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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Get actionable ideas, insight & inspiration to turn your real estate career into a life of freedom. Real Estate Uncensored delivers 3 live shows/wk showing you how to blend the latest high-tech and high-touch prospecting, sales and marketing strategies to grow your real estate business. Featuring interviews with mega agents like Joshua Smith, Jeff Cohn, Brett Tanner, Greg Harrelson, Jeff Latham, Aaron Wittenstein, Marti Hampton and many more. You’ll learn how to make 100+ calls/hr, how to use prospecting systems and scripts to sell 500 homes/yr, how to bring homes to market & actually get them sold, how to run high-tech open houses & much more. Co-hosted by Greg McDaniel, the "Junior Grandmaster" / Bay area Realtor, and Matt Johnson, partner in Elite Real Estate Systems / founder of Pursuing Results, a podcast PR + production firm.
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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
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Now displaying: Page 18
Feb 26, 2016

It’s very difficult to innovate in real estate, so the real innovation is to your fingerprint and your voice to the business. In one of the most content-packed interviews, real estate trainer and consultant Chris Angell shares his strategies for farming, building a tribe around common interests, finding your format and adding value to your farm so you OWN your farm.

Takeaways + Tactics

1. Don’t focus on the technology - focus on yourself first

2. There are only three ways to capture content - writing, audio and video

3. Stop talking about real estate - nobody cares

Because of the information age, our industry has shifted from a sales industry to a consulting industry. -Chris Angell

Resources & Links:

25 Nugget of Essential Social Media Wisdom

High-Tech / High-Touch Farming - Our complete farming video training course, 10 modules covering all aspects of picking your farm, cold and warm prospecting, with 2 bonus videos on little-known ways to use Zillow and working events in your farm.

6 Steps to Picking The Best Farm- Free resources including a Farm Decision Matrix, B2B Visibility Campaign and a 30 Day Launch Plan

Chris started by sharing one of the most important insights we’ve ever heard - That the information age has transformed real estate from a sales industry to a consulting industry. Unfortunately, almost all the real estate training out there is sales-focused: scripts, closing techniques, persuasion, overcoming objections, etc. Nobody is training agents on how to behave and attract people like a consultant.

Then Chris shared the only question you’ll ever need as a consultant - “What’s important to you about that?” and explained why you must have lead gen systems turned on so you can be a consultant instead of a salesman. “Your consistency is what makes something work,” Chris explained. “What’s important to keeping lead gen turned on is having a format that you can sustain.”

So how do you decide how to market yourself, especially to a farm? Instead of copying, look first at who you are, not the technology. Are you task-oriented or people-oriented, do you need immediate results, or do you like endless tweaking of mechanics to get a result, etc. Then you can look at the format to capture the best way you produce content, whether it’s writing, audio or video.

Next, look at the content you put out into the world. Is it valuable? Would people miss it if you stopped putting it out there? Is it so good people would be willing to pay for it?
“Stop talking about real estate - nobody cares - you must speak to people in terms of a common interest that has nothing to do with real estate.” Chris added, “We have to get upstream from the transaction and start building real relationships with real people about things we both like.”

Finally, Chris outlined some of his strategies for owning the visibility in your farm and creating the story in those homeowner’s minds that you’re the hardest working agent in their area. Summing up his approach, Chris explained, “A lot of people get into real estate to help people, and they’re made to feel stupid - we are not speaking to people based on how they’re wired.”

There were too many great quotes from this interview to pull them all out, so go back and listen to this interview over and over. Chris’ approach can completely revolutionize how you think of farming (and marketing in general), allowing you to build your business based on how you’re wired. Stop listening to traditional real estate coaching. Find your voice, find your format and start building your tribe!

Show Highlights

3:00 Chris’ background in real estate and transition out of managing 200+ agents to consulting
6:25 Q&A: How to respond to an objection for a Zillow Make Me Move seller who thinks they’ll make more by waiting till next year
10:40 How the information age has changed the industry from sales to consulting, and why consulting is focused on questions - not persuading clients to buy or sell
13:05 Why overcoming objections creates resistance - it’s better to open up clients with great questions and honest conversation
15:00 It’s hard to be a consultant when you’re hungry - put lead gen systems in place so your basic needs are met - how this frees you to have higher level conversations with clients
16:32 The only question you ever need as a consultant
19:30 Why most people fail by copying what works for others - why real estate isn’t as hard as we make it
22:55 Why your farming and marketing must start with who you are - rather than starting outside of yourself
24:31 You don’t have to create custom content for every platform - find your platform, then just repurpose the content after you’ve created it
26:10 “Your consistency is what makes something work. What’s important to keeping lead gen turned on is having a format that you can sustain.”
27:40 First, think about who you are, not the technology. 31:30 Three ways to capture content - writing, audio or video - and how to reach people by building a tribe around an idea completely outside of real estate
33:30 Stop talking about real estate and get upstream from the transaction
34:38 Your database is too small - why you need to build a larger tribe around your common interest to sustain your business - why you can’t build engagement around real estate - The Engagement Algorhythm (E= L.I.S.T)
38:55 Agents are looking for gimmicky and cheesy ways to let people know we’re in real estate because we haven’t been taught a better way to connect with people
41:20 Why your marketing efforts must add value to the space - the litmus test for your marketing and farming materials
50:33 How to OWN the visibility in your geo-farm - why you should hold 3 one-hour Open Houses during the week rather than just one on the weekend - the difference between layered farming vs linear farming
52:45 Rules of thumb for number of homes and turnover rates in your geo-farm
57:02 Traditional real estate caoching is advice from high D’s that only works for other high D’s - we are not speaking to people based on how they’re wired
58:11 It’s very difficult to innovate around real estate - the real opportunity for innovation is in how you bring your fingerprint and your voice to the business


Guest Bio

Chris Angell is a real estate consultant and trainer based in Spokane, WA. Chris sold real estate himself for 6 years, ran a KW office for over 5 years, overseeing 200+ agents before founding his consulting firm. Chris also has a farming training product called Groundswell, you can learn more and get his 6 Steps to Picking the Right Farm at Farmchecklist.

Feb 24, 2016

52% of your communication has nothing to do with your words or tone of voice, it’s body language. Improving your body language can have a massive impact on your ability to communicate, influence and persuade.

Takeaways + Tactics

1. Improve your first impression by smiling with your eyes and adding an eyebrow bump

2. Attraction to you is created when there is more demand for you than supply - having an energy of need or lack can sabotage you before you ever show up for a meeting

3. Spend a few minutes before appointments going through power poses to put yourself in a powerful and confident mental state

We kick things off with a question squarely within Greg’s wheelhouse on serving beer at an open house. Greg explained why you should never, ever, ever serve alcohol at an open house, and how that differs from client parties or other events where you control the environment and access.

Greg then shared a tip on how he uses body language to greet people at an open house, blocking off certain avenues so they go through the house in a certain way and opening up your body language so you make the best first impression.

Then we dive into body language basics, starting with 4 initial responses every human has to other humans: 1) Friend, 2) Threat, 3) Sexual partner or 4) Indifferent. Each of us is sending and receiving these signals from other people all the time, and it’s possible to give off the wrong signal without realizing it.

Next we covered how to smile naturally, using your eyes and not just your mouth, and incorporate an eyebrow pop to make people feel comfortable. Greg also shared the ideal handshake, and the origin of the phrase “over the top.”

Then we get into posture, alignment, protective versus open posture, expanding, taking up space, power poses and peacocking. Greg explained how he’s used the power poses to put himeself in a great mental state for client appointments. Matt shared how much of the body language issues can be solved by 1) Dealing with the underlying insecurities that leak out in your body language, and 2) Asking yourself are you being open or are you being protective, as a shortcut to getting into better body language.

Lastly, Matt shared some body language No-No’s, how to immediately boost your appearance of confidence in appointments by slowing down your movements and breathing, letting go of tension. Matt also explained how important energy is to body language, how it affects other people, and how to channel nervous energy into movement during public speaking.

You can improve your body language in two ways:

1) Paying attention to and changing your physical posture and mannerisms, or

2) Work on the underlying issues that cause your poor body language. Start by taking practical steps, like slowing down, smiling more and staying in an open posture.

Feb 22, 2016

 

“You just have to get your name out there!” That’s the best marketing advice most people have to offer. Sadly for most people, it’s also wildly ineffective. What good is your spreading the word about you if you give people no compelling reason to trust you or contact you? Where’s the attraction? In this special Marketing Q&A episode, we tackle some common (and not so common) real estate marketing questions.

Takeaways + Tactics

1. Slogans are usually cheesy and have no compelling reason for prospects to trust you or contact you

2. Direct mail is coming back- especially in a world of social media and email

3. Get out there and start serving clients - your marketing message or slogan should come organically from the actual work you do for clients

It’s much better to be clear than clever. -Anonymous

We started by answering a question about solar panels from the Lead Gen Facebook Group, Greg recommends solar panels only in cases where you plan on staying in the house for decades to come. We also answered a question about direct mail versus email newsletters and shared why direct mail is an option to seriously consider if you have the right demographic market.

Then we tackle the common question: What’s a good slogan for an agent? Assuming you don’t want to use the winner, “We very rarely kick puppies” it also begs the question, Why do you need a slogan in the first place?

Greg shared some slogans from his team’s history, and Matt accidentally mocked the slogan Greg wrote himself, “Treating every client like family.” Both Greg and Matt agree you’re better off figuring out your ideal client and your unique way of serving them and allow your marketing message to come together naturally. Remember, it’s much better to be clear than clever.

So if you’re looking to attract more clients, it’s going to take more than getting your name out there. People need a compelling reason to take a step toward you, and it’s your responsibility to figure out exactly who your ideal client is and adjust your message and marketing materials to attract your ideal clients.

Feb 19, 2016

Short sales and foreclosures are a unique niche most agents will encounter at some point but frequently don’t have the skills or expertise to handle. Short sale negotiator and expert Angela Burton joins us to share her background, how she helps negotiate short sales and what it takes to work this niche.

Takeaways + Tactics

1. You don’t have to be a short sale expert yourself - you can bring in a short sale expert to help you negotiate with the banks and give your client the best service

2 Short sales take an average of 3-6 months

3. Beware of buyers wanting to buy a short sale - your buyer agent fee cannot come out of the listing side, so your buyers are responsible for paying you directly

We believe real estate could radically change in the next 5-10 years, so you may need to shift gears to stay in the business. You might even need to learn new types of transactions and a new way to manage transactions for your clients by putting together a custom team of outside experts. Take Angela’s advice and binge on educational content on YouTube and take advantage of company training programs. They might lead to whole new source of business for you.

Guest Bio

Angela Burton is a short sales real estate expert, negotiator, property manager and licensed agent. She serves as Short Sales Negotiator for Significa Corp and as a listing agent for Keller Williams in Pittsburgh, PA. Angela has over 20 years experience in every facet of the real estate industry, including sales, investing, financials, appraisals, working with hedge fund investors, REO’s, apartment buildings, eviction hearings and much more. To bring Angela in as a short sale expert to help your existing client, or to send her referrals in the Pittsburg area, contact her at 412-345-8050 or email angelaburton412@kw.com.

Feb 17, 2016

Over the years Greg has accumulated many legal pad lists full of free and low-cost tools and resources for agents, and today he’s opening those legal pads and sharing the goodness with the rest of us.

First we tackled a question from the Scripts & Objections Facebook Group on how to handle a potential listing who wants to wait till they make improvements before listing. Greg explained how he would follow up and offer value with resources like his Good Guy List, pop-by’s, check-ins, offering to meet up with vendors he recommended to introduce them in person, etc.

The first set of tools and resources are for local market and neighborhood stats that will help you stay informed on your target areas.

http://www.homesnap.com/
http://www.neighborhoodscout.com/
http://homedisclosure.com/

Next we talk about how to use Zillow to find market information, and https://www.padmapper.com/ and https://www.rentometer.com/ to look for rental information. This is great for a seller client who’s looking to rent after their sale.

If you work with clients where English is not their primary language, https://en.duolingo.com/ is a great free language learning tool that makes learning fun through gamification. You can also use Word Lens (just bought by Google) to use your smartphone to translate the printed word from one language to another in real time. Check it out at: http://questvisual.com/.

Next Greg dips into some general tech tools and interesting resources, such as LTE-U, which may allow you to use free WiFi from the unlicensed spectrum of existing LTE networks. Visit: https://www.qualcomm.com/invention/technologies/lte/unlicensed to learn more about LTE-U. Updater.com http://www.updater.com/ is a free time-saving app that helps you manage your moving process including updating contacts and contacting utility companies. If you want to find someone in your database who’s contact info is outdated, use PeopleFinders.com to perform a skiptrace - http://www.peoplefinders.com/.

We finish up by sharing some more real estate resources:

AM Open House: http://www.amopenhouse.com/home/
Jeff Cohn’s favorite resources including Altek World for Craigslist Posting: http://jeffsfavoritetools.com/
The Personal Marketing Company - 5-Year Postcard Follow Up for Seller Clients: https://www.tpmco.com/(S(asjadsxlhljabooxwvj24bu5))/default.aspx
AmazingClubs.com: Item-of-the-Month clubs perfect for closing gifts and pop-by ideas for past clients and sphere - http://www.amazingclubs.com/
PopByIdeas.com: Drop-off item ideas with scripts and taglines to go with them - http://www.popbyideas.com/
Word of Mouth: Tips and tricks to keep you top of mind and generate word of mouth with your sphere of influence - http://wordofmouth.org/

Now that you’re armed with some great resources, apps and tools, go out and start using them to build your business and make your life easier!

Feb 15, 2016

Feel like your clients are beating you with sticks to lower your commission? In our latest episode we share two different perspectives: 1. Scripts to deal with the objections as they come up, and 2. Ways to prevent commission-cutting objections from coming up at all.

Takeaways + Tactics

1. You do not work FOR the client - The client has hired you to lead them to a certain result

2. Understand when to cut your losses and move on to other potential clients who are a better fit for you

3. Marketing efforts like building a platform and using media appearances, social proof and success stories can eliminate commission objections from every coming up

So many agents do not honestly believe that they are in charge. They believe they work for the sellers or their broker. BS. YOu are driving the ship, you’ve got to have ownership of that. And that starts with protecting your commission. -Greg McDaniel

First we answer a question on how to generate seller leads on Facebook, and Greg shared his team’s strategy for using actual buyers and their criteria to run a custom ad. Of course, you get the buyer’s permission (and use no last names) but otherwise give somes details on the buyer’s situation and the exact type of home they’re looking for.

Then we dive deep into scripts and how to handle objections from potential sellers during your List Pres/CMA meetings, Greg shares his favorite scripts for each situation. One of his favorites is to simply state what your side of the commission is and ask the seller, “What would you like to pay the buyer’s agent?” This script hits a couple birds with one stone; it reminds them that you don’t receive the full commission, explains how it’s split and forces the seller to think about attracting buyer’s agents rather than what they’re paying in total commission.

Next we go into 7 keys to prevent commission objections from every coming up.

1) Go in by Referral
2) Have an Ideal Client
3) Have a Platform
4) Have Success Stories - Testimonials, case studies, online reviews
5) Have Social Proof
6) Have a System For Everything
7) Ask Questions

You are the captain of this ship - YOU run the deal. It’s your job to get the client the result they want, and that starts with protecting your commission so you and buyer agents have every incentive to sell your client’s home.

Feb 12, 2016

If you needed a new client right NOW, what would you do? In our latest agent interview, Trey Willard shares how he’s built a referral-based real estate business thanks to the relationships he’s built with the 1,600+ people in his database. Trey can call any of those 1,600 people right now and they’d be happy to take his call.

Takeaways + Tactics

1. Facebook Gifts are an easy way to thank people for sending you a referral

2. The higher the level of human contact with your database - the more effective it is

3. Before calling someone in your database, check their Facebook Timeline first

Prospecting and internet lead gen should only be built on the foundation of a great database. Start with the people you know and make sure they know what you do. You don’t have to aggressively ask for referrals. Make simple check-in calls, bring value and make a genuine connection with them and the referrals will come naturally.


Guest Bio

Trey Willard is the the Lead Residential Agent for Donnie Jarreau Real Estate, a new division of a prominent local developer. Prior to starting this division, Trey was Keller Williams Rookie of the Year (2010) and Top Producer 2010-2012. Any referrals you have in the Baton Rouge area, please send them to Trey via email: trey@donniejarreau.com.

Feb 10, 2016

 

Live streaming video is taking over the social media conversation. The tactics will change constantly but there are 4 strategic uses for live streaming that will always apply.

Takeaways + Tactics

1. Live stream your Open Houses to demonstrate your value to current and potential clients

2. Use live streaming tools to build a Platform and reach a larger audience of your sphere and potential clients

3. Offer live streaming video as an alternative to your weekly update calls

First we answer a question from the Facebook Lead Gen Scripts & Objections Group on how to make prospecting calls on Sundays, and Greg rants about his exhausting Super Bowl experience.

We also teased our upcoming test with a live streaming video platform called Smiletime, which allows you to host a live interactive video show with live chat and video call-ins from guests. We’re excited to run our first event and hopefully it goes well enough that we can make it a recurring interactive podcast event.

Then we dive into live streaming video, and the 4 main strategic uses:

Better client interaction- Instead of a weekly phone call update to sellers, offer a Skype, FaceTime or Google Hangout update. I would much rather do a video call than an audio call.
Demonstrating Value to Existing Clients - Live streaming Open Houses, door-knocking sessions, phone call sessions, open house invites, etc.
Platform- Building trust by using regular scheduled live streaming. Trust is about promises made and promises fulfilled over time.
Attracting New Clients Through Shareable Content- Housewarming parties, neighborhood events, local business interviews and anything else that is ideal for sharing.

Live streaming is just picking up momentum and might be poised for mass adoption. This creates a great opportunity to leverage these tools to build deeper relationships with clients and sphere as well as reach a larger audience through a Platform.

Feb 8, 2016

Jay Samit joins us again to judge the best business ideas we’ve come up with over the last 30 days. For those who watched Jay’s original appearance, Jay challenged us to come up with 3 problems a day and ideas to solve them. Today we pitch our best ideas and get live constructive feedback on how to improve our business ideas.

Takeaways + Tactics

1. Every day write down 3 problems you might be able to solve

2. Don’t nurture an idea - kill it every possible way you can think of till you hit a Zombie Idea

3. Scratch your own itch - some of the best product ideas were created by people outside of an industry solving their own problems

So take the 30-day challenge and start writing down three ideas a day for problems you could solve. Doing this exercise helps you to see the world in a different way - as a series of problems that can be solved instead of just obstacles to your happiness. In those 90 ideas could be the seeds of a billion dollar company.

Guest Bio

Jay Samit is a serial entrepreneur, intrapreneur, innovator and pioneer in the music, video distribution, social media and eCommerce space. His background includes stints as head of Digital Distribution at EMI, adjunct professor at USC, senior management roles at Sony and Universal Studios and taking the video chat service ooVoo to over 100 million users. He currently serves as the CEO of SeaChange Int’l, and recently released the book Disrupt You!

Visit JaySamit.com to receive a free copy of the 40 page Disrupt You! companion workbook.

Feb 5, 2016

Who the hell are we and why do we do this? In our latest episode we decided to tackle all that in one show. We share our backgrounds in life and real estate, the purpose and future of the podcast and why we don’t sell coaching.


Takeaways + Tactics

1. Don’t give up - even market crashes create opportunities to get better

2. Know your competitive advantage so you present it to potential clients in any form- verbal, written, voicemail or email

3. Sometimes you have to humble yourself and ask for help

 

Remember, even market crashes can create opportunities to get better, learn new skills and become even more successful. It’s all in how you respond to what happens to you. 

Feb 3, 2016

100% of nothing is still nothing. That’s why we believe commission splits should be toward the bottom of your list of concerns when looking at brokers. In this episode you’ll learn the key things that make a great brokerage so you know exactly what to look for when selecting a brokerage to join.

Takeaways + Tactics

1. Don’t chase commission splits. 100% of nothing is still nothing

2 Interview multiple brokers - don’t join a brokerage where you’re swimming uphill against the culture

3. Look for brokerages where the incentives are aligned so agents and admin staff are motivated and rewarded for helping newer team members

Look for a friendly, knowledgeable, experienced and generous atmosphere around the broker office, and take the time to ask current agents, office staff and agents who have left the brokerage you’re interested in to get the full picture of that brokerage. Only then make your decision on brokerage to join, and whatever you do, don’t chase commission splits!

Feb 1, 2016

Borrowing against life insurance policies are a creative (and possibly tax-free) way for buyers to come up with their down payment. Insurance Planning Specialist Rob Hansen joins us to share how that works as well as lessons he’s learning building referral relationships with Financial Advisors.

Takeaways + Tactics

1. Homebuyers in their 40’s to early 60’s with 10+ year-old life insurance policies are great candidates for borrowing against their policies

2. Hone your elevator pitch to referral partners by focusing on the benefits to them of working with you

3. When building referral relationships, look the part. Your dress and style should convey that you are a part of their world.

In summing up his approach, Rob explained that people buy from you based on three things: Why should I work with you? What do I get out of it? and How does it benefit me to work with you? Focus on answering those three questions and you’ll attract more clients, more referral relationships and more business.

Guest Bio

Rob Hansen is an Insurance Planning Specialist at BKA Financial. In addition to helping consumers with their insurance needs Rob also drives revenue for financial advisors by identifying and delivering life insurance solutions for Financial Advisors and their clients. Connect with Rob via phone at 925-200-3635 and via email at rhansen@bkafinancial.com.

Jan 29, 2016

With the rise of shows like Entrepreneur on Fire and Smart Passive income, many agents are interested in hosting their own podcast. In our latest episode, we talk about the 3 specific purposes for real estate agents to host a podcast, and interview John Lee Dumas, host of Entrepreneur on Fire, on the nitty gritty details of hosting a consistent, high-quality podcast.

Takeaways + Tactics

  1. The best way to launch a podcast is to meet your ideal listeners where they already congregate - online and off - and learn their pain points

  2. Once you have a few interviews with key people lined up, leverage their names to give your show social proof and credibility

  3. If you try to resonate with everyone, you’ll end up resonating with no one

First we address the reasons a real estate agent might host a podcast and the target audience for each. 1. Real Estate Market Show- Similar to a real estate radio show, this would be aimed at a general audience of buyers and sellers. 2. Community & Local Business- This would be an interview show with key vendors, contractors, lenders and local businesspeople, speaking to a general audience. This allows you to build relationships with key referral partners and stay in front of them by providing value rather than just by contacting the to ask for referrals. 3. Recruiting - This would be aimed at local agents, giving tips and strategies that are working for you and your agents, attracting other agents to join your team.

We kick off the interview with John Lee Dumas by going back to how John started Entrepreneur on Fire, meeting his initial target guests in person at events and approaching them about coming on the podcast. One great strategy he shared is that when he spoke with potential guests he referred to the first 20 guests he was booking as The Power 20 , which is a great strategy. Giving something a name and a personality can make it far more enticing.

From there, once he had a few high-profile guests he was able to leverage their name and credibility to book his next round of guests. We also discussed how far in advance he would book guests, and John shared the story of moving around a dentist appointment in order to accommodate Seth Godin’s schedule, in comparison to his schedule now which runs 8 interviews back-to-back on Tuesdays.

Next we talked about the curse of knowledge and why John doesn’t prepare for his interviews other than skimming their 50-word bio just before the interview. It only took about 450 interviews to get to the point where John is completely comfortable with that approach.

Knowing your target audience is critical to growing your podcast, and John shares exactly who his “avatar” or ideal listener is and how he developed that avatar to the point where he named the avatar and can describe this ideal listener in great detail. John points out that if you try to resonate with everyone, you end up resonating with no one. Find your niche, build raving fans, get initial momentum and then look to broaden and expand out from there.

John also shares why you need to take every opportunity to engage with your listeners, and ask them what they’re struggling with so you as the host can help create the solution to those pain points. That’s been the key to John’s monetization strategy, which has led to his founding Podcaster’s Paradise, Webinar on Fire and the Freedom Journal.

We finish up by talking about the challenges of putting out a daily podcast, how John records and maintains a consistent 7-day a week publishing schedule while building other parts of the business, and how John would launch a new podcast in this saturated environment.

So if you’re thinking of starting a podcast, start by identifying exactly what your goal is, who your ideal listener is, and get out there and meet them. Learn what their struggles and challenges are so you can create content that helps address those pain points, and then make it easy for them to appear on your show and share it with their friends.

Guest Bio

John Lee Dumas is the founder and host of Entrepreneur on Fire, a top ranked business podcast featuring interviews with 1,200+ of today’s most inspiring entrepreneurs. In addition to running his flagship 7-day-a-week podcast, John also founded and runs Podcaster’s Paradise, Webinar on Fire and recently launched The Freedom Journal, a goal-setting planner that has raised well over $300k on Kickstarter. Learn more at thefreedomjournal.com and check out his podcast at eofire.com.

Jan 29, 2016

Are you trying to create win-win deals when you negotiate for your client? Wrong move, says our latest guest, Michael Lee, author of Black Belt Negotiation and Cross-Cultural Selling for Dummies.

Takeaways + Tactics

1. Practice negotiation in your daily life by negotiating everything
2. Don't worry about the other side - if they accept the deal, they believe it's in their best interest
3. Reach out to FSBO's by offering a free book that breaks down the sale process and shows the real value Realtors provide

As Americans we are raised in a non-negotiating culture, which puts us at a disadvantage when making the biggest purchases of our lives, like homes and vehicles. We negotiate because we must, not because we want to. Time is money and we’d rather save time by spending more money, versus other cultures where time is more plentiful and money is scarce.

Michael gives some practical tips for improving your negotiating skills by looking for opportunities in your daily life, plus tips for working with clients from other cultures who want to negotiate hard in a seller’s market.

You’ll also learn Michael’s approach to FSBO’s, including his FSBO booklet and how he follows up to get the appointment. Make sure to skim past the tech issues, Michael had internet issues at times but he gives some great information throughout the episode.

Guest Bio

Michael Lee is an 8-time published author, speaker, multi-cultural selling and negotiation expert. He is currently the Managing Broker of Realty ONE as well as President of EthnoConnect and a member of the National Speaker’s Association. Connect with Michael by phone 800-417-7325 for any of Michael’s books, speaking engagements or information on joining Realty ONE.

Jan 27, 2016

Watch the On-Demand Replay

As Jim Rohn said, Your level of success will seldom exceed your level of self-development. For our latest episode we’re joined by mega-agent, team leader and business coach Jeff Latham, who shared his entrepreneurial story and some of the self-development strategies and mindset shifts behind his success.

Takeaways + Tactics

1. Be the lighthouse, not the tugboat

2. Everything is connected - lack of development in one area of life inevitably affects every other area, including your business

3. Recruiting isn’t about process or tactics - becoming the best version of yourself will attract amazing people and those people will attract more business

<em>When we become the best version of ourselves we can possibly be, everything in life gets better. And the better it gets, the better it gets. And the right people come into your world very effortlessly, and all you gotta do is just take care of yourself and be happy.</em> -Jeff Latham

We started by reviewing Jeff’s background, including his initial success in his 20’s and how he went from a 6 figure income to selling only 8 homes a year after the market crash. His key decision was to invest in training to learn how to sell bank-owned properties. By implementing what he learned he was able to turn his business around and list and market these properties, which led to hiring buyers agents and put him on the path to growing a successful team.

Jeff pointed out that you don’t have to wait till you have an overflow of buyer leads to start bringing on buyers agents. For Jeff’s team, he’s looking for three things in a buyers agent: they have high energy, grit and they care about people. Bringing on amazing people is like a magnetic force, they will attract more business to the team through their efforts.

This brought up the topic of how Jeff attracts agents to his team, which is part of his larger philosophy on success. He shared the concept of the lighthouse and the tugboat and how that informs his approach, which is to focus on being the best version of himself, which in turn, attracts success to him.

“It’s all connected. If you’re crushing it in business and you’re not paying attention to your family, your significant other, that’s going to draw on your business.” Jeff shared how he focuses at five things: Faith, family, fitness, finances and fun, and zeroes in on the ONE Thing he can do in each area.

We also dig into Jeff’s morning routine, including meditation and journaling, which help Jeff get a sense of clarity. Greg also shared his dream book and how he uses it to review his goals daily, and Matt shared how he uses post-it notes to review his 90-Day Objectives and One Year Goals daily.

Success isn’t about the single-minded pursuit of money or fame, it’s a process of becoming the best version of yourself possible. Everything is connected, so find the ONE thing you can do to grow in your five key areas of life, and you will attract success to you like a ship to a lighthouse.

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: <a href="http://applyforfreedom.com/" target="_blank">Applyforfreedom.com</a> .


Jan 25, 2016

If you don’t understand 1031 exchanges, you might be costing your clients thousands. 1031’s apply to any property with a business or investment component, this could include primary residences if there’s a home office, farm or commercial space involved. So it’s important to understand 1031’s to help your clients roll their equity over into a better investment property and help them build wealth.

1031 exchanges allow you to preserve all your equity, reinvest into a better piece of investment property. It’s a dream come true when it comes to investment property in real estate. -James Callejas

Takeaways + Tactics

1. 1031 exchanges allow you to pay zero taxes - it’s a dream come true for real estate investment property

2. Rule of Thumb - 1031’s can apply to ALL except: primary residence, 2nd home and flipper properties

3. Identify the next property before selling the existing property - and bring in a 1031 expert early in the process to facilitate the deal

Now that you’re armed with the basics of 1031’s you can look for opportunities to serve your clients better and, in the process, present yourself as a trusted advisor looking out for their long-term interests. This separates you from every agent who just wants to take the listing and collect their commission.

Guest Bio

Over a period of 17 years, James, IPX1031® Vice President and Account Executive, has learned about 1031 Exchanges from the bottom-up, starting with documenting the process in accordance with IRS regulations all the way to running seminars and educating audiences. James has received the prestigious CES® (Certified Exchange Specialist) designation by the Federation of Exchange Accommodators. James frequently speaks to investors, commercial brokers, REALTORS®, attorneys and CPAs on the “ins and outs” of exchanges, associated tax implications and how to build wealth within real estate by utilizing 1031 Exchanges. You can connect with James by email: james.callejas@ipx1031.com or phone: (415) 291-5181.

Jan 22, 2016

We see so many agents struggle because they’re overwhelmed by choice. They attempt too many things at the same time. So in this episode we focus on the options -the pillars - you can choose to build your business on, and why you should work on just one at a time.

3 Takeaways:

1. Top teams are often built on just 2-3 pillars that drive 80% of their business
2. Each pillar of your business requires mastering a new skillset - The more you focus on one pillar, the faster you build the skills that make that pillar work for you
3. Go talk to 3 people in your Sphere of Influence TODAY. Sphere leads are still a key pillar of top teams around the country, even those who generate thousands of online leads

We started by sharing some tech tools like IFTTT, Appear.in and Facebook Mentions, and handled a couple of questions on losing listings by not getting the paperwork signed at the appointment. Greg reminded us all that it’s not about the close, it’s about the open. Your listing appointment is your opportunity to put them on the Value Rocketship. If you show that you bring more value than any other agent then signing the agreement is natural and you don’t need to push them to sign it on the spot.

Next, Greg shared the results of his year-end sales evaluation, why his team is dropping online lead generation systems (except eQQuity), how they grew their business 23% from 2014-15. We also talked about Greg’s 2016 strategy, which involves hiring a calling assistant to work the online leads they already have, and what really determines a “lead.”

Matt then shared some stats from Jeff Cohn’s team in Nebraska, which made around 100,000 calls in 2015, including the average time it takes for an online buyer lead to close (6 months) and how many legitimate leads they need in order to expect one deal (33). We also went over Jeff Cohn’s “3 Buckets” framework which are Sphere, Internet Leads & Prospecting.

But why work on just one pillar at a time?

First, every pillar involves mastering a new skillset, and the more you focus on one pillar the faster you build those unique skills. It’s better to be a mile deep and an inch wide, than a mile wide and an inch deep.

The second reason is time and testing. If you want to build a successful pillar such as a marketing strategy, it rarely works perfectly right out of the gate. It will take testing, iteration and gradual improvement to get things dialed in. Greg recommended 8-12 months at minimum to see results from any one marketing strategy.

We share our top 3 fastest-converting lead sources

We all have a tendency to overestimate what we can get done in the short term, and underestimate what we can get done in the long term. Rather than working on 50 different ways to get clients, focus on one pillar, master it for a year, then add another pillar next year.

Jan 20, 2016

Investors struggle to find great properties and agents struggle to generate listings leads. In our latest episode, investor Peter Vekselman shares how his investing-first approach appears to have solved both of those issues. He also shares what he’s doing and the results they’re seeing with one of his referral partners, Pete Kuc in Jacksonville, FL.

3 Takeaways:

1. Take a consultative approach in your listing appointments. Be the trusted advisor, not a salesman.
2. Work with an investor or investment group to give yourself a powerful option in your listing appointments to create a win-win deal for everyone
3. Set your timelines, money and execution plan first - long term commitment and testing are the keys to marketing success

There’s no secrets in marketing. We all do the same thing, except 99% of people don’t know how to do it the right way, and the other 1% make all the money. -Peter Vekselman

First, Peter explained that his strength is marketing - in the Atlanta market alone he’s generating around 1000 inbound calls a day - so he set up a call center that negotiated investment purchase deals with those seller leads. All the leads he couldn’t work with, - so called “dead leads” - were being wasted because he had no way to turn them into good referrals to local agents.

The key was flipping the process. By using the call center to “scrub” the leads first and turn them over to an agent, he was able to build a system that still accomplished his goal of finding investment properties but also created so much goodwill with sellers that he was able to turn those “dead leads” into real listings for his partner agents.

That unlocked the door for nationwide expansion. Years of marketing experience and testing allows Peter to generate a 20% response on postcards versus a typical 3%, which means he can go into markets around the country and immediately generate hundreds or thousands of seller leads. The leads are scrubbed by his call center and turned over to partner agents (like Pete Kuc) who follow up, set listing appts and take listings. Pete Kuc then shared his experience with this type of seller lead - which include running 40 CMA requests per day - and how this process creates a very consultative approach.

Here’s the key for agents that don’t have the team structure in place to partner with Peter. You can partner with an investor (or investment group) who are prepared to fund purchases, and you can go into listing appointments with that same consultative approach, with multiple options in hand for helping that seller. Imagine having the ability to give the seller options even if they desperately need to sell and can’t afford to fix their home properly.

Toward the end, Peter shares his approach to marketing, using direct mail as an example. If you want to master direct mail, you make a long-term commitment, in terms of timelines, money and execution, and then you test and evaluate over that time period till you have it dialed in. You don’t send 50 postcards and then abandon the idea or draw a lot of conclusions from that. We hear this from agents a lot, they tried something once, or they tried sending postcards for a few months and it “didn’t work.”

If you want more power in your listing appointment, having an investment group behind you as an option to listing the home is a powerful card to play, and helps you take a consultative approach in the listing appointment. By truly putting the client’s best interests first and looking for alternative solutions to their challenge, you earn their trust and become a trusted advisor and not a salesman. If there’s one thing you take away from this episode, it’s that. Be the trusted advisor, not a salesman.

Guest Bio:

Peter Vekselman is a real estate investor and entrepreneur based in Atlanta, GA, having bought and sold over 3,000 properties and managing 100+ construction projects. Peter is expanding his seller lead generation system nationwide and looking for top agents with strong listing partners in place to handle the leads Peter is able to generate. In Peter's home market he's currently generating over 1,000 inbound calls a day from prospective sellers. Connect with Peter by calling 404-915-9685 or email him at peterv@pvretraining.com.

Pete Kuc is a real estate investor, team leader and entrepreneur based in St. Augustine, FL. After years on the development side, Pete transitioned into locating and putting together investment deals, which led to meeting Peter. Since then he has developed a team of agents to work the seller leads generated by Peter Vekselman's system. Connect with Pete on his video blog: http://mayrealestategroup.blogspot.com/ or email p.kuc@mayregroup.com.

Jan 18, 2016

Stop chasing clients and start growing them. Get instant access to our FREE mini course, 5 Minutes to Farming here: http://unbouncepages.com/5-minutes-to-farming/

With rising home values in markets like San Diego and San Francisco making it near-impossible to make monthly cash flow on rental properties, investors are looking outside of the state for investment opportunities. But how do you know which markets to look at, and how do you evaluate properties you can’t see in person?

Takeaways & Tactics:

1. Look for markets where homes can be purchased for between $100-150k and generate $200-300 monthly cash flow
2. Look for BORING markets with steady growth - stay away from areas with high fluctuations in home values
3. Cut to the chase with savvy investors - Show them how the numbers work

In our latest episode, Ben Smith from the Real Wealth Network join us to answer those questions and share strategies they use to connect investors with turnkey property rehabbers and property management companies to create new investment opportunities.

Ben explained exactly how they find markets with good cash flow potential, how they find a seasoned turnkey investment company in that market and pair them with great property management (if necessary) to create the infrastructure for a good investment location. You can reproduce this yourself by connecting with agents and companies in out-of-state markets, or you can use Real Wealth Network who already has those connections.

We talked about Ben’s favorite markets, like Jacksonville and Cincinnati, why those markets are so fantastic for out-of-state investment, and the differences in working with beginner versus savvy investors. Beginner investors need some handholding with buying out of state by helping them narrow down all the choices to just 2-3 potential markets; whereas savvy investors are mainly concerned with the numbers.

Toward the end of the episode, Ben shared exactly how to become a millionaire real estate investor in 12 years with only 10 homes. By purchasing each home for around $100k and taking the cash flow from all the properties and applying them to pay off each home in succession, you’ll have 10 paid-off homes and well over a $1 million in net worth. This is a great retirement plan for real estate agents!

If you work with investors or clients who want to use a 1031 exchange, educate yourself on out-of-state investing or refer them to Ben at Real Worth Network (membership is free). And if you plan to stay in this business, get into investing and start acquiring properties to build your net worth to the point where you are “job-optional.”

To connect with Ben Smith, call 925-280-2817, visit http://www.realwealthnetwork.com/ or email ben@realwealthnetwork.com.

Subscribe to Real Estate Uncensored on:
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Binge on back episodes at: http://www.mcdanielrealestatesystems.com/

Jan 15, 2016

Events are a great way to connect with your database and past clients and have fun while building your business, and in our latest episode Greg shares how to run the 3 types of events that have been successful for his team.

We start by sharing our favorite podcasts for business, marketing and entrepreneurship and answering a question about scripts for calling people listed on Zillow’s Make Me Move.

Next Greg shared his structure for monthly events to connect with his sphere on a regular basis, and how to create an event that fits your personality and target market. Then Greg explained why you should be throwing quarterly events for just the clients who worked with you in that quarter, and why it should be a step up in quality from your monthly event.

Last, Greg shared how to throw a yearly blow-out event for all your clients, past clients, leads, friends, family, referral partners and your entire sphere. Greg’s team event is so well known to his database that the one year they decided not to have the event they actually received calls from their sphere asking if they had been taking off the invite list!

3 Takeaways:

1. Invite everyone in your sphere to a monthly event at a venue that fits both your personality and your target market
2. Throw quarterly events for just the clients who worked with you during that quarterly
3. Look for charity events or causes to get involved in or incorporate worthy causes into your event calendar to connect with your sphere and meet new people

Now that you have the structure, look for unique venues for events, causes you can get involved in, and social events that you can model to create your own event calendar for your business. Throwing events allow you to build genuine connections with your sphere and build your business while having a lot of fun.

Jan 13, 2016

How do you break into the business as a new agent, or break into a new market? Ashley Horcher did both, getting into real estate after moving to the Bay area. In our latest episode, Ashley shares how she built her business over the past two years on 5 low-cost lead generation activities, including Zillow and Facebook private messages.

3 Takeaways:

1. Get more Zillow reviews by sending a closing gift with handwritten request note paired with an email with your Zillow profile link
2. Send Facebook private messages to reconnect with your database and generate referrals
3. Pick up as many Open Houses as possible - They're one of your best free marketing options

So follow Ashley's example: Start with your sphere and use free and low-cost options to connect with them combined with Open Houses. This allows you to break into your target market while capturing as much business from your personal sphere as possible.

Jan 11, 2016

Housing prices are up and experts are predicting they might rise another 6% this year alone. Is that really possible with interest rates potentially going up further?

Bay Area mortgage expert Tony Mendes is back to share his predictions for 2016, and we covered a lot of ground. We talked about the implications of TRID, why you should only work with lenders who are fully trained on TRID, and the trends supporting rising home values in the Bay and other metro areas around the country.

Listen to Tony and Greg talk all things Bay Area real estate on KDOW 1220- www.kdow.biz  and connect with Tony at BayAreaLoanSource.com.

Jan 8, 2016

Entrepreneurs are working on projects right now that will disrupt and transform our lives in the next 5 years. So how do you thrive and even capitalize on all this disruption? For special guest Jay Samit, the answer is to disrupt yourself first.

3 Takeaways:

1. Be the best at what you do - or the only one doing it
2. View the world not as a series of obstacles but as problems that can be solved
3. Success doesn’t make you happy; happiness makes you successful

You only have to be right for a nanosecond to become a billionaire. -Jay Samit

In this very special interview episode, serial entrepreneur, digital innovator, industry disruptor and author Jay Samit joins us to share insights into how to capitalize on the coming disruptions and the mindset and strategies behind his repeated success.

We start by discussing how crowdfunding and the sharing economy are disrupting  real estate finance and even the size of homes. Jay also shares what he believes is the most significant societal change affecting real estate today - women delaying the start of families.

Jay then shares his prediction for transportation (which generates more backlash than of his other predictions). He also reveals a strategy you can use to break down the value chain of any industry to uncover hidden opportunities, and shares why you only need to be right for a nanosecond to become a billionaire.

Next, Jay shares a daily exercise to create a ‘deal flow’ in your life that rivals the best VC firms, why you should kill your ideas until you find the Zombie Idea, and how most big disruptions don’t start with an “Aha moment.”

We finish up with a couple questions for Jay in which he outlines how to give yourself an unfair advantage in predicting disruption, what motivates him to keep achieving, the key to success as an entrepreneur and much more.

Show Highlights:

2:10 The secret to Jay’s repeated success - Looking at the world not as a series of obstacles but as problems that can be solved
2:35 The most significant trend in residential real estate - Women delaying families - How the sharing economy will affect home sizes
4:35 Crowdfunding and real estate
6:50 You only have to be right for a nanosecond to become a billionaire
7:23 Jay’s statement about the future of transportation that generated the most hate of any of his change predictions
11:04 How to look at a business and break down the value chain to find where the most value is made and could be unlocked
15:00 The daily exercise that creates a “deal flow” in your life that rivals the deal flow at billion dollar VC firms
19:00 The misconception of the “Aha moment” and why you should kill your idea instead of nurturing it
23:08 How to use Other People’s Money (OPM) by finding businesses who can benefit from you solving a problem
25:20 They key to success with VC firms - Learning how to speak in a way so that they want to give money to you. It’s the only test in your life where you get to write the questions
27:38 Be the best at what you do, or the only one doing it
28:22 How to have an unfair advantage in predicting change - Why you must commit to a lifetime of learning
30:27 How Jay stays motivated and why it actually gets easier to achieve as you develop your track record
34:10  Your career will be disrupted - Why the illusion of security robs ambition
36:34 Success doesn’t make you happy; happiness makes you successful
38:58 The definition of an entrepreneur

Toward the end of the interview, Jay challenged us to write down 3 problems every day to uncover disruption ideas, and then pitch our best disruption ideas to him on a future episode. We’re looking forward to going through that process and having Jay back on the show! If you’d like to join us in the challenge, download Jay’s 40 page companion workbook here.


Guest Bio

Jay Samit is a serial entrepreneur, intrapreneur, innovator and pioneer in the music, video distribution, social media and eCommerce space. His background includes stints as head of Digital Distribution at EMI, adjunct professor at USC, senior management roles at Sony and Universal Studios and taking the video chat service ooVoo to over 100 million users. He currently serves as the CEO of SeaChange Int’l, and recently released the book Disrupt You!

Visit JaySamit.com to receive a free copy of the 40 page Disrupt You! companion workbook.

Jan 6, 2016


I used to drive all kinds of leads - 400-500 leads a month - people registering on my site. The issue I found there is there was no personal connection. They didn't want to talk to me. Anyone you message after you connect with them on Facebook, Instagram or Twitter you've got a 95% chance of a response. -Rod Watson

As an agent it's critical to find your platform - your stage to deliver your message and connect with your database and future clients.

In our latest episode, Rod Watson joins us to share how he used Instagram and Twitter to break into the San Diego luxury market, and continues to use them to build his following and connect with potential clients.

Rod shared shared how to post listings to Instagram and use your profile link to drive people to landing pages or your IDX site, and how to use Instagram as a movie editor to post short video clips of your marketing efforts, a great strategy to reinforce your farming efforts.

Then we discussed Twitter, and Rod shared why you should use Twitter to post to other services, and how often to post to get engagement and build a following. He also outlined

3 Takeaways

1. Message people ASAP after connecting with them on social media
2. Twitter is like massive wall of constantly updating content - post there first and use Twitter to repost to other networks
3. Look up the owners of Expired listings on LinkedIn to look for mutual connections who might be able to give you a direct introduction to that seller


Jan 4, 2016

Working with buyers can be challenging - even frustrating - if you don't have the right process, scripts and confidence. In our latest episode we answered buyer-specific questions dealing with every phase of the buying process.

3 Key Takeaways

1. Use the Cheating Script to discourage buyers from working with other agents.
2. Never EVER take out a buyer without Proof of Funds or Pre-Approval letter.
3. For Open House follow up, the phone is king. But if email is your only option, do it Sunday night or wait till Tuesday.

We also shared a strategy Jeff Cohn's team uses for gift card giveaways to encourage registrations at Open Houses and make follow up easier. You bring three things to the table for buyers - your time, energy and knowledge. Being confident in the value you bring and putting a structured process in place for buyers will solve a lot of the questions we answered in this episode. So get working on your scripts and systems; an ounce of prevention is worth a pound of cure!

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