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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Now displaying: 2018
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.

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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

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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.

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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.

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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.

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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.


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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.

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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

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.

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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.

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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.”

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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.

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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.

Feb 28, 2018

When you want to be successful in your local market, you need to always stay on top of your marketing and lead generation. What are the most effective ways for targeted segment marketing? How do you make an open house successful? And how do you manage your team effectively? Dan Lesniak joins us to talk about this and more.

Three Things We Learned


Keep it personal


When putting yourself out there, it's important to keep a presence in your local community. That helps with your lead generation and networking and it means that you create rapport with potential clients even before meeting them.


Perfect your open house strategy


There is a lot of advice out there on how to make your open houses effective. Cherry-pick all the best tips and make them work for you. Scope out your market, know your agents and that way you'll have more successful open houses than before.


Think outside the leadership box.


There are different ways in which you can make your team work and these all depend on the specific personalities of the people in your team. Don't just stick to a 9-5 work routine. Use Google Hangouts, phone calls, emails and other ways to work from a distance. The more ground you can cover as a team the better.

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When you think about marketing, it's important to remember that building rapport starts before you meet the client. Make a name for yourself in the community you want to work in, the more you work towards becoming a household name in the world of real estate, the better. Don't underestimate the power of face-to-face interaction. No amount of digital communication can ever replace sitting next to someone at a barbecue and talking about your interests. Finally, trust your team and keep communication open with them - you never know where the best advice will come from.

Feb 27, 2018

Being a new agent in the business can be intimidating and scary. Where do you even start? How do you handle old leads? Should you build your own website or work with a company? On this episode, we are joined Misty Weisenberger and Neely Freeman who share the most important steps to get your business off the ground.

Three Things We Learned


Have a game plan.

Before you start your business, make sure that you know where to start. A step by step outline of everything that you need to do will help organize your time and your mind and allow you to keep track of your progress as you move forward.

Get information wherever you can find it.

Find people who are already succeeding and see what they’re doing. Find podcasts or videos online from people in the industry. If there is a resource out there that can teach you something new and valuable, find it.


Always come from a place of value.

No matter how new you are, or how much experience you have, it’s important to know that you bring value. You have an individual point of view and a brain, don’t forget it.

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It’s hard to start new, and it’s even harder to thrive, but today we talked about some great first steps you can take to succeed. It’s more than just hard work, although there’s lots of that too, it’s about educating yourself and planning. With a good game plan, some information and confidence, you can get your business off the ground.

Feb 10, 2018

You might think that it's very difficult to be noticed by local and national media, but it might be a lot simpler than you think. How do you hack the Facebook algorithm - and can you? Why are celebrity homes important? And how can you start with local magazines that won't let you get anywhere close? PR guru Christina Daves joins us to share her top tips on pitching to national and regional media.

Three Things We Learned


Use your social networks effectively.


Social networks can be a powerful tool but only when used to their biggest capacity. Tag people in your public posts and be very active - but don't tag-bait. You can't force interaction between the people you are following, but you can foster communication and start important conversations. Remember: Facebook Live is your best friend.


Don't put all your eggs in one basket.


Facebook can be a great tool, but it is impossible to say whether or not it will become obsolete in a few months. Always make sure to have a backup email list. Contact your followers and ask them if they are okay for you to contact them outside of Facebook - that way you will create an invaluable database of contacts.


Don't underestimate regional magazines.


It's very easy to shoot for the stars and aim for the national publications and maximum exposure. But you always work in your local area first, so don't underestimate local publications. You would be surprised how picky some local magazines are. As a realtor, it's important to make an impression in your community, so do your research on local publications carefully.

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There are a lot of ways to achieve good exposure in your area and reach as many potential customers as possible. National media outlets are always great for boosting your name, but consider going local as well - or if you don't want to bother with pitches, go for a system like HERO. Find what works for you and how you can boost your brand image in the most effective way to bring value to both media professionals and potential customers.


Feb 9, 2018

A lot of people use their brokerages as an excuse not to get into action. How do you know if you’ll be able to work hard within a virtual brokerage? What prevents agents from converting people from their social circles into clients? On this Q&A episode, we riff on these questions and more from our audience.

Three Things We Learned


You have to have the systems to back up the prospecting work you’re doing

In circle prospecting, you start building momentum with all the work you do, and when it does pay off, the success and results will flood you and build up very quickly. You have to have good systems to make sure you can handle all the business that will start coming.

Virtual brokerages require a self-starter

Virtual brokerages allow agents to make more money and build long-term wealth, but for you to work successfully in that environment you have to be productive on your own.  You have to be able to make the calls, reach out to your database, and get out there and get clients. You have to be able to execute on your own.

Don’t be a secret agent

The biggest reason people struggle to convert their sphere into closings is that they don’t tell people that they are in real estate. You have to tell people what you do and put them into a consistent follow up system.  

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If you can implement without a lot of direct oversight and supervision, a virtual brokerage would be the right fit for you. The systems you’ll get there are far better than what you can get with a traditional brokerage, and you’ll be able to build wealth. The biggest thing is that you can be productive and work well independently. But ultimately, no matter where you work it will always come down to how much action you take and what you implement. You have to be a self-starter.

Feb 8, 2018

Facebook ads can help you generate low cost real estate leads, but there’s a caveat. What don’t tell you about the quality of Facebook leads? What tools can you use to feel more competent when you’re out prospecting? On this Q&A episode we answer these questions for our audience.

Three Things We Learned


How to get now business

When you do prospecting, you have to know that if they don’t have a connection with you or an need for what you do, you won’t be able to get now business. It will be a long-term play.

Facebook ads are cheaper but the quality isn’t always high

While it’s cheaper to generate more leads on Facebook, you have to remember that they won’t be as high quality as leads from Zillow or Trulia. People who show up on Facebook and see your ads aren’t specifically looking for real estate, they just stumble on it.

How to start nurturing relationships.

When you’re out prospecting remember not everyone is going to give you now business. Those people are people you can add to your database and send marketing to. That’s how you monetize the nos.

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Success in circle prospecting and being able to generate now business comes down to you serving an urgent need for someone, or already having a relationship with them in place. Without one or both of these factors this person should become a nurture in your database. You have to bring value and position yourself as the knight in shining armor.

Feb 7, 2018

What do you do when your market starts heading downhill? How do you narrow down your group of potential successful leads? And does putting fewer people into the funnel actually benefit your business? Scott Hack joins us to give his best tips for organic lead generation.

Three Things We Learned


Follow the quality over quantity principle with lead generation.


Pop-up registration boxes can be useful but consider all the sifting work you have to do afterwards to figure out the genuine, useful leads. Opting for a registration box in the page where your contact details are gives potential customers the time to look through your website and decide if they want to commit to your services.


Empower your customer.


When visiting a website, people want to see prices straightaway. Filling out forms is bound to only make them frustrated. Customers want direct access to content, prices and information at their own terms. Structure your website around this principle to create a good impression.


Treat every buyer as a seller.


Don't get too bogged down into your buyer-seller ratio. When buyers look towards selling, they will want to find someone they can trust. Build up that rapport with them and know how to read them as leads. If you build up that trust and realise the potential of buyers as seller leads, you will be in a great position to facilitate both deals.


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Organic lead generation is all about proving your value to the customer. In 99% of the cases, both buyers and sellers know what they're looking for in an agent. It's your job to figure it out and offer it to them. Don't bombard them with content and information that they might not need because you'll find yourself losing leads. Give customers control to get the content they want at their own pace, but also make your presence well-known. When you prove yourself as an agent, you also prove yourself as a confidante, and a human being. If they like who you are, they will also like working with you, so build up a successful, open, trustworthy image of yourself for the best results.

Feb 6, 2018

Building relationships is a powerful way to grow your business. What is the best way to go about it? Is it better to build a relationship on Facebook or meet people face-to-face? How can you use networking to establish yourself as a rockstar in your market? On this episode, we are joined by Steven David Elliot and Nicholas Cioffi from Rockstar Connect who share how to network at the highest level.

Three Things We Learned


Nothing beats human to human contact

Social media is a great way to communicate with people and build relationships, but nothing deepens a relationship faster than meeting face-to-face. This is why networking is so powerful.

Be a giver, connector and helper in your community

If you really want to get the most out of your networking, your events cannot be about you and what you want, but rather about being a person of value to the people around you. If you do more for your community, it will make an impact on your business too.

Contributing to your community makes an impact

The goal through networking is to make thousands, tens of thousands, hundreds of thousands and ultimately, millions of dollars for your community.

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People want to do business with people they already know, like and trust and it can often feel like that process takes a while. There’s nothing that accelerates the process of people trusting and liking you more than becoming an altruistic person in your community, being a provider of value and actually caring about the people around you. This type of networking will give you the highest return on investment and elevate your status in your market.

Feb 5, 2018

A lot of real estate agents see their work as a job and not a business. How does this make it less likely that they’ll go the distance? What is the value of building a relationship-based business instead of a transaction-based business? On this Q&A episode, we answer these audience questions.

Three Things We Learned


Should you text a prospect?

When it comes to texting a cold lead, the best approach is to try to call first, and then text. The younger generation is a lot more comfortable with texting, and that can work out to be a better way of communicating with those people.

Dealing with super cold leads

When you put yourself in a position where you get very cold leads, you have to bring your A-game. It’s unpredictable and it depends greatly on your ability to build a relationship quickly.  

Work to become an expert and respected professional in your market

When you know that you are an expert, it gives you that inner confidence which will carry into the conversations you have with your prospects. That confidence benefits both you and them.

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A lot of agents see this business as too much of a job. They look for way too much direction, expect brokers to be their bosses, and want to be told what to do. We’re looking for it to be structured like a job but still have the benefits of the freedom. Approaching it this way will only make it harder for you to succeed. Your goal should always be to build relationships with people who know, like and trust you because those people will be your biggest asset.

Feb 3, 2018

A lot of agents struggle with communication because they don’t know which milestones to carry people through in the conversation. Does NLP help with this? How do you figure out and leverage the pain points of your prospects? What kind of FSBOs should you avoid at all costs? On this Q&A episode, we answer these questions.

Three Things We Learned


Don’t tell people you’re a real estate agent in the voicemail

When you’re making a voicemail, the point is to get people to call you back. For the most part if you say you’re an agent in the voicemail, you lower your chances of getting a call back.

FSBOs: Don’t spend too much time on people who aren’t realistic

When it comes to dealing with FSBOs, you have to know who is worth your time and who isn’t. The toughest thing is if they have an ego thing, there’s no need for them to sell or there’s no urgent time window. If they have that, walk away.

A prospect who doesn’t want to sign till after the Super Bowl

A client might tell you they only want to put the house out after a specific event. You can counter this by bringing up the value you bring and even showing them your marketing plan so they see that it requires time. Also make sure you distinguish between a time issue or an issue they have with you.

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It’s so easy to get caught up in your internal monologue and making sure you sound right, but all this does is take the focus off the prospect, which is where it should be. If you genuinely come from a place of caring you will build a strong relationship. It’s not about saying the exact right words, it’s about going in with the mindset of value.

Feb 1, 2018

A lot of entrepreneurs can’t move forward in business because they are stuck in lead generation. How can you actually grow beyond that phase? What changes has Facebook made and what do they mean for your business? What is the best way leverage your skills? On this episode we answer these and many other questions, with special guest Gene Volpe.  

Three Things We Learned


If you’re making a 100 phone calls and you aren’t getting appointments that tells you something wrong with your approach

Every lead generation method requires time for you to see if it’s actually working, but if you’re making a lot of calls and you aren’t getting results that should tell you something’s wrong.

Facebook wants to deliver to more people what other people are saying is great content

Facebook feels like the platform has become too impersonal, so they want people’s timelines to feature more content from people’s friends and families. This still presents opportunities for business pages if they can promote engagement on their pages.


Go with the people experiencing the most pain

When it comes to leveraging your skills and putting them to the best use, consider going for the people that are experiencing the most pain. In real estate that means going for expireds and FSBOs.

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There’s no such thing as making calls to make calls, that’s only step one of the process. Even though every form of lead generation requires some time between the time you start taking consistent action and the time it starts to pay off, you can still see if what you’re doing is working early. When it comes to winning with Facebook, the best way to guarantee your success is putting out really good content. To leverage your skills at the highest level, go with the people experiencing the most pain, and that’s expireds and FSBOs.

Jan 26, 2018

When you move into a new market there are many ways to establish yourself. Can you leverage the credibility of your old database to get jump started in the new market? How can you prep yourself mentally for a listing appointment? On this episode, we answer questions on handling objections and holding yourself accountable to be active on social media.

Three Things We Learned


Ask the prospect questions to help ease their doubts

When a prospect tells you they want to interview more agents/brokers, start asking them questions like important aspects they are looking for in an agent.


Prep your subconscious before you go into a listing presentation

Success is all about mindset, and you have to prepare yourself for the listing presentation beforehand. If you show up mentally in state, ready to rock and roll and you own it, you will be able to get the listing.

The lack of productivity is what’s killing your business

You may think you have 30 things that all need to be done at once to grow your business, but that’s the worst thing you can do. Instead of going a mile wide and an inch deep, go deep on one thing because that will move your further a lot faster.

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The fundamentals of starting a real estate business whether you’re new or moving to a new area are relatively the same. It’s all about building relationships, and doing something as simple as building your Facebook page to be transferable. Remember moving to a new place is a powerful opportunity, it gives you a chance to rebrand and market more intelligently.

Jan 25, 2018

Most people in the industry talk down to people who want to focus on buyers, but our guest has a different perspective. Is it possible to scale up the buyer side and home showings? What value does it bring to both the buyers and the agent? How can scaling up a buyer business allow you to kill many birds with one stone? On this episode, Lauren Taylor answers these questions and shares her winning strategy.

Three Things We Learned


Play to your strengths

Most people try to be jacks of all trades in business and spend time trying to get better at their weaknesses instead of doubling down on their strengths. It’s so much better to excel at one thing than it is to be mediocre at many.


There’s a difference between a virtual showing and a virtual tour

Remember that people don’t want a super-edited, high quality video, they want the nitty gritty. They want to get the authentic and actual showing which would feel like it would when they are with an agent, viewing the house in person.  


Think virtual listing presentation and save time

Agents have so many things happening at once. What if you could create a video of your best listing presentation, how would that save you a lot of time? If you did that, by the time you’re showing up to the prospect’s house you’re just converting, conditioning and putting a price on the house.

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If 30 seconds of video is worth 1.8 million words, this tells you just how powerful the medium is. The consumer is ready for virtual reality, and it can actually be implemented easily. Video walk-throughs and virtual viewings are a powerful way to leverage video and save time. The first actual walk-through that you do with the client will actually be the second time they see the house, so it will more likely be what they really want. You will also be creating something that can be used multiple times vs. an in person showing that is only for that one time. All this saves time and makes life convenient for everyone involved.

Jan 24, 2018

Happy New Year from Real Estate Uncensored! Have you made your New Year's resolutions yet? How do you go about keeping them, and how do you gain a positive mindset to achieve your goals? In this Live Q&A, we discuss the benefits your business can gain when you have a positive outlook.

Three Things We Learned


Focus on your strengths and ignore your weaknesses.


You cannot expect to do everything the way you do what you do best. Focus your abilities and don't try to stretch yourself too thin, that way you can ensure that your best is truly your best. Enhance yourself in one area rather than five areas, and you will see that your productivity and satisfaction levels will grow.


Make your own routine.


Find when your peak is - morning, afternoon, or evening - and structure your day around it. You can't copy someone else's routine and expect it to work for you. You know your own body clock best and once you work out what schedule fits you best, you will find yourself getting more productive.


Be consistent.


People often underestimate the power of consistency. It means a lot to anyone you're working with - be it clients, teams, or other agents - if you're consistent in what you've promised to do. Deliver content consistently over Facebook and you will make a great impression.

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Consistency is key for any successful business. Avoid "pivoting" - jumping from one thing to another without making full use of the experience you have already gathered. Identify the best time to start something new and find out what works for YOU because that's how you'll reach success. Have fun doing whatever it is that you're doing. Calls are not the only way to network successfully and if you're not enjoying what you do, people will know. Find your tactic and make it successful with determination and consistency.

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