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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Jul 19, 2016

Watch the On-Demand

The database is an all important asset and resource that impacts a Realtor’s ability to list successfully. Why is the database so elusive for many and what tactics can one employ to make sure they are connecting with the community and making themselves relevant to buyers and sellers? This hangout details the tried and tested methods employed by Hauer Homes’ founder Chad Hauer and how they can be used to build strong databases and stronger community ties.

Takeaways + Tactics

Immerse yourself in the community, give time and energy on something people will remember fondly.

People in your community need to know, like and trust you.

There is no tipping point, remain in action, don’t lose momentum and you will do well.

Be the main point of contact in the community and make sure people are aware of your presence. -Chad Hauer

We jumped right in with a listener question from someone just getting started in the real estate industry. He wants to know about starting a referral business in real estate and how it can be done. Chad explained that he should work on building a strong database, starting with a list of 100 people. The key people to build relationships with are CPAs, financial advisors and lawyers who meet with people in the community regularly.

If you have a small sphere of influence, call the people you know and let them know about a free service program. For Chad, that meant forming a concierge service that provides people with assistance for different things around their home, whether this was home decor or laundry. By building relationships with the vendors, you create a chance to grow the database and work with the community. Also take advantage of your community by talking to people in coffee shops and other public places, be bold enough to give people your business card. Put yourself out there and you’ll start to see results.

Chad shared more about himself in the second part of the interview. He was born and raised in Tacoma, Washington and joined the industry after working as a firefighter and then assisting his father’s real estate business. After juggling real estate and firefighting, he realized that he had a passion for property and he took on the niche market of waterfront properties. While his father worked on the bank owned side of real estate, he decided he preferred the relational side of real estate, and he focused on building relationships and a solid database.

In his own work, Chad’s referrals actually came from the passion he has for his own community, where he set up an annual fireworks display at Mason Lake. The community has rallied around it and it has been a great success. While he was doing the fundraising for this fireworks display, he ended up collecting email addresses. People liked what he was doing and that gained him the trust of the community. People began reaching out to him to buy and sell their houses. His signs started popping up on the lake and it was a real trickle down effect, starting from that community contribution and going all the way to the successful business he has today.

The interview closed with a chat about about what helped Chad get through the crash. He pointed out that mindset is important as well as the ability to keep one foot in front of the other because there is no such thing as instant success.

Don’t be afraid to cultivate strong relationships with your community to expand your sphere of influence. Make yourself available as a resource to make life easier for people and you’ll gain their trust. Once this is established, you will be able to build a strong database and impact your surroundings while you impact your community.

Guest Bio

Chad has been a full-time Realtor for 13 years, after getting a start at the age of 21. He has specialized in lakefront properties and he is passionate about being there for his clients beyond the times they are buying or selling a house. Chad has also developed the Signature Client Care Program which allows him to be a resource that meets clients’ needs and helps them get the most out of working with him. To read more about Chad and get in touch go to

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.

Jul 1, 2016

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How do you sell 359 homes and become the top agent in your city? Misty SOLDwisch of Des Moines, IA shares her story of becoming a great listing agent, and how she leveled up with radio and TV.

Takeaways + Tactics

Use a two-stage listing consultation process - Going through the home first before recommending a list price

If you’re a strong listing agent, radio and TV might be the catalyst to dominating your city

To be a great listing agent, you must be a great listener. That side of the business is where all the expectations are

Sellers form an opinion on your expertise based on your presentation and the information you put together on their home...I go into the home without making any presumptions. -Misty SOLDwisch

First we covered Misty’s background as an agent, team leader and broker/owner of a RE/MAX office. Misty was always a strong listing agent, and she explained her two-stage listing consultation process at the top of the show. By going into the home without any presumptions of the value, she was able to build rapport and listen to the seller’s needs and motivations, then come back with an informed presentation and price opinion. This built her credibility and trust with the sellers.

Misty explained what it takes to be a great listing agent, “You must be a great listener. That side of the business is where all the expectations are. The buy side, that’s the fun part!” Because of her listing process, her listening skills and regular communication with seller clients, she built a reputation as a great listing agent.

From there, she started in internet lead generation, which is still part of her overall strategy. However, the catalyst for becoming the top team in her market was moving into radio and eventually television. The name recognition and lead generation from those two sources feed her entire team.

To prepare yourself to dominate your market, focus on becoming the best listing agent possible. Use a two-stage process to build rapport, trust and credibility, and capture great testimonials. Then you can level up into mass media marketing like radio and TV for massive lead generation.

Guest Bio

Misty Soldwisch is a RE/MAX broker/owner and leader of the Misty SOLDwisch Homselling Team in Des Moines, IA. In 2015 Misty’s team sold 359 homes, making her the the top producing agent in her market. Learn more about Misty’s team and send referrals or

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.

Jun 29, 2016

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What if the standard team model isn’t right for you? Des Moines agent Char Klisares shares her experience trying to shoehorn her business to fit that model, and how she shifted to a ONE Agent Team built around her strengths.

Takeaways + Tactics

Find the high quality agents in your area by reaching out to lenders

Create a group of high quality agents who want to work your excess leads

Support and train the agents to handle the leads correctly so your deals actually close

I needed to find something that would be self-feeding. As soon as I started implementing this system, my production numbers shot up and have exceeded anything I did before.  - Char Klisares

We kicked off with a question on how to handle return calls when you’re away from your computer and you’re not sure what lead source they’re calling from. Greg’s advice is to be a human being, tell them that you were making cold calls earlier and ask if they’re returning your voicemail. Char’s main advice is to thank them for calling and build some excitement then ask a couple qualifying questions to get the conversation started.

Then we dug into Char’s story, and she shared how she came to the end of her rope trying to implement the standard team model. “On my best day I can’t be everything to everyone. Even with the best intention I was pissing people off left and right.”

Working with her coach, Hank Avink, they set out to find a team structure built around her personality and work style, and struck on the ONE Agent Team. As a result, Char is on track to close 9 deals this month after starting the year with only one deal in January, resulting in over $40k in commission per month (in a midwest market).

Char explained the mindset behind the structure, “If you’re chasing the dollar, you won’t understand this. My issue right now is I have so many leads coming in. For every 5 listings I manage I can only do one buyer because of the time tradeoff. A year ago I switched my focus from buyers to listings…’

Char went to lenders to find agents she could partner with to work those excess buyer leads. She secured their agreement and then setup a group chat where she and her assistant can distribute the leads. Agents work the leads, Char gives them coaching, support and a lead follow up structure, and in exchange she takes a referral fee.

We love real estate because it’s like the wild west! You can build any kind of business you want, and Char is a perfect example. Don’t make yourself miserable trying to fit into someone else’s business model.

Guest Bio

Char Klisares is a real estate agent and team leader with RE/MAX in Des Moines, IA. To send referrals to Char, connect with her on Facebook.

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.

Jun 25, 2016

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How do you decide where to invest your lead gen budget? Denver team owner and Firepoint founder Chris Tamm shares the key metrics he tracks and elements you can improve to get you the maximum ROI.

Takeaways + Tactics

Video-based follow up email sequences have much higher click-through rates and engagement than delivering that information by text

Set up saved searches that don’t shut off automatically so you continue to touch past clients and sphere

If you prospect by calling or texting cell phones using an automated system, you’re opening yourself up to $16k fine per call/text

A lead is a conversation. Improving the quality of the conversation with saved searches, video email sequences and scheduled follow up will close the loopholes where you’re losing leads and losing money.

Guest Bio 

Chris Tamm is a team owner and founder of Firepoint, based in Denver, CO. Firepoint is an all-in-one solution used by some of the top agents in the country, such as Gabe Cordova. Learn more at

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.

Jun 24, 2016

FSBO’s have demonstrated a need for your services, so how do you convert them into clients? Aaron Wittenstein joins us to share how he prospects FSBO’s, from why he waits 3-4 wks to contact them to scripts and objection handlers.

Takeaways + Tactics

Contact FSBO’s 3-4 weeks after they go on the market - once they’ve gotten over the initial optimism and showings are slowing down

Use scripts that are being tested and proven on the ground - right NOW in today’s market

Go after low-hanging fruit - new Expireds and FSBO’s - the next best source are old Expireds and FSBO’s

This business is not very easy. If you’re not in the right environment to help you succeed, you’re going to fail. -Aaron Wittenstein

Learn from those who are active in the business and have a pulse on what’s working right NOW. If you don’t have a mentor or coach, or can’t afford one, find a great agent in your office and ask them to mentor you in exchange for sharing the commission on your deals.

Guest Bio

Aaron Wittenstein is an Expired listing expert based in White Plains, NY. Aaron is also the founder of Lead Gen Scripts & Objections Facebook Group.  Send referrals his way via  

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.

Jun 23, 2016

Watch the On-Demand

With so many opportunities for people who work in real estate to grow strong businesses and build wealth by investing in their own product, why are so few agents doing it? Real estate veteran, investor and podcaster Jason Hartman provides insights into mastering the market and also finding opportunities to create wealth.

Takeaways + Tactics

1. Succeed by building relationships, the key is dominating one geographical location and understanding that area so that people can only think to list with you.
2. There is no second place in real estate, you either get the listing or you don’t. It’s better to be first in a small group as opposed to being 2nd in a larger one.
3. Income property is the most historically proven asset class. Single-family homes are the safest asset class and when you invest in them you get returns in different aspects and build wealth.

This is the era with so many tools at the disposal of real estate agents, but the work and the success still comes down to relationships and the key is learning to own a geographical area and dominating it.
–Jason Hartman

The hangout kicks off with a question from a listener who wants to know if it’s still necessary to sell homes through realtors, since some sellers are doing it themselves. Jason and Greg both point out that an agent cuts down time on the market and more importantly stress on the seller.

Jason Hartman tells us more about his background and career. After getting into the real estate game at 19, he worked at Remax (where became one of the top performing agents). His true interest was always on the investment side of the business which he moved into after his time at Remax. Jason Hartman advises agents to put work into building relationships and dominating a geographical era.

In his investment career, Jason focuses on single-family homes. “Single-family homes are the safest asset class because they have a universal need and when you invest in income property you earn a return from different aspects.” In terms of clientele Jason says, “Our avatar client is an investor who works hard, has equity in their home, savings or stocks, and wants to invest in 6-10 homes.”

Jason gives us his market insights including the benefits of investing. He introduces what he calls “inflation induced debt destruction” which helps people build wealth through income property. Tragically, most people in real estate miss out on this wealth because they’re not investing in their own product. If you build a productive business by dominating an area, you can join the ranks of agents building wealth while they list!

To rise to the level of being able to invest in real estate, it’s important to build a strong and productive business by learning to dominate a neighborhood and then widening your reach from there. If you can put your focus on building strong relationships within that area, you will be able to create the capital to invest. Stop selling real estate, and start selling yourself!

Guest Bio 

Jason is a real estate veteran and investment expert who has been involved in several thousand real estate transactions and has owned income properties in 11 states and 17 cities. His company, Platinum Properties Investor Network helps people purchase income property in prudent markets nationwide. He also hosts a podcast called Creating Wealth and does educational events. Listen to the podcast and learn more about Jason and his company at

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. 

Jun 22, 2016

As promised on a previous Facebook Live, we role play through Greg’s listing consultation, expired and other seller objections, and how Greg and Aaron are using Facebook Live to hold themselves accountable and raise their prospecting game.

Takeaways + Tactics

Use Facebook Live to hold yourself accountable to make your prospecting calls

Aaron uses a combination of Vulcan 7 and Sieze the Market data to get the best Expired data

Research and call old expireds so you never run out of people to call


We start with Aaron roleplaying through some objection handlers, including the objection “I would never list with you because you’re too aggressive.” We also talk thought Aaron’s schedule, when he prospects for Expireds and does his follow ups, and what he spends extra time on.

Aaron shared that he has 11,000 old Expired’s going back to 2011, so he never runs out of people to call. He also shared how he sets up his clients for price reductions by weekly communication, “You earn the right for price modifications…My clients come to ME with price modifications because they know what I’m doing for them.”


If you want to step up your game and take more listings, this episode has some killer scripts and objection handlers to deal with difficult sellers. To actually get your listings sold, it’s crucial to have weekly communication with your sellers so price modifications are built into the expectations.

Aaron Wittenstein is an Expired listing expert based in White Plains, NY. Aaron is also the founder of Lead Gen Scripts & Objections Facebook Group.  Send referrals his way via  

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.

Jun 21, 2016

We hear all the time about how mindset is key to success, but how do you change your mindset? In this episode we talk about the mindset differences between successful and unsuccessful people and how to use audio and video materials to absorb a new mindset by repetition.

We kicked off by discussing the mindset issue most struggling agents have in real estate - a short-term mindset that tends to believe resources, leads and sales are scarce. Successful people have the opposite mindset - they have a long-term mindset and believe resources, leads, sales, even great ideas, are abundant. Successful people know that there are always more leads, more ideas, more money to be made.

We gave one quick example of how the sales cycle is getting longer. Offering a home value quote rather than asking if someone is thinking about selling. The home value offer is attractive to someone further upstream, because it’s the information they need to decide if they can and want to sell. The further upstream you catch leads the more chance you have to build trust and a real relationship before they need your services. Trying to find lots of leads who are ready to make a move in the next 3 months is a pipe dream. It’s our responsibility as real estate consultants to build relationships, build trust and nurture those leads till they are ready to make a move.

We also covered how to change your mindset if you come from a background that ingrained a mindset of scarcity or short-term thinking. Both Greg and Matt agree that you need to attack the problem with repetition. Listen to motivational material and watch motivational videos over and over and over again. Let it get into your subconscious till it becomes your default way of thinking.

It takes time and effort to build relationships, so if you excel at it you’ll separate yourself from 99% of other agents. It takes a mindset of abundance and a long-term outlook, so it really begs the question, Are you in the real estate for the long haul?

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.

Jun 20, 2016

50-80% of people self-identify as shy. If you’ve ever felt uncomfortable in a room full of strangers, this episode is for you. Susan shares practical tips and phrases you can use tomorrow at networking events and out in public to develop real relationships with people.

We started with a common situation - the networking event - and Susan gave some great practical tips. Focus on making others comfortable with you. Recognize that at least half the people in that room consider themselves shy, and you can help them by starting conversations and getting to know them. Stick with small talk at first, and don’t bombard people with questions. You have to EARN the right to ask big questions.

Susan also pointed out how it’s hard to tell who the influencers are in a room, and even if you identify them, it doesn’t mean you should only focus on, or be nice to, those influencers. You never who knows who, so be nice to everyone in every room. Remember the old saying, The roof is the introduction. In other words, the fact that you are there in that room with that group of people gives you something in common to start conversations.

Then we dive into another common situation - when we’re chatting with someone who expresses interest or need in what we offer. Susan explained that we shouldn’t ignore or shrink back from that interest, but follow up with a question: “Oh really, what were you thinking about?” Then offer some idea and ask another question. Be careful not to grill people. “The only grilling you should do is BBQ, not people,” Susan pointed out, “Make it conversational and natural.”

We also covered how to follow up and stay in contact with someone you meet at an event to draw that person into a deeper relationship. Susan explained how she keeps up with current events through newspapers and, and why that’s so important. Susan also pointed out that business cards are still important, and you should take cues from the other person on whether to offer your business card. Susan also gave a simple script for email follow up and meeting with people you meet at events.

The big takeaway is to focus on others first. Make them comfortable, make small talk, share genuine stories and build relationships first. Don’t look at people as prospects!

Susan RoAne is a keynote speaker and best-selling author of How To Work A Room, which recently celebrated it’s 25th publication anniversary. Learn more about Susan and receive your free ebook at her website: and pick up a copy of her books at local bookseller to support local businesses! If you have a burning question, email

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.

Jun 19, 2016

Anyone can sell 200-300 homes per year, so why do most agents struggle? Real estate coach, top producing agent and fellow podcast host Marguerite Crespillo joins us to share practical steps we can all take to be more successful agents.

Marguerite shared her views on how new agents should be brought into the business, with an apprenticeship program and a reduced commission for the first 12 transactions. She also explained that both sides need to have the training checklist so the mentor and new agent don’t sign off till they both agree that the new agent is fully trained and prepared to work a deal on their own. This would prevent most of the quality issues we see in the business today.

She explained that if you’re new to the business and your broker or team doesn’t have this structure in place, you can still reproduce this by pitching an experienced agent by offering to give them a split of the commission in exchange for an apprenticeship.

Then we tackled the issues of expansion, and Marguerite shared her views: “There’s a big thing going on right now that’s somewhat scary, which is the whole mega agent thing.” She explained that expanding into a market you don’t really know and understand in exchange for generating leads and coaching the agent doesn’t serve the agent, the broker or the consumer. This also affects how teams recruit, which is based entirely on whether an agent has done a few deals with no attention paid to HOW the agent handled those deals and if they’re really good at handling transactions.

Next we dive into why agents struggle, including the perception that agents don’t need to work hard. “The agents who are in that top 10% are the people who get up, show up and dress up...Those people do well. If you’re not willing to do any of that, you will always struggle.”

Marguerite went on to explain “Anyone can sell 200-300 homes, but are you willing to do the work associated with that? Are you willing to sacrifice?” She gave a terrific example of an agent she recently interviewed who is a single mom and built a successful business that allowed her to be off at 3pm to pick up her kids. “So what do you want your life to look like first, and then build your business around your life.”

We finish up the interview with the power of saying NO. It’s critical to know your goals so that when unrelated opportunities come up, you can confidently say NO and focus on the things that directly help you reach your goals.

If you want to stop struggling and start succeeding in real estate, start by looking at your personality and what you’re willing to sacrifice to build a successful business. Anyone can succeed as long as you Get Up, Show Up and Dress Up!

Marguerite Crespillo is the Owner of Realty First, a 20+ year veteran of the business as a high-producing agent, team leader and broker. Marguerite is also a John Maxwell Certified trainer and founder of MasterClass Real Estate Academy. She hosts a podcast called Real Estate Real World. Listen to the podcast and learn more about Marguerite at

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.

Jun 18, 2016

In our latest episode we take a variety of questions and share our takeaways on marketing from our recent interview with Chris Smith, founder of Curaytor.


We started with a question on how to write better offers to get your buyer’s offer accepted in a super competitive market. Greg shared a couple strategies for working your price and timing of your offer, as well as some ways to compress timelines to make your offer more attractive.

Then we tackled a big question - What are the first steps toward building a team?

Greg explained that the very first step is figuring out what type of team you want. Rainmaker with some support staff, rainmaker with buyer agents who get leads from you, or CEO type with dedicated buyer agents and listing specialists.

Matt agreed and shared that we have two upcoming guests who tried the standard KW team model, a CEO structure, but then went a completely different direction. They stripped down their business to their strengths and then built small, agile teams around their strengths and their personality. So stay tuned for those interviews!

Then we covered our takeaways from the Chris Smith interviews:

  1. Old school not only works but is getting more effective
  2. Do things that don’t scale
  3. Every lead is an internet lead
  4. Are you open to learning from someone different from you?
  5. Educate your prospects so they get value even if they don’t work with you

We’re all in the relationship business. The more quality relationships we build, the more successful we’ll become. Use social media, content marketing, reviews, success stories and all other marketing tools at your disposal to build relationships first.

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.

Jun 17, 2016

How do you connect with people and convert them into clients in a digital age? Chris Smith, co-founder of Curaytor, joins us for a wide-ranging conversation on lead conversion, using social media to build relationships, building your online presence and generating word-of-mouth through old school personal touches,

We started with Chris’ background in boiler room environments, how he put himself in a positive state to make calls and how he built trust with prospects to close them in one call. “Sometimes in sales we forget that we can be really helpful. Educate people, and whether they work with us or not, they can value that time they spent with us.

Chris explained that building trust has to be done through his words and, more importantly, tone of voice, “In the book I call it a Black Labrador mindset, that you’re happy to see every lead, every dial, every person.”

Chris then shared how his motivation has changed over the years, “When you focus on that number, and when that’s what drives you is that number, it’s not nearly as powerful a driver. When I stopped focusing on 100k and started focusing on my responsibilities as a man, the 100k came very quickly...What you focus on is what you find”

Next we dig into the mindset of sales and lead conversion, “You’re going to have  a few conversations a day that you’re going to win or lose if you’re hitting the phones,” Chris pointed out, “so if you’re kind of beat up going into the three that you get, you’re in tough shape.” Greg shared how you can use little rewards to keep yourself in a good mindset for those critical conversations, and Chris gave his perspective: “I’ve found that it’s way easier to help people than to sell people. And if you help people more than what you sell costs, that’s actually sales.”

Then we dig into lead follow up and social media, Chris explained, “If you commit to 10x follow up, you need 10x reasons.” Using the example of finding an article that someone in your sphere would enjoy, Chris pointed out that you could send it by DM, private message on Facebook or even post it directly to their wall. Rather than using it as a status update and tagging someone, go the extra mile. “Social is really this amazing opportunity for one-to-one engagement, but most people are blowing it...If you just woke up every day and sent private messages to those people that weren’t about real estate, 1 in 10 or 2 in 10 would bring up real estate themselves.”

“Every lead is an internet lead,” Chris explained, “the question becomes, do the people who look at you online become MORE or LESS confident in you and your abilities.” You have to stack the deck in your favor so that when prospects reach out to you they’re already sold on working with you.

Next we dig into how you can use video online and in customer service, Chris gave a great tip - If you find yourself writing a paragraph-long email or text to a client, send them a video reply instead. Video messages or posts to your client’s Facebook wall are a great way to make your message more personal and memorable.

We finish up with the topic of openness and caring about your prospects and clients. Chris posed a great question, “Are you open to, and do you enjoy, learning from people who are different from you.” “If you’re that cold-hearted business person and you don’t give a $&*# about anything but the bottom line, go hire someone like me who cares and let them by that voice for your company.”

So many of us want an EASY button, but great lead conversion is a combination of many factors - your online presence, your social media content, your reviews and success stories, your mindset and lead follow up. It all starts with CARING. Care about your prospects, care about your clients, care about their results.

Chris Smith is a USA Today bestselling author and the co-founder of Curaytor, a social media, digital marketing and sales coaching company that helps businesses grow faster. In less than three years, he used the blueprint in his book, The Conversion Code, to grow Curaytor to over $5 million in annual, recurring revenue. His work has been featured in Forbes, Inc. and by many other publications.

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.

Jun 9, 2016

Investor, broker, team leader and all-around fun guy Paul Campbell joins us to share what’s working to generate leads for his team, how he’s optimizing his Google Adword campaigns, his daily routines and self-development tips.


We start with a question on Firepoint, a new lead gen/CRM system developed by one of Paul’s friends, Chris Tamm. Paul explained why systems like Boomtown are focused on quantity of leads over quality and how Firepoint does a better job of generating high quality leads.

Then we dug into Paul’s background as an investor, short sale specialist, brokerage owner and how they shifted from short sale to a traditional sales model. Paul still spends a big chunk of his day supervising various investments and commercial properties. Paul also meets with recruits, putting a heavy focus on chemistry, looking for agents who fit into their culture first.

For lead generation, Paul’s team really thrives on Google Adwords, using it to generate leads and add people to their database, where they continue to keep in touch with video marketing and other methods. “We really spend a lot of time on the Google Adwords platform because it’s basically math and it’s really easy to calculate that return...I can’t think of a better way to build your database than the Adwords platform.” They also invest in Facebook ads, where his team is experimenting with more specific targeting options. They use Facebook ads both to generate leads directly and to market specific listings to a buyer profile, and run everything through their lead generation website, which ties into their CRM.

Next Paul shared his average day, how he weaves in managing his investments and commercial property, forecasting profitability, setting strategy for the team, etc. Paul pointed out, “I also like to spend an hour a day reading someone smarter than me so I learn something.”

Paul has built a successful, multi-faceted business in real estate, both in sales and investing. He is a great example to learn from in order to build real wealth in real estate rather than just a sales career.

Paul Campbell is a real estate investor, broker and co-founder of Stellar Realty, with offices in Portland and Bend, OR. To send referrals to Paul’s team, contact or 503-380-8142.

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.

Jun 4, 2016

First Kevin explained the differences between Australian and US real estate, which mostly involves the lack of buyer agents. Most agents represent both sides of the transaction for an average commission of 2.5%.

Then we dive into the best habits Kevin has observed in top agents he’s worked with and interviewed on his shows. We start with short-term mindset and the focus on transactions. The top agents focus on relationships first and the deals come as a byproduct.

Kevin shared how top agents are their own hardest critics, constantly striving and looking for ways to improve their performance and their outcomes. They never believe they’re the best just because someone told them that or because they had one great transaction. They are always planning, looking ahead and picking up new skills for their future.

Last we touch on a few reasons agents don’t become successful investors. Kevin explained that agents don’t focus on developing multiple income streams and don’t have a long-term plan for their business or their life.

Exploding your business may not be easy but it can be simple. Write down the 10-15 things you want to improve in your business. Focus only on the top 1-3 things and get those changes implemented. By focusing on just those few very important changes you’re more likely to follow through and see real results.

Kevin Turner is a real estate veteran and host of Real Estate Uncut and Real Estate Talk in Australia. Learn more about Kevin’s shows at and

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.

May 31, 2016

We can all agree that the real estate industry has shifted in the last 10 years. As consumers have become more educated and tech-savvy, client’s expectations of agents has changed. But have we as agents adjusted?


We start with a question on hiring an ISA to make prospecting calls when you as an agent have not done them yourself. Greg and Matt agreed that you should double down on your strengths but disagree on how that applies to this situation.

Then we dive into the 4 types of service, pulled from David Maister’s fantastic book True Professionalism:



Brain Surgeon


It’s important to understand the differences because our industry has shifted from a sales industry to a consulting industry. This means that the willingness to do what’s best for your client - even when it’s not in your best interest - will separate you as a trusted consultant instead of a salesperson. People hate to be sold - but love to buy.

Most real estate clients are looking for a Nurse - someone who can execute a proven treatment and walk them through the process. They already know what their problem is (need to buy or sell) so they don’t need diagnosis, creativity or innovation. They want to know that you’ve solved this problem before for people just like them. It’s also the reason clients often choose agents based on price - they’re assuming the “treatment” is the same from any provider, so they want the best price. It’s our job to better communicate our value and prove that we’re a better provider in order to justify our fees.

Most agents, and most service providers in general, think of ourselves as Brain Surgeons - high level problem solvers with high technical skills. Nothing wrong with having great technical skills, but problems come up when we think of ourselves as Brain Surgeons and clients just want a great Nurse. Completely different value proposition - completely different expectations from the client. This results in communication issues and low referrals because clients expect something different than what we’re providing.


So what’s the moral of the story? Understand what YOUR ideal clients are looking for. If they aren’t looking for a Brain Surgeon, don’t sell yourself as one. Sell what your clients are looking for, and use leverage to become more profitable.

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.

May 31, 2016

Social skills are critical to any salesperson or consultant, but many agents struggle to meet new people in social situations. In our latest episode Jordan Harbinger shares simple, practical tips for building good social habits and confidence so you can meet and attract new clients in everyday life.


Jordan is the host of the Art of Charm and regularly coaches men on how to build social skills and confidence, in addition to interviewing many successful people on those same topics. We kicked off the show with a rant on internet marketers and real estate coaches who make their money teaching people how to do something they don’t currently do (and may never have done).

Then we move into how to build social skills, and Jordan shared an amazing insight - that your first impression is when you become a blip on someone’s radar - NOT when you first open your mouth. So often people spend a lot of time on a clever line, a joke or icebreaker, and completely forget that your first impression is how your body communicates before you even open your mouth.

Jordan explained that when he teaches social skills at his live events, he teaches guys to delegate good body language to the level of habit. He explained the Doorway Drill - where every time you walk through a door you stand up tall, shoulders back, put a smile on your face, etc. This builds an subconscious habit that will serve you well in social situations because it puts good body language on autopilot allowing you to focus on other people.

Focusing on yourself in social situations is one of the reasons we struggle to remember names of people we meet. We’re focused on how we look and sound - inward focused - rather than focusing on who we’re meeting.

Nothing happens overnight, and working on body language and social skills needs to be done in conjunction with other  work, such as handling your bad habits, getting in shape, eating right. These things make a huge difference over time.


If you’re looking to sharpen your social skills and become more comfortable in social situations, go back and listen to this episode and listen to Jordan’s podcast, the Art of Charm. Nothing happens overnight, but social skills can be learned and confidence can be built. As Jordan said, “Even if it takes a year, great. This is a life-changing type of event. Because it’s going to change the way people treat you, which will change the way you act.”

Jordan Harbinger is the host of the Art of Charm podcast and conducts in person bootcamps teaching social skills to top performers. Subscribe to the podcast and learn more about the bootcamps at

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.

May 31, 2016

Once you understand the power of social media, often the next question is, What do I talk about? Our latest episode gives you the tools and tactics to produce your best content and then repurpose and repackage it into multiple forms for other social media platforms.

Tim started by emphasized again that there are real people behind the social media profiles, and as soon as you forget that, you start sending out content no one cares about. It’s critical to know who your ideal client is and what they care about so you put out content that is valuable, otherwise they will unfollow and unsubscribe. SUPER important!

Next we went over 3 questions you can ask yourself to help generate content:

  1. What are you reading that’s interesting to your clients?
  2. What do your clients ask you?
  3. What is it that I’m doing that’s successful, and how can I share it?

By answering questions you actually receive from clients, you get into the conversation already taking place in your prospect’s head.

When it comes to finding your platform, Tim shared a great piece of wisdom, “If you’re new to social media, you have an awesome opportunity to try EVERYTHING...if the numbers go up, stay in that vein...Don’t worry about the numbers falling off. Don’t get too attached to your content.”

To repurpose and repackage, start with your best content, usually email content, and the break it up into smaller chunks for social media. You can also boil your content down to key foundational elements, find the commonalities and then expound on those commonalities in different ways. Greg shared that one of his strategies is simply to document his life, share what he’s seeing and learning every day, and sharing different chunks of it through different social media platforms in different modalities.

Now that you’re armed with a system for producing content, it’s time to implement that system! If you have questions or need help creating a system that works for you, book a free 30-min phone consultation with Dr Stafford here.

Get Tim’s course, Ultimate Periscope Mastery here, and use the code REUPON at checkout to get 50% off the course.

Dr. Stafford has more than 20 years of experience working with corporations, non-profit organizations, educational institutions and private research think tanks in instructional forensics. His knowledge is sought out from some of the largest non-profits in the US and around the world including, the Int’l Mission Board, Baptist Global Response, the Kentucky Baptist Convention, Voice of the Martyrs, and many others. Get a free 30-min phone consulations with Dr Stafford at

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.

May 25, 2016

Andy Green is both team leader and part of the Five Doors expansion network, and shares his experience building his team, setting up systematic, referral-driven lead generation systems and leadership tips for real estate teams.


We started with a question on how to manage and lead ISA’s, Andy explained that it’s really hard to find ISA’s who can hit 40 appts/mo consistently and still maintain a high quality of appointment. They focus on quality over quantity, and are fortunate to have one ISA who can hit both.

Then we dive into Andy’s story, how he restarted his business in 2011, and how he figured out his lead gen and database marketing system.

Andy explained that his team is everywhere, getting involved in youth sports, fun runs, sponsoring local teams and events. They also market to their database through video, which generated 65 home sales from their database last year alone.

We also went deep into how Andy structures and leads his team, including why he went away from the traditional model and allowed all his agents to work with buyers and sellers. Andy explained the initial dip in listings they went through and how he pulled them out of that dip through great training and support for his agents. The result is that Andy is no longer required in production and is not beholden to one listing partner leaving and forcing him back into production.

This allows Andy to focus on long-term growth, such as growing their ISA team, which already has 4 members, one of which is taking a leadership role as the team grows.

Andy is a great example to follow in building a lead generation system that focuses on their database and community first, rather than relying on cold internet leads. If you’re currently a rainmaker or team leader looking to exit the business, Andy’s experience also shows a path to exiting the business by allowing all your agents to list, rather than bringing in a high level (and expensive) listing partner.

Andy Green is CEO of the Green Group in Wilsonville, OR, a member of the Five Doors network of KW. To connect with Andy or send referrals to his team in Oregon, email

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.

May 23, 2016

In a unique show, we share some of our favorite inspirational and thought-provoking questions, while answering several sales and marketing questions from agents on Facebook.

We start with a question on how to get over the fear of sitting in a coffee shop with a sign offering to answer real estate questions. Greg’s brief and inspirational answer was to man up and grow up. We also tackled a couple questions on how to invite someone to an Open House and set appointments while calling Expired listings.

Then we went into questions you can ask yourself that can yield some life-changing answers.

“Are you doing what you truly WANT to do?”

“Did I execute my plan and follow my rituals today?”

“How many promised have you made and how many have you fulfilled?”

“Did I push myself through any fear or discomfort, was I mentally tough today?”

The right question can change your life. Asking yourself key questions every day and every week is a powerful way to stay on track toward your goals.

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.

May 20, 2016

Fellow podcasters and real estate brothers Casey and Corey Wright join us to share smartphone hacks for productivity and effectiveness, as well as some apps that have changed their life.

We started with a question on how to get started as a new agent, especially when you don’t have 6 months of reserves.  Greg pointed out that if you’re in that situation, every spare second should be devoted to doing something outbound to generate response and uncover potential clients. Corey and Casey shared their perspective, gleaned from years growing up watching their successful Realtor parents and the agents on their team.

Then we jumped into smartphone hacks, starting with some basic tips on how optimize your device, including grouping your apps, limiting your screens and scheduling time each month to clean up and organize your smartphone.

We also covered on-demand apps like Postmates, Amazon Prime Now, Purple and much more. Corey and Casey shared how they use keyboard shortcuts, and improved functions on the iPhone like Search and Siri that have snuck up and improved a lot while most people haven’t noticed.

So take advantage of these smartphone hacks and make your smartphone a true productivity device, not just something that lets you browse Facebook!

Casey and Corey Wright are co-founders of Wright Brothers Inc which provides real estate education and placement services to new real estate agents as well as helping top brokerages and offices around the country recruit new agents. Learn more about their services at and check out their podcast on YouTube.

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.

May 16, 2016

How do you double your business in one year? For Rochester, MN agent Andy Mulholland the answer was focus. By eliminating distractions and getting clear on what each team member needed to accomplish each day, Andy’s team went from 112 deals in 2014 to 248 deals last year, dominating his city.

We start with a question on how to manage ISA’s, Greg and Andy agreed there need to be standards you manage to, but how you arrive at those standards differs if you’re experimenting with ISA’s for the first time.

The Andy explained the growth he’s experienced over the last few years, going from 78 to 248 in just a few years. Andy attributes his success to focus, eliminating distractions and understanding what needs to be done each day.

Andy allows his agents to set their own goals and then holds them accountable and gives them support to reach their goals. Andy recommended the book The 4 Disciplines of Execution as a great blueprint for this type of team goal setting and accountability.

Then we dive into how Andy takes listings appointments in the office without ever seeing the home in person. He explained how they respond to inbound requests from sellers and set the appointments in the office, as well as how they position the appointment to get the seller to come in. What’s even more interesting is that through their radio, billboards, TV and past client referrals, they don’t have to make any outbound prospecting calls for sellers. It’s only responding to inbound requests.

Next we cover the shift Andy’s team made from buyer-heavy to seller-heavy when they started on radio. Andy also shared their process for getting homes ready for listing, including a paid pre-inspection, a visit from their home stager, pro photography and an HWA extended warranty.

Andy also reveals an unheard-of twist on the Guaranteed Sale program, which they position as a benefit for buyers and not their seller clients. In other words, sellers are attracted to the offer, but the Guaranteed Sale is actually aimed at buyers who are hesitant to make an offer because they haven’t put their own home on the market yet.

Once this benefit is explained to sellers, they often are not concerned with the Guaranteed Sale on their own home.  

Andy is a great example of providing massive value to sellers and clearly communicating that value through mass media and past client referrals. We hope you implement some of the tips and tactics Andy shared to build your listing business!

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.

May 16, 2016

We start with Heather’s success on Facebook, starting from just a couple hundred friends to now close to 5,000.

Heather shared some tips for building business on Facebook:

  • Reach out to 30+ people per day
  • Don’t be weird - be yourself
  • Don’t sell first - build relationships
  • Deliver content on subjects that you’re passionate about especially when they relate to your business
  • Start every day by interacting - sending friend requests, commenting, posting
  • Be consistent in your follow up

Then we dive into the health component. Heather explained that there are three main problems that cause lack of energy, fogginess and low productivity.

  • We’re not getting nutrients from our food supply.
  • There are 240 toxins we’re consuming every day
  • Stress

Heather explained that most people get 80% of their protein from dinner. If you want to be in optimal shape, you want as much as protein as possible, spaced throughout the day. Keep healthy snacks in the car and at the office so you’re not tempted to grab something at a convenience store or at a fast food joint.

Cutting bad things out, like soda and diet soda, will make a massive difference. But even if you can’t cut out, focus on cutting DOWN. Heather suggested more water and trying organic coffee which is low-acidic level and has little or no pesticides.

If you’re not fueling your body correctly, you’re also not fueling your mind. Putting more nutrients, protein and water into your body helps your body AND mind function at a higher level.

Heather Kertman distributes healthy supplements and nutritional cleansing products. Find her on Facebook by name or find her World of Wellness Facebook group where she posts helpful tips and strategies for healthy living.

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.

May 11, 2016

We kicked off the episode by answering a question on how to do live walk-through videos for clients using Facebook Live, Google Hangouts or Blab. One key to live video is the quality of your audio, so picking up an inexpensive SmartLav mic is a great way to immediately boost the quality of your live video and make people more likely to stick around and watch.

Then we bring in Alisa who shared some common misconceptions about credit, such as the fact that older bills, collections and bankruptcy might not affect your credit score as much as you think. Alisa also pointed that Realtors also suffer from these misconceptions because they miss out on the opportunity to show potential clients how to raise their credit score and may even mis-advise clients to wait who could qualify for a loan with a little help and guidance.

Alisa went on to share some key tips for raising your credit score such as:

How to use credit card payments, even secured cards, to “drown out the bad with good”

One cool trick to consolidate credit card debt and raise your credit score with

How Alisa uses credit repair tips to stay in touch with her database and future clients

Why paying off old bills may actually HURT your credit score

Alisa also shared her unique background story, which included working in comedy talent booking, moving to HBO and eventually becoming a producer on Politically Incorrect w/Bill Mahr. Alisa took her love of comedy and good sense of humor with her into business, including speaking events and workshops, and she’s writing a book to spread her Color My Credit concepts.

Subscribe to Real Estate Uncensored on:

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Binge on back episodes at:

Everyone wants to raise their credit score but few understand how. The more you learn, the more you can share with your database and future clients to help them prepare to buy a home. It also gives you a unique advantage in the marketplace where consumers want unique, helpful information. Providing that information and guiding clients to better financial decisions will help you become their trusted advisor.

Show Highlights-

4:55 Question: How to do live walk through video for out-of-state buyers

14:00 Misconceptions about credit and the 24 month rule for credit score - why Realtors are missing out on getting buyers in their pipeline by not understanding credit or having a mortgage pro who can help clients improve their score

18:15 How to use credit cards to “drown out the bad with good” and improve your score

20:01 One cool trick to massively improve your credit score even if your credit cards are maxed out

25:00 How Alisa uses Color My Credit to stay in front of her database and pipeline of future clients giving tips on how to improve their credit

29:30 How Alisa developed the concepts of Color My Credit

33:50 Why paying off older bills may HURT your credit

36:35 How one client boosted her credit score by 40 points simply by purchasing a small item on a credit card

41:30 If you know how to color, you know how to improve your credit

43:00 Alisa’s background in comedy and becoming a producer for Politically Incorrect w/Bill Mahr

Guest Bio- Alisa Glutz is a top mortgage lender and leader of the Glutz Group at Cherry Creek Mortgage in Scottsdale AZ. Alisa is currently working on a book and educational company called Color My Credit to educate mortgage pros, real estate pros and the general public about how to improve their credit score. Connect with Alisa on Facebook at and send referrals to her in Scottsdale via email:  

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.

May 11, 2016

We start with Jeff’s training for an Ironman and how that level of physical training is affecting his focus and energy he can put into business. Jeff also shares the two tactics he recommends for new agents - Open Houses and zero-cost social media posts offering free home value quotes.

Then Greg and Jeff go deep on authenticity, how it gives you clarity, and why it’s so crucial to be your true self rather than being who you think people want you to be. Jeff explained that the only difference between someone who makes $50k a year instead of a million is the way they think.

Jeff also shared why thinking big attracts opportunity in your life and creates things that would have never come your way otherwise.

We also cover:

Jeff’s morning routines

How to shift your focus to the positive

Why surround yourself with people who have already achieved what you want in life

How to stay focused on your goals in a world of distration

And much more.

Subscribe to Real Estate Uncensored on:

iTunes: OR Stitcher:

Binge on back episodes at:

If you want to take your business and your life to a new level, take Jeff’s advice. Start writing down your goals multiple times a day, get around people who already have what you want, and think big. Just those few changes will start to make a huge impact and Jeff’s life is proof that his advice works.

Show Highlights-

4:19 How training for an Ironman competition is raising his energy and confidence levels and helping him be more effective in business

7:18 Two ways Jeff recommends a new agent get started: Open Houses and social media for free home value

12:05 How authenticity gives you clarity and power - when we’re not ourselves we’re out of alignment

18:50 The difference between someone who makes 50k a year versus a million

22:55 You get what you tolerate

28:20 Google Street View and how to use it to shoot 360 videos of your listings

31:30 Jeff’s morning routine

35:22 The strategy of thinking big and how it affects your mind and life events

39:00 Shifting your focus and how to stay focused on the positive aspects of everything in your life, from your home or your car to your relationship

45:10 Why surround yourself with the life, the fitness, the relationships, the hobbies, the faith and anything else that you want in your life - you’ll achieve those same results quicker through osmosis

51:00 Jeff’s goals and the advice he received from a half-billionaire to write your goals down multiple times every single day

Guest Bio- Jeff Latham is a mega producing agent and founder of Latham Realty Unlimited, a successful real estate brokerage selling over 200 units a year in Washington state. Jeff is also the co-founder of Latham Coaching Unlimited and The Freedom Evolution, which trains mega-producing agents and mortgage brokers how to develop the best version of themselves, increase their income and systematize their business while working fewer hours. To apply for Freedom Evolution Coaching, visit:

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.

May 11, 2016

We start by answering a question about post-closing gifts, and Greg shared his idea for using to have items delivered to your office, giving you a reason to reach out to your best past clients every month. Doren shared the system he teaches his mortgage clients to run, starting with a gift basket delivered to their workplace to generate word-of-mouth, and including his “Magic Wand” letter.

Then we dive into capturing more online reviews and success stories. Doren explains that most Realtors ask for referrals the wrong way and mistakenly send people directly to a review site that requires an account to submit a review. This often stops clients in their tracks and the agent receives no review. Doren created a software service that solves this problem by allowing clients to submit their review first, then directing them to several options for sites to post the review, that way the review is saved and sent to you even if the client doesn’t post the review anywhere online.

We also discuss why online reviews are becoming so critical to success and when to ask your clients for referrals, plus how to follow up if they don’t respond to your first request for review.

Then we get Doren’s perspective on referral relationships, why he recommends his clients to go narrow and deep with only 6-12 referral partners, and how to find who those high value, high leverage referrals partners are in your market.

We finish with Doren’s tactics for capturing more leads at Open Houses using ethical bribes and blaming the seller for asking visitors to register and leave feedback, and how to use the feedback form to capture leads from both yourself and your lender partner.

Subscribe to Real Estate Uncensored on:

iTunes: OR Stitcher:

Binge on back episodes at:

Online reviews are becoming a critical part of the consumer decision-making process. The sooner you start building your presence in online reviews the better positioned you’ll be to succeed over the next couple decades. Make asking for reviews a part of your process with every client, and ask them at the point of highest positive emotion.

Show Highlights-

4:55 Why podcasts are the saving grace of Doren’s professional development

6:00 Question: Unique options for closing gifts

11:00 One killer technique to launch your closing campaign using gift baskets to the client’s workplace - the “Magic Wand” letter

16:00 Idea for connecting with past clients on the anniversary of their home purchase - why use direct mail ‘homespun’ newsletters in your past client follow up campaign

23:00 What is the McDaniel Challenge

28:07 Online accounts and the problem of getting reviews by sending clients directly to review sites first - how Doren’s service solves that problem by allowing them to create their review within the software first, saving the review even if they don’t submit it to any online sites

36:00 Why online reviews are increasingly important in the next 10-20 years and WHEN to ask for referrals

40:00 A mortgage coach’s perspective on referral relationships

45:15 Why you must know who your highest leverage referral partner is and have a unique value proposition aimed at that them - why go narrow and deep with referral partners

52:37 Two simple and effective tactics to capture more leads at Open Houses

Guest Bio- Doren Aldana is a top mortgage marketing coach and founder of The Testimonial Engine. Doren helps some of the top mortgage pros in North America generate more leads and close more business, and through his Testimonial Engine service he helps service professionals collect and share testimonials and build their online reviews. Connect with Doren at and learn more about Testimonial Engine at

Get your free gift from Doren Aldana, How To Collect & Share 5-Star Rave Reviews on Autopilot (While You Sleep), at

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