Info

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.
RSS Feed Subscribe in Apple Podcasts
Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
2018
August
July
June
May
April
March
February
January


2017
December
November
October
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October
September
August
July
June


Categories

All Episodes
Archives
Categories
Now displaying: March, 2018
Mar 27, 2018

You gotta get people’s attention, you gotta hit that that sweet spot and get the emotions flowing. -Greg McDaniel

The real estate arena is changing. What are the newest lead generation strategies you should give a try? Where should you invest your time and money? How can you stand out in a competitive market? On this episode, Jay Kinder speaks about the doors technology opens and how you can use them in your benefit.

Use social media to find what buyers want in a home

There are many niches you can tap into, and social media can give you a clue about what your potential buyers want to see in a home. Some like the vintage look, while others dream of a home on the beach. Find out what they want and focus on showing them the homes that fit that picture.

Pour your personality into your branding efforts

There are many ways you can share your knowledge in the digital world, but the real challenge is to share it in a way that makes people listen.

Don’t be afraid to be more than just an agent. Build your brand around your core values and  share bits from your life that will make your audience relate to you.

Know your market inside-out

There are many shortcuts that only knowledgeable and skilled agents know about that you can bring up in conversations with your leads. For example, there are special loans offered to your clients in the healthcare space or benefits they probably don’t even know about.

 

Conversations with your audience are one of the most powerful lead generation tools, and your online presence is key. Consistency is vital in marketing and putting yourself out there through paid traffic or advertising campaigns on social media is cheaper than ever. The more you invest in your online persona, the higher the chances of people seeing you and giving you a call.

Guest Bio

Jay Kinder is the owner of Real K Estate Experts, CEO of National Association of Expert Advisors, growth coach, and public speaker. Jay’s been working in the real estate industry for 18 years and describes himself as suffering of “productive paranoia.”


You can drop him a line on his Facebook account or check his website at Jaykinder.com.

Mar 23, 2018

The listing presentation is a chance for you to show off what you can do. How do you make sure you have a great presentation? How do you meet with sellers and close the deals? What are the cherry-on-top high value actions you can include in your process? On this episode, we draw upon years of real estate experience to share some of the most powerful tactics and strategies to take your listing presentations up a notch.

 

Base your listing presentations on questions, not statements

Talk to them about what they need and what they expect and ask questions. If there’s no alignment there’ll be no value in the presentation.



Get all the details of the house

Take photos of the home with the owner’s permission and ask them details about the house.

Verify the small numbers because when you run the comps you need to have accurate info and sometimes the county won’t have all the details.

 

Don’t forget the gesture

Make it a point to make an extra gesture like brownies or a thank you card right after the presentation so you don’t forget to do this. This seems like a small gesture but it goes a long way towards building rapport.

 

Experts have found that agents who build rapport, relationships and trust right from the start of the consultation are more likely win the listing over people with tons more experience. Most of these people beat out the competition because they brought a simple, thoughtful gift along.This is why it’s so incredibly important to discipline yourself to make an extra gesture whether it’s bringing something to them, or a send out card afterwards. If you look at it from the angle of giving massive value and putting them at ease, it will feel more like a consultation and less like a sales pitch.

Mar 22, 2018

In this business it’s so easy to lose your soul and find yourself running after the wrong things. How do you combat the feeling that you'll never arrive? What is the secret to happiness in our lives? How do you set yourself up for better days? On this episode, James Colburn is back to go deep on some important mindset shifts we all need.

 

Three Things We Learned

 

The possibilities of real estate can be a gift and a curse

One of the worst parts and the best parts of our business is there’s no ceiling to what you can make. It’s bad because you can put a ceiling on yourself very easily and limit yourself. It’s good because when you elevate yourself, the ceiling will rise.

 

Stop feeling like you’ll never arrive because you never will

It’s very easy to spend your time comparing yourself to other people, and trying to catch up to them but the irony is you’ll never stop chasing. The truth about feeling like you’ll never arrive is that it will always be a hamster wheel. So instead of competing, tell yourself and believe strongly that you are already enough.



Learn to listen to the Universe’s prompts

A lot of times the Universe prompts us to get in touch with someone and if you can follow that and trust your gut you will find that it can lead you to great opportunities and relationships.



Replay CTA

 

Contrary to what we’re so often taught by the media - it doesn’t take a certain amount of money or a certain level of success to feel like you’ve arrived. When you were born you were already enough and nothing can take that away from you. We have to learn to accept that life is good in its imperfection, with the ups and downs we experience. We will only truly find happiness when we understand that the stories we tell ourselves are what determine how we feel and the outcomes we get.

Mar 21, 2018

Increasing your revenue requires strategic moves. What is the mindset of big players? How should you treat your leads to increase your revenue? What are the immediate steps you can take to get results? On this episode, we are joined by real estate coach Don Cunningham to talk about making it to the next level.

Three Things We Learned

 

Treat each lead like solid gold

 

In real estate, each lead matters. A good conversion rate is around 4%, and losing even one lead could hurt your business. Put in place a lead nurturing system and make sure you get as many reviews on websites as possible to increase your credibility.

 

Be consistent with your marketing efforts

 

Be consistent with your marketing efforts even after your campaigns succeed.

Since your potential clients are already flooded by a large number of agents who want their listing, they won’t search for you unless you’re actively pursuing them by investing in direct mail or online advertising.



The big four of increasing your revenue

 

There are 4 tactics you can use to increase your revenue:

 

  1. Increase the number of transactions
  2. Ask for a higher commision
  3. Raise your average sale price
  4. Lower your expenses

Replay CTA

Direct mail marketing works in the form of brochures with relevant information. Usually, receivers save the brochures that show the prices properties are being sold at nearby. That kind of information is useful for them. Most brochures end up in the trash bin because they speak all about the sender and has nothing useful for the receiver. When they need a real estate agent, they will most likely call the one on the back of their saved brochure.

Mar 20, 2018

It’s really hard, and nearly impossible for a corporate brand to really connect with people. Why is it more effective to brand yourself instead? Why will you find more success from just being yourself? How can you practically start showing off more of your personality online? On this special episode, we join you LIVE from Australia with Glenn Twiddle and Brian Casella to talk about building an authentic personal brand.

Three Things We Learned

Take people along the ride of what you’re doing

If you want to attract people based on your personality, bring people along to where you’re going and show them the guy or gal behind the suit. When you do that, you will stand out and attract your true tribe.

 

Don’t be afraid to go live

Going live is huge right now, and it’s something you should definitely add to your personal branding. There are so many options and ways to leverage live, and you don’t have to look at it like a job. Try to have fun with it.

 

Make it easier for people to find you

All your social media presences and handles should be the same, you have to make it simple for the person on the other side. If you put a 4 step process to following you online, no one is going to find you.



Replay CTA

 

People don’t really get attracted to you just showing the polished and super branded side of you. You also have to give people a behind the scenes look into your life. It will attract a bigger audience of people who will really fly your flag, and it will open doors in business. Think Gary Vee and how he is able to take you along for his journey and his day-to-day. Anyone who owns a small business and has a measure of control wants to appeal to everybody but you cannot think like that. If you’re not willing to repel somebody you are not going to attract anybody. The mindset of thinking bigger and dominating your market as a brand is to build “You Inc”.

Mar 19, 2018

Are referrals that hard to get? Our guest Gayle shows us how she built a referral based business by practicing social media, listening, and sending out personalized cards.

 

Three Things We Learned

Act on a prompting

 

Choose a type of interaction with the people in your database and act on a prompting. Comment on their successes, and contact them when they’re in need. Aim for at least 5 interactions and one meaningful conversation every day

Use social media in an intentional manner

 

Look for important events that should be mentioned. Ask for their mailing address, and send them a card with photos of their friends, family, or themselves. This subtle reminder that someone took the time to think about them will increase your chances of being remembered.



Show gratitude

 

After you’ve received referrals from the people in your database, don’t hesitate to surprise them with a small gift or a card that expresses your gratitude.



Replay CTA

 

Showing people that you care about their accomplishments, special moments, or grief builds strong relationships. Doubled by the law of reciprocity, sending out personalized cards with the photos of the receiver or a loved one on the card helps make a lasting impression.

Mar 18, 2018

LinkedIn doesn’t have to be a digital version of your resume, you can bring it to life. What are some of the new strategies you can employ to go viral? What should your goal be with your content? Do people prefer polished content or something more unscripted? On this episode, LinkedIn expert Tracy Enos is back to drop more knowledge on making LinkedIn work for you.

Three Things We Learned

 

The less it’s scripted the better

People like unscripted sharing because it makes you more human and approachable. It also allows you to show off your own personality which is great.

 

Don’t skip the basics

The foundation of any good strategy is knowing your prospect, defining them according to demographics and psychographics and building a profile up based on that information. Only start your marketing once you’ve done that.

 

Take time to learn from the people doing it right

One of the things a lot of us skip when we start a new strategy is actually taking the time to find out who is doing it well. It’s an important step because it helps us have a better understanding of what we’re trying to do, and then we can model our strategy accordingly.



Replay CTA

 

The goal of LinkedIn is for you to connect with and grow your market, so don’t get too caught up on going viral. Take the time to showcase your authority and the vulnerability of not being perfect, people are really into that. If you get yourself in front of the camera and it’s off the cuff and there’s no professional studio, you will get a more positive response. Make sure your profile is human, but don’t forget to use it as a marketing tool so include things like calls-to-action in your posts. You’ll be surprised how many leads you can get.

Mar 18, 2018

Clean properties, in an excellent state and in a good neighborhood, sell like hot cakes. But how do you go about selling a property that doesn’t seem to attract any buyers? How can you make the walk-ins more enjoyable and leave a good impression? On this episode, our good friend and marketer Glenn Twiddle speaks about “selling the unsellable”.

Three Things We Learned

 

Takeaway #1

 

The 4 points checklist that makes a property sell

 

There are four factors that influence the fate of a listing:

 

  1. Agent skill

 

  1. The presentation of the property in person

 

  1. The promotion tactics

 

  1. The price point

 

Takeaway #2

 

Overly invested vendors slow down the process

 

Vendors can’t be objective when it comes to their own properties, nor do they know how to take the market’s pulse.

 

Instead, perform a professional evaluation of the property. Take a look at the allowances that are missing and the overall appearance of the property (cleanliness, decor and home essentials).

 

Make sure you’re the one who has the last word on the price point, the changes that need to be made and the promotion tactics.

 

Takeaway #3

 

Be omnipresent on social media

 

Lots of eye-catching photos, detailed copy and small investments towards engagement will boost social proof.

 

Social media marketing is all about consistently producing content that causes people to speak about you and makes it easier for your business to find prospects.

 

Replay CTA

 

Selling a property that’s been on the market for a while now can be tricky, but it all comes down to analysing which one of the 4-points on the checklist the vendor isn’t ticking. If you want to blow your competition out of the water, always focus on discussing the root problem with the vendor before marketing the property.

Mar 14, 2018

In this episode, we talk about great apps and strategies to sell property fast. Have you ever wondered what the best apps are for real estate? Or wondered what’s the best way to use them? What are the potential benefits of selling at an auction? Matt and Greg are joined by Dave Fresquez, a master of tech, to talk about how to best use tech and auctions to sell properties fast and for a lot of money.

Three Things We Learned

 

Videos are a great tool

Videos are an easy way to make your desired first impression. People love fun videos, and if you can grab them with something unique and very much your brand, you’ve already made the right first impression. Make something short and fun to tell the world who you are.



People love quizzes

Quizzes are an easy way not just to get people involved with your brand, but they’ll be interactive and will act as a mobile add. If you’ve made a fun quiz, people will want to share it with their friends and family, plus they’ll associate your brand with fun.



Auctions are a great way to sell certain properties.

When it comes to luxury homes or houses that have been on the market a while, auctions might be the best way to go. Auctions create a certain sense of urgency because people start thinking about deals and getting a good one, so it’s not hard to fill the seats. When it comes to luxury homes, auctions might be the best way to go because there’s nothing else to compare the property to, so it really comes down to what people are willing to pay.



Replay CTA

In this episode we talked about two very different things: Tech/apps, and luxury auctions. Tech and apps are a great place to start and use to build and actioning luxury properties is a great place to end up. This episode is filled with great apps you can get started with today, but also with great tips on how to use them. Although actions sound risky, we broke down the benefits of it, and some best practices for making sure you can sell the property for as much as possible. For more from Dave Fresquez, you can find him at myrealestatebuddy on social media or at david@decaroauctions.com

Mar 13, 2018

In this episode, we learn the basics for building a monstrously successful company. Do you know how to hand a client off while keeping them comfortable? How do you start? How do you build a team that can grow and succeed? In this episode we are joined by Stacie Peterson who breaks down how to build a seven figure team and dominate your industry.

Three Things We Learned

 

Put your people where they’re best

When you’re building a team, make sure they are where they will do their best. Let people be specialists. When everyone is doing what they’re best at, it allows you as the team leader to focus on what is most important, so everything runs more smoothly and you look your best as a company.



Be careful when you pass clients to other people in your company

Nobody likes to feel like their being handed off, but there are ways to deal with this. Make sure that they know you’re still working with them, but this other person they’ll be working with is a specialist that will make the whole process better. This is where people like titles, so make sure that you explain what’s happening clearly because new buyers are nervous.



Lead with revenue

If you don’t lead with revenue, you’re going to be in the hole every single time. Make sure that you’re making money so that you’re actually able to hire staff to clear up your time to make more money. When you don’t lead with revenue, it’s risky because it’s an up and down business.



Replay CTA

 

Building a team where everyone is at the top of their game is the backbone of success, but it’s not the only thing. It’s important to assemble a team of specialists, make sure your clients are comfortable and taken care of, and make sure you’re secure in the industry. When people are positioned to own their work, their work will show and the company will grow.

Mar 13, 2018

A lot of agents underestimate the value of Direct Response Farming. Do you know where to start when it comes to farming leads? Do you know how to set yourself apart from the competition? Do you want to know how to cater to your specific market? We are joined by Dan Beer to break down how to dominate your market by farming leads and crafting a brand that sets you apart and builds instant credibility.

Three Things We Learned

 

Farm what you can afford

Start with what you can afford while making sure you get two touches a month. You have the budget, you just have to be smart about it. Your success is predicated on sticking with a reasonable plan and not panicking. Stick to your guns and allow for the time it will take to grow. The tortoise beats the hare.



Understand your market

Don’t just listen to what people tell you. Know your market and the numbers there. Cater everything you do to your your specific market and not just national trends because they might not work where you are. Cater to the clientele you relate best with and build that.



Come in with a competitive advantage

Consider making a marketable strategy that is unique to you that you can sell right away. Make sure that you know what your competition is doing, and set yourself apart. Bring your own flair, but also, bring something that the market needs that only you can provide.



Replay CTA

 

Farming your leads can make or break your company. It’s important to know your market and make sure that you set yourself apart in new markets so you can battle with the big guys right out of the gate. Match your farming with a realistic budget, and make your own system and know how to sell it.

Mar 5, 2018

Human beings are conditioned to focus on the negative. How does this only lead to more negativity in your life? Why are our thoughts so powerful? What are the three steps to making your dreams come true? On this episode, we talk to author, coach and speaker, Dr. Hank Seitz who shares how to make the universe your own personal Amazon, and becoming happy for no reason.

Three Things We Learned

 

Bad things are blessings

It’s so necessary to figure out the what and the why of what we want because that will allow things to align so that the who, when and where are done for us ask. Even the bad things that happen to us are a blessing because they birth what we do want, and allow course corrections.




Thought, Energy and Experience

There are three steps to making your dreams come true. First you have to have the thought, then you have to apply energy to the thought, and finally this leads to matter or your reality.

 

Change what you say

If you want to change your life and get what you want, you also have to change what you say and your verbage. A lot of the times we use negative words which are low vibration. Start using higher vibrational words, like saying “things will play out” instead of “things will work out.”



Replay CTA

 

Most of us think asking for what we want is just about stating it out loud, but it’s also about the thoughts and language we cultivate within ourselves. The more you cultivate the good things, the more you’ll attract cooperative components to create the life you desire. If you just keep on thinking about what you want and have the trust and faith that things will happen in your favor one step at a time, things will change. Start expecting a little more of what you want everyday and start asking for miracles. If you can allow, believe and expect the good things, they will surely come to you.

Mar 1, 2018

A lot of people in real estate can’t differentiate between a database and a list of suspects. How does seeking relationships solve this problem? Can you sell a prospect on your ability to negotiate and solve problems? Why are relationships at the center of any strong real estate business? On this episode, we answer these questions in a live Q&A session.

Three Things We Learned

 

Use Instagram to give people an inside peek into what it takes to be you

Don’t just post about open houses, you have to sell the whole neighborhood. A lot of what you do is interesting so why not take photos of that and show it to your followers?



Present on What Prospects Care About

Being able to effectively solve problems and negotiate are intangibles the your clients don’t really care about. What they care about is your marketing and ability to launch their home onto their market, whether they like you and if you like their home.



There’s a difference between a database and a list of suspects

If you have a relationship with a list of people, that’s a database. You only have a true database if people know who you are and there’s some level of connection and maybe even trust and likability.



Replay CTA

 

Effectively solving problems and negotiating are two things that are very difficult to put across as a competitive edge or the reason why someone should hire you as an agent because they are very intangible skill sets to prove. Real estate as a profession exists because people don’t want to know about the problems. If you really want to convince someone that you’re right for the job, show them your ability to launch their home onto their market. Remember what we think they should care about is not what they actually care about. Also bear in mind that the basis of a database isn’t a list of contacts, but the existence of a relationship.

1