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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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Now displaying: April, 2019
Apr 24, 2019

We often hear comments like ‘the truth will set you free’, but don’t apply the logic to our own lives. How can you start being more honest with yourself and others? What are the benefits of sharing yourself in your entirety -  good and bad - with the world? On this episode, we’re speaking to legendary life coach, David Wood who shares why all of us need to become more comfortable with sharing ‘nosebleed’ truths.

Practice ‘nosebleed truth’ with your partner. Share everything, and if they stay with you, you know you’re on a winner. -David Wood

Three Takeaways

Tell the truth, and let the chips fall where they may. Life can do a better job of leading us in the right direction if we allow it.

While telling the truth may be daunting in some instances, moments when you’re hesitant to be honest are exactly the moments you need to share what you’re thinking. Although we often try to control our lives, we never do a particularly good job at it- so stop holding it back.

 

Consider the ultimate question Einstein gave us: Is the universe friendly?

Asking if the universe is on your side is akin to asking what the meaning of life is. You’ll find that it’s easier to believe the universe is friendly- because if it isn’t, we should all live in a state of perpetual anxiety. Allow yourself to believe that everything will happen as it’s meant to.

 

Write your own ‘Warning Label’ - the things you're not very good at it, or things that might scare people off

 

Acknowledge your bad qualities- first to yourself, and then to others. It’s impossible to make strong connections with anyone until you’ve been completely open about your shortfalls. Be upfront and consider it a ‘warning’ label you display to the world.

 

Being truthful offers a great sense of freedom. Imagine being able to live life without the fear that something might come back to haunt you, or weigh on your conscience. The best part is, by being honest you’re opening yourself up to more connections than you could ever imagine. You may have a fear of rejection from telling the truth- but let the chips fall where they may. To live your best life, you need to be unabashed in your honesty.

 

Guest Bio

During his childhood, David Wood witnessed his sister’s death. While he initially pushed this reality out of his mind- and went on to become an actuary- later, David realized that he was finding difficulty in connecting with others. To change this, he began a journey towards coaching his own life, as well as others. This journey took him from his actuarial position, to that of a professional performer in a bar, where he was paid $50 per performance. Today, he’s widely regarded as one of the top life coaches in the world and is passionate about teaching others to share their truths.

To find out more about David, head to: http://playforreal.life/

Or: playforreal.life

Apr 19, 2019

The introduction of tech companies has caused anxiety in many industries, including real estate. Is your business in danger of failing in the wake of tech competitors? How can you keep doing business when so many of these companies gain popularity for their convenience and low prices? On this episode, owner and CEO of Omaha’s Elite Real Estate Group, Jeff Cohn joins us to discuss how your business can flourish if you embrace new technologies and digital platforms.

Be aware that you now have to differentiate yourself from the other agents AND big tech companies. -Matt Johnson

 

Three Takeaways

Change the way you offer value

With the rise of the millennial generation, we need to start adapting our approach to satisfy younger clients. Millennials prefer communicating over text and don’t want to make tons of appointments- so find ways to meet those desires. However, remember that there are older people who will continue to buy and sell for years to come. The best option, going forward, is a hybrid model.

 

Stop worrying about tech company prices

We’ve never not had to compete over prices. Stop agonizing over the prices tech companies offer and treat the competition as you always would have. Of course there needs to be an adaptation of sorts, but don’t assume that the presence of technology automatically makes you obsolete.

 

Share behind-the-scenes footage

One of the reasons clients might choose a tech company to buy or sell their properties is because they assume agents do little to no work. Use technology to disprove that theory. Share content that shows you doing all the tasks no one outside the industry knows about. You’re not only setting the record straight- you’re also opening yourself up to an audience and starting the process of them getting to know, like and trust you.

 

Technology isn’t going anywhere, so it’s vital that businesses adapt their models as soon as possible. However, even if you need to adapt, think of changes as a hybrid of sorts. You’re still speaking to past clients and networking- the only major difference is the platform you’ll use. Remember, what’s an asset to the tech companies can be an asset to you, too. Use technology to show clients aspects of the business they would previously never have known. Reach audiences previously outside your reach. Changes are always a source of anxiety- but sometimes they’ll end up taking your business to new heights.

 

Jeff Cohn is the owner and CEO of Omaha’s Elite Real Estate Group. Known for his legendary expertise in social media, Jeff and his team generate on average 2000 internet leads per month. Since exiting daily operations at his company, Jeff has continued to make his mark on the real estate industry. Today, he maintains a presence as a trainer, podcaster and speaker, among other commitments in the industry.

 

To find out more about Jeff, head to: https://www.bhhsamb.com/agents/50633-jeff-cohn

And to see more about Omaha’s Elite Real Estate Group, visit: www.omahaseliterealestategroup.com

 

Gene Volpe is the Lead Digital Architect at GVI Media. With over 10 years’ experience in marketing, he is well known as a national expert. Gene is also incredibly well-versed in real estate, and has been involved in over 200 transactions. Gene is passionate about establishing brands and helping his clients reach wider audiences through digital marketing and video content.


To find out more about Gene, head to: www.genevolpe.com

Apr 18, 2019

One of the biggest mistakes new agents make is trying to follow the rulebooks of top producers because they end up missing the foundational pieces. What are the fundamentals that just can’t be skipped when building a successful and sustainable business? How does technology make it easier to build the fundamentals in? On this episode, REDX CMO, Curtis Fenn shares why new agents shouldn’t be imitating top producers and what you should be doing when you’re new to the game.

Technology can help you expedite the process of building a network and database that can refer you business. -Curtis Fenn

Three Takeaways

What it takes to get to top producer status

If you’re wondering and worrying about where your next check is coming from, that’s not a business. If you want to have the life you want, you need to have sustainable and predictable income. Without that, it’s impossible to become a top producer.

Top producers vs. new agents

There’s a huge divide between what new agents have to do to become top producers and what top producers do. New agents are often given advice from the perspective of a top producer, who tells them what they are doing right now, not what they did in the beginning and how they got there.  

Why door knocking is still necessary

Most top producing agents still take the time to knock on doors to build their database, while a lot of younger agents feel that they are above door knocking. Unfortunately, without a database and network, you can never build a sustainable business.

 

If you want to get to the point where referrals just come in, you have to hustle to build a sphere of influence, and a network of people who will continue to refer you business. This is the part of the business that you just can’t skip or circumvent. Luckily we don’t have to do the exact amount of activities that the top producers have to do. By leveraging technology, we can speed up the process of building the database and build a sustainable business.

Guest Bio

Curtis is the CMO at REDX, a technology company that helps real estate agents develop sustainable growth with the best tools and practices for acquiring new clients. Go to https://www.theredx.com/ for more information.

Apr 2, 2019

Most agents dream about being able to move through business with the perfect words that will handle any objection and close the client, but the truth is there is no magic bullet. What is the overarching step we need to take to get better at handling objections? How does a scarcity mindset kill our success? How can you handle FSBOs and actually bring them value? On this episode, we do a Q&A on objection handling.

When you’re having trouble with objections, don’t look for magic words. Focus on lead generation and have more options so you’re not overly attached to one lead. -Matt Johnson  

Three Takeaways

How to bring value to FSBOs

When you’re talking to FSBOs, if you can bring more than your value as a real estate agent that will get in the door. If you had access to investors or if you were even the investor yourself, you will be able to get yourself in the door. The key is being in integrity so you actually have investors or an investment deal, and you also need to have done the work in the backend to set this up.

 

Why some clients aren’t worth working with

Some buyers are just skeptical, or their always looking for a bargain and this isn’t something you can change about them. When you deal with people like this, ask yourself if all the trouble of working with them is worth your time. If not, let them go.

 

The truth about objections and how to navigate them

Whenever you’re having a conflict, take a step back and ask yourself what you’re protecting. When you’re having challenges with objections, usually what you’re protecting is mindset of scarcity that makes you hold onto a lead instead of just letting it go. But if you let that go, you can let go of the lead and move onto others without too much attachment.

 

There are no magic words that will handle every single objection you get. The truth is, objections shouldn’t affect you if you’re not overly attached to that lead. The only way you can avoid attachment is to have options, and be generating enough leads to where you know that if that one lead doesn’t work out, there are others. Once you get out of a space of scarcity, the way you handle objections change and you’ll be able to give an answer that truly helps the client.

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