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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: September, 2018
Sep 28, 2018

The luxury market is not much different from lower-end markets. What do all property owners, regardless of the value of the home, look for in an agent? What are the main motivations of buyers in the luxury market? What role does storytelling play in selling a home? In this episode, Michael LaFido talks about the latest trends in the luxury market.

Success leaves clues. Go figure out how someone else got successful at something and emulate it. -Michael LaFido

Three Things We Learned

Negotiations should be done on both sides

In a market that’s showing signs of slowing down, agents have to build a bridge between sellers and buyers. Negotiations shouldn’t just be on the buyer’s side. If sellers are determined to sell their homes as soon as possible, recommend a small discount on the property price. It’s usually quite convincing for buyers who tend to change their mind when they can save some money.

Sellers in the luxury market aren’t much different

Many agents assume that working with sellers in the luxury market requires a different skill set. However, the same problems are solved. Owners of luxury properties are just as nervous about the investment they made as any any other seller.

Storytelling in the luxury market is heavily focused on emotions and status

Many buyers looking for luxury properties don’t need a bigger house, and in some cases, it’s not even a wise financial decision. What they need is a new lifestyle and a way to feel better about themselves and their accomplishments. Your photos, videos, and all of the storytelling should focus on promoting a certain lifestyle, not just a home.

 

Luxury listings should tell a story about the lifestyle the home offers. In this market, most decisions aren’t made based on price but on the status and location the home offers. Emotions play a big part as well, because buyers have a bigger budget and they want to walk into a home that makes them feel good. However, this shouldn’t prevent you from trying to negotiate the price point with the seller if selling the property as soon as possible is one of their main priorities.

Guest Bio

Michael LaFido is a top-producing luxury Realtor, podcast host, author, and national trainer. He is the CEO of Luxury Listing Specialist and Marketing Luxury Group. Michael is also the creator of a Marketing Luxury Expert Certification program (LUXE) and has over 1 million listing and sales in his portfolio. If you want to get in touch with Michael, you can do so on his social media account.

Sep 27, 2018

Agents are constantly chasing new clients and new ways to make lead generation easier. But what if the answer isn’t in new tactics and chasing new clients? How can you tap into the law of reciprocity with your past clients and get repeat business and referrals? How can local events for past customers actually save you money and increase your conversion rate? In this episode, John Mikesh talks about how he generates up to 40% of his income by holding local events for past clients.

I never wanted my business to feel like a job. My biggest personal motivator is freedom. -John Mikesh

Three Things We Learned

Keep in touch with your past clients

Even if you have excellent customer service and your clients are happy with your work, if you don’t make keeping in touch with your database a priority, you’ll lose repeat business and referral opportunities. Your clients need to be reminded of your existence even if you’ve already made a good impression.

Customer events save you money

Chasing new clients and trying new marketing gimmicks that may or may not work ends up being more expensive than maintaining a good relationship with your past clients. Plus, when you serve the people you already served, you don’t need to prove your expertise with free evaluations, free photos, etc.

Put together a system that can be outsourced

Event planning may have to start one year in advance. Because of weddings, most venues will already be taken if you start planning only a few months before the event. Put together a system that takes care of all aspects of event planning and outsource the work so you can focus on other aspects of growing your business.

 

When done correctly, lead generation gives you relief. Planning events where your past clients feel appreciated is by far less stressful than always having to chase new clients and spend money on marketing tactics that way or may not work. When you work your sphere, you serve people who already know you and you like you. And because you’re investing money into thanking them for their contribution to your success, it taps into the law of the reciprocity. Every time they attend an event, they are reminded of how much you worked to make it happen. And they’ll feel a need to give you something in return as well. Usually, this translates into repeat business or referrals.

Guest Bio

John Mikesh is the owner of ROOST™ Real Estate, a real estate brokerage in Mooresville, of the Lake Norman / Charlotte, North Carolina area. His company focuses on putting the client experience first and this approach enabled him to become one of the top Realtors on the market for years now.

John was also recognized in multiple issues of Charlotte Magazine as a “5-Star Professional.

Sep 25, 2018

Mindset plays a huge role in how you approach your business and personal life. What happens when your mindset is less than ideal, or when you’re flooded by negative thoughts and can't seem to focus on what matters? How can you change your thinking pattern and behaviors to get closer to your goals? In this episode, Dr. Hank Seitz, talks about the power of positive thinking and the law of attraction.

Start asking for the things that make you feel good. That’s the secret to all of life. -Hank Seitz

Three Things We Learned

Why perspective is everything and how to “reprogram” yourself

Negative and positive feelings are a matter of perspective. You can change the way you feel about your life by looking at things from a different point a view. Affirmations are a good example of how you can reprogram yourself and start attracting better experiences to your life just by asking for them.

Seek to surround yourself with positive people and experiences

The best way to become happier and more energized is to shun all the sources that bring negative emotions to you. For example, the news is filled with tragic stories, but the companies behind them spend millions to find those stories. It doesn't mean we live in such a tragic place. It just means it’s easier to have access to negative stories. It’s your responsibility to seek the good even if the media wants to keep your eyes on something else.

Why behaviors can’t change unless you detect what thoughts created them

Action is a result of your thoughts. The way you see the world and others impacts all of your behaviors. You can’t change any behavior without asking yourself what thinking patterns stand behind them.

 

Every action you take is governed by your thoughts and perceptions of yourself and others. But sometimes you may find it difficult to be objective or to slow down and appreciate what you already have in your life. Hardships hit everyone, but what makes it worse is when your way of interpreting them causes pain. To avoid misinterpretations of reality, write down 3 things you desire and appreciate. This way, you can can start taking steps towards practicing gratitude and remind yourself of your goals.

 

Guest Bio

Dr. Hank Seitz is a real estate coach, author, and podcast host. He has a PhD in Mental Science and is the CEO of Agent Wealth Network where he teaches agents and team leaders how to build several streams of income.


You can find out more about Dr. Hank Seitz here.

Sep 22, 2018

Sometimes when we’re working it feels like the hours just flew by and nothing got done. Being trapped in low-value activities shifts our focus away from what makes money. How can you fix this? What should your schedule include and exclude to make the best of your time? Why do we have to delegate in order to scale? In this episode, Gene Volpe talks about the changes he made to become a more productive business owner.

You have to take the time off. You have to schedule that into your calendar. Otherwise, you will burn out. -Greg McDaniel

 

Three Things We Learned

 

Urgent tasks vs. high value tasks

Some tasks might not be urgent, but they can be the most important in your business. We have enough hours in the day. We just need to find a way to prioritize what needs to get done. Avoid wasting your time on tasks that have a very little impact on your business.

 

You can’t scale without delegating

When most people look at their calendar, they realize 80% of what they’re doing can be done by someone else. You can’t scale without outsourcing the low-value tasks to someone else.

 

Schedule everything, including your time off

Productivity isn’t about working-non-stop. You need to find time to relax as well, or you will burn out. But even time off needs to be scheduled so it won’t have a negative impact on your business.

 

You have to think about what brings the most income to your business. What’s the income driver in your business, servicing the clients who are already committed to you or maximizing the activities that bring the next round of income? In some cases, existing clients are so valuable the referrals alone work as a lead generator. But if the existing clients don’t bring any referrals, teach someone else to take care of your current clients to free up your time for more sources of income.

 

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/#.

Sep 21, 2018

As the real estate industry changes due to technology, how can agents take advantage of this shift? How can you use online resources to amaze your clients with your expertise? How do you know whether you should stay or leave your family business? What’s the role of conversations and send out cards in lead generation? In this episode, we talk about how new agents can impress their prospects, how to become better at nurturing past clients, and more.

Everyone wants a new hot lead now, but they don’t want to do anything for it and they want the person to be ready to buy or sell immediately without any competition. -Greg McDaniel

Three Things We Learned

What to do when you are a new agent with no experience in the local market

When asked what they want from their agents, a large percentage of clients responded that they need someone with a deep understanding of the local market. If you are a new agent, you can get your foot in the door by “faking” local knowledge with reports. Another option you have is partnering with someone who has local market knowledge.

How having 25 new conversations per day will make lead gen a problem of the past

The real estate industry wasn’t built on relationships but on chasing new clients and new leads all the time. Living in a society where instant gratification is possible thanks to technology only makes things worse. If you have 25 conversations per day, you don’t have to worry about not having warm leads. Few agents keep in touch with their database, despite having all the means to do so.

When it’s time to leave your family business behind

Many agents are trapped in businesses they aren’t sure they belong to. If the agreement is not good enough to make you enter the business even if a complete stranger makes you the offer, you’re probably staying in the business just because you don’t want to hurt anyone’s feelings.

 

Real estate is a people-based business, but agents were always about chasing new clients instead of nurturing past ones for repeat work and referrals. It’s now easier than ever to get in touch with your past clients without sounding salesy. From send out cards to having a few conversations every day, no matter what you choose, make sure you are always in front of them.

Sep 20, 2018

Tragic events often force people to give their life a new meaning after everything that mattered before is lost. How do you cope with the loss of loved ones? Is there any way you can transform a tragic event into an opportunity to reinvent yourself? How do the ups and downs in your life influence your values and what you do for a living? In this episode, Matt Cubbler talks about how the loss of his brother forced him to find a new purpose and serve others through his business and speaking events.

Life isn’t about singular moments. They are all connected. Everything that happens in your life is a piece of the other. -Matt Cubbler

Three Things We Learned

No event that happens in your life is without meaning or purpose

Sometimes, the most tragic, hurtful events in your life force you to find a new purpose and move away from the past. And without those tragic events, you may never get on the path you’re supposed to be on.

Confidence is a must-have for leaders

If you don’t believe in yourself, you can’t be a leader. Confidence is what sets up leaders for success. But this doesn’t mean you see yourself as a perfect human being. It’s a state of awareness. You know what your weaknesses are but you’re also aware of your strengths.

Your business is an extension of your core values

The business you build should be an expression of your core values. As a business owner, you are able to decide who you work with and how you do it. You don’t have to follow somebody else's path to succeed.


At times, life might puts you through tragic events, but when you look at the big picture, those very events are meant to put you on the path to what you’re supposed to be doing with your life.

As a business owner, you need to find your calling, and the beauty of it is that entrepreneurs have more freedom than employees. You can create your own schedule, serve the people you like, and follow your own values.

Guest Bio

Matt Cubbler is a public speaker, author, leadership expert, CEO of I Got You, and Vice- president of Maxout Strength Systems.

In his free time, Matt uses his experience in the army to teach young teens about the importance of leadership and being accomplished in life.

Sep 14, 2018

Sometimes when we’re working it feels like the hours just flew by and nothing got done. Being trapped in low-value activities shifts our focus away from what makes money. How can you fix this? What should your schedule include and exclude to make the best of your time? Why do we have to delegate in order to scale? In this episode, Gene Volpe talks about the changes he made to become a more productive business owner.

You have to take the time off. You have to schedule that into your calendar. Otherwise, you will burn out. -Greg McDaniel

Three Things We Learned

 

Urgent tasks vs. high value tasks

Some tasks might not be urgent, but they can be the most important in your business. We have enough hours in the day. We just need to find a way to prioritize what needs to get done. Avoid wasting your time on tasks that have a very little impact on your business.

You can’t scale without delegating

When most people look at their calendar, they realize 80% of what they’re doing can be done by someone else. You can’t scale without outsourcing the low-value tasks to someone else.

Schedule everything, including your time off

Productivity isn’t about working-non-stop. You need to find time to relax as well, or you will burn out. But even time off needs to be scheduled so it won’t have a negative impact on your business.

 

You have to think about what brings the most income to your business. What’s the income driver in your business, servicing the clients who are already committed to you or maximizing the activities that bring the next round of income? In some cases, existing clients are so valuable the referrals alone work as a lead generator. But if the existing clients don’t bring any referrals, teach someone else to take care of your current clients to free up your time for more sources of income.

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/#.

Sep 13, 2018

Real estate is a people-based business, yet it’s easy to forget about this aspect when lead gen is now dominated by platforms like Zillow. What’s the biggest source of high-quality leads? How can you grow your database by partnering up with local businesses? What will the new shift in real estate bring, and why shouldn’t we be dependent on online lead gen platforms? In this episode, Nick Sakkis reveals the one lead gen system we should be paying more attention to.

You can be brand new in your market and never sold a deal in your life, but when you start partnering up with with local businesses, you growth hack their audience. -Nick Sakkis

Three Things We Learned

The biggest source of quality leads is relationships

Making friends and building relationships, even on social media, is one of the best ways to generate leads. Very few people are interested in videos about what direction the market is going in and real estate stats. If you get active on social media groups with the purpose of making friends instead of promoting your business, you have a higher chance of receiving a call when someone wants to sell or buy a property.

How to get discount cards from businesses

Discount cards are a great way to help people remember you, and they aren’t that hard to get either. Business owners pay quite a bit to Groupon in order to advertise their products. If you don’t take a percentage out of their earnings, they’ll often be more than happy to be interviewed by you and allow you to make discount cards in their name.

Set up a draw for a free vacation at open houses

Big companies have been doing this for years: offering high incentives for people to look into their products or services, or high incentives for referrals. Real estate agents can do the same at a smaller scale to provide incentives for their past clients and get referrals.

 

If you’re brand new and haven’t made a deal in your life, partnering up with businesses, interviewing business owners, and handing out discounts puts you in front of their audience. Their database quickly becomes your database because they see you talking about the things they love. As a result, you can quickly scale your database by leveraging local businesses.

Guest Bio

Nick Sakkis is the co-founder of the Sakkis group and a digital marketing whizz. He used social media groups to generate leads for his business, and he now teaches other agents how they can create lead generation machines on a bootstrapped budget at Funnelstoleads.com. Nick is also the creator of Reconnect, an app that helps agents stay in touch with their database and get more referrals.

Sep 11, 2018

Mornings are the perfect time for planning your day, focusing on your well-being, doing a quick workout, and spending some time with yourself. But why do so many people hate waking up early in the morning, and what are they missing out on? Why do you need some time for yourself every day? How does not having a morning routine impact both your fitness and business success? In this episode, Justin Zimmerman talks about how morning routines can bring more awareness over how much control we have over our fate.

The people you choose are the people you become. -Justin Zimmerman

Three Things We Learned

Waterproof notes

At the beginning of the day, you have ask yourself, “What does my day have to look like to make me a happier and more productive person?” You can even plan out your day when you’re showering by using waterproof notes.

Don’t let yourself drift from your purpose

Teams and agents that don’t have defined purposes and goals end up drifting. Everyone needs a direction to their life, and that direction is what determines what their daily to-do list looks like.

Don’t neglect your health over your finances

Nutrition and fitness play an important part in the way we feel and how productive we are throughout the day. Finances, nutrition, and fitness are the big 3 pillars of well-being, but when one shakes, the other aspects of our lives suffer as well.

 

It’s almost impossible to be productive if we have something in the back of our mind constantly bothering us. As we grow older, however, our ability to determine our own fate increases. Journaling, meditation, and planning out each day will helps us become more aware of the choices we have and how we can get closer to our goals every day.

 

Guest Bio

Justin Zimmerman is the director of content development at REDX and a content strategist with a background in real estate.

He started off in real estate at 24 and built a software that took local MLS housing data and transformed it into a format easy to understand both by buyers and sellers. This helped him gain a competitive advantage in a profession where the average age was 47.

His software was so successful that he started training other agents to become Certified Market Advisors and went from being a simple agent to managing 51 people.

Today, he uses his real estate and marketing knowledge to help agents create content that eliminates the need for prospecting and builds a strong database.

Sep 6, 2018

A large percentage of active real estate agents have never experienced a market shift. Selling homes isn’t that hard when the economy is in your favor, but how do you prepare for a drop in volume? How can you cut costs? Should you focus more on sellers or buyers? In this episode, Brian Gubernick talks about how to prepare yourself for a shifting market.

One of the dangers in real estate is the constant talk about volume, and units but we aren’t talking about net income enough.- Brian Gubernick

Three Things We Learned

We should make our fixed costs variable

During a shifting market, it’s wiser to pay more for a bonus instead of paying less for a fixed salary even when there are no sales coming your way. This will protect you during periods when you won’t have sales but you’ll still have wages to pay. Your profit margins will be smaller, but you’ll also eliminate risk.

Get better at communicating with your agents during crisis times

When sales are slowing down due to a market shift, it’s important for team leaders to be transparent with their agents. Many young agents have never been through a decrease in sales and panic may ensue. This is when leaders have to be more present than ever.

Be more listing-focused and be less picky about appointments

If you’re buyer-based, your income is less predictable. The more listing-focused your business is, the more money you make and the more predictable your income is.

 

The best way to prepare our team for a market shift is to make sure they’re part of a training program that prepares them for a highly competitive game. A common mistake team leaders make is not recruiting new agents, when in fact the search for talent should be more intense than ever during times like this. There is a way to not just survive a shift but to actually thrive through it.

 

Guest Bios

Brian Gubernick and his team Homehelper Consultants at Keller Williams Realty Phoenix have been recently named as one of the top producing teams in the U.S by Wall St. Journal & Real Trends. He has also been featured in both Forbes Magazine and Money Magazine. Brian’s team is present in 4 states across U.S, and he has built a real estate coaching business where he helps agents implement the same strategies he did when growing his business.

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/#.

Sep 3, 2018

Technology is about to create a big shift in the buying and selling process. Will we be replaced by tech? What qualities are desirable in agents during times like this? How can we survive the shift and leverage the tools we now have access to? What will happen to the single agent? In this episode, Adam Hergenrother shares his predictions about the future of the real estate agent.

Every real estate company needs to wake up to virtual brokerages, because those are the ones giving freedom to agents. -Adam Hergenrother

Three Things We Learned

 

The entry barrier will be higher but the agents who make it will earn more money

The companies that afford the technology to speed up the process while delivering a superior customer experience will make it harder for agents who have only a few sales per year to survive by themselves. As a result, the entry barrier will be higher. In order to survive, agents will need to join teams where they have access to all the technology and training that they can’t get with their own money. A side effect of this shift is the fact that agents will be expected to increase their sales after receiving all the support and training needed.

 

Agents won’t be locked geographically anymore

With the rise of virtual brokerages, we can now live anywhere in the world as long as we have access to high-speed internet and a showing agent working for us. The only obstacle that stands in the way of this becoming the norm is the price of airplane tickets.

 

Virtual brokerages will also have a meeting space

Working from home has its own struggles. Loneliness and isolation is a real phenomena among remote workers. Plus the agent ends up feeling disconnected from the company and its team. To counter this, many virtual brokerages are now considering investing in meeting places for their co-workers.

 

The new shift in real estate caused by technological advancements will enhance both the consumer experience and that of the agent. The companies that have the budget to invest in the newest technologies will be the ones who have the leverage. The agents who want to benefit from this shift will have to join a team that gives them all the resources to make the sale (e.g., assistants, coaching and technology). The agents who now look at real estate as a side hustle will probably disappear, but those who want to make a career out if and have the capacity to adapt will actually benefit from the shift.

Guest Bio

Adam Hergenrother is the Founder & CEO of Adam Hergenrother Companies – which includes Keller Williams Vermont, Hergenrother Realty Group, BlackRock Construction, Adam Hergenrother Training Organization, and Hergenrother Foundation.

His extraordinary background includes experience in the real estate industry, construction, and coaching. Adam was mentioned in publications such as the Wall Street Journal and Inc, and he was awarded the prestigious “30 Under 30” award by The National Association of Realtors.

You can find out what others are saying about his coaching programs here.

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