It’s so easy to drown in the market and tactics of marketing. How do you put your focus on the right thing and overcome the difficulty of marketing execution? How can you refine your Facebook ads to your advantage? On this clip, Gene Volpe joins us as we discuss Facebook marketing, geofencing, and knowing who to go after.
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Takeaways + Tactics
People make the mistake of obsessing with the tools to get a message out, without knowing what to say or who to say it to.
Your best lead source are people who already like you, know you, and trust you.
When it comes to online buyer leads and you don’t respond in minutes the leads exponentially decrease in value.
Don’t wish it was easier, wish you were better.
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At the start of the show, Gene talked about creating multiple streams of content, and how you can use Facebook to see how much your ads are costing you. We also shared on how people get the market, medium and message triangle wrong. Next, we talked about the importance of coming from a place of ascension and not aversion. Towards the end, we talked about future marketing trends and geofencing, Pinterest, as well as the four agreements of following up on a home value lead.
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We also shared insights;
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It’s so easy to get distracted by the medium, but the bottom line is human nature, and truly knowing who your person is. Who are you talking about and what message do you have to put in front of them that’s going to be compelling? It’s critically important to know who you’re going after and how they will use the technology, so you overcome the hard mental thought of the marketing tactic. Remember it’s not where the leads are from, it’s who they are. For success, take inventory of yourself and ask if you’re averting or ascending. If you ascend you gain your freedom!
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
There’s very little an agent can do to turn a next year seller into a this year seller, but you can build relationships. How do you become the rock star celebrity in your own market? How do you get a celebrity to lend their credibility to your business? On this episode, Glenn Twiddle, Australia’s number 1 millionaire real estate coach, joins us to talk about the advent of celebrity into a real estate business, and the pillars you can build into your marketing to make it happen.
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Takeaways + Tactics
Make an indelible impact on people who would otherwise ignore real estate agents.
Win the kids, win the mom, win the mom and win the dad, win the dad and win the money.
If a marketer needs to do anything other than say their name, they aren’t a marketer.
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At the start of the show, Glenn talked about his background and how he built relationships with Richard Branson, Arnold Schwarzenegger and Gary V. Next, we talked about his strategy for introducing the advent of celebrity into a real estate business. Glenn also shared on how you win people’s business, and towards the end of the show, we discussed giving your dreams a nudge.
Glenn also shared insights on;
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The tactics Glenn used to become a rockstar apply to a listing and selling real estate agent at a local level. The pillars you need in your business include rubbing shoulders with celebrities, getting interviewed by any means necessary and being a bit of a media tart. With the right mindset, you can take over the world and dominate the minds of people who will need your business. Meet people where they are and make yourself useful.
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Guest Bio-
Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market. Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go to http://www.glenntwiddle.com.au/ for more information.
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
Are you starting out as a new agent and struggling to drum up new leads? Maybe you’ve come back to real estate after an extended break and you’ve lost your connections? Are you tired of the constant rejection from door knocking and cold calling? In this episode of Real Estate Uncensored Michael Lee will explain how to use social farming to create real relationships with people you have a shared interest with, and how this will lead to new clients in no time.
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Takeaways + Tactics
To get your offers accepted in sellers' markets, build a relationship with the listing agent and present your offers in person.
Number 1 rule for social farming - the activities must be upscale.
Attend CE classes in adjacent counties where buyers/sellers flow between to build semi-local referrals.
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At the start of the show, Michael gave tips on how to write a strong offer and the best ways to get an offer accepted through the power of personal relationships. He went on to discuss the best marketing strategies for new agents or agents who are starting up again after being out of the game for a while. Michael went on to discuss one of his most successful tools for marketing; social farming. He spoke about the successes he had going on ski trips with 50 people he didn’t know and how much easier it is to make connections with people when you have that shared common interest. Later in the episode we discussed other important people to make solid relationships with who may be able to give you leads or referrals. We finished up by talking about the importance of speaking to top producers in other areas and the mistakes people make in their marketing.
We also discussed;
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Social farming is the superpower you aren’t using enough. If you have a hobby or interest, whether it be golf, swimming, cycling, hiking, skiing, whatever, join a club and get out there and meet new people. The best way to build strong relationships with people is when you have a common interest and once you build that relationship, you will build that trust. That is the best way to get new clients and referrals. Gardeners, building contractors and mailmen are other people you may not have considered as being important in terms of getting leads, but they all know exactly what is going on in the neighbourhood and who is likely to move. Get out there today and start meeting new people and you will see your business thrive.
Guest Bio-
Michael Lee has coached and spoken to over 10,000 real estate agents. He has spoken at ten NAR conventions, five CAR conventions and for most of the major real estate franchises around the world. Michael has owned and managed large franchised firms as well as small boutique real estate companies. He’s also the author of eight books including, "111 Ways to Justify Your Commission", "Black Belt Negotiating" and "Secrets of Selling to Multicultural Real Estate Clients". Michael has also written books on marketing and selling to multicultural customers and his goal is to help people get past differences they see on the outside to see how similar we are on the inside.For more information head over to Michael’s website; http://www.ethnoconnect.com/
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
Have you reached a point where your work/life balance is way off? Are you doing the things you love on a day-to-day basis? Is your fear of failure stopping you from growing and learning? If you answered yes to any of these then Jeff Cohn is here to help you! On this episode Jeff shares on going from the grind to building a lifestyle business. You will learn how to implement his transition and some tips to start tipping the scales back in your favor.
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Takeaways + Tactics
Figure out the part of real estate that you really enjoy - and look for ways to outsource everything else.
Know your hourly worth, and look for ways to hire out anything that falls below that value.
The missing component for most people is the willingness to build an actionable plan and then executing on it.
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In this episode we began with Gene Volpe giving us a great tip on how to invite people to like your Facebook Business Page who you are not friends with. Jeff Cohn then discussed his history as a realtor and how he reached the point where he decided that he didn’t have the business life he wanted, and how he went about creating his business. Jeff went on to give us a list of book recommendations that you can read to help you make this business life shift. Later in the episode Jeff discussed with us why he still goes to listing presentations and how important it is to still do the things you enjoy if it makes financial sense. We finished up by discussing the importance of not being afraid to put yourself out there and ask people for help.
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We also discussed;
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Working less and living a happier life is a possibility. You don’t need to let go of everything, just limit yourself to things you enjoy. When you go about making this change in your life you have to be willing to take one step back to take three steps forward though, whether that be paying for leads, adding an agent to your team or adding an admin assistant. All of these things can be scary, but you have to take risks if you really want to grow both as a business and as a person. Don’t be afraid to ask people for help, most people who have been successful will be happy to help you start living your dream life today. Life is too short to live it doing the things you don’t love, so get out there today and start taking control of your destiny.
Guest Bio-
Jeff grew up in Omaha, Nebraska and graduated with a Bachelors of Science degree from the University of Nebraska at Omaha, with his course of study including classes in real estate. As Nebraska's #1 Team, Jeff's group sold over 100 million dollars in real estate and over 600 sales in 2016. Jeff works as the Owner and Team Leader and is engaged in team development, coaching and recruiting. He believes in saving client's time and money by implementing the most advanced marketing techniques available while applying the latest negotiating strategies. For more information head over to Jeff’s Linkedin page; https://www.linkedin.com/in/jeffmcohn/ or go to http://eliterealestatesystems.com/.
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
The art of negotiation is making the other person think they had the idea in the first place. Are your skills up to scratch? Do you know how to deal with a client who is just downright not receptive? In this episode, hostage negotiator and all-round genius, Chris Voss shares with us his experience of negotiating in the toughest situations, and how negotiation can be easy when you know all of the tips and tricks the specialists use
Takeaways + Tactics
In so many deals, money is important, but it's not the MOST important element in a deal.
Starting with a cold read is a powerful way to start any negotiation, you're looking for a "that's right" response, OR they correct you.
The avoidance of loss is twice as powerful a motivating factor as the pursuit of gain
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In this episode we began with Chris Voss telling us about his history in the police force, and how he became a hostage negotiator. He then went on to share with us the art of negotiation. We discussed the soft approach in negotiation and how you shouldn’t always try to go directly for your end goal. Following on from that we discussed how important it is to give the other side the illusion that they are in control. Later on we talked about the importance of letting them know personal information about yourself and how important it is to tap into emotions. Towards the end of the show, we spoke about tactical empathy and the important difference between someone saying, “That’s right.” Rather than, “You’re right.” We finished off by talking about mirroring and repeating the last three words that someone has said to you.
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We also discussed;
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Emotions are the most powerful tool in negotiation, more important than money. It’s important to present yourself as a real person, so you can tap into the emotional undercurrent of the person. One of the key elements of negotiation is letting the other person feel as though they are in control of the conversation and you can do this by letting the other person speak first. If you do it this way you, are already in the process of gaining the upper hand.
Guest Bio-
Christopher Voss is an American businessman, author, and professor. Voss is a former FBI hostage negotiator, the CEO of The Black Swan Group Ltd, and co-author of the book, Never Split the Difference. He is an adjunct Professor at Georgetown University's McDonough School of Business and a lecturer at the Marshall School of Business at University of Southern California. For more information head over to his website; http://blackswanltd.com/
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
What separates a good agent from a great agent? Do you have the right skills to be a leader? Does your team know what you expect from them? On this episode of Real Estate Uncensored, coaching expert John Gualtieri answers these and other questions you should be asking yourself. John will give you a look into what he has learnt from working with top agents over the years, and he gives tips you can start using today to improve your real estate career.
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Takeaways + Tactics
You cannot hold people accountable to what they cannot directly control.
Spend time in gratitude looking at how far you’ve come instead of always looking forward.
If you set your sights at 20-25% more than your best performance, then you are doubling yourself every 4 years.
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At the beginning of the show John explained to us how important it is to build up trust with a client and that it is the most important thing when meeting people for the first time. John went on to discuss what makes the top agents so good and how a lower level agent can go about giving themselves a chance to become a top agent. We then went on to talk about goal setting and the need to not set goals too high. Later in the show we discussed the role of a coach and the importance of getting a coach who is being well coached themselves. We finished off by talking about leadership and all the challenges that you may face and the importance of clear thinking.
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We also discussed;
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Trust is one of the most important things in the real estate industry. Whether that be the trust between an agent and client or trust between an agent and their coach. If you want to be a top agent, you need to plan meticulously and know exactly what you are doing at each stage in the process. You can’t aim to be a top agent within a year though, because you will fail. You have to set realistic goals and build slowly over time. If you set yourself the goal of improving your turnover by 25% every year will see a 100% improvement in four years. This much more manageable than saying you want to see a 100% increase in a year. If you do that you will be setting yourself up to fail.
Guest Bio-
With more than 30 years experience, John Gualtieri is a coach, trainer, speaker and author of training material for both the real estate industry and the general sales industry. For more information about John head over to his website www.coachingforbusinesslife.com
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
When it comes to the action needed to level up in real estate, there's a lot of movement, but not a lot of progress. There’s a lot of fire, but not enough aim. How does this affect teams and how successful they can be at growing? Why is focus so important in building a sustainable team? How does the mega-team conversation affect the whole industry? On this episode, Kathleen Black is back on the show to discuss her experience coaching and consulting with some of the best teams in the industry.
Takeaways + Tactics
Having too many lead gen pillars dilutes your effectiveness.
Compensation structure is one of the biggest mistakes people make when they’re building a team.
In the case of a market correction, teams are going to take more of the market share because they are trained for any ripple or change.
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At the start of the show, Kathleen shared on the work she does, and we answered a question on one system we would implement in our businesses if money wasn’t an object. Next, we talked about why clarity of thinking is so important in scaling up, and how that can be a difficult thing for top producing rainmakers to do. We also talked about how successful people are incredibly cautious and why that is such a good thing. Towards the end of the show, we talked about what people get wrong with compensation structure, and why teams are more prepared for market corrections.
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Kathleen also shared insights on;
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The biggest problem people have when trying to start a team is the lack of structure and vision. Success comes down to clarity of thinking, and wanting to grow without avoidable mistakes and unnecessary risk. Don’t try to reinvent the wheel, there’s already a proven method, so just go with it. Don’t try to create a car to drive to the top of the mountain one when one is already available. All you need to do is invest in it, commit to it, then you can get to be a visionary.
Guest Bio-
Kathleen has taken her experience as a top-producing Realtor and built it into a dynamic, results-driven consulting company where she serves as CEO, Motivational Speaker, Trainer and Elite Coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping Realtors across Canada and the US build top teams and take their business to incredible levels of success. Go to http://www.kathleenspeaks.com/ or ittakesa.team for more information.
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
How do you boost the performance of your Facebook Live videos? What is the big advantage of door-knocking when you’re a new agent? How do you find your purpose and register your own decisions? On this live Q&A episode of Real Estate Uncensored, we answer audience questions about prospecting, social media and mindset.
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Takeaways + Tactics
The advantage of door-knocking when you’re new is you get to know the neighborhood and the people in it in-depth.
Ask yourself what you felt like you did well last week, and what you want to do better this week.
Individual agents only need to use their personal page, a business page isn’t necessary.
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At the start of the show, we answered a question about selling and buying at the top of the market. Next, we talked about using your personal Facebook page to market your real estate business and how to blend business content with personal content. We also shared on the power of focusing on your sphere and how that plays into the greater changes we’re seeing in the real estate industry. Towards the end of the show, we talked about the registration of decisions.
We also spoke about
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Real estate agents will always have relationships with homeowners. As the industry changes, having and leveraging these relationships will make all the difference, and give you that long-term term business you need. You also need to have definite purpose in everything you do, and that starts with having a purpose for the next day and then the next week. When you meet your targets, let that feeling sink in, and when you don’t, let the frustration and disappointment sink in so you work to avoid it.
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
What can you learn from shadowing an agent at an open house? How many times do you have to call someone to get a deal? If you have an interesting past profession, such as being a firefighter, how can you use this to help you in your career as a realtor? These are just some of the questions we answer in this Q&A episode!
Takeaways + Tactics
When you’re assisting on an open house with an experienced agent, every bit of knowledge is invaluable.
Contact people straight after an open house when they are still excited about it.
80% of your deals will come between the fifth and twelfth contact, so keep going and don’t be afraid of rejection.
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We kicked off the show by talking about what an agent can get from assisting another agent at an open house. We went on to discuss how many rejections you should expect when cold calling people and what tactics to use. We then spoke about how to best utilize your past profession in real estate if it is an interesting one. Greg gave some tips on using video text messages to contact clients and why they work much better than a text or straight up audio message. We finished off by answering a question about agents using discounts and its frequency in the market.
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We also answered questions about;
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Your future is something you always have to keep in mind, don’t get too focused on the now business. Focus more on the long-term play and work with whatever makes sense for you in your marketplace. Be comfortable in what you do, whether that be in the way you work your social media, how you contact people or how you act when you meet people. If you are comfortable in your own skin people will learn to trust you and if they trust you they will want to work with you.
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Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
There’s a lot real estate agents can learn from politicians. How do you go about meeting people and creating real community relationships? What impact will this have on your business? Are you blogging about the right things? On this episode Franklin Jones discusses creating the right content to attract the right clients, and he shares how his political background allowed him to create a category in his market.
Takeaways + Tactics
Blog about all listings in your area, not just your own. It lets people know that you are ahead of the market and an authority for real estate in your area.
You need to be authentic in your blog, you want people to get to know the real you.
Partnerships are necessary for people to work as a team instead of stepping on each others’ toes and competing for the same leads.
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We kicked off this episode by talking to Gene Volpe who shared a great website called www.vocalreference.com where you can have people record a short video testimonial that you can then edit and use on your social channels. We then went on to talk to Franklin Jones about his life in blogging and what sort of content he writes about on his blog. Franklin described how he finds out about listings in his area and how he runs his real estate business like a political campaign. Franklin went on to discuss how he has garnered clients by hanging out in his local Starbucks. We finished off by discussing his partnership with Amanda Payne and how they share the workload.
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We also discussed;
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People underestimate just how important it is to make face-to-face contact with people and become obsessed with the latest technology instead. You need to get out there on the streets and start talking to people and building real relationships so that you become a respected and well thought of member of your community. Run your business like a political campaign; get out on the streets and meet people. Think of your blog as a microphone and your advertising department as your Chief of Staff then you can begin to get more out of your business.
Guest Bio-
Franklin Jones has been in real estate for 12 years and has been an avid blogger for most of them. He currently works in partnership with Amanda Payne in Columbia, South Carolina. For more information and to contact him, head over to his website; http://www.teamfranklin.com/
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
Are you getting the most out of your social media? Chances are, probably not. Which platform is now considered dead, and which platform should you take advantage of? In this episode Ronny Philip will show you how to use Snapchat, Facebook Live and Instagram to help you reach and approach new clients in a different way. Ronny will show you the best ways to build real relationships with people that will lead to more clients for business in the future.
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Takeaways + Tactics
Your 1st step on social media is to be your authentic self - talk about the things YOU care about.
Use Snapchat, IG and Facebook Messenger to build relationships first. Referrals follow naturally.
Snapchat is THE platform for connecting with millennials
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In this episode Ronny began by discussing the best ways to connect with millennials and how to piggyback off that relationship to connect with people they may know who are older and need a real estate agent. We then went on to discuss the new features that Facebook has recently brought in such as Facebook Messenger Day and the ways you can use these. Later in the episode Ronny discussed how best to organize your Facebook feed using the ‘See First’ feature and then went on to discuss the best ways to use Snapchat.
In this episode we also discussed;
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The ways in which you use social media are extremely important in creating a brand and helping you find new clients. It is important to be authentic on social media, that is your marketing. If you can create genuine connections with people through shared commonalities, then you will have stronger, more valuable clients. The stronger the bonds you share with your clients, the more likely they are to refer their friends and families to you, and the more clients you will get.
Guest Bio-
Ronny Philip is an agent at Keller Williams Realty and a social media expert. You can follow him on his social media accounts @ronnyphilip or email him at ronnyphilip@kw.com.
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
95% of everything we do is just auto response, and based on the beliefs we’ve programmed. Why is it so important to work on reprogramming our limiting beliefs? What mistake do we make in our understanding of failure? How do you get self-confidence? On this episode, Wayne Salmans returns to give us more insight on mindset, overcoming challenges and changing our stories.
Am I going to be limited by my resources or am I going to be unlimited because I am resourceful? -Wayne Salmans
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Takeaways + Tactics
Failure isn't a tattoo, it's just a bruise.
You don't FIND self-confidence, you GO GET IT.
Dig deeper and ask the hard questions to get to the root of your limiting belief. Awareness is half the battle!
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Resources + Links
Greg’s Favorite Scripts - Prospecting, lead generation, objections handlers and much more. Each script comes with video links to see the script delivered with proper tone and phrasing
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At the start of the show, we answered a question about handling the “your company is too small” objection. Next, we talked about what we’ve observed in our Rockstar Prospecting course, and how a lot of people’s issues have more to do with personal development than skill. We also discussed how to go about uncovering your own limiting beliefs and the importance of taking advantage of the compound effect. Towards the end of the show, we discussed what causes fear of success, and what causes us to drift from our goals.
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Wayne also shared insights on;
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Before you can make an impact in the world, you have to save yourself. To make that possible, awareness is half of the battle. A lot of our reactions happen so fast that it feels like we don’t have a choice, but we can change our response by hacking into our reactions. Identify the limiting belief, and then commit to exploring the opportunity to disprove it. To overcome the negative things that try to defeat us, we have to pour in the good stuff and free our own minds.
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Fear of success is fear of failure at the next level. -Matt Johnson
We miss our goals sometimes because we just naturally drifted to something that was easier, we drifted to a lesser goal. -Wayne Salmans
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Wayne’s mission is to empower people to actively engage and participate in their own transformation and success. After building homes in Alaska for 5 years, Wayne began to pursue a career in Real Estate. Within just a few short years he joined the top 1% of realtors, and was voted one of 30 under 30 top Realtors in the nation by Realtor Magazine. As a successful developer, investor and builder Wayne has purchased and sold millions of dollars in residential and commercial real estate. Wayne is passionate about family, marketing, building wealth through real estate and serving in the community. Find him on Facebook https://www.facebook.com/waynesalmans.
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Free download - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
Real estate agents are making avoidable mistakes when delivering listing presentations. Are you burying the homeowner with too many numbers? Are you distracted by your phone? Do you bring a gift? In this episode, Derrick Evens, who has witnessed over 65 listing presentations from top agents, shares his top tactics for winning more listings by giving better presentations.
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You can’t show up for a listing presentation empty handed. You have to show them you aren’t someone who is outside of their circle, you are inside of their circle. - Derrick Evens
Takeaways + Tactics
Winning the listing comes down to one element - trust
Why you should never show up empty handed (and what to bring)
Get your information across in the form of questions
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In this episode we talked about ways to find material for your videos by simply going through your sent box and seeing the questions you have replied to. Next, Derrick talked about his show ‘Win This Listing’, and gave us a number of tips to win listings, including the need to be present and not on the phone. He also shared on the gifts you should bring, and when it is best to discuss numbers with the homeowners.
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Derrick also went on to talk about;
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Availability matters to homeowners a lot more than a long list of homes you have sold, so be 100% present in your interaction with them, Show that you can be an available partner in this process. Homeowners want to feel like you’re part of their circle, and that you see all the great things they see in their own home. By changing your approach to listing presentations, you can become the most appealing agent to homeowners. Remember, building trust is the paramount goal.
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Agents think how many deals they do every year is very valuable. What homeowners think is valuable is how available you are. –Derrick Evens
Homeowners want to believe you believe in the property as much as they do, and that you see all the beautiful elements in it. –Derrick Evens
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Derrick Evens is the host and creator of the reality television ‘Win This Listing’. As such he has seen over 65 different listing presentations from some of the best agents in the San Diego area. To find out more information about Derrick head over to SmarterSanDiego.com for more information, connect on LinkedIn https://www.linkedin.com/in/mrcredit or follow him on Twitter @MrCredit.
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Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
How do you explain options to clients who want more money for their property than it is worth? What do agents get wrong about brokers and their role in their work? How do you manage your time and make sure you’re putting it to good use? On this episode, we field a number of questions from the audience. We cover scripts, dialers and lead generation.
You are employed by your client and you need to go and represent their interest with the best knowledge possible. –Greg McDaniel
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Takeaways + Tactics
Don’t ever call a cell phone through an electronic dialer. If you get caught, there is a $16,000 fine attached to every cell number dialed.
In order to have a really good real estate business, you have to spend about three hours a day on lead gen.
There is a fundamental misunderstanding that your broker is there to provide you with leads and that is almost never the case.
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On this episode we shared how to discuss options with someone who bought in a down turn now that the market is in an upswing. We also answered questions on how to deal with clients who say an offer is not high enough. We went on to discuss how to deal with a seller who doesn’t know where they want to move to and how you can help them. We finished off by discussing what brokers actually do and the misconceptions people have about them.
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We also spoke about;
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There are a whole host of mistakes that agents make when talking to either clients, agents or brokers. You can avoid these pitfalls with the right knowledge and scripts that will be helpful in scenarios where you have to deal with these people. Start using these today to help grow your sphere, and make more positive connections. This way, you can actually generate the leads that will be the engine of your business.
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Essentially your broker is there to give you a place to hang your license and they are counting on you working your sphere to bring in 5, 10 or 15 deals a year. -Matt Johnson
If you’re not good enough, celebrate it. Write down all the things you suck at, and try to become better. -Greg McDaniel
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Free download - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
When it comes to database, interpersonal relationships beat prospecting with little personalization. How do you reconnect with your sphere of influence? How do you construct effective emails? In this episode Frank Klesitz shares the best ways to get more out of your database and he gives specific guidelines and scripts to help you achieve this.
The one thing that will give you a competitive advantage is the relationship you have with homeowners in the local community. –Frank Klesitz
Takeaways + Tactics
Internet lead generation is getting more competitive and more expensive. You can choose to play that game at a high level, or focus on niche local communities.
A cleaner database that will respond to you is more valuable than ten thousand leads that don’t care about you or what you have to say.
The home owners in your city do not want to hear from you that much. Twice a month is good with a monthly mailer, anything over that is overkill.
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In this episode Frank Klesitz talks about about database marketing and why you should be forming actual relationships with real human beings that happen to own homes and not going after random buyer leads. Frank explained to us how Vyral works and how he got started with it. He then went on to discuss how to go about reconnecting with past clients, your centers of influence and homeowners. We then went on to discuss Facebook marketing, social media content and how best to utilize them. Frank then went on to discuss the best ways to get someone’s email address and how you should construct the emails you send out to people.
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We also discussed;
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The ways in which people got leads in the past with online resources are becoming less successful due to oversaturation and over-pricing. Now it is about creating a clean database, filled with people who actually want to hear from you, rather than tens of thousands of people who don’t care about what you are sending out. This is how you can radically transform your prospects and become more successful today.
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When you have this list of people, we let them know that they can opt out and we let them know what our intent is. It should look like a personal email that you wrote in Gmail. -Frank Klesitz
Focus on listings, that is the name of the game. The buyer leads you get from signs are the highest quality. –Frank Klesitz
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Guest Bio-
Frank Klesitz is the CEO of Vyral Marketing, Vyral Marketing helps professionals and small business owners get more referrals and repeat sales from their #1 asset - their existing customer database. For more information about Frank head over to https://www.linkedin.com/in/fklesitz/
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Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
Identifying and implementing what moves the needle in your business and personal life is the key to success. How do you put as much focus on your emotional hygiene as you put on your physical hygiene? How do you branch off into other forms of leads? How do you capture the most valuable attention? On this episode, we are joined by Gene Volpe and Aaron Wittenstein who share their insights to take your real estate business to the next level.
Having your name brand out there without having to try, is a really big deal. -Gene Volpe
Takeaways + Tactics
If you’re consistently doing online video shows and selling advertising in between, you can capture valuable eyeballs.
When hiring people, don’t skip the steps of getting them trained, or else you’ll throw them into the fire too soon.
If you want to make money, you can either personally develop your skills and leverage them, or go down the path of leadership, and leverage other people.
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At the start of the show, we talked about the new Facebook story function, and we shared on overcoming fear. We also shared on how to get your name brand out by attracting eyeballs, and maximizing it with advertising. Next, we talked about comfort zones, stretch zones and stress zones. We also discussed the importance of being intentional with what you have, and the book The Code of the Extraordinary Mind. Towards the end of the show, we talked about how developing yourself into an A player will help you attract A players into your business.
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We also gave insights on
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If you want to stay ahead of the curve, you need to pay attention and be more intentional. In the same way you don’t wake up and start the day without cleaning yourself up, you can’t successfully start the day without a routine that optimizes you emotionally and mentally. Personal development is directly linked to business development and leadership. Have an overarching mission for your week to move the needle forward, put out valuable content to get a valuable audience and remember, to get better, you have sacrifice who you are for who you want to become.
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The things that are crazy about you, are what people consider endearing. Gene Volpe
The people that really make money, have a specialized skill but they are also great leaders, who attract other leaders and they are able to let those people run with it. -Matt Johnson
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Aaron is a full-time, full-service Realtor, whose expertise as a seasoned real estate agent gives him a well-rounded background that will benefit a first-time home buyer, a home owner veteran, investor, or a returning client. His qualifications include 15+ years of fast-track sales experience in diverse business environments, with 12+ years in real estate. Having been fortunate to work under multi-million dollar producers, he has extensive knowledge of the real estate business which will fully maximize his clients’ satisfaction. Go to https://www.facebook.com/groups/gotobjections/ to join his group.
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Gene Volpe is the founder of GVI Media (formerly Your Real Estate Concierge), speaker and local marketing expert. He has over 9 years of experience in the marketing arena. He is also well versed in the real estate field including buying, selling, renting, marketing and consulting on over 200 real estate transactions. He is an expert in brand establishment and elevation and remains on the cutting edge of real estate marketing with a hard focus on video and social media. Go to http://www.genevolpe.com/ for more information.
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Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
You can’t pull someone out of their house, you can only draw and entice them out. -Greg McDaniel
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The real estate market keeps going up, and it’s lulled us into a false sense of security. What can we expect to change? How can we articulate to clients the difference marketing will make if they want to get the highest selling price possible? On this episode we answer these questions and other audience questions about door knocking, open houses and interest rates.
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Takeaways + Tactics
Marketing is the difference between whether a home sells in the sweet spot, towards a lower end of the market, or the higher end of the market.
There’s a bubble in the American economy somewhere that’s propping up real estate values, but it’s not sustainable.
80% of your business lives between the 5th and 12th call.
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At the start of the show we answered questions about following up with unrepresented buyers at open houses and buying leads on Zillow. Next, we talked about the importance of not pushing people to sell, and the fact that we’re likely to have a market correction soon. We went on to share the different price ranges a home can sell for depending on whether it’s marketed or just put on the MLS.
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We also shared insights on;
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You want to be a great consultant with sales skills. -Matt Johnson
The difference I’ve found for selling at the low end or the high end is the marketing that goes into the property. -Matt Johnson
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If you try to pull or push a seller out of a house, or you’ll do is push yourself out of a contract. The key thing is to be a consultant who also has the ability to sell, only when it is the best interest of the client. The burden of proof is on us to show value and professionalism. It’s our job to show clients the difference marketing makes in them achieving their ultimate goal - selling their home at the best possible price.
YouTube is only second to Google as the biggest search engine for video. What do you need to start making your own videos? How can videos bring efficiency to listing appointments? How does the medium make you more relatable? On this episode of Real Estate Uncensored, Amy Broghamer is back to talk about opportunities in video and her tactics.
The two things people size up when they meet you right away. They decide if you’re trustworthy or warm and they decide if you’re competent. -Amy Broghamer
Takeaways + Tactics
So many people are out there trying to create content when all they should be doing is documenting what they’re doing.
70% of people prefer to watch a video than read a block of text.
In 7 seconds people can determine whether they can trust you and if you know what you’re talking about.
Imperfect video that doesn’t look professionally produced actually gets more engagement and makes people to trust you more.
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At the start of the show, we shared data on video and why you need to be adopting it into your marketing strategy today. We also shared on the role video can play in getting people to like and trust you. We also discussed finding the right length for your video, “the less you know someone, the shorter your video should be.” Amy also talked about engagement, and we discussed how it makes you more attractive to the Facebook algorithm. Towards the end of the show, we shared on the importance of lighting and sound, and we also talked about video on other social platforms.
Amy also shared insights on;
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The more engagement you get on FB Live, the more the algorithm will know that it’s valuable content. -Greg McDaniel
Implement now, perfect later. -Amy Broghamer
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If people like you they’ll listen to you, and if they trust you they’ll do business with you. You have to start establishing that trust and connection, and if you can do that with video, you’ve got a head start and you’re setting yourself apart right away. The goal isn’t to be have a TV grade video, so don’t worry about how you look or how you sound, just bring value. People will be attracted to how relatable you are.
Guest Bio-
Amy is a Realtor based in Cincinnati, Ohio. Her selling background is one of her major strengths as a realtor, along with her ability to be direct and honest with her clients as well as caring for their needs as she guides them through what can be an overwhelming time in their lives. Go to http://amybsells.com/ for more details.
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To download bonus material, and stand a chance to win a camera go to https://amyb.com/reu/.
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Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
The one thing people get wrong about real estate is not treating it like a business. How can agents be trained to become leaders in the selling process? What are the indicators of the coachability of an agent? On this episode, Scott Trembley and Jeremy Janks share on the strategies around people, innovation and marketing in their business, recruitment and leadership.
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The customer is not coming to you to for information, they are coming for your advice and for you to lead them through the process. -Jeremy Jenks
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Takeaways + Tactics
You’re setting up an agent to fail if they get a lead and can’t follow up with it for 2 hours.
A lot of what gets lost in the lead gen conversation is what to do with a client when you get one.
Mapping out every part of the lead gen and selling process allows you to anticipate the agent’s fear points, and address them proactively.
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At the start of the show, Scott and Jeremy shared on the strategy they put in place to get agents motivated to come into the office early. They also told us how their partnership came together, and how ISAs fit into their strategy. We also discussed how people spend so much time chasing business, but not leading it. Scott and Jeremy also gave an overview of how they mapped out the perfect sale, and the different points agents have to hit, as well as the impact of removing fear.
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We also shared insights on;
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Skill set matters along with accountability. -Scott Trembley
How do we remove fear at each point so they can move right down the road, and be the leader in the process. -Jeremy Jenks
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People don’t want to buy, they want to be led. That’s only possible if the agent is able to take ownership of the relationship, and lead the process to the client’s desire. Fear gets in the way of this leadership, so proactively mapping out and thinking in-depth about the agent’s fear points, is an antidote to some of the biggest issues in real estate. Most people live on the fearful side of their brains, completely removing the fear changes how the job gets done.
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Scott Trembley
Scott is the President of the Trembley Group. He has been a leader in the Real Estate industry for 18 years. He has helped over 1500 families find their dream home while producing over $450 million in sales. After training with Scott for a little over a year, none of his agents make less than $100,000 by their second year. Scott has scored #1 nationally, out of 300 sales leaders, during Leadership and Emotional Intelligence testing for one of the nation’s largest builders.
Jeremy Jenks
Jeremy is the VP of Sals at the Trembley Group. He has assisted over 400 families find their dream home while producing $75 million in sales in just 8 years, beginning in the midst of the recession. He has created a dynamic training program for new agents, which provides a blueprint for instant success. His primary focus is giving back so that new agents can learn from his path to success.
Go to for more information https://www.thetrembleygroup.com/.
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
Visit www.mcdanielrealestatesystems.com for more Real Estate Uncensored and Training Courses
If you want to transition from agent to business owner, you have to shift from leveraging your own skills to leveraging other people. -Matt Johnson
The average agent is in danger of being swept out of business at the next market correction. How do you hold onto the clients you have, and set yourself up to increase your market share? What filters and rules will steer you towards your most productive and profitable real estate career? On this episode, we discuss the book All I Want to Know is Where I’m Going to Die So I Don’t Go There, and we answer audience questions about cold calls, leverage and nurturing your database.
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Takeaways + Tactics
Decision making filters help you eliminate bad calls so you're only ever choosing between good decisions and great decisions.
Whatever decision you make, look at the opportunity cost. If you say yes to something what are you saying no to?
If you’re not forming and maintaining real relationships with buyers and sellers, the big players will sweep the market at the next correction.
Just because something is hard to learn doesn’t mean you shouldn’t try to apply yourself to learn it.
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At the start of the show, we answered questions about prequalifying sign calls, and firing a seller who came from a referral. Next, we shared on using filters and rules to eliminate bad decisions, and steer your way towards the right ones. We also discussed cold calls and where people max out in terms of profit. We went on to discuss the importance of working on tonality when you do calls.
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We also shared insights on;
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The people who make money off of cold calls will max out at somewhere between $150k and $350k. -Matt Johnson
The way to make millions is by getting leverage, and getting things done through other people, not maxing out your personal productivity. -Matt Johnson
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Refining your service offering comes down to filtering out the things that hold you back.The skill set of calling is valuable, but to scale up a business, leverage is going to be most necessary skill. To set yourself up for the next market correction, you need systems, relationships and to get better at keeping in touch with your database. Ultimately, by staying in your circle of competence you are building the best hammer and that will help you find the right nails.
At the end of the day you still have to go prospect, that’s your highest value work. -Matt Johnson
There’s virtue in putting out a lot of content, but how do you make sure you’re putting out something that will stick? What kind of content should you be aiming to create? How do you go about hiring the right people to help with social media strategy and execution? On this episode, Gene Volpe is back to share more valuable insights and tactics that will make a huge impact to your local marketing.
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Takeaways + Tactics
The busier you are in the business, the more that comes across to your clients and the less likely they are to jerk you around.
Successfully scaling up and hiring people to help you comes down to knowing what you’re going to do with the time you’ll save.
The Facebook algorithm rewards consistency, creativity and dynamic content that people want to see.
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At the start of the show we answered a question about a buyer wanting to view a home that’s out of their price range. We also talked about the importance of having a pre-approval process in your business. We shared on how you can set yourself up in a way that stops clients from jerking you around. We went on to share how Facebook decides how many people will organically see what you put out, and what the algorithm rewards.
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Gene also shared insights on;
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Marketing: The best way to gauge if it’s working is that the number of conversations and activity you have with human beings will increase. -Gene Volpe
If you keep moving into higher value work you can keep hiring and afford to pay for a social media service. -Matt Johnson
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The best metric for the effectiveness and success of your marketing is the increase in human interaction. When it comes to reaching this metric, video content is king right now. Facebook decides how many people will organically see what you put out, and if you’re consistent, creative and dynamic, your content will perform a lot better. A lot of people won’t know what they want to hear until you tell them, and that’s where carpet bombing comes into play. Put out so much content that you can hit many people at different times and needs.
Guest Bio-
Gene Volpe is the founder of GVI Media (formerly Your Real Estate Concierge), speaker and local marketing expert. He has over 9 years of experience in the marketing arena. He is also well versed in the real estate field including buying, selling, renting, marketing and consulting on over 200 real estate transactions. He is an expert in brand establishment and elevation and remains on the cutting edge of real estate marketing with a hard focus on video and social media. Go to http://www.genevolpe.com/ for more information.
Start practicing imposing a structure on yourself right now. -Matt Johnson
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Successful agents need to be prospecting all day. What does the average day look like for a successful growing agent? If you aren’t licensed yet, what can you start doing right now to lay the groundwork to get started? How do you go about imposing structure on your day? On this episode we talk about setting yourself up at the start and the mentality and emotions of working with clients.
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Takeaways + Tactics
The biggest brokerage in the area might not be the best fit for you. Look at culture, training, management and commission splits.
Commission splits: if the broker doesn’t make money off you doing the deal, there’s very little incentive to help you close more deals.
About 10% of deals in pending will fall out.
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At the start of the show we discussed brokerages and choosing the right one for you. We also shared on the importance of prospecting, and how commission splits have to do with how much incentive the brokerage gets. Next we discussed the importance of creating structure in your freedom, fine-tuning your morning routine, and why you don’t need to be an authority to share on social media. Towards the end of the show, we shared on freedom in the job.
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We also shared insights on;
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The complexity of real estate is job security. -Matt Johnson
There’s a difference between a mentor and a leech. -Greg McDaniel
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Most people only call their database when they want something. When you’re not an agent yet, you can effectively contact them now, and build a relationship when don’t want anything from them. It’s also necessary to prepare yourself mentally for the work by setting goals and structuring your day and schedule towards them. Take a look at your morning routine and modify it to suit what brings the most out of you. Vet every situation to the best of your ability, expect problems from the get-go, and get better at learning stuff.
Category design is the ability to create or recreate a whole new market category around a problem and therefore a new solution. -Christopher Lochhead
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Most people are living in someone else’s thinking. How do you find your space and create your own category? Why is it important not to accept the paradigm of your market? How do you go about designing a category in real estate? On this episode, Christopher Lochhead talks about disruption, positioning yourself in your market and the magic questions of category design.
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Takeaways + Tactics
There’s top-line revenue and there’s profitable business, those two are not always the same.
Prime movers create new categories and those categories are predicated on exploding abundance.
If you want to be the dominant player who gets the revenue and the margins, differentiation matters, and the way you differentiate is on the type of clients.
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At the start of the show, we answered a question about knowing where a seller is moving to. Christopher Lochhead then joined in on the fun, and gave insights on category design and how it came about. He also shared on herd mentality and how it dictates how we behave. “Humans don’t want to be outliers because our primordial selves know if you're an outlier, you’re going to get eaten first.” We went on to talk about the importance of being rigorous on use case and persona. Towards the end of the show, we shared on the power of creating more abundance.
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We also shared insights on;
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There’s revenue but not all clients are the same value. -Christopher Lochhead
Every service and product we all love exists because a legendary innovator built a product/service, a company and a category at the same time. -Christopher Lochhead
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The three magic questions around category design are, “what problem did I solve, if I solve the problem what category am I in, and how valuable is my company/business?” It’s important to use clarity in your category design to position yourself, and evangelize a point of view that not only attracts your true tribe, but also repels the wrong people. You have to be willing to be an outlier, be rigorous with personas and use case, and be driven to create more abundance. Ask yourself whether you’re creating new abundance or fighting over a dead carcass.
Guest Bio-
Christopher Lochhead is co-author of the groundbreaking, Harpercollins produced book: Play Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets. He is also the host of the Legends and Losers podcast. Go to lochhead.com for more information.
What we see and hear activates the backs of our brains before it gets to the top of our brains where it makes sense. -Dr. Debra Dupree
People who hate salespeople think they are trying to convince them to do something they don’t want to do. How does this view differ from positive persuasion and influence? How do you overcome fear through self-awareness and emotional intelligence? On this episode, Dr. Debra Dupree shares on communication, emotional intelligence, and how to give prospects a sense of security when you talk to them.
Takeaways + Tactics
The more emotional intelligence you have, the higher and faster your career/business rises.
To be a more effective listener, remember the sounds of the BEACH: beliefs, expectations, assumptions/attitudes, concerns/challenges and hopes.
Before you take an action ask yourself how you want to feel on the other side of the decision.
If you don’t feel like you’re the expert be the student that shares.
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At the start of the show, Debra shared her insights on the difference between coaching and consulting, and how to identify a person’s communication style through DISC profiles. Next we shared on the importance of overall emotional intelligence and how it connects to self-awareness and relationship management. She also shared on the different parts of the brain, how fear limits our cognitive function and the process for overcoming your own fears. We talked about methods to be a better listener, and how people can use audio and video to improve their communication.
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Dr. Debra also shared on;
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We can shift how we feel both mentally and physiologically, by shifting the direction of our thoughts. -Dr. Debra Dupree
Even if you know your stuff, unless you really practice how to apply it, it doesn’t really settle in emotionally. -Dr. Debra Dupree
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When it comes to positive persuasion and even overcoming your own fear, awareness is half the battle. Once you know your physiological and emotional signs of fear, you can use reflection to identify the source of the feeling, and realize it’s just a sensation. This takes emotional intelligence. Awareness also serves you well in tailoring your communication to a specific person. The key is listening, looking at body language and knowing if the prospect is focused on the what, who, how or why. Remember to listen for the sounds of the BEACH, and also explore their fears, values and needs.
Guest Bio-
Debra has for years been fascinated with makes people tick, at work and at home. She became a therapist, a mediator, a professor and doctor of psychology. She is now a public speaker and author. To reach out to Debra and get her coaching materials go to http://relationships-at-work.com/ or follow her on Twitter @RTMCoach.
The big push in real estate is expansion by way of franchising an entire business system. How do you build something people would want to plug into? What are the pros and cons of buying into something? How do franchisees protect themselves, and franchisors provide value? On this episode, we talk to David C. Barnett who shares on business broker transactions, and the risks and opportunities involved in franchising.
The stuff that’s really awful happens when the franchisee puts themselves in the position where the franchisor has incredible leverage over them. -David C. Barnett
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Takeaways + Tactics
Residential real estate is going towards a flat-fee menu of services, and more of a business consulting model.
If you shut down a franchise, a franchisor can actually sue you for the balance of royalties that would remain under the life of the agreement.
The most important thing to be clear on when it comes to franchising is how easy your exit would be.
If the first 4 or 5 franchisees are out-of-the-park successes, everyone after that will look at them as the model.
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At the start of the show, David shared how he got started in his career and what he learned about business. “Real world, main street, small family businesses don’t operate the way big corporations do.” Next he shared how he uses YouTube to put out valuable content, “the most important thing is putting out something that is quality - algorithms track behavior.” We also discussed the franchising push that is happening in the real estate industry. We shared on how the franchising model works in the hairdressing industry and towards the end of the show, we discussed how to create something people would want to plug into.
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David also shared insights on;
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Part of marketing is you’re trying to put something in a box that people understand. -Matt Johnson
It’s easier for a buyer to buy a business, than it is to buy a business and build it at the same time. David C. Barnett
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When you buy into a franchise, you might not be getting a business, but leasing one. If you want to use someone else’s well-tested rulebook, franchises can be a great model. You just have to look at what exactly you’re paying for, the risks involved and how the rules can change down the road. Protect yourself by getting into something that has a reasonable exit for you, and maintain good franchisor-franchisee relationships. Remember once you’ve invested, you’re committed.
Guest Bio-
David started a finance consulting practice in 2006 began brokering the sale of companies in 2008 and bought a Sunbelt business brokers office in 2009. He arranges financing for hundreds of start-ups, acquisitions or expansions. He is also the author of three best-selling business books; 'Invest Local: a guide to superior investment returns in your own community,' 'Franchise Warnings: What you really need to know before you buy' and 'How To Sell My Own Business: A guide to selling your own business without paying a broker's commission. Go to davidcbarnett.com for more information.