Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

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






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Jun 23, 2018

Agents often have a hard time benefiting from new softwares and technology, even though most agents use at least a CRM. How can technology bring the “wow” factor and help you get the listing? What is the biggest money waster in real estate? How can you integrate every software you have and simplify your processes? In this episode, Chace Oldmixon, Gene Volpe, and Karri Flatla talk about technology, selling homes in neighborhoods with new constructions, and making your listing stand out.

Tech can help, but you actually need a system for how you want things done. - Matt Johnson

Three Things We Learned

Drone photography brings the element of novelty to the table

Novelty is a powerful tool. Call your videographer to the listing presentation and whether you give us the listing or not, this drone footage will be yours. While drones are not a new technology, they’re still underused, and it’s often exciting for the homeowner to see how much you invest into the presentation of their home.

Technology can often be overwhelming

There are many CRM’s that do the same things but are marketed to different markets. Agents often end up paying more for software that overcomplicates things, or for technology that they never use because they don’t know how to use it. You don’t need a sophisticated software if it doesn’t make your life easier and isn’t integrated into your current systems.

Faulty lead systems are the biggest money wasters in real estate

One of the biggest time and money wasters in real estate is not nurturing the leads you’ve paid for. Building an online presence, funnels, and paying for advertising are useless if you don’t have the resources to follow-up on each lead within minutes.

Technology is supposed to make your life simpler and integrate perfectly into your systems. But in many cases, software makes an agent’s life more complicated because it requires a learning curve. Also, when you work with many types of software, things tend to get complicated because you need to transfer the data needs between them. Before you purchase any piece of software, make sure that you have an integration system or you work with someone who can help you pick the software you need and know how to use.

Guest Bio

Chace Oldmixon is the founder of Chace Oldmixon consulting and the consumer evangelist at Real Sync. He has a background in sales and now helps brokerages and team leaders figure out how they can integrate technology into their systems and make their lives easier in the process.

Karri Flatla is an experienced realtor and team leader with a background in marketing. She worked as a copywriter and web marketing consultant. Today, she is the team leader at Karri Flatla & Associates in Lethbridge, Canada.

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at

Jun 22, 2018

Agents are often times confused about the many options they have when it comes to growing their new business. Should you partner up with a mortgage loan office, and how can they help you get more leads? Is cold calling still a viable option? What’s the best way to contact someone and ask for information from them? In this episode, Robert Wilson Ring shares how you can grow a new business and talks about what a mortgage loan office can do for you.

An add won’t hold much power in the future unless it’s strategically done. -Greg McDaniel

Three Things We Learned

What you should expect from a mortgage loan officer

As a real estate agent, you need to find a mortgage loan officer that does more than just help your buyers find a mortgage so you can close the sale. This could translate to helping you with your advertising efforts or working your sphere. But you also have to keep in mind that a mortgage loan officer earns only one-third from the commission you make, so it’s not realistic to ask from them for 50% of the advertising expenses.

Cold calling is no longer as effective as it used to be

Both buyers and sellers are flooded by sales calls. As a consequence, they grow immune to it. New cold calling involves going through a list of people you already know and are in contact with.

The best way to attract someone's attention is to show them how you can bring value

If you call someone and lay the process out on how you can help them convert more or what your lead generation system is, you will receive some call backs. But if you don’t go in-depth with how you can help, you won’t be able to stand out.

Both for real estate agents and for mortgage loan officers, there is a shift towards the direction of branding, building relationships, and trust. Because both buyers and sellers are bombarded with calls and emails, the marketing message gets diluted. As a result, the best way to grow your business and get a competitive advantage is to nurture the people who already trust you and keep in touch with them on a personal level. This can be done via send-out cards with their photo and a personal message or email.

Guest Bio

Robert Wilson Ring is a branch manager and a mortgage advisor at People Home Equity, Inc.

He is also the founder of Robert Ring Team and part of a humanitarian program that helps orphans in Africa. His specialty is helping first home buyers and sellers get the best interest rates and mortgage packages.

Jun 20, 2018

Productivity in a fast-paced world is a struggle, especially when there always new things appearing on our plates. But what does it mean to be productive as a real estate agent? How can you shake off the feeling of not being productive enough? And how do you fix the lack of drive? In this episode, we speak about how to become more productive by narrowing your focus.

What’s the one thing I can do that makes everything easier or unnecessary? -Matt Johnson

Three Things We Learned

How to shake off the guilt of not feeling productive enough

Sometimes we may appear to be productive to the outside world, but if we don’t do the things we think we should to, we still feel lazy and unproductive. Sometimes we avoid doing hard and uncomfortable tasks, but it could also be that we might set unrealistic expectations for ourselves.

You can have fun and work at the same time

Social media platforms are often labeled as time wasters. But if you’re spending time on Facebook, you could also contact people. Post useful content and stay in touch with previous clients and prospects. Many people are willing to work with a real estate agent but never do because some agents aren’t keeping in touch.

Ask yourself what lifestyle you want and what you are willing to sacrifice for it

We often fail to get started or lack motivation due to the fact that our why is not big enough. If we aren’t willing to make the sacrifices needed to reach our goals, then we might be running in the wrong race or seeking to accomplish something we may think we should rather than something that will make us happy.

The biggest reason why we get overwhelmed is because we don’t eliminate all the tasks that aren’t as important to our goal. As a consequence, we set unrealistic expectations, and when we fail to reach those, we feel miserable. Focus on picking one thing, the one thing that makes everything else unnecessary or easier to do, and include it in your daily schedule.

Jun 16, 2018

The rise of internet has brought more lead sources, but few of those leads convert. What are your options when it comes to attracting leads that are more likely to convert? Why is Facebook a better lead generation platform, and what kind of content should you use? What kind of content should you post on groups? In this episode, James Rembert shares the strategies he uses to help his clients ditch Zillow and get more sales from Facebook.

Video is essential, and as much as we want to take that as an option, video is not an option for us as agents. -James Rembert

Three Things We Learned

Home evaluations no longer work

When everyone offers the same thing, the message gets diluted. Paid advertising is all about unexpected, high-quality content that your audience isn’t seeing every day. The easiest route to creating interesting content is to write home lists or guides about the neighborhood where the property is found, or anything lifestyle driven.

Leverage Facebook groups

Find Facebook groups with people that you have something in common with, or with people that you know need your help. If you are an agent who is into fitness, join a fitness group. You never know when someone on there will be interested in watching a video about a park in your neighborhood and the houses listed on there.

Leads are a byproduct of building relationships

Facebook is great for getting your message out there, but it won’t generate leads. The relationships you build are your lead generators. Social media platforms help you get more eyes on your content. The challenge is to create content that is of interest to your audience, and build a relationship with them.

The strongest relationship builder is video. People love stories, and the most attention grabbing way to tell a story and share all the details is using video. The secret to successful videos is focusing on the quality of the information you provide without even mentioning that you are a real estate agent. If they are interested in finding out more, they will click on your page and find out what you do for a living anyway.

Guest Bio

James Rembert is the Zillow Killer. Using Facebook, he provides marketing solutions to real estate agents who want to get high-quality leads without investing large amounts of money in platforms like Zillow. You can find out more about James and his work at and for coaching you can find more information at

Jun 15, 2018

We all have time consuming tasks we don’t want to do, but when is the right time to hire an assistant, and how much should we pay them? Should we look for assistants who have a similar personality to ours? What traits make an assistant great, and how can expensive is the turnover? In this episode, Kathleen Metcalf speaks about how picking the right assistant can make your life less stressful and help you earn more.

Most of the tasks you need a real estate agent to do, do not require a real estate license. -Kathleen Metcalf

Three Things We Learned

The perfect assistant is good at doing the things you hate

The secret to success is not constantly pushing yourself to do the things that make you miserable but finding people who are willing to do it for you and enjoy the process.

When you hire, make sure you don’t select a candidate who wants to be in sales or one that has your personality. You need someone who is all about systems and details. If you hire your clone, who is going to do the tasks you hate doing?

The formula for compensation

In the employment realm, compensation has to make sense in the context of the market, the value brought to the table and how much you are willing to pay. You should aim at earning at least 4-5 times more than you pay your assistant and move up to 9-10 times. But in order to move up on the scale, you need to make the hire in the first place.

Turnover is expensive

When you find someone that makes your life easier, make sure you have at least 3 months on your payroll in case you are experiencing a dip in business. Excellent assistants are hard to find and training someone takes both time and money. In the long-term, you are saving money if you work on keeping your turnover rate low.

The right assistant is detail and system oriented and doesn’t have any ambitions for the sales department. You have to make sure you don’t hire a wannabe agent but someone who enjoys administrative tasks. High-quality assistants are hard to find, and this is why when you find one, even if your business takes a dip due to a market shift, it’s wiser to keep your assistant instead hunting for a new one and training them.

Guest Bio

Kathleen Metcalf helps business owners find solutions to their problems and improve their communication with their team. She served as a bridge between entrepreneurs and assistants for over 6 years, and she was herself an assistant to top producing real estate agents. You can find her free guides to hiring, training and coaching at

Jun 12, 2018

Building a real estate business that spans over decades and market shifts takes more than hard work. What is the philosophy of the real estate business owners that manage to build a legacy? What’s the importance of building a reputation and how can you avoid staining it? And most of all, how do you build a safety net when you have slow months? In this episode, we are so excited to have the Grandmaster himself Terry McDaniel, on the show. He shares how his journey started 42 years ago and how he build a business from scratch.

A lead from the internet in my opinion is not a lead, it’s a response.- Terry McDaniel

Three Things We Learned

Don’t rely on coming up with the right answers on the spot

Potential clients have sometimes tough questions for you, you can’t come up on the spot with the right answer for everything. Some conclusions your prospects have are illogical from the beginning and you can’t fight that. But for the ones who are looking for solutions, you should have a script otherwise your answers won’t be satisfying.

Keep a clean reputation

Don’t do anything that you wouldn’t want to see in the newspaper. A reputation is hard to clean. Your job is to serve people and sometimes the best decision is not selling right now. You might lose some quick money but you win the respect of a prospect for life.These people will contact you when they are in need and refer you to others as well.

Have a safety net

Sometimes the clients you think you have in your hands will walk out and do business with someone else. You have to have a safety net, leads that you constantly nurture and communicate with. You never know when you touch someone on a personal level, even with a simple gesture such as a box of chocolate.

The real estate business is a people business, you won’t last in this industry for long unless you look at your job as a server of others. The best way to attract both sellers and buyers is to maintain a clean reputation. To do so, you have to work in the your client’s interest, even if it’s against yours. Sometimes the home shouldn’t be sold right now because the demand is low. This kind of attitude will get you remembered by your prospects and when the time is right for them to sell, you will be their agent.

Guest Bio

Terry McDaniel started his real estate business from scratch 42 years ago. He was long enough in the real estate industry to see how the technological advancements changed the game what it takes to build a long-lasting, successful business. Terry graduated with top honors from the the University of Wisconsin graduate business school and he is an active member in the Community Presbyterian Church.

Jun 9, 2018

Many real estate agents fall into the trap of doing what everyone is doing when it comes to branding, from advertising themselves as jack of all trades to using cliches in their tagline. But what message do you send to your prospects when you put “honesty”, “integrity,” and “trust” in your business description? Does it say something useful about what you do? Should you advertise yourself as a jack of all trades or go niche? In this episode, Tonya Eberhart, Michael Carr, and Gene Volpe talk about the power of narrowing your focus and avoiding cliches.

People don’t do business with a logo. They do it with a person. -Tonya Eberhart

Three Things We Learned

Marketing is all about standing out in the crowd

We sometimes end up doing the same thing as everyone else. When you start building your own brand, don’t just look at your skills and knowledge, but also at your personal traits and interests. What can you do to humanize your image?

Go niche

All of your marketing efforts should speak to your ideal customer. This not will only set you apart but it will also help you build a reputation in your segment. Many agents fear going niche. But by doing so, you aren’t excluding everyone else; you’re just narrowing your focus.

Avoid describing your business using cliches

Values such as high-quality service, trust, integrity, and honesty are plastered everywhere, yet they say nothing because everyone is using them. Worse, nobody believes agents that describes themselves like this. When you describe your business, you need to use something specific about your service that nobody else can offer in your area.

Many real estate agents believe that they should be experts in all areas of real estate, and this is what you were probably told after you got your license. But the truth is that you can’t do it all and maintain the same quality in all areas. Going niche is one of the shortest paths to getting recognized as an expert, especially if you focus on your buyer persona instead of hunting everything that moves. If someone needs help with finding a luxury home near a river, and you advertise yourself as the expert in that area, you will probably win the listing over someone who says he or she is a jack of all trades, simply because being an expert in all areas is less believable.

Guest Bios

Tonya Eberhart is a speaker, author of three books, and the founder of Brand Face. She helps real estate professionals, business owners, and improvement professionals build their brand and land more clients. One of the books she wrote, BrandFace for Real Estate Professionals, is written in collaboration with Michael Carr, a top selling real estate auctioneer.

Michael Carr is a top real estate auctioneer. He started his journey as an auctioneer in 1991, and in 1994 he got licensed as a real estate agent and made a shift towards selling homes. During his 24 years of experience, he has been involved in over 68,000 home sales across the country. Currently, he is the CEO of Michael Carr & Associates.

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at

Jun 8, 2018

Both sellers and buyers work with the agents they know well, not the agents they’ve never heard about. How do you make sure more people know about you? Should you post content on social media? Should you market yourself as a jack of all trades or as an expert in one niche? In this episode, we talk about the importance of being top-of-mind and narrowing down your focus.

This is a game of eyeballs and ears. If we can capture the eyeballs and we capture the ears, we can get the business. -Greg Mcdaniel

Three Things We Learned

Find a category where you can be king

If you are new to the area and surrounded by older agents, it’s harder for you to be on top when your competition has been around for 10 or more years. But you don’t have to be the top Realtor. You can be the listing expert, or whatever suits your skills and talents. You don’t have to market yourself as a jack of all trades.

The 80-20 rule for content creation

Many agents either create too much content that has nothing to do with real estate or content that is only about real estate. You have to find a sweet spot between being someone who is just a realtor and posting content for fun. You need to humanize your brand, but at the same time you have speak about what you do for a living. If you can do 80% fun and 20% business, you are not going to fail.

Narrow down your focus

You may get mentally bored and try to focus on three things at the same time. But marketing is all about focus, not about going wide. Instead of building two businesses at the same time or trying to break into two niches, focus on only one. Unfortunately, most of these ventures fail because you can only spread yourself so much.


Your audience won’t remember you if you don’t find a way to stand out. In a competitive market, the riches are in niches and uniqueness. Everyone says they are the best agent in the area, but that doesn’t really say anything about them. You have to be more specific about what you do and why they should work with you. The best way to get other people to remember you is to be more than the realtor who pushes listings on social media. At least 80% of your content should fall under the “fun” umbrella, the type of content that shows your human side. You don’t need more than 20% to be focused on your business. If they like you and they know what you do, they will come to you.

Jun 6, 2018

Technological advancements scare us. What if we will be replaced? Should we look at new tools as helpers or enemies? Will administrative work be mostly replaced by AI? How will technology impact the way people socialize? In this episode, Gene Volpe shares his insights on how agents will be forced to embrace the technology or get left behind.

I don’t think we are really that far off that day of Alexa taking care of initial stages of buyer consultations. -Matt Johnson

Three Things We Learned

Google assistant might replace some of the admin work

Some assistant and admin work might disappear because Google is working on an assistant that will speak to service providers, clients, etc. Alexa is also not far behind from dealing with the initial stages of buyer consultations.

Adobe Capture CC takes photos of designs and saves the font and colors

If you’ve ever had someone design a brochure, you know how hard it is to recreate it. First you have to look for a similar font and then you need to pinpoint the right color. Adobe Capture CC helps you find both the font and the color just by taking a photo of a design you like.

Social media will be a shield against direct contact

Nobody answers to phone numbers they don’t know anymore, but everyone reads their texts. Social media will work as a shield between aggressive salespeople who want to push their services and prospects. You will no longer give a phone call unless the prospect gives you their contact information and is ready to move to the next stage.


Technological changes will force real estate agents to go full-time and learn more about technology and how people want to be contacted. Some people may lose their jobs, but those who learn how to use technology as tools to sell more and make their lives easier will thrive.

Tools such as Google Assistant and Alexa will only get better in time, but they won’t be able to replace human contact.

Jun 2, 2018

Converting leads over the phone is getting harder and harder. But why does this happen? Do people no longer want to be contacted over the phone? What is the best platform to be on right now as a real estate agent or team leader? On this episode, we discuss the death of phone prospecting in the near future and the rise of social media.

Now we are starting to use the phone as an insular so we don’t have to talk with the people we don’t know. -Matt Johnson

Three Things We Learned

Prospect on the right platform

Newer platforms make people more open and willing to look at content published by strangers. Facebook has already become a place where it’s harder to go viral and create business accounts that thrive. The reason behind this is that it’s users are more interested in the posts of their friends and family as opposed to content pushed by businesses. Instagram is now the platform where you should be promoting your business. It’s both new and popular enough to expose your content to a large audience.

Calling prospects will disappear in the near future

Calling prospects will either become illegal or it will no longer be culturally accepted. Most people don’t pick up the phone if they don’t know who is calling. Social media, on the other hand, is a safer way to interact. Platforms like Instagram attract through their novelty, and they don’t make people uncomfortable either.

Don’t ask people to buy from you

Nobody wants to be sold to. As a result, messages where you ask people to contact you if they need your services rarely work. Focus on building rapport first. You can’t ask for somebody’s trust and hard earned money if they don’t know who you are and what you do.

People are attracted to novelty. In the past, we were more open to picking up the phone and interacting with strangers. Today, we are no longer comfortable speaking with people we don’t know. Social media platforms are the same. In the beginning, we are attracted by its novelty and are more open to connecting with strangers. As time passes, we are less likely to connect with people outside our family, friends, and business contacts. Platforms like Instagram, where there is still novelty, are the places to go and push content to promote yourself.

May 30, 2018

Negotiating skills are something that you can’t survive without in this industry. But who are the people you shouldn’t try to negotiate with? Is there a subtle way to market yourself to home sellers? How do you kick start negotiations with expired listings? In this episode, we answer questions on how to become a better negotiator.

We can say pretty firmly that 1 to 2% of the purchase price is at stake during the negotiation phase. -Matt Johnson.

Three Things We Learned

Don’t waste your time with sellers who overestimate the value of their home

There are some sellers out there that can’t be convinced that their home is worth less than their estimate, no matter how many market reports you show them.

Many agents hope that after the demand is increased and the price of the home will go up, the home will be easier to sell. Unfortunately, these type of sellers keep an eye on the market again and if the prices go up, they will overestimate their home once again.

Share your marketing plan

Give them a peek into what you do to sell homes. If you are a good writer, make a brochure with some surprising or little-known ways you can sell a house. This way, you don’t push your services but you give them a taste of what the whole process looks like.

How to approach expired listings and for sale by owner

The best way to approach expired listings and FSBOs is to go to their house and bringing information of value. It could be a report about the current state of the market, an estimate regarding the repairs that can be done, etc. The idea behind this to show that you are there to help them out, not necessarily to take the listing.

A poor negotiator can’t survive in the real estate world, where everything is based on interactions between sellers and buyers. The agent is in between it all and has to make sure both sides don’t compromise too much, so much so that they would lose interest in the deal. Even a slowed down process can cause the loss of large amounts of money. As an agent you have to be persuasive enough to convince buyer to make the move now. Otherwise, the homeowner may have another mortgage payment to make next week.

May 26, 2018

From digital marketing tactics, to door knocking, every agent chases the same thing- the listing. But how can you stand out when the competition is fierce and often times more experienced? How do you attract buyers before the home hits the market and how can you stand out at a listing presentation? In this episode, bestselling author and top agent, Ray Wood, shares his tactics for winning listings.

The gestation time when somebody thinks about selling and until they actually get the market is give or take, the average time, 12 months.- Ray Wood

Three Things We Learned


Use direct mail to let attract buyers


Send out mail asking if someone is interested in buying a certain house before it even hits the market. This will not only help you get buyers easily but also show people who want to sell in the future how active you are in the area.

Go door knocking if you want to crack a new area

Door knocking works even against experienced agents as long as you come with news and information that others will find useful. Don’t be aggressive about it, just inform everyone about the average home prices of the market, ask them if they want to find the value of their home and so on.

Don’t go only after the sale

Many agents pay attention only to seller who want to sell now. But what about the home owners who want to sell one year from now? The gestation time from thinking about selling your property to actually getting it on the market is around 12 months. So if someone is coming on the market in 12 months why you wouldn’t want to give them any attention?

If you are just entering the house of the homeowner and getting to look around and give them an estimate, you won’t stand out. They will decide if they want to work with your based on your commission only. Have a talk with the seller before you start looking around the house. Ask them directly what are the things an agent can do to serve them better. What are their motivations? Also, make sure you provide free value to get tap into the law of reciprocity as well. It could be in the form of a free professional photo shooting of their home or a free estimate of repairments that need to be done from a professional.

Guest Bio

Ray Wood is a 4th generation of real estate agents, an serial entrepreneur, bestselling author and podcast host. He is currently involved in Jigglar ( a creative marketing tool for real estate agents), ( real estate software) and Online Real Estate Coach. Go to to get some great content.

May 25, 2018

Your business is just a small part of a bigger puzzle. The way you think about life, about your own potential and capacities, is all expressed in the way you handle your business as well. But what do you when your own mind stands in the way of succeeding? What happens when you don’t really know what you want, what your goals are, and how to reach them? Is criticism and loneliness at times part of the journey? In this episode, Kathleen Black shares the tactics she uses on her coaching clients to help them succeed.

Sacrificing for success is usually not one of the things that we think that are bad for us. It’s giving up the good in favor of the great. -Matt Johnson

Three Things We Learned

Write down your goals as detailed as possible

The purpose of writing down your goals is to find two things: your own idea of success and the roadmap to get there. You will be surprised how many roads lead to the accomplishment of your goal. Experiment and find what works for you.

Sacrifice the good to achieve the great

One of the biggest mental roadblocks is the idea that sacrifice is deprivation. When you don’t feel deprived, there is nothing to sacrifice. But the truth is that you often will have to sacrifice the good, your comfort zone, to achieve the great.

Be ready to face criticism and loneliness

Whether we like it or not, some people don’t want us to succeed. This would be only a reminder for them that they settled for less. Many times you will face criticism from your family and friends for not taking the “traditional” route, the route they took. Using positive affirmations and reviewing your goals daily will help you cope and focus on the things that matter to you.

What if you could travel into the future and see yourself succeeding? Letter of the future is a visualization process for an ideal future. You write a letter back to yourself as if it happened the way you wanted and encourage your present self to keep on going. Depending on your goals, you can write letters like this with 1, 5 or 10 years of vision statements. Seal the letter and read it when after 1 to 5 years, depending on how you determine your vision for the future. The goal of this exercise is to give you a taste of your own success and to keep you motivated to reach it.

Guest Bio

Kathleen Black is a top coach and team leader. Over 80% of her agents are in top 1% nationally. She was featured on Entrepreneur magazine, ABC , NBC and Fox News. You can find more about her at

May 22, 2018

Building a team is more than giving them leads and the access to technology. How do you help your team stay on top of things and continue to be productive? What happens when you find out that a small majority does all the work? What do you think should be the selling point of a leader who is looking to hire more agents? In this episode, Lee Barrison shares his experience and tactics that helped him build and nurture a superstar team.

If an agent has call reluctance, one of the first things I tell them to do is to call 5 people that like you, know you, trust you, and want to do business with you. - Lee Barrison

Three Things We Learned

Don’t leave your agents wondering what they should do next

Create a curriculum for new agents. Make them memorize the scripts and learn the systems. Next, give them an everyday schedule organized by hours. Don’t leave them wondering what they should do next, as it wastes time and scatters their efforts.

Keep only the agents that bring value

At some point, any teams end up having 20% of their agents doing 80% of the work. When this happens, identify the underachievers and have a talk with them. Look for their strengths and weaknesses, and find out their fears. Give them a 30 day learning plan to improve. If they don’t stick to the plan and fail to make at least one sale per month, let them go.

Providing leads shouldn’t be your selling point

Many agents are attracted to the idea that a team leader will bring them leads. But this creates a relationship of codependency. If the team leader gets out of the business, the agents are doomed. They don’t know how to generate lead sources by themselves. Don’t make leads your selling point. Anyone can provide leads. Give them the coaching necessary to make it in any setting without leads coming from you.

Many team leaders are afraid of sharing all of their knowledge with their agents. But if they avoid doing so, everyone has to lose. If you provide your team with leads only, you will always have to be there, monitoring everyone. But if you train them to become leaders themselves, you can step out of production at some point, simply because you created a system that can function in your absence. Agents won’t leave you as long as you provide the tools and culture anyone would love to be part of.

Guest Bio

Lee Barrison has over 11 years of experience and has closed over 600 transactions during his career. He is currently the Owner and lead coach at Intero Commercial in Bakersfield. If you if you want to join his team, you can contact Lee on his Facebook or via email at

May 18, 2018

The real estate market is very competitive at the moment and it’s hard to get your foot in the door by yourself. How do you prepare yourself for a meeting with a seller when you don’t have experience in that area? How do you build a positive reputation for yourself, and how do you show others you know what you are talking about? In this episode, we answer questions on building an online platform and getting started as a new agent.

You are not necessarily the best person to advise them on the sale of their home if you’ve never done it before. Go get help. Go find a mentor agent. -Matt Johnson

Three Things We Learned

You can avoid questions about your experience

If you are just starting out, you have two choices: You either bring a more experienced agent to the meeting with the seller (a mentor that you split the commision with) or you come out with data analytics that will make you stand out and leave the impression that you know the market well.

Give without expecting anything back

Many agents try hard to convince seller they are different. But what if you actually work towards showing others that what you do is not only work, but it’s also your passion. Helping others for free might not make you rich in the moment, but it will make people trust you and refer you. Plus, you will never have to worry about not being known or not being recognized as a integer agent anymore.

The power of a platform

You don’t have to build a huge platform. You can build your business by having a local podcast or blog. The goal is to be where your audience hangs out most of the time. Your message and personality will build connections with people you’ve never even met.

Building an online platform is one of the strongest tactics when it comes to brand building, getting more referrals, and becoming an authority in your field. Online platforms give you the ability to share your knowledge and get yourself in front of people you haven’t even met yet.

There are many ways you can connect with your audience online. It can be via social media, blogs, podcasts, you name it. Choose what suits your personality.

Guest Bio

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at

May 16, 2018

Low achievers ask themselves what can they change about themselves to make their work better. High achievers ask themselves how the job requirements can be changed so they can work on what they are best at. Does having awareness of your own strengths mean there is no place for adjustments? How can a sales agent identify personality types and use communication to speak on the language of his clients? On this episode, Jay Niblick, the CEO of Wize Hire, speaks about the D.I.S.C profile and how agents and team leaders can take advantage of this knowledge, both in their business and personal life.

It’s not that you shouldn’t try to grow; it’s not that you shouldn’t always try to improve, but what are the raw materials that you have? -Jay Niblick

Three Things We Learned

Read feedback and mirror the communication style of your clients

Understand how you process things and how you prefer to communicate, and then move on understanding others as well. Your job as an agent is to walk the client all the way through and speak their language. Find out what makes them most comfortable and mirror their communication style, even if is not like yours. You don’t have to change as a person, but you have to understand that in sales it’s all about by reading feedback and being on the same wavelength.

The myth of being capable of doing anything

We work with our raw materials. Being optimistic and driven is excellent, but you are better off not pushing your limits in areas that don’t use your natural talents. You might be able do do it, which is quite rare, but you are going to hate the process anyway You don’t have to be good at everything in order to succeed. Just work on improving the areas in which you have some raw talents.

The jacks of all trades

There is a category of people who are more flexible. They can fit into a larger variety of roles because they don’t score high on anything. They are somewhere in the middle, and it’s easier for them to be flexible about it.

A common theme found in low performers is looking inside when something is not going as expected on the job. They ask themselves how they can improve and what is wrong with them. This not only channels all of their energy towards their weaknesses, but it also puts them in a negative mindset, the idea that there is something broken about them. On the other hand, high performers ask themselves how the job requirements can be changed to allow them to use their raw talents. They don’t blame themselves. Instead, they try to find out what they are best at and ignore the tasks they know they can’t do properly.

Guest Bio

Jay Niblick is the founder of Wize Hire, a real estate recruiting software with a data-driven approach to the hiring process. He matches companies with the perfect candidate based on behaviour, communication style, and values. If you want to find out more about your own D.I.S.C profile, what kind of roles suit you, and what your values and communication are, you can take a free personality test at

May 14, 2018

As you step into the digital realm, it’s easy to get overwhelmed. There are so many ways you can promote your business. It’s easy to get buried in tasks you shouldn’t be doing yourself. How do you handle your online presence without taking all of your free time? Is productivity an issue for you? Did you try building a system before making your last hire? In this episode, social media expert Gene Volpe talks about what cases you may need someone to help you with your online presence and what cases you don’t.

Real estate is insanely boring if you don’t need it right now. People won’t engage with your open house. -Gene Volpe

Resources + Links - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

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Three Things We Learned

Let your audience know who you really are

Real estate can be boring for your audience, unless they need help right away. People don’t engage because of your talks about open houses. They pay attention to who you are as a person. They can find agents who are knowledgeable and can help them out everywhere. But if you create a connection with them via video or interactions on social media, they will choose you, simply because they know more about you than they know about some other agent.

Social media will take the place of sales

You don’t have to convince your prospects that you are the best anymore. You don’t have to sell them on why you are the best, because they already know who you are if they follow you on social media. Hire someone (if you don’t have the time to do it yourself) to post content regularly. The more content you post, the more you get rewarded by the algorithm.

Before you decide you are too busy, maximize your performance and build systems

Sometimes we spend hours on some tasks that should take way less if we would be more focused. There is a progression to how you build a service. First, you maximize your own performance. Second, you build a system. Third, you hire someone to free up your plate.

Many agents jump on hiring an assistant, but the first step is to find out whether you maximize your productivity, and then you need to build systems to help you out. Only when when these two steps fail to help you handle your clients, should you look for someone to help. You should also be careful with how many leads you want to attract. Even if you decided that you will hire more people, the process of training and hiring someone takes some time.

Guest Bio

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

May 10, 2018

You may already be trying to build up an online image for your business, but how consistent are your efforts? Are you using the right lead generation tools tailored to your business size? What do you use to weed out people who are curious about the price of homes in their neighborhoods vs potential customers? In this episode, Matt Johnson and Greg McDaniel answer questions on promoting yourself online, lead generation, and AI.

If you want to appear bigger than you really are, it’s very, very easy. Hop on Facebook live and Instagram stories and just start broadcasting live and share what you are learning -Matt Johnson

Three Things We Learned

Consistent marketing efforts increases your authority and credibility

Publishing content consistently makes you look authoritative. People remember you. It doesn’t take much to make a few videos each week and send them to your database on social media.

This kind of consistency shows people how committed and professional you are, and it helps build relationships with the people who watch your videos.

Single vs. team leaders lead generation sources

Single agents should not copy big team leaders. They have a bigger budget and a team that deals with lead generation, follow-up, etc. If you don’t have those kind of resources, stay away from digital marketing as a lead source and focus on leveraging your database.

Use AI to weed out “lookers” from leads

Invest in softwares that send automated messages to save you time and money when dealing with people who may or may not be interested in working with you. When they do reply, call them or text them personally.

Single agents are better off strengthening their relationships with their sphere instead of trying to invest in SEO or online advertising. These tactics take time to work. Plus, you need a bigger budget and a team to do a proper follow-up with your leads. Being active on social media and  publishing videos and educational content will let people in your sphere and database know what you are all about. As a result, they will contact you when they are in need for help.

May 9, 2018

Technology opens new doors for agents and creates shortcuts when it comes to discovering the value of a property and how we do lead generation. How do you use technology to make yourself look more professional in front of both sellers and buyers? Will technology replace face-to-face meetings? In this episode, Bernice Ross will share how technology disrupts the real estate market and what aspects of real estate will remain unchanged.

The average person knows 12 different realtors, and they hire the person they’ve seen most recently, so this means you need to be face to face. -Bernice Ross

Three Things We Learned

Share in-depth reports with your customers

You can set yourself apart by giving detailed information to both sellers and buyers using online services that give free reports such as This will show you a 30-page report on weather risks, sex offenders in the area, and everything you need to know about a property and its surroundings.

Keep track of where open houses perform the best

Send out all the information necessary to the people who walk into the open house. There are many softwares out there that can help you not only share a report about the property but also build a profile that shows you in what areas open houses bring the most sales.

Face-to-face meetings beat online lead generation

The average person knows around 12 realtors, and they contact the realtor they’ve seen most recently. Online generation tools are yet to beat in-person experiences and open houses when it comes to lead generation.

Agents make the mistake of confusing responders with leads. Just because someone completed a form online that will allow them to see a home doesn’t mean that they are interested in buying right now. Putting more respondents in touch with AI instead of being contacted by an agent, weeds out the people who are simply looking from those who want to make a move right now. Consumers will benefit from it as well since they will be contacted only when they show more interest in buying a home.

Guest Bio

Bernice L. Ross is the CEO of Real Estate Coach, author, speaker, and coach in the real estate industry for over 30 years. She also hold a Phd. in Psychology, authored  numerous best-selling books, and has over 1,000 published articles.

You can subscribe to her free newsletter to get expert advice at

May 8, 2018

Many team leaders and top agents don’t even think about sharing their knowledge for free. But giving without expecting anything in return has unexpected “side effects.” When you are reaching out to people, is pain your selling point? How do you use content to share your knowledge and build credibility? On this episode, we are joined by hosts of the The Grind podcast Jason Harmon & Joey Torkildson.

You have to figure out what you want to sell. Then you figure out what kind of marketing you want to get. -Matt Johnson

Three Things We Learned

Don’t make easing pain your selling point

Many coaches complain that they attract people who wait for too long before they want to invest in their education. They only attract people who are desperate because their lives are falling apart due to their business. The problem arises when coaches don’t figure out how to attract and warn people of the consequences of not being informed enough and not acting sooner.

Recycle the content you already have

For example, if you have a podcast episode, you can break down the episodes into different sections and discuss each one of them individually in blog posts and articles. Creating consistent content might not be the fastest way to get clients, but it helps you grow in the eyes of your database and establish yourself as an expert.

Help people out without expecting anything in return

Helping someone at the right moment with a piece of advice can change the course of their career. There are many ways you can benefit from helping others that go beyond the financial gains, from being remembered and referred to actually becoming their clients months, and even years, after you’ve helped them.

Use two channels to send your message to your audience. These include one that is focused on problem solving and pain points and another that gives a taste of your services without focusing on business-changing strategies. The theory behind this is to attract the attention of both crowds. The first one that is currently facing problems in their business and they trust you to help solve them, and the second crowd that isn’t sure if you have the right answers to their questions but they would like to buy something from you of a smaller value to get an idea of what you are offering.

Guest Bio

Jason Harmon has over 15 years of experience in the real estate industry. He is part of the board of directors at Ronald McDonald House Charities of the Red River Valley. He is also the team leader at FM Team of Keller Williams Inspire Realty and the host of Grind Podcast.

Joey Torkildson is one of the host at the Grind Podcast, where he shares his real estate knowledge and gives advice to his listeners. He is also the CEO of Herg Group North Suburban and a team leader that stays in top 20% of all realtors in Minnesota.

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at

May 7, 2018

Most agents tend to copy the same strategies that big players use in online lead generation, and they fail simply because they don’t have the same budget. But is there a way to run a well-oiled lead generation machine for under $1000? What do you do when you need leads as soon as possible and you are on a budget as well? In this episode, Nick Sakkis, shares how you can build a system based on sales funnels that will bring you all the leads you need, faster and at a smaller price compared with “traditional” strategies.

Let’s make an online washing machine, not our personal time of picking up the phone only to make 150 calls to close one deal. -Matt Johnson

Three Things We Learned

A group is your mini country

Social media groups are mini countries where you make the rules. You can use these groups to grow your brand and build a community around your business. People are sick of being bombarded with ads, but when they get invited to join a group, you give them freedom of choice, and the ones who accept your invitation are more likely to work with you compared with someone who sees your ad.

The golden era of Facebook advertising is about to end

If you are not able to run ads in Facebook’s golden era, in 3 months, or in 6 months when that third-party data is gone, you need to find a better way to advertise yourself. Because of the scandal that Facebook is involved right now, they will be forced to tweak the way they extract information from their users and sell it to advertisers like you.

Outbound tactics are no longer as efficient

Cold calling is no longer as efficient as it used to be. Most of us have a defense mechanism when we hear someone trying to sell us a product or a service. Technology changed the way we make purchases, and marketers are adding more steps from the moment someone showed interest to the call, simply because they want to filter out those who are less likely to buy.

You don’t need a big budget to succeed online. Most agents spend around $500 on online advertising. But when you spend only $500, you treat each like is gold. SEO might seem like a good idea, and it does work but the problem is that it takes a long time to work, and hungry agents needs sales the quickly. The only way you can get more sales for under $1000 and have immediate results is to build a sales funnel with a landing page.

Guest Bio

Nick Sakkis is the co founder of the Sakkis group and a digital marketing whizz.

He used social media groups to generate leads for his business and he teaches other agents how they can create lead generation machines on a bootstrapped budget at

May 4, 2018

Buyers can be a hassle at times, especially when they come with unrealistic expectations towards prices and the market. Is there a way to keep buyers grounded in the reality of the market? What about staying in touch with potential customers without being pushy? In this episode, we talk about how to be prepared to deal with the many challenges that come up with working with buyers.

Those people should know what you do. The best way to do that is Facebook live, like what we are doing right now. -Matt Johnson

Three Things We Learned

How to stay in touch with potential buyers

The best way to associate yourself with a positive experience and stay in touch with potential buyers is to give something of value to them. It could be a giftcard or a prize in money after they win a small contest. This will take care of the resistance and make them more willing to open up to you.

The cheating script

This script will not only help you bring negative experiences from your customer’s past to create empathy and keep them loyal to you, but it will also help you determine if you should work for them or not. Explain how you make your money and the time you invest. Ask them if  “They wouldn’t want to cheat on you” in the context of working with another agent, and observe their reactions.

Buyers looking for a bargain

Don’t price yourself too low. You will gain a reputation for yourself. In the end, all sellers think they sell for too little and buyers buy two expensive. For example, if someone is searching for a home in a price range that is not realistic for the market, ask them if they ever considered not buying right now, since at the moment the sellers hold the power, not the buyers.

Looking for a home without an agent is like representing yourself in court just because you are addicted to law TV show. Use this as your selling point when you are dealing with buyers who think they don’t need an agent. Show them stats and how well you know the market. You aren’t lending them only your time, but also your negotiation skills and real estate experience.

May 3, 2018

Technological advancements not only impact the real estate industry but also how younger generations choose to communicate with agents. But what are the the things you should focus on as technology is always changing? Does technology simplify the process? How can you keep yourself playing the long game for long-term success? In this episode, Gene Volpe and Dan Trinidad speak about the impact of technology, procrastination, and taking action.

Most people go through life with no sense of urgency because in the moment they feel like they have so much time. -Matt Johnson

Three Things We Learned

Younger generations prefer to avoid face-to-face interactions

Technology changed the way the younger generations communicate. They are less willing to meet you in person. This kind of shift should make agents ask themselves what kind of tools they have to reduce face to face interactions as much as possible.

Technology doesn’t simplify the process

Both sellers and buyers still use agents regardless of technological changes due to how complicated the whole process is. If there are 10 steps to purchasing a home, tell them you can do nine of them and they will be convinced to work with you.

Focus on timeless mental models

In this stage, where everything is moving at such a fast pace, the best approach is not focusing on how to use as many tools as possible, but to learn timeless principles and models that withstand change. Real estate will always be a people to people business. But YouTube might disappear five or 10 years from now.

Everyone is excited about how they will be in the future, including the changes they will make. But they don’t start working on working on becoming the person they want to be 10 years from now. Procrastination is a major problem and it’s often caused by a lack of urgency. Time flies by quickly anyway, so why not make it worth it? Maybe a few years from now you could have x, y, and z instead of having the same things you have right now.

Guests' Bios

Dan Trinidad is the CEO and President of Partners Mortgage and the founder of

“Partners For a Cure,” which he used to raise $1 Million Dollars for the Leukemia Lymphoma Society. A tragic event in Dan’s life changed his view completely and gave him a new sense of purpose and urgency to living his life to the fullest. Today, he teaches others not only to become better at running a business but also living in the present despite life’s hurdles.

You can contact Dan at

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at

May 2, 2018

Starting out as a complete beginner in a competitive industry like real estate can be quite challenging. Is there a way you can both work on your real estate agent and work towards becoming a team leader? Should you start a business right away or join a team first? How do you pick the people you should have on your team if you decide to build one? On this episode, Al Stasek shares how he went from being a long-haul trucker to becoming a top real estate agent and a team leader.

If you don’t know how to do it, it’s impossible to teach someone else how to do it -Al Stasek

Three Things We Learned

Join a team

Starting a business as a new agent is a tempting yet dangerous endeavor. Filling the pipeline as a new agent is difficult. Plus, there are a bunch expenses that need to be covered. If you have the chops for sales and you want to get experience in real estate, it’s far easier to be part of a team where you get mentorship for free.

Test out potential candidates

Some people aren’t made to be in sales, and team leaders make the mistake of hiring based on referrals or experience. Someone experienced might bring in revenue, but they might not be a fit for your core values, and someone inexperienced might not have the personality for sales.

Use positive coaching

Eight hours on the phone is stressful for anyone involved, both new agents and trainers.

Don’t try to keep your agents accountable in a militant way. Try creating a fun, positive environment. Also, ask yourself if you have the time to get the agents through the process of training and putting them out there. If your time is better spent elsewhere, let a coaching company do it for you.

Joining a team or a system where free coaching is provided, is one of the safest paths to success. As a new agent, learning as much as possible should be one of your top priorities, and the team setting is perfect in this situation. Getting new listings and building a team right away can be a daunting task, but under the right guidance and with a framework already put in place, it’s much easier to grow.

Guest Bio

Al Stasek has over 21 years of experience in the real estate industry. He is the owner of the Stasek group in Cleveland powered by EXP Realty, where he strives to give a unique customer experience through a closing departement, professional photography, and high-quality marketing services.

Apr 24, 2018

Getting new listings can be daunting if you don’t have a system in place to make sure you tap into several lead sources. But how can you add new lead sources to your business? Is social media a viable solution? Should you partner up with someone more experienced, or find a mentor instead? On this episode, Aaron Wittenstein shares his strategy to getting more listings in a tough market.

I would look at what already brought you the business that you have and double down on that. -Matt Johnson

Three Things We Learned

Build a referral machine on social media

Invest time in building relationships with the people in your friend’s list. You can start by simply saying “hi” and bringing up a recent post of theirs, or you can offer them a coupon to a local restaurant. No matter what you do in the beginning, make sure you don’t ask for referrals right away.

Know your numbers

In order to grow your business, you should know how many calls you need to make and how many leads you convert, and then increase your workload. The best way to grow is to identity your main source of revenue and double down your efforts on that.

Join a team or find a mentor who has experience with expired listings

Partnering up with someone is too much of a responsibility. Instead, try finding someone in your circle who already made it big and ask for their mentorship. Joining a team where coaching is involved is another good way to learn more about the industry, get more leads, and sharpen your skills.

When approaching expired listings, always ask questions about why they want to sell or why they no longer want to sell and rent out instead. Many homeowners are disenchanted by the fact they couldn’t sell their home the first time and they turn to renting as a plan B. But if you start a conversation about how complicated renting can be and the risks it might present, they may rethink their decision and give you a chance with their listing.

Guest Bio

Aaron Wittenstein is a realtor at Keller Williams NY Realty and has 13 years of experience in the real estate industry. You will find Aaron invested in all of the aspects of selling and buying properties, from analysing data and being on the phone to meeting with sellers and buyers.

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