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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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Feb 10, 2018

You might think that it's very difficult to be noticed by local and national media, but it might be a lot simpler than you think. How do you hack the Facebook algorithm - and can you? Why are celebrity homes important? And how can you start with local magazines that won't let you get anywhere close? PR guru Christina Daves joins us to share her top tips on pitching to national and regional media.

Three Things We Learned

 

Use your social networks effectively.

 

Social networks can be a powerful tool but only when used to their biggest capacity. Tag people in your public posts and be very active - but don't tag-bait. You can't force interaction between the people you are following, but you can foster communication and start important conversations. Remember: Facebook Live is your best friend.

 

Don't put all your eggs in one basket.

 

Facebook can be a great tool, but it is impossible to say whether or not it will become obsolete in a few months. Always make sure to have a backup email list. Contact your followers and ask them if they are okay for you to contact them outside of Facebook - that way you will create an invaluable database of contacts.

 

Don't underestimate regional magazines.

 

It's very easy to shoot for the stars and aim for the national publications and maximum exposure. But you always work in your local area first, so don't underestimate local publications. You would be surprised how picky some local magazines are. As a realtor, it's important to make an impression in your community, so do your research on local publications carefully.



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There are a lot of ways to achieve good exposure in your area and reach as many potential customers as possible. National media outlets are always great for boosting your name, but consider going local as well - or if you don't want to bother with pitches, go for a system like HERO. Find what works for you and how you can boost your brand image in the most effective way to bring value to both media professionals and potential customers.

 

Feb 9, 2018

A lot of people use their brokerages as an excuse not to get into action. How do you know if you’ll be able to work hard within a virtual brokerage? What prevents agents from converting people from their social circles into clients? On this Q&A episode, we riff on these questions and more from our audience.

Three Things We Learned

 

You have to have the systems to back up the prospecting work you’re doing

In circle prospecting, you start building momentum with all the work you do, and when it does pay off, the success and results will flood you and build up very quickly. You have to have good systems to make sure you can handle all the business that will start coming.



Virtual brokerages require a self-starter

Virtual brokerages allow agents to make more money and build long-term wealth, but for you to work successfully in that environment you have to be productive on your own.  You have to be able to make the calls, reach out to your database, and get out there and get clients. You have to be able to execute on your own.



Don’t be a secret agent

The biggest reason people struggle to convert their sphere into closings is that they don’t tell people that they are in real estate. You have to tell people what you do and put them into a consistent follow up system.  



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If you can implement without a lot of direct oversight and supervision, a virtual brokerage would be the right fit for you. The systems you’ll get there are far better than what you can get with a traditional brokerage, and you’ll be able to build wealth. The biggest thing is that you can be productive and work well independently. But ultimately, no matter where you work it will always come down to how much action you take and what you implement. You have to be a self-starter.

Feb 8, 2018

Facebook ads can help you generate low cost real estate leads, but there’s a caveat. What don’t tell you about the quality of Facebook leads? What tools can you use to feel more competent when you’re out prospecting? On this Q&A episode we answer these questions for our audience.

Three Things We Learned

 

How to get now business

When you do prospecting, you have to know that if they don’t have a connection with you or an need for what you do, you won’t be able to get now business. It will be a long-term play.



Facebook ads are cheaper but the quality isn’t always high

While it’s cheaper to generate more leads on Facebook, you have to remember that they won’t be as high quality as leads from Zillow or Trulia. People who show up on Facebook and see your ads aren’t specifically looking for real estate, they just stumble on it.



How to start nurturing relationships.

When you’re out prospecting remember not everyone is going to give you now business. Those people are people you can add to your database and send marketing to. That’s how you monetize the nos.



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Success in circle prospecting and being able to generate now business comes down to you serving an urgent need for someone, or already having a relationship with them in place. Without one or both of these factors this person should become a nurture in your database. You have to bring value and position yourself as the knight in shining armor.

Feb 7, 2018

What do you do when your market starts heading downhill? How do you narrow down your group of potential successful leads? And does putting fewer people into the funnel actually benefit your business? Scott Hack joins us to give his best tips for organic lead generation.

Three Things We Learned

 

Follow the quality over quantity principle with lead generation.

 

Pop-up registration boxes can be useful but consider all the sifting work you have to do afterwards to figure out the genuine, useful leads. Opting for a registration box in the page where your contact details are gives potential customers the time to look through your website and decide if they want to commit to your services.

 

Empower your customer.

 

When visiting a website, people want to see prices straightaway. Filling out forms is bound to only make them frustrated. Customers want direct access to content, prices and information at their own terms. Structure your website around this principle to create a good impression.

 

Treat every buyer as a seller.

 

Don't get too bogged down into your buyer-seller ratio. When buyers look towards selling, they will want to find someone they can trust. Build up that rapport with them and know how to read them as leads. If you build up that trust and realise the potential of buyers as seller leads, you will be in a great position to facilitate both deals.

 

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Organic lead generation is all about proving your value to the customer. In 99% of the cases, both buyers and sellers know what they're looking for in an agent. It's your job to figure it out and offer it to them. Don't bombard them with content and information that they might not need because you'll find yourself losing leads. Give customers control to get the content they want at their own pace, but also make your presence well-known. When you prove yourself as an agent, you also prove yourself as a confidante, and a human being. If they like who you are, they will also like working with you, so build up a successful, open, trustworthy image of yourself for the best results.

Feb 6, 2018

Building relationships is a powerful way to grow your business. What is the best way to go about it? Is it better to build a relationship on Facebook or meet people face-to-face? How can you use networking to establish yourself as a rockstar in your market? On this episode, we are joined by Steven David Elliot and Nicholas Cioffi from Rockstar Connect who share how to network at the highest level.

Three Things We Learned

 

Nothing beats human to human contact

Social media is a great way to communicate with people and build relationships, but nothing deepens a relationship faster than meeting face-to-face. This is why networking is so powerful.



Be a giver, connector and helper in your community

If you really want to get the most out of your networking, your events cannot be about you and what you want, but rather about being a person of value to the people around you. If you do more for your community, it will make an impact on your business too.



Contributing to your community makes an impact

The goal through networking is to make thousands, tens of thousands, hundreds of thousands and ultimately, millions of dollars for your community.




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People want to do business with people they already know, like and trust and it can often feel like that process takes a while. There’s nothing that accelerates the process of people trusting and liking you more than becoming an altruistic person in your community, being a provider of value and actually caring about the people around you. This type of networking will give you the highest return on investment and elevate your status in your market.

Feb 5, 2018

A lot of real estate agents see their work as a job and not a business. How does this make it less likely that they’ll go the distance? What is the value of building a relationship-based business instead of a transaction-based business? On this Q&A episode, we answer these audience questions.

Three Things We Learned

 

Should you text a prospect?

When it comes to texting a cold lead, the best approach is to try to call first, and then text. The younger generation is a lot more comfortable with texting, and that can work out to be a better way of communicating with those people.



Dealing with super cold leads

When you put yourself in a position where you get very cold leads, you have to bring your A-game. It’s unpredictable and it depends greatly on your ability to build a relationship quickly.  



Work to become an expert and respected professional in your market

When you know that you are an expert, it gives you that inner confidence which will carry into the conversations you have with your prospects. That confidence benefits both you and them.



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A lot of agents see this business as too much of a job. They look for way too much direction, expect brokers to be their bosses, and want to be told what to do. We’re looking for it to be structured like a job but still have the benefits of the freedom. Approaching it this way will only make it harder for you to succeed. Your goal should always be to build relationships with people who know, like and trust you because those people will be your biggest asset.

Feb 3, 2018

A lot of agents struggle with communication because they don’t know which milestones to carry people through in the conversation. Does NLP help with this? How do you figure out and leverage the pain points of your prospects? What kind of FSBOs should you avoid at all costs? On this Q&A episode, we answer these questions.

Three Things We Learned

 

Don’t tell people you’re a real estate agent in the voicemail

When you’re making a voicemail, the point is to get people to call you back. For the most part if you say you’re an agent in the voicemail, you lower your chances of getting a call back.



FSBOs: Don’t spend too much time on people who aren’t realistic

When it comes to dealing with FSBOs, you have to know who is worth your time and who isn’t. The toughest thing is if they have an ego thing, there’s no need for them to sell or there’s no urgent time window. If they have that, walk away.



A prospect who doesn’t want to sign till after the Super Bowl

A client might tell you they only want to put the house out after a specific event. You can counter this by bringing up the value you bring and even showing them your marketing plan so they see that it requires time. Also make sure you distinguish between a time issue or an issue they have with you.



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It’s so easy to get caught up in your internal monologue and making sure you sound right, but all this does is take the focus off the prospect, which is where it should be. If you genuinely come from a place of caring you will build a strong relationship. It’s not about saying the exact right words, it’s about going in with the mindset of value.

Feb 1, 2018

A lot of entrepreneurs can’t move forward in business because they are stuck in lead generation. How can you actually grow beyond that phase? What changes has Facebook made and what do they mean for your business? What is the best way leverage your skills? On this episode we answer these and many other questions, with special guest Gene Volpe.  

Three Things We Learned

 

If you’re making a 100 phone calls and you aren’t getting appointments that tells you something wrong with your approach

Every lead generation method requires time for you to see if it’s actually working, but if you’re making a lot of calls and you aren’t getting results that should tell you something’s wrong.



Facebook wants to deliver to more people what other people are saying is great content

Facebook feels like the platform has become too impersonal, so they want people’s timelines to feature more content from people’s friends and families. This still presents opportunities for business pages if they can promote engagement on their pages.

 

Go with the people experiencing the most pain

When it comes to leveraging your skills and putting them to the best use, consider going for the people that are experiencing the most pain. In real estate that means going for expireds and FSBOs.



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There’s no such thing as making calls to make calls, that’s only step one of the process. Even though every form of lead generation requires some time between the time you start taking consistent action and the time it starts to pay off, you can still see if what you’re doing is working early. When it comes to winning with Facebook, the best way to guarantee your success is putting out really good content. To leverage your skills at the highest level, go with the people experiencing the most pain, and that’s expireds and FSBOs.

Jan 26, 2018

When you move into a new market there are many ways to establish yourself. Can you leverage the credibility of your old database to get jump started in the new market? How can you prep yourself mentally for a listing appointment? On this episode, we answer questions on handling objections and holding yourself accountable to be active on social media.

Three Things We Learned

 

Ask the prospect questions to help ease their doubts

When a prospect tells you they want to interview more agents/brokers, start asking them questions like important aspects they are looking for in an agent.

 

Prep your subconscious before you go into a listing presentation

Success is all about mindset, and you have to prepare yourself for the listing presentation beforehand. If you show up mentally in state, ready to rock and roll and you own it, you will be able to get the listing.



The lack of productivity is what’s killing your business

You may think you have 30 things that all need to be done at once to grow your business, but that’s the worst thing you can do. Instead of going a mile wide and an inch deep, go deep on one thing because that will move your further a lot faster.



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The fundamentals of starting a real estate business whether you’re new or moving to a new area are relatively the same. It’s all about building relationships, and doing something as simple as building your Facebook page to be transferable. Remember moving to a new place is a powerful opportunity, it gives you a chance to rebrand and market more intelligently.

Jan 25, 2018

Most people in the industry talk down to people who want to focus on buyers, but our guest has a different perspective. Is it possible to scale up the buyer side and home showings? What value does it bring to both the buyers and the agent? How can scaling up a buyer business allow you to kill many birds with one stone? On this episode, Lauren Taylor answers these questions and shares her winning strategy.

Three Things We Learned

 

Play to your strengths

Most people try to be jacks of all trades in business and spend time trying to get better at their weaknesses instead of doubling down on their strengths. It’s so much better to excel at one thing than it is to be mediocre at many.

 

There’s a difference between a virtual showing and a virtual tour

Remember that people don’t want a super-edited, high quality video, they want the nitty gritty. They want to get the authentic and actual showing which would feel like it would when they are with an agent, viewing the house in person.  

 

Think virtual listing presentation and save time

Agents have so many things happening at once. What if you could create a video of your best listing presentation, how would that save you a lot of time? If you did that, by the time you’re showing up to the prospect’s house you’re just converting, conditioning and putting a price on the house.

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If 30 seconds of video is worth 1.8 million words, this tells you just how powerful the medium is. The consumer is ready for virtual reality, and it can actually be implemented easily. Video walk-throughs and virtual viewings are a powerful way to leverage video and save time. The first actual walk-through that you do with the client will actually be the second time they see the house, so it will more likely be what they really want. You will also be creating something that can be used multiple times vs. an in person showing that is only for that one time. All this saves time and makes life convenient for everyone involved.

Jan 24, 2018

Happy New Year from Real Estate Uncensored! Have you made your New Year's resolutions yet? How do you go about keeping them, and how do you gain a positive mindset to achieve your goals? In this Live Q&A, we discuss the benefits your business can gain when you have a positive outlook.

Three Things We Learned

 

Focus on your strengths and ignore your weaknesses.

 

You cannot expect to do everything the way you do what you do best. Focus your abilities and don't try to stretch yourself too thin, that way you can ensure that your best is truly your best. Enhance yourself in one area rather than five areas, and you will see that your productivity and satisfaction levels will grow.

 

Make your own routine.

 

Find when your peak is - morning, afternoon, or evening - and structure your day around it. You can't copy someone else's routine and expect it to work for you. You know your own body clock best and once you work out what schedule fits you best, you will find yourself getting more productive.

 

Be consistent.

 

People often underestimate the power of consistency. It means a lot to anyone you're working with - be it clients, teams, or other agents - if you're consistent in what you've promised to do. Deliver content consistently over Facebook and you will make a great impression.



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Consistency is key for any successful business. Avoid "pivoting" - jumping from one thing to another without making full use of the experience you have already gathered. Identify the best time to start something new and find out what works for YOU because that's how you'll reach success. Have fun doing whatever it is that you're doing. Calls are not the only way to network successfully and if you're not enjoying what you do, people will know. Find your tactic and make it successful with determination and consistency.

Jan 14, 2018

A lot of individual agents get themselves into trouble by not having a way to generate new relationships, and they get swept away by teams. Why are teams making it so hard for individual agents to compete? Is 2018 the beginning of the end of the individual agent? What is the bigger trend behind the movement towards teams? On this episode, we are joined by Dale Archdekin to talk about the value of teams.

Three Things We Learned

 

Count on your database shrinking every year

Whether it’s relocation or death, your database is going to shrink by up to 15% each year. If you’re not able to continue building more relationships to expand your sphere, your actual business is going to shrink too.



Teams offer a lot more value

Teams who are developing entire sales teams around receiving and converting leads

at a high level, are offering a lot more value to the market. They are buying up massive space in online advertising, their footprint is larger because they have many people under the same brand, and they have the ability to handle paperwork in a professional and consistent way.

 

Teams make database communication easier

 

A lot of salespeople that are really good at talking to people and fostering relationships, are very bad at creating and managing repeatable systems. If you plug into a team that’s dialed in with a consistent touch plan to keep you in front of your sphere, that communication is taken care of with a repeatable system.




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The stress levels in this business can be astronomical, and a team can help you shoulder that. By handling the admin side of things in a professional and consistent way, providing accountability and automating things like database communication, teams offer value that individual agents just couldn’t compete with. A team allows you to leverage a repeatable system, cutting a lot of the worry out the job. Teams are also a vehicle for specialization, where you can leverage the abilities of other people. It’s all about plugging into a team that gets you more business and also helps you get better and better.

Jan 13, 2018

A 30 minute open house can be more effective than a 3-hour one with the right tactics. How can you use open houses to protect the value of a home? How can you make the open house an event that brings in crowds? On this episode, we are joined by our good friend and marketer Glenn Twiddle, to talk about open house mastery and making yourself a household name.  

Three Things We Learned

 

The saturation geographic marketing tactic

When you do an open house, do a 5-minute video version of it on Facebook Live. Boost it to a targeted geographic area, and let it run long enough for people to see your acitivity and your effectiveness in your market. You’ll have sellers calling you, wanting you to take the listing, and you will guarantee future business.

 

Shorter open houses are more effective

 

Instead of a 3-hour open house where people show up sporadically, make it 30 minutes or an hour so that more people show up at once. This gives the home more of a buzz, and people will assume there’s competition to buy the house.



Invite people for reasons other than buying the house

An open house doesn’t just have to be about the house. You can make it a community event with fun activities and giveaways. Partner with local vendors or brands and invite people from the neighborhood. It’s a powerful way to market yourself.



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The saturation geographic marketing method will make you a household name in a short amount of time. That’s because people get to see what you’re about, and that you’re a serious contender in the real estate of that area. If you can make an impact by making people feel  respected, and giving a solution to their specific problem, you will blow all your competitors out of the water because people will see the value and want to work with you.

Jan 13, 2018

A lot of people set goals for the whole year, but find it hard to hold their motivation for that long. What is the right way to go about setting your goals? How do you overcome resistance to doing what you need to do? How do you test if a lead generation method is really working? On this episode, we talk about these topics as we prepare for the new year.

Three Things We Learned

 

Use journaling and the Sedona Method to overcome resistance to what you need to do

Sometimes we find ourselves resisting the tasks and actions, and we just can’t seem to figure out why. The best thing you can do in this case is to write out all the possible reasons for the resistance so you can free yourself from it. Additionally, you can do the Sedona Method.

 

Stop riding the instability of emotional highs

Emotions just won’t be a good enough fuel to take you towards your goals, that’s why it’s so counterproductive to base your work and activities on how you feel in the moment. To stop riding emotional waves, get a solid rhythm of daily behavior and commit to systems and schedules so you can follow through.

 

Shorten the time span of your goals & have consequences

When you set a goal for a whole year, you will very likely lose momentum. Shorten the time span of your goals into more bite-sized pieces, and have an idea of the nitty gritty of your day-to-day. Have rewards and consequences for when you meet or fail to meet your goals.



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It’s a lot easier to take an action where there’s a physical, mental or emotional pain you’ll inflict on yourself if you’re going off track. Decide how long you’re going to commit to doing something and have a clear criteria for success. You have to have a bedrock of systems, processes and schedule that you can fall back on to keep momentum going.  

Jan 10, 2018

It’s hard to get a person to open up, unless they feel like they have rapport with you. Why is empathy the secret to building a genuine connection with someone? Why is it so good to ask “what” questions, not “why” questions? How do all these points improve your relationships? On this episode, Dr. Debra Dupree is back to share more brilliant verbal ninja moves that will improve your emotional intelligence.

 

Three Things We Learned



Think empathy, not sympathy

Sympathy comes from having the same experience as someone, but empathy is showing that you understand what they’re going through. It makes people feel heard, and that you recognize where they are. This is a powerful way to connect.

 

Ask what questions, not why question

You put people at ease when you ask what questions. Why questions can easily make someone defensive. You can very easily reframe your question by asking your question as a what and not a why. You are going to get a better answer that way.

 

Go from being unconsciously incompetent to unconsciously competent

At any given time, we’re unconsciously incompetent, we don’t know what we don’t know.

We want to move towards being consciously incompetent so we can continue to build, and lead and grow. Ultimately we want to be unconsciously competent.




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As individuals we all feel like our experiences are uniquely our own, so when you empathize you are acknowledging that, and also making them feel heard. Building rapport is all about building trust, building a connection and giving them the space to share their feelings and thoughts. If you can bring empathy, integrity, sincerity, compassion, and reliability to the table, you can get people to open up and that will create a very strong relationship and business.

Jan 8, 2018

Most agents have no idea what sets them apart from the rest, and they are conditioned to not differentiate. Why is it so important to know what makes you a uniquely qualified service provider? What is the most powerful tactic you can use to build rapport? How do you finish the year strong and hit the ground running in 2018? On this episode, we are joined by coach Don Cunningham, who answers these questions and other questions from the audience.

Three Things We Learned

 

When you’re competing with other agents use questions to stand out

If a prospect tells you they’re still interviewing other agents, use this an opportunity to ask questions about whether there’s something they want in another agent that you haven’t covered in the conversation. Better yet, empower yourself right from the start by asking what you would want them to cover in the presentation.



Build rapport first

Want to avoid putting the prospect off? Try building rapport before you go in for the kill. Rapport building gives you the right to have the conversation about why they should hire you, and you will be able to provide information that actually resonates with the client.



Use this time wisely

The natural instinct at this time of the year is to take a more laid back approach but this is actually a good time to nurture relationships and set yourself up for some leads next year. It’s more acceptable at this time of the year to make connections with your past clients and sphere of influence so send a festive-themed card or communication.  



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No matter what position you’re in, you have to find a way to differentiate yourself, and it can’t be that you’re better because that just won’t work. One way you can set yourself apart is by building genuine connections with people. As things get more technologically advanced and individually customizable, the personal relationship has become more important. It’s much easier to execute the search and the transaction, but that doesn’t mean you should put relationships on the back burner. Remember, it’s the people that understand how to quickly build deep personal connections that are killing it.

Jan 7, 2018

A lot of people who hire ISAs do it because they couldn’t find success with it themselves. How does this do more harm than good? Is prospecting by making calls the avenue for you? What mistakes do people make when it comes to turning a call into an appointment? On this episode, we answer these questions and tackle other questions from our audience.

Three Things We Learned

 

If you’re not willing to exclude, you won’t attract

As a business owner, it’s important to be clear on who you work best with. The whole point is to build a system that can help a certain person get certain types of results. If you’re trying to serve too many types of people, you won’t be able to carve out your own lane, which puts you at a major disadvantage.

 

Get comfortable with the process of making the calls

There’s great value in sitting down and making calls for an hour. You learn so much more about your prospects, and when you do eventually decide to hire someone, you can train them more effectively. If you don’t have the time to do this, you might as well get out of the business.  

 

Don’t put people off by being too salesy too quickly

A big mistake people make in their prospecting is not providing enough value before they make a big ask. Always tell people what’s in it for them before you try to pitch them on meeting with you. Focus less on what you want and more on what helps the prospect.  



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The people who do very well with the ISA model are the ones that were able to pull it off successfully on their own before they hired more people. They understand that ISAs will help them take their business to the next level and they commit. They are good at training people and holding them accountable because they’ve gone through it and overcome the hurdles, and that’s what makes them unstoppable. 

Jan 6, 2018

A lot of real estate agents will accept working with people who treat them badly. What drives this mindset and how does it delay your success? How do you raise your standards so you filter out the bad? How do you start attracting the clients you actually want? On this episode, we are joined by Amy Broghamer who shares how she is able to close 95% of her prospects.

Three Things We Learned

 

Facebook is always going to boost Live video and native content more

When you upload on Facebook, remember that Live video performs way better than pre-recorded video. It’s also important to avoid making people click outside of Facebook because native content is what the platform encourages.

 

Set your parameters upfront

Your working relationship with clients is greatly determined by the standards and boundaries you set right at the start. That’s why it’s so necessary to be clear and firm about what works for you. Don’t underestimate the power of pacing and setting expectations.



Setting Standards is how you get to abundance

Most newer agents feel like they need to work with anyone and everyone to get their business up and running. The problem with this is you will stay where you are because you’ll be distracted and tied up with the wrong kinds of clients. Setting standards from the start will nip this problem in the bud, and create abundance.



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People hire a real estate to guide them to success, and you stepping up and leading them is a huge part of the process. If you keep finding yourself dealing with the worst clients, it’s time to reevaluate your process and start setting higher standards right from the start. You’ll never get to a place of abundance until you stop distracting yourself with clients that don’t get you paid and don’t help you get to your goal. Your initial encounters with a client will set the tone for the whole process, so set up higher standards and adhere to them.

Jan 5, 2018

People tend to use to-do lists as crutches to avoid actually getting into action. How do you stop this from happening by reducing your list to essentials? How do you become more specific about getting referrals? Why is it so important to build celebration into your process? On this episode, one of our favorites, James Colburn is back to talk about generating referrals.

Three Things We Learned

There’s a difference between stated goals and subconscious goals

The reason people tend to rebel against themselves and the goals they set is that the goals don’t align with the goals they set subconsciously. In this case the subconscious will always win.

 

Ask yourself how you’re going to build celebration into your routine

The celebration aspect of our business is lacking, but it’s something that you should install in your process. Your job isn’t just toil, and if you can have celebration in your life, it becomes the carrot that pushes you forward.

 

Don’t Base Actions on Feelings

It’s a massive mistake to live your life based on feelings, because they are fleeting and can be affected by so much. Your feelings have nothing to do with reality, so learn to get outside of them so your routines aren’t affected.


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The entire job of being a real estate agent is one thing, and one thing only. It’s being in front of people that want to buy or sell or know someone that wants to. This is what you should focus on, and it’s powerful to put your skin in the game and commit to the process. When it comes to getting referrals learn to be specific about what you’re looking for, and be bold when you ask. You will be surprised by how much business you can generate this way.

Dec 17, 2017

Successful prospecting requires you to establish rapport within a fraction of a second. What kind of script can you use to do this? How do you learn to qualify a prospect’s “no”? Why are self-generated leads better than purchased ones? On this episode, James Festini shares how he gets into beast mode to prospect at a high level.

Three Things We Learned

 

Self generated leads are better than purchased leads

It’s better to have leads that you worked hard for that are self generated, instead of leads that you’ve purchased. The competition for purchased leads is way higher than the competition for leads you got on your own.

 

Having a lot of leads gets rid of fear

 

If you’re afraid of lead generation and follow up, you probably don’t have enough leads. Once you build a database of many leads, you can move on quickly if one doesn’t pan out. If you don’t have a lot, you fall into the scarcity mindset and struggle. When you get to about 300 self-generated leads, you will be able to dial into your database and make appointments.  

 

Social media is important to stay relevant, but don’t oversell

Wearing a logo without looking like you’re selling is not easy. You have to bring value and make the content less about your business. You have to be creative, and have an artistic voice to try and stay relevant without making it all about yourself.  

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People don’t like prospecting because it exposes them to rejection, but if you work the system, it will produce results for you. Using a quicker script will help you escape the market’s short attention span, and if every part of the script has weight, it will be more effective. Think of yourself as an internet pop-up, you have about 10 seconds to capture attention and you have to grab the prospect with a strong headline and offer.

Dec 16, 2017

When people think real estate advertising, they often think of going hyper local. What strategy helps you gain global social proof and followers? What is the benefit of this tactic? Why is Facebook Live more powerful that YouTube? On this episode, Nick Sakkis talks about the incredible strategy that helps you get thousands of likes in just 4 days!

Three Things We Learned

Think of yourself as a media company that just happens to sell real estate

When it comes to branding for your visibility in the marketplace, remember you’re competing with the news, politics, sports, so whatever you’re publishing has to cut through all the noise out there and still be related to real estate.

How to go viral: personal story + the result + how to replicate the results

If you want to create content that really resonates and gets people to engage with you, there’s a formula that has worked very well on platforms like LinkedIn. It’s simple, tell a personal story about a challenge, how you overcame it and how others can replicate the results.


What Facebook has in spaces that YouTube doesn’t is the community factor

Facebook will thrash YouTube because it isn’t a community. Facebook, on the other hand is a community more than anything else. It also has way less trolls, more content and you’re able to be super-targeted with your messaging.

It’s so important to remember that you’re not a real estate agent, you’re a media publisher who happens to sell real estate. If you have this mental shift, you will be  able to create content that’s really relevant. Facebook is a worldwide brand so you have access to a global audience that can lend to your social proof. Remember you’re competing with many other kinds of content so yours really has to stick out. Put more work and effort in Facebook because it gives you the advantage of community. The kind of content someone would expect to find about a community, or city on YouTube is completely different from what they’ll engage with live on Facebook.

Dec 15, 2017

Whenever your problem is “I don’t have enough clients” it’s a sales and marketing problem. How do you solve this problem and build and nurture your database? How do you make your goals easier to follow through on? How do you position yourself as an expert in your industry? On this episode, we are joined by Scott Sillari who shares on building your database the right way.

Three Things We Learned

 

Whenever you set a goal, pin a number to it

For a goal to really mean something to you, you have to actually tie it to numbers. It doesn’t even have to be a big number, even just the number of minutes you spend on lead nurture. Whenever you set a goal, pin a number to it and commit to meeting those numbers.



If you’re having a lead problem, you have to start focusing on the relationships you’re building

Most people who are struggling to generate leads face this specific challenge because they aren’t building enough relationships through sales and marketing. The more outbound conversations you are able to have, the higher your chances of getting leads are.



People run away from building systems because it is more work on the front end

Most people don’t want to take the time to build a system upfront because there’s a fear of it working and then having to build a system that will bring more leads than they can handle. Any agent will be interested in a tactic that will get them one more find, but there’s a much smaller pool of people who are interested in a system that will flood them with clients because they don’t want that.

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All marketing and sales is is conversations that lead to relationships. If you are honest, transparent, genuine and authentic, you will get through the clutter and people will connect with you. Demonstrating your expertise shows your credibility and also boosts your confidence in building a database. You have to have enough outbound conversations with new people to build those relationships by providing value. It’s also important to tie your goals to numbers so you can commit to them.

Dec 14, 2017

A lot of people go into every day without a plan, and it gets in the way of them taking action and following through on their goals. Why is it so important to have a direct purpose and numbers weaved into your goals? Why are agents failing to convert their conversations with clients? How does mirroring a person’s communication style make you a better communicator. On this episode of Real Estate Uncensored we answer these questions.

Three Things We Learned

 

Consistency and persistence are the magic words in prospecting

To get fit, you don’t work out for 8 hours in one day, you consistently put in time on a regular basis so that your results build up over time. It’s the same thing in prospecting, it’s more about being consistent and persistent that in it is about doing a lot at once.



When people are unclear about their goals, they struggle to take action

When you wake up in the morning, and you’re motivated enough to set a plan for the day already, you’re not going to magically want to get up and execute a plan that you don’t have. If you do this, you’re just going to get into the day and drift, and fail to get anything meaningful done.   



It’s better to mimic not steamroll so you’re in alignment

Very little about communication has to do with words, most of it is tonality and body language. You can become a more effective communicator by learning to mimic the other person’s communication style, so that you put them at ease and align your energy. Whatever that person’s communication style is, it’s what they interpret as right.

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When we try to better ourselves by working harder and taking better care of ourselves, we have to remember that our bodies and our minds are going to fight us on that stuff, and that’s just part of being human. It’s so crucial to step into every day of your life with an intention and a definite purpose so you don’t just drift. If you don’t have a deadline and a really clear idea of your goals, and you don’t how you’re going to celebrate success when you hit it, you’re not going to be able to repeat it and it will be a temporary spike and you will go back to how you started. All this is avoidable if you have a clear plan.

Dec 13, 2017

Entrepreneurs constantly ask themselves the wrong questions and stall their own growth. What are the right questions to ask if you want to go to the next level? How can you convert a geographic farm into a digital database? What is the mindset you should have about calling so that it’s always the top priority? On this episode, we do a live Q&A and answer these questions.

Three Things We Learned

 

Don’t Hire People Until You Know Your Own System Very Well

 

The first step to building your capacity for growth, building a team starts with you figuring out your own process for getting results. Make sure you know how to do it yourself by learning to trust that you can run it yourself, and then thinking of getting someone to take over for you.

 

 

You Don’t Have to Be in a Big Market to Dominate

 

So many agents make the big mistake of thinking they can succeed by working in a very big market. The truth is, you can dominate a small area and become a category king, it’s all about having the right mindset and think of building a legendary dominating business, not something mediocre.



It’s not about getting one more client it’s about building a greater system

 

Many entrepreneurs ask themselves the wrong questions about their business. They obsess over what they need to do to get one more client rather than asking how you can build a legendary system for attracting a stream of clients. Learn to have the right conversation around your goals.

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There are many ways entrepreneurs get in the way of their own growth. First, they try to hire people on a system they don’t fully understand yet. They also think of getting one more client instead of taking the time to build a system to attract multiple clients. It’s also very common to think you can’t be successful in a small market, and these are all barriers to your own growth. If you have the mentality of category design, you can build a legendary business and dominate even a small market. If you build your confidence in your system hiring people to help becomes simple, and if you build a client attraction system you’ll never have to worry about one more client again.

Dec 12, 2017

A lot of people want to double their business, but because they don’t have a solid reason behind it, they fail. How do you go about giving more weight to your goals and aspirations? Why is mindset, discipline and habit so much harder than everything else in business? How can you set goals your subconscious will agree with? On this episode, we are joined by Andy Scherer and one of his top clients Heather Windser, to talk about planning for more business going into 2018.

Three Things We Learned



Consistency builds up over time

The cumulative effect of doing small things consistently over time is important. It’s not about the big leaps, it’s about the small daily habits that contribute to success in the long term. Everything will fall into place once you start to make certain changes.

 

Learn where you need to start for the next year

If you’re trying to start working towards next year’s goals at the end of the year, it’s too late. It’s important to start building towards your future results before the year ends. You should start thinking about the next year around October at the latest.

 

You have to set goals that resonate with your subconscious

There’s a lot of goal setting that’s done based on what people think or what we think we should want, but our subconscious does not agree with it, so we fail. We set goals with our conscious mind, but our subconscious mind isn’t on the same level so it rejects it.

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A lot of people track the business more than their actual life, but the business is the simple part. The things that really matter and propel us forward are mindset, discipline and habits. Implementing those things everyday is harder, and that’s why we have to follow them closely. It’s so necessary to raise the psychological necessity behind your goals so that you won’t break the promises you make to yourself. This will allow you break down your goals into strategic milestones, which will bring intention to every single day of your life.

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