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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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Mar 17, 2017

The one thing people get wrong about real estate is not treating it like a business. How can agents be trained to become leaders in the selling process? What are the indicators of the coachability of an agent? On this episode, Scott Trembley and Jeremy Janks share on the strategies around people, innovation and marketing in their business, recruitment and leadership.

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The customer is not coming to you to for information, they are coming for your advice and for you to lead them through the process. -Jeremy Jenks

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Takeaways + Tactics

You’re setting up an agent to fail if they get a lead and can’t follow up with it for 2 hours.

A lot of what gets lost in the lead gen conversation is what to do with a client when you get one.

Mapping out every part of the lead gen and selling process allows you to anticipate the agent’s fear points, and address them proactively.

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At the start of the show, Scott and Jeremy shared on the strategy they put in place to get agents motivated to come into the office early. They also told us how their partnership came together, and how ISAs fit into their strategy. We also discussed how people spend so much time chasing business, but not leading it. Scott and Jeremy also gave an overview of how they mapped out the perfect sale, and the different points agents have to hit, as well as the impact of removing fear.

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We also shared insights on;

  • Indicators of agent coachability
  • The importance of leading the client through the process
  • How environment and culture helps you attract talent
  • The power of believing and removing fear from everything you do

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Skill set matters along with accountability. -Scott Trembley

How do we remove fear at each point so they can move right down the road, and be the leader in the process. -Jeremy Jenks

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People don’t want to buy, they want to be led. That’s only possible if the agent is able to take ownership of the relationship, and lead the process to the client’s desire. Fear gets in the way of this leadership, so proactively mapping out and thinking in-depth about the agent’s fear points, is an antidote to some of the biggest issues in real estate. Most people live on the fearful side of their brains, completely removing the fear changes how the job gets done.

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Scott Trembley

Scott is the President of the Trembley Group. He has been a leader in the Real Estate industry for 18 years. He has helped over 1500 families find their dream home while producing over $450 million in sales. After training with Scott for a little over a year, none of his agents make less than $100,000 by their second year. Scott has scored #1 nationally, out of 300 sales leaders, during Leadership and Emotional Intelligence testing for one of the nation’s largest builders.

Jeremy Jenks

Jeremy is the VP of Sals at the Trembley Group. He has assisted over 400 families find their dream home while producing $75 million in sales in just 8 years, beginning in the midst of the recession. He has created a dynamic training program for new agents, which provides a blueprint for instant success. His primary focus is giving back so that new agents can learn from his path to success.

Go to for more information https://www.thetrembleygroup.com/.


Free download Call-to-Action - 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.

Mar 16, 2017

Visit www.mcdanielrealestatesystems.com for more Real Estate Uncensored and Training Courses

If you want to transition from agent to business owner, you have to shift from leveraging your own skills to leveraging other people. -Matt Johnson

The average agent is in danger of being swept out of business at the next market correction. How do you hold onto the clients you have, and set yourself up to increase your market share? What filters and rules will steer you towards your most productive and profitable real estate career? On this episode, we discuss the book All I Want to Know is Where I’m Going to Die So I Don’t Go There, and we answer audience questions about cold calls, leverage and nurturing your database.

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Takeaways + Tactics

Decision making filters help you eliminate bad calls so you're only ever choosing between good decisions and great decisions.

Whatever decision you make, look at the opportunity cost. If you say yes to something what are you saying no to?

If you’re not forming and maintaining real relationships with buyers and sellers, the big players will sweep the market at the next correction.

Just because something is hard to learn doesn’t mean you shouldn’t try to apply yourself to learn it.

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At the start of the show, we answered questions about prequalifying sign calls, and firing a seller who came from a referral. Next, we shared on using filters and rules to eliminate bad decisions, and steer your way towards the right ones. We also discussed cold calls and where people max out in terms of profit. We went on to discuss the importance of working on tonality when you do calls.

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We also shared insights on;

  • How to handle the voice in your head telling you not to call your sphere
  • The importance of looking at the opportunity cost of the decisions you make
  • How to avoid being taken down at the next market correction
  • How to select a CRM

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The people who make money off of cold calls will max out at somewhere between $150k and $350k. -Matt Johnson

The way to make millions is by getting leverage, and getting things done through other people, not maxing out your personal productivity. -Matt Johnson

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Refining your service offering comes down to filtering out the things that hold you back.The skill set of calling is valuable, but to scale up a business, leverage is going to be most necessary skill. To set yourself up for the next market correction, you need systems, relationships and to get better at keeping in touch with your database. Ultimately, by staying in your circle of competence you are building the best hammer and that will help you find the right nails.

Mar 15, 2017

At the end of the day you still have to go prospect, that’s your highest value work. -Matt Johnson

There’s virtue in putting out a lot of content, but how do you make sure you’re putting out something that will stick? What kind of content should you be aiming to create? How do you go about hiring the right people to help with social media strategy and execution? On this episode, Gene Volpe is back to share more valuable insights and tactics that will make a huge impact to your local marketing.

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Takeaways + Tactics

The busier you are in the business, the more that comes across to your clients and the less likely they are to jerk you around.

Successfully scaling up and hiring people to help you comes down to knowing what you’re going to do with the time you’ll save.  

The Facebook algorithm rewards consistency, creativity and dynamic content that people want to see.

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At the start of the show we answered a question about a buyer wanting to view a home that’s out of their price range. We also talked about the importance of having a pre-approval process in your business. We shared on how you can set yourself up in a way that stops clients from jerking you around. We went on to share how Facebook decides how many people will organically see what you put out, and what the algorithm rewards.

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Gene also shared insights on;

  • How he helps clients value their time more
  • How to hire someone to help you with social media
  • The problem agents have with scaling up and hiring people
  • The benefits of carpet bombing your content

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Marketing: The best way to gauge if it’s working is that the number of conversations and activity you have with human beings will increase. -Gene Volpe

If you keep moving into higher value work you can keep hiring and afford to pay for a social media service. -Matt Johnson  

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The best metric for the effectiveness and success of your marketing is the increase in human interaction. When it comes to reaching this metric, video content is king right now. Facebook decides how many people will organically see what you put out, and if you’re consistent, creative and dynamic, your content will perform a lot better. A lot of people won’t know what they want to hear until you tell them, and that’s where carpet bombing comes into play. Put out so much content that you can hit many people at different times and needs.

 

Guest Bio-

Gene Volpe is the founder of GVI Media (formerly Your Real Estate Concierge), speaker and local marketing expert. He has over 9 years of experience in the marketing arena. He is also well versed in the real estate field including buying, selling, renting, marketing and consulting on over 200 real estate transactions. He is an expert in brand establishment and elevation and remains on the cutting edge of real estate marketing with a hard focus on video and social media. Go to http://www.genevolpe.com/ for more information.

Mar 10, 2017

Start practicing imposing a structure on yourself right now. -Matt Johnson

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Successful agents need to be prospecting all day. What does the average day look like for a successful growing agent? If you aren’t licensed yet, what can you start doing right now to lay the groundwork to get started? How do you go about imposing structure on your day? On this episode we talk about setting yourself up at the start and the mentality and emotions of working with clients.

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Takeaways + Tactics

The biggest brokerage in the area might not be the best fit for you. Look at culture, training, management and commission splits.

Commission splits: if the broker doesn’t make money off you doing the deal, there’s very little incentive to help you close more deals.

About 10% of deals in pending will fall out.

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At the start of the show we discussed brokerages and choosing the right one for you. We also shared on the importance of prospecting, and how commission splits have to do with how much incentive the brokerage gets. Next we discussed the importance of creating structure in your freedom, fine-tuning your morning routine, and why you don’t need to be an authority to share on social media. Towards the end of the show, we shared on freedom in the job.

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We also shared insights on;

  • The key things you should be looking for in a brokerage
  • The average day for a successful, growing agent
  • The importance of quality transaction management

 

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The complexity of real estate is job security. -Matt Johnson

There’s a difference between a mentor and a leech. -Greg McDaniel

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Most people only call their database when they want something. When you’re not an agent yet, you can effectively contact them now, and build a relationship when don’t want anything from them. It’s also necessary to prepare yourself mentally for the work by setting goals and structuring your day and schedule towards them. Take a look at your morning routine and modify it to suit what brings the most out of you. Vet every situation to the best of your ability, expect problems from the get-go, and get better at learning stuff.

Mar 9, 2017

Category design is the ability to create or recreate a whole new market category around a problem and therefore a new solution. -Christopher Lochhead

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Most people are living in someone else’s thinking. How do you find your space and create your own category? Why is it important not to accept the paradigm of your market? How do you go about designing a category in real estate? On this episode, Christopher Lochhead talks about disruption, positioning yourself in your market and the magic questions of category design.

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Takeaways + Tactics

There’s top-line revenue and there’s profitable business, those two are not always the same.  

Prime movers create new categories and those categories are predicated on exploding abundance.

If you want to be the dominant player who gets the revenue and the margins, differentiation matters, and the way you differentiate is on the type of clients.

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At the start of the show, we answered a question about knowing where a seller is moving to. Christopher Lochhead then joined in on the fun, and gave insights on category design and how it came about. He also shared on herd mentality and how it dictates how we behave. “Humans don’t want to be outliers because our primordial selves know if you're an outlier, you’re going to get eaten first.” We went on to talk about the importance of being rigorous on use case and persona. Towards the end of the show, we shared on the power of creating more abundance.

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We also shared insights on;

  • Why the real estate industry is set for disruption
  • Why we are living in a winner-take-all world
  • The compounding power of a category king
  • Studio 54 marketing
  • Why you need to study the Big Lebowski

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There’s revenue but not all clients are the same value. -Christopher Lochhead

Every service and product we all love exists because a legendary innovator built a product/service, a company and a category at the same time. -Christopher Lochhead

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The three magic questions around category design are, “what problem did I solve, if I solve the problem what category am I in, and how valuable is my company/business?” It’s important to use clarity in your category design to position yourself, and evangelize a point of view that not only attracts your true tribe, but also repels the wrong people. You have to be willing to be an outlier, be rigorous with personas and use case, and be driven to create more abundance. Ask yourself whether you’re creating new abundance or fighting over a dead carcass.

Guest Bio-

Christopher Lochhead is co-author of the groundbreaking, Harpercollins produced book: Play Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets. He is also the host of the Legends and Losers podcast. Go to lochhead.com for more information.

Mar 8, 2017

What we see and hear activates the backs of our brains before it gets to the top of our brains where it makes sense. -Dr. Debra Dupree

People who hate salespeople think they are trying to convince them to do something they don’t want to do. How does this view differ from positive persuasion and influence? How do you overcome fear through self-awareness and emotional intelligence? On this episode, Dr. Debra Dupree shares on communication, emotional intelligence, and how to give prospects a sense of security when you talk to them.

Takeaways + Tactics

The more emotional intelligence you have, the higher and faster your career/business rises.

To be a more effective listener, remember the sounds of the BEACH: beliefs, expectations, assumptions/attitudes, concerns/challenges and hopes.

Before you take an action ask yourself how you want to feel on the other side of the decision.

If you don’t feel like you’re the expert be the student that shares.

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At the start of the show, Debra shared her insights on the difference between coaching and consulting, and how to identify a person’s communication style through DISC profiles. Next we shared on the importance of overall emotional intelligence and how it connects to self-awareness and relationship management. She also shared on the different parts of the brain, how fear limits our cognitive function and the process for overcoming your own fears. We talked about methods to be a better listener, and how people can use audio and video to improve their communication.

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Dr. Debra also shared on;

  • The body language identifiers that tell you about a DISC profile
  • Why raising your EQ increases your success
  • How mantras help shift your brainwaves
  • How to be powerfully persuasive and influential
  • The connection between listening and silence

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We can shift how we feel both mentally and physiologically, by shifting the direction of our thoughts. -Dr. Debra Dupree

Even if you know your stuff, unless you really practice how to apply it, it doesn’t really settle in emotionally. -Dr. Debra Dupree

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When it comes to positive persuasion and even overcoming your own fear, awareness is half the battle. Once you know your physiological and emotional signs of fear, you can use reflection to identify the source of the feeling, and realize it’s just a sensation. This takes emotional intelligence. Awareness also serves you well in tailoring your communication to a specific person. The key is listening, looking at body language and knowing if the prospect is focused on the what, who, how or why. Remember to listen for the sounds of the BEACH, and also explore their fears, values and needs.

Guest Bio-

Debra has for years been fascinated with makes people tick, at work and at home. She became a therapist, a mediator, a professor and doctor of psychology. She is now a public speaker and author. To reach out to Debra and get her coaching materials go to http://relationships-at-work.com/ or follow her on Twitter @RTMCoach.

Mar 4, 2017

The big push in real estate is expansion by way of franchising an entire business system. How do you build something people would want to plug into? What are the pros and cons of buying into something? How do franchisees protect themselves, and franchisors provide value? On this episode, we talk to David C. Barnett who shares on business broker transactions, and the risks and opportunities involved in franchising.

The stuff that’s really awful happens when the franchisee puts themselves in the position where the franchisor has incredible leverage over them. -David C. Barnett

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Takeaways + Tactics

Residential real estate is going towards a flat-fee menu of services, and more of a business consulting model.

If you shut down a franchise, a franchisor can actually sue you for the balance of royalties that would remain under the life of the agreement.

The most important thing to be clear on when it comes to franchising is how easy your exit would be.

If the first 4 or 5 franchisees are out-of-the-park successes, everyone after that will look at them as the model.

 

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At the start of the show, David shared how he got started in his career and what he learned about business. “Real world, main street, small family businesses don’t operate the way big corporations do.” Next he shared how he uses YouTube to put out valuable content, “the most important thing is putting out something that is quality - algorithms track behavior.” We also discussed the franchising push that is happening in the real estate industry. We shared on how the franchising model works in the hairdressing industry and towards the end of the show, we discussed how to create something people would want to plug into.

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David also shared insights on;

  • When franchising works and when it doesn’t
  • How franchisees can get the most of the relationship with franchisors
  • How franchisors can create value so they don’t end up creating their competition
  • Why the initial franchisers need to be successful
  • Advantages of the flat-fee franchise model

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Part of marketing is you’re trying to put something in a box that people understand. -Matt Johnson

It’s easier for a buyer to buy a business, than it is to buy a business and build it at the same time. David C. Barnett

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When you buy into a franchise, you might not be getting a business, but leasing one. If you want to use someone else’s well-tested rulebook, franchises can be a great model. You just have to look at what exactly you’re paying for, the risks involved and how the rules can change down the road. Protect yourself by getting into something that has a reasonable exit for you, and maintain good franchisor-franchisee relationships. Remember once you’ve invested, you’re committed.

Guest Bio-

David started a finance consulting practice in 2006 began brokering the sale of companies in 2008 and bought a Sunbelt business brokers office in 2009. He arranges financing for hundreds of start-ups, acquisitions or expansions. He is also the author of three best-selling business books; 'Invest Local: a guide to superior investment returns in your own community,' 'Franchise Warnings: What you really need to know before you buy' and 'How To Sell My Own Business: A guide to selling your own business without paying a broker's commission. Go to davidcbarnett.com for more information.

Mar 1, 2017

Agents look for clarity, predictability and consistency, but they make their systems too complicated to execute. What does this mistake cost them? Why do objections require curiosity to figure out what’s truly behind them? On this episode, Wayne Salmans goes deep on effective script delivery, overcoming objections and the importance of simplicity in systems.

How do you keep growing the business without growing the complexity, the time you put in, and taking on more and more mental burden? -Matt Johnson

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Takeaways + Tactics

When you go into the listing appointment, enroll the seller into the conversation, and make watching the market one of your value propositions.

Dig deeper: the objection is never the objection, there’s always something else.

The reason agents face interruptions and objections in prospecting is a failure to mirror and match the client’s communication.

 

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At the start of the show, Wayne shared his life story, and we answered audience questions about dealing with objections. Next, we talked about the importance of enrolling the seller into the pricing conversation, and why you have to dig deeper when you get objections. We also shared on the power of mirroring and matching, as well as the powerful method Wayne used to find his big WHY. We discussed the biggest mistake agents make when it comes to their systems. Towards the end of the show, we talked about handling objections about your commission.


We also shared insights on;

  • The best scripts for asking a client about a price reduction
  • Why you should be practicing scripts with fellow agents
  • What it takes to effectively deliver a script
  • Why you need to stop booty calling your database
  • Growing your business without adding a lot more to your plate

 

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Delivering your script effectively with your body and tonality is going to be a game changer. -Greg McDaniel

Databases are important but agents make them so complicated no one can run them. -Wayne Salmans

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Succeeding with your database starts with building a system that is so simple you can actually execute it. It’s also important to stop booty calling your database, it feels weird because it should. Build consistent communication into your system in a simple way. You only need four reasons a year to call your database - invite them to events, check on their needs and touch base with them. This is how you can use your business to create a predictive future.

Guest Bio-

Wayne’s mission is to empower people to actively engage and participate in their own transformation and success. After building homes in Alaska for 5 years, Wayne began to pursue a career in Real Estate. Within just a few short years he joined the top 1% of realtors, and was voted one of 30 under 30 top Realtors in the nation by Realtor Magazine. As a successful developer, investor and builder Wayne has purchased and sold millions of dollars in residential and commercial real estate. Wayne is passionate about family, marketing, building wealth through real estate and serving in the community. Find him on Facebook https://www.facebook.com/waynesalmans.

Feb 27, 2017

Most people are marketing like it’s 1990, and it’s costing them valuable time. How do you dip your toes into Facebook lead gen? How do you bridge old world tactics with new world marketing? How do you convert 1-3% of your lead flow? On this episode, Grant Wise goes deep on setting up a decent Facebook lead gen strategy, finding the highest turnover points in the market, and getting the most out of a service-based business.

The ability to target people based on user data is what makes Facebook’s ad platform so great. -Grant Wise

Takeaways + Tactics

Facebook strategies are driven by the needs and opinions of the end user, not the businesses who want to advertise on the platform.

Half of your success in marketing is in the list - it’s about having the right message and the right market.

A big problem most people have is consistency. When you stop lead generating for a week, your business stops for 3 weeks.  

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At the start of the show, Grant shared on Facebook’s new regulations for ad targeting, and why real estate professionals have to stay on their toes to find what works. Next, we shared how traffic can grow your business, and the importance of understanding the basic economics of your business. Towards the end of the show, we shared on geotargeting on Facebook, communicating with people who have gone through a predetermined process and how service-based businesses work.

Grant also shared insights on;

  • How people stop their own success
  • The benefit of building up quality leads over time
  • How a Facebook ad rookie can get started
  • Grant’s lead generation systems and how they work

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Business is personal development and math. -Grant Wise

Sales is what you do when you’re on the phone or in front of the prospect. Marketing is everything you do to get that person pre-disposed to work with you. -Matt Johnson

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Everyone is on Facebook, so the first step of your lead generation plan is living where the attention is. Your strategy is as simple as using what works offline, targeting it to the right audience, having somewhere people can give you their information, and then having a decent conversion strategy in place. We’re at the mercy of platforms like Facebook, so it’s important to use those tools to build real relationships with people so when you take away the tool, the relationship still remains.

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Guest Bio-

Grant Wise is a serial entrepreneur and Founder of Real Estate Marketing University, an online media training company. Grant is known to be a maverick leader and an innovative marketing strategist unafraid to lead companies in new directions. Grant’s story is one of education, truth, and perseverance. He’s helped over 400 companies, entrepreneurs, and business owners actualize their dreams through hands-on learning. Grant has been described as irreverent, artful, and dramatic with a strong entrepreneurial spirit constantly striving for RESULTS in his clients’ businesses. Go to http://www.likegrantwise.com/ for more information.

 

Feb 27, 2017

 

Agents get to be involved in people’s lives in a major way, and can start a ripple effect of kindness and value. How do you lead with the need to empower others before yourself? How do you define yourself with the right things and rise above ego? On this episode, we talk to Steve Rodgers, who shares his life story, the principles he applies to his life and business, inviting greatness in and taking advantage of forced transitions.

They didn’t fire a CEO, they birthed an entrepreneur. -Steve Rodgers

Takeaways + Tactics

You never know how big the ripple effect of your act of kindness can be and how it will come back to you.

There is so much power in having the same integrity and self-value with your possessions and achievements as you would without them.

Anything you can track and measure, you can improve upon.

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At the start of the show, Steve Rodgers shared on what he learned from The Kindness Diaries, and how agents can learn to pay it forward in their work. Next, we talked about the ripple effects of kindness and Steve shared how he has learned from forced transitions. He also shared why you can’t achieve meaningful success without failure, and keeping a consistent level of integrity and self-worth regardless of your circumstances. Towards the end of the show, we discussed the 4 Bs Steve tracks and the power of momentum.

Steve also shared insights on;

  • How kindness empowers people to empower others
  • How getting fired turned Steve into an entrepreneur
  • Why it’s important not to define yourself with possessions
  • The power of forgiveness and letting go of how people hurt you

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I have two choices when I wake up, be happy or be really happy. -Steve Rodgers

I run into the storm because that’s where the action is. -Steve Rodgers

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Forced transitions either refine you or destroy you - the distinction comes down to how you define yourself and view the worst moments of your life. If you remain constant as the calm in your storm you’ll learn that ups and downs are part of the formula of building a fulfilling life. Keep your eye on what’s important- your bonds, your being, your body, and your business. If you lead with what you have and not who you are - you stand in the way of letting greatness in. When you invite greatness in, you completely transform the why of what you’re doing.

Guest Bio-

Business and lifestyle consultant, as well as number one bestselling author, Steve Rodgers has a knack for bringing out the best in people. As he sees it, “I am leader helping others discover, maximize, and increase their highest good and purpose in life and business.” Steve’s sense of commitment is strikingly evident in the business sphere. Embracing challenges big and small, he consistently finds a way to maximize the inner workings of companies. But you needn’t be a powerhouse business to share in the good fortune. Many a first-time entrepreneur has discovered the road to success thanks to Steve’s rock-solid guidance. Every positive impact he makes is a windfall from his overriding goal: find the best ways for companies or individuals to increase their happiness and fulfillment on all levels. Go to thealchemyadvisors.com to get in touch and buy his book here https://www.amazon.com/Lead-Gold-transformation-Stephen-Rodgers/dp/1517151198.

Feb 26, 2017

Agents set themselves up for failure by overestimating an advantage. How does this lead to missed opportunities? How do you learn to inform your target market and make conversation easier? On this live Q&A, we answer questions about marketing vacant land, the right way to approach partnerships, and the connection between mindset and time management.

Before you worry about how to get more people to hear what you have to say, having something to say is the more important thing. -Matt Johnson

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Takeaways + Tactics

The purpose of content is to make conversation and prospecting easier.

Don’t rush into partnerships where you give up equity only for a temporary advantage.

Investors may want to know that a venture will make them money, but they’ll still want to be sold on a story.

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At the start of the show, we answered a question about how to handle “no solicitation” signs when you’re door-knocking, and another one on the best content to include in mailers. We also shared on marketing vacant land and the right people to reach out to for selling it. We went on to talk about the mistakes people make when it comes to partnerships, and how to deal with a home that’s still in probate. We also discussed how to create content that appeals to a college-age audience. Towards the end of the show, we shared how new agents can prime the pump for their real estate career.

We also shared insights on;

  • The value of partnering with someone who has more experience
  • How mindset and time management are bound together and feed into each other
  • The importance of having something valuable to say
  • How to get good at content production through repetitive action

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You always want to hold onto as much equity as possible except for the cases where you can partner up with someone for the learning experience. -Matt Johnson

If you’re not out there talking to your client, someone else is. -Greg McDaniel

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Success in putting out content starts when you talk about what people care about. Content might not generate instant business, but it does simplify the conversation that leads to business. New and young agents can prime the pump by building relationships, learning about the market and sharing what their learning, in a way that actually connects to potential clients. Don’t miss out on the value of learning from someone more experienced than you, it can be done without losing a whole lot of equity.

Feb 26, 2017

Agents spend too much time on getting a prospect to contact them but 90% of the time it isn’t going to happen. What work do you need to do to make contact easier? What do schedule and consistency have to do with traction and success in real estate? On this episode, we answer audience questions about prospecting, handling objections about home improvements, lead gen and marketing budget.

As long as you’re not using it as an excuse to not get out there and take action, the more preparation the better because it makes you more confident. -Matt Johnson

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Takeaways + Tactics

Treat real estate work like a business and put in the same amount of time you would put into a 9-5.

 The purpose of a piece of content, in whatever form, is to make personal contact easier.

There’s two types of investments, the strategic one you do to purely to raise your resale value, and the one to make the house personally comfortable, livable and enjoyable.

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At the start of the show, we answered a question about asking for contacts in door knocking without feeling like you’re being a bother. Next we shared on the importance of being prepared and having information about the area you’re door knocking. We went on to share the importance of being consistent, and answered a question about how to discuss property investment with sellers and generating leads from a radio show. Towards the end of the episode, we shared on how to use content to help people know you.

We also shared insights on;

  • The difference between home improvements and maintenance
  • The one thing we would change about our businesses
  • How to make the leap and prepare for the move from a 9-5 to real estate full-time
  • The purpose of content when it comes to making contact with people

 

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You don’t reach out to anybody until they know you’re somebody. - Matt Johnson

The flip-side of freedom is not having a lot of money. -Matt Johnson

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If you want to make client contact easier, it’s necessary to proactively build up a content base to reflect credibility. By putting out consistent, valuable content, you’re giving the prospect something that will grant you permission to get in touch with them. It’s also important to work on your consistency in business and always being prepared so you have the confidence that will reflect in your prospecting.

Feb 25, 2017

The social media waters are highly competitive and shark infested. How do you stand out when there are so many people competing for your audience on social media? How do you approach posting content on different platforms? Why is story the central piece of social media and marketing success? On this episode, entertainment industry expert Louie La Vella shares on making yourself a celebrity in your industry.

There’s so much noise out there, the traditional ways can get lost quickly. -Louie La Vella

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Takeaways + Tactics

People with a Snapchat following could have 30% more followers if they built the same following on Instagram.

Facebook, Twitter, Snapchat and Instagram have different contexts. How you articulate and execute your story depends on the platform you’re using.

Viral content happens in the extremes: happy or sad. The middle ground is good content but extreme posts are important to sprinkle in too.

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At the start of the show Louie shared some insights on how to use Instagram and Snapchat differently. Use Snapchat to “post the gears behind what you post on Instagram.” He also shares why it’s better to build your following on Instagram, and how to check analytics on Snapchat and Instagram. He also shared on why you need to watch how much you advertise on social media. Louie went on to talk about how to discover your standalone by knowing your wins, failures, audience and where your audience plays. Towards the end of the show, Louie shared how you can use Facebook advertising to target publications.

Louie also shared insights on;

  • Why Instagram is more of a branding tool than a sales tool
  • Why people gravitate towards storyline
  • The questions you can ask yourself to find your story
  • How viral content happens
  • How to differentiate your content for each platform

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You’re not going to sell to everyone. - Louie La Vella   

You can be your own personal celebrity. -Louie La Vella

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With so many people on social media, unique storyline and personality decide who people follow and gravitate to. In overly competitive waters, being who you are and showing that off helps you connect to your true fans. Treat your social media as a chance to build your brand and authority. Each platform must have different content, so there’s actually a reason for people to follow your different accounts. People are watching you as a reality show, so give them something interesting and valuable to see!

Guest Bio-

Louie is where the entertainment industry turns to for out-of-the-box bursting ideas. He Turns dead venues into packed venues, slow ticket sales into sold out shows, independent musicians into major-label-ass-kicking brands. Louie takes those amazing stories, experience and knowledge to all business categories. Go to louielavella.com for more information or follow @LouieLaVella on Twitter and Instagram.

Feb 25, 2017

Trey Willard managed 6 listings a month, and simultaneously did 40 buyers deals in the same time period. What is the mindset shift that drove his success? How does he leverage his biggest lead source? What marketing tools and tactics does his business lean on? On this episode, Trey shares his insights on providing value and using Facebook as a resource.

I feel like I’m doing myself a disservice if I’m not on the phone with my sphere. -Trey Willard

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Takeaways + Tactics

Listing presentations: it’s more personal when you’re writing stuff in a notepad and not typing from behind a laptop.

Social media videos don’t require highly produced footage, you just need people to see and hear you. Cellphone video more than fits this bill.

You get 100% distribution on Facebook live, so it’s worth doing.

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At the start of the show, we answered a question about what to bring to a listing presentation, and the best way to take down notes and important information. Next we answered a question on objection handlers, and then talked about changes that have happened in Trey’s business and how he provides value. He went on to share on hosting parties for his sphere of influence, and his plans to disrupt the Baton Rouge real estate market.

Trey also shared insights on;

  • The impact of getting an admin assistant
  • The biggest lead source for listings and activity
  • The best script for asking for business from your sphere of influence
  • The best way to shoot Facebook Live videos

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People identify with footage a lot more when it doesn’t look like a production. -Trey Willard  

Always be prepared to give a full-blown listing presentation. -Trey Willard

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In a market that’s ripe for domination and disruption like Baton Rouge, setting yourself apart and strengthening community relationships makes an impact. Calling the spheres of influence of past clients and people who already know you takes care of credibility. The key is authenticity, being personable and using events and marketing touch points to make sure you are being subconsciously seen in the community.

Guest Bio-

Trey is a professional Realtor, whose goal is to provide clients with a level of service that goes unmatched in the real estate business. He values my reputation in the real estate industry and colleagues, friends, family and clients describe his as efficient, driven, likable, poised and professional.  Trey earned this reputation because he gets to know his clients and strives to understand their needs when buying or selling a home. Go to https://batonrougerealestateagent.com/ for more information, call Trey 225.413.4835 or find him on Facebook.

Feb 24, 2017

People make the mistake of looking at what they do, not why they do it. How do you get in touch with your motivation and hunt down your big WHY? What are the 9 pillars we need to align to live more fulfilling lives? On this episode of Real Estate Uncensored, Andy Scherer goes deep on getting referrals, ways to intentionally and effectively recondition your mindset, and how to naturally lead yourself to self-discovery.

You already have so much to fight internally, why focus on the external? -Andy Scherer

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Takeaways + Tactics

The absence of value creates objections.

Every agent has clients who have the capacity to send them referrals, it’s necessary to set expectations throughout the process and deepen those relationships.

Affirmations are great but it’s also powerful to ask yourself questions and actually answer them.

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At the start of the show, we answered a question about getting people’s details at open houses, and the importance of setting expectations. Next, we answered a question on an objection about agent commissions. Andy shared on a good strategy to generate referrals. He talked about setting consistent expectations in every single conversation with clients. Towards the show we discussed the 9 pillars and how to be better aligned for them.

Andy also shared insights on;

  • How to deepen client relationships and set expectations to get more referrals
  • Why objections are created by a lack of value
  • The psychological trigger for people buying something
  • How to hunt down your big WHY

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In the time between the listing appointment and the days after you close, you should be generating 2-3 current client referrals. -Andy Scherer

One of the reasons people decide to buy (or not buy) is the fear of public failure. -Matt Johnson

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The 9 pillars are faith and spirituality, family and relationships, health and mindset, business, personal lifestyle as well as financial and education. Mindfulness, awareness and alignment on all of these levels are important, and it’s necessary to strategically work on them and drill down to your mindfulness. This mindfulness also lends itself to the discovery of your big WHY - something that will forever change your actions and goals.

Guest Bio-

Andy is a loan officer and marketing director at Approved Mortgage group, and a real estate coach at Pillar 9 Coaching. As leader and change agent, he has been able to successfully implement communication strategies, operations management, social program design, marketing integration, community collaborations, and engagement initiatives. Get in touch andy@insourcerealestate.com, call 203.257.5279 or find him on Facebook.

Feb 24, 2017

The goal of marketing is to make sales irrelevant, and branding is a huge part of that. How do you leverage your superpower? What are the top things you should be doing in branding? How do tone, voice, medium and frequency play into your activities? On this episode, branding expert, Chris Craft is back to share on creating your content and igniting it. He also gives us a glimpse into what it’s like to work with a marketing professional.

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If you can’t look someone in the eye and explain why they should hire you, you will have nothing but problems in real estate. -Matt Johnson

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Takeaways + Tactics

Branding basics: know what makes you stand out, have a website and a plan for consistent content.

Leverage LinkedIn by using it to publish value driven content that reaches the groups you’re a part of and people who follow you.

Marketing automation and editorial calendars mean that posting frequency takes care of itself.

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At the start of the show, Chris shared top 3 things an agent should be doing in branding, and the importance of finding your superpower. We shared on the importance of marketing to the right list and how marketing is meant to make sales irrelevant. Chris also shared on social media content frequency, tone, style and voice. He went on to share on why you need an editorial calendar, and using LinkedIn in your branding.

Chris also gave his insights on;

  • The differences between long-term plays and instant gratification
  • The key questions a marketing professional like Chris will ask you
  • The power of segmenting your list and pushing out content that’s relevant
  • How to ignite your content

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You are your own marketing vessel. When you align your message, market and medium - you can make sure you own a space in the consumer’s mind. Content allows you to add value and build credibility, especially when you write, create and share to edify, not sell.

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If you are marketing to the wrong list you will not get clients. -Matt Johnson  

What better way to stick to the consistency than having it written down somewhere? -Chris Craft

Guest Bio-

Chris Craft is a Christian, husband, father, author, speaker, and founder of Nao Media. Craft approaches all things, including his writing projects, from a Christian worldview. He writes on faith, gratitude, marketing, and business. Chris and his team at Nao Media have branded, marketed, and strategized for real estate professionals with much success. His new book, The Foundation: Branding for Successful Real Estate Professionals, is available for purchase now. Go to craftwrites.com for more information or craftwrites.com/marketing for marketing content.

To buy Chris’ latest book go to The Foundation Book website

Feb 23, 2017

The biggest threat to our focus is multitasking. How do you ensure that you don’t have too much on your plate? Why does multitasking make us less intelligent? Why is it necessary to learn to say no to things that threaten our focus? On this episode, Kurt Francis shares insights from the book The One Thing, and we go deep on applying the principles of the book on a daily basis.


You can do two things at once, but you can’t FOCUS on two things at once. -Kurt Francis

Takeaways + Tactics

We all have a need to be nice and say yes to everything. The problem is it puts other people’s priorities in front of our own.

Most agents would be happier just dealing with clients and not dealing with building a business and that’s why teams work.

When you think you need an hour to get something done, remember it takes longer. You need time to start up, get focused and get into flow.

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At the start of the show we answered audience questions about buyer splits and whether buyer’s agents should be on a team. We also talked about teams and the risks owners and team leaders take on. Next we talked about Kurt’s background and when the book came into his life. We shared the misconception people have about the amount of time they allocate to their tasks, and we also talked about the importance of time blocking. We also shared the dangers of interruptions, “if you get interrupted every two minutes, it takes 11 minutes to refocus.”  Towards the end of the show, we discussed choosing the right opportunities, “A good agent qualifies a seller before they even go to the appointment.”

Kurt also shared;

  • Why multitasking is a lie
  • How solopreneurs can specialize their time
  • How to plan and prioritize when there are so many things flying at you
  • How to align your subconscious with your ONE thing
  • The importance of learning to say no and how that limits interruptions
  • Why our brains get interrupted so often

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By allowing interruptions, we’re not letting ourselves put out the best work, and that’s doing ourselves and the world a disservice. -Matt Johnson

Change from saying “no makes me a bad person” to saying “no is my default setting and I only say yes to things I’m excited about, and only within specific windows.” -Matt Johnson

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The One Thing is getting a lot of traction outside real estate because the principles are universal. A lot slips through our fingers when we try to hold onto too many things at once. Applying the book’s principles comes down to avoiding the thieves of our focus - multitasking, interruptions and saying yes to everything. Ask yourself what the first domino is and line it up. Think about your one thing actively, remind yourself of it as much as possible and apply that vision towards your daily actions.

Guest Bio-

Kurt is an inspirational speaker and Invigorator, based in San Diego. He is humorous, enthusiastic, dynamic and optimistic as he tells you a story that we can all overcome issues in our lives. spoken to groups from small groups to groups of 5,000 people. Whenever Kurt speaks to groups, no matter what group or size, the audience is energized to take action which results in great change. His dream now is to touch as many people’s lives, companies and organizations he can. To get in touch with Kurt, call 858.229.9180 or go to kurtfrancis.com for more information.

Feb 23, 2017

Being good at what you do is required but it’s just not enough to stand out. How do you provide value in the time the customer doesn’t need you? Why are branding activities so necessary to the growth of your business and your attraction of the right clients? On this episode, we talk to Seth Price about being authentically who you are, the power of branding and what it takes to crush it in that realm.

Today, with the attention span of our customers, it’s just not enough to have a good product, you have to provide value beyond the product. -Seth Price

Takeaways + Tactics

You have to be distinctly something in order for people to remember you - nobody remembers a chameleon.

We're all 2 clicks away from obscurity.

Being known for ONE thing is what leads to real business.

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At the start of the show, Seth shared on the work he has done with Placester, and why it’s so important to go beyond being good at what you do. “There’s all the time when the consumer doesn’t need your service. How do you provide value during that time?” Next, we answered a question about hashtags and shared why it’s important to consider local trends for your social media content. We went on to share how branding is connected to business survival, “the gig economy has grown by 70% in the last 15 years. Without a brand you're two clicks away from obscurity.” Towards the end of the show, we shared on the importance of Googling yourself and making sure all information about you is up-to-date and consistent.

Seth also shared on;

  • How to utilize hashtags to amplify your brand content
  • Why brands shouldn’t make their content political
  • The power of being authentic
  • How to create geographically relevant influencer content for your ideal clients
  • Personalizing your content and atomizing it

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Hashtags are important but they aren’t a branding tool, they are an amplification tool. - Seth Price

Putting yourself in the subservient position makes it easier to persuade someone to do something. - Matt Johnson

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A huge part of branding is being distinctive and making a stand about who you are. It’s about renting space in the customer’s mind in the one thing you do. Be clear on what makes you different, find your tribe and spend time adding value to those people. Many people fear that branding themselves distinctly will scare people away. Some people will be repelled, but in the process, you will also attract super fans who truly love who you are.

Guest Bio-

Seth is a brand and marketing strategist with 20 years of digital marketing experience. He’s the VP of Industry Relations at Placester, author of the upcoming book Road to Recognition and host of The Craft of Marketing and Marketing Genius podcasts. As a speaker, writer, and marketing workshop leader, Seth brings levity, mentorship, and a dose of reality to the businesses and entrepreneurs he coaches. Connect with him on LinkedIn https://www.linkedin.com/in/sethkprice/ or follow @sethprice on Twitter.

Feb 22, 2017

The psychology of selling helps you speak the client’s language. What are the questions you should be asking to get to that point? What are the best marketing-based lead gen practices? On this episode, we take audience questions about Facebook ads, optimizing your database, technology and identifying client goals.

Identify what you’re working for, what your ultimate goal is and then put everything towards it. -Greg McDaniel

Takeaways + Tactics

Database optimization: a program like Vyral Marketing allows you to send out videos that are genuinely helpful, and you can also track who is most interested in your content.

If you’re told that a house has been taken off the market, the best handler is leading with curiosity and asking questions so you can identify a need.

Facebook ads aren’t a bad lead source, just a source that requires patience because the audience will take longer to enter the sales funnel.

At the start of the show we answered a question about marketing-based lead gen and how Facebook ads fit into that. We also shared how to talk to sellers who say they are no longer selling the house. We talked about tips for prequalifying and prepping your value-add. We went on to share about new technologies and the impact VR is going to have on real estate. Towards the end of the show we shared the truth about sales, and improving your understanding of the client’s needs.

We also shared insights on;

  • Why Facebook leads take longer than PPC campaigns when it comes to conversions
  • How to use video emails to help the audience and get insights
  • How to determine your client’s core values
  • The current problems with real estate coaching today

Facebook ads take longer to convert because you’re not catching people when they are actively searching, but just when they’re receptive to a message. -Matt Johnson

VR will drastically reduce the number of homes that people go and see in person, but it will drastically increase the number of homes that people view online. -Matt Johnson

Your value-add is going to be a lot stronger when it’s prequalified from a place of curiosity and looking to always help people achieve their ultimate life goals. Facebook Live is a strong way to get your value-add out there - do as many as you can, with the intent of providing information that really helps the audience. It makes a difference when you know a client’s ultimate goal, but it’s also important to know what your goal is, so you can have clarity and put your energy towards coming closer to it.

Feb 22, 2017

Listings, leads and leverage are the engine of an agent’s business. How can you gain more control over your listings, and what can you learn from the people who are winning with them? On this episode, we talk to Get Listings Summit co-founder Andrey Polston, who shared actionable insights on postcards with a 3-5% call-back rate, positioning yourself as an expert and building relationships.

If you can control your listings, you can control your destiny and your future. -Andrey Polston

Takeaways + Tactics

We’re at a 30-year low for first-time buyers. The majority of buyers in the marketplace are second timers.

If you’re newer to the game your strategy with postcards should be direct response, not branding.

You can send out postcards, escalating them right before listing season, then de-escalate throughout the rest of the year.

At the start of the show, Andrey gave us a background of the summit, and how he got started in the business. He also shared lessons he’s learned from real estate rockstars and a postcard strategy he executed in different parts of the country. Towards the end, he shared how his postcards performed well with an older demographic.

He also shared insights on;

  • A postcard strategy that pulls in a 3-5% call-back rate
  • How to start laying the groundwork before you get licensed
  • A script for calling recently engaged people about homeownership
  • How to springboard from a team
  • The three pillars: listings, leads and leverage

Postcards aren’t going to be one card out, one call in. -Greg McDaniel

The worst thing you can do as a real estate agent is leave the base where you built up your business. -Greg McDaniel

Winning with listings is all about becoming an expert in your market. Whether that’s through postcards or geographically specific online content - consistency and leveraging a system promote growth. When you start out, the goal is getting people to respond, and as you level up - you can start branding yourself. If you can bring that value, you can have greater control over your listings and your future.

Guest Bio-

Andrey is the Get Listings Summit Founder & Co-Anchor. He’s on a mission to help 1,000 agents crack $250K GCI per year. Go to https://getlistingssummit.com for more information.

Feb 18, 2017

How do you ignite people’s curiosity when you’re prospecting? How can you use the powers of video to polish up your communication, and improve your door knocking? On this very special anniversary episode of Real Estate Uncensored, Bryan Casella talks about the importance of mental inner work, shortening your learning curve with coaching, and overcoming the insecurity of being in front of people.

When you get polished behind the camera, that progress is going to translate to being in front of people. -Bryan Casella

Takeaways + Tactics

Coaching has the benefit of condensed knowledge and a shorter learning curve.

Door-knocking: wear brighter colors or something to stand out because you want to spark curiosity to make people want to open the door.

When it comes to choosing and setting goals, people live in 3 different pods, the comfort zone, the stretch zone or the stress zone.

At the start of the show, Bryan told us about gaining success from social media, “we’re past the days of just being a realtor or an agent, people want to see your lifestyle and know you’re a real person.” Next we took a question about dealing with running into the cops and another one about what to wear for door-knocking. He also talked about ways to improve your communication and whether name tags are necessary. We went on to discuss goal setting and why agents need coaching. Towards the end of the show Bryan shared the benefits of doing video.

On this episode Bryan also shared;

  • How to use your career as a sales funnel
  • How wearing color sets you apart in door knocking
  • Comfort zones, stretch zones and stress zones
  • Why the foundation of your lead gen has to be prospecting based
  • Why it’s important to take advantage of social media right now
  • The importance of doing inner mental work

When you’re hesitant about something that stretches you and takes you out of your comfort zone, take that as a green light. -Bryan Casella

In anywhere from 5 to 10 years the people with the biggest social media presence are going to be the ones getting the most business. -Bryan Casella

Tremendous changes happen when you change the way you view things. Everything we do and how well we do it comes down to mental inner work. How you choose what you go after is determined by whether you want to remain comfortable or stretch yourself. What you have the greatest control over is yourself and how you respond to challenges and new goals.

Guest Bio-

Bryan Casella is a top producing listing agent based in Rowland Heights, CA. To send Bryan referrals or check out his Door Knocking Mastery product, visit his website, http://www.bryancasella.com/. Bryan also puts out excellent motivational and educational videos on YouTube, check out his channel here: https://www.youtube.com/user/BryanArgentina.

Feb 17, 2017

 

A lot of entrepreneurs have no idea they have business credit profiles, and miss opportunities to access business funds. Why is business credit such a game-changer for agents? How do you build it from scratch? On this episode, Ty Crandall goes deep on building your business credibly, and the routes you can take to access lines of credit.

Everything we figured out that was right came at the tail-end of catastrophic failure. -Ty Crandall

Takeaways + Tactics

There are two ways to build business credit: vendor credit accounts or the cash-credit method.

Think of credit building in stages, you’ll need a total of 10-15 trade lines so you can move into fleet and cash credit.

Building and scaling up a business is all about the process of learning from failure and continuously reapplying those lessons.  

At the start of the show, Ty told us how approaches video, and how he uses Periscope. He also shared how he humanizes the subject of business credit on his videos. Next, we shared on the power of live streaming, and the tools you can use to engage with people. In the second half of the show, Ty went into detail about business credit, and why it’s necessary for entrepreneurs to work on their profiles. Towards the end of the show, he shared what he’s learned from scaling up his own business.

Ty also shared insights on;

  • Why live streamed content is better when it’s deeper and more detailed
  • Why talking with passion makes the audience connect with you
  • How to put together a marketing strategy using Facebook
  • The advantages of business credit and the opportunities it offers agents
  • How to build business credit from scratch
  • The experience of building and scaling a business

What people like about live streams isn’t just looking into what we’re doing, it’s being able to engage with us. -Ty Crandall

Spend as little money as possible, and get as much out of the world as possible. -Ty Crandall

Business credit has been the downfall of many entrepreneurs. It determines whether you can get the funding you need to ramp up, scale and invest. It will fuel your business, and protect you from personal liability. Be aware of your profile and credit score, and start building your vendor credit accounts. Credit can inject your business as you grow, so you have the platform to learn, improve and build on that.  

Guest Bio-

Ty Crandall is an internationally known speaker, author, and business credit expert. With over 16 years of financial experience Ty has become the authority in business credit building, business credit scoring, and business credit repair. Ty has become one of the most well-known, world renowned speakers regarding business credit building and scoring. He has been booked for speaking engagements in many states across the United States and international speaking engagements as far as Singapore. Ty is also one of the most popular speakers at bi-annual Credit Boot Camp in Tampa FL, the largest event for credit professionals. Go to http://www.creditsuite.com/ for more information.

Feb 17, 2017

What are the toughest objections you get when asking for referrals, how do you handle them? How do you overcome the reluctance people often have to talk to real estate agents? On this episode, we answer audience questions about online leads, how to give people a good impression at the front door, and nurturing leads through LinkedIn.

Facebook leads are going to take longer to convert because they didn’t get into your system by actively searching for homes. -Matt Johnson

Takeaways + Tactics

Asking for referrals: mentally lead people by giving them affinity groups to think about.

When you aren’t imitating the script you tone it down and take the power out of it.

You can make more contacts over the phone, but they won’t be as deep as face-to-face contacts.

At the start of the show we answered a question about referral objections. We also talked about the conversion periods of online lead sources. Next, we shared on differences between door-knocking and cold calling leads. We went on to share how to work on tonality when it comes to scripts. Towards the end of the show, we talked about getting leads from LinkedIn.

We also shared insights on;

  • How to lead people to give you referrals and hint at affinity groups
  • Why Facebook leads can take longer than Google PPC ads
  • Why people often fail to get the most out of scripts
  • What we could have done differently last year to get better results
  • Building your referral network with LinkedIn

Don’t go out looking for leads, be a connector. -Greg McDaniel

The fortune is in the follow-up. -Matt Johnson

There’s a difference between marketing to people who are already searching for homes, and people who stumble on your content on their social timelines. The latter is colder so it requires more patience. A key mistake we make is ignoring warmer leads like people who already know us, people we meet through door knocking, and people who are already looking for an agent. Change that mindset and you’ll change your conversion rate.

Feb 16, 2017

 

If you aren’t a value add, you’re a depreciation. How do you ensure you’re a good client advocate? How do you align yourself more closely with the client’s needs and motivators? On this episode we share thought-provoking questions you should be asking yourself to improve your business, and bolster your value add.

One of the big value propositions of an agent is the absorption of the pain and hassle. -Matt Johnson

Takeaways + Tactics

To avoid that “now what” feeling ask yourself what happens right after a client hires you.

Part of your job is to absorb stress on behalf of the seller. To make that less stressful for you, build systems into your business.

Having three letters after your name means nothing if you’re not working on your business by getting regular training and education.

At the start of the show, we answered a question about the best way forward when a seller dies, and your value prop to a FSBO client. Next, we talked about protecting your commission, and questions you should be asking yourself to be a better service provider. We went on to talk about the importance of partnering with a more experienced agent when you’re new to the business. Towards the end of the show we talked about whether or not it’s necessary to join a team when you’re starting out.

We also shared insights on;

  • Your value add to sellers and how to leverage it
  • Why it’s easier to work with a client who has something driving them
  • The importance of documenting your success with clients
  • The necessity of an onboarding process
  • Working on the business vs. working in the business

It’s really hard to be a good advocate for your client when you don’t know what you don’t know. - Matt Johnson

A certification comes into play when it helps you understand at a very deep level, who your ideal client is, and what makes you different. - Matt Johnson

The role of an agent is to advocate on behalf of the client. All the training you acquire and the work you do must go towards that. When you don’t have a lot of experience in the industry, partner with someone who does. Work on your business as much as you work in the business, put effort towards knowing your ideal client better, and having clarity on what makes you different.

Feb 16, 2017

We’re the most connected culture in the world, but the least relationship centered. How does this create stumbling blocks in international referrals? How can brokers and agents communicate across borders, and provide good service? On this episode, guest Erin Koops shares techniques for overcoming cultural differences, eliminating commission breath and getting the most out of your relationships.

Treat every one of your spheres like a family member that you really want to take care of. You wouldn’t want them to fall into the wrong hands. -Erin Koops

Takeaways + Tactics

Be aware of cultural differences - emails might just be seen a spam. Rather pick up the phone and get in touch the warmer, more personal way.

Never lose sight of relationships, if you want more referrals, you have to build more relationships.

Dealing with the legal writing across borders is a whole other ball game. You’re going to need people who are proficient at it.

At the start of the show, Erin shared the biggest mistakes she’s observed when it comes to international referrals, and causes for low conversion rates across borders. She also shared the mindset that people have to approach those relationships with, and how communication differs from country to country. Next, we discussed the importance of being focused on relationships and how to be less self-serving. Towards the end of the show she also shared the importance of understanding legal writing in different cultures.  

Erin also shared;

  • Why you shouldn’t use connectivity to avoid warm communication
  • Why agents fail to acclimatize to how other cultures do business
  • The importance of the first transaction
  • How to be less about the money and more about the client
  • Why it’s important to treat every client like family
  • How brokers can effectively communicate across borders

If you see your work as, “I’m going to generate more dollars for me”, you’re looking at it wrong. -Erin Koops

Don’t use connectivity as an excuse to not get on the phone. -Matt Johnson

Successful international referrals depend on an understanding of cultural differences, and how they impact business. If this isn’t clear, agents and brokers will struggle to acclimatize. While email works perfectly in the US, it doesn’t carry the same weight in other parts of the world. Remember that other countries are lot more relationship based than we are. Manage your client’s expectations, and be open and flexible to resetting your own expectations.

Guest Bio-

Erin Koops is the Vice President of Network Services for Leading Real Estate Companies of the World®. Cross-cultural considerations for real estate agents. Go to www.leadingre.com for more information.

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