Buyers can be a hassle at times, especially when they come with unrealistic expectations towards prices and the market. Is there a way to keep buyers grounded in the reality of the market? What about staying in touch with potential customers without being pushy? In this episode, we talk about how to be prepared to deal with the many challenges that come up with working with buyers.
Those people should know what you do. The best way to do that is Facebook live, like what we are doing right now. -Matt Johnson
Three Things We Learned
How to stay in touch with potential buyers
The best way to associate yourself with a positive experience and stay in touch with potential buyers is to give something of value to them. It could be a giftcard or a prize in money after they win a small contest. This will take care of the resistance and make them more willing to open up to you.
The cheating script
This script will not only help you bring negative experiences from your customer’s past to create empathy and keep them loyal to you, but it will also help you determine if you should work for them or not. Explain how you make your money and the time you invest. Ask them if “They wouldn’t want to cheat on you” in the context of working with another agent, and observe their reactions.
Buyers looking for a bargain
Don’t price yourself too low. You will gain a reputation for yourself. In the end, all sellers think they sell for too little and buyers buy two expensive. For example, if someone is searching for a home in a price range that is not realistic for the market, ask them if they ever considered not buying right now, since at the moment the sellers hold the power, not the buyers.
Looking for a home without an agent is like representing yourself in court just because you are addicted to law TV show. Use this as your selling point when you are dealing with buyers who think they don’t need an agent. Show them stats and how well you know the market. You aren’t lending them only your time, but also your negotiation skills and real estate experience.
Technological advancements not only impact the real estate industry but also how younger generations choose to communicate with agents. But what are the the things you should focus on as technology is always changing? Does technology simplify the process? How can you keep yourself playing the long game for long-term success? In this episode, Gene Volpe and Dan Trinidad speak about the impact of technology, procrastination, and taking action.
Most people go through life with no sense of urgency because in the moment they feel like they have so much time. -Matt Johnson
Three Things We Learned
Younger generations prefer to avoid face-to-face interactions
Technology changed the way the younger generations communicate. They are less willing to meet you in person. This kind of shift should make agents ask themselves what kind of tools they have to reduce face to face interactions as much as possible.
Technology doesn’t simplify the process
Both sellers and buyers still use agents regardless of technological changes due to how complicated the whole process is. If there are 10 steps to purchasing a home, tell them you can do nine of them and they will be convinced to work with you.
Focus on timeless mental models
In this stage, where everything is moving at such a fast pace, the best approach is not focusing on how to use as many tools as possible, but to learn timeless principles and models that withstand change. Real estate will always be a people to people business. But YouTube might disappear five or 10 years from now.
Everyone is excited about how they will be in the future, including the changes they will make. But they don’t start working on working on becoming the person they want to be 10 years from now. Procrastination is a major problem and it’s often caused by a lack of urgency. Time flies by quickly anyway, so why not make it worth it? Maybe a few years from now you could have x, y, and z instead of having the same things you have right now.
Dan Trinidad is the CEO and President of Partners Mortgage and the founder of
“Partners For a Cure,” which he used to raise $1 Million Dollars for the Leukemia Lymphoma Society. A tragic event in Dan’s life changed his view completely and gave him a new sense of purpose and urgency to living his life to the fullest. Today, he teaches others not only to become better at running a business but also living in the present despite life’s hurdles.
You can contact Dan at firstname.lastname@example.org
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 http://www.genevolpe.com/about-gene/#
Starting out as a complete beginner in a competitive industry like real estate can be quite challenging. Is there a way you can both work on your real estate agent and work towards becoming a team leader? Should you start a business right away or join a team first? How do you pick the people you should have on your team if you decide to build one? On this episode, Al Stasek shares how he went from being a long-haul trucker to becoming a top real estate agent and a team leader.
If you don’t know how to do it, it’s impossible to teach someone else how to do it -Al Stasek
Three Things We Learned
Join a team
Starting a business as a new agent is a tempting yet dangerous endeavor. Filling the pipeline as a new agent is difficult. Plus, there are a bunch expenses that need to be covered. If you have the chops for sales and you want to get experience in real estate, it’s far easier to be part of a team where you get mentorship for free.
Test out potential candidates
Some people aren’t made to be in sales, and team leaders make the mistake of hiring based on referrals or experience. Someone experienced might bring in revenue, but they might not be a fit for your core values, and someone inexperienced might not have the personality for sales.
Use positive coaching
Eight hours on the phone is stressful for anyone involved, both new agents and trainers.
Don’t try to keep your agents accountable in a militant way. Try creating a fun, positive environment. Also, ask yourself if you have the time to get the agents through the process of training and putting them out there. If your time is better spent elsewhere, let a coaching company do it for you.
Joining a team or a system where free coaching is provided, is one of the safest paths to success. As a new agent, learning as much as possible should be one of your top priorities, and the team setting is perfect in this situation. Getting new listings and building a team right away can be a daunting task, but under the right guidance and with a framework already put in place, it’s much easier to grow.
Al Stasek has over 21 years of experience in the real estate industry. He is the owner of the Stasek group in Cleveland powered by EXP Realty, where he strives to give a unique customer experience through a closing departement, professional photography, and high-quality marketing services.
Getting new listings can be daunting if you don’t have a system in place to make sure you tap into several lead sources. But how can you add new lead sources to your business? Is social media a viable solution? Should you partner up with someone more experienced, or find a mentor instead? On this episode, Aaron Wittenstein shares his strategy to getting more listings in a tough market.
I would look at what already brought you the business that you have and double down on that. -Matt Johnson
Three Things We Learned
Build a referral machine on social media
Invest time in building relationships with the people in your friend’s list. You can start by simply saying “hi” and bringing up a recent post of theirs, or you can offer them a coupon to a local restaurant. No matter what you do in the beginning, make sure you don’t ask for referrals right away.
Know your numbers
In order to grow your business, you should know how many calls you need to make and how many leads you convert, and then increase your workload. The best way to grow is to identity your main source of revenue and double down your efforts on that.
Join a team or find a mentor who has experience with expired listings
Partnering up with someone is too much of a responsibility. Instead, try finding someone in your circle who already made it big and ask for their mentorship. Joining a team where coaching is involved is another good way to learn more about the industry, get more leads, and sharpen your skills.
When approaching expired listings, always ask questions about why they want to sell or why they no longer want to sell and rent out instead. Many homeowners are disenchanted by the fact they couldn’t sell their home the first time and they turn to renting as a plan B. But if you start a conversation about how complicated renting can be and the risks it might present, they may rethink their decision and give you a chance with their listing.
Aaron Wittenstein is a realtor at Keller Williams NY Realty and has 13 years of experience in the real estate industry. You will find Aaron invested in all of the aspects of selling and buying properties, from analysing data and being on the phone to meeting with sellers and buyers.
Our point of view is the lens through which we see our lives. However, often times we take mindsets as they are. We don’t question them. But what happens when out past attitudes get in the way and we no longer perform like we used to? Should you question every piece of advice you received? Does being busy equal being productive? Are you blinded by the shiny side of success? On this episode, Gene Volpe and Andy Scherer share their growth stories and mistakes they’ve made along the way.
What a lot of people fail to understand is that you are negotiating for time every single day. -Andy Scherer
Three Things We Learned
Being busy instead of being productive
One of the biggest mistakes we make is staying busy instead of being productive. To fix this, you have to be aware of how much time you actually spend working and what external factors impact your work. Keeping a time journal can shed some light on what you actually do with your time.
Don’t be fooled by the shiny side of success
Most of us love reading success stories. If he or she can do it, it means I can do it too. The problem with this is that most of those stories don’t show the grind, the missed holidays, and the early mornings and late nights spent working. As a society, we tend to gravitate around our comfort zones, and anything that breaks that line is seen as unpleasant. The truth is that in order to see massive results, you need to take massive action.
Question why you do the things you do
We often see ourselves pressured to do certain things without even questioning them. And often times the actions we take don’t make any sense because of it. It could be a coaching program, or it could be a marketing plan. Don’t just take it. Instead, question it. Ask yourself if it’s the best thing for you and your business.
Because of the low entry barrier, many agents seem to forget that selling homes is a career path, and like anything else, it needs professional practice. You can’t afford to avoid spending at least 30 minutes per day listening to a podcast, audiobook, or reading a book relevant to your work. The rise of technology increased the rate at which the industry is changing, and as new tools appear, there is always something new to learn about.
Andy is a 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 email@example.com , call 203.257.5279 or find him on Facebook https://www.facebook.com/ascherer83.
Gene Volpe is the founder of GVI Media , 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.
Getting listings in tough markets requires creativity, not compromise. Is it a good idea to make big promises over the phone? What about being on the same wavelength with the sellers, are they all motivated by the financial aspect of the transaction? What strategies can be used in tough markets to get people to talk with you? On this episode, Don Cunningham shares his approach to getting more listings.
FSBOs tend to be extremely overpriced. They don’t have the unbiased opinion that we realtors come to the table with. -Don Cunningham
Three Things We Learned
Don’t discuss commissions over the phone
You can’t make promises before you actually see the property. Home sellers are biased when it comes to estimating the value of their home. You might not even know if you want the listing if you don’t see the property and the neighborhood first.
Find the motivation behind the seller
Ask questions about what’s most important to the seller, waiting for the market to change and selling at the best price possible or selling right away. It’s wrong to assume that all sellers are motivated by financial gains. Some want to move as fast as possible due to a new job or simply because they want a bigger house.
Tough markets ask for creativity
Print out t-shirts that say you are realtor. Share coupons on social media that can be printed. Message friends in your social media. Tap into the law of reciprocity with a discount for a restaurant or coffee shop, and ask them if they can have lunch with you. The secret is to think outside the box, add value, and avoid going for the kill right way.
Don’t ask for the listing right away when you are contacting a homeowner. Instead, make them an offer they can’t refuse: a free service. Ask them if you can make a short video of their house and post it online. Also, add that you will do all the heavy lifting of the process (sorting out the potential buyers, promoting the video, etc.). All they need to do is say yes, and if you can’t find a buyer, they don’t lose a dime. This kind of initiative, even if it doesn’t end up in you finding a buyer, will impress the homeowner.
Don Cunningham is the founder of Fidelity Coaching Inc. He is a real estate expert and a business development consultant who helps realtors, lenders, sales executives, and small business owners fulfil their dreams through classes, one-on-one coaching, group coaching, and more.
You can reach out to Don at 619-405-9698.
Knowing who you really are can help you figure you out what you’re best at. But how does this translate to the real estate industry? Do certain personality types do better in certain roles than others? Should you focus on fixing your weaknesses or polishing your skills? On this episode, Jay Niblick shares his view on how you can build a better team and sell more by identifying personality types.
Your customers will buy in their natural state. If they have to adapt, the further away out of the comfort zone they are, the further away conversion is. -Jay Niblick
Three Things We Learned
There are no “unfit” personality types for real estate
A lot of agents get discouraged after they take a personality test and realize they don’t have a certain personality. While there are definitely trends, there are no absolutes, and to make a team work, you need different personality types.The rainmaker of the team will most definitely be a type A personality, but most team leaders are actually a type C personality because of their analytical nature.
Build the team around your weaknesses
The worst piece of advice you can follow is to focus on fixing your weaknesses instead of sharpening your skills. There’s something out there that works for everyone. You don’t have to emulate somebody else's personality to succeed. Even if it works, you’ll be miserable while focusing on learning the skills you don’t wanna learn instead of doing what you love. Your weakness is somebody else's strength. Hire the people who are strong in an area where you’re weak.
Change your pitch based on your prospect’s personality
When you know what your prospects are interested in, you’re more likely to speak to their needs and filter out properties they wouldn't be interested in. Some are driven by saving money on a purchase, while some look at the utility of the property. Others put more value on the aesthetics.
One of the best ways to find out what personality type your prospects are is to ask questions about why they’re selling/buying the house, how they would like to be contacted, and so on.
The closer you are with your approach to what their personality type is, the higher the chance for conversion. For example, late adopters want to be assured that they aren’t taking any risks, while early adopters want to be part of something innovative and exciting.The secret is communicate in a way that puts them in their comfort zone.
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 https://wizehire.com/#disc-ebook-signup
Your time is your most important resource. But how is your time different when you make the switch from being a 9-5 employee to being a business owner? Can your emotional resilience, or lack thereof, make you lose weeks or even months on over analyzing your defeats? Is owning a real estate business a sprint or a marathon? On this episode, we share our experience with time management.
Emotional resilience is one of the key traits to become a successful person in general, but definitely being a business. -Matt Johnson
Three Things We Learned
When planning take into the equation your energy not only time
Often times, we see ourselves using our time doing what we want, not what needs to be done. But not only do we put excitement over responsibility, we also take the employee mindset with us. For a business owner, it’s harder to sit 8-10 hours working every day compared to an employee who doesn’t have the pressure of maintaining the business. Business owners not only sit down and get the work done but they also do most of the problem-solving. This usually impacts their energy levels, because you can only have so much mental energy.
Stay emotionally resilient
When you make a mistake as an employee, it’s easier to deal with it. The project is not yours. You just happen to be the one who works on it. But as a business owner, the blows hit closer to home. Don’t set goals that you’re emotionally attached to, as this will only lead to self-sabotage.
Take the hit, but don’t let it govern you. Emotional resilience is what makes business owners perseverent and happy with themselves and the success of others.
It’s a marathon, not a sprint
Prioritizing is more important than throwing all the balls in the game, simply because there are tasks that should be done urgently and goals that you don’t have the resources to reach right away. While you may be tempted to do everything faster, the one factor that usually pushes things the most is the focus—and focus is a finite resource. And since it’s so finite, there’s only so much so many sprints you can take in a business before you collapse.
Don’t mistake being competitive for discounting yourself. Lowering your commissions a little bit in the beginning is fine. But when your entire selling point gravitates around a low price point and not around providing value, you cause harm to both your wallet and clients. You can only do so much for you and your clients if you’re working on a very limited budget, which will make you, and the seller, go home with less money.
Referrals are one the best ways to get a steady stream of income without making a large investment. But how can you get people to talk about you? How can you build a referral machine both online and offline? And how should you keep in touch with your database? On this episode, we answer these questions with Elite Real Systems leader, Jeff Cohn.
If you have a 5-year goal and you do every single thing you believe you need to do to reach that 5-year goal, you will probably get there in 2-3 years. -Jeff Cohn
Three Things We Learned
Create unique content
One of the best ways to make people talk about you is to create unique content for each neighborhood you’re in charge of. Make videos of the neighborhoods. Take as many photos as possible, and bring information to the table that can’t be found in the listing.
Build your own Google
Instead of constantly searching for new people, use Excel or a CRM to create your own database. Make sure you tell everyone you meet how you can help them, and get their contact info. Send your database occasional emails and text messages on the value of their property, as well as how many properties are being sold nearby and if there are any bargains on the market.
Cold calls still matter
No matter how intense your branding efforts are, cold calls still matter. You should make at least 20 phone calls per day and spend at least 20 hours on the phone per week in order to get results. But make sure you always bring something of value when you give a call. It could be an update of what’s happening on the real estate market, the fact that you have buyers in a certain areas, etc.
The secret to expanding your referral machine is to add more people to your team. Share everything you know with them, and after they become experts at what they do, provide them with resources, technology, and incentives they can’t find anyone else. If you choose to do everything by yourself, you will soon find yourself limited. But if you create a system, your business can expand indefinitely,
Follow-up is one of the most time-consuming tasks. Often, agents pour too much energy into the wrong leads. How can you weed out the curious from those with a solid buyer intent? Is there a way to make door knocking a pleasurable experience for property owners? How can you keep in touch with potential buyers in your database? On this Q&A, we answer your questions on following up the right way.
The next thing to watch out for is narrowing that funnel and making people jump through some hoops before they get an agent. -Matt Johnson
Three Things We Learned
Use coupons when going door knocking
Don’t just be the agent who goes door knocking. Make them look forward to seeing you. Bring them information about the neighborhood, your success stories, and the state of the local market.
You can also bring coupons for dinner or lunch, or whatever will make you stand out and show them that you’re interested in their well-being first instead of just getting a listing.
The orphan program
The orphan program consists of buyers that agents forget about. These could be buyers who say they will come with a follow-up but never do. Make the first step and show them you’re still available. Send them a anniversary card or give them a phone call instead of expecting them to remember you.
Automated follow-up weeds out the curious from leads
Following up on a constant basis and keeping track of all your leads can be quite daunting at times. Instead of doing everything manually, set up a system like Agent Legend that helps you record your voicemail and sent out messages and emails. This process will weed out those who are just interested in finding out more info from those who are actually interested in selling or buying property.
Many agents spend way too much time on the phone with people who express interest but don’t have a buying intent. To avoid this, create a system that weeds out the curious from the solid leads before you jump on a call with them. Automated follow-ups, funnels, and chatbots are all useful when it comes to lead selection.
Having a network to tap into for leads is one of the biggest sources of income for realtors. But how do you reach key people? How can you leverage social media to build your brand? How long does it take? On this episode, Sarah Johnston shares how she used Instagram to get the connections she needed to increase her sales.
If I look right now, 50% of my sales are from people I either know or referred to me on Instagram. -Sarah Johnston
Three Things We Learned
Branding opens doors
Realtors are often limited by the connections they have and the local market.
When you’re just starting out, it’s hard to present yourself as a trustworthy persona. This is exactly what branding does. It puts you in front of people. Instead of handing your prospects your business card, social media allows you to give them some far more important. They receive little bits about your life and work ethic that they otherwise wouldn’t know about. These types of interactions are far more memorable than anything else, and often times they’re client sources.
In the real estate industry,vanity metrics don't count. The interactions do. Don’t follow people for the sake of creating an impressing friend list. Instead, search for people who might need your help and start interacting with them. Social media marketing done this way requires some time to take off. But when it does, the people in your list become the hidden helpers behind your business.
Don’t leave anything to chance
Motivation is wonderful but fleeting. Instead of trying to keep yourself motivated, make a schedule that involves discipline. There will always be uncomfortable tasks that need to be done. There’s no way around that. After a while, you will be on autopilot and won’t need to search for motivation to get things done.
Philanthropy is one of the best ways to get in line with your audience’s beliefs. Volunteering and giving back to your community say a lot about your character and who you are as a person. Not everyone will agree with your actions. But those who do will respect you even more simply because you stand for what they stand for.
Sarah Johnston is the director of Calgary Real Estate Board, speaker, and a realtor at MaxWell Realty Canada for over 10 years. She shares her experiences and stories online on her website at http://www.maxwellrealty.ca/agents/sarah-johnston/ and on her Instagram at @adventuresinrealestateyyc
When it comes to hiring, most people separate it from all their other marketing efforts. Why is this a huge mistake? How can you use content marketing to make your recruiting easier? How do you go about finding people who will be a great fit on your team? On this episode, we are joined by Gene Volpe and out guest, hiring expert, author and consultant, Jay Niblick to answer these important questions.
Stop segmenting hiring talent and finding buyers and sellers, it’s one of the most critical mistakes we see. -Jay Niblick
Three Things We Learned
Finding clients and finding recruits should be treated as the same process
Don't make the mistake of thinking that your hiring efforts are in some way different to everything else you’re doing to get clients. There should be no difference between the two. If you want great talent you should always be marketing for it.
Add agent focused content to your marketing
It’s so important to have content that is aimed at other agents. Your content shouldn’t just be about why buyers or sellers should work with, you it should also show people what you’re like as a boss.
Interviews are important in determining if you should hire someone but they aren’t the only thing
Interviews are very important, but the problem with just interviewing on gut is personalities dictate that the more like you they are, the more you like them in their interview.
Teams and brokerages would save themselves a lot of time and effort if they marketed to get recruits the same way they market to get clients. Those two processes are actually the same and should be treated as such. When you put content out into the market, also put out content that targets agents. If you approach hiring in transactional mode, you won’t attract quality recruits who will really fit. If your content shows that your team offers strong mentoring, leads and backend support, you will attract talent and you won’t have to chase it as much.
Jay Niblick is the Founder and CEO of Innermetrix Incorporated. Go to www.innermetrix.com/team/ for more information.
Wherever you are in the world, successful people share certain habits and traits. How does hard work and dedication draw opportunities closer to you? What is the truth about the grind it takes to be successful? On this episode, our good friend Glenn Twiddle joins us to talk about the biggest takeaways from the Million-Dollar Agent Summit and the differences and similarities between top high producing multi-millionaire Australian agents vs the mega producers in the States.
If something’s worth doing it’s worth doing badly to start and then improving. -Glenn Twiddle
Three Things We Learned
You won’t start out doing something well, it takes time
No one gets something perfectly done when they are new to it, but that doesn’t mean you should give up on it. If something’s worth doing, it’s worth being crap at it at first because no-one starts doing anything well. You can always work to improve.
A good foundation attracts good things
When you have something like hard work, dedication, grind and really great content as the foundation of everything you do - it attracts opportunity, people and profit. Those foundational virtues are magnets that pull people towards you.
There’s nothing wrong with choosing to grind and go hard
A lot of people look at people who are on the grind to build their business like they are doing too much. The truth is, some people would be happier to choose work-life balance over the grind and that’s okay. The key thing is not to criticize the grinders.
Success will always leave clues behind it, and the top producers all understand the necessity of all the outbursts of effort towards their goals. When it comes to really going after what you want, there will be seasons where you really need to grind it out. But the truth is, there are few successful people who look back at those years of grinding and going hard with regrets because it does pay off.
Building a team with agents who choose to work with you even after becoming authorities in real estate is a rarity. How can you create a work environment your agents enjoy? What can you offer them that they can’t find somewhere else? On this episode, Dan Beer shares his secrets to building a team any skilled agent would like to be part of.
As long as we are turning every outcome into a learning opportunity over time we will win more than we will fail. -Dan Beer
Use every win and loss as a learning opportunity
Detach yourself emotionally from every win and loss you have and learn from both.The real problem is a lack of self-analysis, not the performance itself, which can be easily fixed. There are many experienced agents who repeat the first year in the real estate industry over and over again simply because they never took the time to learn anything from their past experiences.
Give the team incentives
The best way to keep the team motivated is to always give them a new mountain to climb, a new set of goals that need to be reach. You can do so by building a number of levels that offer bigger and bigger incentives as they move on to the next level. This way, they will feel both valued and motivated to walk the extra mile.
Build a culture your team identifies with
Build your business around core values that you want your team members to adhere to. This will sort out the kind of agents you want to work with and the kind of agents you don’t want in your team. High retention isn’t only caused by money. It also has to do with the culture of your business, and whether your team resonates with your core values. They'll happily stick to a work environment they fit well into.
Lead and splits are not a competitive advantage. In due time, anyone can learn how to generate leads or there is always someone with a better split. Instead build a system impossible to replicate even by top performers. Give them best tools on the market, a support system and unmatched marketing opportunities and connections within the industry.
Dan Beer is the Owner of Beer Home Team of eXp Realty of California and the founder of AgentAcademy.com, where he shares his knowledge on team building and scaling real estate businesses.
You gotta get people’s attention, you gotta hit that that sweet spot and get the emotions flowing. -Greg McDaniel
The real estate arena is changing. What are the newest lead generation strategies you should give a try? Where should you invest your time and money? How can you stand out in a competitive market? On this episode, Jay Kinder speaks about the doors technology opens and how you can use them in your benefit.
Use social media to find what buyers want in a home
There are many niches you can tap into, and social media can give you a clue about what your potential buyers want to see in a home. Some like the vintage look, while others dream of a home on the beach. Find out what they want and focus on showing them the homes that fit that picture.
Pour your personality into your branding efforts
There are many ways you can share your knowledge in the digital world, but the real challenge is to share it in a way that makes people listen.
Don’t be afraid to be more than just an agent. Build your brand around your core values and share bits from your life that will make your audience relate to you.
Know your market inside-out
There are many shortcuts that only knowledgeable and skilled agents know about that you can bring up in conversations with your leads. For example, there are special loans offered to your clients in the healthcare space or benefits they probably don’t even know about.
Conversations with your audience are one of the most powerful lead generation tools, and your online presence is key. Consistency is vital in marketing and putting yourself out there through paid traffic or advertising campaigns on social media is cheaper than ever. The more you invest in your online persona, the higher the chances of people seeing you and giving you a call.
Jay Kinder is the owner of Real K Estate Experts, CEO of National Association of Expert Advisors, growth coach, and public speaker. Jay’s been working in the real estate industry for 18 years and describes himself as suffering of “productive paranoia.”
You can drop him a line on his Facebook account or check his website at Jaykinder.com.
The listing presentation is a chance for you to show off what you can do. How do you make sure you have a great presentation? How do you meet with sellers and close the deals? What are the cherry-on-top high value actions you can include in your process? On this episode, we draw upon years of real estate experience to share some of the most powerful tactics and strategies to take your listing presentations up a notch.
Base your listing presentations on questions, not statements
Talk to them about what they need and what they expect and ask questions. If there’s no alignment there’ll be no value in the presentation.
Get all the details of the house
Take photos of the home with the owner’s permission and ask them details about the house.
Verify the small numbers because when you run the comps you need to have accurate info and sometimes the county won’t have all the details.
Don’t forget the gesture
Make it a point to make an extra gesture like brownies or a thank you card right after the presentation so you don’t forget to do this. This seems like a small gesture but it goes a long way towards building rapport.
Experts have found that agents who build rapport, relationships and trust right from the start of the consultation are more likely win the listing over people with tons more experience. Most of these people beat out the competition because they brought a simple, thoughtful gift along.This is why it’s so incredibly important to discipline yourself to make an extra gesture whether it’s bringing something to them, or a send out card afterwards. If you look at it from the angle of giving massive value and putting them at ease, it will feel more like a consultation and less like a sales pitch.
In this business it’s so easy to lose your soul and find yourself running after the wrong things. How do you combat the feeling that you'll never arrive? What is the secret to happiness in our lives? How do you set yourself up for better days? On this episode, James Colburn is back to go deep on some important mindset shifts we all need.
Three Things We Learned
The possibilities of real estate can be a gift and a curse
One of the worst parts and the best parts of our business is there’s no ceiling to what you can make. It’s bad because you can put a ceiling on yourself very easily and limit yourself. It’s good because when you elevate yourself, the ceiling will rise.
Stop feeling like you’ll never arrive because you never will
It’s very easy to spend your time comparing yourself to other people, and trying to catch up to them but the irony is you’ll never stop chasing. The truth about feeling like you’ll never arrive is that it will always be a hamster wheel. So instead of competing, tell yourself and believe strongly that you are already enough.
Learn to listen to the Universe’s prompts
A lot of times the Universe prompts us to get in touch with someone and if you can follow that and trust your gut you will find that it can lead you to great opportunities and relationships.
Contrary to what we’re so often taught by the media - it doesn’t take a certain amount of money or a certain level of success to feel like you’ve arrived. When you were born you were already enough and nothing can take that away from you. We have to learn to accept that life is good in its imperfection, with the ups and downs we experience. We will only truly find happiness when we understand that the stories we tell ourselves are what determine how we feel and the outcomes we get.
Increasing your revenue requires strategic moves. What is the mindset of big players? How should you treat your leads to increase your revenue? What are the immediate steps you can take to get results? On this episode, we are joined by real estate coach Don Cunningham to talk about making it to the next level.
Three Things We Learned
Treat each lead like solid gold
In real estate, each lead matters. A good conversion rate is around 4%, and losing even one lead could hurt your business. Put in place a lead nurturing system and make sure you get as many reviews on websites as possible to increase your credibility.
Be consistent with your marketing efforts
Be consistent with your marketing efforts even after your campaigns succeed.
Since your potential clients are already flooded by a large number of agents who want their listing, they won’t search for you unless you’re actively pursuing them by investing in direct mail or online advertising.
The big four of increasing your revenue
There are 4 tactics you can use to increase your revenue:
Direct mail marketing works in the form of brochures with relevant information. Usually, receivers save the brochures that show the prices properties are being sold at nearby. That kind of information is useful for them. Most brochures end up in the trash bin because they speak all about the sender and has nothing useful for the receiver. When they need a real estate agent, they will most likely call the one on the back of their saved brochure.
It’s really hard, and nearly impossible for a corporate brand to really connect with people. Why is it more effective to brand yourself instead? Why will you find more success from just being yourself? How can you practically start showing off more of your personality online? On this special episode, we join you LIVE from Australia with Glenn Twiddle and Brian Casella to talk about building an authentic personal brand.
Three Things We Learned
Take people along the ride of what you’re doing
If you want to attract people based on your personality, bring people along to where you’re going and show them the guy or gal behind the suit. When you do that, you will stand out and attract your true tribe.
Don’t be afraid to go live
Going live is huge right now, and it’s something you should definitely add to your personal branding. There are so many options and ways to leverage live, and you don’t have to look at it like a job. Try to have fun with it.
Make it easier for people to find you
All your social media presences and handles should be the same, you have to make it simple for the person on the other side. If you put a 4 step process to following you online, no one is going to find you.
People don’t really get attracted to you just showing the polished and super branded side of you. You also have to give people a behind the scenes look into your life. It will attract a bigger audience of people who will really fly your flag, and it will open doors in business. Think Gary Vee and how he is able to take you along for his journey and his day-to-day. Anyone who owns a small business and has a measure of control wants to appeal to everybody but you cannot think like that. If you’re not willing to repel somebody you are not going to attract anybody. The mindset of thinking bigger and dominating your market as a brand is to build “You Inc”.
Are referrals that hard to get? Our guest Gayle shows us how she built a referral based business by practicing social media, listening, and sending out personalized cards.
Three Things We Learned
Act on a prompting
Choose a type of interaction with the people in your database and act on a prompting. Comment on their successes, and contact them when they’re in need. Aim for at least 5 interactions and one meaningful conversation every day
Use social media in an intentional manner
Look for important events that should be mentioned. Ask for their mailing address, and send them a card with photos of their friends, family, or themselves. This subtle reminder that someone took the time to think about them will increase your chances of being remembered.
After you’ve received referrals from the people in your database, don’t hesitate to surprise them with a small gift or a card that expresses your gratitude.
Showing people that you care about their accomplishments, special moments, or grief builds strong relationships. Doubled by the law of reciprocity, sending out personalized cards with the photos of the receiver or a loved one on the card helps make a lasting impression.
LinkedIn doesn’t have to be a digital version of your resume, you can bring it to life. What are some of the new strategies you can employ to go viral? What should your goal be with your content? Do people prefer polished content or something more unscripted? On this episode, LinkedIn expert Tracy Enos is back to drop more knowledge on making LinkedIn work for you.
Three Things We Learned
The less it’s scripted the better
People like unscripted sharing because it makes you more human and approachable. It also allows you to show off your own personality which is great.
Don’t skip the basics
The foundation of any good strategy is knowing your prospect, defining them according to demographics and psychographics and building a profile up based on that information. Only start your marketing once you’ve done that.
Take time to learn from the people doing it right
One of the things a lot of us skip when we start a new strategy is actually taking the time to find out who is doing it well. It’s an important step because it helps us have a better understanding of what we’re trying to do, and then we can model our strategy accordingly.
The goal of LinkedIn is for you to connect with and grow your market, so don’t get too caught up on going viral. Take the time to showcase your authority and the vulnerability of not being perfect, people are really into that. If you get yourself in front of the camera and it’s off the cuff and there’s no professional studio, you will get a more positive response. Make sure your profile is human, but don’t forget to use it as a marketing tool so include things like calls-to-action in your posts. You’ll be surprised how many leads you can get.
Clean properties, in an excellent state and in a good neighborhood, sell like hot cakes. But how do you go about selling a property that doesn’t seem to attract any buyers? How can you make the walk-ins more enjoyable and leave a good impression? On this episode, our good friend and marketer Glenn Twiddle speaks about “selling the unsellable”.
Three Things We Learned
The 4 points checklist that makes a property sell
There are four factors that influence the fate of a listing:
Overly invested vendors slow down the process
Vendors can’t be objective when it comes to their own properties, nor do they know how to take the market’s pulse.
Instead, perform a professional evaluation of the property. Take a look at the allowances that are missing and the overall appearance of the property (cleanliness, decor and home essentials).
Make sure you’re the one who has the last word on the price point, the changes that need to be made and the promotion tactics.
Be omnipresent on social media
Lots of eye-catching photos, detailed copy and small investments towards engagement will boost social proof.
Social media marketing is all about consistently producing content that causes people to speak about you and makes it easier for your business to find prospects.
Selling a property that’s been on the market for a while now can be tricky, but it all comes down to analysing which one of the 4-points on the checklist the vendor isn’t ticking. If you want to blow your competition out of the water, always focus on discussing the root problem with the vendor before marketing the property.
In this episode, we talk about great apps and strategies to sell property fast. Have you ever wondered what the best apps are for real estate? Or wondered what’s the best way to use them? What are the potential benefits of selling at an auction? Matt and Greg are joined by Dave Fresquez, a master of tech, to talk about how to best use tech and auctions to sell properties fast and for a lot of money.
Three Things We Learned
Videos are a great tool
Videos are an easy way to make your desired first impression. People love fun videos, and if you can grab them with something unique and very much your brand, you’ve already made the right first impression. Make something short and fun to tell the world who you are.
People love quizzes
Quizzes are an easy way not just to get people involved with your brand, but they’ll be interactive and will act as a mobile add. If you’ve made a fun quiz, people will want to share it with their friends and family, plus they’ll associate your brand with fun.
Auctions are a great way to sell certain properties.
When it comes to luxury homes or houses that have been on the market a while, auctions might be the best way to go. Auctions create a certain sense of urgency because people start thinking about deals and getting a good one, so it’s not hard to fill the seats. When it comes to luxury homes, auctions might be the best way to go because there’s nothing else to compare the property to, so it really comes down to what people are willing to pay.
In this episode we talked about two very different things: Tech/apps, and luxury auctions. Tech and apps are a great place to start and use to build and actioning luxury properties is a great place to end up. This episode is filled with great apps you can get started with today, but also with great tips on how to use them. Although actions sound risky, we broke down the benefits of it, and some best practices for making sure you can sell the property for as much as possible. For more from Dave Fresquez, you can find him at myrealestatebuddy on social media or at firstname.lastname@example.org
In this episode, we learn the basics for building a monstrously successful company. Do you know how to hand a client off while keeping them comfortable? How do you start? How do you build a team that can grow and succeed? In this episode we are joined by Stacie Peterson who breaks down how to build a seven figure team and dominate your industry.
Three Things We Learned
Put your people where they’re best
When you’re building a team, make sure they are where they will do their best. Let people be specialists. When everyone is doing what they’re best at, it allows you as the team leader to focus on what is most important, so everything runs more smoothly and you look your best as a company.
Be careful when you pass clients to other people in your company
Nobody likes to feel like their being handed off, but there are ways to deal with this. Make sure that they know you’re still working with them, but this other person they’ll be working with is a specialist that will make the whole process better. This is where people like titles, so make sure that you explain what’s happening clearly because new buyers are nervous.
Lead with revenue
If you don’t lead with revenue, you’re going to be in the hole every single time. Make sure that you’re making money so that you’re actually able to hire staff to clear up your time to make more money. When you don’t lead with revenue, it’s risky because it’s an up and down business.
Building a team where everyone is at the top of their game is the backbone of success, but it’s not the only thing. It’s important to assemble a team of specialists, make sure your clients are comfortable and taken care of, and make sure you’re secure in the industry. When people are positioned to own their work, their work will show and the company will grow.
A lot of agents underestimate the value of Direct Response Farming. Do you know where to start when it comes to farming leads? Do you know how to set yourself apart from the competition? Do you want to know how to cater to your specific market? We are joined by Dan Beer to break down how to dominate your market by farming leads and crafting a brand that sets you apart and builds instant credibility.
Three Things We Learned
Farm what you can afford
Start with what you can afford while making sure you get two touches a month. You have the budget, you just have to be smart about it. Your success is predicated on sticking with a reasonable plan and not panicking. Stick to your guns and allow for the time it will take to grow. The tortoise beats the hare.
Understand your market
Don’t just listen to what people tell you. Know your market and the numbers there. Cater everything you do to your your specific market and not just national trends because they might not work where you are. Cater to the clientele you relate best with and build that.
Come in with a competitive advantage
Consider making a marketable strategy that is unique to you that you can sell right away. Make sure that you know what your competition is doing, and set yourself apart. Bring your own flair, but also, bring something that the market needs that only you can provide.
Farming your leads can make or break your company. It’s important to know your market and make sure that you set yourself apart in new markets so you can battle with the big guys right out of the gate. Match your farming with a realistic budget, and make your own system and know how to sell it.