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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: January, 2019
Jan 31, 2019

When it comes marketing, it often feels like we have to constantly step our game up in order to succeed. When it comes to new strategies, why is podcasting a front runner? How do we balance what the audience wants with what we’re interested and what we want to talk about? On this episode, we discuss some key points to consider when it comes to crafting content to grow your business.

Even if the audience comes, if the content doesn’t help you sell more houses, you will get burnt out on it a lot faster. -Matt Johnson  

Three Things We Learned

Why YouTube is better for growing an audience

YouTube is so much better at serving up your videos to people who are looking for stuff in your area or on your topic, and serving you up as a recommended video than iTunes. To get started with podcasting, create community-oriented, events-based videos, keep them short and put them on YouTube and then drive people there.  

 

How to craft content that the audience actually wants

One of the biggest mistakes people are making with their podcasts and video content is wanting to do something that’s fun for them and still grow an audience but those two things are actually incompatible. People either don’t care about the topic or they’re already getting the content from someone else.  

 

Why focusing on a niche is important

No one is interested in just one thing, so to make highly focused content you have to cut a deal with yourself to sacrifice certain things you would want to talk about to deliver what the audience is interested in. The more focused you get, the more people understand exactly what mental bucket you’re trying to fit into, the more likely they will be to come to you for that specific thing.

 

As business owner, creating content is not an art form, it has a purpose and that is to get more people onto your calendar that want to meet to buy or sell a home. You want to get more business, and if you build the audience and it doesn’t translate to that, it will be disappointing. Your content creation has to actually put money in your pocket, or else it will feel like a waste. The more focused you are in your content as it relates to your business purpose the more likely you are to have success.

Jan 25, 2019

One of the ways we can truly build a life of freedom is to jump into investing. Do we have to have been in the business for a long time? What is a basic deal we can set up? How does investing empowers us? On this episode, Zach Beach shares on how he went from bartender to 100 investing deals in under 3 years, and how we can do it.  

A basic lease-purchase deal is a net lease with an option to purchase at the end. -Zach Beach  

Three Takeaways

The profitability of lease-purchase deals

A lease-purchase deal gives you 3 paydays as an investor. First you get the non-refundable deposit, and then the difference between what you pay on expenses, and what you’re collecting for rent, as well as the principal pay down.

How lease-purchase deals benefit the customer

A lease-purchase deal is a bridge to homeownership and an opportunity for people to become mortgage ready. Buyer’s get to lock in their price today. As an investor, the benefits aren’t just financial. You get people who will take better care of the home than a renter.

Why building relationships is key to investing

Investing in real estate is more of a give and take, and open conversation. You have to be a lot more personable because it’s all about building a relationship from step one all the way to signing the contract.

As an agent, you already have the lead gen tools, prospecting and relationship building skills mastered, so why not add one more arrow in your quiver through investing? It will give you one more way to help people so when you meet a prospect, the conversation doesn’t just have to be about buying or selling. It gives you a lot more value and it can change the rest of your life by helping you build wealth.

Guest Bio

Zach is  an Entrepreneur, Real Estate Investor, Real Estate Coach and Marketer at Pre Property Solutions. For more information, go to http://prepropertysolutions.com or connect with him on LinkedIn https://www.linkedin.com/in/zacharyrbeach/.

To download Pre Property’s free ebook on investing, go to http://freesrecbook.com

Jan 22, 2019

When something goes wrong in our lives, how we bounce back from it depends on how we handle the fall out. How do we get ourselves unstuck from wallowing and feeling bad about ourselves? What steps can we take to get out of the low? What can you do to change your mindset? On this episode, Jeff Coats shares on his book, the lessons he learned from his time in prison, and how he’s applying it to his life and business.

You can take control of your life by setting and accomplishing your goals and being dedicated to those goals and yourself. -Jeff Coats  

Three Takeaways

Acceptance should come before any action

Before we can take any action towards making a change in our lives, we have to accept the situation, accept that something is not working, and accept the part we played in making it happen.

How to avoid wallowing for too long

When something isn’t going well, we go through the grief cycle. While it’s easy to get stuck in that for too long, we have to force ourselves to get out of it quickly. The faster we start taking action towards recovering, the faster we’ll be back on our feet.

The importance of taking responsibility

Usually when things don’t go our way, our first reaction is to blame it on someone else, but what we should do is take responsibility. You have to admit to yourself that you have a hand in the failure. If you’re not getting any results, see your role in it and then do something about it.

 

The results we get in our lives will always reveal if we’re taking the right actions and nurturing the right mindsets. So if we’re not getting what we want, we have to tweak what we’re doing and thinking. We play a huge part in what happens in our lives, and the good thing about being responsible for our failure is that we are also responsible for our successes if we turn things around.


Guest Bio

Jeff Coats is an entrepreneur, speaker and author of Res3t: 8 Principles Guaranteed to Change Your Mindset In Order to Change Your Life. Jeff was incarcerated at the age of 14 and sent to adult prison for 17 years. Released in 2011, he quickly became a successful real estate broker. This book covers his story (and the stories of others who have succeeded against all odds), told through the perspective of a life philosophy that emphasizes changing your mindset to change your life. Drawing from his own experiences, Jeff has introduced 8 principles for living a better life—a life that puts you on the path to achieving your biggest goals. Go to https://www.res3t.com/ for more information and to buy the book.

Jan 15, 2019

Many agents get tripped up because they think all the posting they’re doing on social media is automatically going to generate business. The truth is we also need to work on bringing our relationships from social media to something deeper and less transactional. What do we need to have in place in order to bridge this gap? How can we get better at celebrating our successes? On this episode, we talk about our wins at the end of 2018, and how we can set ourselves up for a successful 2019.

Social media has created a “need it now” mentality, but you have to pay the patience game in real life. -Gene Volpe

Three Takeaways

Why attention doesn’t bring business

Social media has created the impression that attention equals dollars which isn’t necessarily true. It can be true, but only if you build a bridge between the two by having really good conversations and strong relationships.  

The power of reaching out between transactions

The more we are secure and confident that we are worthy of being referred and introduced, the more it gives us the ability to get out of our own way and ask for it, and reach out and give value in between transactions.

How to celebrate wins in an effective way

It’s one thing to accomplish something and feel the satisfaction, it’s a whole other thing to actually celebrate it properly, whether it’s with a drink, a meal or doing something you enjoy. There is something powerful about a physical ritual with a substance that you’ve tied to success. It means you have a visceral and physical way to celebrate that accomplishment

The thing about this business is you’re not going to call someone and just have them ready to pull the trigger immediately on buying or selling a house. You have to build a relationship with them so that when they do reach the point where they want to buy and sell, we’re the ones they want to work with. We have to use systems and conversations to keep those relationships warm over time, because eventually they will pay off. The key is having more conversations in the real world, and leaning less on social media.

 

Jan 8, 2019

Being disorganized isn’t just a flaw, it is actually a symptom of a much deeper problem - an affinity to chaos. What traits are telltale signs of this problem? How can this chaos factor be traced back to chaos when we were younger? How can we overcome this? On this episode, real estate coach Angela Kristen Taylor shares how to uproot and overcome chaos in our businesses and lives.

Control issues are tied to not having anyone you could trust in your childhood. -Angela Kristen Taylor  

Three Takeaways

Symptoms of the chaos factor

Being easily distracted, having a love for organizational tools but never being able to put them into action. Never filling up planners Disorganized thoughts in notebooks, writing sideways

Being late, double booking and complete and total disorganization, and being busy but never accomplishing anything.

What happens if the chaos affinity is not addressed

If you don’t deal with this and you still manage to succeed, you will self-sabotage yourself because you’ll still have that thermostat for chaos. That means you’ll constantly find ways to self-sabotage yourself, and create chaos in your life in some way, shape, or form. So no matter what you achieve you will destroy it.

The root of control issues

Control issues and not wanting to give up any control is something that can be tied back to childhood. If you did not have anybody in your life as a child that you couldn’t trust, to show up and do what they said they would do, you’re not going to believe anyone has that capability except for you.

 

Having chaos in our lives and businesses goes back to having a childhood where we felt like we had no power or control and we were at someone else’s whim. It’s one of the reasons we choose to go out on our own in business, but also the same reason our lives and businesses are chaotic and disorganized.  If this goes unaddressed, it affects how you treat yourself, how we treat others and our whole lives. To overcome it, we have to actively work on ourselves, and dig down to the bottom of the source of the chaos so we can nip it in the bud.

Guest Bio

Angela is a real estate coach and the founder of Master Agent Life. Master Agent Life is the culmination of everything she learned as a real estate agent and everything she learned trying to become the best version of herself: mentally, physically, and spiritually. Go to https://www.masteragentlife.com/ for more information and for access to a helpful video, and a resource on lead generation ideas.

Jan 3, 2019

We’re not always going to be in the best headspace for prospecting, but it’s a necessary activity to our survival. How can we get ourselves pumped for prospecting, or build habits that make sure we never skip it? What do multiple objections tell us about what the prospect is feeling? How can we get to the root of solving the problem? In today’s episode, we’re joined by Gene Volpe and Aaron Wittenstein for another edition of the East Coast/West Coast smackdown, to talk about lead generation and FSBOs and showing our prospects that we relate to them.

If you’re not regularly prospecting for business, you’re not going to be able to get the money you want. -Aaron Wittenstein  

Three Takeaways

When a prospect says they’re considering the FSBO route

That’s not an objection you’re going to get them to change their mind on over the phone. Ask them that you want stop by to get a feel for the property, and then stay in touch with them on a regular basis after that. 4-5 weeks in, when the process isn’t going well is the point they’ll consider getting an agent.

 

What objections tell you about your prospect’s thought

If you get a lot of objections at once, you’ve done a bad job of explaining what makes you different and better than other agents, so they don’t see the value of working with you, vs. working with somebody else.  

 

How to reveal the root of an objection

Lead a prospect down a set of questions around their frustration. When you go deep and really talk about the nuances of their problem, it shows you understand what it would mean for them if you solved it.

 

Very often, the gap between a prospect's objections and them deciding to work with us is asking the right questions, and showing the value we hold over another agent. If we can restate and frame their problem in a way that nobody else does and shows that we understand the problem or have a unique spin on it, they’ll assume we have the solution they need.  

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