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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, Kirby Skurat, 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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Now displaying: August, 2016
Aug 31, 2016

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In the quest for profit and success, the customer’s needs and success can easily get lost when entrepreneurs forget to be motivated by it. How can an entrepreneur ensure they are building strong customer relationships, building long-term value and zoning in on their own value proposition? Entrepreneur and co-founder of Hurdlr Raj Bhaskar shares his tactics, lessons and  thoughts on what entrepreneurs should be prioritizing.

When you listen and ask the right questions, that’s how you refine your value proposition. Your value proposition should stand on its own.  -Raj Bhaskar

Takeaways + Tactics

Consumers expect a certain level of service with anything they buy, as a business owner how can you think of providing anything less than that?

Don’t underestimate the cost of customer acquisition.

The typical definition of profit is earnings (minus) expenses but it’s actually earnings (minus) expenses (minus) taxes.

We kicked off the show with a quick overview of Raj’s career. He first launched VisualHOMES and sold it to Yardi, and he noted that his company managed to retain all its staff since the acquisition because of the long-term value they built there. He believes that refining the value proposition is the secret to customer success and increasing profit. Raj gave an example of cold calling and the benefit of the two-way conversation. “You should be listening most of the time and asking the right questions, that’s how you refine your value proposition.”

Raj went onto share a goal he had early in his career. He aimed to work with the top 500 agencies in the industry. We discussed the importance of knowing the industry as the route to providing real value to customers and clients. Raj also stated what he believes a true brand is, “it’s all the actions you take in a period of time. How people perceive your company is what your brand becomes.” Ultimately there is a difference between marketing hype and customer success and the latter should be more important.

Value also has a lot to do with your own core values. “I only have one set of values, those are the personal values I apply to business.” A lot of entrepreneurs mistakenly try to keep up with a certain lifestyle at the expense of their own core values.

In business, long term value is an asset and that comes down to long term value and not seeing your business as a means to an end. This means putting customer success at the forefront,  aiming to have a personal connection with them and valuing working in the business as much as working on the business. “A consumer expects a certain level of service with anything they buy, as a business owner, how can you think of providing anything less than that?”

We went onto discuss:

  • Hurdlr, the app that Raj cofounded to help entrepreneurs manage costs and taxes on the go
  • Strategic expenses in your business and expenses that are tax deductible
  • Business expenses where you get multiple dollars back when you spend one dollar (lead generation, for example)
  • Not underestimating the cost of customer acquisition

A lot of entrepreneurs miss opportunities by seeing their ventures as a means to an end instead of working on developing long-term value. To succeed, the path to value proposition should go by customer success. At the end of the day the value will stand on its own.  

 

Download the Hurdlr app for real estate agents

hurdlr.com (Our app for real estate agents)

16 tax deductions real estate agents can use in 2016

hurdlr.com

Raj Bhaskar is the Cofounder and CEO of Hurdlr, a mobile business management app for busy entrepreneurs. Previously, he was the Owner/CEO of VisualHOMES, a leading provider of property management software designed specifically for subsidized housing programs. To learn more about Hurdlr or download the app

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 29, 2016

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The real estate industry tracks ROI quite closely to ensuring that you’re getting out what you put in, but is there another important metric you should be keeping your eye on? In this episode we discuss why agents should be tracking Return on Time and Return on Technology and how you can get the most out of both through automation.

I can never make a return on my investment that would be equivalent or more than the return on my time. Through automation we get return on time. -Greg Harrelson

Takeaways + Tactics

Automation and technology won’t be effective if they are pushing out the wrong message or the right message at the wrong time.

Our industry went from tracking nothing to tracking ROI but the problem is real estate agents are not tracking ROT (Return on Technology).

The ultimate goal is to communicate through automation but it’s not a one size fits all strategy and it shouldn’t take the place of human conversation.

The Matts and the Gregs kicked off their conversation about automation and how Matt C. started working with Greg H. on the project. Greg H. stressed the importance of technology and automation in the current market. “Automation is critical because technology is playing a big role. Just to keep up with where the industry is going, agents need automation.”

Next Matt.C detailed the Virtual Assistants and IRAs he uses in his business. His virtual team includes a social media community manager as well as a graphic designer. He went onto to explain more about the Infusionsoft package he uses and the ins and outs of modifying his system to suit what he wants to get out of his business. Greg H. shared what makes the software even better than any CRM on the market. “It’s an intelligent CRM that allows you to feed additional things based on the click patterns of the customer.”

He also described how he’s able to create different content types for a different set of conversations. His goal is to have a system that enables the customer to pull information out of it, instead of pushing content to the customer.

Matt C. talked about how we wanted to have an automation for every stage of the sequence and then the conversation turned to the management of Buyer Lead Campaigns and Seller Lead Campaigns for clients looking to sell and buy. Greg H. shared how he is able to run these campaigns concurrently.  He also provided an insight into the ultimate benefit of automation and how it’s able to give you more time to reinvest into creating new products or improving your process.

Greg H. and Matt C. went onto answer questions about;

  • Price modification
  • Developing a database of real relationships within the automation and nurturing them
  • Centers of Influence campaigns and how they can be modified
  • Greg H’s future plans including a product they are building with Big Data
  • Text messages and integration

The business of real estate has seen boosts and benefits thanks to technology. Automation has proven to be an effective method to free up time you can invest into other parts of your business. The two things to remember is that automation is not a one size fits all and that automation and technology won’t yield results if you’re pushing out the wrong message or even the right message at the wrong time.

Guest Bios

Greg Harrelson has been selling real estate for over 20 years, his team is consistently the top performing in the Myrtle Beach area. To get in touch with Greg and learn more about his business go to http://www.c21theharrelsongroup.com/.

Matt Cavanaugh is a professionally trained salesman and negotiator armed with a bachelor’s degree in Mathematics. After having great success in industrial sales, Matt decided to begin his journey in real estate. To get in touch with Matt visit http://www.mattcavanaughrealestate.com/.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 25, 2016

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To succeed in real estate, it is necessary to build relationships and learn to nurture your own sphere. What are the tactics that agents can learn from a top producer? We discuss this subject with Omaha Realtor Sue Henson who provides insights into client communication, handling missteps and leading with honesty.

Even though things may be difficult to take in, when it’s all said and done the most important thing is that you were honest and owned it. Sue Henson

Takeaways + Tactics

Establish a sphere and a system so that year after year, your business continues to grow, and you won’t end up waiting for the next thing to come in.

Don’t hide behind Facebook and blogs, get out and meet people and and then blend the online work with the relationship building to get success.

The secret to giving really good gifts to clients is to give something that is personal to that individual.

Our guest is recent winner of the Omaha’s Choice Award in Real Estate, Sue Henson who introduced herself and shared her business structure which is 99,9% referrals based. After working on building relationships, she began to get repeat clients after 3 years, including a client she worked with 5 times. Sue’s secret for building these relationships is respect. “If you treat people with the utmost respect and you’re honest, people will respect you for that.”

We went on to discuss, client communication and creating a system that ensures that clients don’t slip through the cracks. We also touched on coming clean with clients when something goes wrong. Sue said, “never do it over the phone or via email and avoid pointing fingers or bailing.” The most successful people are able to take responsibility without letting it destroy their self esteem.

Next we took a question about the forms of lead generation Sue was most focused on. She shared on taking phone duty shifts no one wanted, and sending out newsletters with market snapshots and topics that were pertinent to her market. She also mentioned focusing on her sphere and building relationships by taking one person in her sphere out to lunch each week. We went on to exchange other relationship building tactics and being able to be an emotionally available agent for older sellers leaving their beloved homes behind. Sue has found that being a good listener is the most important skill for dealing with these people.

Towards the end of our chat Sue shared;

  • Her experiences working with military clients
  • Managing client expectations for when things don’t go according to plan
  • Her handwritten note system
  • Her average workday
  • What she would change if she had to start her real estate career all over again  

Your business is only as strong as the relationships you build with your clients. When you are honest, valuable, supportive and show that you have their backs at all times you’ll grow your referrals, get repeat business and become a trusted consultant.

Guest Bio

Sue is a licensed REALTOR® in the states of Nebraska and Iowa. She’s a founding member of Omaha’s Leading Edge-Realty Group. This group is comprised of 9 of the Metro’s top producing Agents. To learn more about Sue go to http://suehensonrealty.com/.

 Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 24, 2016

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A business that goes the distance has to be scalable, but scalability requires an effective system. How do you transform your business so that it runs more efficiently and gives you the possibility of an exit strategy? Virginia based agent, Kim Barber details the path she took, and the resources she relied on to making her business scalable and sellable.

A real business has numbers, goals, a plan, leverage and systems. -Kim Barber

Takeaways + Tactics

If you take time away from the business to plan the system you won’t have to go back and continuously redo it.

The value of a lead isn’t just where it came from, it’s what it took to close it.

As much as you put in the system, you still need the human conversation. People still want human communication.

At the top of the show, Kim Barber introduced herself and gave a background of her career and how she built the business to where it is today. Based in the Northern Virginia area, Kim has grown her team over the past 10 years. Kim shared some insights of the areas her business operates in. With a lot of military clients, a busy tech industry and an expanding subway system, the area is highly attractive and highly competitive.

Next, we answered a question about handling a seller who wants to lower their selling price if the agent can lower their commission. Kim went on to share the ins and outs of dealing with military clients who are stationed in the area on a short term basis. After answering a question about the possibility of land developments, Kim delved into her career and the moment that inspired her to make a change towards a more scalable system.

With leads coming from different areas, she found that couldn’t keep up with them. She wanted an exit strategy but realized that the way she was working wouldn’t allow that to happen. She also evaluated the systems she was using and concluded that she needed an integrated hub.

“If i really want to create something that’s an exit strategy, I need to have something like a hub, capturing the expertise, pushing it back out and I need to be able to monitor and measure.” She goes onto talk about having to take a step back from the business to create a sustainable system, and we discussed the benefits of setting that time aside.

Towards the end of the show, we touched on;

  • The importance of human communication within all the systems
  • Teaching the system to new agents
  • Webinars
  • Leading indicators and the scorecard

Taking a step back from your business to create a scalable system is an investment that will help you create a streamlined process.  Success requires skills, planning, knowledge and accountability but without a system, these attributes are dead in the water. Your system needs to be able to capture the expertise, push it back out and you need to be able to monitor it.

Guest Bio

Kim is a Hall of Fame Agent, Top 1% Nationally, Licensed in VA and MD. Real estate Licensed since 2004, Kim has been a top ranking Agent since 2005, moving from an individual agent to a team in 2010. As one of Northern Virginia’s Top Producing team leaders with a sales volume over $145,000,000, Kim prides herself on her personal service and attention to her clients’ goals. To learn more about Kim’s business, go to http://www.kimbarbergroup.com/

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

 

Aug 23, 2016

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Becoming a master of scripts doesn’t come easy – it takes practice and excellent communication skills. What can we learn from top producers and common script mistakes? In this episode we discuss overcoming script mistakes and learning to be authentic and focused on value.

Takeaways + Tactics

Never stop prospecting on a continuous basis.

Be human about your scripts and pay attention to the customer’s mood. If they’re having a bad day, pushing to complete the script won’t work in your favor.

People who are really good with scripting are authentic, and if they screw something up they understand what’s important is their expertise and the value they provide.

When you get a lead, slow your speech, slow your tempo and remain calm. Don’t get too excited because it will make you look less professional. Greg McDaniel   

 

On this episode of Real Estate Uncensored we dove into scripts, objections and marketing questions from listeners. The first question was about common scripting mistakes and how to avoid them. We shared what we learned from our own mistakes; including not overusing names, not being fearful, being authentic to who you are, and avoiding sounding too scripted.

We also discussed what makes top producers do so well at scripting. “The people that are really good with scripting don’t get flustered, they are authentic,” Greg explained, “and if they screw something up it doesn’t really bother them because they understand that’s not what’s important.”

Matt added, “what’s important is having the goods, knowing how to get a home sold, knowing the process and being able to talk about the market. There’s nothing that would be thrown at them that they wouldn’t be prepared for. They’ve done it enough so they are confident that whatever that person throws at them, they are going to be able to handle.”

Next, we handled the topic of leads and what to do when one comes in. Remember to handle the interaction calmly even if you’re really excited. Keep a slow tempo and slow down your speech, and keep the disposition throughout the call.

The next questions include

  •   The best to knock on a door again after leaving marketing materials at the same address before. Remember 80% of all sales are done between the 5th and 12th contact, so you’re going to have to go back a few times.
  •   How to build a culture of production for a group of agents who want to work together
  •   The correct number of times to call a single lead per day
  •   How to respond to an objection about the effectiveness of an MLS
  •   How to respond to an objection about waiting to buy or sell until spring.

When it comes to scripts, an agent has to have confidence in the most important aspect of the job – the process, the expertise and the ability to get a home sold. Once you’ve locked that part down you won’t be flustered or bothered when you make a mistake or cannot stick to the script. That way, you’ll be prepared for whatever’s thrown at you.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 22, 2016

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For the service professional, podcasting provides opportunities to grow your referral network and reach customers and clients through a medium that provides value. How do you get started in the podcasting game and what will be required of you? On this episode of Real Estate Uncensored, we discuss this will New York City real estate expert and successful podcaster Hal Coopersmith. He shared podcasting tactics, secrets and ideas for aspiring podcasters.

There are so many different avenues to pursue in podcasting. Don’t try to be anyone else, if you’re authentic to what your message is you’ll attract listeners. Hal Coopersmith

Takeaways + Tactics

If you’re starting a podcast, you’re going to have some expenses to start off, but one thing you don’t need to pay money for is learning how to podcast.

Podcasting is a great way to grow your referral market. People are more likely to want to build a relationship with you if you leverage a podcast.

You’ll never get good at podcasting by sitting back and thinking about getting at good at podcasting, you just have to get in the trenches and do it.

We kicked off the show with Hal detailing NYC real estate and how different the process is from the rest of the country. He gave the example of condos and cooperatives, which offer two different set ups for buyers. A condo gives the owner a deed, while in the case of a co-op the buyer is investing in the cooperation that owns the building. From an agent’s point of view, Hal stressed the importance of due diligence and understanding the nuances of each property type. “I can’t emphasize a real estate agent’s knowledge about the type of building and the market itself enough.”

Other information that’s important for agents and buyers to know is tax abatements, and the land ownership of the property. Because of these technicalities lawyers are deeply involved in the contract-to-close process. “Due diligence is certainly a large part of our function as attorneys in NYC.”

In the second part of the episode, Hal shared his take on podcasting and how he got into it. The seeds were planted back in his college day working at the campus radio station, and he’s always taken a keen interest in listening to podcasts and this became the passion that made his own podcast happen.

Hal gave his advice to podcasting beginners. He stressed learning as much as possible about it, and saving money by making use of free resources. Authenticity is also important and it should always be your main goal. Your podcast will attract listeners because it’s driven by your personality and not by doing what everyone else is doing. Remember to have a passion for the subject matter of your podcast. We wound down the chat sharing ideas on guest booking, tech and the power of podcasting in building a referral network.

Success in podcasting is rooted in authenticity, consistency and your ability to carve out a niche that gives listeners something valuable each time they listen. You won’t become a successful podcaster by waiting for the right moment to come. Remember to start where you can, get in the trenches and learn as you grow and gain confidence.

Guest Bio

Hal Coopersmith, is a third generation attorney who focuses his legal practice in commercial real estate transactions, residential purchases and sales, counseling start-up businesses, and wills and trusts. Hal hosts the New York Launch Pod, a podcast featuring conversations with a diverse group of New York entrepreneurs, who share their experiences and insights building new businesses. To get in touch with Hal visit coopersmithandcoopersmith.com or call 212-625-8505.  To listen to his podcast go to nylaunchpod.com

 Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 17, 2016

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With so many publishing and creative tools at your fingertips, which apps and tools should agents zero in on to propel their business and really bring value to their clients? Matt and Greg continue their discussion of tools that will aid you in your online promotion.

Mirror and match the people you’re going to door knock to. Greg McDaniel

Takeaways + Tactics

There’s a big difference between getting a client by losing money and getting a client by using your skills.

Aim to be a client minded and not commission minded.


Success is connected to the hard mental thought of how to be of value to your clients.

The podcast started with a discussion about developing good habits and the ability to separate beautiful states from suffering states. Secondly, a question came in about the use of the Mojo Dialer. Matt and Greg also answered a question about the meaning of the term “buying the business” which means buying a listing. Matt stressed the difference between getting a client through the use of skills and getting a client by taking a cut in commission or income. When an agent is commission minded and not client minded, they lack the abundance mindset that lets them know there are enough opportunities to go around.

The next question is about a script for dormant internet leads and then the co-hosts answer a question about a system for pre-recorded voicemails, which they discouraged listeners from because it can possibly lead to legal troubles and fines. Matt and Greg also answered a question about staying in contact with a client thinking of selling without becoming a nuisance. The co-hosts agreed that the goal should be to provide value by offering helpful information like best practices, prepping for selling and market conditions.

In the second half of the show Matt and Greg continued the conversation from the previous episode about ways for agents to promote themselves online. This time they discussed, the use of infographics, Slideshare, Canva, GIFs and Medium contributions.


For an agent to create a life of freedom, it’s important to bring real value to clients and one way you can extend your reach and gain more leads is through the use of online promotion and social media. Use of apps like Slideshare, Canva and GIFs will bring a creative edge to your content and get it in front of the right eyes.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

 

Aug 16, 2016

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When it comes to online promotion what are the most important things that agents should be doing to get ahead? Matt and Greg go through a list and comment on the tactics that stand out to them and provide key insights that will further enhance their promotion.

Takeaways + Tactics

Anytime you get a chance to speak, take it. At the very least, just the act of putting it out on social media gives you instant credibility, authority, legitimacy and expert status.

You can never go wrong by being more of a considered expert or more of an authority in your niche

The best marketing has value in and of itself without the need to buy anything or take the next steps

When you put out press releases, ideally you would have already spent some time in the lead up to putting out the press release building a relationship with someone at the local media. Matt Johnson

Matt and Greg opened the show with three listener questions, one about finding cheap dialers, one about FSBOs and another about agent scripts for new listings. The conversation then turned to different journaling approaches, celebrating losses and not being afraid of the word no.

The main topic of this podcast was ways real estate agents can promote themselves online, starting with blogging in different forms including video, writing and podcasts. Agents can blog about market updates, real estate news and trending topics. Matt added that agents can get their thoughts on paper which can be shared on LinkedIn, Medium, Facebook and a personal website. This same content can also be used to inspire Facebook Live videos and recordings.

The second tactic they detailed was creating niche landing pages and Matt gave the example of setting up a neighborhood website which can be used to post community events and other news. The traffic generated from this site can ultimately benefit your self promotion and your business. The time you spend marketing will divert away from prospecting but it will be worth it.

Matt and Greg then discussed press releases and whether they would be beneficial to a marketing strategy. Matt said, “when you put out press releases, ideally you would have already spent some time in the lead up to putting out the press release building a relationship with someone at the local media.” He reminded us that media people love content  and if you put out content, they will love you and you can become resource. In the last minutes of the episode the co-hosts discuss;

  • Authenticity and why you should avoid sales speak,
  • Reaching out to other bloggers for content,
  • Speaking at conferences and how that helps you build your online authority  
  • Marketing by providing value
  • Using Craigslist for listings  

Online promotion tactics like social media, blogging, press releases and landing pages can all be incredibly effective when they are used by an agent who aims to provide value and remain authentic. With these measures, credibility, authority, legitimacy and expert status can be yours for the taking.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 12, 2016

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In real estate, farming has always been a tried and true method for getting listings and growing a lucrative client base, but has this been changed by technology? In this episode, Matt and Greg talk to investment real estate expert Jason Hartman and discuss how to maximize farming by using online tools and becoming a community resource.

Takeaways + Tactics

As a farmer, decide - pick a farm area and stick with it. Ideally make it a newer track. If the neighbors don’t know each other and you can be the one to connect them

When you dominate your farm you don’t have to be good at your listing presentation.

The best neighborhoods to farm are the ones with turnover

Try to become that local celebrity. It’s a small little pond but it can be very lucrative. - Jason Hartman

The podcast kicked off with a listener question about scripts for a seller landing page lead, which Greg provided. Matt, Greg and Jason also discussed dealing with a buy who thinks they are going to sell again soon. Greg reminded listeners to tell the buyer that there’s no downside to buying a property, whether they move or not.

Matt and Greg picked Jason’s brain about how agents can establish their very first farms, and they discussed how traditional farming methods like door-to-doors and mailings are back in style. Jason added the importance of taking advantage of online tools and setting up neighborhood websites which can help an agent become a resource within a community.

Jason went on to provide helpful tips for farmers, including picking the right farm area, connecting people in the neighborhood and playing the long game by “digging your well before you’re thirsty.” Greg, Matt and Jason also discussed how agents can deal with HOAs and how to be the person that’s always around in the community. The listeners also got a background of Jason’s own career and his very first farms and listings. Greg also gave actionable tips and ideas for combining traditional farming with the online tools that have empowered today’s agents.

Technology has empowered real estate agents and this is especially true when it comes to farming. Whether you’re starting out or a real estate master there is a piece of technology that can make your farming more efficient and lucrative. Additionally remember that it’s also lucrative to become the local real estate celebrity, farm in areas with high turnover and make yourself look like the expert you are.

Guest Bio

Jason Hartman has been involved in several thousand real estate transactions and has owned income properties in 11 states and 17 cities. His company, Platinum Properties Investor Network, Inc. helps people achieve The American Dream of financial freedom by purchasing income property in prudent markets nationwide. Jason also runs a podcast called Creating Wealth. To learn more about Jason’s work go to jasonhartman.com

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 10, 2016

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Partnerships in real estate can be incredibly fruitful but why do so many of them fail? Is there a way to make a 50-50 partnership work by making use of each partner’s individual strengths. On this episode, Greg and Matt talk with business partners Lori Little and Lori Adams, who built their own successful real estate business. They provide insights on creating teams, growing a database, and successfully working as partners.

Takeaways + Tactics

Integrating your personal Facebook and business Facebook is a great way to show off your personality and get the best of both worlds.

Business partners can have different ways of doing things but sharing the same core values is the most important thing.

People want the kind of marketing that doesn’t make them feel forced to see something. That’s why educational marketing is so effective.

You can’t just partner with someone because they are good at selling, you have to have someone that’s going to sell like you do and care about clients the way you do. - Lori Adams

Matt, Greg and the two Loris kicked off the podcast with a question from a listener about whether it’s better to start a business Facebook page or do business through their personal Facebook page. Greg and Lori agree that integration is a better idea because business pages can make it hard to showcase your personality and you won’t be able to keep family and friends updated on how your business is doing.

Lori Adams and Lori Little also described their business structure, which consists of a transaction manager, listing coordinator, listing manager, buyer’s agents and a client care coordinator. The two Loris met in 2006 working in a corporate environment and then they started their business in 2010.  

On the subject of how they work successfully as partners, Lori Little said they are different but they do believe in a lot of the same things. She said partnership goes beyond being good at selling, it’s about sharing the same values. They also discussed how to build trust in a partnership so that it doesn’t become an issue.

Next, Matt asked about how the two Loris managed to implement their business plans. The ladies said that they began hustling by farming and mailing. With more money, they were able to add online tactics like Zillow and Vyral Marketing.

As the chat winded down, they discussed

  • Keeping a positive outlook after 2008
  • Building databases
  • Daily schedules
  • Having freedom within the business structure and managing client expectations

What ultimately makes a business partnership work is understanding your differences and knowing that you each won’t contribute to the business in the same way. For the business process to work, trust has to be at the center of that relationship. Work with a person who shares the same values and wants to help clients in the same way you do.

Guest Bio

Lori and Lori are a real estate duo working in California’s Central Valley.  

Individually, they are each known as leaders in the real estate industry, and together their success is highly respected by peers and clients alike. They are affiliated with numerous professional organizations including the National, California and Central Valley Associations of Realtors®, as well as the Multiple Listing Service. To get in touch with Lori and Lori call 209-607-9606.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 7, 2016

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In this episode, Greg gave a breakdown of the key things he learned during his attendance at Inman Connect. He and Matt also answer listener/viewer questions about refreshing overpriced listings, finding the right agents to do open houses and the power of being helpful to the people around you

Takeaways + Tactics

When you’re hiring a substitute agent, make sure they are the right fit for you, and the right fit for that specific listing

If a seller isn’t planning on doing anything immediately, baby step the relationship by providing value

If you’re looking for people to make flyers, use graphic designers on Fiverr, it will save you time

Everyone around you has something to offer and everyone around you has a battle they are fighting so if you can help somebody, they might want to get back to you or you might just make a good friend.” Greg McDaniel

The episode kicked off with a question about refreshing a previously overpriced listing. Greg said you can use strategies like pricing it below the market value, and trying to generate a bidding war. You can also try to host events at the home, take new pictures or use Facebook live. Greg said it ultimately comes down to the selling price.

 

Secondly, Greg gave a breakdown of the helpful apps and tech techniques he learned about at Inman Connect.

  • LinkedIn Export: a way to boost your database
  • Google Alert for your listings: in case someone is passing off their listings as their own
  • G board
  • pipl.com: to get more details about a specific email address
  • realtor.com/giveliz
  • NameReck: to remember the names of people you meet.

The second question was about open houses and how to hire substitute realtors you can rely on. Greg put emphasis on making sure they are the right fit for you and the right fit for that listing. The third question was about software realtors can use to create flyers. Matt suggested using Fiverr which gives you access to skilled graphic designers at a fraction of the price.

The next two questions were related to new agents and how they can grow their sphere of influence. Greg mentioned that you can do the 60 day challenge where you meet people and also give out your business card to 15-20 people per day. He also mentioned building relationships in steps, starting with delivering value.

The episode winded down with Greg telling a story about the importance of helping people whenever you meet them because it might lead to unexpected opportunities or you might make a good friend.

Firstly, make sure you’re letting tech work for you and the growth of your business. Secondly, hire people who are reliable and the right fit for your business and the specific products. Also remember to grow your sphere of influence by providing value and building relationships in baby steps and make sure you’re a helpful resource to other people because you never know where that might lead.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 6, 2016

Watch the On-Demand 

Social media is an incredible prospecting tool for real estate agents, but how much time do you have to put into it to succeed? According to social media expert Tim Stafford, 20 minutes per day is enough to grow a following and start working to create useful content for your following. In this episode, Tim also provides useful social media tips for appealing to millennials and how to use humor to attract followers.

Takeaways + Tactics

Ask questions to engage with people. When people share their opinions they feel like they’re part of the community.

Retweets are important for the health of your Twitter presence

Shape everything you do on some sort of purpose you have in your mind

When you tweet, tweet well, make sure your tweets count, make them reflect the complexities of who you are, your brand, and your services. Tim Stafford 

The show kicked off with a question about how to appeal to millennials and how social media can be employed to leverage testimonials. Tim reminded listeners and viewers about the essence of social media. “It’s all about how people behave in digital environments. You're trying to understand what makes a human being tick. If you get that you can succeed.”  

When it comes to millennials, the goal should be to build a community and build the idea that people can have and voice their opinions. Secondly, the goal should be to ask questions to engage with people. This is what will make them feel like part of community.

Tim went onto talk about texting and why it’s the go-to platform to raise money for non-profits. He said it provides an avenue for people who normally wouldn’t give. Real estate agents may not be non-profits looking for funding but there is something to learn in that insight. If you can start thinking of things on a minor level you can actually win followers and get clients in what Tim calls small-atomizations.

Next, Tim brings up the importance of employing humor on social media. For example, on SnapChat, millennials have stated that they like humor. He said you don’t necessarily have to post funny videos but you can make your vibe a bit more laid back. 

The show winded down withTim introducing his Twitter strategy, consisting of 6 things you can do each day for 5 minutes each day.

  • Engage with people on your feed or in your notifications, the goal is to have conversation
  • look through your feed
  • Retweet new followers  
  • Follow people
  • Unfollow people who didn’t follow back in 48 hours
  • Follow back
  • Write tweets

According to Tim Stafford, what agents should be doing on social media is building a following and creating content that people will respond to. On top of that it’s important to tweet often, tweet well and use hashtags wisely. Lastly, don’t be afraid to bring value and humor so that people become more comfortable with you.

Guest Bio

Tim has more than 25 years of experience in the areas of educational leadership, instructional design, educational technology, curriculum and development, adult learning, professional development, and accreditation. To get in touch with Tim, email his at tmstafford@ruinstitute.com or book him for a free coaching session by going to bookdrtim.com   

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 5, 2016

Watch the On-Demand

What does it take to build a business that closes a minimum of 675 deals each year? What systems and tactics are necessary to create productivity? On this episode of Real Estate Uncensored, Matt and Greg connect with Phoenix real estate entrepreneur Brett Tanner and discuss metrics, team building, wealth building and the systems that create profitable productivity.

Takeaways + Tactics

All the success you’ll have as an agent is about metrics

Ask yourself how you can run the most efficient and most profitable system

The myth agents have is that they need more leads when in fact you actually need to work the leads you already have.

If you’re going to make a profit, if you’re going to spend money and buy leads, lead accountability will be the method in which you profit. -Brett Tanner

Matt and Greg start off the chat and introduce Brett Tanner who runs his business out of Phoenix, Arizona. Brett, Matt and Greg answered a listener question about expired listings and how to smooth out a system to be more productive. Brett emphasized the importance of metrics and why having good data about what’s creating production will make an impact. It is necessary to know what’s making you successful because this will give you something to hold yourself accountable to and a way to create a pipeline for business.

Through metrics, one can also learn about the corners of the market and niche markets you could be communicating and building relationships with. In Brett’s own experience, making the switch from short sales to the residential/equity side required him to take an interest in the markets that many agents don’t think to call. These include absentee owners and people who own their homes free and clear. Brett recommends crafting content and the message to those specific clients once they know who they are.

The conversation then turned to team building, CRMs and lead accountability. Brett pointed out the importance of making sure you get what you pay for when it comes to leads, and accountability is a huge part of that. He gave some detail about his own agents, who work on a system of 30 leads per day. He believes that agents shouldn’t be aiming to get more leads, but should be more aggressive with the leads they already have. The chat winded down with the co-hosts and Brett discussing the possibility of leveraging text as another way to nurture leads. Brett also discussed his future plans for the business which include setting up companies that support his real estate business and expand his sphere of influence.

A smart agent understands that success isn’t as simple as getting more leads. The real business defining tasks that will be required of you are metrics that tell you where you’re succeeding, systems that make you more efficient and holding yourself accountable.


Guest Bio-
Brett is a real estate entrepreneur based in Arizona. The Brett Tanner Team work toward the common goal of assisting clients in achieving their short and long term real estate goals. To get in touch with Brett go to whatbrettuses.com or yournextphoenixhome.com

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

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