In this special LIVE Hangout, we're joined by Jeff Cohn, one of the most systematic and innovative prospectors I've run across, and he's going to share his best systems for taking listings.
Even while building his team, Jeff personally sold over 50 homes in both 2012 and 2013 before he stopped working with clients to focus on his team. His team is now #1 in Nebraska and is on track to sell over 500 homes this year (!!!), so Jeff has some amazing systems and concepts to share.
During this live hangout you'll learn:
How to create a cold prospecting system of 90-minute blocks so you generate listings from multiple sources and avoid boredom and burnout
How to create a database prospecting system for your sphere and past clients, including scripts for TEACHING people to refer you business
Why you should go on 5 appts/wk, even if it's NOT with potential sellers
Scripts for Market Update calls and Value Add calls (Value Add calls are the key to getting the most out of a small databas
How to SCALE UP your lead generation efforts by combining your database and cold prospecting systems together with a transaction coordinator to take the maximum number of listings
How to start setting up your support and admin systems that will allow you to focus on prospecting and bringing in new business
It's going to be an exciting, fast-paced Hangout, and we're leaving time for Q&A at the end, so RSVP to watch and and type in any questions you have right on the Event page.
We're joined today by Bay area lender Tony Mendes to talk about low inventory and how to make a strong offer by using a lender and agent working closely together.
In this special live interview episode, we’re joined by top agent and team leader Jamie Cox, founder of the Jamie Cox Group of Las Vegas, NV. After a background in real estate investing in Florida, Jamie entered the Las Vegas market around 2008 by transitioning from investor to agent specializing in short sales. From there Jamie became a successful solo agent and experimented with building a team.
Jamie walks us through his experience building and exiting his real estate, shares his biggest mistakes along the way, such as hiring a buyers agent with no training or accountability systems, and his current role providing vision, systems and support. He also shares some drop dead simple scripts for circle prospecting, explains why this is the heart of his team’s lead generation strategy, and takes us through their simple, effective, personalized follow-up process for leads.
Here are your three key takeaways:
Don’t bring on a buyers agent until you can provide training, support systems and accountability
Circle prospecting is an extremely effective and predictable lead generation strategy - They know for every 750 dials and 100 contacts made they will take 1-2 listings
Track leading indicators, such as dials and contacts, rather than lagging indicators like listings taken or closings, so that you can make adjustments well in advance of problems
Resources & Links
Facebook Group- REALTOR Lead Generation Tips and Strategies
Jamie Cox Group- For referrals in the Las Vegas/Henderson Area:
[3:30] Jamie’s background as a real estate investor and how the real estate crash steered Jamie into the agency side of real estate
[5:30] How Jamie used a daily YouTube show to generate short sale leads and sent referrals to agents all over the country
[9:05] Jamie- “There’s someone succeeding with every lead gen strategy - it’s really time on task over time and making the commitment to stay focused on one and it works.”
[9:40] Why Jamie’s first experience bringing on a buyers agent was one of his biggest mistakes, and how systems and training were the key to making buyers agents work for you
[16:30] The key to the growth of Jamie’s team: his mindset shift from focusing on providing leads to providing systems, structure and accountability; How Jamie’s team is structured so that everyone prospects and focuses on listings
[20:05] The responsibilities of Jamie’s agents and support staff that allow agents to make a true net income while doing NOTHING but prospecting, run listing appts, maintain the relationship with the seller and show up at the signing
[25:00] How Jamie compensates his support staff, and why his admin asked for an annual bonus based on profit, rather than taking her bonus monthly
[26:30] Why circle prospecting is the HEART of the team’s prospecting, and how they use Cole Realty Resource and SalesDialers, a 4-line dialing system, integrated with Follow up Boss
[32:40] Drop dead simple circle prospecting script -”Hey we just sold a house around the corner, we’ve had a lot of activity, so we thought we’d call around the community and see if anyone else had thought about selling.” Plus a simple script for getting permission to follow up later.
[34:15] How Jamie’s team uses very simple, personalized touches with calls and handwritten thank-you cards, managed by Follow Up Boss, to nurture leads and solidify relationships. NOTE: virtually every listing appt they go on, the agent will see one of their thank you cards sitting out
[37:00] Ideas for working with local businesses and vendors to add value to clients and prospects and build relationships
[40:15] How Jamie withdrew himself from working with clients - why the biggest challenge was letting go of listing appts and how he focused on systems and becoming a better leader to overcome that challenge
[43:50] How to make $100k per year with only 20 contacts a day
[47:15] How Jamie tracks leading indicators- Circle prospecting in their market: 750 calls = 100 contacts, 100 contacts = 1-2 listings, very predictable over time, and how the team uses Google Spreadsheets and Klipfolio to track their numbers
Real Estate Marketing & Sales Training Podcast
On the latest audio episode we’re joined by Greg’s father and mentor, Terry McDaniel, co-founder of the McDaniel Callahan TEAM in Danville, CA. Terry has over 40 years of experience in the business and his personal contacts read like a Who’s Who of real estate: Tom Hopkins, Howard Brinton, Mike Ferry, etc.
Here are your 3 key takeaways from this episode:
How to use high-touch methods like door-knocking and why they still work in real estate
How to use a concierge approach to providing value to your prospects and past clients that goes way beyond helping them buy or sell real estate
How smart prospecting is going to radically change how we attract prospective clients and make salespeople more efficient and effective
Mastering the Art of Selling Real Estate - Tom Hopkins
Real Agile (soon to be relaunched as Smart Prospecting)
Here are the show notes with timestamps so you can jump to the sections that most interest you:
[3:49] Terry’s first year in real estate knocking doors in Boulder, CO
[10:11] “No is not a NO, no is a conditional YES” a better mental approach to prospecting
[13:30] Keys to a great sales mindset- Approaching prospective clients as if you have the cure to polio; Question assumptions; Having a compelling inner purpose
[20:30] Why the real estate business needs to be turned upside down, and why the business is heading toward mega teams with salaried salespeople
[22:42] Why you don’t need a big company name behind you to “rent space” in the mind of a certain part of your marketplace
[28:36] Why you should NOT work with everyone
[29:30] The “Housing Concierge” concept and practical ways to add value to past clients and sphere
[35:38] How simple honesty and a consultative sales approach will separate you from every other agent a prospective client may speak to
[39:00] A high-tech predictive analytics model Terry is working on that will help agents narrow their prospecting to only the most likely sellers
[43:45] Why you must replace 25-30% of your business every year and daily prospecting is the key to replacing the inevitable turnover in your database or sphere of influence
[49:15] Why prospecting and door-knocking should be rephrased “business development”
[50:30] How their team sends out their listing agreement electronically instead of signing papers at the end of the listing agreement
[53:45] Why the best salespeople work with coaches
[56:00] Why the future is using smart prospecting to expose those with the highest propensity to buy and sell, allowing salespeople to focus and build real relationships with them and be more effective salespeople
In this special audio episode we’re joined by veteran real estate trainer and speaker Scot Kenkel.
Scot has a very interesting background; he started by immediately disrupting the industry’s business model and building a team modeled after the home improvement company model.
Scot shares his approach to building relationships with prospects and providing value, which allowed him to use calling assistants to set appointments for his agents and dominate listings in his area in a very short period of time. Scot went on to train other teams and brokerages these same concepts, and now shares his message through his podcast How to Sell More Houses and his Painless Prospecting workshop.
Here are your 3 key takeaways from this episode:
Why leads are like meth to average real estate agents
How you should focus on bringing value in your prospecting instead of focusing on outcomes like appointments or listings
Why you shouldn’t count on your broker for much of anything
Scot’s Website and back episodes of How to Sell More Houses:
Painless Prospecting Workshop:
http://www.howtosellmorehouses.com/the-painless-prospecting-process/ enter the word UNCENSORED to receive a special discount on the workshop
Here are the show notes with timestamps so you can jump to the sections that interest you most:
[1:30] Scot’s background as an investor and then as team leader and his successful experience bringing the home improvement business model into real estate
[6:15] How Scot’s approach enabled him to take more listings than his entire office combined, and how he dealt with the blowback from agents in his office
[9:30] How most brokers treat their agents with a hands-off approach, and in the process, putting clients at risk by allowing their agents to be untrained, unsupervised and unsupported
[13:15] Scot’s ideal real estate training system- an apprenticeship model - and why the current system is broken compared to other systems that use independent contractors as salespeople
[22:30] Why showmanship and consultative sales is the highest value skillset in the industry, and why that role must be separated from the lead generation/appointment setting role
[27:50] The easiest way brokers can immediately raise the productivity of their office, and why leads are like meth - the ultimate leverage over agents in your office
[34:00] Why the recruiting process for a new agent should include a 60-90 day apprenticeship relationship in which they start to build skills, including appointment setting and door-hanging, all of which can be done without a license
[39:30] The 2nd stage of the apprenticeship process - going with a listing agent to observe 10 listing appointments, so they learn through observation and review, then leading the next 10 appointments with review by the mentor agent
[43:00] Why agents should have to prove their ability to build rapport and change behavior - and why you should conduct an initial phone interview with a prospective agent to test those abilities
[48:50] How to get Scot’s Painless Prospecting workshop and special discount for Real Estate Uncensored listeners
Learn more about real estate farming: http://unbouncepages.com/5-minutes-to...
Subscribe on iTunes: https://goo.gl/P4twTZ
Special interview with Chuck Lamb, manager of Rossmoor Realty, a life time Director of the California Association of Realtors. Chuck recently completed a term as Regional Chairman for the Contra Costa Region of the California Association of Realtors.
Here's the show notes so you can jump to the sections that interest you most:
[4:27] Why agents are struggling in low inventory environments and how to compete in multiple offer situations by helping the buyers make a great offer
[7:26] How to prospect off-market properties to literally create your own market for your buyers
[8:29] Using Zillow and Redfin features to find off-market properties
[11:25] Best quote: “It’s not who you know that counts, it’s who knows YOU and thinks of you when it they think of real estate”
[12:00] How to use information as a “horse to ride on” to add value to your database and stay top of mind - Plus resources like RealtyTimes and HomeSnap to gather that info
[18:30] How to use Calls-to-Action in your marketing and communication - plus a great idea for a powerful report you can produce for your database or farm area and the benefits of editorial articles in local magazines to build credibility and generate leads
[25:00] Simple ways to talk to 10-15 people every day and grow your database
[29:35] How to attract new clients with Open Houses and what to look for in the TYPE and QUALITY of home you hold open. Picking the wrong home won’t gain you up any clients.
[34:42] A powerful way to leverage a relationship with one boutique builder into FOUR potential deals
[40:00] Simple, powerful closing gift ideas
[42:30] Why you MUST spend 30% of your time in some type of prospecting mode
[46:30] Chuck’s book recommendation: Hard Optimism: http://www.amazon.com/Hard-Optimism-D...
Subscribe on iTunes: https://goo.gl/P4twTZ
Subscribe on Stitcher: http://goo.gl/lVjrOX
Back episodes and other content: http://www.mcdanielrealestatesystems....
In this audio episode, Jesse Garcia, real estate team leader and founder of Pipeline Wizard, shares his experience getting into the business, tracking his results and how his simple tracking spreadsheet evolved into Pipeline Wizard.
Check out Pipeline Wizard at http://www.pipelinewizard.com/ and be sure to check out The Whiteboard, a monthly Google Hangout series where Jesse interviews top producers in the industry.
Here's what we covered with timestamps so you can jump to the section that most interests you:
[1:48] Jesse's story of quitting his job and jumping into real estate full time with zero pipeline
[3:10] Origin Story: How Jesse once created a tracking spreadsheet for his tips to hit his income goals as a waiter
[5:30] Why it's important to write goals down and 100% commit to those goals
[9:51] Breaking down big visions into achievable and measurable goals
[13:50] How Jesse worked his database instead of cold prospecting to build his real estate business, and how he tracked his database prospecting
[19:00] Why you should focus more on your strengths when it comes to prospecting rather than imitating what's working for other people
[25:40] How to use set weekly goals and performance indicators you want to track
[30:05] How Jesse's tracking spreadsheet evolved into Pipeline Wizard
[34:50] How team leaders can use pipeline tracking to motivate and coach agents on their team
[37:45] Turning pipeline tracking into a game and using your competitive mindset to focus and motivate yourself
[44:54] Jesse's first eye-opening experience door-knocking that blew up his limiting beliefs
[47:25] Why you should track how many No's you get from prospects to transform your mindset on rejection
Matt Scheid of Prime Seller Leads joined us to share how top agents are generating seller leads on Facebook and Google PPC, and how any agent can get started using those tools.
Best quote: "That's part of the secret of success with internet leads; it's a numbers game, and it's about working every lead the same way every time." Matt Scheid
[4:40] Why start with Facebook/Google ads to generate seller leads
[5:01] The definition of a "quality" lead is - a lead generated by a straightforward ad, with no additional incentive and where the lead has to manually input their information in exchange for the info they want
[5:30] Search intent and why top agents get higher conversion ratios on Google leads, even though leads are more plentiful and a little cheaper on Facebook
[6:30] Lead follow-up and scripts to convert internet seller leads. Greg's team calls leads 6x in the first 2 days to make sure they reach the lead then put them into appropriate drip campaigns
[10:00] Using "set-and-forget" drip campaigns using email, video and text to automate as much of your follow-up as possible
[10:30] Elements to get started:
1. Find a system for the leads to go to and a landing site,
2. Set up your Google Adwords account (set up a dummy ad at first to get past Adwords Express)
3. Build your first ad (Headline, Display URL and two lines of text) and why Home Value offers are the most effective
4. Use the Google Ad Preview tool and incorporate the feedback Google gives you to tweak our ad
5. Allow the ad to run for 1-2 days, then run a Diagnosis Report and make adjustments
[14:03] Negative keywords- How to use them to make your ads more targeted and effective
[17:05] Why structured follow-up is part of the secret to success - It's about working every lead the same way every time
[17:35] How one of Matt's Prime Seller clients converted "Mickey Mouse" into an active client
[20:25] Why start with a $10/day budget with Google PPC and $5/day on Facebook
to generate leads as a solo agent
[24:31] Keep it simple - the more complexity you add the more your lead conversion goes down
[27:30] Why the goal of PPC ads are to generate responses from the RIGHT people, not the maximum response rate, and why Matt doesn't recommend offering gas cards or other incentives in your ads
[29:00] How to make your landing page 'hyper-local'
[31:06] Getting started with Facebook ads- Why set up a second Business page for ads only so it can tie into the Business Ad Manager - Matt and Greg's best ideas for running very specific ads to very specific groups
[34:50] Two specific ad keyphrasses you can use immediately to generate seller leads on Facebook
[37:49] Matt's observation that top agents are seeing 30% response rates on texts and texting campaigns to internet leads, and why you must adjust your medium and messaging for different demographic groups
[41:35] How to use outsourced labor on Fiverr to build your Facebook seller ads, and how Greg generated a 6-15 leads/day experimenting with Facebook seller ads for the first time
[44:45] How to use remarking to make your follow-up even more effective by running branding ads to people who have visited your landing page
[48:00] How to upload your existing email list or database to Facebook as a custom audience so you can run new listing, branding or referral generation campaigns as another form of remarking
[50:38] How to use a pre-recorded video response in your lead follow-up campaign
[52:18] Why get started on Facebook first so you can get comfortable with responding to leads, get your scripts and follow-up structure together
This special audio episode features Aaron Wittenstein, KW agent in Westchester NY and founder of the popular Facebook group Lead Gen Scripts & Objections.
Aaron and Greg talk expired listing prospecting, which makes up around 40% of Aaron's business, and do some live role play, including a section where Greg plays a "Jerk" expired listing and Aaron overcomes the objections to set the appointment.
Here's what we covered so you can jump to the section that most interests you:
[1:45] Aaron's early years in real estate and breaking into a new market in New York with Expired's
(Aaron got ZERO results in the first 3 months, and then exploded with 8 listings in the next month)
[3:30] The origins of the Lead Gen Scripts & Objections Facebook Group
[7:14] Why Expired's are still 70% of Aaron's listing business while he expands into FSBO's, probate and referrals
[10:25] How Aaron knows that every "NO" he hears is worth $287
[11:41] Why follow-up is more important to taking Expired listings than scripts
[13:35] LIVE role-play of an Expired follow-up call with Aaron and Greg
[15:55] The closing script Aaron ALWAYS uses and why he doesn't follow the conventional wisdom of giving two appointment options
[17:50] Role-play of an initial Expired call
[21:35] Role-play of a JERK homeowner on an initial Expired call
[24:00] Psychology of an Expired seller and getting past the initial resistance
[28:55] Pre-qualifying scripts an Expired for an appointment, and using one key script to get an instant read on their DISC personality profile and adjust how your communication
[32:50] Aaron's method for getting seller's more realistic on price, and Greg's "Three-Price Method" script for talking price and reading their personality at the same time
[36:05] How Aaron sets expectations with seller clients to set up price reductions, and why he refers to reducing price as "modifying the price," a HUGE tip on phrasing
[39:03] "You don't have to be better than anybody, you just have have to be more consistent than everybody."
In our latest episode of Real Estate Uncensored, we burned through our top ten best ways to invest $500 into lead generation to actually get clients, AND Matt and I both laid out a step-by-plan for how we would invest $500 and exactly how we would get clients if we were starting from scratch today.
Here's what we covered so you can jump to the section that interests you:
[2:50] Announcement letter to sphere of influence, send both hard copy and digital, plus send quarterly to your personal sphere of influence
[6:40] Meeting people face-to-face and handing out business cards
[9:38] Meet-ups with people in your sphere
[12:00] Following up with handwritten thank-you notes
[13:10] The RIGHT way to run a golf foursome to generate leads
[16:10] Contests with your announcement letter (either initial letter or quarterly letter)
[17:44] Tips for using gift cards to follow-up with buyers you meet at Open Houses
[20:00] Make your $500 go further by partnering with area restaurant to create a coupon to give out AND get a standard discount for yourself to bring people to their restaurant for meet ups
[23:15] Circle prospecting with a triple-line dialer, paying extra to map territories and extract phone numbers from a farm or neighborhood around Just Sold properties
[27:30] Facebook ads - Get your ads made on Fiverr.com for $5 and spend $5/day sending people to a home-value landing page with Placester.com (only go after sellers, buyers don't live on Facebook for whatever reason)
[33:03] Generating buyer leads online - Reply.com
[36:28] Getting mortgage lender or home insurance pro to help cover cost of internet lead buyer generation site
[40:02] Writing on Patch.com in conduction with door-knocking
[43:05] Editorial writing in home/lifestyle magazine along with purchased ad, how to use outsourced writers to help you write an editorial article even if you don't have the writing or editing skills yourself
[44:45] Getting short video interviews with people you meet door-knocking and posting to social media and (if possible) your community blog
[46:30] What Greg would do if he were starting over in real estate with only $500 to get clients as quickly as possible
[48:36] What Matt would do in the same situation
I did monetize every new person in my database, if I added 3 new people in a day of door-knocking to my network, that's like giving myself a $2100 raise, every year forever, as long as I managed it.
[2:12] How John uses door-knocking to zero in on markets he wants to be in, limiting drive time and maximizing his average sale price
[6:15] How John went into a new farm in San Diego area and took over the neighborhood within a year
[8:30] Why John does his prospecting, both calls and doors between 8:45 and 10am, and the other great time slot he doesn't worry about because of his family life
[11:20] John's daily goal to add people into his database from door-knocking
[11:50] John's script for getting contact info from people he meets door-knocking, and why he doesn't make eye-contact when asking for email and phone #
[14:30] John's shift from a cold prospector to focusing on building his database, and he's built his database to the point where he now gets 1 piece of business for every 17 people in his database
[15:30] How John determined that every person added to his database is worth $700 a year, every year for as long as he manages it
[16:10] How many doors John hits per hour, contact percentages and solid conversations
[20:20] How John organically generates buyer leads from his reputation as a dominant agent in a farm area
[21:00] How John is taking his farming and follow-up systems into a new farm area right now
[24:00] Why John only has a one follow-up category - his database - and people either go into his database or they don't, and everyone is communicated with in the same way
[27:30] How much John spends on communicating with his database using the KW 33-Touch system over the course of a year, and holds every dollar accountable
Here's what we covered with timestamps so you can jump to the section that most interests you:
(2:20) How to get started on door knocking. Finding your farm.
(10:43) How Greg uses two strategies from different ends of the prospecting spectrum.
(16:15) Marrying technology and door knocking.
(20:00) How to use Homesnap to make door knocking more efficient and effective.
(24:47) How can adding value to your conversations make farming more productive?
(30:26) How to shoot a simple video using a smartphone and small microphone.
(37:57) How to set up a neighborhood video channel on YouTube.
(44:55) How to manage your videos and your YouTube Channel.
(48:42) Is there a way to target specific markets using video technology?
Episode 2 of Real Estate Uncensored features a special guest, Lori Shieler, a coaching client sharing her experience focusing on lead generation activities that suit her strengths.
Here’s what we covered with timestamps so you can jump to the section that most interests you:
(1:20) How Lori found Greg McDaniel as a Coach
(4:00) Areas that Lori chose to improve upon (door knocking)
(7:30) How Lori utilized open houses
(11:30) Valuable systems that Lori has adopted
(12:30) The FORD System
(14:25) How Lori takes accountability
(17:00) Lori’s daily schedule
(21:00) How Lori met her current clients
(24:30) Lori’s next steps (high-tech approach to grow her team)
(27:00) How Lori began gaining clients from open houses
(28:30) Scripts to use at open houses
(32:30) Utilizing your sphere of influence (with scripts and business cards)
(37:00) Office Contest – who can hand out 15 business cards per day to generate referrals
(40:30) Utilizing scripts with your sphere of influence
(45:00) The Serving Script / Door-knocking scripts
(48:30) How Greg’s early door-knocking experiences helped him down the road
(50:00) Utilizing coffee shops to draw in leads to avoid door-knocking
(53:00) New Hangout schedule announced
A big Thank You! to Lori Shieler for joining us on this live hangout and sharing her tips and secrets with us all.
Our latest episode of Real Estate Uncensored we give our best open house tips, and show you some powerful ways to combine high-tech with high-touch to get more buyer clients from your open houses.
[1:30] Question of the Week: How to set expectations up front to get price reductions
[5:09] How to run a neighbors-only hour before the Open House and promote during the week
[7:10] Why you shouldn't skimp on directional signs
[7:57] How to use a 43-second video (shot on an iPhone) to promote your Open House on Facebook
[11:01] Asking neighbors or buyers at Open House to shoot video talking about the neighborhood
[14:22] Idea: Shoot a drive-through video leading up to the location of your Open House
[16:46] How to use your community blog as leverage to get REAL email addresses
[17:33] The key website your Open House MUST be listed in to get Open House traffic (doesn't apply to all areas, but VERY important in the Bay area)
[19:05] How to use a triple-line dialer to cold call neighbors and promote your Open House
[26:12] The one question you should be asking to qualify a buyer at an Open House in 30 seconds
[30:00] How to use Google Hangout or FaceTime to give a live "virtual" Open House, including tips for better audio
[32:36] Idea: Get video footage at peak times to send your sellers (and save it for follow-up)
[37:21] Top agent tips- Calling agents who have sold homes within 5% of list price within 5 miles of your listing, seeing if there were other buyer inquiries/other agents who's buyers made offers
[39:00] Top agent tips on how to structure your new listing and Open House together - when it hits the MLS, promo blitzes, Open House times and setting deadlines for offers, etc.
[43:26] How to get vendors to provide food and drinks 100% free AND join you at the Open House
[48:08] How to use your own FREE contact info form (on your iPad or tablet) to make sure you get accurate contact info from people who come through your Open House
[52:05] Why you MUST send a follow-up email summary to your sellers, and how to use video to give it more impact
[52:46] A powerful way to follow up with buyers through video after an Open House
Join us for our first live broadcast where we were joined by Jane Wenden, who has been coaching with Greg for a few months.
She shares her experience getting into the business and realizing she needed to generate leads and having no idea where to start or how to overcome her fear of the phone or door-knocking.
In a few months she found that door-knocking suited her personality, learned to go after the right type of clients and is now finding it easier to pick up new clients and build her career.
Subscribe on iTunes or visit http://www.mcdanielrealestatesystems.com/ for complete episodes and video replays of the episodes recorded via Google Hangouts.