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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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast






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Jun 4, 2016

First Kevin explained the differences between Australian and US real estate, which mostly involves the lack of buyer agents. Most agents represent both sides of the transaction for an average commission of 2.5%.

Then we dive into the best habits Kevin has observed in top agents he’s worked with and interviewed on his shows. We start with short-term mindset and the focus on transactions. The top agents focus on relationships first and the deals come as a byproduct.

Kevin shared how top agents are their own hardest critics, constantly striving and looking for ways to improve their performance and their outcomes. They never believe they’re the best just because someone told them that or because they had one great transaction. They are always planning, looking ahead and picking up new skills for their future.

Last we touch on a few reasons agents don’t become successful investors. Kevin explained that agents don’t focus on developing multiple income streams and don’t have a long-term plan for their business or their life.

Exploding your business may not be easy but it can be simple. Write down the 10-15 things you want to improve in your business. Focus only on the top 1-3 things and get those changes implemented. By focusing on just those few very important changes you’re more likely to follow through and see real results.

Kevin Turner is a real estate veteran and host of Real Estate Uncut and Real Estate Talk in Australia. Learn more about Kevin’s shows at and

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.

May 31, 2016

We can all agree that the real estate industry has shifted in the last 10 years. As consumers have become more educated and tech-savvy, client’s expectations of agents has changed. But have we as agents adjusted?


We start with a question on hiring an ISA to make prospecting calls when you as an agent have not done them yourself. Greg and Matt agreed that you should double down on your strengths but disagree on how that applies to this situation.

Then we dive into the 4 types of service, pulled from David Maister’s fantastic book True Professionalism:



Brain Surgeon


It’s important to understand the differences because our industry has shifted from a sales industry to a consulting industry. This means that the willingness to do what’s best for your client - even when it’s not in your best interest - will separate you as a trusted consultant instead of a salesperson. People hate to be sold - but love to buy.

Most real estate clients are looking for a Nurse - someone who can execute a proven treatment and walk them through the process. They already know what their problem is (need to buy or sell) so they don’t need diagnosis, creativity or innovation. They want to know that you’ve solved this problem before for people just like them. It’s also the reason clients often choose agents based on price - they’re assuming the “treatment” is the same from any provider, so they want the best price. It’s our job to better communicate our value and prove that we’re a better provider in order to justify our fees.

Most agents, and most service providers in general, think of ourselves as Brain Surgeons - high level problem solvers with high technical skills. Nothing wrong with having great technical skills, but problems come up when we think of ourselves as Brain Surgeons and clients just want a great Nurse. Completely different value proposition - completely different expectations from the client. This results in communication issues and low referrals because clients expect something different than what we’re providing.


So what’s the moral of the story? Understand what YOUR ideal clients are looking for. If they aren’t looking for a Brain Surgeon, don’t sell yourself as one. Sell what your clients are looking for, and use leverage to become more profitable.

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.

May 31, 2016

Social skills are critical to any salesperson or consultant, but many agents struggle to meet new people in social situations. In our latest episode Jordan Harbinger shares simple, practical tips for building good social habits and confidence so you can meet and attract new clients in everyday life.


Jordan is the host of the Art of Charm and regularly coaches men on how to build social skills and confidence, in addition to interviewing many successful people on those same topics. We kicked off the show with a rant on internet marketers and real estate coaches who make their money teaching people how to do something they don’t currently do (and may never have done).

Then we move into how to build social skills, and Jordan shared an amazing insight - that your first impression is when you become a blip on someone’s radar - NOT when you first open your mouth. So often people spend a lot of time on a clever line, a joke or icebreaker, and completely forget that your first impression is how your body communicates before you even open your mouth.

Jordan explained that when he teaches social skills at his live events, he teaches guys to delegate good body language to the level of habit. He explained the Doorway Drill - where every time you walk through a door you stand up tall, shoulders back, put a smile on your face, etc. This builds an subconscious habit that will serve you well in social situations because it puts good body language on autopilot allowing you to focus on other people.

Focusing on yourself in social situations is one of the reasons we struggle to remember names of people we meet. We’re focused on how we look and sound - inward focused - rather than focusing on who we’re meeting.

Nothing happens overnight, and working on body language and social skills needs to be done in conjunction with other  work, such as handling your bad habits, getting in shape, eating right. These things make a huge difference over time.


If you’re looking to sharpen your social skills and become more comfortable in social situations, go back and listen to this episode and listen to Jordan’s podcast, the Art of Charm. Nothing happens overnight, but social skills can be learned and confidence can be built. As Jordan said, “Even if it takes a year, great. This is a life-changing type of event. Because it’s going to change the way people treat you, which will change the way you act.”

Jordan Harbinger is the host of the Art of Charm podcast and conducts in person bootcamps teaching social skills to top performers. Subscribe to the podcast and learn more about the bootcamps at

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.

May 31, 2016

Once you understand the power of social media, often the next question is, What do I talk about? Our latest episode gives you the tools and tactics to produce your best content and then repurpose and repackage it into multiple forms for other social media platforms.

Tim started by emphasized again that there are real people behind the social media profiles, and as soon as you forget that, you start sending out content no one cares about. It’s critical to know who your ideal client is and what they care about so you put out content that is valuable, otherwise they will unfollow and unsubscribe. SUPER important!

Next we went over 3 questions you can ask yourself to help generate content:

  1. What are you reading that’s interesting to your clients?
  2. What do your clients ask you?
  3. What is it that I’m doing that’s successful, and how can I share it?

By answering questions you actually receive from clients, you get into the conversation already taking place in your prospect’s head.

When it comes to finding your platform, Tim shared a great piece of wisdom, “If you’re new to social media, you have an awesome opportunity to try EVERYTHING...if the numbers go up, stay in that vein...Don’t worry about the numbers falling off. Don’t get too attached to your content.”

To repurpose and repackage, start with your best content, usually email content, and the break it up into smaller chunks for social media. You can also boil your content down to key foundational elements, find the commonalities and then expound on those commonalities in different ways. Greg shared that one of his strategies is simply to document his life, share what he’s seeing and learning every day, and sharing different chunks of it through different social media platforms in different modalities.

Now that you’re armed with a system for producing content, it’s time to implement that system! If you have questions or need help creating a system that works for you, book a free 30-min phone consultation with Dr Stafford here.

Get Tim’s course, Ultimate Periscope Mastery here, and use the code REUPON at checkout to get 50% off the course.

Dr. Stafford has more than 20 years of experience working with corporations, non-profit organizations, educational institutions and private research think tanks in instructional forensics. His knowledge is sought out from some of the largest non-profits in the US and around the world including, the Int’l Mission Board, Baptist Global Response, the Kentucky Baptist Convention, Voice of the Martyrs, and many others. Get a free 30-min phone consulations with Dr Stafford at

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.

May 25, 2016

Andy Green is both team leader and part of the Five Doors expansion network, and shares his experience building his team, setting up systematic, referral-driven lead generation systems and leadership tips for real estate teams.


We started with a question on how to manage and lead ISA’s, Andy explained that it’s really hard to find ISA’s who can hit 40 appts/mo consistently and still maintain a high quality of appointment. They focus on quality over quantity, and are fortunate to have one ISA who can hit both.

Then we dive into Andy’s story, how he restarted his business in 2011, and how he figured out his lead gen and database marketing system.

Andy explained that his team is everywhere, getting involved in youth sports, fun runs, sponsoring local teams and events. They also market to their database through video, which generated 65 home sales from their database last year alone.

We also went deep into how Andy structures and leads his team, including why he went away from the traditional model and allowed all his agents to work with buyers and sellers. Andy explained the initial dip in listings they went through and how he pulled them out of that dip through great training and support for his agents. The result is that Andy is no longer required in production and is not beholden to one listing partner leaving and forcing him back into production.

This allows Andy to focus on long-term growth, such as growing their ISA team, which already has 4 members, one of which is taking a leadership role as the team grows.

Andy is a great example to follow in building a lead generation system that focuses on their database and community first, rather than relying on cold internet leads. If you’re currently a rainmaker or team leader looking to exit the business, Andy’s experience also shows a path to exiting the business by allowing all your agents to list, rather than bringing in a high level (and expensive) listing partner.

Andy Green is CEO of the Green Group in Wilsonville, OR, a member of the Five Doors network of KW. To connect with Andy or send referrals to his team in Oregon, email

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.

May 23, 2016

In a unique show, we share some of our favorite inspirational and thought-provoking questions, while answering several sales and marketing questions from agents on Facebook.

We start with a question on how to get over the fear of sitting in a coffee shop with a sign offering to answer real estate questions. Greg’s brief and inspirational answer was to man up and grow up. We also tackled a couple questions on how to invite someone to an Open House and set appointments while calling Expired listings.

Then we went into questions you can ask yourself that can yield some life-changing answers.

“Are you doing what you truly WANT to do?”

“Did I execute my plan and follow my rituals today?”

“How many promised have you made and how many have you fulfilled?”

“Did I push myself through any fear or discomfort, was I mentally tough today?”

The right question can change your life. Asking yourself key questions every day and every week is a powerful way to stay on track toward your goals.

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.

May 20, 2016

Fellow podcasters and real estate brothers Casey and Corey Wright join us to share smartphone hacks for productivity and effectiveness, as well as some apps that have changed their life.

We started with a question on how to get started as a new agent, especially when you don’t have 6 months of reserves.  Greg pointed out that if you’re in that situation, every spare second should be devoted to doing something outbound to generate response and uncover potential clients. Corey and Casey shared their perspective, gleaned from years growing up watching their successful Realtor parents and the agents on their team.

Then we jumped into smartphone hacks, starting with some basic tips on how optimize your device, including grouping your apps, limiting your screens and scheduling time each month to clean up and organize your smartphone.

We also covered on-demand apps like Postmates, Amazon Prime Now, Purple and much more. Corey and Casey shared how they use keyboard shortcuts, and improved functions on the iPhone like Search and Siri that have snuck up and improved a lot while most people haven’t noticed.

So take advantage of these smartphone hacks and make your smartphone a true productivity device, not just something that lets you browse Facebook!

Casey and Corey Wright are co-founders of Wright Brothers Inc which provides real estate education and placement services to new real estate agents as well as helping top brokerages and offices around the country recruit new agents. Learn more about their services at and check out their podcast on YouTube.

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.

May 16, 2016

How do you double your business in one year? For Rochester, MN agent Andy Mulholland the answer was focus. By eliminating distractions and getting clear on what each team member needed to accomplish each day, Andy’s team went from 112 deals in 2014 to 248 deals last year, dominating his city.

We start with a question on how to manage ISA’s, Greg and Andy agreed there need to be standards you manage to, but how you arrive at those standards differs if you’re experimenting with ISA’s for the first time.

The Andy explained the growth he’s experienced over the last few years, going from 78 to 248 in just a few years. Andy attributes his success to focus, eliminating distractions and understanding what needs to be done each day.

Andy allows his agents to set their own goals and then holds them accountable and gives them support to reach their goals. Andy recommended the book The 4 Disciplines of Execution as a great blueprint for this type of team goal setting and accountability.

Then we dive into how Andy takes listings appointments in the office without ever seeing the home in person. He explained how they respond to inbound requests from sellers and set the appointments in the office, as well as how they position the appointment to get the seller to come in. What’s even more interesting is that through their radio, billboards, TV and past client referrals, they don’t have to make any outbound prospecting calls for sellers. It’s only responding to inbound requests.

Next we cover the shift Andy’s team made from buyer-heavy to seller-heavy when they started on radio. Andy also shared their process for getting homes ready for listing, including a paid pre-inspection, a visit from their home stager, pro photography and an HWA extended warranty.

Andy also reveals an unheard-of twist on the Guaranteed Sale program, which they position as a benefit for buyers and not their seller clients. In other words, sellers are attracted to the offer, but the Guaranteed Sale is actually aimed at buyers who are hesitant to make an offer because they haven’t put their own home on the market yet.

Once this benefit is explained to sellers, they often are not concerned with the Guaranteed Sale on their own home.  

Andy is a great example of providing massive value to sellers and clearly communicating that value through mass media and past client referrals. We hope you implement some of the tips and tactics Andy shared to build your listing business!

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.

May 16, 2016

We start with Heather’s success on Facebook, starting from just a couple hundred friends to now close to 5,000.

Heather shared some tips for building business on Facebook:

  • Reach out to 30+ people per day
  • Don’t be weird - be yourself
  • Don’t sell first - build relationships
  • Deliver content on subjects that you’re passionate about especially when they relate to your business
  • Start every day by interacting - sending friend requests, commenting, posting
  • Be consistent in your follow up

Then we dive into the health component. Heather explained that there are three main problems that cause lack of energy, fogginess and low productivity.

  • We’re not getting nutrients from our food supply.
  • There are 240 toxins we’re consuming every day
  • Stress

Heather explained that most people get 80% of their protein from dinner. If you want to be in optimal shape, you want as much as protein as possible, spaced throughout the day. Keep healthy snacks in the car and at the office so you’re not tempted to grab something at a convenience store or at a fast food joint.

Cutting bad things out, like soda and diet soda, will make a massive difference. But even if you can’t cut out, focus on cutting DOWN. Heather suggested more water and trying organic coffee which is low-acidic level and has little or no pesticides.

If you’re not fueling your body correctly, you’re also not fueling your mind. Putting more nutrients, protein and water into your body helps your body AND mind function at a higher level.

Heather Kertman distributes healthy supplements and nutritional cleansing products. Find her on Facebook by name or find her World of Wellness Facebook group where she posts helpful tips and strategies for healthy living.

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.

May 11, 2016

We kicked off the episode by answering a question on how to do live walk-through videos for clients using Facebook Live, Google Hangouts or Blab. One key to live video is the quality of your audio, so picking up an inexpensive SmartLav mic is a great way to immediately boost the quality of your live video and make people more likely to stick around and watch.

Then we bring in Alisa who shared some common misconceptions about credit, such as the fact that older bills, collections and bankruptcy might not affect your credit score as much as you think. Alisa also pointed that Realtors also suffer from these misconceptions because they miss out on the opportunity to show potential clients how to raise their credit score and may even mis-advise clients to wait who could qualify for a loan with a little help and guidance.

Alisa went on to share some key tips for raising your credit score such as:

How to use credit card payments, even secured cards, to “drown out the bad with good”

One cool trick to consolidate credit card debt and raise your credit score with

How Alisa uses credit repair tips to stay in touch with her database and future clients

Why paying off old bills may actually HURT your credit score

Alisa also shared her unique background story, which included working in comedy talent booking, moving to HBO and eventually becoming a producer on Politically Incorrect w/Bill Mahr. Alisa took her love of comedy and good sense of humor with her into business, including speaking events and workshops, and she’s writing a book to spread her Color My Credit concepts.

Subscribe to Real Estate Uncensored on:

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Binge on back episodes at:

Everyone wants to raise their credit score but few understand how. The more you learn, the more you can share with your database and future clients to help them prepare to buy a home. It also gives you a unique advantage in the marketplace where consumers want unique, helpful information. Providing that information and guiding clients to better financial decisions will help you become their trusted advisor.

Show Highlights-

4:55 Question: How to do live walk through video for out-of-state buyers

14:00 Misconceptions about credit and the 24 month rule for credit score - why Realtors are missing out on getting buyers in their pipeline by not understanding credit or having a mortgage pro who can help clients improve their score

18:15 How to use credit cards to “drown out the bad with good” and improve your score

20:01 One cool trick to massively improve your credit score even if your credit cards are maxed out

25:00 How Alisa uses Color My Credit to stay in front of her database and pipeline of future clients giving tips on how to improve their credit

29:30 How Alisa developed the concepts of Color My Credit

33:50 Why paying off older bills may HURT your credit

36:35 How one client boosted her credit score by 40 points simply by purchasing a small item on a credit card

41:30 If you know how to color, you know how to improve your credit

43:00 Alisa’s background in comedy and becoming a producer for Politically Incorrect w/Bill Mahr

Guest Bio- Alisa Glutz is a top mortgage lender and leader of the Glutz Group at Cherry Creek Mortgage in Scottsdale AZ. Alisa is currently working on a book and educational company called Color My Credit to educate mortgage pros, real estate pros and the general public about how to improve their credit score. Connect with Alisa on Facebook at and send referrals to her in Scottsdale via email:  

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.

May 11, 2016

We start with Jeff’s training for an Ironman and how that level of physical training is affecting his focus and energy he can put into business. Jeff also shares the two tactics he recommends for new agents - Open Houses and zero-cost social media posts offering free home value quotes.

Then Greg and Jeff go deep on authenticity, how it gives you clarity, and why it’s so crucial to be your true self rather than being who you think people want you to be. Jeff explained that the only difference between someone who makes $50k a year instead of a million is the way they think.

Jeff also shared why thinking big attracts opportunity in your life and creates things that would have never come your way otherwise.

We also cover:

Jeff’s morning routines

How to shift your focus to the positive

Why surround yourself with people who have already achieved what you want in life

How to stay focused on your goals in a world of distration

And much more.

Subscribe to Real Estate Uncensored on:

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Binge on back episodes at:

If you want to take your business and your life to a new level, take Jeff’s advice. Start writing down your goals multiple times a day, get around people who already have what you want, and think big. Just those few changes will start to make a huge impact and Jeff’s life is proof that his advice works.

Show Highlights-

4:19 How training for an Ironman competition is raising his energy and confidence levels and helping him be more effective in business

7:18 Two ways Jeff recommends a new agent get started: Open Houses and social media for free home value

12:05 How authenticity gives you clarity and power - when we’re not ourselves we’re out of alignment

18:50 The difference between someone who makes 50k a year versus a million

22:55 You get what you tolerate

28:20 Google Street View and how to use it to shoot 360 videos of your listings

31:30 Jeff’s morning routine

35:22 The strategy of thinking big and how it affects your mind and life events

39:00 Shifting your focus and how to stay focused on the positive aspects of everything in your life, from your home or your car to your relationship

45:10 Why surround yourself with the life, the fitness, the relationships, the hobbies, the faith and anything else that you want in your life - you’ll achieve those same results quicker through osmosis

51:00 Jeff’s goals and the advice he received from a half-billionaire to write your goals down multiple times every single day

Guest Bio- Jeff Latham is a mega producing agent and founder of Latham Realty Unlimited, a successful real estate brokerage selling over 200 units a year in Washington state. Jeff is also the co-founder of Latham Coaching Unlimited and The Freedom Evolution, which trains mega-producing agents and mortgage brokers how to develop the best version of themselves, increase their income and systematize their business while working fewer hours. To apply for Freedom Evolution Coaching, visit:

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.

May 11, 2016

We start by answering a question about post-closing gifts, and Greg shared his idea for using to have items delivered to your office, giving you a reason to reach out to your best past clients every month. Doren shared the system he teaches his mortgage clients to run, starting with a gift basket delivered to their workplace to generate word-of-mouth, and including his “Magic Wand” letter.

Then we dive into capturing more online reviews and success stories. Doren explains that most Realtors ask for referrals the wrong way and mistakenly send people directly to a review site that requires an account to submit a review. This often stops clients in their tracks and the agent receives no review. Doren created a software service that solves this problem by allowing clients to submit their review first, then directing them to several options for sites to post the review, that way the review is saved and sent to you even if the client doesn’t post the review anywhere online.

We also discuss why online reviews are becoming so critical to success and when to ask your clients for referrals, plus how to follow up if they don’t respond to your first request for review.

Then we get Doren’s perspective on referral relationships, why he recommends his clients to go narrow and deep with only 6-12 referral partners, and how to find who those high value, high leverage referrals partners are in your market.

We finish with Doren’s tactics for capturing more leads at Open Houses using ethical bribes and blaming the seller for asking visitors to register and leave feedback, and how to use the feedback form to capture leads from both yourself and your lender partner.

Subscribe to Real Estate Uncensored on:

iTunes: OR Stitcher:

Binge on back episodes at:

Online reviews are becoming a critical part of the consumer decision-making process. The sooner you start building your presence in online reviews the better positioned you’ll be to succeed over the next couple decades. Make asking for reviews a part of your process with every client, and ask them at the point of highest positive emotion.

Show Highlights-

4:55 Why podcasts are the saving grace of Doren’s professional development

6:00 Question: Unique options for closing gifts

11:00 One killer technique to launch your closing campaign using gift baskets to the client’s workplace - the “Magic Wand” letter

16:00 Idea for connecting with past clients on the anniversary of their home purchase - why use direct mail ‘homespun’ newsletters in your past client follow up campaign

23:00 What is the McDaniel Challenge

28:07 Online accounts and the problem of getting reviews by sending clients directly to review sites first - how Doren’s service solves that problem by allowing them to create their review within the software first, saving the review even if they don’t submit it to any online sites

36:00 Why online reviews are increasingly important in the next 10-20 years and WHEN to ask for referrals

40:00 A mortgage coach’s perspective on referral relationships

45:15 Why you must know who your highest leverage referral partner is and have a unique value proposition aimed at that them - why go narrow and deep with referral partners

52:37 Two simple and effective tactics to capture more leads at Open Houses

Guest Bio- Doren Aldana is a top mortgage marketing coach and founder of The Testimonial Engine. Doren helps some of the top mortgage pros in North America generate more leads and close more business, and through his Testimonial Engine service he helps service professionals collect and share testimonials and build their online reviews. Connect with Doren at and learn more about Testimonial Engine at

Get your free gift from Doren Aldana, How To Collect & Share 5-Star Rave Reviews on Autopilot (While You Sleep), at

May 11, 2016

We start by answering questions from various Facebook groups on everything from how to train your ISA’s to set up appointments, the best script for really old Expired’s, and how to market a property with strict HOA guidelines on signs and showings.

Then we dive into profitability, ways to increase your value and make more money in real estate. First we cover skill-building - including what skills you can build and how skill-building will make you more money. The better your sales skills, the higher percentage of appointments you’ll set and the more clients you’ll attract, even if all else stays equal. Or you develop your marketing skills to generate more leads and you’ll attract clients even if you don’t increase your closing percentage.

Next we cover specialization, options include luxury, REO, certain areas of your market, price ranges, new construction, investors, Expired listings, land, developments, first-tim homebuyers, commercial, and much more. Consumers are coming more and more to expect professionals to specialize in solving their specific problem for clients who look just like them. The more you can show past success with the same type of clients and a track record of solving the same type of problem, the easier it will be to attract more of the same clients with the same problems.

Subscribe to Real Estate Uncensored on:

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Binge on back episodes at:

If you’re looking for information on how to increase your value and justify higher fees to your real estate clients, check out the excellent book Managing The Professional Service Firm by David Maister. The principles we covered in this episode barely scratch the surface of what David covers in his fantastic book.

Show Highlights-

3:19 Question re: marketing a listing with strict HOA guidelines on marketing

11:36 Question: ISA’s, appt setting and the holy grail of real estate

17:30 Question: Best script for calling really old Expired listings

24:53 Making more money - Why growth doesn’t automatically make more profit

29:11 How to build more skills to increase your value to clients - why work on mindset first and when to work on skills first

38:37 Increasing your number of productive hours by finding ways to outsource tasks to assistants, transaction coordinators and other staff and technology

47:59 The difference between paid marketing and business development or “hustle”

51:41 McDaniel Challenge and upcoming guests

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.

May 2, 2016

We start with a question on howto utilize video in your business and why you should start withevergreen content like follow up videos for prospects, local videoswith business owners, and educational videos for new buyer andseller clients. We also tackle an issue with addresses not beingallowed on flyers for door-knocking, and the mindset of lack thatis behind all these anti-marketing rules being propagated by realestate boards.

Then we dig into the frameworkof how to grow a business. Ultra-successful people have anincredible sense of clarity, they understand the framework of howto grow a business. So when they confront a problem, they’re ableto zero in on the source of the problem even without understandingthe finer points of an industry or the business. Matt shared hisexperience speaking with the CEO of one of the top Sandler salestraining franchises in the world, and why tactics are alwayssecondary to attitude and behavoir.

Greg summed it up perfectly, “You have to give of yourself morethan anything. As soon as you give enough value to the universe, itwill give everything you want back to you because the Law ofReciprocity comes into play.” 

Click here to download your free PDF, Greg’sFavorite Scripts, featuring scripts for buyer and seller leadfollow up, price reduction and objection handler scripts and muchmore

Apr 28, 2016

First Tim answered the question- What platforms should I focus on? Tim explained that he wouldadvise to use Facebook, Twitter and LinkedIn, but choose to mastereither Facebook OR Twitter. They have very different audiences andlanguage, so choose the one that matches your target audience. Timalso shared why he loves Facebook Live and why any expert, thoughtleader or professional should use it to bring value and build afollowing. The best way to prep for a Facebook Live? Get out anenvelope and write down the top 5 points you would share to helpothers in your industry. Stop making excuses and simply talk aboutthose 5 points.

Tim shared a very simpleframework for the social media landscape

Facebook - people who know youalready

Twitter - people who need toknow you

LinkedIn- people you need toknow

So if you’re looking to usesocial media to generate leads, you start with your friends andfamily, which means inviting them to Like your Facebook page, andask them to invite their friends. Then use Twitter for building anetwork of people who don’t know you but volunteer to follow you.Then you use LinkedIn to follow thought leaders who have their ownfollowers

You’ll also learn:

A simple structure for socialmedia newbies

How to use simple apps to growyour Twitter following and then bring them to Facebook

How to use LinkedIn to connectwith industry thought leaders

How to be short andvaluable

Why you shouldn’t try somethingonce and abandon it

“If you’re new to social media,”Tim explained,  “think of Facebook as the place where peoplewho know you gather and are looking to you forinformation.”

Resources & Tools

Crowdfire -

As Tim said, if you have aset-it-and-forget-it mentality, you will lose. If you put outcontent people will expect you to engage with them consistently.Set aside at least an hour a day to invest in social media, andexperiment till you find something you can run with.

Click here to download your free PDF, Greg’sFavorite Scripts, featuring scripts for buyer and seller leadfollow up, price reduction and objection handler scripts and muchmore.

Apr 28, 2016

We start with how to handlebuyers making a low dollar offer on a million-dollar listing, andJosh explained that he’s learned to remove the emotion from thedeal. It’s all about the numbers and taking every offer seriously,even ones that seem insulting at first. Then we answer a questionon how to use CRM systems to text prospects, Josh shared how histeam uses Big Purple Dot to send 600 video texts per day, and howhis team texts through the CRM so everything is tracked and linkedto the prospects.

Then we dig into how Josh run his Facebook lead generationsystem, from the overall process from the user’s perspective, tothe creative that goes into his ads to create curiosity and get aprospect to take action. Josh finds about 10% of people that clickthrough from Facebook will opt-in on his site, which he considers a“lead.”

You’ll also learn:

  • Asimple script for 5 Friend Request messages per day
  • Howto post to Facebook 4x per day on specific topics
  • Howto create very specific and fun Facebook posts and ads that grabattention
  • Whyyou shouldn’t use million dollar homes in your Facebookads

Then we go over Josh’s Mega OpenHouse strategy, which they use to sell 30 homes per month, almost50% of their business. “You must learn to become brilliant at thethings you can control,” Josh explained, “the marketplace will notaccept average.” So Josh focused on the factors of an Open Housethat he controls:

  1. UseOpen Houses to dominate your farm - Don’t do open houses in justany area
  2. Pickthe right property in your farm
  3. Market the Open House effectively - Start 10days ahead
  4. Setup for the event - Put out as many signs as allowed
  5. Maximize your Tour Process - Use FORD techniqueto build rapport
  6. Berelentless in your folow up

Josh also shared how he handles the knee-jerkobjection from Open House visitors that they already have an agent.He explained that most agents don’t follow up, so he doesn’t handlethese visitors any differently than if they don’t have an agent. Hetours them through the home, attempts to collect their informationat registration and then puts them into his funnel. Superior followup over time will beat virtually every other agent.

Resources & Tools

Big Purple Dot - Real Estate CRMsystem Josh and his team currently use

LionDesk - Another real estateCRM Josh recommends - JoshuaSmith’s CRM product

If you’re looking to take yourbusiness to a new level, Facebook and Open Houses are leadgeneration sources you have absolute control over and can master atlittle to no cost. Then you can add paid Facebook ads to the mix toreally put your lead gen into overdrive. Be brilliant at the thingsyou control!

Joshua Smith is thefounder/owner of Revisto Real Estate Group in the greater Phoenixarea. A serial entrepreneur and one of the top 30 Realtors in thecountry, Josh has built a powerhouse team by coaching agents tomaximize their production. Josh is also part-owner of the upcomingreal estate lead gen system Perfect Storm. Connect with Josh andsend referrals to his team in Phoenix by emailing Joshua@revistorealestate.comand learn about Perfect Stormat

Click here to download your free PDF, Greg’sFavorite Scripts, featuring scripts for buyer and seller leadfollow up, price reduction and objection handler scripts and muchmore.

Apr 25, 2016

We start with a question about dealing with low inventory markets, and Greg explained how they actively go after FSBO’s, Zillow Make Me Moves, 6 month old Expired’s and circle prospecting to expose homes that are currently off-market.

Marti explained that their track record and lead gen efforts allows them to focus on taking listings without much adjustment. Marti explained, “We are a listing house. We are the best listing team, we sell more pre-owned homes than any other agent in our market. You gotta have a really big ego to do this. You have to believe that you’re the best.”

Once listed, their priority is then to probe each offer and make sure their seller client is getting the best offer, with the best terms, from the best-qualified and positioned buyer.

Marti shared how her team gives back and builds relationships with local agents with cash giveaway drawings to any agent who does a deal with their team every 3 months.

Then we dive into Marti’s story, beginning with her start in real estate as a single mother of three, to her shifting focus to listings and starting to build her team. Marti explained that she started to invest in herself with training and coaching which helped position her for the next jump.

What really exploded her listings and allowed her to dominate her market was the addition of radio advertising. Marti became a member of RATE group which helps agents leverage radio to generate listings. Marti runs a combination of One Minute Real Estate Updates, short spots and testimonials on country and talk radio stations that have loyal listeners. Marti shared, “We keep up on our success stories and we try to promote them everywhere. I think 5 years from now people will decide if they’re going to do business with you based on your reviews.”

We also cover how Marti’s team uses personal gift and videos to position the seller before the listing appointment. Marti and her team have shot 20+ videos on varying topics for sellers and about their team, and her listing agents choose the most applicable for each potential seller client, which takes the place of a pre-listing packet.

We finish up by going into how Marti developed her Coming Soon Homes platform and how she uses it in her market to build demand for Open Houses and set herself apart from every other agent. This platform allows both agents and buyers to see homes that Marti’s team is about to bring to market, and captures leads for her team as well. Marti is about to open up her local site to other agent’s listings, making her site the main destination for this information in her market, further entrenching her team as the dominant listing team.

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If you’re looking to separate your team and dominate the listings in your market, this is a must-listen episode. Marti has set the standard and continues to innovate with her Coming Soon Homes platform, which may evolve into a way for sellers to find their listing agent online.

Marti Hampton is the broker/owner of one of the top RE/MAX teams in the world, finishing #5 worldwide. Marti is also the founder of Coming Soon Homes, an online service that provides pre-market information to both agents and buyers on homes prior to hitting the MLS. To send referrals to Marti’s team in Raleigh/Durham area, contact her via email at and learn more about Coming Soon Homes at

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.

Apr 18, 2016

We start with a few pointers on Facebook Live, which Greg is experimenting with in his local area with good success. One great tip is to choose a time to consistently broadcast live, then let people know when you’ll be broadcasting so they can join you.

Next Jeff kicks off our segment on Craigslist posts, currently their #2 top-producing source of online leads. Jeff shared how they outsource Craigslist posting for only $175/mo and it generates hundreds of leads and 60 deals for their team in 2015. As strange as it may sound, even though Craigslist took away the option to put live, clickable links in a post, this strategy still works. Simply direct people to the plain-text link, and people will copy/paste it into a browser. The result is eye-popping 18% conversion of click-to-lead ratio. In other words, if you’re willing to copy and paste a link into a new browser, you’re more likely to register to continue searching.

As Jeff points out, stay ethical and only post in the Offered-by-Broker section of real estate. His team treats Craigslist leads the same as any other buyer lead and converts them at the same rate.

Next we go into Facebook boosted posts, which has become one of the team’s lowest cost source of leads, and among the top 4 lead sources overall. Jeff’s agents post their new listings, fun searches or neighborhood-searches as posts, then boosts the posts with $5, $10 or $20 to Friends-of-Friends or demographic groups they want to target. The posts are dead simple, sending people to Jeff’s Boomtown site where they register to continue searching for homes. Jeff’s agents then follow up like any other lead.

Jeff shared his Boomtown dashboard showing his lead sources for the past 30 days, in which Facebook accounted for 2500 website visits and over 100 leads.

We finish up by talking about Jeff’s highest-dollar value activity, going on listing appointments, and how he structures it so he passes the listing off to an agent and keeps 75%. Jeff also shares how he keeps in touch with his database through video marketing, and how he keeps an eye on what other agents are talking about to get ideas for his videos.

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Hopefully these tips inspire and equip you to try things like Craigslist posts, boosting posts on Facebook and publishing your own video blog. Just remember, nothing substitutes for real follow up, both by phone and in person!

Jeff Cohn is the founder of Omaha’s Elite Real Estate Group, Nebraska’s #1 selling team, and President of Elite Real Estate Systems, which has expansion teams in 4 cities around the country. Click here to learn more about Jeff’s Team Building Workshops or connect with Elite Real Estate Systems on Facebook.

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.

Apr 15, 2016

We start with a quick question on Zestimates and how Todd got into a Twitter war with Zillow CEO Spencer Rascoff. Todd pointed out that the Zestimate was about 60% high on Rascoff’s own house in Seattle, which recently sold for 700,000 below the Zestimate. Todd also answered the question of how a buyer agent should look out for in a short sale situation, explaining that patience and short sale experience is the key.

Then Todd shared how he stumbled onto the short sale/foreclosure market through a chance opportunity to be an expert witness. He gave a Broker Price Opinion in a bankruptcy case. Todd asked who would get the listing, and the attorney explained that banks have lists of preferred agents, so Todd doubled down and spent 6 months finding every bank in the US and getting on their lists. Todd also cold called agents who sold REO, went to every conference and joined every group, so he was ready when the REO market exploded.

The growth was so quick that Todd scrambled to create the systems to handle this growth, eventually growing to over 600 listings and 120 agents working the leads and listings. Those systems also helped get more systematic and more experienced, so even as the REO market declined, Todd’s team can head off problems before they come up. “It was nice to have 60, 70 closings a month, but payroll was over $100k a month,” Todd explained. “I was very fortunate, I was in the right place at the right time, but I did the right things to put myself there.”

Next we dug into Todd’s background in video blogging. Todd was one of the first to use a Flip cam to record educational videos for his database. He shared where he gets his topic ideas, how he systematized the process, and the results of video blogging. Todd can directly attribute over 130 deals to leads coming from his video blog, which now has over 500 videos.

Then we dive into the app Todd has created in conjunction with Kristian Peter, another former REO mega-agent (and former guest of the show). HomingIn is a crowdsourced home valuation tool consumers use to request real home value estimates from real agents. Consumers request an estimate, which then pings all agents in the area, allowing them to submit a home value estimate with reasons, request pictures from the homeowner, and set themselves apart for other agents.

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HomingIn is in the early stages, so get in on the ground floor and try it out. It has great potetial to take off and become a go-to platform for sellers to find listing agents online. And when you spot an opportunity, double down and put everything you have to establish yourself in that niche.

Todd Miller is a top listing agent in Las Vegas specializing in Fannie Mae properties, and together Todd and his wife have sold over 3000 homes. Todd is a former #1 worldwide agent for KW, at one point carrying 600+ listings and working with 120 agents. Todd also runs a popular real estate video blog to which he directly attributes at least 130 transactions. Connect with Tood and check out his video blog at Be sure to download the HomingIn app on the Apple App Store, or learn more about the app at

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.

Apr 13, 2016

We start with a question on the ethics and pros/cons of “coming soon’ listings. Both Greg and Preston agree that there’s nothing wrong morally or ethically in promoting the listing in advance. As long as you’re doing your fiduciary duty of attempting to get the seller the highest price and best terms in the shortest amount of time, there should be no issue with coming soon marketing.

Then we dive into the elements of a great headshot, including:


No obstruction of the eyes

Smile with teeth


Preston tested his own headshot using an app called PhotoFeeler, where the public votes on profile photos and gives real feedback you can use to choose your best photos. Check out the app at

Some of the more surprising results of Preston’s headshot testing were the fact that squinting your eyes helps convey likeability and confidence, and that full body shots were voted very low compared to head-and-shoulders shots. Preston also noted that if you use the PhotoFeeler app, it’s important to wait till you get at least 40 votes before drawing any conclusions.

Preston also shared the early results of interviews he’s conducted with executives and founders of 4 different virtual reality startups. Some of the possibilities include “virtual home tours” where you can view properties in full 3d, tour multiple properties and even make offers without ever setting foot in the home. At the very least it limits the amount of homes an agent has to show in person. However, it also affects the perception of the value of a Realtor, forcing us to explain how our value is in the negotiation and transaction management, not the opening of doors.

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With all the changes coming soon in virtual reality, live video and our entire existence being documented online, it’s important to put your best foot forward. Get comfortable with video, get high quality and effective headshots that convey the right qualities. This allows prospective clients to get comfortable with you in the online world so they’re more likely to contact you and work with you in the real world.

Preston Zeller is a real estate broker in Vancouver, WA in the greater Portland area. Preston comes from a family of real estate entrepreneurs, including builders, developers and investors. Prior to his real estate career, Preston started his own digital marketing consultancy, offering web design, branding and video production. Learn more about Preston at and send referrals to him via email at

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.

Apr 12, 2016

We start with a question on how to demonstrate value and maintain your commission with luxury listings. Greg explained how listing presentations need to be customized for luxury clients, how to research them in advance so you know what type of person you’re dealing with. Danny agreed and pointed out an app called Charlie that gives you intelligence on anyone coming up on your calendar to give you common interests and key points from their social media profiles.

Next Danny shared the story of how he transitioned from real estate attorney to licensed agent and how he built his team by continuously getting low value activities off his plate. “That’s the biggest misconception people have is they don’t realize you are a salesperson first, a real estate agent second. So I dove into sales hardcore. I bought every sales book imaginable,” Danny explained. “I know a lot of agents who have the contract memorized but are broke because they have no clients.”

Danny shared why he treats luxury clients the same as any other client, “I think the skills are the same. It’s all about asking great questions.” Danny also explained that some of the best high-dollar referrals have come from lower-end clients.

The systems Danny and his team have built allow them to provide very high levels of client service. “At the end of the day, a system is just a good checklist. So now we have all these 5-star Yelp reviews, and it’s all because our admin people follow the checklist that’s there, and we know that those things work.”

Then we dive into how Danny uses Vyral Marketing, and the Open-and-Click reports from their video emails to their database. Danny’s ISA team makes “customer service” calls to his database based on the response to their emails, looking for people in their database who are thinking of making a move.

We finish by covering Danny’s approach to team building, management and recruiting, and why it’s so important to hire self-managing, self-motivating people.


Rocket Fuel -Gino Wickman - Influential book on Danny’s systems-based approach

Basecamp - For running your systems and checklists with your team

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Whether you’re looking to build a dominant real estate team or just want to attract one more client per month, the key is skills and systems. Focus on building your skills, both sales and management, and then create systems so things get done the right way every time.

Danny Batsalkin is the CEO and co-founder of TBG Homes, one of the most successful teams in the Keller Williams network.  Danny hosts The Real Estate Zone, a weekly radio show that airs at 7 am on Saturdays on Talk Radio 790 KABC.  Danny also trains and coaches real estate agents and is a Certified Trainer for the national bestselling book, The ONE Thing, by Gary Keller and Jay Papasan. Learn more about Danny’s team at and send referrals in Bevery Hills or Calabasas via email at or call 310-432-5755 .

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.

Apr 7, 2016

We started with a question on verbiage for listing appointment/consultation. Greg explained why he uses “listing appointment” with himself and his staff, and “listing consultation” with the seller. This helps him think of the appointment as immovable, but less threatening to the seller. Melinda shared why she uses “listing presentation” which sets up the expectations for a sales presentation. We also covered some ideas for marketing a home with a small plane hangar on the property.

Melinda explained some of the keys to her success in 2015, starting with script practice. “One of the things I really focused on this last year was increasing my presentation skills. Really working on my scripts, my objection handlers, knowing the inventory, getting out and previewing properties so I know what I’m presenting. It really makes a difference when you really sound like you know what you’re doing..” She shared her schedule for daily and weekly role play and listing presentation script practice.

“When I first started in this business, I was role playing 2 hours every day,” Melinda said. “I was also practicing all day long on the people I was talking to. They didn’t know I was practicing but I was. In the beginning my closing ratio was maybe 25%, now it’s 85%.”

We also dig into the mechanics of Melinda’s schedule, how she previews 5 homes in an hour, why she still works 10-12 hours a day during the week, and why she raised her minimum buyer standards. She also shared some great tips for door knocking and scheduling. “The key to getting more done is scheduling.” Melinda shared how she holds herself accountable to focus on work during work hours, “I just ask myself, would my client be happy if they knew what I was spending my time on right now?”

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Melinda’s business is a great example of a streamlined rainmaker model, with a support team that plays to her strengths and allows her to focus on new business. In a rainmaker model, increasing your skills, knowledge and client standards are the keys to making more profit. So learn from Melinda’s example, put in the work and you’ll see the results in your business just like Melinda.

Melinda Elmer is ranked among the top 1% of agents in today’s market and works out of Long Beach, CA.. Melinda has consistently been awarded the designation of top buyers agent and top listing agent and she has been recognized for her outstanding achievements by the Women’s Council of Realtors. She is a multi-year recipient of the prestigious Los Angeles Magazine’s Five Star rating. Send referrals in the Long Beach area to or call 562-316-2915.

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.

Apr 6, 2016

We start with the basics of Instagram, including what types of content is most popular, why you should stick with very short videos even though IG raised it’s limit to 60 seconds, and how to find your Facebook friends on IG.

Sarah shared the top three ways Instagram has changed her business:

  1. Generated national referrals from agents she’s never met
  2. Built deeper relationships with current and past clients
  3. Changed her mental outlook on down markets

Sarah explained her strategy behind hashtags, which she breaks into two groups: Hashtags she uses often and funny hashtags. Sarah uses local hashtags to put her posts in front of people looking for real estate, finding the hashtags people are already using and then adding them to your posts.

Focusing on local events and commenting on them using hashtags is a great way to attract more followers. Tagging yourself in specific locations around your city also helps put your posts in front of new potential followers.

On Instagram, interaction is key. Sarah explained that anytime she posts on Instagram, typically once a day, she sets aside the next 15 minutes to interact with people she follows and people using the hashtags she follows. Basically she’s starting conversations with people, who will then check out her profile. Sarah is also careful not to fake-like all people’s recent posts when she starts following them, she prefers a more authentic approach of liking just a few posts.

Then Sarah shared her strategy for mixing personal and business content, why you shouldn’t pay for likes on Instagram, and how to link your IG acct to your Facebook Business page, and why she only boosts non-business posts on Facebook.

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Gary Vaynerchuk says, “One piece of content can change your life” and Sarah is a great example. One short video clip caused her IG account to take off, getting tons of comments and shares from agents around North America. So start sharing pictures and short video clips, interact with people based on local hashtags, and be yourself. You never know when one of your posts will go viral and attract hundreds or thousands of new followers!

Guest Bio- Sarah Johnston is a 10-year veteran Realtor with Maxwell Canyon Creek in Calgary, Alberta. Sarah is a Certified Negotiation Expert, Condominium Specialist, Country Residential and Buyers Representative. To send referrals to Sarah in Calgary, email her at or DM her on Instagram, adventuresinrealestateyyc.

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.

Apr 1, 2016

What are the pillars of your business? In our latest interview episode, Justin Woodall shares how he nearly left the business during the recession, why he decided to double down on lead generation, and how he’s built a thriving team on prospecting and referrals.

Takeaways + Tactics

Be client-minded, not commission-minded

Systems are the key to growing your business - every deal is different but your activities are usually the same

Education and follow up the key to converting Expireds - Help them understand the market and their options and then follow up consistently

You have to know that when you do the right thing, when you put the clients first and serve them, that everything will work out just fine. - Justin Woodall

We start with a question from a newer agent on whether they should join a team or stay independent. Justin and Greg agreed that joining a team has advantages but you’re giving up commission, and it’s crucial to understand your niche and what you’re good at.

Next, Justin shared the importance of systems and how they allow him to do 150 deals without sacrificing client service. He explained how he tracks information for listing presentations and has his asst put together a file with all the information he needs for that appointment. Justin also shared his backstory and the structure of his team, including why he hired a second assistant rather than hiring a buyer’s agent as he started to get busier.

Justin explained why he’s hired an ISA to help follow up with leads, the qualities of a successful ISA and how he compensates her. That led Justin to share of his biggest challenges in building a team, “I think hiring the right people is a skill that’s kind of hard to develop. And if you haven’t done it, you don’t have a clue... I’m become a lot more selective on who I bring on my team.”

Then we dive into how Justin holds agents accountable, rewards success, and the metrics they track. Rather than holding a weekly meeting, Justin meets with his team for a 15 minute Daily Huddle and then a larger meeting once a month, which keeps them on track without taking up too much time.

Justin also answered the question, What would you do if you were starting out in the business today? “Get really clear on where you want to be. Do you want to grow your own team, be on a team, what kind of quality of life do you want to have?” We finished by covering how Justin goes after Expired listings and why they are still a pillar of his business.

Justin’s story is a great example of perseverance, investing in yourself through coaching and education, and succeeding through experiments. You’re going to make some mistakes, hire the wrong people, send out the wrong marketing pieces. Focus on giving the best service possible, stay in touch with your database and adjust to the market and you’ll be successful over the long run.

Guest Bio

Justin Woodall is the owner of the Justin Woodall Group with Keller Williams in Athens, GA. Justin’s team consistently ranked in the top 10 teams for the entire Keller Williams Southeast Region for several months in 2015 and continues to grow, selling over 150 homes last year. To send referrals to Justin in the Athens area, email and learn more about his team at

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.

Mar 28, 2016

Power prospector and listing pro Susan Heller joins us to share her weekly structure for prospecting, how her Closing Negotiator helps her give great service, and why phone prospecting is her default setting.

Takeaways + Tactics

Start your week off strong with a Money Monday full of highly focused prospecting

Make follow-up calls from 9-11am on Saturday morning - people will be impressed with your diligence and you have less competition

Spend 30min role playing in the morning with a partner to sharpen your scripts

We started with a simple objection handler for Open Houses, “Why don’t you just give me your business card and I’ll get in contact with you.” Susan and Greg agreed that questions are key to both engaging them in conversation and qualifying them to see if you can help them. This also builds comfort and makes it more likely that they’ll actually reach out to you rather than “lose” your card.

Then we cover Susan’s background, including her stint as a telephone interviewer that removed much of her fear of hearing NO, and how that experience prepared her to be a great prospector.

Susan shared how she brought on an experienced agent, who brought her own database, to join her team as a “Closing Negotiator.” This team member actually negotiates many of Susan’s contracts in addition to transaction coordination. This very unique combination gives Susan a lot of freedom to bring in new business and still provide a very high level of client service. Susan explained “As we know, with today’s technology, we can be anywhere and still be listing and selling property.”

Then we dive into how Susan generates her leads, including networking with other agents for nationwide referrals and online leads, and her prospecting structure. Susan outlined her Money Monday, “I prospect Monday from 8am to 8pm. I start every morning with Expired’s, then some follow-up and I’ve been doing some probate. I’ll take maybe a 2 hour break in the middle of the day. Then I go back on the phone, typically from 4-8pm and then the massage therapist arrives at the house around 8:15pm.”

Susan also invests 8am-noon every other day prospecting, 2 hours every Sat morning for extra follow up, and if she doesn’t have appointments in the afternoon, she hops back on the phones.

Want to inject a shot of adrenaline into your real estate business? Hit the phones and hustle for appointments. It’s the fastest, most direct path to more business.

Guest Bio

Susan Heller is an award-winning 20-year veteran broker and real estate team leader based in Naples, FL. As a longtime coaching client of Mike Ferry, Susan is a top listing agent and strong prospector. Her team structure and attention to detail allow Susan to provide excellent client service without losing focus on bringing in new business. To send Susan referrals in Naples, call 239-248-8000 or email

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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