, but agents were always about chasing new clients instead of nurturing past ones for repeat work and referrals. It’s now easier than ever to get in touch with your past clients without sounding salesy. From send out cards to having a few conversations every day, no matter what you choose, make sure you are always in front of them.

Sep 20, 2018

Tragic events often force people to give their life a new meaning after everything that mattered before is lost. How do you cope with the loss of loved ones? Is there any way you can transform a tragic event into an opportunity to reinvent yourself? How do the ups and downs in your life influence your values and what you do for a living? In this episode, Matt Cubbler talks about how the loss of his brother forced him to find a new purpose and serve others through his business and speaking events.

Life isn’t about singular moments. They are all connected. Everything that happens in your life is a piece of the other. -Matt Cubbler

Three Things We Learned

No event that happens in your life is without meaning or purpose

Sometimes, the most tragic, hurtful events in your life force you to find a new purpose and move away from the past. And without those tragic events, you may never get on the path you’re supposed to be on.

Confidence is a must-have for leaders

If you don’t believe in yourself, you can’t be a leader. Confidence is what sets up leaders for success. But this doesn’t mean you see yourself as a perfect human being. It’s a state of awareness. You know what your weaknesses are but you’re also aware of your strengths.

Your business is an extension of your core values

The business you build should be an expression of your core values. As a business owner, you are able to decide who you work with and how you do it. You don’t have to follow somebody else's path to succeed.


At times, life might puts you through tragic events, but when you look at the big picture, those very events are meant to put you on the path to what you’re supposed to be doing with your life.

As a business owner, you need to find your calling, and the beauty of it is that entrepreneurs have more freedom than employees. You can create your own schedule, serve the people you like, and follow your own values.

Guest Bio

Matt Cubbler is a public speaker, author, leadership expert, CEO of I Got You, and Vice- president of Maxout Strength Systems.

In his free time, Matt uses his experience in the army to teach young teens about the importance of leadership and being accomplished in life.

Sep 14, 2018

Sometimes when we’re working it feels like the hours just flew by and nothing got done. Being trapped in low-value activities shifts our focus away from what makes money. How can you fix this? What should your schedule include and exclude to make the best of your time? Why do we have to delegate in order to scale? In this episode, Gene Volpe talks about the changes he made to become a more productive business owner.

You have to take the time off. You have to schedule that into your calendar. Otherwise, you will burn out. -Greg McDaniel

Three Things We Learned

 

Urgent tasks vs. high value tasks

Some tasks might not be urgent, but they can be the most important in your business. We have enough hours in the day. We just need to find a way to prioritize what needs to get done. Avoid wasting your time on tasks that have a very little impact on your business.

You can’t scale without delegating

When most people look at their calendar, they realize 80% of what they’re doing can be done by someone else. You can’t scale without outsourcing the low-value tasks to someone else.

Schedule everything, including your time off

Productivity isn’t about working-non-stop. You need to find time to relax as well, or you will burn out. But even time off needs to be scheduled so it won’t have a negative impact on your business.

 

You have to think about what brings the most income to your business. What’s the income driver in your business, servicing the clients who are already committed to you or maximizing the activities that bring the next round of income? In some cases, existing clients are so valuable the referrals alone work as a lead generator. But if the existing clients don’t bring any referrals, teach someone else to take care of your current clients to free up your time for more sources of income.

Guest Bio

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at http://www.genevolpe.com/about-gene/#.

Sep 13, 2018

Real estate is a people-based business, yet it’s easy to forget about this aspect when lead gen is now dominated by platforms like Zillow. What’s the biggest source of high-quality leads? How can you grow your database by partnering up with local businesses? What will the new shift in real estate bring, and why shouldn’t we be dependent on online lead gen platforms? In this episode, Nick Sakkis reveals the one lead gen system we should be paying more attention to.

You can be brand new in your market and never sold a deal in your life, but when you start partnering up with with local businesses, you growth hack their audience. -Nick Sakkis

Three Things We Learned

The biggest source of quality leads is relationships

Making friends and building relationships, even on social media, is one of the best ways to generate leads. Very few people are interested in videos about what direction the market is going in and real estate stats. If you get active on social media groups with the purpose of making friends instead of promoting your business, you have a higher chance of receiving a call when someone wants to sell or buy a property.

How to get discount cards from businesses

Discount cards are a great way to help people remember you, and they aren’t that hard to get either. Business owners pay quite a bit to Groupon in order to advertise their products. If you don’t take a percentage out of their earnings, they’ll often be more than happy to be interviewed by you and allow you to make discount cards in their name.

Set up a draw for a free vacation at open houses

Big companies have been doing this for years: offering high incentives for people to look into their products or services, or high incentives for referrals. Real estate agents can do the same at a smaller scale to provide incentives for their past clients and get referrals.

 

If you’re brand new and haven’t made a deal in your life, partnering up with businesses, interviewing business owners, and handing out discounts puts you in front of their audience. Their database quickly becomes your database because they see you talking about the things they love. As a result, you can quickly scale your database by leveraging local businesses.

Guest Bio

Nick Sakkis is the co-founder of the Sakkis group and a digital marketing whizz. He used social media groups to generate leads for his business, and he now teaches other agents how they can create lead generation machines on a bootstrapped budget at Funnelstoleads.com. Nick is also the creator of Reconnect, an app that helps agents stay in touch with their database and get more referrals.

Sep 11, 2018

Mornings are the perfect time for planning your day, focusing on your well-being, doing a quick workout, and spending some time with yourself. But why do so many people hate waking up early in the morning, and what are they missing out on? Why do you need some time for yourself every day? How does not having a morning routine impact both your fitness and business success? In this episode, Justin Zimmerman talks about how morning routines can bring more awareness over how much control we have over our fate.

The people you choose are the people you become. -Justin Zimmerman

Three Things We Learned

Waterproof notes

At the beginning of the day, you have ask yourself, “What does my day have to look like to make me a happier and more productive person?” You can even plan out your day when you’re showering by using waterproof notes.

Don’t let yourself drift from your purpose

Teams and agents that don’t have defined purposes and goals end up drifting. Everyone needs a direction to their life, and that direction is what determines what their daily to-do list looks like.

Don’t neglect your health over your finances

Nutrition and fitness play an important part in the way we feel and how productive we are throughout the day. Finances, nutrition, and fitness are the big 3 pillars of well-being, but when one shakes, the other aspects of our lives suffer as well.

 

It’s almost impossible to be productive if we have something in the back of our mind constantly bothering us. As we grow older, however, our ability to determine our own fate increases. Journaling, meditation, and planning out each day will helps us become more aware of the choices we have and how we can get closer to our goals every day.

 

Guest Bio

Justin Zimmerman is the director of content development at REDX and a content strategist with a background in real estate.

He started off in real estate at 24 and built a software that took local MLS housing data and transformed it into a format easy to understand both by buyers and sellers. This helped him gain a competitive advantage in a profession where the average age was 47.

His software was so successful that he started training other agents to become Certified Market Advisors and went from being a simple agent to managing 51 people.

Today, he uses his real estate and marketing knowledge to help agents create content that eliminates the need for prospecting and builds a strong database.

Sep 6, 2018

A large percentage of active real estate agents have never experienced a market shift. Selling homes isn’t that hard when the economy is in your favor, but how do you prepare for a drop in volume? How can you cut costs? Should you focus more on sellers or buyers? In this episode, Brian Gubernick talks about how to prepare yourself for a shifting market.

One of the dangers in real estate is the constant talk about volume, and units but we aren’t talking about net income enough.- Brian Gubernick

Three Things We Learned

We should make our fixed costs variable

During a shifting market, it’s wiser to pay more for a bonus instead of paying less for a fixed salary even when there are no sales coming your way. This will protect you during periods when you won’t have sales but you’ll still have wages to pay. Your profit margins will be smaller, but you’ll also eliminate risk.

Get better at communicating with your agents during crisis times

When sales are slowing down due to a market shift, it’s important for team leaders to be transparent with their agents. Many young agents have never been through a decrease in sales and panic may ensue. This is when leaders have to be more present than ever.

Be more listing-focused and be less picky about appointments

If you’re buyer-based, your income is less predictable. The more listing-focused your business is, the more money you make and the more predictable your income is.

 

The best way to prepare our team for a market shift is to make sure they’re part of a training program that prepares them for a highly competitive game. A common mistake team leaders make is not recruiting new agents, when in fact the search for talent should be more intense than ever during times like this. There is a way to not just survive a shift but to actually thrive through it.

 

Guest Bios

Brian Gubernick and his team Homehelper Consultants at Keller Williams Realty Phoenix have been recently named as one of the top producing teams in the U.S by Wall St. Journal & Real Trends. He has also been featured in both Forbes Magazine and Money Magazine. Brian’s team is present in 4 states across U.S, and he has built a real estate coaching business where he helps agents implement the same strategies he did when growing his business.

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at http://www.genevolpe.com/about-gene/#.

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