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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Get actionable ideas, insight & inspiration to turn your real estate career into a life of freedom. Real Estate Uncensored delivers 3 live shows/wk showing you how to blend the latest high-tech and high-touch prospecting, sales and marketing strategies to grow your real estate business. Featuring interviews with mega agents like Joshua Smith, Jeff Cohn, Brett Tanner, Greg Harrelson, Jeff Latham, Aaron Wittenstein, Marti Hampton and many more. You’ll learn how to make 100+ calls/hr, how to use prospecting systems and scripts to sell 500 homes/yr, how to bring homes to market & actually get them sold, how to run high-tech open houses & much more. Co-hosted by Greg McDaniel, the "Junior Grandmaster" / Bay area Realtor, and Matt Johnson, partner in Elite Real Estate Systems / founder of Pursuing Results, a podcast PR + production firm.
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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
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Now displaying: 2017
Dec 17, 2017

Successful prospecting requires you to establish rapport within a fraction of a second. What kind of script can you use to do this? How do you learn to qualify a prospect’s “no”? Why are self-generated leads better than purchased ones? On this episode, James Festini shares how he gets into beast mode to prospect at a high level.

Three Things We Learned

 

Self generated leads are better than purchased leads

It’s better to have leads that you worked hard for that are self generated, instead of leads that you’ve purchased. The competition for purchased leads is way higher than the competition for leads you got on your own.

 

Having a lot of leads gets rid of fear

 

If you’re afraid of lead generation and follow up, you probably don’t have enough leads. Once you build a database of many leads, you can move on quickly if one doesn’t pan out. If you don’t have a lot, you fall into the scarcity mindset and struggle. When you get to about 300 self-generated leads, you will be able to dial into your database and make appointments.  

 

Social media is important to stay relevant, but don’t oversell

Wearing a logo without looking like you’re selling is not easy. You have to bring value and make the content less about your business. You have to be creative, and have an artistic voice to try and stay relevant without making it all about yourself.  

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People don’t like prospecting because it exposes them to rejection, but if you work the system, it will produce results for you. Using a quicker script will help you escape the market’s short attention span, and if every part of the script has weight, it will be more effective. Think of yourself as an internet pop-up, you have about 10 seconds to capture attention and you have to grab the prospect with a strong headline and offer.

Dec 16, 2017

When people think real estate advertising, they often think of going hyper local. What strategy helps you gain global social proof and followers? What is the benefit of this tactic? Why is Facebook Live more powerful that YouTube? On this episode, Nick Sakkis talks about the incredible strategy that helps you get thousands of likes in just 4 days!

Three Things We Learned

Think of yourself as a media company that just happens to sell real estate

When it comes to branding for your visibility in the marketplace, remember you’re competing with the news, politics, sports, so whatever you’re publishing has to cut through all the noise out there and still be related to real estate.

How to go viral: personal story + the result + how to replicate the results

If you want to create content that really resonates and gets people to engage with you, there’s a formula that has worked very well on platforms like LinkedIn. It’s simple, tell a personal story about a challenge, how you overcame it and how others can replicate the results.


What Facebook has in spaces that YouTube doesn’t is the community factor

Facebook will thrash YouTube because it isn’t a community. Facebook, on the other hand is a community more than anything else. It also has way less trolls, more content and you’re able to be super-targeted with your messaging.

It’s so important to remember that you’re not a real estate agent, you’re a media publisher who happens to sell real estate. If you have this mental shift, you will be  able to create content that’s really relevant. Facebook is a worldwide brand so you have access to a global audience that can lend to your social proof. Remember you’re competing with many other kinds of content so yours really has to stick out. Put more work and effort in Facebook because it gives you the advantage of community. The kind of content someone would expect to find about a community, or city on YouTube is completely different from what they’ll engage with live on Facebook.

Dec 15, 2017

Whenever your problem is “I don’t have enough clients” it’s a sales and marketing problem. How do you solve this problem and build and nurture your database? How do you make your goals easier to follow through on? How do you position yourself as an expert in your industry? On this episode, we are joined by Scott Sillari who shares on building your database the right way.

Three Things We Learned

 

Whenever you set a goal, pin a number to it

For a goal to really mean something to you, you have to actually tie it to numbers. It doesn’t even have to be a big number, even just the number of minutes you spend on lead nurture. Whenever you set a goal, pin a number to it and commit to meeting those numbers.



If you’re having a lead problem, you have to start focusing on the relationships you’re building

Most people who are struggling to generate leads face this specific challenge because they aren’t building enough relationships through sales and marketing. The more outbound conversations you are able to have, the higher your chances of getting leads are.



People run away from building systems because it is more work on the front end

Most people don’t want to take the time to build a system upfront because there’s a fear of it working and then having to build a system that will bring more leads than they can handle. Any agent will be interested in a tactic that will get them one more find, but there’s a much smaller pool of people who are interested in a system that will flood them with clients because they don’t want that.

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All marketing and sales is is conversations that lead to relationships. If you are honest, transparent, genuine and authentic, you will get through the clutter and people will connect with you. Demonstrating your expertise shows your credibility and also boosts your confidence in building a database. You have to have enough outbound conversations with new people to build those relationships by providing value. It’s also important to tie your goals to numbers so you can commit to them.

Dec 14, 2017

A lot of people go into every day without a plan, and it gets in the way of them taking action and following through on their goals. Why is it so important to have a direct purpose and numbers weaved into your goals? Why are agents failing to convert their conversations with clients? How does mirroring a person’s communication style make you a better communicator. On this episode of Real Estate Uncensored we answer these questions.

Three Things We Learned

 

Consistency and persistence are the magic words in prospecting

To get fit, you don’t work out for 8 hours in one day, you consistently put in time on a regular basis so that your results build up over time. It’s the same thing in prospecting, it’s more about being consistent and persistent that in it is about doing a lot at once.



When people are unclear about their goals, they struggle to take action

When you wake up in the morning, and you’re motivated enough to set a plan for the day already, you’re not going to magically want to get up and execute a plan that you don’t have. If you do this, you’re just going to get into the day and drift, and fail to get anything meaningful done.   



It’s better to mimic not steamroll so you’re in alignment

Very little about communication has to do with words, most of it is tonality and body language. You can become a more effective communicator by learning to mimic the other person’s communication style, so that you put them at ease and align your energy. Whatever that person’s communication style is, it’s what they interpret as right.

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When we try to better ourselves by working harder and taking better care of ourselves, we have to remember that our bodies and our minds are going to fight us on that stuff, and that’s just part of being human. It’s so crucial to step into every day of your life with an intention and a definite purpose so you don’t just drift. If you don’t have a deadline and a really clear idea of your goals, and you don’t how you’re going to celebrate success when you hit it, you’re not going to be able to repeat it and it will be a temporary spike and you will go back to how you started. All this is avoidable if you have a clear plan.

Dec 13, 2017

Entrepreneurs constantly ask themselves the wrong questions and stall their own growth. What are the right questions to ask if you want to go to the next level? How can you convert a geographic farm into a digital database? What is the mindset you should have about calling so that it’s always the top priority? On this episode, we do a live Q&A and answer these questions.

Three Things We Learned

 

Don’t Hire People Until You Know Your Own System Very Well

 

The first step to building your capacity for growth, building a team starts with you figuring out your own process for getting results. Make sure you know how to do it yourself by learning to trust that you can run it yourself, and then thinking of getting someone to take over for you.

 

 

You Don’t Have to Be in a Big Market to Dominate

 

So many agents make the big mistake of thinking they can succeed by working in a very big market. The truth is, you can dominate a small area and become a category king, it’s all about having the right mindset and think of building a legendary dominating business, not something mediocre.



It’s not about getting one more client it’s about building a greater system

 

Many entrepreneurs ask themselves the wrong questions about their business. They obsess over what they need to do to get one more client rather than asking how you can build a legendary system for attracting a stream of clients. Learn to have the right conversation around your goals.

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There are many ways entrepreneurs get in the way of their own growth. First, they try to hire people on a system they don’t fully understand yet. They also think of getting one more client instead of taking the time to build a system to attract multiple clients. It’s also very common to think you can’t be successful in a small market, and these are all barriers to your own growth. If you have the mentality of category design, you can build a legendary business and dominate even a small market. If you build your confidence in your system hiring people to help becomes simple, and if you build a client attraction system you’ll never have to worry about one more client again.

Dec 12, 2017

A lot of people want to double their business, but because they don’t have a solid reason behind it, they fail. How do you go about giving more weight to your goals and aspirations? Why is mindset, discipline and habit so much harder than everything else in business? How can you set goals your subconscious will agree with? On this episode, we are joined by Andy Scherer and one of his top clients Heather Windser, to talk about planning for more business going into 2018.

Three Things We Learned



Consistency builds up over time

The cumulative effect of doing small things consistently over time is important. It’s not about the big leaps, it’s about the small daily habits that contribute to success in the long term. Everything will fall into place once you start to make certain changes.

 

Learn where you need to start for the next year

If you’re trying to start working towards next year’s goals at the end of the year, it’s too late. It’s important to start building towards your future results before the year ends. You should start thinking about the next year around October at the latest.

 

You have to set goals that resonate with your subconscious

There’s a lot of goal setting that’s done based on what people think or what we think we should want, but our subconscious does not agree with it, so we fail. We set goals with our conscious mind, but our subconscious mind isn’t on the same level so it rejects it.

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A lot of people track the business more than their actual life, but the business is the simple part. The things that really matter and propel us forward are mindset, discipline and habits. Implementing those things everyday is harder, and that’s why we have to follow them closely. It’s so necessary to raise the psychological necessity behind your goals so that you won’t break the promises you make to yourself. This will allow you break down your goals into strategic milestones, which will bring intention to every single day of your life.

Dec 11, 2017

There are 76 million people subscribed to Amazon Prime, and 55% of all Black Friday purchases were done through Amazon. Does the platform represent competition to the current real estate model? Is something going to come along and make the process easier or more seamless? If so, how do you protect your business? On this episode, Nick Sakkis is back to talk about where tech is going and how you can leverage it.

Three Things We Learned

 

Go with Instagram if you want organic reach

It’s hard to compete on Facebook if you don’t have money to advertise, so if you’re working with a limited budget, go for Instagram instead. The platform still gives people a chance to get their content in front of people without paying for it.

 

Don't post things that will take people off Facebook

Facebook rewards native content, so when you post your content to the platform without links to an external site you are actually more likely to have better engagement. You don’t just have to post short stuff, long-form content also does well on the site.

 

Record yourself everyday to get over your fear of the camera

Video is scary, and for most people this fear completely puts them off recording. If you want to overcome it, start recording yourself every single day, you don’t have to publish. In two weeks you’ll be comfortable enough to go live.

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Now more than ever, it is very apparent that being in the places your customers are, letting them know what you’re doing, and how the business works is so crucial. Nobody wants someone who hides behind a business card, so take the mask off and show that you’re a real person. There are so many tools you can leverage to provide value to your audience. Whether it’s Instagram or Facebook, if you can find your audience there - you will create business for the long-term.

Dec 10, 2017

Every agent is going to come across some sort of objection about whether they are really the best person to help the prospect sell their house. How do you empower yourself to handle these objections like a pro? When it comes to leads, why is quality more important than quantity? How do you go about setting goals to make your future better and brighter? On this episode, we answer these and other questions in a live Q&A.

Three Things We Learned

 

When it comes to leads, quality trumps quantity

It’s easy to feel good about having a long list of potential leads, but how solid are they and how likely are they to actually become real business? It is far better to have one solid lead a day than 10-15 lukewarm ones. Always go after the highest quality leads you can get, not the highest number.

 

You Aren’t Immune to Objections, So Be Prepared

It’s not uncommon to come across a prospect who ask questions about whether or not you’re qualified to sell their house and provide the best service. You can’t shy away from those moments. You have to arm yourself with good objection handlers, and resources like a solid listing package to show that you’re worth your salt as an agent.

 

Videotape Yourself in the Mirror as You Practice Scripts

Newer agents often have a hard time with the tonality of scripts and body language. By watching yourself, you can start to improve these things and communicate in a much better way. For example, pointing at someone can come across as an aggressive gesture. Instead, extend your hand with your palm facing up. It relaxes people and makes you more inviting to be around.

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You can not push a seller out of a house but you can draw them out. You do however, have to work with someone who has a want, need and desire to make a move or buy a piece of property. If a lead is lukewarm, it’s so much better to find someone who is ready to make a move. Rather than stock up on a whole lot of lukewarm leads, find the people that are most likely to become actual business. You have to have the ability to identify the right people and zoom in on the ones that need your service right now.  

Dec 9, 2017

When most agents are asked what makes them different from other agents, they struggle to answer because they aren’t actually doing anything differently. How do you script your answer and handle this objection? How do you use marketing to obliterate this objection before it even comes up? How do you pre-dispose people to working with you? On this Q&A episode, we tackle these and many other questions.

Three Things We Learned

Your voice and tonality should always reflect confidence not doubt and fear

When many people ask a prospect a question or try to go for the business, they do so with an upswing in their voice. This immediately makes you sound unsure of yourself, and that makes it hard for any prospect to take you seriously, and think you’re capable. Speak with definition and confidence to avoid this.

Sales helps you deal with objections in the moment, marketing gets rid of them in advance

There are two ways to handle objections, sales and marketing. Use sales to handle the objection in the moment, using a script or asking them questions to find out what they value. Marketing helps you lay the groundwork to take care of objections way before the appointment so that you are the prospect’s most logical choice. This is where things like content marketing come into play.

Use curiosity to learn how to better serve your prospects

Objections and questions from your prospects provide an opportunity for you to actually learn more about them and their needs. Ask them what their past experiences with agents were like, and what matters most to them in the service they are seeking. This information empowers you to give them the service they want based on what they prioritize.

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Your clients are looking for someone who is confident and assured to walk them through the process of buying or selling. They want someone who can actually support them when it comes to going forward into the negotiation phase. That’s why it’s so crucial to reflect confidence and experience in your communication. Use marketing to build your credibility and provide the social proof that immediately gets rid of their doubts. Use sales to ask for the business and show that you’ve got what it takes to help them reach their goals.

Dec 8, 2017

Most Realtor Facebook pages have less that 500 people following them. How does this take away from your social proof? Why is the global mindset important on Facebook? How do you go about improving your Facebook business page so that it impacts your actual business? On this episode, Nick Sakkis is back to share more winning Facebook strategies.

Three Things We Learned

Facebook wants to keep people on Facebook

When you post to Facebook, don’t make the mistake of posting something that goes to an external site. Create content that is especially crafted for Facebook, because Facebook rewards people who keep their content within their platform.


It’s not enough to just post and let it sit, you have to engage

Facebook is a living, breathing platform that functions like the real world. Relationships require regular engagement, so when you put out content, you have to make sure it doesn’t just sit. Engage with people who are liking and commenting - Facebook likes this a lot.


Don’t underestimate the social proof of having thousands of likes on your page

When you sit in front of potential clients and show them that your Facebook page has thousands of followers, this gives you instant credibility and instant social proof. Sometimes it is even more powerful than a five-star rating because you will be so far ahead of other agents.

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Facebook is the largest biggest platform for what we do, so if you’re going to wrap your arms around one thing, make it Facebook. Your database is the key to your entire business, and most of those people are on the platform. Your entire business is about having conversations, and if you can do this by actually engaging with people, you will be very well rewarded.

Dec 8, 2017

The real estate business tends to attract people who are trying to get away from structure, but the only way to have freedom is to actually have a good structure. How do you go about building the routines that lead to good habits? Why is ego the wrong motivation for starting a real estate team? What is so powerful about asking someone why three times? On this episode, we talk to James Coburn about his book, and how he uses structure to find freedom.

Three Things We Learned

To level up in your mastery, your ego has to go away

Ego is a great boosting off place for a new agent but it just doesn’t work long term. When ego is your motivation it means you won’t grow. Ego has to stop because once you have it, you stop being humble enough to learn.


If an office is providing enough of a challenge you feel like there’s growth

People will stay in a team as long as they see themselves growing. When an office starts failing you from a cultural standpoint or from the growth standpoint, that’s where you’d start looking.

Structure creates habits and habits create freedom

A lot of people get into the business looking for freedom but they don’t understand that freedom only comes at the tail end of a good structure. The only way to get freedom is to actually have some kind of structure to your daily life, and in real estate it’s all about focusing your structure on connections.

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For you to truly extract the autonomy and freedom that comes with running your own business, you have to actually create structure because this will breed good habits. Real estate provides you with a measure of freedom in your schedule. Focus your structure around connection and conversation, and this will lead you to more clients and business. In order to know that you’re capable of something don’t look at what you’ve done in the past, step into the future and stop trying to connect all the dots before you do something.  

Dec 6, 2017

Most people aren’t responsible for their calendars and spend time wondering why they can’t reach their goals. What are the biggest reasons people don’t respect and value their calendars? How do you reign in expectations when people inevitably ask you to do more than they are paying you to do? What is the problem with being a person who reacts instead of being a person who responds? On this episode, we are joined by rockstar coach, Hank Avink who will help you transform your calendar, increase the predictability of your income and get your freedom back.

Three Things We Learned

Get out of the scarcity mindset and actually set higher standards for the people you want to work with

People get led around by their neck because they have the scarcity mindset and they’re afraid that if they don’t do everything their client wants and needs, they’re going to be let go and they’re not going to get the deal. Have standards, set the expectation at the beginning, get out of the scarcity mindset and stop working with clients who are the wrong fit.

Ask yourself what you’re numbing your existence with

We all have vices that we numb ourselves with, and for a lot of us it’s alcohol. A lot of real estate agents are high functioning alcoholics, who are using booze to avoid facing themselves and dealing with their issues, and these are some of the things that get in the way of you managing your schedule and calendar in a better way.  

Don’t Let the Freedom of the Business Derail You

A lot of people got into the business for freedom, but they end up achieving absolutely nothing because they take advantage of the freedom, and become wishy-washy with their time management. The truth is, if you take advantage of your time freedom you won’t reach financial freedom. Never underestimate the compounding effect of your decisions.

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It’s so easy to keep ourselves busy with what seems like work, when it’s actually not bringing in income. Some people are more used to reacting than they are to responding, and this impacts their calendars in a negative way. The truth about your schedule is that it reflects your priorities. If you take the agent that’s intentional with their calendar, and one who just reacts, you can bet your bottom dollar the former is going to have a higher net income. People want to do things that feel good and not the things that make them money, so try aligning the things that make you money with the things you love so you don’t just react. When we react, we don’t get predictable results.

Dec 5, 2017

Most agents overestimate the relationship they have with a client, and not doing enough follow up makes them lose that contact. What relationship building model can you implement to stay top of mind? What is the biggest barrier systems and detail oriented people have to cross in order to start playing in their strengths? How can high S and C individuals handle the people-oriented requirements of the job? On this episode, the great Glenn Twiddle is back to share more of his high level sales tactics.

Three Things We Learned

Real estate is a fine balance between being a people’s person and being able to handle the rejection that comes with that

You have to ask yourself if you are enough of a people person that when you get that one contact you can communicate with them and close the deal. But you also have to be able to tolerate the rejection so that it doesn’t derail you.


Sales and marketing skills are important, but high operations skills are required to level up

For a real estate agent to be able to level up and become an entrepreneur, and for them to start bringing in an income above $500k, the required skills become less about sales and more about systems and team building. Agents who can get to this point become very successful.

80% of your sales are going to be made between your 5th and 12th contact

It’s highly unlikely that you’ll make a connection that leads to a sale with one touch, so you have to stay persistent and consistent in following up with people. Whatever you do, you can’t just do one thing, you have to implement a sequence of communication.

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High operations people are going to lend themselves more naturally to scaled, marketing efforts and jobs that require a lot of intellectual effort to set up a system. It is the difference between making $200k and making millions. However, these people don’t get to flex that muscle if they can’t get past that initial phase of getting the sales skills so they can get over that hump to where they have the time money and resources to start investing in a business.

Dec 4, 2017

A lot of agents don’t realize how much their communication reeks of insecurity or arrogance, and they are faced with a lot of objections as a result. How do you handle objections in a way that shows that you care about the client? What is the language of agreement? Why is it so powerful to learn the right framework for handling objections? On this episode, Joel Rico is back to share how to be more effective with your language.  

Three Things We Learned

The First Step to Handling Any Objection is Taking Their Side

One of the biggest mistakes people make in their sales conversations is disagreeing with the prospect right from the start. What you should actually do is get in agreement with them, validate what they think and feel, and take their side no matter what they say. Be an ally, not an adversary.


The tone of confidence resembles the tone of narcissism

Confidence has a tone and an energy and it’s similar but a lot different to ego and narcissism. Because of the similarity most consumers misinterpret cockiness and ego as confidence. The problem with this is they end up hiring the wrong person.  

 

You want people to be empowered that they made their own choice

He or she that speaks the most dominates the conversation, but he or she that asks all the questions controls the conversation. You want to empower the client by having them dominate the conversation, and you want to control the conversation by asking all the questions.

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People are looking for someone to represent them, someone who can advocate for their needs. When they are clear that you’re on their side, they will say yes. When you try to sell them, and focus on the commission, they are clear that you’re representing yourself and you won’t get hired. If you want represent people, come from a place of contribution, be an ally to them and take their side through your language, tone and energy.

Nov 24, 2017

Networking can be everything from causing anxiety and discomfort all the way to being socially paralyzing to the point where you can’t do it at all. How can you shed your fear of networking by being more intentional and clear? How does deep breathing play into how you come across to people? How do you find communication clues in other people? On this episode, Dr. Debra Dupree is back with more great insights and tactics to make you a more effective networker.

Three Things We Learned

Always have a clear intention for your networking

A lot of people waste time running after events. To avoid this, always have an intention. Think about what’s your purpose and how the networking event ties into that purpose. Have some intent about how many people you’re going to meet and set out with the goal to make a specific number of connections.  

Take deep breaths before you enter into a networking situation

Engage in 3 or 4 deep breaths before you enter into a situation. It slows down the breathing and the brain wave activity which influences the clarity of the eyes. When you breathe you not only calm yourself down, you also change the vibe you give off to other people which will make you a more effective communicator.

Be a giver, not a taker

In networking situations, you put people off when you make everything about you and fail to show any generosity. Learn to talk less and listen more, and lead with actual value. When you do eventually ask, it will be easier because you would have given something in the first place.

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Networking can be an off-putting exercise, even for some of the most confident and accomplished people. For it to be less nerve-wracking, go in with a set intention of what you want to achieve and who exactly you want to talk to. Ask people questions to engage with them, and use deep breathing to make sure your lack of clarity isn’t showing through your eyes or voice. By breathing we can control these factors and show up authentic and ready to connect.

Nov 21, 2017

When people don’t show up for appointments it’s because there’s resistance. How do you take care of the resistance before it even arises? How do you reduce people’s fear of salespeople? How can objections actually help you learn more? On this episode, we talk to Dale Archdekin, who gives great insights on handling all objections like a true rockstar.

Three Things We Learned

If the appointment is way more important to you than them, they likely won’t show up

It’s very important for the appointment to be of equal importance to both parties, otherwise the other side won’t see the value of upholding it. If you can understand what someone’s needs are and work towards meeting them, this makes it more likely than an appointment will happen


Every objection reveals a need and something they are trying to achieve

An objection isn't something you should just take at face value as a rejection. It can in fact be a very powerful illuminating tool that you can use to your advantage. Every objection uncovers that they have something to achieve, even if it’s nothing.
When you’re selling to high D’s, make your scripts short, punchy, and figure out what the essence is

When you’re trying to sell to high D individuals, it’s important to make your pitch as straight to the point as possible. Make your script as simple as possible so that you get to the point quicker, without losing that person’s interest.

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Clients and customers all have a fear of sitting with salespeople because they don’t want to be pushed towards a decision. It’s your job to provide value and reduce that fear. When you’re asking people to take time out of their busy lives to sit with you remember there might be some resistance. Pre-frame the person to deal with any resistance that’s going to come up before the appointment happens. When you’re on an early call, people won’t know, like and trust you enough to agree with you, so just let them have their opinion. Anytime you get a rejection, remember it reveals a deeper need.

Nov 21, 2017

Agents are making the fatal mistake of putting lead generation on the back burner in favor of client service. What mindset and attitude causes this mistake? What is the dirty secret successful entrepreneurs don’t share? Why is it so necessary to have clarity and intention when it comes to setting your goals? On this episode, we are joined by Gene Volpe and Andy Scherer for a high value smackdown.

Three Things We Learned

Lead generation should always be your first priority, before client service

When people don’t prioritize lead generation and designate it to time slots that are never avaiable, it’s because the burning desire for clients isn’t causing enough pain for them to take action, and there isn’t enough pain or pleasure in doing something to push forward. To overcome this, you have to increase the psychological necessity behind it by making it non-negotiable.


The dirty little secret in entrepreneurship is that a lot of ultra-successful people have gone through bankruptcy

It’s not talked about enough in the entrepreneurship conversation, but behind every mega-successful person is a story of overcoming struggles like bankruptcy, failure and intense hardship. All the people we look up to had to power through all of that to get to where they are.


If you don’t know how to set a goal for a project always bring it down to a number

You can’t successfully break down and work towards any goal unless it has a number attached to it. For some projects, it can be hard to really pin down that number, so instead, boil it down to a time that you set and strictly set to work on something.

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Everyone wants the end goal of success, but they don’t understand the difficulties they have to go through to get there. When you’re in a difficult situation, you have to tap into your greater self, and your mind will find its way out of it. When life is fighting you, it creates a sense of urgency, but we should be able to have this urgency, even when you’re not being challenged. Learn to anticipate obstacles and visualize through the fog that you will experience.

Nov 13, 2017

People shy away from really putting concrete numerical value on their goals. Why does this set them back in a huge way? How can you start tracking your work better? How can you go about setting business goals that don’t ultimately take you away from the things that matter? On this clip, we are joined by coach Hank Avink who shares the biggest business mistakes agents are making, and how to stop making them right now.

Three Things We Learned

It’s hard being a spouse and a parent so it’s sometimes easier to spend more time at work

For some people who excel at work and find themselves struggling at home, the praise, success and accolades of the job are a lot easier to do than the work, commitment and routine of being a spouse and a parent.


So many people are afraid to raise their standards because it will push people away

A lot of people stay in business relationships that just aren’t working for them because they are too comfortable and they fear saying they want more out of it. Raising your standards will change a lot of relationships but ultimately it will give way to better ones.

If you’re really good and people want you, they’ll adjust their schedule

A lot of people have a scarcity mindset, and that leads to them taking on jobs that don’t suit them or shifting important things in their lives to make clients happy. If you truly provide value to your clients, they will be happy to adjust things to your needs and accommodate you.

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A lot of entrepreneurs shy away from putting a solid, concrete numerical value on goals, they can hold themselves accountable to and then underestimate the importance of staying in relationship with these goals. If you’re a business owner and you’re not tracking your activity in a real way, you’re faking it. Take the time to be in balance with what you really want, interrogate your schedule to make sure you’re making the best use of your time and make the pain of not following your schedule greater than the pain of following it. When you follow your schedule, you get predictable results, and that will give you your best year ever.

Nov 10, 2017

Human relationships are in low supply, and people are starved for authentic connections. How can you make this the basis of your real estate business? How do you play to your strengths and unique abilities? What elements help you find your own unique ability? On this episode, we are joined by rockstar agent and coach Chris Angell who shares valuable insights on these topics.

Three Things We Learned

We don’t trust ourselves because something tells us we’re not good enough

We constantly look outside of ourselves for answers because we don’t trust our core and we’re always trying to find external solutions to our problems because of that. When we play to what makes us unique, we solve this.

Nobody plays in the top of the funnel

Everybody is fishing for business in the middle and the bottom of the sales funnel, but if you can be valuable to people at the top of the funnel, they will think of you when the need for your service arises.

The flip side of a complaint is a commitment

Think deeply about the things that frustrate you, they aren’t coincidental. The reason we complain about something is because we wish it was different. If we complain about something it’s because we are committed to the result on the other side, and we’ll be willing to work for it.

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Every human being has their own superpower, and when you unlock it everything about business and life gets easier. Be intentional about being useful to your database so it can grow. Create content that nurtures a relationship with those people. Build a tribe of people who like what you say, and feed them into your database. The sales process isn’t about convincing people to do something that isn’t in their best interest, it is the process of taking the responsibility upon yourself to get someone the results they want and wouldn’t get without you. Remember this is a relationship-based industry, and the consumer is looking for authentic and real right now, so be authentically you.

Oct 27, 2017

The true measure of fulfillment is not being contingent on outside circumstances for happiness. How do you find the inner push for your happiness? How does your morning routine set you up for a successful day? Why is forgiveness such a powerful part of becoming your best self? On this episode, we talk to Sarah Rose Reiter about how she overcame personal obstacles through mindfulness, intention and embracing the letting go process.

Three Things We Learned

A synchronistic event will show up when you set a powerful intention and make a declaration to the Universe

A synchronistic event shows up and seems to good to be true because it has been provided by the Universe, and it’s what you asked for. There’s going to be a moment of recognition that directly correlates with the intention you set. It all starts with awareness and clarity.

The letting go process is something you need to embrace

In order for good things to come into our lives, we have to let go of the bad. Whether it’s business or personal, an old relationship has to die in order for a better relationship to come into being, so don’t be afraid to let go.

We’re the only creature on earth that can make ourselves feel good or bad just based on our thoughts

The human mind is so powerful it impacts our emotions, negatively or positively. This is why it’s so important to harness your mind’s power so that it works to your advantage. Remember however you feel is connected by your thoughts.

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Setting a powerful intention is the very first step to making incredible things happen in your life. Setting an intention is a form of asking, praying is a form of asking and it shows the universe that you are ready to receive. Remember everything in your outer reality is a reflection of your inner reality. When you have resentment, you put up walls, and you perceive the world in a different way. Be open, be receptive, step into forgiveness and understand the bigger picture.

Oct 18, 2017

About a million people are publishing every week on LinkedIn but most of their content sucks. What are the biggest mistakes people are making when it comes to putting out content on LinkedIn? What is the secret to creating share-worthy content? How can you use LinkedIn to position yourself as an expert in your industry? On this episode, we are joined by LinkedIn expert Tracy Enos, who shares the LinkedIn secrets that gets her content 140+ shares.

Three Things We Learned

All activities in LinkedIn are going to start with your personal profile

A lot of people make the mistake of trying to publish content even though their profile isn’t good and the various elements aren’t dialed in. The first thing you need to do is optimize your profile so that it represents you and your brand well.

Become the go-to person in your area or industry by writing articles

The purpose of content marketing is being of value and helping people find solutions for their pain points. Start writing articles about your area or industry, and they will serve as social proof of how knowledgeable and skilled you are.

You need 10 recommendations to get more profile visibility and make sure the people recommending you are using the keyword for the service you provided

Having recommendations makes a huge impact to your profile visibility but it’s important to remember that the people who recommend you have to use the keyword for your service. That way, each recommendation boosts your ranking.

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If your content on LinkedIn is entertaining, and teachable, it will fortify you as the expert in your industry and separate you from your competition. If you can showcase that you’re an expert in your industry, you will become a magnet for clients and referrals from related professionals. It all starts with having a really great profile, knowing who your prospect is and then knowing their pain points so you write content that makes you the solution. A lot of people think the content publishing process ends when you put out the post and add links on social media, remember to promote and follow up.

Oct 13, 2017

It can be very hard for different DISC profiles to get along, let alone work together. How do you find common ground when you have very different ways of approaching tasks? How can high Ds work with Ss and Cs? How can you be more observant to how other profiles are responding to your approach? On this episode, we are joined by agent and coach Philip Simonetta who shares how to align with people you are different from.

Three Things We Learned

When you say “you don’t know me yet” to someone, it makes them want to get to know you

A great script to use on phone calls and voicemails is introducing yourself and telling people that they don’t know you yet. This will get their attention and make them actually want to find out who you are.

Your goal should be to leave people better off than you find them

When it comes to building a team and being a good employer and even a good agent, it’s important to be of value and work with the goal of making people's lives better. If you lead with this, you won’t even need to make a sale because your authenticity comes across quickly.

Working with S and Cs: Slow down, soften towards them and let them see you being yourself

It can be hard for a high D to relate to the high S and C because their approaches are so different, and an S and C can easily shut down if it feels like they’re being pushed too aggressively. Learn to slow down and soften to accommodate them.  

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It’s important to remember that people are different. They approach things differently and require different communication approaches. When you’re a high D trying to understand a high I, use your ability to adapt to get in their shoes, and start seeing the world from their perspective. Ss can be stubborn and easily shut down if you’re too aggressive, so soften and observe so you can change your approach accordingly.

Oct 12, 2017

In music and real estate, setting yourself apart is a very important step to attracting the right clients. How do you build your tribe and utilize social media? How does overthinking hold you back? Why is it so important to have a strong product? On this episode, we are joined by musician Derek Sherinian, and agent Stephen Adika.

Three Things We Learned

People who think too much never do

While it’s great to analyze every move before you make it, it’s very easy to become a victim of analysis paralysis. Learn to get into action and make adjustments as you go along. If you think too much you won’t get anything done.

Synchronize mental, physical and spiritual

When you align every part of you, it will turn you into a beast and you’ll be able to work with more fire and determination. If you’re able to align exercise, mental habits and spirituality with what you do for a living, it brings a whole new energy to your life.

If your product isn’t good, no amount of promotion and strategy will be worth it

A marketing strategy has to start with a very good product, so before you do anything else, make sure your product is great so that what is said about it and what it is align.

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A lot of people don’t have the audacity to knock on doors or make the leap to make their lives better. If you have audacity, and develop your signature style you can set yourself apart. It’s also important to identify your tribe and play to them. Never forget the importance of consistency, and keep in mind that, if you’re not feeling good internally, it will affect your work and your relationships. Whatever goal you have, remember to make it the most important thing in your life.

Oct 10, 2017

A lot of people in real estate underestimate what it means to do it all. What are the three things you need to dial in to succeed with listings? Why are profits better than wages? How do you find common ground and build rapport with sellers? On this episode, we are joined by real estate top producer, coach and author Hoss Pratt, who answers these questions.

Three Things We Learned

One-to-many conversations are the most profitable

Salespeople take steps with their skills, starting with being able to master being on the phone, then having one-on-one conversations with people in and person, and then finally making a leap towards one-to-many conversations like training and speaking engagements. This is what is most profitable.

However you’re most comfortable is how you should present

People make the mistake of thinking there is one way to present, but what makes the most sense is doing what makes you comfortable so you can be your best. What you need, more than anything is a framework, and being able to build rapport.

A confused mind doesn’t buy

Don’t get too technical in your listing presentations because a confused mind won’t be able to buy from you. Learn to dumb down your presentation so that it can actually convert.

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When it comes to systems, it’s important to remember that there’s no need to reinvent the wheel. The systems you need already exist, all you have to do is plug into them, turn down the noise and do the work. When it comes to listing presentations, remember that rapport trumps everything, and rapport is built on commonality. A confused mind won’t buy so make sure your presentation is clear.

Oct 9, 2017

When it comes to FSBOs, most agents are told to go for the listing even though they might end up in conflict with the seller. Why does this approach guarantee that you’ll lose the listing?

What is the right way to approach a seller so you can get the listing ultimately? Why is agreement your way to securing the listing? On this episode, we are joined by top producing agent and coach Brandon Mulrenin who shares his revolutionary strategy for FSBOs.

Three Things We Learned

Be 100% Agreeable with the Agent

The biggest mistake most agents make when it comes to communicating with FSBOs is they try to convince the sellers that selling on their own is a mistake, which immediately creates conflict. Instead, it is much smarter to agree with them, provide them with the resources to make the process easier and then when they need more help, they will lean on you further.

They’re not a lead, they are a human being

We alienate sellers and get in the way of building a relationship with people when we dehumanize them and think of them as leads and a means to an end. All you need to do is shift your thinking and approach and remember that these are people with families, and needs and you need to build a relationship with them.

In content marketing give everything away, then you’ll attract the people that want to do business with you

Most people think it’s a smart strategy to hold onto their most valuable content so they can get people to pay for it. The right way to go about this is giving away what’s really valuable because it shows a spirit of contribution. That’s how people connect with you.

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Until you understand the importance of contribution, you’ll have a hard time reaching your goals. Sellers need an advocate and a support system, not someone who just sees them as a lead and way to make money. It’s all about showing people that you put their needs and their success before your own. The strategy with FSBOs is being agreeable on the phone so that you’re able to meet them face to face, so that you can build a relationship with them.

Oct 3, 2017

Agents often find themselves wanting to take action, but end up stuck and frustrated because of what they believe deep down. How do your beliefs determine your behavior? How do you clean up the dumpster fire of negative and limiting thoughts? How do you unearth unspoken objections? On this episode, we talk to mindset coach Kim Ades about what truly gets in our way.

Three Things We Learned

Don’t think of it as a listing presentation, think of it as a needs assessment

Agents get tripped up in listing presentations because they think of them as presentations and not an opportunity to understand the needs of the other person. You will then focus more on winning and less on determining if you’re even a good fit for them. Turn the conversation around from presenting to understanding, and that will take the pressure off.  

Ask Yourself the Right Questions to Uncover Your Limiting Beliefs

When it comes to determining what’s stopping you from moving forward on your goals, you have to get really honest with yourself and ask questions like, what you believe about your ability and likelihood of reaching your goal, if you’re capable and whether or not you have the resources.

Create a series of beliefs that are buyable

Switching your beliefs from bad to good doesn’t happen overnight. What you need is point by point transformative change. Don’t underestimate how much influence the back of your head has, and how your beliefs will conflict with what you already think of yourself. Make sure you’re giving yourself beliefs that you can actually believe in so that they stick.

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Beliefs will always determine behavior. The biggest mistake we make is rushing to take action right away before being clear on limiting beliefs. Until we examine our thinking we’ll always get tripped up in what holds us back. If your thoughts aren’t aligned with your goals you can take all the action in the world and still not reach your goals because there is a flaw in the process. Take the time to bring up all the negative thoughts that are eroding your ability to reach your goals and replace them with beliefs that allow you to behave and take action with ease.

Oct 2, 2017

The average agent thinks of themselves as a celebrity whose brand is enough to attract leads, and they couldn’t be more lost. What is the right way to build a brand that actually delivers value? Why are dabblers always going to fail to succeed in the long-term? Why is video where you should be putting your energy? On this episode, we are joined by lead specialist Edwin Dearborn who gives us massive value.  

Three Things We Learned

Everyday that you avoid going on video is everyday you’re antiquating your brand

By the year 2020, 80% of the content consumed online will be video. If you’re not getting into video right now, you are going to be left so far behind that you won’t be able to catch up. YouTube is the world’s biggest reality TV channel. It doesn’t take much to start publishing your own content.

A brand needs to focus away from the egocentric

Most people who think of building a brand think about it in an egocentric light, like they are famous people who will just generate leads without any effort. You need to give people value in the form of content, and use social media to position yourself as the digital major of your town, not a celebrity that is entitled to attention.

It’s rare to find a successful team that has more than 3 lead generation pillars

The most successful agents and teams don’t dabble in different lead generation pillars. The average agent dabbles and is never able to go deep on one thing. Instead they find themselves with pieces of unfinished actions that don’t take them anywhere. Wealthy people intensify on fewer things.

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All your branding operations needs to be less egocentric and more value focused. If you can bring real value and be authentic, people have an antennae for that and they will pick up on it.

The goal is to generate leads that are unique and actionable, and you have to make sure you qualify your leads by the quality of their source and age. Remember your resources are the sources of your business. Use video content to showcase the lifestyle of the area you work in, and think of your business as a media company that happens to sell real estate. In this market place, this is how you will stay ahead of the game.

Oct 1, 2017

Consumers are exposed to 60,000 brand messages each day. How do you make sure your message is seen by the right people? What does it take to set yourself apart from everyone else? Why is consistency so critical to your success? On this episode we answer these questions in a live Q&A.

Three Things We Learned

Personal category design is all about blue water hunting

The biggest mistake most business owners make is going into the market talking about how much better they are than their competitors. The problem with this thinking is that it’s hard for a customer who’s looking from the outside to really see what truly makes you better. If you want to make an impact, talk about what makes you different and unique in a way that is relevant to your target market.

Pay close attention to your prospect and adjust to your prospect

It’s important to have business relationships where you get to be your authentic self, and sometimes this can be an organic process that takes place as soon as you meet people. Sometimes the process requires you to pay attention to the personality of your prospect and adjust to their needs and disposition. Being adaptable is a very important skill in this business.

The notion of exclusive seller leads is very flawed

Trying to find exclusive leads is a shortcut that doesn’t really exist. In today’s world, there is so much competition for leads online, so it’s impossible to find one that’s just for you. The key thing is differentiating yourself so even when you’re competing with other agents, you stand out.

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The business world is highly competitive, and category kings take 70% or higher of the market share. If you’re not competing at that level, you will end up fighting for scraps and not getting very far. Don’t tell people you’re better, show them that you are different. It’s all about showing how you uniquely solve a problem that’s relevant to other people. It’s about attracting the people that like what makes you different.

Sep 28, 2017

Starting a company is easy, but running it successfully, growing it and keeping people happy isn’t. How do you run a team where people are happy and highly valuable? What’s the right way to approach coaching without burning people out? What are the biggest mistakes agents make in running their businesses? On this episode, we are joined by Firepoint Solutions CEO, Chris Tamm who goes deep on these and many other insights.

Resources + Links

Rockstar Agent Marketing Toolkit - 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.

Three Things We Learned

People take coaching and sales management too far to the point that they burn out on it

The most effective and successful coaching emphasizes incremental growth every single day, not big leaps that are easy to fall behind on. Short daily catch ups and check ins are less overwhelming but at the same time more likely to create behavioral change and allow for accountability.

Entrepreneurs think beyond return on investment, they think of return on time

People who don’t have an entrepreneurial mind often think of how much money something is going to cost, without thinking of the return they will get in time ultimately. Spending time coaching your staff to be better will give you an unlimited return on time because of what it brings back to your business.

Getting 80% sure and executing is way better than getting 90 or 100% sure

Most people get stuck in inaction by waiting to be 100% sure on something before they launch and implement, but the truth is you might find yourself waiting forever. It’s better to get even 80% sure, launch and then learn as you go along. Sometimes the remaining 20% is just opinion.

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Whenever you set up a new system, remember that the people working it aren’t robots. Coaching and care is needed. 10-15 minutes with each agent every week gives you a look into how well they are working the system. Most agents make the mistake of coming up with temporary fixes for their business problems so they can just get clients. What’s crucial is setting up a system that provides a steady stream of your ideal clients, that you can just run and maintain so those problems are permanently solved. Remember, you don’t have to get things 100% right every time. It’s better to improve as you go along than to be inactive waiting for everything to be right.

Sep 27, 2017

When most people think about goals, they focus only on business goals and forget all the other pillars of their lives. Why is it important to consider other goals? What gets in the way of people taking action on the goals that will make an impact? Why is journaling important? On this episode, we are joined by Andy Scherer and Gene Volpe and we go deep answering these questions.

3 Things We Learned

When most people think goals they gravitate towards business goals

When it comes to goal setting, it’s important to think beyond your business and your work. A fulfilling life is made up of so many more aspects like health, family, relationships and spirituality. Factor those things into your goal setting.

The uncomfortable feeling of the actions you need to take stops us from executing on our goals

We all have actions we have to take to grow our business, be healthier and happier, like making calls or going to the gym. These actions are uncomfortable, and the discomfort blocks us from getting into action. To overcome this our desire for growth and success have to be greater than not wanting to feel uncomfortable.

We don’t go for what we want because we don’t know what we want

Clarity is freedom, energy and the basis of the fuel we need to get to our intended destination. Without clarity, we’re basically swimming in muddy water, and it delays our success. Once we know exactly what we want, energy can be applied to it and the Universe will get out of your way so these intentions become reality.

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Most people are held back because the pain of not following through on their intentions isn’t big enough, or their WHY isn’t great enough. When you can have clarity on what fuels your actions, you will be committed and consistent at taking action. It’s important to understand the strategic plan for where you want to go and how to get there. The true magic happens when you’ve provided that fuel for your goals, and have a strategy broken down into milestones, and weekly and daily intentions. Learn to be a student of yourself so you can constantly improve and evolve.

Sep 26, 2017

Real estate services for the military is a worthy niche for agents to consider. How does it differ from civilian real estate? What is the loan process and why is it so important to be informative, available and helpful? How do agents market themselves on base? On this episode, we are joined by Larry Luna and Bree Meloan, who are experts when it comes to military real estate.

Three Things We Learned

The military is a tight unit and if one person knows that you’re in real estate they will refer their circle

In the military, the rules about marketing yourself as an agent are a lot stricter. The inventory of an agent is considered to be in competition with the base’s real estate. Most business comes by way of referral after you’ve worked well with one person. The community is super tight knit so this is what will bring the business.

Being accessible to clients who are deployed makes a big impact

In all real estate, it’s important to be available to your clients in their times of need. In military real estate, your clients won’t always be in the same time zone as you are. When you make yourself available to them, it really makes them feel valued and cared for.

The VA limits specific expenses and costs that can be charged to the veteran

The main goal of the VA’s rules for real estate is protecting the veteran. Appraisals are a lot more strict to make sure the house doesn’t have issues, and there’s no requirement for down payments to keep expenses down for the veteran.

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If you’re looking for niche or category that you can potentially dominate, consider working with military buyers and sellers. They are people who deserve excellent service from someone who is experienced and dedicated. The home buying process can be difficult and daunting, and if you can be valuable you will gain referrals and make a difference.

Sep 25, 2017

In this information age, we get so overloaded on consuming content that we can end up not implementing anything. How do you make sure you’re putting your lessons into action? Why is not being able to close a symptom of a problem? On this episode, we answer these questions and discuss time blocking, and how what you focus on expands.

Three Things We Learned

Talking about something is awesome as long as it leads to action

It’s easy to consume so much data and so much information, but if it just sits in your mind without being put into action, it’s a huge waste. The key to success isn’t accumulating all the knowledge in the world, it’s all about making sure it create behavior change.

People want a solution to be complicated

Most solutions to leading a better life are very simple, but the problem is people expect them to be complicated. People expect complications because it is the only way to explain why they haven’t been able to make it happen in the first place.

Find Your Biggest Limiting Factor

We all have one thing that stands between us and success and most of it has to do with mindset, and limiting beliefs. If you can identify these beliefs and overcome them - that brings you closer to the life you want.

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Most people’s limiting factors have nothing to do with lead generation and a lot more to do with themselves. When you find that limiting factor you’ll be able to rise above it and make you and your business better. We’re in an age where we consume a lot of content, but we need to be careful not to miss out on the importance of implementation. Put your focus into the things you want to happen, not the things you don’t want.

Sep 24, 2017

A lot of people think success follows hard, horrible work but this is the wrong way of looking at it. How do you align with your own definition of success? Why does comparison make us miserable? How can you achieve success without running yourself into the ground? On this episode, we are joined by success coach, Roberta Ross - who shares on achieving true fulfillment and happiness.

Three Things We Learned

We are conditioned to take motivated action not inspired action

Motivated action comes from an external push, or a need to accomplish something that corresponds with an external force or circumstance. Inspired action comes from within, and it’s how we are able to make things happen for ourselves easily. We should always aim to work from a place of inspiration.

Fear has many derivatives - panic, anxiety, sadness, doubt, depression etc

What might look like anger, anxiety and doubt on the outside are all just signs of fear and taking action from a place of fear. Even though fear can be an effective push to action, it very often leads us to things that aren’t aligned with our true selves.

Happiness and success have to be unconditional

We’ve been conditioned to think happiness only happens when we’ve achieved certain things, but true happiness is unconditional. True joy has more to do with how we feel inside and how we view the things that happen to us. If you’re able to just be happy as you are right now, that creates a lasting joy that can’t be challenged or touched.

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We’ve been taught that our greatest joys and accomplishments come from struggling and suffering towards a goal. As a result, we miss out on a success that can happen with greater ease and give us so much more joy. We waste time by comparing ourselves to others, trying to fit into someone else’s idea of success or not taking the time to be content with where we are. True success is a matter of aligning your business with the strategies that are aligned to and play into who you are. The rest can be delegated or let go of completely. Align your business with who you are and what your real talents and passions are and you’ll see how easy success can actually be.

Sep 23, 2017

For a lot of agents starting out in the business, being young can be a disadvantage. How do you stop your age from being a barrier to your success? Why do you need a mentor and how will you know what to look for in one? In this clip, we talk to one of Realtor Magazine’s 30 Under 30 agents Jessica Randolph.

Resources + Links

Rockstar Agent Marketing Toolkit - 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.

Three Things We Learned

Reach out to people as if they already like you

A lot of what drives reluctance in agents is the fear of reaching out to people who probably don’t like you. To overcome this, mindset is the most important thing. Work with the assumption that people already like you, so reaching out doesn’t feel so difficult.

A personal life says a lot about who you are and it says a lot about your priorities.

When you’re choosing your mentor, it’s easy to focus on the professional attributes they bring to the table and ignore details like their personal life. It’s important to look at someone’s home life because that’s where you really get to see what their why is.

As a young agent, focus on what you can offer, not what you can’t.

Just because you don’t bring age and experience to the table, that doesn’t mean you don’t have value to give. When you’re marketing yourself to people, make sure you focus on what you do well, whether it’s knowledge of technology or having more time to focus on them.

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Marketing in real estate is all about relationships and being able to build them even when you think you’re too young or too inexperienced. If you can’t offer age and experience, lead with what you do have working in your favor. Remember it all has to do with being clear on your value and fighting for it. At the end of the day success comes down to your attitude and mindset. It’s also important to find a mentor you really admire.

Sep 22, 2017

When it comes to achieving goals, a lot of people want as close to instant as they can get. How does this get in the way of real progress and growth? How should you go about steering the path to success? What’s a big mistake coaches make? On this episode, we talk about goal setting, rituals, coaching and accountability.

Resources + Links

Rockstar Agent Marketing Toolkit - 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.

Three Things We Learned

Most coaches make the mistake of dictating from the top down, what they think their clients should do.

A lot of coaches have to grapple with clients who never follow through on plans made, but a lot of the times it’s due to the coach’s approach. When a coach tries to dictate what a client should do, it won’t work. What works is the client coming up with goals and the coach holding them accountable to what they’ve already decided.

A lot of us make goals based on what sounds good to other people.

When we make goals, it’s important to be clear that they are ours and not put on us by other people’s expectations. We will always steer ourselves towards the subconscious ideas we have of success, so it’s important to work harder on setting goals from within not from what you think you should do.

It’s important to have different people in your life that speak into different areas of your life

One mistake we make is we try to get all kinds of advice from the same people, but we actually need is to lean on different people for the different kinds of wisdom they have. Build a mastermind group of people in your life who are experts on things like business, spirituality, mindset and personal relationships.

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A lot of what holds agents back from success has nothing to do with the actual business, and more to do with their mindset, beliefs and daily habits. It’s important to cut through this with personal development, learning and setting the right goals to move forward. When it comes to making a path towards success - we have to define it for ourselves and then take the daily actions to get us there.

Aug 25, 2017

For many people, being young can be a disadvantage in the real estate business. How do you make yourself stand out and provide value to show your expertise? How can you employ social media tactics to get more clients? How do you go about hiring an assistant who won’t eventually become a rival? On this episode, we are joined by young agent Jamie Tian, who shares the strategies behind her successful career.

Takeaways + Tactics

Keeping in touch with old clients is the best way to get more listings and leads.

Link up with adjacent business owners who also work with the type of people you’re targeting.

You have to stick with your marketing strategy for a long time for it to stick.

 

At the start of the show, Jamie shared how she got started, and where most of her business comes from. She also shared on the importance of taking a marketing strategy long term and how she uses social media to get clients. We also talked about finding the right assistant, signing buyer-agent agreements and what Jamie would do differently if she had to do it all over again.

Jamie also talked about;

  • Why geographic farming isn’t going to go away
  • Communicating with international clients
  • How young agents can prove themselves


You don’t have to be an old dog to win clients and become successful. Being younger just means you have to prove yourself more and show your expertise. Be reliable and overwhelm them with value and knowledge. Remember you’re not going to connect with every single person, so don’t take rejection personally. Just work on clicking with the right people, being valuable and everything else will fall into place.

Guest Bio-

Jamie specializes in properties throughout Los Angeles including Bel Air, Beverly Hills, DTLA, Hollywood Hills, West Hollywood,West LA, Westwood and the Sunset Strip. As a top producing agent at Rodeo Realty, Jamie takes pride in her discretion while providing the finest service to clients ranging from first-time homebuyers to A-list celebrities. She also provides invaluable services such as reliable contacts to her investor and developer clients that make her a top choice for those looking to make a profit in the Los Angeles real estate market. Go to http://www.jamietian.com/ for more information.

 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.

Aug 24, 2017

When it comes to social media, a lot of us do too much all at once. What are the biggest mistakes people are making with their posting and content? How do you gauge if a seller is really serious? What is a huge misconception people have about marketing? On this episode, we answer questions and discuss the common social media mistakes people are making.


Takeaways + Tactics

Don’t post the same content across all social media platforms.

Share more than your own content on social media.

Make sure you’re not just using landscape photos and videos.

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At the start of the show, we answered a question on leaving a brokerage gracefully, and we started talking about the 10 social media mistakes people make and how to avoid them. We also talked about getting an authority stance over your competitors and how to use your marketing money to get business. Towards the end of the show, we shared on why you shouldn’t just share your own content.

We also talked about;

  • iPad listing presentations
  • Creative handwritten notes for FSBOs and expireds
  • Why you shouldn’t over-post on Facebook

Before you rush to be valuable across multiple social media channels, start out by being super valuable to one person in one place or to one group of people consistently. Once you’ve mastered that, you can do more for other people. When it comes to marketing, go after people you already have a connection with, who have an urgent need for what you need before you go after complete strangers.

Guest Bio-

 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.

Aug 23, 2017

Waiting for the recognition of other people is a downward spiral. What are the hard questions you have to ask yourself to find what fulfills you? Why is it so important to celebrate what you’re good at and what you’ve accomplished? Why is clarity so important? On this episode, we are joined by executive coach Ahalya Kethees who gives us so much value.


Takeaways + Tactics

The more clear you get about your goals, the more confident you become, and it becomes a virtuous cycle.

Take time to acknowledge yourself for your wins AND drill down to acknowledge the character traits it took to produce the win.

Most people don't get what they want because they don't have clarity on what they want.

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At the start of the show, we talked about success rituals and the power of using a five-minute journal at the end of your day. Gene gave us his tech tip of the week, which is using later.com for your social media posting. We also talked about the confidence-clarity loop, and towards the end of the show, we shared the questions we ask ourselves to get closer to our goals.

We also spoke about;

  • The power of doing self-acknowledgement
  • How to be strategic and intentional about your inner circle
  • Starting with the end in mind

 

To get the results you want out of life, you have to have a burning desire to accomplish your goals. Ask yourself if you’re chasing artificial goals that someone else told you to have, or if you’re doing what matters to you. Be honest about where you are now and work on where you want to go. Have the belief that it’s possible and act as if it’s going to happen and be strategic and intentional about your inner circle. When in doubt about what you want, start with what you know for sure.

Guest Bio-

Ahalya is an Executive Coach and Facilitator for Tech Leaders and Teams. Go to https://www.linkedin.com/in/coachahalya/ for more information.

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.

Aug 22, 2017

If you think sending an email a month is enough to effectively market to your database, think again. What do you need to do in order to be in front of the right people consistently? Why is Facebook Messenger the new email? How can you find the right people to feed into your database? On this episode, agent and marketing expert Nick Sakkis goes deep on building a wall around your database with good marketing.


Takeaways + Tactics

Build a wall around your database by running Facebook ads to them. This creates the appearance that you're "everywhere" for as little as $5/day.

People are continually chasing after the cold leads, but the real money is in the people who already know, like and trust you.

Build your Facebook Messenger list as large as possible, open rates for FB messages are 70-80% right now. Speak to people in the channel they want to be in.

 

At the start of the show, we talked about how Nick got started and why we’re a demand generation. Next we talked about how powerful $5 a day on Facebook advertising can be so effective. We also spoke about the power of building a wall around your crowd and how to get in front of the right people in the first place.


Nick also spoke about;

  • The truth about email open rates
  • How to get in front of the right people
  • How to get people to opt into your Facebook Messenger


If marketing was basketball, Facebook would be your point guard. Target a high number of people with exactly what they want and you’ll succeed. You’ll gain the advantage of having people come to you in their time of need, instead of you constantly having to go out and prospect all the time. Learn to build a relationship with the right people and then build a wall around the people who know, like and trust you. If you can’t afford to spend $5/day to target the people that know, like and trust you that will be around for as long as you’re around, just get another job.

 


Nick is the co-founder of the Sakkis Group, Nick acquired his real estate license in 2005 where he worked for Prudential Tropical Realty. Nick was born and raised in South Tampa, attending local schools, including St. Johns Greek Orthodox Day school, Plant High School and Hillsborough Community College. Growing up as a two sport athlete Nick developed a strong sense of what it takes to win and be successful. He has brought that same level commitment and perseverance to his real estate business. Go to http://www.sakkisgroup.com/ for more information. Real Estate Marketing Rockstars

 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.

Aug 21, 2017

People with multiple streams of income start with one engine for their business before they add something new. What misconceptions do people have about this process? What misconceptions do people have about being the digital mayors of their local area? Why is it a bad move to dilute your focus? On this episode, we answer these questions and provide massive values to our listeners.

Takeaways + Tactics

If you can’t afford good photography for a high-end listing, partner with someone who can.

Most self-made millionaires build their wealth through their business then they get into real estate to preserve it.

Even if you have an online community, the only way to maintain the sense of community is to get people to connect in person.

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At the start of the show, we talked about the importance of finding the engine of your business, and why you need to go deep and not wide. Next, spoke about how wealthy people use real estate to preserve their wealth, and the importance of not diluting your focus. Towards the end of the show, we talked about the power of online communities meeting in real life.

We also shared insights on;

  • Photography for high end listing
  • How to handle a seller who micromanages a listing
  • The truth about being the digital mayor of the local area

 


If you focus on developing multiple streams of income at the same time, it’s very hard to focus on one thing and create the core of your business. Before you focus on developing another stream of income, make sure the first one is actually working.  It’s impossible to be an inch deep and a mile wide, so have your priorities set before you try to diversify. Remember, the people who have the most money go deep on one thing first.

Guest Bio-

 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.

Aug 18, 2017

Paying for your marketing forces you to go deeper on perfecting all the aspects of your campaigns. How do you make sure you’re putting your most valuable marketing out? What are the secrets of lead generation? How do you know you’ve found a very talented person to work with? On this episode, we are joined by recruiting consultant and team leader Linzee Cipriani who answers these questions and provides massive value.


Takeaways + Tactics

The only purpose of a voicemail is to leave a positive impression.

A talent will continue to get increases in pay no matter where they go.

Don’t hire people just because they are similar to you.

 

At the start of the show, we answered a question about FSBOs, and we talked about the true purpose of voicemail. Next Gene shared his tech tip and we talked about the importance of hiring the right people. Towards the end of the show, we talked about how to determine if someone is talented.

Linzee also shared on;

  • DISC profiles and how they impact
  • Lead gen tactics that are working for her team
  • Motivation and talent

When it comes to recruiting people, you should see an elevated job track record that exceeds expectations. Talent will show itself when people talk about their life and show that they’ve continued to rise in position and earnings. Having a fire in your belly is necessary in sales, and this is something that shows through in the way someone talks about their life experiences, not in how much money they say they’ve earned.

Guest Bio-

Linzee Ciprani is the Owner/CEO of Round Table Real Estate Services (Keller Williams Real Estate – West Chester), where her proven systems and recruiting methods have taken their team to a new level. Go to http://cipraniconsulting.com/ for more information. Email Lizee info@cipraniconsulting.com.


 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.

Aug 15, 2017

Stress is what drives most of us and our work. How do you make sure fear isn’t actually holding you back? What mindsets are doing more harm than good? How do you effectively do your 4th quarter push and business planning for next year? On this episode, we are joined by highly experiencing Realtor and small business coach Don Cunningham.

Takeaways + Tactics

Treat every lead like it's solid gold - UNTIL you know it's not.

When you set your goals, don't do "PFA" - Pluck a number From the Air.

Most damaging stress comes back to finances - not being able to pay your bills.

 

At the start of the show, we answered a question about mailers and why they are a great strategy. Don said, “mailers work especially if you have a geographic farm.” We also talked about why mailers can be more successful now because everyone is doing email and social media. Next we talked about the power of having a plan to match your goal, and how to become worthy of the level you’re trying to rise to. Towards the end of the show, we discussed the necessity of tracking numbers and metrics. Repetition breeds success.


Don also shared on;

  • Transitioning from success to significance
  • His approach to 4th quarter and business planning
  • The power of repetition
  • Favorite questions to ask at an open house

 

 

Whatever you don’t have in your life right now, admit that you’re not worthy of that big goal currently. All you have to do is rise to the occasion and become worthy of that leap to the next level.  A lot of what holds us back are not tactical issues but rather mindset issues. Don’t forget the importance of tracking, the ability to make intelligent decisions that will propel your decisions forward has to be based on numbers and metrics. Motivate yourself to do something that doesn’t come naturally to you by tracking the metrics that matter to your business! Don’t believe the bad influences in your mind.

Guest Bio-

Dan is the founder of Fidelity Coaching, a company that delivers results-oriented, professional coaching for Realtors and small business owners. Go to http://www.fidelitycoaching.com/ for more information.


 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.

Aug 14, 2017

What’s the best script for converting online leads with no proven track record? What is the most powerful value proposition you can give a seller? How do you build trust with potential clients? On this episode, we host a live Q&A, and tackle these are other concerns.

Takeaways + Tactics

Open houses: do not have a picture of the front of the house - you need something they can’t see from the outside.

The best value proposition guarantees your performance and takes away the client’s risk.

When sending out mailers, don’t get swept under the rug of the weekend.

 

At the start of the show, we answered a question about developing a strong value proposition, and the power of having the right photos for your open house flyer. Next, we discussed how to develop content for buyer and seller webinars. Towards the end of the show, we discussed determining how much a buyer values a property.

We also talked about

  • The best days to send out mailers
  • The power of conversation
  • How to build trust with sellers


The best value statements and propositions are meant to guarantee the quality of your performance and eliminate risk. Make a big promise and take away 100% of their risk. Even if you’re new business, there’s nothing more powerful than showing genuine interest in the client’s life and you make that happen by getting into conversation so you get to know them. Once you understand the value of conversation, the more money you’ll make.

 

 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.

Aug 12, 2017

Success stories can always be daunting because it seems so hard to catch up. What's an easy, sustainable way to grow your business? How do you transition from going solo to being a team player? Why should you always have a clear motivation about what you want to do and where you want to expand? All these questions and more will be answered by our guest, award-winning realtor Dave Freidman.

Takeaways + Tactics

Stay focused on your key activities. Don't play in a bunch of different sandboxes.

Track your lead generation. Dave knows that his 71 Touch Strategy brought in 65 deals and a 55x ROI, and can track his marketing dollar down to the lead and appointment set.

Anytime you feel like you've hit a ceiling, you're missing a relationship in life.

We started off the show with some audience questions and Dave's advice on dealing with specific objections. Dave pointed out the benefits of throwing out a third party testimonial to get the deal. Dave then talked about his background and how he got into real estate through being an active prospector. We then talked about expanding out of your own state through resale - Dave said he sees a lot of potential in South Carolina already, so he prefers to stay local. Dave then explained his 71 Touch Strategy as his winning plan for growing your database. Then we moved on to talk about Dave's existing business - he revealed the important role of having fun and accurately tracking performance. Finally Dave talked about the importance of having the correct motivation when deciding to expand in your business. Finally, Dave summarized the most important steps for starting a team and what to look out for.

We also discussed;

  • Identifying motivation as part of securing a deal
  • Eliminating the fear from expanding your business
  • Growing and developing your database
  • How Dave's background and connections helped him expand
  • The transition from going solo to working in a team
  • Successfully delegating tasks and the importance of good recruitment
  • What a big goal looks like

 

Determination is key. Be on the phone every day, calling out again and again, and have a positive mindset when it comes to expanding. That will help you grasp the opportunity you need to really make it big.  Your best opportunity is in the area you're local to, the area you know and love. Identify the top potential and make sure to grab it when you can. Surround yourself with people who have the same goals - that'll help you build a disciplined team that moves towards a common goal. Finally, remember to be fun. People want to engage with someone who wants to have fun, so keep your entertaining personality because customers will relate to that and subconsciously choose you over someone else.

Guest Bio-

Dave Freidman is an award-winning realtor, based in Charleston, SC. As the owner of one of the top real estate teams in Charleston, Dave has proven that he has what it takes to find or sell a home. He has been named a Top Producing Realtor for 13 years, and is in the top 1% of Realtors worldwide. He’s also been featured on HGTV’s show House Hunters. Dave has closed hundreds of transactions over his 15+ years in real estate, earning a JD Power score of 9.5 in complete customer satisfaction for 5 years running. Dave has spent the past 15+ years analyzing the home buying and selling process for his clients. He has dedicated his time to streamlining the process and improving the results. To find out more about Dave and his work, visit http://davefriedmancoaching.com  

 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.

Aug 11, 2017

A lot of agents think they need to be busy consistently, but actually being consistently drains them. How do you manage your time to make sure you don’t burn out? What are the biggest mistakes realtors make with books and other forms of content marketing? How do you leave your legacy as a realtor? On this episode, we talk to the founder of 7-Hour book, Nick Raithel who shares why a book should be the next tool in your content marketing strategy.  

Takeaways + Tactics

When you’re tightly managed with your time, giving yourself room for a break will make a difference.

Time everything you do to have a sense of how long it takes to do something.

A book is like a business card that people won’t throw away.

 

At the start of the show, we talked about time management techniques and the importance of giving yourself a break. Next, we talked about the power of tracking what you do, and how to tell a story based on your life, and giving value to your clients. We went on to discuss what Nick calls the “THUD factor” and towards the end of the show we shared the biggest misconceptions people have about book writing.

Nick also shared on;

  • Managing your time expertly
  • The genesis of his business
  • The power of understanding what makes you unique
  • Why books give you credibility

 

 

 

If you want to stand out from the crowd, a book is a powerful thing that stays with people longer than any business card ever could. It’s a powerful way to give yourself credibility, and hit people with the “THUD factor”. Everyone has a unique story to tell, and whatever makes you you is worth putting in a book. You don’t have to reinvent the wheel, just infuse what works with your own unique point of view. If you’re wondering how to bring more value, consider adding books to your content marketing arsenal.

Guest Bio-

Nick Raithel is the founder of 7-Hour Book, a proven system that can give you clarity in terms of what you want to write about, assist you in developing an outline, and even partner with you in the writing itself if you don’t have the time to devote to the project. He is on a mission to help real estate investors get the recognition they deserve and attract new business and investment opportunities. Go to http://contentcorps.net/ for more information.

 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.

Aug 8, 2017

Facebook is something nearly everyone in the world uses and has access to. But how can you use it to grow your own business? What's the role of authenticity and being honest to the people you sell to? And why should you hold on to your sarcasm and start taking yourself a bit less seriously? We sit down with best-selling author Ryan Stewman to talk about his experience with Facebook expansion, how his background influenced his business style, and much more.

Takeaways + Tactics

Business rewards people who make mistakes.

Don't let your money lay around - put it to work and check your accounts daily.

People don't want YOU. If you want to aggressively expand your real estate business, sell the HOUSE.


We started the show with a bit of Ryan's background and how his lifestyle helped him build his business style. Then Ryan talked about his latest investment on Amazon and how this helps him make 3 grand a day. We also mentioned the benefits of buying successful, well-priced shares in big companies. Afterwards, we moved on to talk about Facebook ads and what Ryan's learned about aggressively expanding through working for a lot of businesses. He shared his best tactics about marketing and keeping in touch with possible leads. Finally, Ryan gave some more information about his new best-selling book, Elevator to The Top.

We also discussed;

  • Building a business debt-free
  • How to keep the hustle going
  • Proving your value to your market by selling a house
  • Assets you can acquire that will grow your profit
  • The importance of honesty and authenticity
  • Tactics for growing your business through Facebook
  • How is sarcasm useful in business

Take any opportunity you can find to grow and expand your business. Think about how you can present yourself to your audience - normally authenticity and honesty are your best tactics. Facebook will help you reach a lot of people, however you need to prove your value and show them why they need you to help them. Find what makes you unique and cash in on it to get those deals. Finally, if you have some money, don't just leave it sitting around. Consider all your investment opportunities. And remember that even if it looks as if they won't get you anywhere, they will pay off sooner or later.  


Guest Bio- Ryan Stewman is a salesman and 4x best selling author. In January of 2012, Ryan registered HardcoreCloser.com and started teaching loan officers how to use social media to gain business from real estate agents. In the first year he did over 150k in gross sales. Year 2 came to over 300k in gross sales. As of 2016, which is year 4, Ryan has closed over 2 million in gross sales. Now Ryan teaches people from all sales fields across all industries, how to sell online. To find out more about Ryan, visit ryanstewman.com

Aug 4, 2017

Uncomfortable phone conversations are part of the daily routine of any agent. How do you make sure to own your leads and secure those appointments? What are the best ways to unpack some of the most common excuses? What's the difference in how we treat different types of leads? In this episode, we join CEO of Smart Inside Sales and coach, Dale Archdekin to learn some legendary phone skills.

 

Takeaways + Tactics

You need to know the unique headspace of each type of lead you call.

Overcome objections by Chasing the NO. Go deeper into the rabbit hole with them.

In between each phone call, give yourself a power statement or a mantra such as "This is the call. They are waiting for me to call."


We started off the episode with Gene Volpe's tech tip of the week - using banner videos on your Facebook page to promote your business. Dale then joined us to give us some of his top tips about lead generation. Afterwards, we talked about the new trends in recruitment among top teams. We then got into the main mistakes young salespeople make when they get started on the phone. We agreed that communication is key and organic conversations are a lot more fun. We then roleplayed a common rejection script and we went to talk more about rejections. Then we discussed working with buyer leads and offering good incentive. Then Dale gave some unique advice on how ISAs can be more effective when going after different types of leads. Finally, Dale suggested some great pre-phone routines.

 

We also talked about;

  • Lead generating with ISAs
  • The problems with the 100% commission model
  • The role of body language
  • Using rejection to your benefit
  • Unpacking the "I have to talk to my wife" excuse
  • Two-step listing presentations

 

Objections are never pleasant, however you can use them to your benefit. When a lead says no, don't just give up, but try unpack it. Ask them why they're saying no and then see what you can do to change their mind, to offer them what they might be missing. Start seeing a rejection as an opportunity, rather than failure. Furthermore, always remember that different groups of leads have different experiences. You can't treat a first-time seller and a FSBO in the same way because they have a completely different view of real estate agents. Modify your script to suit every individual group. Finally, don't focus too much on your scripting. Own the conversation and listen to what the other person is saying and you'll find not only more success but also that you're enjoying the call a lot more.

 

Guest Bio - Dale Archdekin is CEO of Smart Inside Sales, a lead generation and real estate coaching company. Dale is currently the Director of Lead Generation for one of the top 10 teams with Keller Williams Realty. Dale uses his 15+ years of experience as a telephone prospector in various industries and his many years of inside sales management experience to successfully guide other agents and companies through the many difficulties of creating a productive and profitable inside sales department. Find out more about Dale and Smart Inside Sales at http://smartinsidesales.com

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.

Jul 31, 2017

For many real estate agents, the option of investment can look very daunting. How can we make it easier? What skills do we need to recognize a good deal when we see one, and how much effort goes into maintaining your investment property? Furthermore, do friends make good business partners? Join us for an exciting chat with Michael Zonin and Marc Aschoff and learn how to get started in investment.

 

Takeaways + Tactics

Consider the ROI threshold and make it a combination of risk and reward.

Sometimes profit comes when you least expect it. Even if a property doesn't look like it's worth it, consider investing - it may pay off.

When you work with partners, don't step on each other's toes. Work together towards success.

 

 

We started off the episode with Marc and Michael telling us a bit about their background. Then they went on to explain their shared housing concept and how it's worked in their community. Michael and Marc also explained how their profit works and how much they need to earn to break even. Afterwards, they shared the most common issues they encounter with properties, maintenance-wise. Michael and Marc also told the story of how they bought a cheap property, which, with appropriate maintenance and selling, rented at a great price. They also gave advice on moving on after bad deals and not thinking too hard about them. Michael and Marc had to then go because they were on location, but afterwards we discussed other successful examples of investment properties we'd encountered in our careers. At the end of the show, Greg shared a recent mean message he received.

 

We also talked about;

  • Challenges involved with renting out a big property
  • Advice about good upkeep and maintenance
  • How to find your next investment deal
  • What makes a price too good to be true
  • The acceptable ROI threshold
  • Getting over your bad deals and moving on
  • The importance of knowing what you're looking for in a property

 

 

Investment can really help you boost your profits in ways you haven't even imagined. The first step with any investment is to be familiar with the area you're trading in. You need to be able to recognize what a good price and location is, and to be able to assess a property in terms of its potential for profit and risk. If you come across a house, where your maintenance will go over the value of the house itself, it's probably best to look elsewhere. Sometimes potential can come from unexpected places, however when you're just starting off it's always a good idea to play it safe and choose something you know will come back to you with good profit.

 

 

Guest Bios -

 

Marc Aschoff grew up 25 minutes from Manhattan, and then went off to the University of Pittsburgh. After Graduating Marc knew he wanted to return to the NYC area. At that point he starting working full time in the financial services industry. While doing that, Marc invested in a number of properties on the side which is where he had the opportunity to learn about real estate. Eventually that hobby turned into a full time career. Marc also had the opportunity to be interviewed by the New York Times for some of the work he was doing with real estate in New Jersey.

 

Michael Zonin is currently working full-time as a Geotechnical Engineer in Manhattan. His passion for real estate investing has persuaded him to start investing. Most of his latest deals are being used as long-term rentals. A year ago, he decided to branch off from buy-and-holds and pursue fix-and-flips. Michael is currently looking for fix-and-flips in northern New Jersey.

 

Marc and Michael also own a beverage company, Tribeca Beverage, and are the hosts of the Millenial Flips podcast. Find out more about Millenial Flips at https://itunes.apple.com/us/podcast/millennial-flips-invest-in-real-estate-at-a-young-age/id1244779096?mt=2&ign-mpt=uo%3D4.

 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.

Jul 30, 2017

Changing directions in your life can always be very intimidating process. How do you make it easier? What's the importance of consistency and embracing your failure? And why should you value even the smallest things in life? Join us for an inspiring talk with motivational speaker Lane Ethridge about finding the drive to succeed, how helping others helps you and so much more.

Takeaways + Tactics

Gratitude is the #1 thing that will overcome fear of rejection or cold-calling.

Work on 1 new stream of passive income each year.

If you're not overwhelmed, you're underperforming.

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We started off with Lane telling us a bit about his background and his development as an entrepreneur. Lane explained how he got started with real estate investment and his experience with coaching. He then shared the best books he followed and the mindset he adopted on his way to success. Afterwards, Lane talked about how the DRIVE acronym relates to passive-aggressiveness and some common sales techniques. He also mentioned the importance of striving to outperform even yourself but then leaving everything behind when you go to sleep. We also mentioned how getting doors slammed in your face can increase your determination. We moved on to talk about non-negotiables and how knowing what isn't an option for you can really help you with your future plan. Greg, Matt and Lane all shared their non-negotiables as well. Lane then explained how Changing Lanes came to be and how being fired six times helped him build his own business. Lane also mentioned the importance of consistency. Then, with a personal story, Lane showcased how helping others can make you more successful. Finally, we stressed how important life is and how making the most of it should be a top priority for everyone.

We also discussed;

  • Being clear and specific about your goals
  • Following the DRIVE to success
  • Learning network marketing to make profit
  • The three-step pattern - impossible, improbable, inevitable
  • Regarding sales as relationships
  • Honoring your mentors by producing great results
  • The significance of the number seven
  • Making the best of bad days and seeing the other side of the coin

 

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Before you start on a new journey, make sure to always clear up your goals and ideas. Without a direction, you'll end up getting nowhere. Find what makes YOU and your vision of the future unique and see how that's best utilized. Sometimes that's not in the job you are in right now - it does take courage to pick up something new, however if you find that courage, the benefits you reap will be worth the failures and the closed doors along the way. Finally, take notice of the people around you. There will be great mentors along the way - listen to their advice and honor it by producing the best results, because then it will be an achievement for them as well. Value human life and talk to those around you openly and honestly. You never know when it might be a case of saving someone's life. Think about yourself too. Find something to be grateful for every day that will give you the motivation and strength to carry on even in the darkest of times.

 

Guest Bio- Lane Ethridge is the founder of Changing Lanes International, a 4X National Bestselling author, transformational speaker, professional sales trainer and innovative entrepreneur, Lane helps committed entrepreneurs accelerate their success. He is a phenomenal visionary as a creative marketing and speaker trainer. He founded Changing Lanes International, a business around empowering entrepreneurs to maximize their gifts and skills to drive their business forward. Lane excels as a premier coaching leader, personal coach and mentor for his clients. Find out more about Lane and Changing Lanes http://laneethridge.com

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.

Jul 29, 2017

A good real estate agent relies on the relationships he or she builds in their community. What's the key to building up your reputation? How can the implementation of systems make your job a lot easier? And why should we think about our weaknesses to start appreciating our strengths? In this episode, Darryl Baskin talks us through his winning strategies for building and maintaining strong systems, great tactics for lead generation, and much more.

Takeaways + Tactics

Start by building relationships with people with an 8x8 touch campaign.

 

Step back and ask yourself, "Where is the bottleneck in my business?"

 

Think long-term from the very first day in the business.

 

Ask yourself how you can turn something you do into a system at least once a week.

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We started with Darryl sharing some of his background, as well as his passion for helping children in foster care. Then Gene Volpe joined us with his tips of the week - Snapchat advertising and SlyDial. Greg warned to not use SlyDial or SlyBroadcast for prospecting, as you can be fined. Afterwards, Darryl talked about why he joined eXp and why he values the flexibility they have given him. Darryl also mentioned how his disheartening beginning in real estate was turned around after he built up some of his reputation. Then we talked about Darryl's motivation of getting into TV and radio. Darryl pointed out how important it is to know what your bottleneck is and being honest with yourself. Then we mentioned that delegating tasks could help you stand out with your own skills. Darryl explained how he manages with his busy schedule and the hard work that goes into building a system. Finally, Darryl talked about one of his favorite tools - Text Expander - the positive change it's affected on his work and how it can help with foreclosures as well.

We also discussed;

  • Benefits of flexibility in real estate work
  • Lead generation tips for new agents
  • Self-branding on the way to credibility
  • Dealing with customers who wouldn't accept your advice
  • The lack of middle ground in lead generation
  • Why open houses can lose their appeal
  • How life experiences can shape your business outlook

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Systems can be a very daunting prospect for new agents, who are just finding their expertise in the field. You don't have to focus on making your systems complicated and technologically advanced. Start small and put your own authentic ideas into them and, sooner or later, they will turn into something you can do in your sleep. All beginnings are hard and you need to be prepared for the eventuality of failure on your first prospecting sessions. Remain consistent and always find ways to innovate your lead generation strategies - rely on good coaching to do this. This will help you build up your reputation and make your job a lot easier for the future. Finally, use all the tools available to you. Find some new ones, too, and make them work for you and your business. Don't be afraid of starting something new, because innovation is the most important step on the path to success.

 

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Guest Bio- Darryl Baskin has been a realtor for almost thirty years. He's the host of The Future of Real Estate radio and television programs. Darryl is the state broker for eXp Realty and also operates The Baskin Real Estate Specialists with eXp Realty personally closing in excess of $20 million each year in annual sales in the Tulsa metropolitan area. His innovative marketing approach specializes in high-tech efficiency and high-touch service of convenience for his clients. Darryl is also a passionate fosterer and has 8 children. Find out more about Darryl on http://darrylbaskin.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.

Jul 28, 2017

Cold calling and lead generation is an essential part of any business. How do we build up confidence and skills to be successful in our cold calling? What's the importance of team motivation? And why should we be consistent in our follow-up? In this episode we talk to Luke Acree, President of ReminderMedia, who explores successful tactics for cold calling and follow-up and answers your most pressing questions for successful business growth.

Takeaways + Tactics

There's no system for success. Stay consistent and commit to completing your task.

Every single call is different, stay authentic and only use the script as a backbone.

If you don't have client reviews, it's really going to hurt your business. Get your clients to review you right after the sale and get the testimonial.

There are three things that matter most in follow-up: persistent, consistency and being first.

You'll always have to sit through the uncomfortable conversations, even if you're not cold calling.

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We started off with Luke explaining his background and why he was interested in coming on the show. Then we went into the recent negative connotations around cold calling and debunked them, presenting a positive way to look at cold calls. We also mentioned that success doesn't just rely on how many calls you do every day. Luke then talked about Greg's cold calling and how it's inspired him in his own practice. Luke then explained how to mitigate risk in a sale. Then Luke and Greg ran through a few useful scripts for overcoming objections. Luke then encouraged everyone to follow ReminderMedia on YouTube and Facebook. We then stressed how important it is to be consistent and not give up too soon when it comes up to doing follow-up. Luke then shared his hook line for cold calling and we mentioned why a strong beginning of the call is important. Finally, we pointed out that there's no point in trying to avoid talking to people you don't know as it's a part of the sales business.

 

We also discussed;

  • What makes an agent successful on the phone
  • Motivation tactics within a team
  • How can authenticity help you generate leads
  • Sales, driven by emotion, not logic
  • The "angel" effect
  • The importance of reviews and testimonials
  • Picking the right marketing method

 

Even if your product is the best in the world, no one will know about it unless you approach your customers directly. Cold calling isn't something to dread - it can feel daunting, however with a few key tactics you can make it feel simple. There's no point trying to avoid it, because even if you choose a different marketing method, it still involves having an uncomfortable conversation with somebody you don't know. Stick to your own brand and your authenticity and then the quality that you offer will come through. Constantly revise your best scripts - especially the ones that help you overcome objections. Always make sure to do follow-up and do it every day. You have to be consistent and not give up on calling potential leads, as deals normally happen after the fifth call. Finally, make sure to encourage your customers to leave reviews and ask them for testimonials. This is what differentiates your business and puts you forward in the competitive market.

Guest Bio- Luke Acree, President of ReminderMedia, is a sales fanatic, a marketing evangelist, and an expert team builder. Luke has worked with tens of thousands of business professionals over the years, helping them understand how to connect with their client database in a way that generates leads, secures repeat clients, and captures referrals. In 2003, ReminderMedia launched American Lifestyle magazine, a one-of-a-kind, customizable marketing tool. Since then, Luke has led ReminderMedia to over 30,000 clients and has expanded the product line to include turnkey social media management, digital magazines, e-mail marketing, and analytics. To find out more about Luke and ReminderMedia, visit http://remindermedia.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.

Jul 21, 2017

Objection handling requires a certain amount of skills and doesn't come to everyone naturally. What are the most common objection real estate agents can get? How can we overcome these without seeming too pushy? And is there a type of clients that we definitely need to avoid? In this clip, we discuss objection handling and common tactics to sway the client your way when making a deal.

Takeaways + Tactics

Honesty can pay off, even if it's years later. Give your clients good, honest advice and they will remember you forever.

Build up your reputation with your clients to reassure them that you can always be there for them. This doesn't stop you from being efficient.

If you treat a potential client the way you treat someone who's already in your care, you will come off as a respected professional.

Emphasize the value you can bring if someone else is trying to undercut his or her commission. Plant the grain of doubt in the client's mind - are they going to be a good negotiator?

 

 

As this episode was focused on objection handling, we took common objection from our comments on Facebook Live. First we talked about buyers who might be waiting for better buyer conditions, we also discussed how controlling the client during a conversation can be a powerful tool against many objections. We gave a great example on how being honest with a client's prospects can pay off really well. Then we discuss the importance of identifying the client's needs and a want vs. need approach. Afterwards, we approached the common objection of clients feeling that agents are too busy to give them proper attention. Finally, we talked about clients who want to work with listing agents and the importance of recognizing someone who wouldn't value your time and knowledge.

 

We also discussed;

  • Dealing with clients who want to find a home quickly before they sell theirs
  • Common objection handling with FSBOs
  • The benefits of sometimes offering pro bono advice
  • How relegating tasks can build more trust with the client
  • Educating the client about current economy and being honest
  • Countering agents who are offering to sell for free

 

Being proactive, creative and thinking outside the box is the main quality you will fall back on when you're dealing with objections. More often than not, they will be objections that you've already heard, but you need to tailor your handling with the client as well. Consider their particular situation and what their values are. Some objections - especially financially motivated ones - can be difficult, or nearly impossible to overcome, however as long as you've been fair and honest to the client about what their options are, you've done your job well. Ultimately, not all clients will be right for you, and you will not be right for all clients. It's a good tactic to reveal this, as it will give your reputation a boost for being honest and open. Finally, always make sure to treat prospective clients the way you would treat your current clients. This will help build your image as a caring, understanding realtor, who always has time for their needs - and this is especially helpful in referrals and getting new successful deals.

 

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.

Jul 19, 2017

Many agents are insecure when it comes to marketing their properties online. How can we work towards developing a balance between old school and contemporary digital marketing? Does it need to cost thousands of dollars to have a good marketing strategy? Why should we write our property descriptions more like our dating profiles? We sit down with marketing guru Barry Coziahr to bust some popular myths about successful business marketing.  

Takeaways + Tactics

When it comes to real estate marketing, think outside of the box. Don't just show people what they can see on Google Street View.

Look at other industries and see what strategies they're using to attract clients.

Write the descriptions of your homes as if you're writing them a dating profile. They need a personality, not just soulless facts.

If you know how to use the right tools properly, marketing won't necessarily cost you thousands.

 

 

We started off this episode with Barry's background in marketing and the unique model PostcardMania has developed with its clients and growing businesses. Barry also had a few thoughts on how classic direct marketing can now be reinterpreted for the digital age. Gene Volpe then shared his tip of the week, which was to observe marketing strategies by big successful companies like Disney and the techniques they use to influence their audience’s perception and trigger nostalgic feelings. Barry agreed that this is an effective method and we talked about how an equivalent of this can be applied with postcards and with any other marketing strategy online. We then discussed the importance of thinking outside the box when it comes to real estate marketing. Gene pointed out, and we agreed that success lies in building a marketing plan for every property you manage. Finally, Barry talked about what makes a good, effective website and how public speaking can help develop your attitude, not just towards marketing but also real estate in general.

We also discussed;

  • The benefits of Direct Mail 2.0
  • The importance of visual communication
  • What makes a good Call to Action
  • How good local knowledge can benefit an agent
  • Creating low-cost, consistent marketing plans
  • The right way to budget for real estate marketing

 

Even if you're the greatest real estate agent in the world, no one will know unless you market yourself property. Good, reliable real estate marketing is all about giving your properties a personality and not just a bullet list of statistics. Consider what's unique about that property and about the channels on which to present it. Learn how to use all the tools available to you - like Facebook Live, which is booming in popularity at the moment. Some of the best social media strategies can be either free or remarkably cheap, so no need to splash out on expensive marketing either. Thinking outside the box is way more valuable than money and can bring you a lot more success, too. Don't forget to look at other big names in other businesses and see what they do to attract their customers. Once you fine-tune your marketing to your audience and understand how to engage their attention in an instant, then your success is as good as guaranteed.

 

Guest Bio- Barry Coziahr is a marketing assistant with 15 years of marketing experience, based in Clearwater, FL. As PostcardMania's National Speaker and Marketing Specialist, Barry is a sought-after speaker, educator and marketing consultant, specializing in small businesses. He is also the host of Real Live Marketing, ranked as a new and notable podcast by iTunes in 2014. Barry has trained and consulted more than 10,000 small business owners and delivered over 1,000 seminars all over the United States. His presentations demonstrate proven marketing tactics using real-world examples and case studies to help small businesses and nonprofits market themselves successfully. Find out more about Barry at barrycoziahr.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.

Jul 13, 2017

Many agents fall in the trap of relying on scripts too much and as a result all their listing appointments are robotic. How can we escape that? What's the best use for your personal and business Facebook accounts? Why must you always dress for success? In this episode, award-winning realtor Leigh Brown shares her thoughts on brand building and the importance of being honest in real estate.

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Takeaways + Tactics

Do very short, very personal videos under 30 seconds long - tell them something they can't get from Zillow.

Separate yourself by figuring out your unique value and branding yourself around that.

A market correction is coming, get prepared and get educated NOW.

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First we talked about Leigh's background in real estate and how that relates to her past of selling chainsaws. She then shared her thoughts on ebooks about pre-listing packages and why it's not worth going through all that effort for an additional line in your email signature. Gene Volpe then joined us to share his thoughts about pushing out as much content as you can to keep your audience interested. Leigh disagreed with that, pointing out that while frequency is important, you need to build a good posting plan that makes sense for the audience. She then mentioned her recent winning tactic of showing videos in a specific radius, so you can attract neighbors to your listing. We also talked about Leigh's new book, Outrageous Authenticity, and her advice on branding yourself. Leigh finished the episode by explaining why you need to enhance your online content and offer unique value for customers, which can help increase your revenue.

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We also discussed;

  • How selfie videos help you connect to audiences
  • Escaping the structure of scripted conversations
  • Use for business Facebook pages and the personal pages
  • Dressing like you're worth the money
  • Understanding your own value
  • Leigh's #1 script for guaranteed honesty

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Being genuine can sell your business much better than any pre-learned script can. Utilize your authenticity to the maximum to connect with clients and achieve real success. Working on your online image is a big part of that. Don't get bogged down with making every post on your personal page about your business - that's what you have your business page for. Show people that you're not a robot and that you have your thoughts, opinions and feelings about certain things. That way you can not only build rapport before even having met a client, but it will also save you from having to work with people who fundamentally disagree with you. Encourage yourself to think outside the box and believe in your own unique qualities. When you combine that authenticity with your knowledge and experience, your business success is as good as guaranteed.

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Guest Bio- Leigh Brown is a realtor with over 17 years of experience and is the CEO of RE/MAX Executive Realty. She is one of the most successful and top-selling agents in Charlotte, NC. Leigh believes strongly in building lasting client relationships, and as a result, over 70% of her business is referrals from current and past clients or from other top Realtors nationwide. Leigh is also a strong believer in continuing education. She is a member of several real estate networks, including CRS (Council of Residential Specialists), CyberStars (top 240 agents nationally) and StarPower. She was also inducted in the RPAC Hall of Fame in 2014. Leigh believes strongly in representing foreclosure properties as accurately as traditional resale properties and has the knowledge and expertise to help you buy or sell your home, while also providing you with top-notch customer experience. Find out more about Leigh's work at leighsells.com or have a look at Leigh's first book Outrageous Authenticity at outrageousauthenticity.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.

Jul 12, 2017

Even if you deliver the best service in the world, nobody is going to know about it unless you publicize it properly. What's the best way to get your name out there? Does getting good publicity necessarily cost millions? And how do you make sure to grab the golden opportunity when you see it? Find out the answers to these questions and many more as DIY PR guru and award-winning entrepreneur Christina Daves talks through her success story her top tips for successful free PR.

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Takeaways + Tactics

The first step in getting PR is to start local.

There's a media outlet for everyone. Do your homework and know your media outlets.

Think out of the box - look for unique ways to link yourself and your listings to celebrity, history or other attention-grabbing factors.

Become your Community Ambassador - know your market and its history

Just ASK, what's the worst anyone could say?

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We started off the episode with a lucky story about a million-dollar listing. Christina then joined us to talk about the importance of good PR and visibility to increase revenue. We also talked about HARO and Christina's top tips on doing HARO right - completely free. Christina then told the story of her own business and her experience of appearing in local and national publications, including The Steve Harvey Show and Dr. Oz. She pointed out the importance of thinking outside the box, no matter whether you work nationally or locally. We mentioned how important it is to keep your email communication focused - short and sweet is the best way to go. Christina pointed out that with any media relationship you have to be consistent and think outside the box to be noticed. Finally, we mentioned the importance of having the right mindset and understanding that nobody wants you to fail and that if anyone does, the best thing to do is to shut them off and keep on with what you're doing.

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We also discussed;

  • Benefits of good Twitter interaction
  • Failure on the path to success
  • Breathing life into your local area through good stories
  • The art of grabbing the golden opportunity
  • Becoming a valuable resource for journalists and producers

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The importance of good publicity should never be overlooked, because that's what gets you your clients and, ultimately, your revenue. Invest your time in understanding your local community and find out how to put your name out there - that way you can get referrals from channels you might not have even considered before. The history of your local community is what brings it to life. You can't just stay focused on the sale; remember that people are attracted to good, believable stories. The best kind of PR can be free and if you are a community ambassador, liaise with journalists and producers and have a clear idea of the right audience for your message then business success is waiting just around the corner.

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Guest Bio- Christina Daves is a serial entrepreneur, award-winning inventor and a best-selling author and speaker. She's the founder and president for CastMedic designs, manufacturing MediFashions, which are award-winning accessories that make medical boots fashionable. Christina uses free publicity to appear on over 250 media outlets and continues to cultivate techniques for using PR as a vehicle to exponentially increase revenue. She has appeared on the Steve Harvey Show, Dr. Oz and local news affiliates of NBC, CBS and FOX. Christina's vision is that anyone can start and run their own successful PR campaign. To find out more about Christina and her ideas, visit www.prforanyone.com or find her on her personal website www.christinadaves.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.

Jul 10, 2017

The tone, volume and inflection of our voice affects 38% of how we communicate. How can we use this to our advantage? What tricks can we use to build better rapport and be more convincing? And how does being a good listener benefit us? Trainer extraordinaire Dr. Debra Dupree returns to Real Estate Uncensored with her top tips on improving your communication strategies.

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Takeaways + Tactics

To build good rapport, focus on listening rather than speaking in your communication.

Always pay attention to body language as it can sometimes speak louder than words.

Use open-ended questions - that way you can identify what the client's goals and expectations are and whether they match yours.

 

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We started off with discussing a bit of Dr. Dupree's background and how she got interested in the science of business communication. We then discussed our favorite resources for improving communication. Dr. Dupree gave some helpful advice on good opening lines to initiate a conversation. We then discussed the persisting problem with decreased attention span and how we can go around this in our communication tactics. We also mentioned the new training course with Dr. Dupree The Introvert's Guide to Sales Success, which is now available to access. Dr. Dupree also discussed the power of good listening and how it can put us one step forward in a conversation with someone new. Towards the end, we went over the five ways to promote the authentic you and agreed that spending your time wisely and knowing your own communication style is key to success.

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We also discussed;

  • Applying communication theory to cold calling
  • Breathing techniques for increased rationality
  • The importance of the BEACH acronym
  • Honoring the other rather than demeaning yourself as a winning tactic
  • Overcoming the fear of rejection
  • Silence as a powerful negotiation tool

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Knowing the basics of communication theory is a key skill, not just for real estate, but for any professional or personal aspirations as well. If you don't express what you're thinking correctly then you risk forming the wrong relationships, or being misunderstood. Avoid these situations by building trust and rapport. By engaging in thoughtful probing and active listening, you engage with the person you are speaking to and they know they can trust you from that point on. For a real estate agent this is especially important, seeing as we are a part of what can sometimes be a turning point in a person's life. Your listening skills will be put to the test with every client you meet and you need to be ready. Keeping communication open and honest leads to easier deals and, ultimately, to a more pleasant experience for both the client and the agent.

 

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Guest Bio- Dr. Debra Dupree is an acclaimed speaker and author in the field of business communications and psychology. She's the president of Relationships at Work, Inc. and she actively goes out of her way to look for people in trouble. She helps her clients recover from trauma and drama and leads them onto the way of self-discovery beyond their past. Dr. Dupree also works with leaders at all levels - entrepreneurs, small business owners, and managers. She helps people from all walks of life to grow themselves and their companies by building psychological safety. Find out more about Dr. Dupree and Relationships at Work, Inc. at www.relationships-at-work.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.

Jul 9, 2017

Many agents shy away from difficult sales, but if their entire market is made up of those sales, they find themselves stuck. How can we approach lead generating in such a market? Why does building a network of estate attorneys benefit your business? Can finding the "problem child" in a family of executors really help you make that sale? We sit down with Michael Higdon who shares his experience of successful prospecting in a difficult market.

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 Takeaways + Tactics

With the competitive market nowadays, clients often know that they can get top dollar by selling themselves. Go the extra mile to convince them how and why they need YOU.

Have your list of go-to contractors as referral points - it's a good way of establishing trust.

When you're going after a database of recently deceased homeowners, you have to always approach it with extreme empathy.

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We started the episode with Michael giving us a bit of his background and why he decided to branch out on his own. We then talked about how to deal with very specific objections, some of which might seem insurmountable, in a way that can still secure you the business. In his tip of the week, Gene Volpe talked Google Keyword and how we can use it to our advantage. Michael then shared some of his insight about working with estates and executors and how to create and manage this database of potential clients. We discussed Michael's selling routine and how he gets almost no expireds/cancels as a result. Michael also talked about how a good network of estate attorneys can only benefit you in the long run. Finally, we discussed new ideas about database prospecting and scaling up by setting yourself new goals every quarter.

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We also discussed;

  • The importance of regular follow up
  • How FSBOs are actually selling in the current market
  • The role of compassion when dealing with estates and executors
  • Benefits of seeking out the "problem child"
  • Scaling up sustainably

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Successful lead generation in any market requires persistence and patience. Estates and executors can turn into very successful connections - if you work with them properly. A good impression can create more sales for you in the long-run, so make sure to exercise extreme empathy when dealing with these difficult situations. Seek out and build your own network. This instigates a feeling of professionalism in a client and convinces them that you are the right person for this job and they wouldn't be able to do it without you. You need to make yourself indispensable and instill confidence and professionalism. Finally, always look for ways to develop, not just your business but yourself as well. When you reach a milestone, always set another one right after because continued and sustainable growth is key to success in real estate.

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Guest Bio- Michael Higdon is a realtor in the Louisville area with over 16 years experience in real estate. Michael's goal for 2017 is to help 100 buyers and sellers accomplish their goals. His promise is a full-time commitment to the sale and a wealth of local knowledge to help carry through even the most difficult sales. Michael also believes in embracing technology but not losing the personal touch as his website is equipped with a lot of resources, however he always makes sure these never replace spending time with the client. To find out more about Michael, email him at michael@michaelhigdon.com or visit his website michaelhigdon.com

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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.

Jul 8, 2017

Many agents miss out on profitable leads because they're not following up with their lead generation. Is calling a lead five times really enough to get you business? What's the importance of the team you work in? And can chasing expired leads be profitable for any real estate agent? In this episode, the winner of the Delaware 40 under 40 Award, Dustin Parker talks about his real estate career and some important tips on succeeding in a small yet highly varied market.

Takeaways + Tactics

Building the right team may be the key to success, so always make sure you're working with people whose views and mission match yours.

80% of business is done between the fifth and twelfth time you contact a lead. If you give up on the fifth call then you will lose a lot of business.

Selling is a lot easier when you engage with the local community. Continued curiosity in your area is essential for success.

While you can pay for a lot of good lead generation software, Facebook has relatively low prices and a great outreach, so use it to its maximum.

 

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We started off with a conversation about chasing expired leads. Dustin explained how he got started in real estate and how the first experience of chasing expireds was a bit intimidating, however it does get better as you do more of it. He then talked about the team dynamics and the market he works in - showing how even a small market such as Delaware can have a multifaceted real estate identity. We pointed out the importance of continued education and curiosity about real estate and how that can help a business develop. Dustin then explained his main tools for lead generation and how his team is in the center of both the marketing and the appointments in his business. Finally, we discussed how getting involved in the local community can benefit any agent and how lead generation can be scaled up from any point.

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We also discussed;

  • Competitors' views of chasing expireds
  • What lead generation means for a new agent
  • The benefits of hiring inexperienced agents
  • Simple marketing through Facebook Live
  • Difference between buyer specialist and a listings approach

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Your team and your motivation are the key to your success in real estate. If you don't work with the right people, then you won't get the results you need. A strong group impression is key to impressing a potential seller. While not all leads may lead to a sale, you can never know which call will be the golden one that leads you to that appointment. If you fail to chase up on your leads, or give up after one call, then you're sure to fail. Consistency is key and by putting your name out there, you'll not only profit financially but you will also make a name for yourself in your local market. Engage with curiosity and a thirst for knowledge and don't miss out on your chances to utilize the tools available so you can reach your full potential.

Guest Bio- Dustin Parker is the CEO of The Parker Group and the winner of the Delaware 40 under 40 Award. After a successful career in education, Dustin has discovered a real passion for real estate, becoming one of the leading realtors in the state of Delaware. His mission is to make the process of selling a property as easy and enjoyable as possible. The Parker Group incorporates state of the art technology and markets to an expansive, yet targeted group of potential buyers. Apart from his real estate business, Dustin is also involved in many non-profit organizations and is constantly looking for ways to give back to his community. Find out more about Dustin and The Parker Group on www.sellingsussex.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.

Jul 6, 2017

Every day is a school day when you work in real estate. What are the pros and cons of online lead generation? How can we measure the reach of our cold calling and how do we get better at it? Do you need to splash out on expensive software for effective lead generating? We answer these questions and many more in this live Q&A edition of Real Estate Uncensored.

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Takeaways + Tactics

 Don't expect to get too much out of Facebook leads - most of them are respondents rather than leads.

 Both quantity and quality are important with cold calling so don't compromise on either.

 Delegate all the tasks you can to an assistant. Not only does it give you more time to focus on the important things but it's also a great leadership skill.  

 

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We started off with a discussion about Facebook and online leads in general. We then talked about quantity and quality in cold calling and the importance of being persistent and accurately measuring your performance. We then mentioned how we should focus on actual work rather than the process of getting ready to do the work. We then discussed some products you can use in your business and found out that not everything has to be down to expensive software. Finally, we pointed out how variety and creativity within a consistent pattern can be a path to success. We agreed that hard work is essential for achieving the wanted results.

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In this episode we also discussed;

  • Cheap and easy to use tools to boost your business
  • The benefits of having an assistant and delegating tasks
  • Zillow's instant offer scheme and how to counter it
  • Coaching at high prices
  • The importance of good planning

 

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Becoming successful in real estate isn't just down to what you know, it's how you apply what you know. You might think that you need to invest a lot of money in expensive software for cold calls or lead generating - the truth is that you can organize your business with software as accessible as Excel or Google Sheets. Success doesn't just rely on knowledge but also on good leadership skills and business awareness. If you don't cut out the unnecessary parts of your business lifestyle, sooner or later they're in danger of dragging you down and making your company stall. Prioritize tasks, stay focused on your goal and aim to do better every day - that's the way to get those commission checks right in your pocket.

Jun 27, 2017

Getting free money just for owning your house sounds like a dream for any homeowner. How is this model sustainable? Does it benefit real estate agents at all? And how are co-investment partners similar to your rich uncle that you only see at Thanksgiving? Brian Elbogen, this week's guest of Unison fame, will discuss all of this and more.

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Takeaways + Tactics

Use a co-investment partner like Unison to help your buyers make better offers or buy a better home without raising their monthly payment.

Working with a co-investor is like having a rich uncle who doesn't make it awkward at Thanksgiving.

Monetize the 98% of people you meet who aren't ready to make a move by offering info on co-investing for existing homeowners.

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In the beginning of this episode, we discussed Brian's idea and model of Unison, and how it can target specific groups of home buyers (such as young families) and help them get their dream property. Gene Volpe also offered a tip on Facebook marketing, encouraging agents to be creative and proactive with it. Brian also mentioned that agents can get in touch with them directly to see what they can gain from a potential partnership with Unison.

We also discussed;

  • The most common scenarios of buyers/owners needing to use Unison's services
  • How Unison made things more comfortable for clients during the market crash
  • Why homeowners are the best partners
  • How co-investment companies can get involved with rental properties
  • Partnerships with brokers and other loan agencies
  • The secret to Unison's good content marketing

 

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One of the many secrets to success is innovation. A lot of profit often comes from a simple trial and error method and when you find your big thing, then you can utilize it to its full potential. Perhaps co-investment will be the big thing for some of you. It gives you the confidence and reassurance that you are offering a good, reliable service to customers, which not only increases your rapport and creates a valuable agent-client relationship, but it can also earn you a good profit on top of your commission. Additionally, it can also help you capitalize on the no-sellers, who might still want to make some profit from their home ownership. Either way, a key point is to be open to new opportunities, as this will help you foster an innovative, receptive mindset, which in turn will guarantee success for your business.

 Guest Bio-

 Brian Elbogen is the Managing Director of Unison: a next generation ownership investment company. Based in the San Francisco Bay Area, Unison offers the one-of-a-kind HomeBuyer and HomeOwner programmes that can benefit not only clients but also real estate agents themselves. Uniquely for its business model, Unison shares its partnership with clients and looks to provide them with the financial stability that they might need in life. Find out more about Brian's work and Unison's mission at http://unison.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.

Jun 26, 2017

Homeownership with under-35s is at an all-time low. How do we tackle this as real estate agents? Can we specifically target the millennial demographic and entice them into purchasing their own home? And how can Yelp become one of the main tools in a real estate agent's arsenal? All this and more in this week's episode with Realtor magazine's 30 Under 30 finalist Anthony Manzon.

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Takeaways + Tactics

Get reviews on Yelp and Google + with parties, raffles and other giveaways, including from anyone you come in contact with in real estate.

To succeed in this business, you have to be in the ZONE, do whatever it takes to put and keep yourself in that zone.

Deals are going to happen with or without you - the goal of lead generation is to put yourself at the intersection when those deals are going to happen.

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We started off with talking about the difficult clients you can encounter. Anthony said - and we agreed - that those will always happen, so as professionals we need to be aware when a real estate agent client and an agent aren't a good fit. Then Anthony shared his methods for lead generation, including his favorite - open houses. Towards the end, we talked about Anthony's best strategies to stay focused as well as the structure of his team and the secret to their success.

Anthony also talked about; 

  • How a clever, good script can make you successful
  • The best way to start up your career and up-sell yourself - even if you haven't done any business
  • Strategies about getting those five star Yelp reviews
  • Best practice relating to FSBOs
  • Why having a problem solver on your team can be the best

 

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When you're in a business as competitive as real estate, it's imperative to stay afloat by utilizing all the tools you have. Yelp and Google+ are both free and are an essential part of real estate knowledge - use them to their full potential to increase your capital as much as possible. Additionally, working in a good, reliable team is essential for a good agent. Finding people whose skills can help you along the way is invaluable; so make sure to foster those important relationships. Most importantly, stay focused on your goal and know your target market.

 Guest Bio-

 Anthony Manzon is the founder and owner of Team Manzon, based in Chula Vista, CA, along with his wife, Regina. Their main goal is to provide an exceptional service to customers from all of walks of life. Anthony himself has over years of real estate experience and he was also featured in Realtor magazine's 30 Under 30. Team Manzon's main demographic are families in the SouthBay area. They also focus on the millennial generation. Anthony himself was a professional break-dancer before real estate - and still sometimes entertains clients with his skills. Find out more about Team Manzon on http://teammanzon.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.

Jun 25, 2017

Working in real estate is a constant learning curve. What's the difference between an objection and a condition of a sale? What are the best tips that'll help you deal with that one really tough buyer and still make a sale? Should complete domination be our end goal? These were the questions you had - so we answer these and many more in this week's live Q&A.

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Takeaways + Tactics

A good, relatable story creates trust and is a surefire way to grab people's attention.

Don't overdo scripting over the phone - be yourself.

Identify your niche in the market and dominate it with supreme quality spreading yourself too thin.

 

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First, we answered a question about the importance of being proactive with your seller and the strengths you can gain with good objection handling. We pinpointed the difference between an objection and a condition and why it's important to have achievable goals of what you can change in a good deal. Then we discussed the importance of the personal touch and making a sale relatable. This led to a discussion about the use of language in sales, and why going off-script can be beneficial. Towards the end, we gave recommendations for some more resources to listen to.

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Other things we discussed in the episode were;

  • Some good advice for a first FSBO listing appointment
  • What a real estate coach can really do for you
  • Battling discount broker competition and making sure you give enough quality
  • Circle prospecting systems, particularly MoJo and Z-Buyer
  • How to make sure you're the number 1 real estate agent in your niche

 

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Staying on top of the real estate market requires a lot of skills, and most of the time it's a lifelong process of learning. Clients expect you to have all the information they need readily on hand - and you might, but you need to also remember that they don't know what you know. Capitalizing on your knowledge and focusing on the one key area where you can truly shine is the way to success. If you have big ideas, you need to follow them up with a lot of hard work, however it will all pay off once you've got successful sales under your belt.

 

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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.

Jun 23, 2017

Many agents pass up on lucrative wholesale deals almost every day of their careers. What are they missing in order to capitalize on those deals? What tools need to be taken into account when branching out as an investor? What are the benefits of being versatile in real estate? These and many more questions are answered in this week's episode with Tom Cafarella, who shares the secrets to his success.

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Takeaways + Tactics

Keep a big database of potential sales.

Only 1 out of 10 people sell at a discount - know what to do when you meet a discount seller and capitalize on it.

Always take advice with a grain of salt.

 

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At the start of the show, Tom shared how the integration of virtual ISAs has helped his company hit upwards of 600 - 800 calls a day, and how this has increased their cold calling efficiency. Next, we got a brief tip from Gene Volpe regarding Feedly - a content aggregator from common news sites and RSS feeds, which can be utilized to generate engagement with content. Afterwards, Tom shared his experience with wholesaling and his experience with real estate agents' reluctance to take on investing. He also touched on why agents shouldn't take rejections personally and staying focused on the long-term goal. Towards the end he shared his tips on effectively using databases to get sales in the future.

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Tom also discussed;

  •   His ideas about the Real Estate Mogul podcast
  •   Why agents need to be versatile and consider branching out
  •   How to reach prospective sellers
  •   The role of emotions in real estate marketing
  •   Factors to take into account before deciding to invest in a property

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Staying afloat in the real estate business requires constant innovation and self-motivation to do better every day. Sellers will expect you to know what's best for them - and you need to combine that knowledge with what's best for you as an agent. Don't miss on opportunities for self-development that could give your business a real boost. Part of real estate is about the technology you use in your marketing, but an even bigger part is the constant strive to do better and reach the maximum limits of your potential.

 

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Guest Bio-

Tom Cafarella is the owner Ocean City Development that purchases, renovates, and resells properties in the Boston, Massachusetts area. If you have a property, then Ocean City Development may be interested in it - whether it's a small family house or a 10 unit property. Tom knew he wanted to be in real estate from a very young age and although he has been discouraged a few times down the road, he has now achieved his goal, working with Ocean City Development and buying over 50 properties a year. His work philosophy boils down to: People who like what they do do it better. Read more at http://tomcafarella.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.

Jun 22, 2017

Fulfillment, passion and joy are missing from our business planning. How do these things affect our success over time? Why is sleep the key to the answers we’re really looking for? Why is it important to ramp down to bed? On this episode, James Colburn shares how he turned his life around and found fulfillment in his life and business. He also shares on why sleep is so important to us getting better!

Takeaways + Tactics

YOU are already enough - you don't need to chase “enough-ness".

Freedom happens because you create structure, which builds habits, and those habits create freedom.

Real estate is as simple as talking to people and listening for CHANGE - and social media is a dream scenario for listening for change in people's lives.

 

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At the start of the show, James shared the journey he took to finding fulfillment, passion and joy in his business. Next, we talked about the importance of knowing what a million dollar would look like, and we also shared on the importance of knowing that you are enough. Towards the end of the show, we talked about the importance of having a set start to the day.

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James also shared on;

  • Why it’s wrong to use fear as your fuel
  • Why freedom actually comes from structure
  • The science of sleep and what we can learn from Einstein
  • How you access miracles

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Too often we get lost in the next transaction, and the next deal that we forget about what truly matters. We actually owe it to ourselves to put fulfillment first, and ask the questions that set us up for a successful future. Freedom happens because you create habits, and those habits over time, become things you don’t even have to think about. It’s important to build a life that fulfills you internally. Ask yourself questions at the end of the day, and in the morning, listen for your answer and it will be delivered to you.

 

Guest Bio-

James’s core commitment is to human potential. This driving force compelled him to write RESUCCEED. For James, he believes the purpose of life has all to do with avoiding the trap of survival success which offers little to no fulfillment, passion, and joy in life. James challenge a life of a purpose where we are moved to contribute beyond ourselves, to fully show up in our lives, and fully integrate our talents and skills with our purpose, our meaning, and what brings us joy. With over two decades of executive and entrepreneurial experience including nonprofit leadership and oversight, real estate investments, for profit and nonprofit marketing design and implementation and business development consulting, James offers a unique and refreshing approach to his work and all of our potential. His direct approach is centered in the practical and approachable for every day, already successful but real people looking for that edge, that area of improvement that dispels the myth that you have to sit alone on a mountaintop for 20 years to attain a life with purpose, fulfillment and joy. Go to http://www.jamescolburn.net/ 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.

Jun 12, 2017

Real estate agents are notoriously bad negotiators. How can you overcome this, and bring value to clients so they want to hire you? How do you use negotiation skills to become their agent for life? How can you pitch yourself as a solo agent or a new agent? On this episode, we are joined by the always engaging Glenn Twiddle, who brings us a lot of value!

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Takeaways + Tactics

People hire us to absorb hassle and be there through the emotional process of buying a house.

When you tell people what you offer, quantifying the hard work and your availability makes your pitch more effective.

Handle the, “I want a flat-fee broker” objection by asking them to give you the opportunity to earn your full fee.

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At the start of the show, we talked about handling the objection of someone telling you they want a flat-fee broker. Glenn provided a great script, and he shared on the importance of overwhelming them with value and communication. Next, we talked about the advantages being a newer agent offers, and towards the end of the show, Glenn shared on the people he has coached.

We also spoke about;

  • How to quantify your hard work and availability
  • How to generate referrals before you even sell the client’s house
  • The importance of absorbing hassle

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The bottom line in real estate is, people want availability. They want someone who can be there for them through a very important time in their life. When you’re a newer agent, availability is one thing you really have going for you, so leverage it. Quantify how dedicated and available you can be. The goal is to overwhelm them with value because there’s no such thing as over-communication. When you bring value, you won’t get as much push back in the form of objections.  

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Guest Bio

Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market.  Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go to http://www.glenntwiddle.com.au/ 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.

Jun 10, 2017

New technologies may have taken over real estate, but the relationships, problems and objections are the same. How do you go from getting a listing to gaining a forever client? What are the ways you can set expectations when you start the relationship? How do you handle a seller who isn’t budging even though the price is wrong? On this episode, we are joined by real estate rockstars Melinda Estridge and Daniel Schuler.

Takeaways + Tactics

When sellers offer too much resistance tell them, “you’re still the highest bidder for your own home.”

As soon as you hit a wall or an objection, you need to go into question mode.

Write down every single thing you do, and then make a system so nothing goes through the cracks.

 

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At the start of the show, Gene shared his tip of the week which was SIC codes, and then Melinda and Daniel shared on the importance of narrowing down your lead gen pillars. Next, we talked about the importance of face to face interaction, why you need to get into question mode when you get an objection, and why you need to write down every problem and how you solved it. Towards the end of the show, we discussed why it’s important for agents to be willing to let the deal go.

Melinda and Daniel also spoke about;

  • How to get out of judgment and into curiosity
  • How old school methods can actually be new school
  • Time and energy vampires and why you need to avoid them

 What makes a deal successful is the agent’s ability to set expectations from the start. Your goal is to make the people you work with forever clients, and that means being valuable and being of service. If there’s anything old school that transcends the test of time, it’s the face to face interaction that builds trust and believability. Make sure you don’t sign on with clients that will be time and energy vampires. If it’s overpriced, if they don’t want to stage, if they want to give a 30-day listing, if they are arguing about commission, and they have no motivation, ask yourself if you really want that listing.

 Guest Bio-

 Melinda Estridge has always been passionate about helping others achieve their goals. Just a little over 30 years ago that same passion led her to pursue the practice of real estate. Working tirelessly to assist buyers in finding their dream homes – and in helping homeowners sell their properties for top dollar, Melinda has quickly risen in the ranks to become one of the top REALTORS® not only in the Washington, D.C. metropolitan area - but nationwide as well. To get in touch, send an email to info@estridgegroup.com or call 301.657.9700.

 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.

Jun 9, 2017

Many agents show up to work and do everything but work. How does that get in the way of getting the results you want in your business? How do you counter this mindset with self-leadership? How can you maximize your prospecting time? On this episode, Michael Hellickson joins us to answer these questions and share his successful methods.

 Takeaways + Tactics

 You’re more efficient and effective when you take breaks.

 If you don’t have an assistant, you are one.

 Treat agents in the industry like you treat clients.

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 At the start of the show, Michael shared the importance of being available for your family, and why rest makes you more efficient at the work you do. Next we talked about the importance of actually doing work when you show up to the office, and Michael shared the lesson he learned about treating agents well. Towards the end of the show he shared on why you need an assistant.

 Michael also spoke about;

  • How he managed to do 8-10 listing appointments a day
  • Why teams provide the best environment
  • The right people to take advice from

This is a voice to voice, face to face business. You have to be prepared to get in front of people and work to be effective at prospecting. Staying on track requires self-leadership, and a good system that not only tracks your database, but also segments it. Contrary to popular belief, it doesn’t take ridiculously powerful technology to make a ridiculous amount of money. You just need to have systems and people in place to make you more hyper-efficient not more hyperactive.

Guest Bio-

CEO Michael Hellickson's Club Wealth® Coaching and Consulting, an Executive Business Consulting Firm that offers coaching and training to business owners worldwide. In select scenarios, Michael also invests in and partners with profitable companies looking to take their business to the next level. Michael has been a leader in the real estate industry, where he built a multi-million dollar business as a real estate agent, eventually becoming the Nations #1 real estate agent. During his career, Hellickson has spoken to and coached thousands of students and organizations nationwide. Go to clubwealth.com for more information.

Jun 6, 2017

How do you handle a person who tells you you’re too young or inexperienced? How do you improve your list building and actually make it easier for people to give you their email addresses? On this episode, Gene Volpe joins us to talk about the most common objections and how to overcome them.

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Takeaways + Tactics

Listing building: create a lead magnet strong enough to capture people’s information.

FSBOs are never going to like you, they’re trying to avoid you in the first place.

If you’re new, partner with someone who has the seniority you’re looking for.

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At the start of the show, we talked about handling objections about being too young or inexperienced. We also talked about the importance of confidence, and how to deal with FSBOs. We also answered questions about people who have family or friends who are in real estate, and why it’s important to add value.

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We also spoke about;

  • Improving your list building
  • Why it’s important to know your market
  • How to deal with someone who isn’t ready to move

The art of handling objections comes down to how quickly you can think on your feet, and turn the objection into a chance for you to really bring value to people. It’s all about being confident in that unique thing that you bring to the table, whatever makes you stand out is something you can leverage. It’s all about the value-adds and leave-behinds.

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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.

Jun 5, 2017

A lot of things in real estate have changed and marketing is one of them. How does this relate to how agents generate seller leads? Why is it so necessary to get over the fear of knocking on doors? How do you get in front of people consistently? On this episode, we are joined by Matt Lamont, who shares some great industry knowledge, data and tips.

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Takeaways + Tactics

You have to market your business, word of mouth is not enough.

A lot of things in prospecting have a lot to do with fear.

87% of FSBOs end up failing.

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At the start of the show, we answered a question on creating a great packet for a FSBO, and Matt Lamont told us the most important thing is to be an advisory asset. He also talked about the power of getting over fear, and why success has a lot to do with knocking on doors and seeing people face to face. Towards the end of the show, Matt shared how agents can start using their system.

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Matt also spoke about

  • Why marketing is all about repetition
  • Data and how to use it
  • Why word of mouth isn’t enough

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Successful marketing is all about repetition, and people seeing you more than once. When it comes to getting listings, it’s very important to lose the fear of knocking on doors and getting in front of people. The most effective system is a combination of direct mail and door knocking. If you want to invest in Benutech, put 6 months worth of savings away for mailers so you can be consistent without running out of money.  If you get over your fear and become an advisory asset for people, you can not only generate leads, you can actually convert them at a high level.

 

Guest Bio-

Matt is in the real estate data industry specializing in finding people motivated by a life changing event that would cause them to sell their home. Benutech makes tools like Rebogateway and Titletoolbox that helps people in the real estate industry target their marketing more effectively. He currently heads up creating strategic partnerships in the real estate space. Go to golistyourself.net to learn more about his work.

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.

Jun 2, 2017

Agents constantly want to buy more leads, even though they aren’t converting the ones they already have. What is the maximum number of leads an agent can handle and get the most out of? What is swarm marketing and how does it work? On this episode, Buddy Blake joins us for a high-level conversation about relationships, succession plans, and getting the most out of leads.

Takeaways + Tactics

Real estate agents get their skill sets and paychecks confused.

Taking an ISA or assistant, the least paid person and putting them in the most important port of contact is a mistake.

When you leave a team, no matter who you are, you are going to go down before you come up.

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At the start of the show, Buddy shared how he got started, and the mistakes agents make. We also talked about the power of impression points and how to use swarm marketing to hit people from multiple angles. Buddy also talked about the succession plan when someone leaves a team, and why cutting down on leads can make people more productive.

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We also spoke about;

  • How many leads agents should really have
  • The power of scaling up relationships
  • How you learn more though relationships
  • Why you can’t be a good listing agent till you’re a good buyer’s agent

Swarm marketing is all about creating multiple impression points and communicating with them the way they came in. If you’re looking at scaling, scale the relationship first, then look at scaling by adding leverage and automation. The role of first contact with the lead is a very important one, and it should be taken on by someone who brings the most value. The thing that will always be the most effective is the relationship.

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Guest Bio-

Buddy Blake represents the region's finest properties with exceptional skill using the most innovative technologies currently available. Buddy Blake offers ultimate privacy and security, speed, and efficiency. His years of full-time experience have given him a clear understanding of the mindset of home buyers and sellers and a thorough understanding of the regional marketplace. Go to http://www.buddyblake.com/ for more information.

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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.

May 29, 2017

When it comes to database, everyone is microwave mentality minded. How does this approach affect your ability to build a long-term pipeline of leads? How do you work through your database to determine the most important people? What do people get wrong with the ISA role? On this episode we discuss this with Beverly Ruffner, and Gene Volpe also joins us with his weekly tech tip.

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Takeaways + Tactics

The purpose of an ISA is to keep the pipeline full so you start to see results 6-9 months from now.

Multiple forms of communication are key.

A NO usually means NOT YET.

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At the start of the show, we answered a question about how to get low ball buyers to step up, and Beverly said it’s important to tell buyers, “if you want to sleep on it, you won’t sleep in it.” Next, Gene gave us a tech tip, and reminded us of the importance of tech security and using Google Authenticator. Beverly then shared what people are getting wrong when it comes to lining up long-term business. Towards the end of the show, we talked about the importance of multiple forms of communication.

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We also spoke about;

  • How to increase your chances in the follow up
  • How to narrow down your database
  • Why it’s wrong to approach real estate with an instant need
  • How to improve the results of your ISAs

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The biggest problems with ISAs and databases is the leads suck or they cannot be converted. To get what you want out of your database, the first step is getting into communication with the database so you can start qualifying and categorizing people. Send out a mass email and see who you can grab, get in touch, follow up and maintain consistency. Remember, the only way you know what you’re looking for in a grocery store is how everything is categorized.

Guest Bio-

Beverly Ruffner is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.balancebusinessconsulting.com/ for more information.

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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.

May 26, 2017

What challenges are new teams facing when it comes to handling leads? What are agents getting wrong when they reach out to FSBOs? Why is education so necessary for FSBOs? On this episode, we are joined by Tom Miller, who shares on building a team on professionalism and client service, and recruiting the right people.

Takeaways + Tactics

Your 1st year in real estate can actually be easier than your 2nd year because you lost the novelty factor.

The people you're talking to NOW are the people who are going to make a move in the fall.

With FSBO's you have Educate educate educate on how homes are valued.

 

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At the start of the show, Tom shared on his background in banking and how that led to working in residential real estate. Next, he shared on what he looks for in the agents he hires, and the struggle many new teams face when their marketing starts working and leads start flowing in. Towards the end of the show, Tom talked about the importance of managing expectations, and the best strategies for FSBOs.

 

Tom also spoke about;

  • Why the most successful teams have fewer lead ten pillars
  • Building an appraisal contingency plan into the paperwork
  • The conundrum of hiring new people

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When it comes to recruitment and working with people, you need to figure out two important things. Do they want to do the work, and can they do it? For FSBOs, remember to never make the client wrong, because this will make them less willing to work with you. Instead, educate them and improve their understanding. Lead with serving and add real value to the process for you to be the one who gets that listing.

Guest Bio-

Tom works shoulder to shoulder with his clients, their lender and other professionals. He strives to make buying and selling homes as fun and rewarding as possible while achieving the greatest results for his clients. To get in touch email tom@dsmhomes.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.

May 24, 2017

ADD can actually be an ability and not a disability. What are the positives that come with the condition and how can you leverage them to benefit your business? On this episode we are joined by David Greenwood, who shares on his book Overcoming Distractions, and gives us an insight into ADD through the eyes of an entrepreneur.

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Takeaways + Tactics

The positive side of ADD is creativity.

Stay in your lane: successful people with ADD focus on their strengths and ignore their weaknesses.

Procrastination isn't a time management issue, it's an emotional coping strategy.

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At the start of the show, David shared how he unexpectedly started his career in PR, and why your true calling doesn’t reveal itself immediately. Next, we got into his book, and he shared why and how he wrote it, and the positives of ADD. David also spoke about how we should look at procrastination and why it isn’t always a bad thing. We also shared why the best leaders don’t harp on their people when they don’t get things done.

David also shared on;

  • The PR practices that are most effective
  • Why people need to be everywhere
  • Tactics for turning ADHD into an advantage
  • The book writing and publishing process

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ADD can actually be an advantage to entrepreneurs. It allows for greater creativity and the chance to hone in on your strengths, and build a business on what you really like. In marketing, people with ADD can benefit from putting out content that suits their personality and attracts people like them. The keys to overcoming the distractions are routine, time management, getting enough sleep, exercising and when things go wrong - focus on fixing the system, not feeling bad about not getting things done.

Guest Bio-

David is a PR expert, speaker and author the of Overcoming Distractions. He had the honor of gaining a vast amount of communications experience from serving as director of communications for Special Olympics Massachusetts. In his first year, he helped the organization gain more television news spots and positive press coverage then they had seen in years. David has been in front of more TV cameras and microphones than most communications professionals see in an entire career and he take that experience to each client. Go to overcomingdistractions.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.

May 23, 2017

There are so many limiting beliefs in real estate about high end and luxury. What can you do to get that first luxury listing? How do you make sure you’re providing value every step of the way? On this episode, we talk to Michael LaFido, who shares on taking baby steps towards increasing your selling price, how to position a home and get it sold, as well as building a luxury real estate network.

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Takeaways + Tactics

If you’re starting out from nowhere, leverage your brand and leverage your company because you don’t have the track record.

High end is twice the market average value and luxury is three times the market average value.

You don’t get paid to list them, you get paid to sell them.

Market research is the bad guy.

 

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At the start of the show, Gene Volpe shared his social media tips of the week, including Crowdfire, and the integrated Facebook business inbox. Michael shared on taking baby steps towards increasing your selling price, and how to get over your own limiting mindset. We also talked about why market research is the bad guy, and towards the end of the show we talked about the principle of slight edge.

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Michael also shared insights on;

  • The limiting beliefs people have about high end and luxury real estate
  • The importance of overcoming objections
  • How to build a luxury real estate network
  • How to make yourself a marketing authority

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To succeed in luxury real estate, you have to have your own unique selling proposition of what makes you different. You have to bring so much value that you’re positioning yourself as an authority. It’s your job to position a home and get it sold. Show people that you care, and build rapport. Give so much value, they’d be an idiot to hire someone else.

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Guest Bio-

Over the past fifteen years, Michael and his team developed a method that takes a more comprehensive, proactive approach to marketing a home.  Every property is assessed with the homeowner, and a customizable blueprint to position the home in front of more buyers and brokers is created.  Our goal is to create massive exposure and press both online and offline to targeted both buyers, brokers, and influencers worldwide. Michael’s a best selling author and his marketing has been featured worldwide.  He is the founder of the nationally recognized “Verified House” Program for home sellers.  He is a leading authority in the real estate field and is highly sought after as a national speaker. Go to luxurylistingspecialist.com or email micheal@marketingluxurygroup.com.

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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.

May 18, 2017

A lot of people think that growth is about getting bigger, but it’s also about getting better. How do you hire high drive people without training your competition? How do leaders stop themselves from losing touch with their people? What are the things an organization needs to succeed? On this episode, Marcus Davis shares on increasing efficiency and driving automation.

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Takeaways + Tactics

A company needs structure and process and accountability to succeed.

There were 3200 private mortgage brokers before the meltdown, now there are about 800.

Build a relationship where you’re adding value to your partner’s business versus just getting money.

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At the start of the show, Marcus shared on his organization and the power of increasing efficiency and driving automation. He talked about how the private brokerage landscape has changed since the market crash, and the importance of structure, process and accountability. Towards the end of the show, we discussed the greatness tracker and why everybody needs to have a boss.

Marcus also shared insights on;

  • How to hire driven people without training your competition
  • Why relationships have a lot to do with adding value
  • How not to lose touch with your people as a leader
  • Why companies need to know why they exist

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Sales is really a mathematical equation, and about your grit and willingness to surrender to that process week in, week out. A high functioning company needs to have the structure, process and accountability, without these pieces it can’t succeed. Increasing efficiency and accountability allows you to grow better not just bigger. The playbook starts with a major question, as an organization, why do we exist?

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Guest Bio-

Marcus is the VP of Sales at Summit Funding. Go to http://summitfunding.net/ for more information.

May 15, 2017

Do you know what the perfect follow up plan is? Do you know how to react when someone you don’t know asks for a viewing? Just how important is positive thinking and visualization in your real estate career? In this episode we answer these questions and more as we impart expert real estate knowledge..

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Takeaways + Tactics

It’s important to visualize success and go over scenarios in your head with role playing so that when it comes to the crunch you will be ready.

Follow up with people by using postcards and phone calls over the first 8 weeks, it will take that long to put you in their mind.

Gifts can be great in follow ups and listing presentations, but try and personalize it to the person by doing some research on their interests on their Facebook or LinkedIn page.

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We began this episode by answering a question about how to deal with a client who may be annoyed if you sell their house straight away and accuse you of making easy money on them. Next, we discussed how to act when someone has asked for a cold showing and the importance of taking a partner with you if you do not feel comfortable going to the house alone with a client you have never met. Later in the episode we spoke about the perfect follow up plan and compared approaches. We finished up the episode by talking about the importance of positive thinking, visualisation and role playing and how these things can help you in your real estate career.

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We also discussed;

  • The pros and cons of meeting someone at the office or at the property.
  • The Corefact Real Estate tool.
  • The importance of offering something of value in exchange for an email address.
  • Video messaging on Facebook Messenger.

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You can use visualization and role playing to increase your chances of being a successful real estate agent. Role playing is 90% mental, 8% physical and 2% logistical, so if you can conquer the mental side of it and start having authentic arguments with yourself then you will be much better prepared for the real thing. You need to put your ego aside and accept criticism as that is the only way that you will truly grow as a person and as an agent. You must stop worrying about everything going positively as struggles and failure are all part of the natural course to success.

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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.

May 12, 2017

How do you leverage your assets to give value and solve problems? Why is it so important to out-educate your prospects? How do you maximize your seller lead generation? On this episode, we’re joined by Sterling White, who shares on his work as a real estate investor and Gene Volpe also pops in with his weekly social media tip.

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Takeaways + Tactics

You always want to out-educate your clients and prospects.

Don’t count Twitter out yet, the platform is due to make some big developments in the live video space.

When door knocking, try presenting yourself with your back to the prospect then turning to face them to put them at ease.

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At the start of the show Gene Volpe shared his social media tip of the week, and why you shouldn’t count Twitter out. Next we talked about the importance of creating good marketing  content that educates your clients. Sterling shared on the work of his company, Holdfolio, as well as how he contacts and communicates with potential clients. Towards the end of the show, he shared how people can partner with his company, and the importance of hiring the right people.

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Sterling also shared insights on;

  • How he produces content
  • How he has conversations with sellers
  • How he creates a pipeline of deals
  • The toughest part of building a team

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To build relationships that are mutually beneficial and truly effective, lead with value first, and create content that really makes a difference. The benefit of this is the results will always drive traffic back to your organization, and make you look great. Your prospecting should be condensed, niched and well-researched prior to you taking the time to door knock or call. Strengthen this by hiring smart, high-quality individuals to take things off your plate so you can focus on maximizing.

Guest Bio-

Sterling White is a Real Estate Investor, Developer and Philanthropist. He has been involved in the real estate market for numerous years, and has seen the many opportunities it can hold for astute investors. Email him sterling@holdfolio.com, or find him on Facebook https://www.facebook.com/sterling.t.white or follow him on Instagram @sterlingwhite_.


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.

May 11, 2017

Real estate is a very simple business but it’s not easy. Why is it so important to self-generate your own business? How do you make your clients feel unbelievably cared for? What attitude should you have towards debt? On this episode we are joined by Michael Young, who shares his strategy, tactics and the practices that have helped him succeed in the real estate game.

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Takeaways + Tactics

The complication for agents comes from running away from the simple but difficult things.

Your goals have to be bigger than your challenges.

If you can’t learn about debt when you first start, then you’ll never learn about it.

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 At the start of the show, Michael shared on his career, and the importance of showing people that you care. He also shared on the difficulties of real estate businesses, and how to overcome them. He also shared on how he approaches property investment, and how to get the engine for that going. Towards the end of the show, we discussed how ego gets in the way of self-improvement.

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Michael also shared on;

  • Self-generating the business you want
  • Balancing investment with your real estate business
  • Why it’s a major mistake not to use debt right now
  • The power of learning from the best

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What you do in private is what will get you the accolades in public later. This applies to the real estate business, which is simple but not easy. If you want to succeed, your goals have to be bigger than you challenges, and you should check your ego and allow yourself to learn from the success and intelligence of people are ahead in the game. Remember if you don’t want to tolerate, you have to self-generate your business.

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Guest Bio-

Michael is the founder of Princeton Pacific Properties. They provide excellent client service, in-depth knowledge of the ever changing California Real Estate market, and the experience of thousands of completed transactions. Go to princetonpacificproperties.com for more information or email michael@princetonpacific.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.

May 10, 2017

Working on leads takes time, effort, money and resources. If you’re looking for business right now, how can you make sure you’re focusing on the right kinds of leads? Why do you have to be careful with online leads? What is the mindset we should have when it comes to looking for solutions? On this episode, we discuss our upcoming course and answer questions on lead generation.

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Takeaways + Tactics

A lead is a respondent to some form of advertising put out.

Just because it’s an online lead, doesn’t mean it’s piping hot.

If you’re going to pay for online leads you have to be willing to respond quickly.

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At the start of the show, we answered how to handle the “I want to sell by myself” objection and why Facebook advertising is good for generating leads. We also defined a lead, and explained why we should see a lead as a respondent. We also talked about the huge mistake people make with online leads and why you should avoid open listings. Towards the end of the show, we discussed lessons learned from the book Psycho-Cybernetics.

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We also shared on;

  • Why you need to categorize your leads
  • How to ask for what you want
  • How to solve the problem of not feeling like you have credibility
  • Why you need to get into action

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Unless there’s a targeted lead or an existing relationship, you can not do cold outbound prospecting of any kind and expect to get deals now. Remember the process of getting business is lead, suspect, prospect, active client, closed client. Be careful with online leads, unless you are able to respond as soon as possible - you’ll be wasting money. Categorize your leads, and make sure you’re putting the right amount of value to the right kinds of leads. Stop being attracted to outcomes so you can work harder. Remember everything is "figure"-outable!

 
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.

May 8, 2017

Business owners get bogged down by the wrong things and miss out on cultivating relationships. How do you generate leads and referrals intentionally? How do you stop booty calling your database and actually treat them like they matter? Why is vision the first part of getting intentional? On this episode, Andy Scherer is back to give us more value from his coaching experiences.

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Takeaways + Tactics

Work FSBO's as buyer leads, then if they don't sell, you're the natural choice to list the home.

Call your database on a monthly basis to help THEM be lead generators for you.

Run quarterly events for your A past clients - those most likely to refer you.

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At the start of the show, Gene Volpe shared a new tool for Facebook Live, the live contributor function, and how you can use it to drive traffic and reach more people. We talked about how to generate 2-3 referral leads from your clients, and how to cultivate a fanbase that can do that. Andy also shared how agents get caught up with the wrong stuff and how that affects their ability to cultivate relationships.

Andy also shared on;

  • The power of being aware of what’s going on in your business
  • Business intentionality
  • The importance of starting with vision

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Business intentionality is all about running a business that isn’t haphazard. It’s about having a strategy, measuring and making adjustments as you go along. Be aware of what’s going on in your business, get internal about systems and strategies and cultivate a fanbase that can generate leads for you. Start with vision, understand the promise you’re actually setting in front of yourself, and put daily action towards moving the needle towards who you want to be.  

Guest Bio-

Andy is a loan officer and marketing director at Approved Mortgage group, and a real estate coach at Pillar 9 Coaching. As leader and change agent, he has been able to successfully implement communication strategies, operations management, social program design, marketing integration, community collaborations, and engagement initiatives. Get in touch andy@pillar9coaching.com, call 203.257.5279 or find him on Facebook https://www.facebook.com/ascherer83.


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.

May 5, 2017

When there are multiple operating systems in a business, all heck breaks loose. How can everyone get on one page and have core values to always refer back to? How can entrepreneurs position themselves for scalability? How can you get the best out of the visionary-integrator relationship? On this episode, Mike Paton is here to talk about achieving traction, EOS and the mindset you need to succeed.

Takeaways + Tactics

A strategic plan needs discipline, accountability and clarity of leadership.

When you have a 20 person company, you can’t have 19 people that never need management.

If you trust your integrator to execute on the vision, you have to give them the authority to make the decision when you don’t agree.

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At the start of the show, Mike shared on EOS and how it helps people get traction and map out the day-to-day of the business. He also talked about the new book, Get a Grip and how it helps people achieve simplicity and clarity. We also discussed how the lack of emotional intelligence affects how people handle disagreements in business, and why it’s good to be the person asking all the questions.

Mike also shared insights on;

  • The visionary vs. integrator dynamic
  • The power of having core values to refer back to
  • Why agreeing to disagree can kill your business

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There are 6 key components that a company is built on; vision, people, data, issues, process, and traction. The right system won’t be another weight on your business - it will bring simplicity and clarity, which allows for discipline and accountability. To keep everyone on the same page, core values are the necessary glue that binds everyone together. As a leader, be willing to be the quivering mass of flesh who asks all the questions.

 

Guest Bio-

Mike has spent a lifetime learning from and sharing with entrepreneurs.  The product of an entrepreneurial household, Paton cut his teeth in banking before running (or helping run) four small, growing companies.  For the last eight years, he’s been helping entrepreneurs clarify, simplify and achieve their vision by mastering the Entrepreneurial Operating System® (EOS). Visit eosworldwide.com for more information.


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.

May 3, 2017

People expect immediate wins when it comes lead generation. Why is this the wrong approach? What is the right method of lead generation for you? Why is it so important to monetize the no’s? What’s hard and what’s easy when it comes to generating leads? On this episode, we talk about this in detail.

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Takeaways + Tactics

If you want to get to know the neighborhoods, do some door-knocking because people will get to know you, and you’ll know the neighborhood intimately.

You will fail on a call 97% of the time, just be okay with it.

If you want expired leads to be easier, come in with the right approach and a value add.

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At the start of the show, we talked about how a personal connection can help you get listings, and how to monitor the quality of what you’re putting in your funnel. We also discussed how Bryan Casella grew his YouTube channel by sharing other aspects of his life. We also spoke about the importance of transparency, why relationships are important, and putting the work into figuring out what’s valuable.

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We also shared insights on;

  • Why pop-bys and door knocks are better than calls
  • Monetizing the no’s and hanging onto them
  • Learning to ask for what you want
  • The right approach for expired leads

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When it comes to lead generation, what’s easy and what’s hard is all relative according to your comfort zones, database and expertise. It’s also possible to turn whatever you consider hard into something easy by just hanging in there, and not taking the negative as it is. What makes people fail with lead gen is looking at an immediate no as failure. If you monetize the no’s - you set yourself up for a relationship that will become fruitful in future.

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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.

May 1, 2017

It’s so easy to drown in the market and tactics of marketing. How do you put your focus on the right thing and overcome the difficulty of marketing execution? How can you refine your Facebook ads to your advantage? On this clip, Gene Volpe joins us as we discuss Facebook marketing, geofencing, and knowing who to go after.

 

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Takeaways + Tactics

People make the mistake of obsessing with the tools to get a message out, without knowing what to say or who to say it to.

Your best lead source are people who already like you, know you, and trust you.

When it comes to online buyer leads and you don’t respond in minutes the leads exponentially decrease in value.

Don’t wish it was easier, wish you were better.

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At the start of the show, Gene talked about creating multiple streams of content, and how you can use Facebook to see how much your ads are costing you. We also shared on how people get the market, medium and message triangle wrong. Next, we talked about the importance of coming from a place of ascension and not aversion. Towards the end, we talked about future marketing trends and geofencing, Pinterest, as well as the four agreements of following up on a home value lead.

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We also shared insights;

  • How Facebook cares about relevant ads
  • How people stay in their comfort zones
  • If you should get pre-qualification or pre-approval
  • Who the best lead source is

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It’s so easy to get distracted by the medium, but the bottom line is human nature, and truly knowing who your person is. Who are you talking about and what message do you have to put in front of them that’s going to be compelling? It’s critically important to know who you’re going after and how they will use the technology, so you overcome the hard mental thought of the marketing tactic. Remember it’s not where the leads are from, it’s who they are. For success, take inventory of yourself and ask if you’re averting or ascending. If you ascend you gain your freedom!

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 28, 2017

There’s very little an agent can do to turn a next year seller into a this year seller, but you can build relationships. How do you become the rock star celebrity in your own market? How do you get a celebrity to lend their credibility to your business? On this episode, Glenn Twiddle, Australia’s number 1 millionaire real estate coach, joins us to talk about the advent of celebrity into a real estate business, and the pillars you can build into your marketing to make it happen.

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Takeaways + Tactics

Make an indelible impact on people who would otherwise ignore real estate agents.

Win the kids, win the mom, win the mom and win the dad, win the dad and win the money.

If a marketer needs to do anything other than say their name, they aren’t a marketer.

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At the start of the show, Glenn talked about his background and how he built relationships with Richard Branson, Arnold Schwarzenegger and Gary V. Next, we talked about his strategy for introducing the advent of celebrity into a real estate business. Glenn also shared on how you win people’s business, and towards the end of the show, we discussed giving your dreams a nudge.

Glenn also shared insights on;

  • Why other doctors are mad at Dr. Phil
  • Why you need to be a bit of a media tart
  • How to make an indelible impact on people
  • How to immerse yourself in other people’s brains

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The tactics Glenn used to become a rockstar apply to a listing and selling real estate agent at a local level. The pillars you need in your business include rubbing shoulders with celebrities, getting interviewed by any means necessary and being a bit of a media tart. With the right mindset, you can take over the world and dominate the minds of people who will need your business. Meet people where they are and make yourself useful.

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Guest Bio-

Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market.  Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go to http://www.glenntwiddle.com.au/ 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 27, 2017

Are you starting out as a new agent and struggling to drum up new leads? Maybe you’ve come back to real estate after an extended break and you’ve lost your connections? Are you tired of the constant rejection from door knocking and cold calling? In this episode of Real Estate Uncensored Michael Lee will explain how to use social farming to create real relationships with people you have a shared interest with, and how this will lead to new clients in no time.

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Takeaways + Tactics

To get your offers accepted in sellers' markets, build a relationship with the listing agent and present your offers in person.

Number 1 rule for social farming - the activities must be upscale.

Attend CE classes in adjacent counties where buyers/sellers flow between to build semi-local referrals.

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At the start of the show, Michael gave tips on how to write a strong offer and the best ways to get an offer accepted through the power of personal relationships. He went on to discuss the best marketing strategies for new agents or agents who are starting up again after being out of the game for a while. Michael went on to discuss one of his most successful tools for marketing; social farming. He spoke about the successes he had going on ski trips with 50 people he didn’t know and how much easier it is to make connections with people when you have that shared common interest. Later in the episode we discussed other important people to make solid relationships with who may be able to give you leads or referrals. We finished up by talking about the importance of speaking to top producers in other areas and the mistakes people make in their marketing.

We also discussed;

  • Techniques to get contact information.
  • The importance of always carrying a business card.
  • The use of coupons.
  • The pros and cons of door knocking.

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Social farming is the superpower you aren’t using enough. If you have a hobby or interest, whether it be golf, swimming, cycling, hiking, skiing, whatever, join a club and get out there and meet new people. The best way to build strong relationships with people is when you have a common interest and once you build that relationship, you will build that trust. That is the best way to get new clients and referrals. Gardeners, building contractors and mailmen are other people you may not have considered as being important in terms of getting leads, but they all know exactly what is going on in the neighbourhood and who is likely to move. Get out there today and start meeting new people and you will see your business thrive.

 

Guest Bio-

Michael Lee has coached and spoken to over 10,000 real estate agents. He has spoken at ten NAR conventions, five CAR conventions and for most of the major real estate franchises around the world. Michael has owned and managed large franchised firms as well as small boutique real estate companies. He’s also the author of eight books including, "111 Ways to Justify Your Commission", "Black Belt Negotiating" and "Secrets of Selling to Multicultural Real Estate Clients". Michael has also written books on marketing and selling to multicultural customers and his goal is to help people get past differences they see on the outside to see how similar we are on the inside.For more information head over to Michael’s website; http://www.ethnoconnect.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 25, 2017

Have you reached a point where your work/life balance is way off? Are you doing the things you love on a day-to-day basis? Is your fear of failure stopping you from growing and learning? If you answered yes to any of these then Jeff Cohn is here to help you! On this episode Jeff shares on going from the grind to building a lifestyle business. You will learn how to implement his transition and some tips to start tipping the scales back in your favor.

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 Takeaways + Tactics

Figure out the part of real estate that you really enjoy - and look for ways to outsource everything else.

Know your hourly worth, and look for ways to hire out anything that falls below that value.

The missing component for most people is the willingness to build an actionable plan and then executing on it.

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In this episode we began with Gene Volpe giving us a great tip on how to invite people to like your Facebook Business Page who you are not friends with. Jeff Cohn then discussed his history as a realtor and how he reached the point where he decided that he didn’t have the business life he wanted, and how he went about creating his business. Jeff went on to give us a list of book recommendations that you can read to help you make this business life shift. Later in the episode Jeff discussed with us why he still goes to listing presentations and how important it is to still do the things you enjoy if it makes financial sense. We finished up by discussing the importance of not being afraid to put yourself out there and ask people for help.

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 We also discussed;

  • Flat-Rate Expansion.
  • What a business model is.
  • The importance of being comfortable in your own skin.
  • How you can learn some of the most important lessons through failure.

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Working less and living a happier life is a possibility. You don’t need to let go of everything, just limit yourself to things you enjoy. When you go about making this change in your life you have to be willing to take one step back to take three steps forward though, whether that be paying for leads, adding an agent to your team or adding an admin assistant. All of these things can be scary, but you have to take risks if you really want to grow both as a business and as a person. Don’t be afraid to ask people for help, most people who have been successful will be happy to help you start living your dream life today. Life is too short to live it doing the things you don’t love, so get out there today and start taking control of your destiny.

Guest Bio-

Jeff grew up in Omaha, Nebraska and graduated with a Bachelors of Science degree from the University of Nebraska at Omaha, with his course of study including classes in real estate. As Nebraska's #1 Team, Jeff's group sold over 100 million dollars in real estate and over 600 sales in 2016. Jeff works as the Owner and Team Leader and is engaged in team development, coaching and recruiting. He believes in saving client's time and money by implementing the most advanced marketing techniques available while applying the latest negotiating strategies. For more information head over to Jeff’s Linkedin page; https://www.linkedin.com/in/jeffmcohn/ or go to http://eliterealestatesystems.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 21, 2017

The art of negotiation is making the other person think they had the idea in the first place. Are your skills up to scratch? Do you know how to deal with a client who is just downright not receptive? In this episode, hostage negotiator and all-round genius, Chris Voss shares with us his experience of negotiating in the toughest situations, and how negotiation can be easy when you know all of the tips and tricks the specialists use

Takeaways + Tactics

In so many deals, money is important, but it's not the MOST important element in a deal.

Starting with a cold read is a powerful way to start any negotiation, you're looking for a "that's right" response, OR they correct you.

The avoidance of loss is twice as powerful a motivating factor as the pursuit of gain

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In this episode we began with Chris Voss telling us about his history in the police force, and how he became a hostage negotiator. He then went on to share with us the art of negotiation. We discussed the soft approach in negotiation and how you shouldn’t always try to go directly for your end goal. Following on from that we discussed how important it is to give the other side the illusion that they are in control. Later on we talked about the importance of letting them know personal information about yourself and how important it is to tap into emotions. Towards the end of the show, we spoke about tactical empathy and the important difference between someone saying, “That’s right.” Rather than, “You’re right.” We finished off by talking about mirroring and repeating the last three words that someone has said to you.

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We also discussed;

  •      The use of first names in negotiations.
  •      How to deal with a last minute change of heart.
  •      How NO fits into the negotiation strategy.
  •      How to get over that initial resistance.

 

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Emotions are the most powerful tool in negotiation, more important than money. It’s important to present yourself as a real person, so you can tap into the emotional undercurrent of the person. One of the key elements of negotiation is letting the other person feel as though they are in control of the conversation and you can do this by letting the other person speak first. If you do it this way you, are already in the process of gaining the upper hand.

 

 

Guest Bio-

Christopher Voss is an American businessman, author, and professor. Voss is a former FBI hostage negotiator, the CEO of The Black Swan Group Ltd, and co-author of the book, Never Split the Difference. He is an adjunct Professor at Georgetown University's McDonough School of Business and a lecturer at the Marshall School of Business at University of Southern California. For more information head over to his website; http://blackswanltd.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 20, 2017

What separates a good agent from a great agent? Do you have the right skills to be a leader? Does your team know what you expect from them? On this episode of Real Estate Uncensored, coaching expert John Gualtieri answers these and other questions you should be asking yourself. John will give you a look into what he has learnt from working with top agents over the years, and he gives tips you can start using today to improve your real estate career.

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Takeaways + Tactics

You cannot hold people accountable to what they cannot directly control.

Spend time in gratitude looking at how far you’ve come instead of always looking forward.

If you set your sights at 20-25% more than your best performance, then you are doubling yourself every 4 years.

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At the beginning of the show John explained to us how important it is to build up trust with a client and that it is the most important thing when meeting people for the first time. John went on to discuss what makes the top agents so good and how a lower level agent can go about giving themselves a chance to become a top agent. We then went on to talk about goal setting and the need to not set goals too high. Later in the show we discussed the role of a coach and the importance of getting a coach who is being well coached themselves. We finished off by talking about leadership and all the challenges that you may face and the importance of clear thinking.

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We also discussed;

  • Tips for cold calling.
  • Relationship skill sets.
  • The importance of support and not going it alone.
  • The use of apps to help you.

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Trust is one of the most important things in the real estate industry. Whether that be the trust between an agent and client or trust between an agent and their coach. If you want to be a top agent, you need to plan meticulously and know exactly what you are doing at each stage in the process. You can’t aim to be a top agent within a year though, because you will fail. You have to set realistic goals and build slowly over time. If you set yourself the goal of improving your turnover by 25% every year will see a 100% improvement in four years. This much more manageable than saying you want to see a 100% increase in a year. If you do that you will be setting yourself up to fail.

Guest Bio-

With more than 30 years experience, John Gualtieri is a coach, trainer, speaker and author of training material for both the real estate industry and the general sales industry. For more information about John head over to his website www.coachingforbusinesslife.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 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.

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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.

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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

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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.

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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.

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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

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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.

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 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.

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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

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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.

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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.

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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.

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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

 

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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.

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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

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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

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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

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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!

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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

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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.

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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

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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.

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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

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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.

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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.

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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

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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.

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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

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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.

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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

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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.

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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

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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.

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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.  

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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

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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.

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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

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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.

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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.

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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

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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.

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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

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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/

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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.

 

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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.

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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.


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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  

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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.

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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.

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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

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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.

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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.

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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.

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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

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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

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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 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.

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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

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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

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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.

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

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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 17, 2017

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

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

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Takeaways + Tactics

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

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

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

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

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We also shared insights on;

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

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Skill set matters along with accountability. -Scott Trembley

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

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

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Scott Trembley

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

Jeremy Jenks

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

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


Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Mar 16, 2017

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

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

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

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Takeaways + Tactics

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

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

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

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

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

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We also shared insights on;

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

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

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

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

Mar 15, 2017

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

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

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Takeaways + Tactics

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

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

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

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

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Gene also shared insights on;

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

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

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

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

 

Guest Bio-

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

Mar 10, 2017

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

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

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Takeaways + Tactics

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

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

About 10% of deals in pending will fall out.

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

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We also shared insights on;

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

 

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

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

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

Mar 9, 2017

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

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

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Takeaways + Tactics

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

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

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

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

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We also shared insights on;

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

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

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

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

Guest Bio-

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

Mar 8, 2017

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

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

Takeaways + Tactics

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

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

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

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

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

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Dr. Debra also shared on;

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

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

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

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

Guest Bio-

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

Mar 4, 2017

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

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

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Takeaways + Tactics

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

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

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

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

 

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

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David also shared insights on;

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

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

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

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

Guest Bio-

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

Mar 1, 2017

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

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

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Takeaways + Tactics

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

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

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

 

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


We also shared insights on;

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

 

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

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

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

Guest Bio-

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

Feb 27, 2017

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

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

Takeaways + Tactics

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

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

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

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

Grant also shared insights on;

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

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Business is personal development and math. -Grant Wise

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

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

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Guest Bio-

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

 

Feb 27, 2017

 

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

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

Takeaways + Tactics

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

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

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

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

Steve also shared insights on;

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

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

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

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

Guest Bio-

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

Feb 26, 2017

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

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

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Takeaways + Tactics

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

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

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

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

We also shared insights on;

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

 

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

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

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

Feb 26, 2017

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

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

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Takeaways + Tactics

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

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

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

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

We also shared insights on;

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

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

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

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

Feb 25, 2017

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

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

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Takeaways + Tactics

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

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

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

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

Trey also shared insights on;

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

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

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

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

Guest Bio-

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

Feb 25, 2017

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

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

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Takeaways + Tactics

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

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

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

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

Louie also shared insights on;

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

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

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

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

Guest Bio-

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

Feb 24, 2017

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

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

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Takeaways + Tactics

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

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

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

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

Chris also gave his insights on;

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

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

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

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

Guest Bio-

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

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

Feb 24, 2017

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

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

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Takeaways + Tactics

The absence of value creates objections.

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

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

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

Andy also shared insights on;

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

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

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

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

Guest Bio-

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

Feb 23, 2017

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


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

Takeaways + Tactics

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

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

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

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

Kurt also shared;

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

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

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

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

Guest Bio-

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

Feb 23, 2017

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

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

Takeaways + Tactics

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

We're all 2 clicks away from obscurity.

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

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

Seth also shared on;

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

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

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

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

Guest Bio-

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

Feb 22, 2017

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

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

Takeaways + Tactics

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

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

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

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

He also shared insights on;

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

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

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

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

Guest Bio-

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

Feb 22, 2017

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

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

Takeaways + Tactics

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

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

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

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

We also shared insights on;

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

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

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

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

Feb 18, 2017

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

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

Takeaways + Tactics

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

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

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

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

On this episode Bryan also shared;

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

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

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

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

Guest Bio-

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

Feb 17, 2017

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

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

Takeaways + Tactics

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

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

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

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

We also shared insights on;

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

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

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

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

Feb 17, 2017

 

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

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

Takeaways + Tactics

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

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

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

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

Ty also shared insights on;

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

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

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

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

Guest Bio-

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

Feb 16, 2017

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

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

Takeaways + Tactics

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

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

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

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

Erin also shared;

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

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

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

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

Guest Bio-

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

Feb 16, 2017

 

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

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

Takeaways + Tactics

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

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

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

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

We also shared insights on;

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

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

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

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

Feb 15, 2017

Being a realtor is the true sense of being on demand. With that comes the risk of always being in selling mode. How do you shift from selling to compelling, and what’s the 3-step process of becoming a friend to a client? On this episode, Shirlene Reeves shares her perspectives on making the sales process easier for you and the prospect.

Know the words your clients want to hear, step in with them, and become a friend before you sell. -Shirlene Reeves

Takeaways + Tactics

Shift out of the script: think of other people as friends and human beings, not prospects.

It’s important to discover your personality type in relation to sales, and use that to relate to other people’s personalities.

When you work with first-time buyers, anticipate the difficulties that will be caused by their inexperience.

At the start of the show, we discussed the power of compelling instead of selling, and Shirlene gave us her background and shared how she developed her course. She went on to share the sweet spot when it comes to who you should sell to. She also gave her insights on scripts and cold calls, and why they don’t always work. At the end of the show, she gave advice on preparing yourself to get interviewed on camera.

Shirlene also shared on;

  • Using public speaking as a way to market yourself
  • Why scripts make you inauthentic
  • How to interact with people on a personal level, not as prospects
  • How to think bigger than yourself to get a referral
  • How to limit rejection by becoming a friend

Agents make the mistake of trying to sell everyone. - Shirlene Reeves

When you get into a script you’re no longer authentic, and you’re no longer a friend. -Shirlene Reeves

Working with heart is knowing exactly who you are in sales, taking what you learn about yourself, and moving it towards working with other people. Do this by taking “I” out of your day-to-day, and constantly pivoting conversations back to them. Being willing to have conversations and make it less about yourself eliminates rejection and limits objections. Become a friend before you try to sell.

Guest Bio-

Shirlene has been working with entrepreneurs and small business owners, with 20 employees or less, for over 30 years.  She built her own nationwide business from zero to millions, with 23,000 independent contractors working by her side. As the CEO of Maximize Your Wealth Now, in business, finance, family and lifestyle, Shirlene educates small business owners and entrepreneurs on the intricacies of compelling clients to work with you and shares the secrets to her own business income success by omitting common sales tactics. Go to www.massivevisibilitymedia.com for more information.

Feb 15, 2017

Content keeps you top of mind. What medium can you easily leverage to show off your expertise, and inject with personality? How do you go about building and executing your strategy? On this episode, Gene Volpe shares his marketing insights, including the tactical side of Facebook ads, and the strategy for getting your message to the right people consistently.

Marketing is about starting a conversation and turning that into “how can I help you?”. -Gene Volpe

Takeaways + Tactics

It’s good to know the numbers about how often you should post, but it’s more important to know YOUR numbers.

Your social media content has to bridge likability and credibility. Be fun and relatable, but still put yourself out there as the expert.  

Realtors either fail to ask for business, or give a compelling answer about why the client should choose them.

At the start of the show, Gene shared some tactics for using drone footage to market an area, and leveraging them with Facebook video advertising. Next, he gave some insights on building a strategy from the ground up, and the importance of being in your own bubble. We went on to talk about the power of video, and why you should be using it to showcase your expertise.

Gene also shared insights on;

  • How many times you need to post and why it has a lot to do with your audience
  • Why you need to work within your own bubble
  • Using video to consistently get your message out
  • The importance of being who you are
  • How to bridge likability and credibility using video content

Without video you’ll lose future traction for your business. - Greg McDaniel

You have to run your content off of what your audience wants. Push the limit and tailor towards what they're telling you they want. -Gene Volpe

Video content allows you to position yourself as an expert, and an interesting person to get to know. How you craft your content influences how top of mind you are. How you well you execute that content relies on how much you listen to your audience. Follow the viewers - operate in your bubble by letting audience response influence your content strategy. Put things on video, people will be attracted to who you are.

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.

Feb 14, 2017

Agents can live fulfilling and successful lives on 36 deals. What’s holding you back from scaling up or maintaining? Are you self-sabotaging yourself because you’re bored and unchallenged? On this episode, coach Hank Avink gives us insight into helping agents build a better life with their business as an engine, not a stressor.

Increasing your sales price is a goal based on the types of clients you work with, the areas you market into and the motivation of the people you’re working with. -Matt Johnson

Takeaways + Tactics

Everyone fails - it's only a matter of time. What counts is how quickly you get back in the game.

You’re going to get bored selling real estate. Start building systems in your business so you're not having the first year in real estate over and over again.

Is your default Telling or Asking? Train yourself to ask questions rather than make statements.

At the start of the show, Hank talked about teams and why they aren’t suited for every agent, and we talked about the connection between boredom mastery and success. We also shared on what is needed to increase your sales price by 10% each year, and focusing on what’s bringing in clients. We went on to share insights on the difficulties of partnerships, and using massive action to grow and improve.

Hank also shared on;

  • Why some agents have their first year of real estate every year
  • Why agents self-sabotage to get the adrenaline rush of bailing themselves out
  • The importance of recognizing what you’re running from when you want to bring in a partner
  • Teams, systems and controls: the 3 legs of the stool
  • What you need to increase your sales price by 10% each year

Imperfect action is better than perfect inaction. -Hank Avink

It’s difficult to find people that are as aligned values wise, and happen to be in the same part of their life, where you’re going in the same direction. -Matt Johnson

Many agents feel like every year is their first year in real estate, because they can’t predict their business. Without the 3 legs of the stool - a team, systems and controls, it’s impossible to build something sustainable and scalable. Get into massive action, it’s better to make mistakes, and fix them as you learn. Outwork your learning curve by converting your quantity into quality.

Guest Bio-

Hank is the Founder and Head Coach of National Coaching League. He is also a realtor in the Kalamazoo, Portage, Richland and Schoolcraft area. Find him on Facebook to get in touch about coaching.

Feb 13, 2017

 

Building name recognition gets you the trust factor in prospecting. What high-tech and high-touch tactics help you establish it? How do you inject your farming with the right data and knowledge to boost your chances? On the first episode of 2017, we take on audience questions, talk about luxury real estate, feeder markets and Facebook Live techniques.

If you’re going to make an offer to someone, the more things they have to believe in order to work with you, the worse your offer is going to do. -Matt Johnson

 Takeaways + Tactics

You must like the area you’re selling in because it will come through in your prospecting.

Start your prospecting with your database, so you don’t have to overcome the personal trust barrier.  

Turnover rate = total number of homes in a farm, divided by total number of homes sold in that farm over the last year.

Success in the luxury market depends on your willingness to spend or charge more on the front-end to have great videography, photography and staging.

At the start of the show, we answered audience questions about the legality of referral fees, and handlers for a seller who doesn’t want to sign a listing agreement. We also shared on the high-tech and high-touch methods that are necessary to succeed in geographical farming. Towards the end of the show, we talked about overcoming the trust factor by starting with your database when it comes to prospecting.

We also talked about;

  • The three aspects to consider for door knocking
  • Turnover rate and how it influences your results in farming
  • Market dominance and finding an area that doesn’t have high competition
  • Low, medium and high price markets and how they feed into each other
  • How to build up your name recognition to get trust
  • How to stop letting the numbers hinder you in luxury real estate

Farming is a process that takes about 18 months to really start paying off. - Matt Johnson

Your database may know that you’re new, but you don’t have to overcome the personal trust barrier with them. - Matt Johnson

Getting a winning offer comes down to building trust so that a client believes in what you say. In farming, you do this by showing community knowledge and expertise. You make that even more successful in a high turnover location that doesn’t have a dominant agent or team. Most importantly, you must like the area so your interest, passion and knowledge oozes in your communication.

Feb 12, 2017

When you’re setting up your schedule, why is it crucial to uphold your prospecting time? How do you communicate this to clients for clear boundaries? On this episode, we share insights on these questions, talk about success with expired leads and working with ISAs.

Protect your prospecting time like you protect your listing appointments. That is your money. -Greg McDaniel

 Takeaways + Tactics

If you’re not expecting to take the listing the first time, it’s okay to get appointments that aren’t solid because you just want to get face time with the seller.

To succeed with expired leads, you need the skills to make calls. New agents can’t acquire them quickly enough to make it work.

You need to do lead gen to the point where you feel you have a pipeline going, so you’re not roped into overcommitting.

At the start of the episode, we shared on ISAs and how they are connected to an agent’s listing appointment structure. Next we talked about the importance of protecting your prospecting time and communicating that to clients. We went on to share the struggles that new agents can face with expired leads, and lead gen plans going into the new year.

We also shared on;

  • The necessity of protecting your prospecting time
  • What it takes to succeed with expired leads
  • Using lead gen to create a steady pipeline of clients
  • How to control clients and set up boundaries


If you go into listing appointments with the expectation that you have to come out with a signed agreement, you are setting yourself up for failure. -Matt Johnson

The more you fail, the more you will inevitably succeed. -Matt Johnson

 The way you deal with clients is subconsciously affected by your lead gen. If you don’t have a steady pipeline of clients, you operate under the fear of rejection and possibly losing a client. To solve this, stick to your prospecting schedule, so you don’t get roped into doing things you wouldn’t do if you had that pipeline. People will only know what you tell them, so the secret to controlling clients is establishing the boundaries that protect your prospecting, early in the relationship.

Feb 12, 2017

 

 

Seeds of success are planted before action. Are you mentally aligning yourself with achievement? Do you envision success at a high level before you even pick up the phone? On this episode, guest Jonathan Kirk goes deep on the power of positive energy and visualization, and how these filter through to his hand dialing success.

If you’re not psychologically on point, you will not be successful on the phone. -Jonathan Kirk

 Takeaways + Tactics

A successful prospecting session is 3-5 nurtures with a goal of 1 appointment set per day.

A good nurture is someone who wants to sell anytime from 30 days to 12 months out.

When the vibe is right on the phone with a prospect, ask for referrals to someone who is LIKE them who might need your help.

At the start of the show, Jonathan shared his background and why he chose hand dialing. He also revealed the mindset that leads him when it comes to making calls. We went on to share how to make it easier to visualize, and how this makes failure impossible. Jonathan also talked about the importance of making your work time as productive as possible, and towards the end, we shared the importance of reading books. “If you don’t have time to read, you don’t have time to succeed.”

Jonathan also shared insights on;

  • The dramatic shift he experienced when he started planning more
  • Who should use a pre-listing package and what to put in it
  • What to visualize when you’re calling clients
  • How to learn whether people are making decisions based on logic or intuition
  • The importance of feeling out a vibe
  • Mirroring and matching the prospect

If I get a good inclination that I’m going to list and sell the property, I’m going to dial that person first. -Jonathan Kirk

If you don’t see yourself succeeding, you’re already setting yourself up for failure. -Jonathan Kirk

A balance in all aspects of life leads to an abundance in your business life. Don’t let conflict and stress affect your physiology, because it impacts the mindset you apply to your work. Success starts in the mind, and we make failure impossible when we constantly envision good things. If you have problems seeing yourself succeed, simplify the vision so action becomes inevitable. Remember you WILL succeed, it’s just a matter of which phone call it’s going to be on.

 

Guest Bio-

The Kirk Home Group is among the fastest growing Real Estate teams in Baltimore, MD because of two things: They listen to clients, and love what they do. Email jon@kirkhomegroup.com.

Feb 11, 2017

What is the difference between the engine of your business and profit maximizers? How do you move yourself up the ladder, and do what makes you the most money? On this episode we talk goal setting for the year ahead, and the questions we’re asking ourselves as we gear up for 2017.

When a goal is crystal clear in your mind, it releases the energy to pursue. -Matt Johnson

Takeaways + Tactics

Review your goals constantly and consistently, it gives you the energy to take massive action.

It’s important to feel the pain of not hitting goals, but equally important to celebrate milestones and feel the pleasure of achievement.

Ask yourself what the highest, most valuable and most leveraged use of your time is, and do more of that.

At the start of the show we talked about overcommitting, and how goal setting can help with clarity. We also shared on the importance of having an engine for your business, and how that connects to your lead gen pillars. We went on to talk about leveraging your time and skills more efficiently. Towards the show we talked about rewards and milestone celebrations.

We also shared on;

  • How to inspire yourself to take massive action
  • How to do less of the tasks that don’t make you the most money
  • 90-day goals and how to connect them to rewards and milestones
  • Why it’s important to have a clear life plan and how to build your business into it

Make a list of things you don’t want to do, that don’t make you money and start cutting them out. -Matt Johnson

We don’t have a boss kicking us down but that also means we have no one patting us on our backs, and that can be lonely. -Matt Johnson

Clarity is an important factor in goal achievement, and that applies to lead gen and business planning. Figure out your one thing and optimize until you reach the point of diminishing returns.  If you build a business around a core, predictable engine you also give yourself room for profit maximizers. Revisit goals regularly and remember to celebrate milestones.

Jan 16, 2017

What tactics, skills and practices helped Brandon Fink and Jonathan Tager make 91k in 90 days? How did marketing play into this success, and how do they go about creating, testing and running Facebook ads? On this episode, we go into detail about marketing best practices, tonality and the skills required to attract clients.

People forget that the ability to generate a new client is a skill. -Matt Johnson

Takeaways + Tactics

  1. People often miss the importance of putting “click here” and “learn more” on their ads.
  2. A lot of people get into real estate without thinking about the skills they need to attract clients.
  3. Brandon and Jonathan found a great opportunity by getting people under contract, and referring them to a builder - without having to meet with them.

On this episode we discussed:

  • Sprucing up a marketing plan for sellers
  • The average day for Brandon and Jonathan
  • The importance of being clear and concise in your ads
  • Cutting your pay-per-click cost with exclusion
  • The opportunity Brandon and Jonathan found with new home builders
  • The importance of tonality

Some of the biggest opportunities come our way through identifying annoyances or inconveniences. By acquiring and nurturing the skills you need to attract clients, you can start seeing solutions in everyday problems. These skills will filter through to you how you write for ads. If you’re really good with your words, people can hear your tonality in what you write, and that makes your communication more impactful.

Guest Bio

Brandon and Jonathan focus on quality of service and excellent performance with each and every client. Go to http://viewtriadhomes.com/ for more information or follow Snap-Tag on Snapchat.

Jan 15, 2017

What is numerical visualization? How can agents get over the pain of prospecting and focus on the rewards? On this episode of Real Estate Uncensored, we talk accountability and it, not numbers, to stay focused and motivated. Our guests Aaron Wittenstein and Pasquale Scopelliti provide insights.

It is painful to invest and make effort. There is a painful discipline you have to make yourself go through before you get addicted to the reward. -Pasquale Scopelliti

Takeaways + Tactics

  1. We don’t equate learning with the necessary failing and we don’t bridge it to figure out the lesson.  
  2. A new person has to go through the learning curve of overcoming the pain of activity, because they start with a greater measure of pain than joy.
  3. There is no need to modify a script for the holidays, why modify something that works?

On this episode we discussed:

  • The consistency and activity necessary to succeed in prospecting
  • Holding yourself accountable without focusing on the numbers
  • Our emotional connection to numbers
  • Analyzing failure and numerical visualization

Some people don’t need numbers to smack them on the head because they can keep themselves accountable. Having extraordinary, focused, disciplined accountability comes down to understanding that the activity might be painful, but the joy of the end result is far more attractive. It’s important to analyze everything you do, including your failures.

Guest Bios

Pasquale is a highly experienced advisor and consultant who has worked with some of the world’s most successful businesses and executives since 1993,  after starting a business coaching small business owners in 1987. Pasquale is a self-proclaimed consigliori and he specializes in management and recruitment consulting. He has also written a book called The Switch, which is available for download on his website. For more information on his work go to theconsigliori.com

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.

Jan 14, 2017

Content is key in building a dominant brand, but why does it give agents a pause? Why do agents need the servant mentality and good personal brands to overcome this reluctance? On this episode, Chris Craft shares his expertise on brand building, and the intersection of front loading content and being transparent.

Show boundless experience and knowledge by front-loading your brand with online content, and letting that be your face. -Chris Craft

Takeaways + Tactics

  1. Your personal brand is your God given identity put on display.
  2. Good content doesn’t only come in written form, it can also be video and audio.
  3. The audience you attract becomes a huge part of how you communicate going forward.

On this episode we discussed:

  • How to be more persuasive when you’re young and new to the industry  
  • How to show your knowledge by front-loading your brand with content
  • The pre-eminence strategy and risk reversal
  • Personal branding and how that differentiates you

A lot of sales problems are solved by having the servant mentality. It’s even better when it perfectly intersects with front-loading brand content and transparency, so people know what to expect. Mentality comes through in everything you say and do, and when your personal brand boosts your expertise, you create a better context for client relationships.

Guest Bio

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

Jan 12, 2017

What is the secret to mastering the 18-month lead nurture cycle and why does it lean so heavily on technology? How does it influence the relevance of agents? On this episode, guest Jesse Passafiume gives us insights on digital handshakes and “no lead left behind” platforms. Learn about how these benefit both relationship based agents and portal based agents.

If you want to be a relevant agent you have to get on that 18-month cycle and figure out how to manage it. -Jesse Passafiume  

Takeaways + Tactics

  1. Most of the magic takes place in the 12-18 month period after you generate a lead.
  2. Make your profile photo and description consistent across social platforms.
  3. Don’t get obsessed with pro-quality on social media - authenticity often beats professionalism.

On this episode we discussed:

  • Building multi-platform customer journeys with digitization
  • The 12-18 month tail in lead nurture and how agents miss opportunities
  • Digital handshakes and combining high-tech with high touch
  • Building a volume knob in your lead platform
  • The relationship between tracking and conversion rates

Just because someone isn’t planning to make a move in the next 3 months, that doesn’t mean they’re a worthless lead. To make sure no lead is left behind, you need to leverage with digitization and systems. This will allow you to create multi-platform customer journeys, and harness the magic of the 18-month lead nurture process. Lead with the willingness to provide value and take pride in that, because leads reveal themselves through those conversations.

Guest Bio

Jesse is a real estate finance executive who is obsessed with using technology to improve experiences. His career has provided a unique opportunity to manage, coach and observe over 2,000 originators in the referral and consumer direct markets. He believes that in order for our industry to thrive, consumer direct competency and hyper local service must be combined.

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