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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Sep 6, 2018

A large percentage of active real estate agents have never experienced a market shift. Selling homes isn’t that hard when the economy is in your favor, but how do you prepare for a drop in volume? How can you cut costs? Should you focus more on sellers or buyers? In this episode, Brian Gubernick talks about how to prepare yourself for a shifting market.

One of the dangers in real estate is the constant talk about volume, and units but we aren’t talking about net income enough.- Brian Gubernick

Three Things We Learned

We should make our fixed costs variable

During a shifting market, it’s wiser to pay more for a bonus instead of paying less for a fixed salary even when there are no sales coming your way. This will protect you during periods when you won’t have sales but you’ll still have wages to pay. Your profit margins will be smaller, but you’ll also eliminate risk.

Get better at communicating with your agents during crisis times

When sales are slowing down due to a market shift, it’s important for team leaders to be transparent with their agents. Many young agents have never been through a decrease in sales and panic may ensue. This is when leaders have to be more present than ever.

Be more listing-focused and be less picky about appointments

If you’re buyer-based, your income is less predictable. The more listing-focused your business is, the more money you make and the more predictable your income is.


The best way to prepare our team for a market shift is to make sure they’re part of a training program that prepares them for a highly competitive game. A common mistake team leaders make is not recruiting new agents, when in fact the search for talent should be more intense than ever during times like this. There is a way to not just survive a shift but to actually thrive through it.


Guest Bios

Brian Gubernick and his team Homehelper Consultants at Keller Williams Realty Phoenix have been recently named as one of the top producing teams in the U.S by Wall St. Journal & Real Trends. He has also been featured in both Forbes Magazine and Money Magazine. Brian’s team is present in 4 states across U.S, and he has built a real estate coaching business where he helps agents implement the same strategies he did when growing his business.

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

Sep 3, 2018

Technology is about to create a big shift in the buying and selling process. Will we be replaced by tech? What qualities are desirable in agents during times like this? How can we survive the shift and leverage the tools we now have access to? What will happen to the single agent? In this episode, Adam Hergenrother shares his predictions about the future of the real estate agent.

Every real estate company needs to wake up to virtual brokerages, because those are the ones giving freedom to agents. -Adam Hergenrother

Three Things We Learned


The entry barrier will be higher but the agents who make it will earn more money

The companies that afford the technology to speed up the process while delivering a superior customer experience will make it harder for agents who have only a few sales per year to survive by themselves. As a result, the entry barrier will be higher. In order to survive, agents will need to join teams where they have access to all the technology and training that they can’t get with their own money. A side effect of this shift is the fact that agents will be expected to increase their sales after receiving all the support and training needed.


Agents won’t be locked geographically anymore

With the rise of virtual brokerages, we can now live anywhere in the world as long as we have access to high-speed internet and a showing agent working for us. The only obstacle that stands in the way of this becoming the norm is the price of airplane tickets.


Virtual brokerages will also have a meeting space

Working from home has its own struggles. Loneliness and isolation is a real phenomena among remote workers. Plus the agent ends up feeling disconnected from the company and its team. To counter this, many virtual brokerages are now considering investing in meeting places for their co-workers.


The new shift in real estate caused by technological advancements will enhance both the consumer experience and that of the agent. The companies that have the budget to invest in the newest technologies will be the ones who have the leverage. The agents who want to benefit from this shift will have to join a team that gives them all the resources to make the sale (e.g., assistants, coaching and technology). The agents who now look at real estate as a side hustle will probably disappear, but those who want to make a career out if and have the capacity to adapt will actually benefit from the shift.

Guest Bio

Adam Hergenrother is the Founder & CEO of Adam Hergenrother Companies – which includes Keller Williams Vermont, Hergenrother Realty Group, BlackRock Construction, Adam Hergenrother Training Organization, and Hergenrother Foundation.

His extraordinary background includes experience in the real estate industry, construction, and coaching. Adam was mentioned in publications such as the Wall Street Journal and Inc, and he was awarded the prestigious “30 Under 30” award by The National Association of Realtors.

You can find out what others are saying about his coaching programs here.

Aug 31, 2018

Finding the right candidate is hard, especially when you don’t know what you’re looking for. Should your first hire take care of all of the things you hate doing? Is it possible to find a jack-of-all-trades, and what’s the alternative to that? How do you build a team that doesn't fall apart if one of the key workers leaves? In this episode, Jay Niblick talks about how to make your first hire, what traits work best for different roles, and how to protect yourself in case something goes wrong.

There is someone out there who loves to do what you loath to do. -Jay Niblick

Three Things We Learned

Your first hire should take care of the tasks you don’t want to do

You need to think about what tasks you shouldn’t be doing and how much more money you can make if you delegate the mundane tasks to someone else? That said, you also have to keep in mind that you will likely need more than one hire to take care of things you don’t want to do. There are few people out there who can do a little bit of everything and maintain the same quality of work.

Don’t wait for a rockstar to join your team

Many agents make the mistake of expecting a rockstar who can adapt and handle whatever is thrown at them without having to be managed or trained. Not only are these hires very hard to find, but once you find someone like that, it doesn’t take more than 6 months to 1 year for them to figure out that they can earn more somewhere else.

Build a system that makes top performers want to stick around

The key to building a successful team is to leave room for growth so they don’t have to leave if they want to climb the ladder and earn more. You should have a system in place that retains the top performers but doesn’t rely on them completely, so the whole business doesn’t fall apart if they leave. Invest time in building a replicable system that can be used even if one of your top performers decides to go somewhere else.

You can spot traits such accountability and entitlement during an interview just by letting the candidate tell their story. Their perspective usually is telling of how they see themselves and the world around them. For example, someone who is highly accountable will always blame themselves for past mistakes instead of blaming others. But you also have to keep in mind that certain traits aren’t universally desirable or undesirable. It depends on what role you’re filling. For example, you may want a bit of entitlement, as long as it’s performance related, in a sales person.

Guest Bio

Jay Niblick is the founder of Wize Hire, a real estate recruiting software with a data-driven approach to the hiring process. You can take the personality test mentioned on this episode at

Aug 29, 2018

You’ve probably read a dozen stories about overnight success stories. While the success might have occurred overnight, in most cases, the process of actually making it happen probably took years of work. What are the things that you can do behind the scenes to reach your goals? Why are humans so resistant to change? And most importantly, why is turning your life around 180 degrees not sustainable? In this episode, Karen Briscoe and Gene Volpe talk about success and what you can today to create a better tomorrow.

When you are operating at your highest and best self, that’s achieving success for you because each person has unique attributes. -Karen Briscoe


Three Things We Learned

You can’t decide your future, but you can decide your habits

Your everyday habits determine if you’re going to be more knowledgeable, a harder worker or just stagnate to who you are today. If you tell yourself you can’t do it, you’ll convince yourself not to try. But if you start making small changes to your everyday habits, you will get closer to who you want to be.

Small changes are longer lasting and easier to make

You may want to change everything about yourself and take a big leap, but in reality, we work by using old systems that can’t be entirely revamped overnight. Our beliefs, habits, and thinking patterns took years to develop, if you’re making big changes, the systems you built will resist. But if you make smaller changes, it’s easier for you to step out of your comfort zone and stick to your new habits.

Track your working hours

Technology makes it more difficult for us to stay focused. Now it’s harder than ever to work without checking your email or social media accounts. As a result, you may have a distorted view of how much you actually work. But this can be easily fixed if you use an app to track everything.


Success is what makes you reach your full potential. And because we’re all different, success doesn’t have a universal definition. For some of us, it means getting our kids through college. For others, it’s becoming a local rockstar in our industry. But no matter what your idea of success is, you have make sure you aren’t torturing yourself in the process. Find the aspects of your business that you’re good at and focus on those. Give yourself enough rewards to keep yourself motivated. Be gentle to yourself. Punishments and the grind only tire you mentally, and while you may eventually end up where you want to be, the process of getting there won’t be a pleasant one.

Guest Bio

Karen Briscoe is real estate coach, the principal owner of Huckaby Briscoe Conroy Group (HBC) with Keller Williams, and the author of "Real Estate Success in 5 Minutes a Day: Secrets of a Top Agent Revealed".

Her team was ranked in the top 100 teams with Keller Williams and one of the top 250 teams in United States by the Wall Street Journal.

Karen shares her tips and tricks on her show. She became a top realtor on her podcast, and blog.

If you want to ask Karen questions about her coaching program, or simply connect with her, you can find her on Facebook.


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

Aug 28, 2018

Building an online following is becoming harder because every day more content is being published and more businesses are discovering the power of content marketing. Is there a way to increase your chances of grabbing the attention of your prospects? What type of content will your audience find useful? Are there any guidelines you should follow to make sure your content not only gets read but portrays you in a positive light? In this episode, Tim Stafford talks about the power of marketing through education.

Speak from an intelligent place, but not an intelligently arrogant place. That’s the key. -Tim Stafford

Three Things We Learned

Share information your audience doesn’t already know

Make sure the information you share on social media isn’t something most people know about real estate. Put yourself in the shoes of your audience and ask yourself what the regular Joe doesn’t know about the process of buying or selling a house. And then make an outline of what your audience might be interested in.

Write for short attention spans

Our attention spans are shorter than ever. On top of this, we’re constantly bombarded with information. As a result, you have to be as succinct as possible. Also, you need to make sure you don’t use too many adjectives or adverbs, as they’re shown to lower your credibility.

Don’t talk down to your audience

Speak from an intelligent place but treat your readers as if they aren’t ignorant. The difference between educating with integrity and educating with arrogance is wanting to help as opposed to having a desire to show off.

Educating prospects is more than just sharing information on your website or social media. It’s about how you share it and what it says about you as a person. It’s important to be helpful, and not arrogant. Make sure your content is scannable and easy to digest, and don’t use industry jargon. Most importantly, you have to come across as transparent. One of the most common mistakes business owners make is sharing only their success stories and avoiding vulnerability when failures are by far easier to relate with.

Guest Bio

Tim Stafford is a Doctoral Dissertation Chair and Program Director. He has over 30 years of experience in education and educational technology. In the present, he helps businesses grow their following and educate their audience using content marketing. If you want to find out more about his approach, book a free consultation with him at

Aug 23, 2018

AI makes it easier for agents to reduce the time spent on follow-up and leads. But will AI ever replace human interaction? How can chatbots make follow-up and the selection process easier even when dealing with huge amounts of leads? And most importantly, how can A.I weed out the good from the bad and send agents only leads who are warm and highly likely to convert? In this episode, Zach Nussbaum shares how AI can help agents stop wasting time on low-quality leads and interact only with those who are most likely to convert.

Nothing beats a human response. The bots are only going to take you so far. -Zach Nussbaum

Three Things We Learned

Chatbots are powerful but they can’t replace human interaction

With chatbots, you can filter out a large number of leads without moving a finger. But the rest of the follow-up is up to you. AI will rank for you the leads from coldest to warmest, but you will still have to set an appointment and continue the conversation face-to-face.

Place landing pages and quizzes in the chat box

Most people don’t mind answering questions, especially when they know it works as a shortcut to finding what suits their needs. Quizzes and landing pages are a great way to find out more about leads and how likely they are to make a move right away.

Verify all of the information you receive

Phone verification is usually a must to weed out leads who just want to find out more without leaving their contact information. This also creates the opportunity for you to impress them. For example, you can send a seller a screenshot of their home from Google maps to verify that it’s the home they want to sell. Since agents don’t usually have the technology to do this automatically, the seller will probably remember you as a result

AI will never replace human interaction in real estate, but it can greatly reduce one of the most time-consuming and nerve-wrecking task: lead follow-up. With chatbots, you no longer have to waste time with leads who won’t convert anyway because AI can help you filter out the good from the bad by using questionnaires and ranking leads based on their interactions with the bots. This way, teams can manage a large amount of leads without having to do follow-up. Instead, they receive a report and pick only the leads with the highest odds of converting.

Guest Bio

Zach Nussbaum is a chatbox and Facebook ads creator at Braintrust. He helps agents both attract and manage large amounts of leads without having to do follow-up manually. Zach created a completely automated follow-up system for agents that ranks leads from coldest to the warmest. If you want to find out more about how you can save time and money by using AI, advertising, and email follow-up, schedule a free call or send Zach an email to find out if your can benefit from these services.

Aug 22, 2018

Many agents see the potential in online lead generation, but when they start out, their biggest challenge is creating content that cuts through the noise. What do people want to see in your videos? How can you use controversy and humor to your advantage? Should you be transparent both with your wins and failures or only focus on the positive side? In this episode, Eric Simon talks about how he leveraged the comedic aspects of everyday real estate fails to build his business.

Authenticity and humor can be great content. -Eric Simon

Three Things We Learned

Video is king

Investing your time into making videos is one of the best ways to engage with your audience because it targets all of the senses. Don’t make the mistake of trying to look perfect on camera. Being transparent and even vulnerable is more relatable than doing things right all the time.

Focus on a niche, don’t spread yourself too thin

Focus on finding your niche. You don’t have to talk about everything. Find a category and dominate it. Make yourself the face of that category instead of trying to create content for every platform and for all tastes.

Video is great for multiplying your relationship building efforts

Because video targets all of the senses and there’s a face attached to the voice and message, it makes it easier for your audience to get attached to you. With video you can build trust and relationships without even knowing that it’s taking place. You no longer have to speak with someone in person for them to get to know you, as many people will feel like they already know you just by watching your videos.

The best type of content is the one that suits your personality and is readable. Most of the content out there in real estate is about agents who got successful overnight, but few dare to share their hard times and be transparent about the good and bad aspects of the industry.

This approach will only hurt you in the long term because honesty and transparency is more relatable than “feel good” stories.

Guest Bio

Eric Simon is the creator of the Broke Agent, a media brand meant to entertain agents by using comedic aspects of the industry. His mission is to stop agents from feeling alone in their struggles and find humor in otherwise hard-to-digest situations. He is currently active in the Los Angeles area, and if you want to work with him you can find him here.

Aug 20, 2018

Our thinking controls our destiny. What happens when our believes don’t benefit us? How do we uncover the flaws in our thinking that prevent us from being the best versions of ourselves? Why does lack of transparency lead to a stressful life? In this episode, Kim Ades speaks about uncovering your beliefs and why we shouldn’t be afraid to reveal our true selves.

A lot of people aren’t transparent because they are trying to manage other people’s impression of them. -Kim Ades

Three Things We Learned

Build a team that doesn’t need micromanaging

Accountability is a hot topic, especially for team leaders. But keeping people accountable implies they can’t keep themselves accountable. Instead of investing time and money constantly keeping an eye on your team, why not go to the root of the problem and find out what prevents them from taking action? What are the beliefs that stay in the way of being productive?

Affirmations can actually backfire if we don't address the little voice in our head that doesn't believe them

Positive affirmations hold no power if in the back of your mind you don’t actually believe the things you tell yourself. You have to be able to let go of your inner critic and truly believe you can succeed.

Use journaling to get to the source of the beliefs that hold you back

Journaling can help you find out what people or events made you feel the way you feel about yourself and the world around you. Toxic people or traumatic events can distort your perception of who you are and what you are capable of, and getting to the bottom of the beliefs that rule your thinking can help you reach your true potential.

Lack of transparency never works to your advantage. It will attract the people you don’t want to work with and there will always be pressure to keep up with the persona you build for yourself. You have to accept that some people will dislike you and the fact that you can’t manage the impressions of everyone else, nor can you rely on external validation to keep yourself happy and confident.

Guest Bio

Kim Ades is the founder of Frame of Mind Coaching and Journal Engine software as well as a speaker, author, and mother of five. Kim coaches teams and individuals to unveil their thought patterns and hidden beliefs, and unleash their true potential by gaining a better understanding of who they are and where their talents lay.

If you want to find out what beliefs are holding you back from succeeding, you can take her free test here.

Aug 18, 2018

You can’t stand out by doing what everyone else does. What’s the best way to get started in your journey of becoming a local rockstar? What are the small changes you can make to convince your clients appreciate you more? How can you stay in touch with potential clients or people in your database without being intrusive? In this episode, we talk about serving people better, becoming less intrusive, and how to slowly become the face of real estate in your community.

Make yourself stand out so when they think of real estate, they think of you.- Greg McDaniel

Don’t advise your clients based on your wants and needs

If you want people to remember you in a good light, build a positive reputation, and stay in touch with your past clients, you have think of them first. You have to be honest. When you get asked questions about where the market is going or if they should wait to sell or buy, you have avoid giving advice that doesn’t work in their interest.

Don’t be intrusive

If a seller postpones a sale, your best bet is finding a less intrusive way to remind him or her about your existence. For example, you can stay in touch with a potential client by mailing a send out card with a small gift. Few people go that far to stand out, especially when there might be no return on their investment. As a result, you will get remembered by your potential clients because no other agents are willing to walk the extra mile.

Brainstorm new ways to market yourself

Because some marketing tactics work, we all tend to do the same thing. The end result? The marketing message gets diluted and you don’t stand out in your market. You’re just doing what everyone else is doing. Explore ways to promote yourself that are creative and unexplored by other agents. One example would be Youtube ads.

No matter how creative you are at promoting yourself and getting in front of people, if you don’t do your job right, you will only attract people that will end up ruining your reputation. The first step is to get creative about marketing yourself. But what makes the difference is how you advise your clients and whether you make them feel great after a purchase, after they sold their home, or if they feel like they get ripped off by an agent who chased a commission. Great promotion tactics and great service have to go hand-in-hand for you to become a mini real estate celebrity in your area.

Aug 15, 2018

Getting a real estate license doesn’t actually teach new agents to take the leap into real estate. As a consequence, many new agents are surprised by how real estate actually works. How do you know what strategy will work for you? How do you build a system around your natural talents? Should you partner up with senior agents in the beginning? In this episode, Christina Macro talks about how much easier it is for agents to reach their goals once they find something that suits their personality and skill set.

Meet people where they’re at and build something not simplistic but doable, in the sense of building them a system of thing they will actually do. -Matt Johnson

Three Things We Learned

Find a prospecting method that suits your personality

There are only so many ways you can prospect, but enjoying it and being comfortable with it has a great impact on your performance. You can’t do something you aren’t naturally built for. Find what you might be good at and give it a try for 3 weeks, and if it doesn’t work, move to the next prospecting method.

Focus on a system that works instead of the ideal

When you’re just starting out, you shouldn’t focus on the ideal system right out of the gate. Start with something that works and keeps you above the water, and refine the system over time. You can’t make something work perfectly the first time, nor should you aim to do so because it only leads to disappointment.

Partner up with the top agents in your office

As a beginner, the best place to start is to partner up with the top agents in your office after you’ve discovered what prospecting method suits you. If you perform well, the next time you won’t have to ask around for people who need help. You’ll get call backs just based on the results you had the first time.

If each one of us would be inspired to do what we love, we would all perform at a high level. The secret to success in real estate is to find out more about who you are as a person and what aspects of real estate suit your personality. The next step is to use that knowledge and build a system that taps into your strong points without having to rely on the areas where you aren’t an expert.

Guest Bio

Christina Macro is a real estate broker, co-author of a best selling book on Amazon, public speaker, trainer, and mentor. She quickly climbed her way to the top in real estate by becoming a top performing agent on her team. She realized she enjoys helping and leading people more than anything else, and this is how The Brainy Broker was born.

Christina helps new agents identify what their strong points are and build a prospecting system that suits their personality.

You can find Christina at

Aug 14, 2018

Your entire business is built on what you believe you can do, the effort you put into it, and the people you surround yourself with. What happens when you get discouraged and it starts affecting both your focus and productivity? What self-care routine should everyone practice to get stronger mentally and physically? How can you stay away from toxic thoughts? In this episode, Kathleen Black speaks about the experience she had at a Tony Robbins event and how she helps her clients thrive by taking a holistic approach to their personal life and business.

Worrying is a prayer for what you don't want. -Greg McDaniel

Three Things We Learned


Prime your mind and body every morning


Make sure you start off the day with the right mindset. It will affect your decisions, your performance, and the way you interact with others. You have to let negative thoughts go, visualize your goals, and work on your health and well-being.

The best way to fight negativity is to take action

You can’t fight the way you feel sometimes, but you can look around and determine what changes would make you feel better. What can you do to improve your current situation instead of letting the thoughts of an unfinished job eat away at you?

Practice acceptance of the things you cannot control

There will be days when you’re forced to deal with bad clients, and there will always be reasons to feel anxious or angry about something. What makes a big difference is mood control, being emotionally resilient, and not letting emotions control you for the whole day.


Worrying not only robs you of energy and enthusiasm but it also makes you focus your energy on things that aren’t under your control. If you’re constantly stressed out due to your fears and worries, you’re actually making them more likely to come true, as worrying affects your energy levels and productivity, which leads to a vicious cycle. There will always be crisis in your life, but the best you can do is focus only on the things you can control.

Guest Bio

Kathleen Black is a CEO and a leader of a team that has 80% of it’s agents in the top 1% nationally. She is a real estate coach at Kathleen Black Coaching & Consulting as well as a certified NLP practitioner coach.

Aug 9, 2018

The rejections that come with prospecting and low conversion rates can wear down any agent. But is there an alternative to finding clients? How can content establish you as an expert? How can you start creating content when you have no experience? In this episode, Justin Zimmerman talks about how real estate agents can use content to build and nurture a strong database that will bring business for years to come.

Content is that vehicle that delivers that ability to build trust over time. -Justin Zimmerman

Three Things We Learned

Ask for a big yes first

When prospecting, ask for a big yes first, and then ask for a yes to something smaller later. This increases your chances of being told yes to the second yes, and this should be the “yes” you were looking for in the first place.

How to create content without any experience

You don’t have to be a writer to create content. In the beginning, you can take topics everyone else is talking about and put your own spin on it. Also, make sure you give your database “micro doses” of content. Overwhelming your readers or viewers with statistics might make them click away.

Content can help you go from prospector to marketer

Content will increase your visibility and help you establish yourself as an expert in your field.

Once you have a list of people who you send content to on a regular basis, you won’t have to put that much time (if any) into cold calling.

Prospecting is one of the easiest and cheapest ways to get new clients when you’re starting out, but it can also be tiring and time-consuming. Most won’t be interested in buying or selling a house right now, but they might be in the future. Instead of just ignoring the prospects who aren’t a potential transaction right now, send them a secondary call to action. Use content to engage with them in the long-term, potentially years. This way, you build a database filled with people who have known you for a long time and consider you their go-to resource for real estate. When they are ready to buy or sell, chances are, they will contact you.

Guest Bio

Justin Zimmerman is the director of content development at REDX and a content strategist with a background in real estate.

He started off in real estate at 24 and built a software that took local MLS housing data and transformed it into a format easy to understand both by buyers and sellers. This helped him gain a competitive advantage in an profession where the average age was 47.

His software was so successful that he started training other agents to become Certified Market Advisors" and went from being a simple agent to managing 51 people.

Today, he uses his real estate and marketing knowledge to help agents create content that eliminates the need for prospecting and builds a strong database.

Aug 8, 2018

The road to success can sometimes be shortened if you put aside your ego and allow yourself to learn from others who have already made it big. What is the biggest misconceptions new agents have when they enter the real estate world? Should you just take any listing in the beginning? Why do negotiation sounds so scary for most people, and how can you get better at them? In this episode, Candy Miles-Crocker talks about the biggest mistakes new agents make and what shortcuts she wishes she knew about when she started out.

You don’t want to take any listing. Not all listings are good listings, and not all money is good money. -Candy Miles-Crocker

Three Things We Learned

Treat real estate like job

Many people get into the real estate business looking for freedom. They want to enjoy a more flexible schedule. But they end up not taking real estate seriously. They don’t put in the hours, nor do they make enough calls. New agents need to learn to treat real estate like a job. You  can’t afford to slack in real estate. You either work and take the commission or you fail altogether. In this industry, the sky's the limit. But to reach it, you have to put in the work.

Don’t take any listing that comes your way

Many new agents are desperate enough to take any listing, even when they know that the property is overpriced and the seller unreasonable. You don’t want to take a listing that has very small chance of selling. This wastes your time when you could be working on something else.

Negotiating is part of everyday life

You probably negotiate every day without even putting too much thought into it. Many beginners make the mistake of assuming that people aren’t willing to negotiate. Rejection is part of the everyday life of an agent, but if you don’t ask, the answer will always be no.

Many beginners, out of fear that they won’t get another listing, take whatever comes their way even if the chances of the property to sell are very slim. No matter how much you try to promote a house, when the price is too high, it won’t sell. Buyers today are too savvy to be tricked into buying an overpriced home. They can search online to find out what other homes of the same size and in the same area cost. You have to be honest with the sellers from the beginning when it comes to the real value of their home, and if they don’t change their minds, there is no need for you to waste your time with overpriced properties.

Guest Bio

Candy Miles-Crocker has over 17 years of experience in real estate. She’s a real estate agent who closed 14 sales in her first year, only to see the numbers climb higher and higher over in the following years. In the present, Candy helps new real estate agents get the training she would have liked to have when she started out. If you want to take a sneak peak at what she teaches agents, sign up for her free email course.

Aug 7, 2018

Every broker or team leader dreams of expanding their team nationally one day. But what’s the difference between a small team and a business that operates all over the country? What kind of lead generation tactics do they use? What kind of people does it take to play in another league? In this episode, Kevin L Kauffman talks about how to make the right hires, why you shouldn’t go crazy with buying leads, and how you can generate leads for free.

Get in business with the right people first and the rest will take care of itself. -Kevin L Kauffman

Three Things We Learned

Get in business with the right people

The real estate industry is constantly changing. Being in business with the right people is one of the things that will help you withstand any market shift. What matters is finding motivated people of character; everything else can be taught if motivation and character are already there.

Don’t purchase leads you can’t follow up with

The highest conversion rates will always come from sources such as a referrals or past clients. The more time you spend on a lead, the more likely you are to convert. Purchasing leads online is a waste of time if you don’t have the tools and resources for a quick follow-up.

How to generate leads for free

One of the best ways to generate leads without paying for them is to interact daily with 5 people in your database and 5 people you would like to include in your database. You shouldn't ask about selling or buying real estate. Just become part of their sphere, and when they are in need of help, they’ll contact you, not an agent who they barely know.

Leveraging relationships both with agents and people in your database is the one of the safest paths to success. The highest conversion rates come from the people you know personally and you interact regularly with, as you don’t have to work to gain their trust. If you contact 5 people from your database and 5 people outside it, and have a few meaningful conversations with each of them, you won’t have to worry getting enough referrals or warm leads in the future.

Guest Bio

Kevin Kauffman is the CEO of Group 46:10 Network, a real estate company active in 4 states in North America. In his 10 years of experience in real estate, he learned the ins and outs of the industry and shared his strategies and knowledge via speaking events and coaching. Kevin is now offering coaching for team leaders and brokers who want to take their business to next level just like he did years ago.

Aug 2, 2018

Starting a real estate business by yourself sounds scary, especially if you’re part of the team. But what happens when a team setting stalls your progress? What can you do when you start from scratch with no experience as a business owner? What should your expectations be and what means should you use to generate leads on your own? In this clip, Beth Seegert talks about how she hit the restart button on her real estate career by leaving her team and starting her own business.

Making calls is not the only way. You just need to find what you are comfortable with and works for you. -Beth Seegert

Three Things We Learned

Success doesn’t happen overnight

We see all these successful people going from zero to 100 when in fact they only get attention when they make it big, not while they’re on the journey of getting there. Few people are honest about their journey and how much work it actually took them to make it big.

No system is perfect in the beginning, and you shouldn’t expect it to be

In the beginning, all that your system needs to be is adequate, just enough for it to generate leads and get you the clients your business needs to survive. The next step is to make your system good, and the final step, which comes with experience, is to make your system great.

Ask the right questions

At an open house, neighbors usually come to look at the home as well. Usually, they aren’t looking to buy but instead just to look around. This is the perfect occasion to try to get another listing by asking a simple question: “Have you secretly thought about selling your home?”

Making calls is not the only way to get more clients. In the real estate industry, there are many ways you can keep nurturing you database, with social media being one of them. But if you really want to get more clients on social media platforms, you need to be more intentional about it. Make a list of your prospects and constantly keep an eye on them. Also, what determines your success on social media is the number of conversations you actually have with the people you’re targeting.

Guest Bio

Beth is an agent based in Detroit, Michigan. Find her on LinkedIn

Aug 1, 2018

Technology reshaped many industries in the last few decades, but how will the real estate industry look after the next big technological shift? Who’s at risk of losing their jobs? Will real estate remain a people-based business? How can we use the new tools to our advantage? In this episode, Gene Volpe talks about augmented reality, artificial intelligence, and how real estate agents can use them to grow their business instead of fearing them.

There is always going to be the need for that hand-to-hand combat and human connection. - Gene Volpe

Three Things We Learned

How augmented reality will change the real estate industry

Putting furniture in a home using your smartphone to see what it looks like and flyers that come with QR codes are just a couple of the perks of augmented reality. This technology will make it easier for agents to help their buyers figure out if the home they’re seeing is a good fit for them.

Technology won’t remove the need for face-to-face interactions

Home buyers won’t put their biggest purchase in the hands of an agent they’ve never seen. They might come to you because of technology, but you will still have to meet with them in person for them to see if you’re trustworthy and a good fit.

How to use beacons in real estate

Beacons are small devices that use bluetooth technology. You can use them to trigger an outcome, such as an automated message via bluetooth to someone who passes by a home that is on the market for sale, letting them know they can click to see the virtual tour.

Technology is just a tool that can make our lives easier and cut out some of the mundane tasks that take hours from our days, but it will never replace the human connection needed for both selling and buying a home. Real estate is a people business, and no buyer would put their trust in a bot to help them make the biggest purchase of their lifetime. They still want to meet with an agent and find out for themselves if the agent is trustworthy and capable of helping them out.

Guest Bio

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

Jul 26, 2018

Building relationships with your database is a far more pleasant experience for both sides than cold calling, sending emails, or trying to use any of the traditional marketing methods. But how can we genuinely touch lives and build relationships? Why isn’t social media alone enough to make this happen? And why is sending out cards such a powerful way to make people remember you? In this episode, Kody Bateman, the CEO of Send out Cards, speaks about relationship marketing and how you can transform the way you succeed through relationships.

If you act on your promptings, they will guide you on where you are supposed to go with your life. -Kody Bateman

Three Things We Learned

Social media diluted the meaning of personal messages

Most people are inundated with marketing on social media. Your audience is probably too, and they expect certain messages from the people they do business with as well. But this only dilutes the message because it’s well known those messages are impersonal and sent with a specific goal in mind: to sell.

Send-out cards work because they are tangible

After the appearance of social media, there was a huge shift. Many marketers thought they can use social media alone to keep in touch with their database. But they soon found out that social media is not enough, that people need something tangible to bond with. What social media has done is create more noise.

You can touch people’s lives

A drip campaign or a quarterly call doesn’t touch people on the same level as send-out cards do. You can put a smile on somebody’s face and make them feel appreciated when they need it the most just by making a small gesture like sending out a card.

Social media and send-out cards can work together. For example, you will need social media to find out when important events happen in your audience’s lives in order to connect with them. You can also take photos from their social media accounts to print out your cards, especially if you write a card to congratulate them on a specific life event. This type of marketing not only allows you to contact people in a way that other agents don’t, but it also helps relationships. It’s a more pleasant process for both sides than cold calls or drip campaigns.

Guest Bio

Kody Bateman is the founder and CEO of Send out Cards, an internationally recognized public speaker, and marketing and personal development specialist. He is a leading figure in relationship marketing and the author of The Power of Human Connection, a book that will be launched in August this year, but if you pre-order it now, you qualify for a free download of the digital version. You can find out more about him, his other books, and events at

Jul 24, 2018

Technology has already changed the way real estate is done. But how will the rise of augmented reality impact the industry? What are the current developments, and what can be done in the present with augmented reality? What are the predictions for the future? In this episode, we talk about how you can use augmented reality on your smartphone and what other possible uses may be coming in the future.

If you can make people excited about their future reality taking place in the property they are looking at, they will become bonded to that potential opportunity. -Greg McDaniel

Three Things We Learned

Applications that add furniture in a home

Potential buyers and tenants can now see how their furniture will fit in the new place by using augmented reality. There are applications where you can see the furniture selected on your smartphone right in the new property.

The future of augmented reality

In the future, you may be able to use augmented reality to show potential scenarios in a home that isn’t just limited to furniture and home decor. As a result, buyers will be more likely to consider the property if they can already visualize it’s potential.

How to position yourself as an agent

In any given transaction, 1% to 3% of any given price is in play. That goes to whatever side has the best negotiating skills. Instead of presenting yourself as just an agent, present yourself as the one who can bring the best negotiating skills to the table.

Augmented reality has already started impacting the way we do real estate. There are apps that you can use on your smartphone that show possible buyers or tenants how their belongings will fit and look in a new place. Buyers who are open to the use of this type of technology will be more likely to buy because, without knowing it, they already formed a bond with the property by visualizing their belongings inside the property.

Jul 21, 2018

The resistance of leads over the phone is getting stronger and stronger while many agents give hundreds of calls per week. What causes this resistance? What are the limitations of scripts and mirroring? Why is it important to roleplay? And what’s the secret to making leads feel understood and not sold to? In this episode, Dale Archdekin speaks about how you can convert leads to active buyers with ease, while Gene Volpe shares his latest tech discovery.

This interaction is not about you, it’s about the person you are talking to. Who are they? How does their world work? What’s important to them? -Dale Archdekin

Three Things We Learned

Don’t use your sales pitch unless the prospect shows interest

Many agents jump right to the sales pitch when leads aren’t even ready to hear their value proposition. You need to put aside your desire to get the listing second and ask questions that will reveal what their key motivators are, and find out whether they are a good fit for you or not.

You can’t always use a script

You can’t repeat the same script over and over again. First, you need to find out what their pain points are and what they plan to do about it. Scripts can be helpful, but you need to adapt them to each prospect. Otherwise, what you’re saying won’t make sense for a large percentage of your leads.

Start a roleplay group

Practising should always be one of your priorities. You can’t get better at handling objections and dealing with unexpected turns in the conversation by memorizing scripts alone.

Many agents have a hard time listening to the their prospects during a phone call. They go through a set of questions prepared beforehand, so they aren’t actually interacting with anyone. They just tick a few boxes and deliver the sales pitch. The secret is to actually focus on the person. Forget that you even need the listing, and ask them questions that will make then open up instead of getting defensive. Don’t focus on the listing unless they show interest in working with you.

Guest Bio

Dale Archdekin is the CEO of Smart Inside Sales, an inside sales training and coaching company focused on real estate, and the former director of lead generation and realtor at

You can find free advice on how to train your ISA’s and get better at selling over the phone at

To access Dale’s free giveaway, 7 roleplay group sessions conducted with one of his coaches go to

Jul 19, 2018

Big companies replicate the same well-oiled machine. They hire people and attract clients based on it. But how do you build the same systems for a real estate business? What are the best ways to attract clients without going through hundreds of calls per week? Are marketing skills applicable to any industry, and how it can be applied to yours? In this episode, Glenn Twiddle speaks how he built his own real estate machine, how he attracts clients, and how he finds talent.

Really good marketing makes sales people unnecessary. -Matt Johnson

Three Things We Learned

Give now to receive later

Giving your advice, content or trainings for free builds a relationship with your prospects. Now they owe you something for helping them out, which taps into the law of reciprocity. The moment they have the opportunity to pay you back for your help, they’ll do it. You can’t attract the same amount of people with a free service as you would with a paid one. The first may pay off later, but the earnings are definitely bigger.

Build a system that takes care of every aspect of your business.

You need a system that leaves nothing to guessing; otherwise, you will be constantly disorganized, putting the wrong people in the wrong positions, and have a hard time teaching what you do to new workers. A system that takes care of every aspect of your business will save you time spent every day trying to figure it out what to do and what to delegate, and it’s going to make things easier for you to train new people.

A skilled marketer can thrive in any industry

Once you become a skilled marketer who can put systems that target the right people in place and fix their pains, you can work in any industry within your skill set.

The DISC profile enables you to figure out who is better at what. If you get to do something that you aren’t good at, you can send it over to someone who enjoys it and is qualified to do it better than you. There are very few jobs in a real estate system that everyone should do or can do at the same level. But if you have an idea of the personality types in your team and their motivations, it’s easier to figure out in what spots they will thrive.

Jul 17, 2018

Leads might be easy to get, but they’re harder to convert due to the fact that in the online environment everyone is bombarded with ads. What can you do to sound less salesy and stand out among other ads? How can you humanize your interactions, and what role does video marketing play in it? Why is the cost per click no longer relevant in the big picture? In this episode, James Rembert talks about how you can lethal with Facebook lead gen.

My conversation digitally has to be as if I were in front of a person. -James Rembert

Three Things We Learned

Humanize your interactions

If it sounds salesy to you, it probably sounds salesy to someone else as well. Because people in general are bombarded with so many ads and promotional content, they develop a filter and get better at telling when someone is simply trying to push a sale.

Video content can reveal who your audience is

Know who your audience is and write to them. Be authentic but speak their language. If you use video, your audience will let you know who they are, as they will be the ones who comment, share, and engage with you.

Don’t look at the cost per click

Agents should stop looking at the cost per click and start calculating the cost per conversation. Both buyers and sellers are more likely to work with the agent they last spoke with. Putting up landing pages and grabbing emails is not enough if you fail to start a conversation with them.

Facebook makes it very easy for anyone to get leads. It’s a sophisticated platform where you can be quite specific about what type of person should see you ad. However, there’s a catch: Facebook leads are often useless. Because everyone is bombarded with advertising, they develop a defense mechanism against salesy language. As a consequence you have to go a step further and get in contact with your leads, build a relationship with them, and interact with your them as you would speak to someone face-to-face. Cost per click is no longer relevant when clicks by themselves are quite far away from conversions. What becomes a better metric for agents is the cost per conversation.

Guest Bio

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

Jul 13, 2018

Discount agents are a challenge since many sellers are looking to save as much money as possible, but in the end both sides lose. How can you make an offer that is even more compelling than the one of a discount agent? How can you give your prospects the option to pay only for the things they need? And most importantly, what can you do to stand out during the listing presentation? On this episode, Derrick Evens speaks about how to win listings over discount brokers and withstand market shifts.

In reality, it’s never the price that’s the issue with the consumer—it’s the value that we bring, or the perceived value. -Greg McDaniel

Three Things We Learned

How to put together a compelling offer

The reason why discount agents are so successful is because they have a better offer. A good offer has to have something of value and be easy to understand. If you don’t want to lower your commission, you have to explain what can be done with a certain amount of money and what can’t. For example, if the agent gets a smaller commission, there won’t be much money spent on advertising. In order to sell the house, the homeowner will have to lower the price to get some buyers.

Why people think your services are overpriced

Business is simple: people pay for something of value, and if they don’t wanna pay, they don’t find it valuable. Many prospects don’t find certain things you do to sell the house valuable. To get the listing, you have to offer packages tailored to the individual. When people see they have the option to choose from a basic and premium package, they are more likely to buy because they only pay for the things they find valuable.

Focus on their needs by writing everything down

Your listing presentation shouldn’t last longer than 30 seconds. Let the prospects do the talking. One of the most common complaints is that the agent isn’t a good listener. Grab a piece of paper and make them write down what’s important to them and ask them what they want to achieve at the end of the transaction. Then sign it, while promising you will do everything in your power to help them accomplish their goals.

When we try to sell our services, we usually tell the potential client what we do and what we charge for. But what happens when the potential client doesn’t find some of the things on your list valuable? Most likely, you will make someone feel like they are overpaying for services they don’t even need. This is why you should offer a few different packages to target different needs without making them feel like they are overpaying for a service they don’t need anyway.

Guest Bio

Derrick Evens has over 17 years of experience in radio and 14 years of experience in real estate. He is the host of List it Live, Digs and the owner of Smarter San Diego Productions. You can connect and find more about Derrick at

Jul 11, 2018

Agents often hate the idea of using AI in their sales processes, but real estate will always remain a people-to-people business. Artificial intelligence just takes some of the time-consuming tasks off your plate. But how can you use AI without making a compromise in customer experience, and when is it the right time to do so? What kind of interactions can be taken care of by a bot? Could bots save agents time and money, and how? In this episode, Tod Holland talks about how you can both generate and weed the good leads from the bad ones by using AI and bots.

There is a way to organically promote your business without coming off as a real estate robot. -Tod Holland

Three Things We Learned

How to use AI without making a compromise in customer experience

The secret is to keep the human element but automate everything that can be automated without making a compromise in consumer experience. You have to know at which point in the interactions you should put AI aside and bring in the person.

How agents should use AI to save time and weed out the bad

Bots should be programmed with consideration for your potential client. You don’t have to outright specify that your bot is a bot and not a human, but you have to build in a series of interactions that make sense and save time for the agent. Before the leads even get to the real estate agent, there are some questions that should be asked in order to weed out the the bad.

How you can use AI to narrow your focus and save time

Using AI helps you narrow your focus. You hand off everything that can be done by robots to the robots, and the relationship building, the processes that involves human interaction, will remain your job. Bots can help you save time by eliminating some of the time-consuming, mindless tasks.

Facebook is one of the best platforms for pushing content because everyone is on it. There is no other platform that has both the people and the tools needed to segment and test what kind of content works and what doesn’t. Also, Facebook rewards high engagement rates by making you even more visible the next time you post on their website.

Guest Bio

Tod Holland started his real estate journey when he was 18. In the present, his company was recently sold, but he is still active as a consultant on the board and he helps real estate agents and loan officers integrate AI into their sales processes.

Jul 10, 2018

Agents face many obstacles in the process, from having their emails ignored to dealing with buyers who can’t make a decision. But what can you do when your clients don't reply to text or email? Should you give them a call? How do you deal with buyers who can’t make up their mind or want to see all the listings in the area? In this episode, we speak about buyers, means of communication, and Gene shares one of his latest tech discoveries.

The more you clarify your thinking, the more you can communicate thoughts in fewer words. -Matt Johnson

Three Things We Learned

What you can do when buyers want to see all the houses in the area

As a real estate agent, you don’t have the time to show your buyers all the houses in the area. Plus, they probably already have their dream home in mind.

Ask them what boxes their perfect home should tick, and then you can go further and propose to see only the houses that fit those criteria instead of seeing homes they won’t like anyway.

Always make sure to follow-up via the phone

Emails and texts are often ignored, but few clients of yours will not pick the phone when they get a call. On top of this, a conversation over the phone is more humane, and it’s easier to be more persuasive and transmit more emotion during a phone call.

Shorter calls

Agents often end up spending too much time on the phone without saying much. Writing can help you clarify your thinking and help you become more brief in your communication without sacrificing any information. Shorter calls will give you more free time, and your clients will be happy with it as well.

The best way to save time when dealing with buyers that have second thoughts on homes is to create a checklist. When a property doesn’t meet their expectations, or it’s impossible to modify it to meet their expectations, it all gets written down on the checklist and the piece of paper will be thrown away.  In many cases, buyers have second thoughts even about homes that don’t meet their expectations, which only slows down the process. But if you destroy the sheet with houses that don’t fit the criteria, you remove the home from their minds as well.

Guest Bio

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

Jul 7, 2018

Being informed about what makes a business successful, how large your database should be, and how to sharpen your selling skills is the difference between the agent in survival mode and the one who’s thriving. What’s the best way to connect with online leads, phone or video? Do referrals and repeat business signal how healthy your business is? And how important is empathy in real estate? On this episode, we talk about tips from sales books and phone consultations, and we reply to some of your questions.

Every business that is healthy will generate referrals and repeat business. - Matt Johnson

Three Things We Learned

The ideal size of your database

The size of your database is determined by the type of agent you want to be. For example, if you want to be a referral agent, 1000 people is enough. But a prospecting agent needs a lot more because their conversion rate will be smaller.

Have empathy towards your clients’ lack of knowledge

People often make bad decisions because in the moment their current knowledge seems like a good idea. Not everyone has the time or the resources to research the market and think like a real estate agent. And as an agent, you shouldn’t look down on the decisions of your clients. Instead, you should treat them with empathy and serve as a reliable resource for them.

Use video to get in contact with your leads

Do your best to convince your leads to have a video call with you. If they feel uncomfortable about that, you can send them a video message. Whatever it is, make sure you use video so they can attach a face to the voice. This way, it will be harder for them to forget about you.

Every good business, when healthy, will generate referrals and repeat business. If you don’t invest in client retention programs, the percentage of clients that come from referrals will be smaller, but you will still have some recommendations. This occurs because a good service or product will be appreciated anyway, especially if your competitors don’t deliver the same value or the same price. If you don’t have any recommendations or repeat clients, you should consider tweaking your business, because your clients aren’t satisfied.

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