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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Get actionable ideas, insight & inspiration to turn your real estate career into a life of freedom. Real Estate Uncensored delivers 3 live shows/wk showing you how to blend the latest high-tech and high-touch prospecting, sales and marketing strategies to grow your real estate business. Featuring interviews with mega agents like Joshua Smith, Jeff Cohn, Brett Tanner, Greg Harrelson, Jeff Latham, Aaron Wittenstein, Marti Hampton and many more. You’ll learn how to make 100+ calls/hr, how to use prospecting systems and scripts to sell 500 homes/yr, how to bring homes to market & actually get them sold, how to run high-tech open houses & much more. Co-hosted by Greg McDaniel, the "Junior Grandmaster" / Bay area Realtor, and Matt Johnson, partner in Elite Real Estate Systems / founder of Pursuing Results, a podcast PR + production firm.
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Now displaying: July, 2018
Jul 26, 2018

Building relationships with your database is a far more pleasant experience for both sides than cold calling, sending emails, or trying to use any of the traditional marketing methods. But how can we genuinely touch lives and build relationships? Why isn’t social media alone enough to make this happen? And why is sending out cards such a powerful way to make people remember you? In this episode, Kody Bateman, the CEO of Send out Cards, speaks about relationship marketing and how you can transform the way you succeed through relationships.

If you act on your promptings, they will guide you on where you are supposed to go with your life. -Kody Bateman

Three Things We Learned

Social media diluted the meaning of personal messages

Most people are inundated with marketing on social media. Your audience is probably too, and they expect certain messages from the people they do business with as well. But this only dilutes the message because it’s well known those messages are impersonal and sent with a specific goal in mind: to sell.

Send-out cards work because they are tangible

After the appearance of social media, there was a huge shift. Many marketers thought they can use social media alone to keep in touch with their database. But they soon found out that social media is not enough, that people need something tangible to bond with. What social media has done is create more noise.

You can touch people’s lives

A drip campaign or a quarterly call doesn’t touch people on the same level as send-out cards do. You can put a smile on somebody’s face and make them feel appreciated when they need it the most just by making a small gesture like sending out a card.

Social media and send-out cards can work together. For example, you will need social media to find out when important events happen in your audience’s lives in order to connect with them. You can also take photos from their social media accounts to print out your cards, especially if you write a card to congratulate them on a specific life event. This type of marketing not only allows you to contact people in a way that other agents don’t, but it also helps relationships. It’s a more pleasant process for both sides than cold calls or drip campaigns.

Guest Bio

Kody Bateman is the founder and CEO of Send out Cards, an internationally recognized public speaker, and marketing and personal development specialist. He is a leading figure in relationship marketing and the author of The Power of Human Connection, a book that will be launched in August this year, but if you pre-order it now, you qualify for a free download of the digital version. You can find out more about him, his other books, and events at https://kodybateman.com/about/.

Jul 24, 2018

Technology has already changed the way real estate is done. But how will the rise of augmented reality impact the industry? What are the current developments, and what can be done in the present with augmented reality? What are the predictions for the future? In this episode, we talk about how you can use augmented reality on your smartphone and what other possible uses may be coming in the future.

If you can make people excited about their future reality taking place in the property they are looking at, they will become bonded to that potential opportunity. -Greg McDaniel

Three Things We Learned

Applications that add furniture in a home

Potential buyers and tenants can now see how their furniture will fit in the new place by using augmented reality. There are applications where you can see the furniture selected on your smartphone right in the new property.

The future of augmented reality

In the future, you may be able to use augmented reality to show potential scenarios in a home that isn’t just limited to furniture and home decor. As a result, buyers will be more likely to consider the property if they can already visualize it’s potential.

How to position yourself as an agent

In any given transaction, 1% to 3% of any given price is in play. That goes to whatever side has the best negotiating skills. Instead of presenting yourself as just an agent, present yourself as the one who can bring the best negotiating skills to the table.

Augmented reality has already started impacting the way we do real estate. There are apps that you can use on your smartphone that show possible buyers or tenants how their belongings will fit and look in a new place. Buyers who are open to the use of this type of technology will be more likely to buy because, without knowing it, they already formed a bond with the property by visualizing their belongings inside the property.

Jul 21, 2018

The resistance of leads over the phone is getting stronger and stronger while many agents give hundreds of calls per week. What causes this resistance? What are the limitations of scripts and mirroring? Why is it important to roleplay? And what’s the secret to making leads feel understood and not sold to? In this episode, Dale Archdekin speaks about how you can convert leads to active buyers with ease, while Gene Volpe shares his latest tech discovery.

This interaction is not about you, it’s about the person you are talking to. Who are they? How does their world work? What’s important to them? -Dale Archdekin

Three Things We Learned

Don’t use your sales pitch unless the prospect shows interest

Many agents jump right to the sales pitch when leads aren’t even ready to hear their value proposition. You need to put aside your desire to get the listing second and ask questions that will reveal what their key motivators are, and find out whether they are a good fit for you or not.

You can’t always use a script

You can’t repeat the same script over and over again. First, you need to find out what their pain points are and what they plan to do about it. Scripts can be helpful, but you need to adapt them to each prospect. Otherwise, what you’re saying won’t make sense for a large percentage of your leads.

Start a roleplay group

Practising should always be one of your priorities. You can’t get better at handling objections and dealing with unexpected turns in the conversation by memorizing scripts alone.

Many agents have a hard time listening to the their prospects during a phone call. They go through a set of questions prepared beforehand, so they aren’t actually interacting with anyone. They just tick a few boxes and deliver the sales pitch. The secret is to actually focus on the person. Forget that you even need the listing, and ask them questions that will make then open up instead of getting defensive. Don’t focus on the listing unless they show interest in working with you.

Guest Bio

Dale Archdekin is the CEO of Smart Inside Sales, an inside sales training and coaching company focused on real estate, and the former director of lead generation and realtor at PhillyLiving.com

You can find free advice on how to train your ISA’s and get better at selling over the phone at http://www.smartinsidesales.com/blog/

To access Dale’s free giveaway, 7 roleplay group sessions conducted with one of his coaches go to http://www.smartinsidesales.com/training/7-roleplay/

Jul 19, 2018

Big companies replicate the same well-oiled machine. They hire people and attract clients based on it. But how do you build the same systems for a real estate business? What are the best ways to attract clients without going through hundreds of calls per week? Are marketing skills applicable to any industry, and how it can be applied to yours? In this episode, Glenn Twiddle speaks how he built his own real estate machine, how he attracts clients, and how he finds talent.

Really good marketing makes sales people unnecessary. -Matt Johnson

Three Things We Learned

Give now to receive later

Giving your advice, content or trainings for free builds a relationship with your prospects. Now they owe you something for helping them out, which taps into the law of reciprocity. The moment they have the opportunity to pay you back for your help, they’ll do it. You can’t attract the same amount of people with a free service as you would with a paid one. The first may pay off later, but the earnings are definitely bigger.

Build a system that takes care of every aspect of your business.

You need a system that leaves nothing to guessing; otherwise, you will be constantly disorganized, putting the wrong people in the wrong positions, and have a hard time teaching what you do to new workers. A system that takes care of every aspect of your business will save you time spent every day trying to figure it out what to do and what to delegate, and it’s going to make things easier for you to train new people.

A skilled marketer can thrive in any industry

Once you become a skilled marketer who can put systems that target the right people in place and fix their pains, you can work in any industry within your skill set.

The DISC profile enables you to figure out who is better at what. If you get to do something that you aren’t good at, you can send it over to someone who enjoys it and is qualified to do it better than you. There are very few jobs in a real estate system that everyone should do or can do at the same level. But if you have an idea of the personality types in your team and their motivations, it’s easier to figure out in what spots they will thrive.

Jul 17, 2018

Leads might be easy to get, but they’re harder to convert due to the fact that in the online environment everyone is bombarded with ads. What can you do to sound less salesy and stand out among other ads? How can you humanize your interactions, and what role does video marketing play in it? Why is the cost per click no longer relevant in the big picture? In this episode, James Rembert talks about how you can lethal with Facebook lead gen.

My conversation digitally has to be as if I were in front of a person. -James Rembert

Three Things We Learned

Humanize your interactions

If it sounds salesy to you, it probably sounds salesy to someone else as well. Because people in general are bombarded with so many ads and promotional content, they develop a filter and get better at telling when someone is simply trying to push a sale.

Video content can reveal who your audience is

Know who your audience is and write to them. Be authentic but speak their language. If you use video, your audience will let you know who they are, as they will be the ones who comment, share, and engage with you.

Don’t look at the cost per click

Agents should stop looking at the cost per click and start calculating the cost per conversation. Both buyers and sellers are more likely to work with the agent they last spoke with. Putting up landing pages and grabbing emails is not enough if you fail to start a conversation with them.

Facebook makes it very easy for anyone to get leads. It’s a sophisticated platform where you can be quite specific about what type of person should see you ad. However, there’s a catch: Facebook leads are often useless. Because everyone is bombarded with advertising, they develop a defense mechanism against salesy language. As a consequence you have to go a step further and get in contact with your leads, build a relationship with them, and interact with your them as you would speak to someone face-to-face. Cost per click is no longer relevant when clicks by themselves are quite far away from conversions. What becomes a better metric for agents is the cost per conversation.

Guest Bio

James Rembert is the Zillow Killer. Using Facebook, he provides marketing solutions to real estate agents who want to get high-quality leads without investing large amounts of money in platforms like Zillow. You can find out more about James and his work at http://www.jamesrembert.com/

Jul 13, 2018

Discount agents are a challenge since many sellers are looking to save as much money as possible, but in the end both sides lose. How can you make an offer that is even more compelling than the one of a discount agent? How can you give your prospects the option to pay only for the things they need? And most importantly, what can you do to stand out during the listing presentation? On this episode, Derrick Evens speaks about how to win listings over discount brokers and withstand market shifts.

In reality, it’s never the price that’s the issue with the consumer—it’s the value that we bring, or the perceived value. -Greg McDaniel

Three Things We Learned

How to put together a compelling offer

The reason why discount agents are so successful is because they have a better offer. A good offer has to have something of value and be easy to understand. If you don’t want to lower your commission, you have to explain what can be done with a certain amount of money and what can’t. For example, if the agent gets a smaller commission, there won’t be much money spent on advertising. In order to sell the house, the homeowner will have to lower the price to get some buyers.

Why people think your services are overpriced

Business is simple: people pay for something of value, and if they don’t wanna pay, they don’t find it valuable. Many prospects don’t find certain things you do to sell the house valuable. To get the listing, you have to offer packages tailored to the individual. When people see they have the option to choose from a basic and premium package, they are more likely to buy because they only pay for the things they find valuable.

Focus on their needs by writing everything down

Your listing presentation shouldn’t last longer than 30 seconds. Let the prospects do the talking. One of the most common complaints is that the agent isn’t a good listener. Grab a piece of paper and make them write down what’s important to them and ask them what they want to achieve at the end of the transaction. Then sign it, while promising you will do everything in your power to help them accomplish their goals.

When we try to sell our services, we usually tell the potential client what we do and what we charge for. But what happens when the potential client doesn’t find some of the things on your list valuable? Most likely, you will make someone feel like they are overpaying for services they don’t even need. This is why you should offer a few different packages to target different needs without making them feel like they are overpaying for a service they don’t need anyway.

Guest Bio

Derrick Evens has over 17 years of experience in radio and 14 years of experience in real estate. He is the host of List it Live, Digs and the owner of Smarter San Diego Productions. You can connect and find more about Derrick at https://www.linkedin.com/in/mrcredit/

Jul 11, 2018

Agents often hate the idea of using AI in their sales processes, but real estate will always remain a people-to-people business. Artificial intelligence just takes some of the time-consuming tasks off your plate. But how can you use AI without making a compromise in customer experience, and when is it the right time to do so? What kind of interactions can be taken care of by a bot? Could bots save agents time and money, and how? In this episode, Tod Holland talks about how you can both generate and weed the good leads from the bad ones by using AI and bots.

There is a way to organically promote your business without coming off as a real estate robot. -Tod Holland

Three Things We Learned

How to use AI without making a compromise in customer experience

The secret is to keep the human element but automate everything that can be automated without making a compromise in consumer experience. You have to know at which point in the interactions you should put AI aside and bring in the person.

How agents should use AI to save time and weed out the bad

Bots should be programmed with consideration for your potential client. You don’t have to outright specify that your bot is a bot and not a human, but you have to build in a series of interactions that make sense and save time for the agent. Before the leads even get to the real estate agent, there are some questions that should be asked in order to weed out the the bad.

How you can use AI to narrow your focus and save time

Using AI helps you narrow your focus. You hand off everything that can be done by robots to the robots, and the relationship building, the processes that involves human interaction, will remain your job. Bots can help you save time by eliminating some of the time-consuming, mindless tasks.

Facebook is one of the best platforms for pushing content because everyone is on it. There is no other platform that has both the people and the tools needed to segment and test what kind of content works and what doesn’t. Also, Facebook rewards high engagement rates by making you even more visible the next time you post on their website.

Guest Bio

Tod Holland started his real estate journey when he was 18. In the present, his company was recently sold, but he is still active as a consultant on the board and he helps real estate agents and loan officers integrate AI into their sales processes.

Jul 10, 2018

Agents face many obstacles in the process, from having their emails ignored to dealing with buyers who can’t make a decision. But what can you do when your clients don't reply to text or email? Should you give them a call? How do you deal with buyers who can’t make up their mind or want to see all the listings in the area? In this episode, we speak about buyers, means of communication, and Gene shares one of his latest tech discoveries.

The more you clarify your thinking, the more you can communicate thoughts in fewer words. -Matt Johnson

Three Things We Learned

What you can do when buyers want to see all the houses in the area

As a real estate agent, you don’t have the time to show your buyers all the houses in the area. Plus, they probably already have their dream home in mind.

Ask them what boxes their perfect home should tick, and then you can go further and propose to see only the houses that fit those criteria instead of seeing homes they won’t like anyway.

Always make sure to follow-up via the phone

Emails and texts are often ignored, but few clients of yours will not pick the phone when they get a call. On top of this, a conversation over the phone is more humane, and it’s easier to be more persuasive and transmit more emotion during a phone call.

Shorter calls

Agents often end up spending too much time on the phone without saying much. Writing can help you clarify your thinking and help you become more brief in your communication without sacrificing any information. Shorter calls will give you more free time, and your clients will be happy with it as well.

The best way to save time when dealing with buyers that have second thoughts on homes is to create a checklist. When a property doesn’t meet their expectations, or it’s impossible to modify it to meet their expectations, it all gets written down on the checklist and the piece of paper will be thrown away.  In many cases, buyers have second thoughts even about homes that don’t meet their expectations, which only slows down the process. But if you destroy the sheet with houses that don’t fit the criteria, you remove the home from their minds as well.

Guest Bio

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

Jul 7, 2018

Being informed about what makes a business successful, how large your database should be, and how to sharpen your selling skills is the difference between the agent in survival mode and the one who’s thriving. What’s the best way to connect with online leads, phone or video? Do referrals and repeat business signal how healthy your business is? And how important is empathy in real estate? On this episode, we talk about tips from sales books and phone consultations, and we reply to some of your questions.

Every business that is healthy will generate referrals and repeat business. - Matt Johnson

Three Things We Learned

The ideal size of your database

The size of your database is determined by the type of agent you want to be. For example, if you want to be a referral agent, 1000 people is enough. But a prospecting agent needs a lot more because their conversion rate will be smaller.

Have empathy towards your clients’ lack of knowledge

People often make bad decisions because in the moment their current knowledge seems like a good idea. Not everyone has the time or the resources to research the market and think like a real estate agent. And as an agent, you shouldn’t look down on the decisions of your clients. Instead, you should treat them with empathy and serve as a reliable resource for them.

Use video to get in contact with your leads

Do your best to convince your leads to have a video call with you. If they feel uncomfortable about that, you can send them a video message. Whatever it is, make sure you use video so they can attach a face to the voice. This way, it will be harder for them to forget about you.

Every good business, when healthy, will generate referrals and repeat business. If you don’t invest in client retention programs, the percentage of clients that come from referrals will be smaller, but you will still have some recommendations. This occurs because a good service or product will be appreciated anyway, especially if your competitors don’t deliver the same value or the same price. If you don’t have any recommendations or repeat clients, you should consider tweaking your business, because your clients aren’t satisfied.

Jul 6, 2018

Changing your daily habits and replacing the systems you already have in place to function can be very challenging. But what happens when what we are currently doing doesn’t serve our goals? What kind of goals and expectations should we set for ourselves to make sustainable changes both in business and in our personal lives? And what is the secret to making ourselves motivated enough to step outside of our comfort zone? In this episode, Monica Weakley shares how to reach massive success.

If we only get motivated when we go through pain, the motivation stops when we go above the pain threshold. -Matt Johnson

Three Things We Learned

Stop making promises you won’t keep

We all know when our expectations and promises are unrealistic, especially when we are just starting to tweak our action plan. Don’t create schedules that only robots can keep. Treat yourself as you would your best friend. What are the things that you are willing to do that also happen to be beneficial? Don’t promise yourself that you will increase your revenue overnight when you know it’s not possible to do so at the moment.

Don’t try to change in one day what was built in a decades

Our work tactics, and our mindset is the result of decades of conditioning and habit.

We work the way we work because we have some unconscious system put in place, the smaller the changes, the smaller the resistance. But if you jump into making a huge change in your life, you will encounter a bigger resistance. Start slow to avoid change fatigue.

Your why isn’t big enough

Pain and discomfort pushes people towards action. But what happens when that comfort kicks in? In order to keep yourself motivated, you need to ask yourself about your end goal, and keep your eyes on the prize. When you don’t know your why, there is nothing to fight for, and nothing to keep you motivated along the way.

Our life is a collection of systems that produce certain results. These systems took years to create and refine, and when change appears, you will face resistance. You may get pumped after watching a motivational video or a book and want to change the whole system, but the truth is, you can’t change what you built in decades by Monday morning. There are a few people who can push themselves to make major changes in their system and sustain those changes, but those are the outliers.

Guest Bio

Monica Weakley is an experienced real estate agent with over 5 years in a position of leadership at Keller Williams Advisors and a coach at My coach, Monica. Her approach to real estate is focused on building relationships and creating repeat clients and referrals.

Jul 2, 2018

The way we see ourselves and the world around us either serves our purposes or prevents us from taking action and reaching our true potential. What are the things you do on a daily basis to keep your energy levels up and focus on the things that matter to both your business and personal life? Do you enjoy your victories? How does an abundance or scarcity mindset impact the probability of getting the listing? In this episode, Jeff Latham and Gene Volpe speak about how to level up your mindset to set yourself up for big wins.

It’s the last mountain, and the enjoyment of coming down from that mountain, that’s the fuel for the next one. -Matt Johnson

Plan ahead in the morning for the whole day

Every morning spend at 30 minutes meditating on what can make your business and day better. What is the one thing that needs to be accomplished for you to grow your business and have a better day? By doing so, you cut down your to-do list by eliminating the things that aren’t urgent, and this allows you to focus on what needs to be done right now.

Pause and enjoy your victories

No matter how big or small your victories are, they need to be celebrated. If you are just ticking a box on your checklist, you’ll never be motivated enough for your next goal. Why? Simply because attaining your previous one wasn’t all that fulfilling. Give yourself credit and take some time to feel good about yourself and your accomplishments.

Have an abundance mindset

Many agents fail to get the listing because they have a scarcity mindset. In the back of their heads, they are desperate for the listing and the commision that comes with it. As a result, they are too focused on themselves and what they want instead of being focused on the seller.

But if you are detached from the commission, you can truly help a seller because you are more focused on what they want and what they need, and by doing so, you increase your chances of getting the listing.

Practice selective ignorance daily. We all have negative thoughts, but what we choose to do with them is what becomes visible in our mood and results. Living in the past and dealing with insecurities daily not only slows us down and makes us unfocussed, but it also causes us to be unhappy no matter how much money we make.

Instead of focusing on the bad, why not pick a beautiful moment in our lives that we can always come back to? Think about a moment of pure joy and fulfillment that will give you enough energy and positive vibes for the entire day, instead of wrestling with negative thoughts.

Guest Bio

Jeff Latham is the founder of Latham Realty Unlimited, Latham Coaching Unlimited, and The Freedom Evolution. Jeff has an unique approach to real estate that makes him almost unbeatable in his area. He buys and repairs homes, and he promises to sell a property within 25 or his team will do all the work for free.

You can find free content on real estate and mindset created by Jeff at http://jefflathamrealestate.blogspot.com/



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

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