Info

Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Get actionable ideas, insight & inspiration to turn your real estate career into a life of freedom. Real Estate Uncensored delivers 3 live shows/wk showing you how to blend the latest high-tech and high-touch prospecting, sales and marketing strategies to grow your real estate business. Featuring interviews with mega agents like Joshua Smith, Jeff Cohn, Brett Tanner, Greg Harrelson, Jeff Latham, Aaron Wittenstein, Marti Hampton and many more. You’ll learn how to make 100+ calls/hr, how to use prospecting systems and scripts to sell 500 homes/yr, how to bring homes to market & actually get them sold, how to run high-tech open houses & much more. Co-hosted by Greg McDaniel, the "Junior Grandmaster" / Bay area Realtor, and Matt Johnson, partner in Elite Real Estate Systems / founder of Pursuing Results, a podcast PR + production firm.
RSS Feed Subscribe in Apple Podcasts
Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
2017
November
October
September
August
July
June
May
April
March
February
January


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


2015
December
November
October
September
August
July
June


Categories

All Episodes
Archives
Categories
Now displaying: Page 1
Nov 24, 2017

Networking can be everything from causing anxiety and discomfort all the way to being socially paralyzing to the point where you can’t do it at all. How can you shed your fear of networking by being more intentional and clear? How does deep breathing play into how you come across to people? How do you find communication clues in other people? On this episode, Dr. Debra Dupree is back with more great insights and tactics to make you a more effective networker.

Three Things We Learned

Always have a clear intention for your networking

A lot of people waste time running after events. To avoid this, always have an intention. Think about what’s your purpose and how the networking event ties into that purpose. Have some intent about how many people you’re going to meet and set out with the goal to make a specific number of connections.  

Take deep breaths before you enter into a networking situation

Engage in 3 or 4 deep breaths before you enter into a situation. It slows down the breathing and the brain wave activity which influences the clarity of the eyes. When you breathe you not only calm yourself down, you also change the vibe you give off to other people which will make you a more effective communicator.

Be a giver, not a taker

In networking situations, you put people off when you make everything about you and fail to show any generosity. Learn to talk less and listen more, and lead with actual value. When you do eventually ask, it will be easier because you would have given something in the first place.

Replay CTA

Networking can be an off-putting exercise, even for some of the most confident and accomplished people. For it to be less nerve-wracking, go in with a set intention of what you want to achieve and who exactly you want to talk to. Ask people questions to engage with them, and use deep breathing to make sure your lack of clarity isn’t showing through your eyes or voice. By breathing we can control these factors and show up authentic and ready to connect.

Nov 21, 2017

When people don’t show up for appointments it’s because there’s resistance. How do you take care of the resistance before it even arises? How do you reduce people’s fear of salespeople? How can objections actually help you learn more? On this episode, we talk to Dale Archdekin, who gives great insights on handling all objections like a true rockstar.

Three Things We Learned

If the appointment is way more important to you than them, they likely won’t show up

It’s very important for the appointment to be of equal importance to both parties, otherwise the other side won’t see the value of upholding it. If you can understand what someone’s needs are and work towards meeting them, this makes it more likely than an appointment will happen


Every objection reveals a need and something they are trying to achieve

An objection isn't something you should just take at face value as a rejection. It can in fact be a very powerful illuminating tool that you can use to your advantage. Every objection uncovers that they have something to achieve, even if it’s nothing.
When you’re selling to high D’s, make your scripts short, punchy, and figure out what the essence is

When you’re trying to sell to high D individuals, it’s important to make your pitch as straight to the point as possible. Make your script as simple as possible so that you get to the point quicker, without losing that person’s interest.

Replay CTA

Clients and customers all have a fear of sitting with salespeople because they don’t want to be pushed towards a decision. It’s your job to provide value and reduce that fear. When you’re asking people to take time out of their busy lives to sit with you remember there might be some resistance. Pre-frame the person to deal with any resistance that’s going to come up before the appointment happens. When you’re on an early call, people won’t know, like and trust you enough to agree with you, so just let them have their opinion. Anytime you get a rejection, remember it reveals a deeper need.

Nov 21, 2017

Agents are making the fatal mistake of putting lead generation on the back burner in favor of client service. What mindset and attitude causes this mistake? What is the dirty secret successful entrepreneurs don’t share? Why is it so necessary to have clarity and intention when it comes to setting your goals? On this episode, we are joined by Gene Volpe and Andy Scherer for a high value smackdown.

Three Things We Learned

Lead generation should always be your first priority, before client service

When people don’t prioritize lead generation and designate it to time slots that are never avaiable, it’s because the burning desire for clients isn’t causing enough pain for them to take action, and there isn’t enough pain or pleasure in doing something to push forward. To overcome this, you have to increase the psychological necessity behind it by making it non-negotiable.


The dirty little secret in entrepreneurship is that a lot of ultra-successful people have gone through bankruptcy

It’s not talked about enough in the entrepreneurship conversation, but behind every mega-successful person is a story of overcoming struggles like bankruptcy, failure and intense hardship. All the people we look up to had to power through all of that to get to where they are.


If you don’t know how to set a goal for a project always bring it down to a number

You can’t successfully break down and work towards any goal unless it has a number attached to it. For some projects, it can be hard to really pin down that number, so instead, boil it down to a time that you set and strictly set to work on something.

Replay CTA

Everyone wants the end goal of success, but they don’t understand the difficulties they have to go through to get there. When you’re in a difficult situation, you have to tap into your greater self, and your mind will find its way out of it. When life is fighting you, it creates a sense of urgency, but we should be able to have this urgency, even when you’re not being challenged. Learn to anticipate obstacles and visualize through the fog that you will experience.

Nov 13, 2017

People shy away from really putting concrete numerical value on their goals. Why does this set them back in a huge way? How can you start tracking your work better? How can you go about setting business goals that don’t ultimately take you away from the things that matter? On this clip, we are joined by coach Hank Avink who shares the biggest business mistakes agents are making, and how to stop making them right now.

Three Things We Learned

It’s hard being a spouse and a parent so it’s sometimes easier to spend more time at work

For some people who excel at work and find themselves struggling at home, the praise, success and accolades of the job are a lot easier to do than the work, commitment and routine of being a spouse and a parent.


So many people are afraid to raise their standards because it will push people away

A lot of people stay in business relationships that just aren’t working for them because they are too comfortable and they fear saying they want more out of it. Raising your standards will change a lot of relationships but ultimately it will give way to better ones.

If you’re really good and people want you, they’ll adjust their schedule

A lot of people have a scarcity mindset, and that leads to them taking on jobs that don’t suit them or shifting important things in their lives to make clients happy. If you truly provide value to your clients, they will be happy to adjust things to your needs and accommodate you.

Replay CTA

A lot of entrepreneurs shy away from putting a solid, concrete numerical value on goals, they can hold themselves accountable to and then underestimate the importance of staying in relationship with these goals. If you’re a business owner and you’re not tracking your activity in a real way, you’re faking it. Take the time to be in balance with what you really want, interrogate your schedule to make sure you’re making the best use of your time and make the pain of not following your schedule greater than the pain of following it. When you follow your schedule, you get predictable results, and that will give you your best year ever.

Nov 10, 2017

Human relationships are in low supply, and people are starved for authentic connections. How can you make this the basis of your real estate business? How do you play to your strengths and unique abilities? What elements help you find your own unique ability? On this episode, we are joined by rockstar agent and coach Chris Angell who shares valuable insights on these topics.

Three Things We Learned

We don’t trust ourselves because something tells us we’re not good enough

We constantly look outside of ourselves for answers because we don’t trust our core and we’re always trying to find external solutions to our problems because of that. When we play to what makes us unique, we solve this.

Nobody plays in the top of the funnel

Everybody is fishing for business in the middle and the bottom of the sales funnel, but if you can be valuable to people at the top of the funnel, they will think of you when the need for your service arises.

The flip side of a complaint is a commitment

Think deeply about the things that frustrate you, they aren’t coincidental. The reason we complain about something is because we wish it was different. If we complain about something it’s because we are committed to the result on the other side, and we’ll be willing to work for it.

Replay CTA

Every human being has their own superpower, and when you unlock it everything about business and life gets easier. Be intentional about being useful to your database so it can grow. Create content that nurtures a relationship with those people. Build a tribe of people who like what you say, and feed them into your database. The sales process isn’t about convincing people to do something that isn’t in their best interest, it is the process of taking the responsibility upon yourself to get someone the results they want and wouldn’t get without you. Remember this is a relationship-based industry, and the consumer is looking for authentic and real right now, so be authentically you.

Oct 27, 2017

The true measure of fulfillment is not being contingent on outside circumstances for happiness. How do you find the inner push for your happiness? How does your morning routine set you up for a successful day? Why is forgiveness such a powerful part of becoming your best self? On this episode, we talk to Sarah Rose Reiter about how she overcame personal obstacles through mindfulness, intention and embracing the letting go process.

Three Things We Learned

A synchronistic event will show up when you set a powerful intention and make a declaration to the Universe

A synchronistic event shows up and seems to good to be true because it has been provided by the Universe, and it’s what you asked for. There’s going to be a moment of recognition that directly correlates with the intention you set. It all starts with awareness and clarity.

The letting go process is something you need to embrace

In order for good things to come into our lives, we have to let go of the bad. Whether it’s business or personal, an old relationship has to die in order for a better relationship to come into being, so don’t be afraid to let go.

We’re the only creature on earth that can make ourselves feel good or bad just based on our thoughts

The human mind is so powerful it impacts our emotions, negatively or positively. This is why it’s so important to harness your mind’s power so that it works to your advantage. Remember however you feel is connected by your thoughts.

Replay CTA

Setting a powerful intention is the very first step to making incredible things happen in your life. Setting an intention is a form of asking, praying is a form of asking and it shows the universe that you are ready to receive. Remember everything in your outer reality is a reflection of your inner reality. When you have resentment, you put up walls, and you perceive the world in a different way. Be open, be receptive, step into forgiveness and understand the bigger picture.

Oct 18, 2017

About a million people are publishing every week on LinkedIn but most of their content sucks. What are the biggest mistakes people are making when it comes to putting out content on LinkedIn? What is the secret to creating share-worthy content? How can you use LinkedIn to position yourself as an expert in your industry? On this episode, we are joined by LinkedIn expert Tracy Enos, who shares the LinkedIn secrets that gets her content 140+ shares.

Three Things We Learned

All activities in LinkedIn are going to start with your personal profile

A lot of people make the mistake of trying to publish content even though their profile isn’t good and the various elements aren’t dialed in. The first thing you need to do is optimize your profile so that it represents you and your brand well.

Become the go-to person in your area or industry by writing articles

The purpose of content marketing is being of value and helping people find solutions for their pain points. Start writing articles about your area or industry, and they will serve as social proof of how knowledgeable and skilled you are.

You need 10 recommendations to get more profile visibility and make sure the people recommending you are using the keyword for the service you provided

Having recommendations makes a huge impact to your profile visibility but it’s important to remember that the people who recommend you have to use the keyword for your service. That way, each recommendation boosts your ranking.

Replay CTA

If your content on LinkedIn is entertaining, and teachable, it will fortify you as the expert in your industry and separate you from your competition. If you can showcase that you’re an expert in your industry, you will become a magnet for clients and referrals from related professionals. It all starts with having a really great profile, knowing who your prospect is and then knowing their pain points so you write content that makes you the solution. A lot of people think the content publishing process ends when you put out the post and add links on social media, remember to promote and follow up.

Oct 13, 2017

It can be very hard for different DISC profiles to get along, let alone work together. How do you find common ground when you have very different ways of approaching tasks? How can high Ds work with Ss and Cs? How can you be more observant to how other profiles are responding to your approach? On this episode, we are joined by agent and coach Philip Simonetta who shares how to align with people you are different from.

Three Things We Learned

When you say “you don’t know me yet” to someone, it makes them want to get to know you

A great script to use on phone calls and voicemails is introducing yourself and telling people that they don’t know you yet. This will get their attention and make them actually want to find out who you are.

Your goal should be to leave people better off than you find them

When it comes to building a team and being a good employer and even a good agent, it’s important to be of value and work with the goal of making people's lives better. If you lead with this, you won’t even need to make a sale because your authenticity comes across quickly.

Working with S and Cs: Slow down, soften towards them and let them see you being yourself

It can be hard for a high D to relate to the high S and C because their approaches are so different, and an S and C can easily shut down if it feels like they’re being pushed too aggressively. Learn to slow down and soften to accommodate them.  

Replay CTA

It’s important to remember that people are different. They approach things differently and require different communication approaches. When you’re a high D trying to understand a high I, use your ability to adapt to get in their shoes, and start seeing the world from their perspective. Ss can be stubborn and easily shut down if you’re too aggressive, so soften and observe so you can change your approach accordingly.

Oct 12, 2017

In music and real estate, setting yourself apart is a very important step to attracting the right clients. How do you build your tribe and utilize social media? How does overthinking hold you back? Why is it so important to have a strong product? On this episode, we are joined by musician Derek Sherinian, and agent Stephen Adika.

Three Things We Learned

People who think too much never do

While it’s great to analyze every move before you make it, it’s very easy to become a victim of analysis paralysis. Learn to get into action and make adjustments as you go along. If you think too much you won’t get anything done.

Synchronize mental, physical and spiritual

When you align every part of you, it will turn you into a beast and you’ll be able to work with more fire and determination. If you’re able to align exercise, mental habits and spirituality with what you do for a living, it brings a whole new energy to your life.

If your product isn’t good, no amount of promotion and strategy will be worth it

A marketing strategy has to start with a very good product, so before you do anything else, make sure your product is great so that what is said about it and what it is align.

Replay CTA

A lot of people don’t have the audacity to knock on doors or make the leap to make their lives better. If you have audacity, and develop your signature style you can set yourself apart. It’s also important to identify your tribe and play to them. Never forget the importance of consistency, and keep in mind that, if you’re not feeling good internally, it will affect your work and your relationships. Whatever goal you have, remember to make it the most important thing in your life.

Oct 10, 2017

A lot of people in real estate underestimate what it means to do it all. What are the three things you need to dial in to succeed with listings? Why are profits better than wages? How do you find common ground and build rapport with sellers? On this episode, we are joined by real estate top producer, coach and author Hoss Pratt, who answers these questions.

Three Things We Learned

One-to-many conversations are the most profitable

Salespeople take steps with their skills, starting with being able to master being on the phone, then having one-on-one conversations with people in and person, and then finally making a leap towards one-to-many conversations like training and speaking engagements. This is what is most profitable.

However you’re most comfortable is how you should present

People make the mistake of thinking there is one way to present, but what makes the most sense is doing what makes you comfortable so you can be your best. What you need, more than anything is a framework, and being able to build rapport.

A confused mind doesn’t buy

Don’t get too technical in your listing presentations because a confused mind won’t be able to buy from you. Learn to dumb down your presentation so that it can actually convert.

Replay CTA

When it comes to systems, it’s important to remember that there’s no need to reinvent the wheel. The systems you need already exist, all you have to do is plug into them, turn down the noise and do the work. When it comes to listing presentations, remember that rapport trumps everything, and rapport is built on commonality. A confused mind won’t buy so make sure your presentation is clear.

Oct 9, 2017

When it comes to FSBOs, most agents are told to go for the listing even though they might end up in conflict with the seller. Why does this approach guarantee that you’ll lose the listing?

What is the right way to approach a seller so you can get the listing ultimately? Why is agreement your way to securing the listing? On this episode, we are joined by top producing agent and coach Brandon Mulrenin who shares his revolutionary strategy for FSBOs.

Three Things We Learned

Be 100% Agreeable with the Agent

The biggest mistake most agents make when it comes to communicating with FSBOs is they try to convince the sellers that selling on their own is a mistake, which immediately creates conflict. Instead, it is much smarter to agree with them, provide them with the resources to make the process easier and then when they need more help, they will lean on you further.

They’re not a lead, they are a human being

We alienate sellers and get in the way of building a relationship with people when we dehumanize them and think of them as leads and a means to an end. All you need to do is shift your thinking and approach and remember that these are people with families, and needs and you need to build a relationship with them.

In content marketing give everything away, then you’ll attract the people that want to do business with you

Most people think it’s a smart strategy to hold onto their most valuable content so they can get people to pay for it. The right way to go about this is giving away what’s really valuable because it shows a spirit of contribution. That’s how people connect with you.

Replay CTA

Until you understand the importance of contribution, you’ll have a hard time reaching your goals. Sellers need an advocate and a support system, not someone who just sees them as a lead and way to make money. It’s all about showing people that you put their needs and their success before your own. The strategy with FSBOs is being agreeable on the phone so that you’re able to meet them face to face, so that you can build a relationship with them.

Oct 3, 2017

Agents often find themselves wanting to take action, but end up stuck and frustrated because of what they believe deep down. How do your beliefs determine your behavior? How do you clean up the dumpster fire of negative and limiting thoughts? How do you unearth unspoken objections? On this episode, we talk to mindset coach Kim Ades about what truly gets in our way.

Three Things We Learned

Don’t think of it as a listing presentation, think of it as a needs assessment

Agents get tripped up in listing presentations because they think of them as presentations and not an opportunity to understand the needs of the other person. You will then focus more on winning and less on determining if you’re even a good fit for them. Turn the conversation around from presenting to understanding, and that will take the pressure off.  

Ask Yourself the Right Questions to Uncover Your Limiting Beliefs

When it comes to determining what’s stopping you from moving forward on your goals, you have to get really honest with yourself and ask questions like, what you believe about your ability and likelihood of reaching your goal, if you’re capable and whether or not you have the resources.

Create a series of beliefs that are buyable

Switching your beliefs from bad to good doesn’t happen overnight. What you need is point by point transformative change. Don’t underestimate how much influence the back of your head has, and how your beliefs will conflict with what you already think of yourself. Make sure you’re giving yourself beliefs that you can actually believe in so that they stick.

Replay CTA

Beliefs will always determine behavior. The biggest mistake we make is rushing to take action right away before being clear on limiting beliefs. Until we examine our thinking we’ll always get tripped up in what holds us back. If your thoughts aren’t aligned with your goals you can take all the action in the world and still not reach your goals because there is a flaw in the process. Take the time to bring up all the negative thoughts that are eroding your ability to reach your goals and replace them with beliefs that allow you to behave and take action with ease.

Oct 2, 2017

The average agent thinks of themselves as a celebrity whose brand is enough to attract leads, and they couldn’t be more lost. What is the right way to build a brand that actually delivers value? Why are dabblers always going to fail to succeed in the long-term? Why is video where you should be putting your energy? On this episode, we are joined by lead specialist Edwin Dearborn who gives us massive value.  

Three Things We Learned

Everyday that you avoid going on video is everyday you’re antiquating your brand

By the year 2020, 80% of the content consumed online will be video. If you’re not getting into video right now, you are going to be left so far behind that you won’t be able to catch up. YouTube is the world’s biggest reality TV channel. It doesn’t take much to start publishing your own content.

A brand needs to focus away from the egocentric

Most people who think of building a brand think about it in an egocentric light, like they are famous people who will just generate leads without any effort. You need to give people value in the form of content, and use social media to position yourself as the digital major of your town, not a celebrity that is entitled to attention.

It’s rare to find a successful team that has more than 3 lead generation pillars

The most successful agents and teams don’t dabble in different lead generation pillars. The average agent dabbles and is never able to go deep on one thing. Instead they find themselves with pieces of unfinished actions that don’t take them anywhere. Wealthy people intensify on fewer things.

Replay CTA

All your branding operations needs to be less egocentric and more value focused. If you can bring real value and be authentic, people have an antennae for that and they will pick up on it.

The goal is to generate leads that are unique and actionable, and you have to make sure you qualify your leads by the quality of their source and age. Remember your resources are the sources of your business. Use video content to showcase the lifestyle of the area you work in, and think of your business as a media company that happens to sell real estate. In this market place, this is how you will stay ahead of the game.

Oct 1, 2017

Consumers are exposed to 60,000 brand messages each day. How do you make sure your message is seen by the right people? What does it take to set yourself apart from everyone else? Why is consistency so critical to your success? On this episode we answer these questions in a live Q&A.

Three Things We Learned

Personal category design is all about blue water hunting

The biggest mistake most business owners make is going into the market talking about how much better they are than their competitors. The problem with this thinking is that it’s hard for a customer who’s looking from the outside to really see what truly makes you better. If you want to make an impact, talk about what makes you different and unique in a way that is relevant to your target market.

Pay close attention to your prospect and adjust to your prospect

It’s important to have business relationships where you get to be your authentic self, and sometimes this can be an organic process that takes place as soon as you meet people. Sometimes the process requires you to pay attention to the personality of your prospect and adjust to their needs and disposition. Being adaptable is a very important skill in this business.

The notion of exclusive seller leads is very flawed

Trying to find exclusive leads is a shortcut that doesn’t really exist. In today’s world, there is so much competition for leads online, so it’s impossible to find one that’s just for you. The key thing is differentiating yourself so even when you’re competing with other agents, you stand out.

Replay CTA

The business world is highly competitive, and category kings take 70% or higher of the market share. If you’re not competing at that level, you will end up fighting for scraps and not getting very far. Don’t tell people you’re better, show them that you are different. It’s all about showing how you uniquely solve a problem that’s relevant to other people. It’s about attracting the people that like what makes you different.

Sep 28, 2017

Starting a company is easy, but running it successfully, growing it and keeping people happy isn’t. How do you run a team where people are happy and highly valuable? What’s the right way to approach coaching without burning people out? What are the biggest mistakes agents make in running their businesses? On this episode, we are joined by Firepoint Solutions CEO, Chris Tamm who goes deep on these and many other insights.

Resources + Links

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Three Things We Learned

People take coaching and sales management too far to the point that they burn out on it

The most effective and successful coaching emphasizes incremental growth every single day, not big leaps that are easy to fall behind on. Short daily catch ups and check ins are less overwhelming but at the same time more likely to create behavioral change and allow for accountability.

Entrepreneurs think beyond return on investment, they think of return on time

People who don’t have an entrepreneurial mind often think of how much money something is going to cost, without thinking of the return they will get in time ultimately. Spending time coaching your staff to be better will give you an unlimited return on time because of what it brings back to your business.

Getting 80% sure and executing is way better than getting 90 or 100% sure

Most people get stuck in inaction by waiting to be 100% sure on something before they launch and implement, but the truth is you might find yourself waiting forever. It’s better to get even 80% sure, launch and then learn as you go along. Sometimes the remaining 20% is just opinion.

Replay CTA

Whenever you set up a new system, remember that the people working it aren’t robots. Coaching and care is needed. 10-15 minutes with each agent every week gives you a look into how well they are working the system. Most agents make the mistake of coming up with temporary fixes for their business problems so they can just get clients. What’s crucial is setting up a system that provides a steady stream of your ideal clients, that you can just run and maintain so those problems are permanently solved. Remember, you don’t have to get things 100% right every time. It’s better to improve as you go along than to be inactive waiting for everything to be right.

Sep 27, 2017

When most people think about goals, they focus only on business goals and forget all the other pillars of their lives. Why is it important to consider other goals? What gets in the way of people taking action on the goals that will make an impact? Why is journaling important? On this episode, we are joined by Andy Scherer and Gene Volpe and we go deep answering these questions.

3 Things We Learned

When most people think goals they gravitate towards business goals

When it comes to goal setting, it’s important to think beyond your business and your work. A fulfilling life is made up of so many more aspects like health, family, relationships and spirituality. Factor those things into your goal setting.

The uncomfortable feeling of the actions you need to take stops us from executing on our goals

We all have actions we have to take to grow our business, be healthier and happier, like making calls or going to the gym. These actions are uncomfortable, and the discomfort blocks us from getting into action. To overcome this our desire for growth and success have to be greater than not wanting to feel uncomfortable.

We don’t go for what we want because we don’t know what we want

Clarity is freedom, energy and the basis of the fuel we need to get to our intended destination. Without clarity, we’re basically swimming in muddy water, and it delays our success. Once we know exactly what we want, energy can be applied to it and the Universe will get out of your way so these intentions become reality.

Replay CTA

Most people are held back because the pain of not following through on their intentions isn’t big enough, or their WHY isn’t great enough. When you can have clarity on what fuels your actions, you will be committed and consistent at taking action. It’s important to understand the strategic plan for where you want to go and how to get there. The true magic happens when you’ve provided that fuel for your goals, and have a strategy broken down into milestones, and weekly and daily intentions. Learn to be a student of yourself so you can constantly improve and evolve.

Sep 26, 2017

Real estate services for the military is a worthy niche for agents to consider. How does it differ from civilian real estate? What is the loan process and why is it so important to be informative, available and helpful? How do agents market themselves on base? On this episode, we are joined by Larry Luna and Bree Meloan, who are experts when it comes to military real estate.

Three Things We Learned

The military is a tight unit and if one person knows that you’re in real estate they will refer their circle

In the military, the rules about marketing yourself as an agent are a lot stricter. The inventory of an agent is considered to be in competition with the base’s real estate. Most business comes by way of referral after you’ve worked well with one person. The community is super tight knit so this is what will bring the business.

Being accessible to clients who are deployed makes a big impact

In all real estate, it’s important to be available to your clients in their times of need. In military real estate, your clients won’t always be in the same time zone as you are. When you make yourself available to them, it really makes them feel valued and cared for.

The VA limits specific expenses and costs that can be charged to the veteran

The main goal of the VA’s rules for real estate is protecting the veteran. Appraisals are a lot more strict to make sure the house doesn’t have issues, and there’s no requirement for down payments to keep expenses down for the veteran.

Replay CTA

If you’re looking for niche or category that you can potentially dominate, consider working with military buyers and sellers. They are people who deserve excellent service from someone who is experienced and dedicated. The home buying process can be difficult and daunting, and if you can be valuable you will gain referrals and make a difference.

Sep 25, 2017

In this information age, we get so overloaded on consuming content that we can end up not implementing anything. How do you make sure you’re putting your lessons into action? Why is not being able to close a symptom of a problem? On this episode, we answer these questions and discuss time blocking, and how what you focus on expands.

Three Things We Learned

Talking about something is awesome as long as it leads to action

It’s easy to consume so much data and so much information, but if it just sits in your mind without being put into action, it’s a huge waste. The key to success isn’t accumulating all the knowledge in the world, it’s all about making sure it create behavior change.

People want a solution to be complicated

Most solutions to leading a better life are very simple, but the problem is people expect them to be complicated. People expect complications because it is the only way to explain why they haven’t been able to make it happen in the first place.

Find Your Biggest Limiting Factor

We all have one thing that stands between us and success and most of it has to do with mindset, and limiting beliefs. If you can identify these beliefs and overcome them - that brings you closer to the life you want.

Replay CTA

Most people’s limiting factors have nothing to do with lead generation and a lot more to do with themselves. When you find that limiting factor you’ll be able to rise above it and make you and your business better. We’re in an age where we consume a lot of content, but we need to be careful not to miss out on the importance of implementation. Put your focus into the things you want to happen, not the things you don’t want.

Sep 24, 2017

A lot of people think success follows hard, horrible work but this is the wrong way of looking at it. How do you align with your own definition of success? Why does comparison make us miserable? How can you achieve success without running yourself into the ground? On this episode, we are joined by success coach, Roberta Ross - who shares on achieving true fulfillment and happiness.

Three Things We Learned

We are conditioned to take motivated action not inspired action

Motivated action comes from an external push, or a need to accomplish something that corresponds with an external force or circumstance. Inspired action comes from within, and it’s how we are able to make things happen for ourselves easily. We should always aim to work from a place of inspiration.

Fear has many derivatives - panic, anxiety, sadness, doubt, depression etc

What might look like anger, anxiety and doubt on the outside are all just signs of fear and taking action from a place of fear. Even though fear can be an effective push to action, it very often leads us to things that aren’t aligned with our true selves.

Happiness and success have to be unconditional

We’ve been conditioned to think happiness only happens when we’ve achieved certain things, but true happiness is unconditional. True joy has more to do with how we feel inside and how we view the things that happen to us. If you’re able to just be happy as you are right now, that creates a lasting joy that can’t be challenged or touched.

Replay CTA

We’ve been taught that our greatest joys and accomplishments come from struggling and suffering towards a goal. As a result, we miss out on a success that can happen with greater ease and give us so much more joy. We waste time by comparing ourselves to others, trying to fit into someone else’s idea of success or not taking the time to be content with where we are. True success is a matter of aligning your business with the strategies that are aligned to and play into who you are. The rest can be delegated or let go of completely. Align your business with who you are and what your real talents and passions are and you’ll see how easy success can actually be.

Sep 23, 2017

For a lot of agents starting out in the business, being young can be a disadvantage. How do you stop your age from being a barrier to your success? Why do you need a mentor and how will you know what to look for in one? In this clip, we talk to one of Realtor Magazine’s 30 Under 30 agents Jessica Randolph.

Resources + Links

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Three Things We Learned

Reach out to people as if they already like you

A lot of what drives reluctance in agents is the fear of reaching out to people who probably don’t like you. To overcome this, mindset is the most important thing. Work with the assumption that people already like you, so reaching out doesn’t feel so difficult.

A personal life says a lot about who you are and it says a lot about your priorities.

When you’re choosing your mentor, it’s easy to focus on the professional attributes they bring to the table and ignore details like their personal life. It’s important to look at someone’s home life because that’s where you really get to see what their why is.

As a young agent, focus on what you can offer, not what you can’t.

Just because you don’t bring age and experience to the table, that doesn’t mean you don’t have value to give. When you’re marketing yourself to people, make sure you focus on what you do well, whether it’s knowledge of technology or having more time to focus on them.

Replay CTA

Marketing in real estate is all about relationships and being able to build them even when you think you’re too young or too inexperienced. If you can’t offer age and experience, lead with what you do have working in your favor. Remember it all has to do with being clear on your value and fighting for it. At the end of the day success comes down to your attitude and mindset. It’s also important to find a mentor you really admire.

Sep 22, 2017

When it comes to achieving goals, a lot of people want as close to instant as they can get. How does this get in the way of real progress and growth? How should you go about steering the path to success? What’s a big mistake coaches make? On this episode, we talk about goal setting, rituals, coaching and accountability.

Resources + Links

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Three Things We Learned

Most coaches make the mistake of dictating from the top down, what they think their clients should do.

A lot of coaches have to grapple with clients who never follow through on plans made, but a lot of the times it’s due to the coach’s approach. When a coach tries to dictate what a client should do, it won’t work. What works is the client coming up with goals and the coach holding them accountable to what they’ve already decided.

A lot of us make goals based on what sounds good to other people.

When we make goals, it’s important to be clear that they are ours and not put on us by other people’s expectations. We will always steer ourselves towards the subconscious ideas we have of success, so it’s important to work harder on setting goals from within not from what you think you should do.

It’s important to have different people in your life that speak into different areas of your life

One mistake we make is we try to get all kinds of advice from the same people, but we actually need is to lean on different people for the different kinds of wisdom they have. Build a mastermind group of people in your life who are experts on things like business, spirituality, mindset and personal relationships.

Replay CTA

A lot of what holds agents back from success has nothing to do with the actual business, and more to do with their mindset, beliefs and daily habits. It’s important to cut through this with personal development, learning and setting the right goals to move forward. When it comes to making a path towards success - we have to define it for ourselves and then take the daily actions to get us there.

Aug 25, 2017

For many people, being young can be a disadvantage in the real estate business. How do you make yourself stand out and provide value to show your expertise? How can you employ social media tactics to get more clients? How do you go about hiring an assistant who won’t eventually become a rival? On this episode, we are joined by young agent Jamie Tian, who shares the strategies behind her successful career.

Takeaways + Tactics

Keeping in touch with old clients is the best way to get more listings and leads.

Link up with adjacent business owners who also work with the type of people you’re targeting.

You have to stick with your marketing strategy for a long time for it to stick.

 

At the start of the show, Jamie shared how she got started, and where most of her business comes from. She also shared on the importance of taking a marketing strategy long term and how she uses social media to get clients. We also talked about finding the right assistant, signing buyer-agent agreements and what Jamie would do differently if she had to do it all over again.

Jamie also talked about;

  • Why geographic farming isn’t going to go away
  • Communicating with international clients
  • How young agents can prove themselves


You don’t have to be an old dog to win clients and become successful. Being younger just means you have to prove yourself more and show your expertise. Be reliable and overwhelm them with value and knowledge. Remember you’re not going to connect with every single person, so don’t take rejection personally. Just work on clicking with the right people, being valuable and everything else will fall into place.

Guest Bio-

Jamie specializes in properties throughout Los Angeles including Bel Air, Beverly Hills, DTLA, Hollywood Hills, West Hollywood,West LA, Westwood and the Sunset Strip. As a top producing agent at Rodeo Realty, Jamie takes pride in her discretion while providing the finest service to clients ranging from first-time homebuyers to A-list celebrities. She also provides invaluable services such as reliable contacts to her investor and developer clients that make her a top choice for those looking to make a profit in the Los Angeles real estate market. Go to http://www.jamietian.com/ for more information.

 Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 24, 2017

When it comes to social media, a lot of us do too much all at once. What are the biggest mistakes people are making with their posting and content? How do you gauge if a seller is really serious? What is a huge misconception people have about marketing? On this episode, we answer questions and discuss the common social media mistakes people are making.


Takeaways + Tactics

Don’t post the same content across all social media platforms.

Share more than your own content on social media.

Make sure you’re not just using landscape photos and videos.

--------------------

At the start of the show, we answered a question on leaving a brokerage gracefully, and we started talking about the 10 social media mistakes people make and how to avoid them. We also talked about getting an authority stance over your competitors and how to use your marketing money to get business. Towards the end of the show, we shared on why you shouldn’t just share your own content.

We also talked about;

  • iPad listing presentations
  • Creative handwritten notes for FSBOs and expireds
  • Why you shouldn’t over-post on Facebook

Before you rush to be valuable across multiple social media channels, start out by being super valuable to one person in one place or to one group of people consistently. Once you’ve mastered that, you can do more for other people. When it comes to marketing, go after people you already have a connection with, who have an urgent need for what you need before you go after complete strangers.

Guest Bio-

 Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 23, 2017

Waiting for the recognition of other people is a downward spiral. What are the hard questions you have to ask yourself to find what fulfills you? Why is it so important to celebrate what you’re good at and what you’ve accomplished? Why is clarity so important? On this episode, we are joined by executive coach Ahalya Kethees who gives us so much value.


Takeaways + Tactics

The more clear you get about your goals, the more confident you become, and it becomes a virtuous cycle.

Take time to acknowledge yourself for your wins AND drill down to acknowledge the character traits it took to produce the win.

Most people don't get what they want because they don't have clarity on what they want.

-------------------

At the start of the show, we talked about success rituals and the power of using a five-minute journal at the end of your day. Gene gave us his tech tip of the week, which is using later.com for your social media posting. We also talked about the confidence-clarity loop, and towards the end of the show, we shared the questions we ask ourselves to get closer to our goals.

We also spoke about;

  • The power of doing self-acknowledgement
  • How to be strategic and intentional about your inner circle
  • Starting with the end in mind

 

To get the results you want out of life, you have to have a burning desire to accomplish your goals. Ask yourself if you’re chasing artificial goals that someone else told you to have, or if you’re doing what matters to you. Be honest about where you are now and work on where you want to go. Have the belief that it’s possible and act as if it’s going to happen and be strategic and intentional about your inner circle. When in doubt about what you want, start with what you know for sure.

Guest Bio-

Ahalya is an Executive Coach and Facilitator for Tech Leaders and Teams. Go to https://www.linkedin.com/in/coachahalya/ for more information.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 22, 2017

If you think sending an email a month is enough to effectively market to your database, think again. What do you need to do in order to be in front of the right people consistently? Why is Facebook Messenger the new email? How can you find the right people to feed into your database? On this episode, agent and marketing expert Nick Sakkis goes deep on building a wall around your database with good marketing.


Takeaways + Tactics

Build a wall around your database by running Facebook ads to them. This creates the appearance that you're "everywhere" for as little as $5/day.

People are continually chasing after the cold leads, but the real money is in the people who already know, like and trust you.

Build your Facebook Messenger list as large as possible, open rates for FB messages are 70-80% right now. Speak to people in the channel they want to be in.

 

At the start of the show, we talked about how Nick got started and why we’re a demand generation. Next we talked about how powerful $5 a day on Facebook advertising can be so effective. We also spoke about the power of building a wall around your crowd and how to get in front of the right people in the first place.


Nick also spoke about;

  • The truth about email open rates
  • How to get in front of the right people
  • How to get people to opt into your Facebook Messenger


If marketing was basketball, Facebook would be your point guard. Target a high number of people with exactly what they want and you’ll succeed. You’ll gain the advantage of having people come to you in their time of need, instead of you constantly having to go out and prospect all the time. Learn to build a relationship with the right people and then build a wall around the people who know, like and trust you. If you can’t afford to spend $5/day to target the people that know, like and trust you that will be around for as long as you’re around, just get another job.

 


Nick is the co-founder of the Sakkis Group, Nick acquired his real estate license in 2005 where he worked for Prudential Tropical Realty. Nick was born and raised in South Tampa, attending local schools, including St. Johns Greek Orthodox Day school, Plant High School and Hillsborough Community College. Growing up as a two sport athlete Nick developed a strong sense of what it takes to win and be successful. He has brought that same level commitment and perseverance to his real estate business. Go to http://www.sakkisgroup.com/ for more information. Real Estate Marketing Rockstars

 Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

1 2 3 4 5 6 7 Next » 13