Info

Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

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


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


2015
December
November
October
September
August
July
June


Categories

All Episodes
Archives
Categories
Now displaying: Page 4
Apr 17, 2017

When it comes to the action needed to level up in real estate, there's a lot of movement, but not a lot of progress. There’s a lot of fire, but not enough aim. How does this affect teams and how successful they can be at growing? Why is focus so important in building a sustainable team? How does the mega-team conversation affect the whole industry? On this episode, Kathleen Black is back on the show to discuss her experience coaching and consulting with some of the best teams in the industry.

Takeaways + Tactics

Having too many lead gen pillars dilutes your effectiveness.

Compensation structure is one of the biggest mistakes people make when they’re building a team.

In the case of a market correction, teams are going to take more of the market share because they are trained for any ripple or change.

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

At the start of the show, Kathleen shared on the work she does, and we answered a question on one system we would implement in our businesses if money wasn’t an object. Next, we talked about why clarity of thinking is so important in scaling up, and how that can be a difficult thing for top producing rainmakers to do. We also talked about how successful people are incredibly cautious and why that is such a good thing. Towards the end of the show, we talked about what people get wrong with compensation structure, and why teams are more prepared for market corrections.

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

Kathleen also shared insights on;

  • Building your database with the future in mind
  • How she gets her clients to narrow down their focus
  • The importance of humility
  • Why a team leader needs people who can protect them from themselves

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

The biggest problem people have when trying to start a team is the lack of structure and vision. Success comes down to clarity of thinking, and wanting to grow without avoidable mistakes and unnecessary risk. Don’t try to reinvent the wheel, there’s already a proven method, so just go with it. Don’t try to create a car to drive to the top of the mountain one when one is already available. All you need to do is invest in it, commit to it, then you can get to be a visionary.

Guest Bio-

Kathleen has taken her experience as a top-producing Realtor and built it into a dynamic, results-driven consulting company where she serves as CEO, Motivational Speaker, Trainer and Elite Coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping Realtors across Canada and the US build top teams and take their business to incredible levels of success. Go to http://www.kathleenspeaks.com/ or ittakesa.team for more information.


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.

Apr 15, 2017

How do you boost the performance of your Facebook Live videos? What is the big advantage of door-knocking when you’re a new agent? How do you find your purpose and register your own decisions? On this live Q&A episode of Real Estate Uncensored, we answer audience questions about prospecting, social media and mindset.

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

Takeaways + Tactics

The advantage of door-knocking when you’re new is you get to know the neighborhood and the people in it in-depth.

Ask yourself what you felt like you did well last week, and what you want to do better this week.

Individual agents only need to use their personal page, a business page isn’t necessary.

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

At the start of the show, we answered a question about selling and buying at the top of the market. Next, we talked about using your personal Facebook page to market your real estate business and how to blend business content with personal content. We also shared on the power of focusing on your sphere and how that plays into the greater changes we’re seeing in the real estate industry. Towards the end of the show, we talked about the registration of decisions.

We also spoke about

  • The advantages of door-knocking
  • How to use content to establish credibility
  • Comfort zones, stretch zones and stress zones
  • How to create your definite purpose

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

Real estate agents will always have relationships with homeowners. As the industry changes, having and leveraging these relationships will make all the difference, and give you that long-term term business you need. You also need to have definite purpose in everything you do, and that starts with having a purpose for the next day and then the next week. When you meet your targets, let that feeling sink in, and when you don’t, let the frustration and disappointment sink in so you work to avoid it.

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.

Apr 13, 2017

What can you learn from shadowing an agent at an open house? How many times do you have to call someone to get a deal? If you have an interesting past profession, such as being a firefighter, how can you use this to help you in your career as a realtor? These are just some of the questions we answer in this Q&A episode!

Takeaways + Tactics

When you’re assisting on an open house with an experienced agent, every bit of knowledge is invaluable.

Contact people straight after an open house when they are still excited about it.

80% of your deals will come between the fifth and twelfth contact, so keep going and don’t be afraid of rejection.

 ---------------------------- 

 We kicked off the show by talking about what an agent can get from assisting another agent at an open house. We went on to discuss how many rejections you should expect when cold calling people and what tactics to use. We then spoke about how to best utilize your past profession in real estate if it is an interesting one. Greg gave some tips on using video text messages to contact clients and why they work much better than a text or straight up audio message. We finished off by answering a question about agents using discounts and its frequency in the market.

---------------------------- 

 

We also answered questions about;

 

  •      How soon you should contact buyers after an open house.
  •      Using the AM Open House application
  •      Why you shouldn’t screw over someone who has invested time and money in you.
  •      How to pick your broker in an established market
  •      How to work your sphere and the importance of gifts
  •      The Female Agent Objection and how to work around that

 ---------------------------- 

 

Your future is something you always have to keep in mind, don’t get too focused on the now business. Focus more on the long-term play and work with whatever makes sense for you in your marketplace. Be comfortable in what you do, whether that be in the way you work your social media, how you contact people or how you act when you meet people. If you are comfortable in your own skin people will learn to trust you and if they trust you they will want to work with you.

 ---------------------------- 

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.

Apr 11, 2017

There’s a lot real estate agents can learn from politicians. How do you go about meeting people and creating real community relationships? What impact will this have on your business? Are you blogging about the right things? On this episode Franklin Jones discusses creating the right content to attract the right clients, and he shares how his political background allowed him to create a category in his market.

Takeaways + Tactics

Blog about all listings in your area, not just your own. It lets people know that you are ahead of the market and an authority for real estate in your area.

You need to be authentic in your blog, you want people to get to know the real you.

Partnerships are necessary for people to work as a team instead of stepping on each others’ toes and competing for the same leads.

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

We kicked off this episode by talking to Gene Volpe who shared a great website called www.vocalreference.com where you can have people record a short video testimonial that you can then edit and use on your social channels. We then went on to talk to Franklin Jones about his life in blogging and what sort of content he writes about on his blog. Franklin described how he finds out about listings in his area and how he runs his real estate business like a political campaign. Franklin went on to discuss how he has garnered clients by hanging out in his local Starbucks. We finished off by discussing his partnership with Amanda Payne and how they share the workload.

------------------------------ 

We also discussed; 

  •      Testimonials and the use of Zillow.
  •      How Franklin blogs about listings which are not his own.
  •      The branding for his company.
  •      Capping

 

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

People underestimate just how important it is to make face-to-face contact with people and become obsessed with the latest technology instead. You need to get out there on the streets and start talking to people and building real relationships so that you become a respected and well thought of member of your community. Run your business like a political campaign; get out on the streets and meet people. Think of your blog as a microphone and your advertising department as your Chief of Staff then you can begin to get more out of your business.

 

 

Guest Bio-

 Franklin Jones has been in real estate for 12 years and has been an avid blogger for most of them. He currently works in partnership with Amanda Payne in Columbia, South Carolina. For more information and to contact him, head over to his website; http://www.teamfranklin.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.

Apr 10, 2017

Are you getting the most out of your social media? Chances are, probably not. Which platform is now considered dead, and which platform should you take advantage of? In this episode Ronny Philip will show you how to use Snapchat, Facebook Live and Instagram to help you reach and approach new clients in a different way. Ronny will show you the best ways to build real relationships with people that will lead to more clients for business in the future.

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

Takeaways + Tactics

Your 1st step on social media is to be your authentic self - talk about the things YOU care about.

Use Snapchat, IG and Facebook Messenger to build relationships first. Referrals follow naturally.

Snapchat is THE platform for connecting with millennials

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

In this episode Ronny began by discussing the best ways to connect with millennials and how to piggyback off that relationship to connect with people they may know who are older and need a real estate agent. We then went on to discuss the new features that Facebook has recently brought in such as Facebook Messenger Day and the ways you can use these. Later in the episode Ronny discussed how best to organize your Facebook feed using the ‘See First’ feature and then went on to discuss the best ways to use Snapchat.

In this episode we also discussed;

  • Facebook Business pages and the algorithms Facebook uses to rank posts.
  • The best ways to comment on Facebook.
  • Wearable technology from Snapchat.
  • The death of Twitter

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

The ways in which you use social media are extremely important in creating a brand and helping you find new clients. It is important to be authentic on social media, that is your marketing. If you can create genuine connections with people through shared commonalities, then you will have stronger, more valuable clients. The stronger the bonds you share with your clients, the more likely they are to refer their friends and families to you, and the more clients you will get.

Guest Bio-

Ronny Philip is an agent at Keller Williams Realty and a social media expert. You can follow him on his social media accounts @ronnyphilip or email him at ronnyphilip@kw.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.

Apr 5, 2017

95% of everything we do is just auto response, and based on the beliefs we’ve programmed. Why is it so important to work on reprogramming our limiting beliefs? What mistake do we make in our understanding of failure? How do you get self-confidence? On this episode, Wayne Salmans returns to give us more insight on mindset, overcoming challenges and changing our stories.

Am I going to be limited by my resources or am I going to be unlimited because I am resourceful?  -Wayne Salmans

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

Takeaways + Tactics

Failure isn't a tattoo, it's just a bruise.

You don't FIND self-confidence, you GO GET IT.

Dig deeper and ask the hard questions to get to the root of your limiting belief. Awareness is half the battle!

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

Resources + Links

Greg’s Favorite Scripts - Prospecting, lead generation, objections handlers and much more. Each script comes with video links to see the script delivered with proper tone and phrasing

Subscribe on YouTube

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

At the start of the show, we answered a question about handling the “your company is too small” objection. Next, we talked about what we’ve observed in our Rockstar Prospecting course, and how a lot of people’s issues have more to do with personal development than skill. We also discussed how to go about uncovering your own limiting beliefs and the importance of taking advantage of the compound effect. Towards the end of the show, we discussed what causes fear of success, and what causes us to drift from our goals.

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

Wayne also shared insights on;

  • How to get clarity on an objection
  • Why positive affirmations are so necessary
  • Why thoughts come from programming
  • How to solve road rage
  • Drift and why so many of us fall prey to it

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

Before you can make an impact in the world, you have to save yourself. To make that possible, awareness is half of the battle. A lot of our reactions happen so fast that it feels like we don’t have a choice, but we can change our response by hacking into our reactions. Identify the limiting belief, and then commit to exploring the opportunity to disprove it. To overcome the negative things that try to defeat us, we have to pour in the good stuff and free our own minds.

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

Fear of success is fear of failure at the next level. -Matt Johnson

We miss our goals sometimes because we just naturally drifted to something that was easier, we drifted to a lesser goal. -Wayne Salmans

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

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.

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

Free download - 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.

Apr 3, 2017

 

 

Real estate agents are making avoidable mistakes when delivering listing presentations. Are you burying the homeowner with too many numbers? Are you distracted by your phone? Do you bring a gift? In this episode, Derrick Evens, who has witnessed over 65 listing presentations from top agents, shares his top tactics for winning more listings by giving better presentations.

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

You can’t show up for a listing presentation empty handed. You have to show them you aren’t someone who is outside of their circle, you are inside of their circle. - Derrick Evens

 Takeaways + Tactics

Winning the listing comes down to one element - trust

Why you should never show up empty handed (and what to bring)

Get your information across in the form of questions

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

In this episode we talked about ways to find material for your videos by simply going through your sent box and seeing the questions you have replied to. Next, Derrick talked about his show ‘Win This Listing’, and gave us a number of tips to win listings, including the need to be present and not on the phone. He also shared on the gifts you should bring, and when it is best to discuss numbers with the homeowners.

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

Derrick also went on to talk about;

  • The importance of not saying anything negative about the home until you are signed on
  • The importance of being relaxed and being able to laugh and joke with the homeowners
  • The fact that homeowners value how available you are

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

Availability matters to homeowners a lot more than a long list of homes you have sold, so be 100% present in your interaction with them, Show that you can be an available partner in this process. Homeowners want to feel like you’re part of their circle, and that you see all the great things they see in their own home. By changing your approach to listing presentations, you can become the most appealing agent to homeowners. Remember, building trust is the paramount goal.

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

Agents think how many deals they do every year is very valuable. What homeowners think is valuable is how available you are. –Derrick Evens

Homeowners want to believe you believe in the property as much as they do, and that you see all the beautiful elements in it. –Derrick Evens

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

Derrick Evens is the host and creator of the reality television ‘Win This Listing’. As such he has seen over 65 different listing presentations from some of the best agents in the San Diego area. To find out more information about Derrick head over to SmarterSanDiego.com for more information, connect on LinkedIn https://www.linkedin.com/in/mrcredit or follow him on Twitter @MrCredit.

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

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.

Apr 2, 2017

 

 

How do you explain options to clients who want more money for their property than it is worth? What do agents get wrong about brokers and their role in their work? How do you manage your time and make sure you’re putting it to good use? On this episode, we field a number of questions from the audience. We cover scripts, dialers and lead generation.

You are employed by your client and you need to go and represent their interest with the best knowledge possible. –Greg McDaniel

 ----------------------------------

Takeaways + Tactics

Don’t ever call a cell phone through an electronic dialer. If you get caught, there is a $16,000 fine attached to every cell number dialed.

In order to have a really good real estate business, you have to spend about three hours a day on lead gen.

There is a fundamental misunderstanding that your broker is there to provide you with leads and that is almost never the case.

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

On this episode we shared how to discuss options with someone who bought in a down turn now that the market is in an upswing. We also answered questions on how to deal with clients who say an offer is not high enough. We went on to discuss how to deal with a seller who doesn’t know where they want to move to and how you can help them. We finished off by discussing what brokers actually do and the misconceptions people have about them.  

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

We also spoke about;

  • Our new podcast Get Now Business coming in May
  • How to manage your time if you only have a limited number of hours a week
  • Mojo versus Vulcan and the pro’s and con’s of electronic dialers
  • Dealing with properties that have multiple offers
  • How to organize your follow ups and how important it is to keep calling

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

There are a whole host of mistakes that agents make when talking to either clients, agents or brokers. You can avoid these pitfalls with the right knowledge and scripts that will be helpful in scenarios where you have to deal with these people. Start using these today to help grow your sphere, and make more positive connections. This way, you can actually generate the leads that will be the engine of your business.

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

Essentially your broker is there to give you a place to hang your license and they are counting on you working your sphere to bring in 5, 10 or 15 deals a year. -Matt Johnson

If you’re not good enough, celebrate it. Write down all the things you suck at, and try to become better. -Greg McDaniel

--------------------------------
Free download  - 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.

Apr 1, 2017

When it comes to database, interpersonal relationships beat prospecting with little personalization. How do you reconnect with your sphere of influence? How do you construct effective emails? In this episode Frank Klesitz shares the best ways to get more out of your database and he gives specific guidelines and scripts to help you achieve this.


The one thing that will give you a competitive advantage is the relationship you have with homeowners in the local community. –Frank Klesitz

Takeaways + Tactics

Internet lead generation is getting more competitive and more expensive. You can choose to play that game at a high level, or focus on niche local communities.

A cleaner database that will respond to you is more valuable than ten thousand leads that don’t care about you or what you have to say.

The home owners in your city do not want to hear from you that much. Twice a month is good with a monthly mailer, anything over that is overkill.

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

In this episode Frank Klesitz talks about about database marketing and why you should be forming actual relationships with real human beings that happen to own homes and not going after random buyer leads. Frank explained to us how Vyral works and how he got started with it. He then went on to discuss how to go about reconnecting with past clients, your centers of influence and homeowners. We then went on to discuss Facebook marketing, social media content and how best to utilize them. Frank then went on to discuss the best ways to get someone’s email address and how you should construct the emails you send out to people.

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

We also discussed;

  • Market predictions
  • The need to target hyper local areas
  • What database means to Frank
  • How to find content for your videos
  • Strategies for building your database
  • How often you should reach out to people

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

The ways in which people got leads in the past with online resources are becoming less successful due to oversaturation and over-pricing. Now it is about creating a clean database, filled with people who actually want to hear from you, rather than tens of thousands of people who don’t care about what you are sending out. This is how you can radically transform your prospects and become more successful today.

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

When you have this list of people, we let them know that they can opt out and we let them know what our intent is. It should look like a personal email that you wrote in Gmail. -Frank Klesitz

Focus on listings, that is the name of the game. The buyer leads you get from signs are the highest quality. –Frank Klesitz

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

Guest Bio-

Frank Klesitz is the CEO of Vyral Marketing, Vyral Marketing helps professionals and small business owners get more referrals and repeat sales from their #1 asset - their existing customer database. For more information about Frank head over to https://www.linkedin.com/in/fklesitz/

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

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 27, 2017

 

Identifying and implementing what moves the needle in your business and personal life is the key to success. How do you put as much focus on your emotional hygiene as you put on your physical hygiene? How do you branch off into other forms of leads? How do you capture the most valuable attention? On this episode, we are joined by Gene Volpe and Aaron Wittenstein who share their insights to take your real estate business to the next level.

Having your name brand out there without having to try, is a really big deal. -Gene Volpe

 Takeaways + Tactics

If you’re consistently doing online video shows and selling advertising in between, you can capture valuable eyeballs.

When hiring people, don’t skip the steps of getting them trained, or else you’ll throw them into the fire too soon.

If you want to make money, you can either personally develop your skills and leverage them, or go down the path of leadership, and leverage other people.

 

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

 

At the start of the show, we talked about the new Facebook story function, and we shared on overcoming fear. We also shared on how to get your name brand out by attracting eyeballs, and maximizing it with advertising. Next, we talked about comfort zones, stretch zones and stress zones. We also discussed the importance of being intentional with what you have, and the book The Code of the Extraordinary Mind. Towards the end of the show, we talked about how developing yourself into an A player will help you attract A players into your business.

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

We also gave insights on

  • The best advice we give other people we need to follow ourselves
  • Why you need to get over yourself if you want to succeed with video
  • Developing seven streams of lead gen
  • The 6 suppressed elements of daily success
  • Meditation and Mindset




Replay CTA

 

If you want to stay ahead of the curve, you need to pay attention and be more intentional. In the same way you don’t wake up and start the day without cleaning yourself up, you can’t successfully start the day without a routine that optimizes you emotionally and mentally. Personal development is directly linked to business development and leadership. Have an overarching mission for your week to move the needle forward, put out valuable content to get a valuable audience and remember, to get better, you have sacrifice who you are for who you want to become.


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

The things that are crazy about you, are what people consider endearing. Gene Volpe

The people that really make money, have a specialized skill but they are also great leaders, who attract other leaders and they are able to let those people run with it. -Matt Johnson  

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

Aaron is a full-time, full-service Realtor, whose expertise as a seasoned real estate agent gives him a well-rounded background that will benefit a first-time home buyer, a home owner veteran, investor, or a returning client. His qualifications include 15+ years of fast-track sales experience in diverse business environments, with 12+ years in real estate. Having been fortunate to work under multi-million dollar producers, he has extensive knowledge of the real estate business which will fully maximize his clients’ satisfaction. Go to https://www.facebook.com/groups/gotobjections/ to join his group.

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

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.

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

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 24, 2017

 

YouTube is only second to Google as the biggest search engine for video. What do you need to start making your own videos? How can videos bring efficiency to listing appointments? How does the medium make you more relatable? On this episode of Real Estate Uncensored, Amy Broghamer is back to talk about opportunities in video and her tactics.

The two things people size up when they meet you right away. They decide if you’re trustworthy or warm and they decide if you’re competent. -Amy Broghamer

Takeaways + Tactics

So many people are out there trying to create content when all they should be doing is documenting what they’re doing.

70% of people prefer to watch a video than read a block of text.

In 7 seconds people can determine whether they can trust you and if you know what you’re talking about.

Imperfect video that doesn’t look professionally produced actually gets more engagement and makes people to trust you more.

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

At the start of the show, we shared data on video and why you need to be adopting it into your marketing strategy today. We also shared on the role video can play in getting people to like and trust you. We also discussed finding the right length for your video, “the less you know someone, the shorter your video should be.” Amy also talked about engagement, and we discussed how it makes you more attractive to the Facebook algorithm. Towards the end of the show, we shared on the importance of lighting and sound, and we also talked about video on other social platforms.

Amy also shared insights on;

  • Video setup and the tools you should use
  • Why you shouldn’t use a script or a teleprompter
  • Long-form vs. short-form content
  • The efficiency of video
  • The drawbacks of Instagram live video

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

The more engagement you get on FB Live, the more the algorithm will know that it’s valuable content. -Greg McDaniel

Implement now, perfect later. -Amy Broghamer

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

If people like you they’ll listen to you, and if they trust you they’ll do business with you. You have to start establishing that trust and connection, and if you can do that with video, you’ve got a head start and you’re setting yourself apart right away. The goal isn’t to be have a TV grade video, so don’t worry about how you look or how you sound, just bring value. People will be attracted to how relatable you are.

Guest Bio-

Amy is a Realtor based in Cincinnati, Ohio. Her selling background is one of her major strengths as a realtor, along with her ability to be direct and honest with her clients as well as caring for their needs as she guides them through what can be an overwhelming time in their lives. Go to http://amybsells.com/ for more details.

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

To download bonus material, and stand a chance to win a camera go to https://amyb.com/reu/.

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

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 24, 2017

You can’t pull someone out of their house, you can only draw and entice them out. -Greg McDaniel

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

The real estate market keeps going up, and it’s lulled us into a false sense of security. What can we expect to change? How can we articulate to clients the difference marketing will make if they want to get the highest selling price possible? On this episode we answer these questions and other audience questions about door knocking, open houses and interest rates.

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

Takeaways + Tactics

Marketing is the difference between whether a home sells in the sweet spot, towards a lower end of the market, or the higher end of the market.

There’s a bubble in the American economy somewhere that’s propping up real estate values, but it’s not sustainable.

80% of your business lives between the 5th and 12th call.

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

At the start of the show we answered questions about following up with unrepresented buyers at open houses and buying leads on Zillow. Next, we talked about the importance of not pushing people to sell, and the fact that we’re likely to have a market correction soon. We went on to share the different price ranges a home can sell for depending on whether it’s marketed or just put on the MLS.

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

We also shared insights on;

  • Our favorite parts about being in real estate
  • The importance of closing the deal only if it’s in the best interest of the client
  • How interest rates are being held artificially low
  • How to do forward work to impress clients

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

You want to be a great consultant with sales skills. -Matt Johnson

The difference I’ve found for selling at the low end or the high end is the marketing that goes into the property. -Matt Johnson

-----------------------
If you try to pull or push a seller out of a house, or you’ll do is push yourself out of a contract. The key thing is to be a consultant who also has the ability to sell, only when it is the best interest of the client. The burden of proof is on us to show value and professionalism. It’s our job to show clients the difference marketing makes in them achieving their ultimate goal - selling their home at the best possible price.

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.

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

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

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

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.

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

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.

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

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

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

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

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

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.

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

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.

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

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.

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

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.

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

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

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

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

-----------------------------
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.

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

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.

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

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.

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

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

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

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  

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

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

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

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.

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

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.

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

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.

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

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

 

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

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

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

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

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

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

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.

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

 

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.

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

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.

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

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

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

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

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

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.

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

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.

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

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

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

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

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

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

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

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.

 

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

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.

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

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

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

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

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

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

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

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.

 

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

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

 

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

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

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

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

 

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.

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

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

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

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

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

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 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.  

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

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

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

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

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

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.

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

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 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

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

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.

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

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

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

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

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

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

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

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.

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

 

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

 

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

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

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

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

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

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

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.

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

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

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

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

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

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.

1 « Previous 1 2 3 4 5 6 7 Next » 13