Technology has ushered in many changes to real estate. Some changes are small, and others are set to completely revolutionize everything about our business. How can we play within these changes, or prepare our businesses to avoid getting overrun by disruptors? On this episode, we answer these questions and other viewer questions about remaining relevant in a changing real estate business.
If we want to survive in this industry, we should make sure we’re “Tom Cruise famous” with at least 50 people. It’s really about relationships and making sure we’re close to our database. -Greg McDaniel
Takeaways + Tactics
In lead follow up, texting irks people because they aren’t expecting it. We need to explain the purpose of our texts and make them personal.
Tech companies are winning the battle for the hearts and minds of consumers, and there’s very little incentive for them to bring agents into their model.
The more we operate in the space where we’re not selling cookie-cutter homes, the less likely we are to get replaced by tech companies.
Most real estate agents are worried about what the influx of tech companies in our industry means for our survival. As much as there’s a lot of change on the horizon, it doesn’t have to be all gloom and doom for us. If we want to sustain the traditional model, we have to get into action right now. We have to build strong relationships with clients who will always want to work with us and move out of the business of cookie cutter homes. If we play in our own league, we won’t get replaced.
According to Perry Marshall’s book, The truth about the big outcomes we get in business and in marketing is that they come from about 20% of our actions. The challenge is that most of us are inundated by tasks that don’t really move the needle in our businesses. How can we analyze and evaluate our time so we can use it better? What is the best and highest use of our time? On this episode, we talk about the 80-20 rule and how we can use it to our benefit.
In sales and marketing, most of our results come from very few things we’re doing. -Matt Johnson
Takeaways + Tactics
The truth about business at any level is that there are certain activities that may not take up all our time, but unlock the most growth, success and profit. Whatever plateau we find ourselves at, the key to breaking through is freeing up time for those higher value activities, and then passing everything else to somebody else. Each stage of leveling up comes after we hone in on a higher value activity, and that concept rules and changes everything in our lives.
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quick start guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
In the real estate industry, building relationships is crucial for success. How can we build rapport with our clients? What can we do to assemble a great database of people to bond with in the first place? On this episode, we discuss why relationships are vital in real estate, and how to go about building them.
You have to be as visible as possible in your community. -Greg McDaniel
Takeaways + Tactics
Real estate is a people’s business, so it’s vital we connect with as many people as possible. While it can be anxiety-inducing at first, if we commit to meeting as many people as we can, we stand ourselves in good stead to build great relationships that benefit our businesses. Remember to be authentic in all dealings, and focus on conversation and transparency, rather than sales. By building rapport with clients, we can make sales without a pitch.
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quick start guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
So often, the only thing holding us back from achieving our goals is us. How can we break the cycle of making excuses, and start making good on the promises we make to ourselves? What tactical steps can we take to hold ourselves accountable? On this episode, founder of GVI Media Gene Volpe and REDX Director of Content Development, Justin Zimmerman, explain how we can all stop making excuses.
Your word is your bond: honor the commitments you make to yourself. -Matt Johnson
Takeaways + Tactics
To achieve our goals, we need to respect and honor the commitments we’ve made. Without making good on our promises, the only people we’re letting down are ourselves. We need to start doing activities habitually and train ourselves until we no longer question them as part of our daily routines. While staying accountable is something we need to do for ourselves, we can also enlist the help of those around us. By simply sharing our goals with others, we add another layer of accountability.
Guest Bio
Gene Volpe is the lead digital architect at and founder of GVI Media. He is also a speaker and national marketing expert, and a social media and video specialist. On top of his marketing expertise, Gene has extensive experience in the real estate and technology industries.
To find out more about Gene, head to www.genevolpe.com
Justin Zimmerman is the Director of content development at REDX. He is passionate about educating people and enriching the lives of real estate agents. Justin believes that through education, agents can build confidence and create successful businesses.
To find out more about Justin, find him on Instagram: @justinzim.personal
You can also find out more about him and REDX on https://theredx.com/blog
If you’d like to be featured on a podcast, visit howtogetfeatured.com or www.facebook.com/pursuingresultsllc/
To get in contact with Greg, head to BOOKMcDaniel.com
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Mobile home parks are one of the most untapped investing asset classes that we could be taking advantage of. What benefits does it offer and how do they match up against the more traditional investing markets? How did our guest build a lead generation system from scratch for mobile home investing? On this episode, we’re joined by real estate investor, entrepreneur and podcaster, Kevin Bupp, who shares on creating passive income through mobile home parks, and relationship networking and lead generation.
Direct-to-owner marketing is all about getting the timing right. -Kevin Bupp
Takeaways + Tactics
When it comes to real estate investing, we shouldn’t just be focused on the trendy and more well-known methods when there’s an opportunity to dominate in an area with very little competition and massive benefits. Mobile home investing is an example of this. With a massive barrier of entry when it comes to lead generation and unmatched benefits, it is the epitome of blue water fishing, meaning we have a higher chance of becoming kings of the category.
Guest Bio
Real estate expert, serial entrepreneur, and host of two podcasts, Real Estate Investing for Cash Flow and The Mobile Home Investing Podcast. Go to http://www.kevinbupp.com/ for more information and to check out his podcast. To learn more about the investing side, go to https://sunrisecapitalinvestors.com/.
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
We tend to think of our businesses as a way to make money, and something we should keep separate from our personal lives. Is it possible to embrace our personal beliefs and passions, while also benefiting our businesses? How can we use our businesses to increase awareness for the charities we believe in? On this episode, host of the Dreaming of Cooperstown podcast and social entrepreneur Scott Morris shares how we can build social good into our businesses.
Making a difference in other people’s lives will bring the riches and success you’re chasing. -Greg McDaniel
Takeaways + Tactics
As business owners, we have the power to bring awareness to the issues we feel strongly about. We no longer need to hide our advocacy or be afraid to share why we support certain causes. Use the positions we occupy for good- there’s no reason why our businesses shouldn’t benefit from our social good. In fact, we can do good while benefiting our businesses.
Guest Bio
Scott Morris is the founder of SRM Real Estate Group. As a social entrepreneur, his business model is based on promoting social good and encouraging advocacy for good causes. He is a speaker, advocate for type 1 diabetes, and the host of the Dreaming of Cooperstown podcast.
To find out more about Scott, visit Scottrmorris.com and Srmrealestategroup.com
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
There are some common fears that agents have when they scope out a speciality, and they center around having enough business and feeling like they’re limiting themselves. How can we overcome these fears? What should we be looking at when deciding on niche markets? How can we add value to the clients we serve in the downsizing market? In this episode, Kim Stanley explains what we need to do to specialize in the downsizing market, as well as how her downsizing specialist course can help us build our business.
There are six subsets of downsizers and you should choose the sub-niche that fits best for you and for your market. -Kim Stanley
Takeaways + Tactics
Nationally, 10,000 people turn 65 every day and together they’ve got $2,5 trillion to invest in real estate. The people who fall into the downsizing market are the most financed niche in the United States. One of the toughest decisions agents have to make is choosing what to specialize in, and there is a lot of fear around making this choice. By looking at demographic and market statistics in our area we can put those uncertainties to bed and cater to the needs and wants of the sub-niche market that aligns with us and our local market.
Guest Bio
Kim Stanley is the President of and Real Estate Coach for Downsizing My Home LLC in Austin, Texas, and a Broker/Realtor of the National Association of Realtors. Kim has spent over a decade immersed in the Senior/Downsizing industry as both a real estate professional and most recently as a Senior Move Manager. Her personal and professional experiences in overcoming the overwhelm of her clients led her to write a workbook called “Making a Downsize Move - Your Guide to a Rightsized Lifestyle”, which includes a Downsizing Toolkit. Kim has used her workbook to help hundreds of people move forward more quickly, easily and with less stress. She is passionate about equipping real estate professionals who serve downsizing home sellers and buyers with enhanced resources and unique messaging to create a fulfilling, successful career.
https://www.facebook.com/Downsizing-Specialists-in-Real-Estate-1014805062032093/
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
For newer agents, the biggest challenge is getting those first leads going in order to get your first deal. How can we create opportunities to get in front of potential clients? How can we do open houses well? How can you build pieces into your business to increase your chances of getting a deal? On this episode, Colemere Realty leader, Bryan Colemere shares on how to work your way towards your first deal.
Don’t let the fear of not knowing stop you from making the call or holding the open house. -Bryan Colemere
Takeaways + Tactics
Even as a new agent, you have access to many people who can help lead you to your very first deal. The first thing you need to do is really zone into your sphere of influence and start letting them know what you do. Don’t be afraid to make calls, hold open houses and making sure your community knows that you’re in real estate. It might seem challenging to get that first result, but if you leverage your time wisely and employ different tools, you can get results.
Guest Bio
Bryan is a Real Estate agent for Colemere Realty Associates in East Sandy, Utah To get in touch email bryan@colemererealty.com and to get access to training material, go to https://www.facebook.com/utahrealestatetopproducers/.
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
The path to happiness and success is full of mental traps that our minds put us in. We create all these reasons why we can’t do something based on uncertainty or ease, especially when we are starting out. How does facing adversity help us minimize excuses? What mindset should we have when making commitments to ourselves? How can we train ourselves to consistently spend time working on our personal goals? In this episode, Justin Zimmerman talks about personal growth and development, and how building rituals and routines into our lives can help us grow in the way we want to be growing.
Everything starts with how strong and serious your internal commitment to yourself and to your goals is. -Matt Johnson
Takeaways + Tactics
When we face enough adversity and overcome it, the voices in our heads that tell us we can’t do something become insignificant and the excuses we used to make for ourselves become irrelevant.
We often don’t honor the commitments we make to ourselves in the same way we honor those with others. Once we make a commitment to ourselves, we need to honor it and get over our excuses.
When we have a dedicated time every day for doing what we need to do to reach our personal goals, we are training ourselves to do it automatically. Our excuses for not spending time working towards our goals fall away because it’s pre-negotiated.
The commitments we make to ourselves are just as important as the ones we make to others, yet we seem honor them less. These commitments, and the fulfillment of them, play a big role in our sense of self and our confidence. We need to get past the excuses and negotiations we have with ourselves about taking the steps to reach our personal goals by making sure that we have a dedicated time blocked off every day to work on these goals. Once we have built this into our schedule, the excuses we used to make fall away because taking that action becomes automatic and something that we have pre-negotiated.
Guest Bio
Justin Zimmerman is the Director of Content Development at REDX, a SaaS-based software company that helps real estate agents develop sustainable businesses. REDX provides the highest quality lead data for prospecting and empowers agents with the best practices for acquiring new clients. Justin runs a content team that teaches real estate agents to build successful and predictable businesses and he loves that the sole purpose of his work is to educate and enrich people's lives. He has built a content creation system, and a team around this system, to relentlessly discover their audience's needs and the solutions to those needs. Justin and his team understand what blogs, videos, social media, and webinars they need to create to best help agents, and that's why thousands of agents trust REDX to help them get smarter, faster, richer, and most importantly, confident.
https://www.instagram.com/justinzim.personal
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Most agents feel like they can’t buy investment property because they don’t have the money to. Instead of focusing on our money that comes in and goes out, we should be looking at what assets are available to us. How does the banking system keep us poor? How can we break free from that? How can we use money and assets in a way that helps us build a life of freedom? In this episode, Chris Naugle discusses how the banking system really works, and how we can adopt its systems to be more successful.
You can double your money and you don’t have to work any longer or any harder or change anything in your life - you just have to use the money that’s sitting there doing nothing. -Chris Naugle
Takeaways + Tactics
We need to start working on our business instead of in our business, and our business will explode.
We don’t need to have money to be successful - we have to be resourceful and learn how money works, and we can figure out how money works by looking at what banks are doing and duplicating it.
To be successful people we need to do two things really well: invest our time and invest our money.
The banking system is set up to make banks more money and to keep us reliant on them in a cycle of debt. By using money from 401(k)s, home equities and other assets that are just sitting there doing nothing, we can invest in ourselves and our business and become our own bank. If we don’t have assets like these, we need to approach those who do with the opportunity to use and make money from their assets that are otherwise sitting stagnant. We need to learn how to make money work for us so that we don’t have to work harder for less.
Guest Bio
Chris Naugle is a nationally recognized entrepreneur and has managed over 30 million dollars in assets in his 16 years of high-level experience in the financial services and advisory industry. Chris specializes in alternative investments, retirement strategies and wealth accumulation. Using his expert knowledge in finance he has successfully bought, renovated and sold hundreds of properties. Through his passion and success in real estate, Chris became co-founder and CEO of FlipOut Academy, a real estate education company that coaches its students on how to get results and create passive income through real estate. He has built and owned 16 companies since 1992. Chris went from a $500 loan in his mom’s basement to having a 10,000 square foot incubator office space and a multi-million dollar real estate business. He also hosts his own podcast “Real Estate Money School”, and has authored a book called “The Private Money Guide”.
https://www.amazon.com/Private-Money-Guide-Solutions-Finding/dp/1790757762
https://chrisnaugle.com/category/podcast/
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
There is a language and a flavor to every different social media platform, and we should therefore have content that makes sense for each of these platforms. We can make the most boring content engaging by putting it across in a relatable way, we just need to change our mindset about our content. How can we leverage social media algorithms to our advantage? How do we create engaging content? What can we do to improve our hashtag strategy? In this episode, social media and social sales expert, Chelsea Peitz explains what we need to do to use Instagram effectively, and how doing so will help our brand and business grow.
High-touch is critical today - just because it’s technology-involved it doesn’t mean that you’re taking the humanity out of it. -Chelsea Peitz
Takeaways + Tactics
There is a lot to learn about social media algorithms - not only are they always changing but they are different on different platforms. We can leverage and work with these algorithms if we know how to use them. Our industry is still about relationship building, and we need to be able to build that trust through technology. By posting and sharing the right content for the platform regularly, recognizing the difference between the various content streams on a platform, utilizing relevant hashtags, making use of direct messaging, and changing our mindset about the content we put out there, we can use social media platforms like Instagram to not only build our brand, but make relationships and generate more business.
Guest Bio
Chelsea Peitz is the National Director of Social Sales at Fidelity National Financial and is the Creator and Host of The Voice of Social Sales Podcast. She mentors elite sales teams and operational leaders to create impactful personal brands that will multiply their market share and mindshare. Through her corporate training programs, she helps her nationwide 30,000-strong team develop client-focused content that shares value, create a trustworthy reputation that attracts their ideal client, engage authentically, feel empowered by social media, use social networks with a purpose, and get more clients and close more deals. Chelsea also provides weekly video tips on Community Growth Strategies, Social Platform Updates, Organic & Paid Lead Gen, Content Planning and Personal Branding on LinkedIn. She graduated college before Y2K which means that she didn’t grow up with social media, and started a professional career before Facebook existed. She was in sales before social, and she knows what it’s like to feel overwhelmed by the platforms and unsure of how to begin building a brand and generating business. Chelsea’s mission is to lead with heart, humility and most importantly, humanity.
Most real estate agents come across deals they could invest in and miss out on the opportunity to create wealth. How are the investment opportunities different for single family and multi-family properties? How can you identify a good deal? How can you start building the property to get into multi-property investments? On this episode, we’re joined by multi-family property investor JC Castillo, who shares how agents can get started.
Takeaways + Tactics
The three things you should look at for multi-family investments is location, financials, and value creation potential.
Multi-family units are priced differently to single family homes which use comps. Multi-family units are priced based on profits and performance.
Value plays are the X-factor in successful multi-family investment. These are improvements and changes you can make to the units to add value to them.
Through multi-family property investments real estate agents can build wealth and set themselves up for a better future. If you can find a property in a good location, with good financials and the opportunity to add value to the units, you can do very well. What’s key is getting the education to help you get started, and if possible to partner with other people to make the whole process less overwhelming.
Guest Bio
JC Castillo is a real estate investor and Managing Principal at Multifamily Property Group. In 2006 he founded Multifamily Property Group (MPG), a private equity firm focused on acquiring, renovating and operating large scale value-add apartment properties. Based in the Silicon Valley, JC connects California capital with out-of-state investment opportunities that have made his clients millions in cash flow and many millions more in appreciation. His personal investment philosophy is simple - go long, not short with tax advantaged, cash flowing real estate in quality locations. For more information and for a free 15 minute call with JC, go to https://www.multifamgroup.com/ and use their contact page to get in touch. You can also check out the Apartment Investor Network on Facebook https://www.facebook.com/apartmentinvestornetwork/
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Video content is probably the biggest component of being able to grow your influence and database online. How can you leverage video content? What kind of content can you create if you want to engage with people? How can we evoke emotion using video? On this episode, we’re joined Genesis Home Team leaders Eli Schmidt and Will Grimes share their winning video content strategy.
The more positive emotions you can invoke for someone, the more they will like you and want to know more about what you do. -Gene Volpe
Takeaways + Tactics
You don’t have to be an expert to create content. By documenting the things that work for you, you’ll also alleviate arguments and negativity from social media because you are just sharing your own experience.
Don’t beat people down with selling what you do, just show up consistently and when the need arises, people will want to work with you.
Don’t look for immediate ROI/cause and effect in your video content. You have to be consistent and persistent to get results.
When it comes to real estate, people are already sold on the what, they want to buy or sell a house. What they need to be sold on is the person they need to work with. This is where video content comes into play. It allows you to show off your personality and value which makes people want to work with you. If you set yourself apart and always show up authentically, you will attract your database.
Guest Bio
Eli and Will are the team leaders of Genesis Home Team, based in Denver, Colorado. For more information, go to https://www.genesishometeam.com/. Find Will on Facebook and Instagram https://www.facebook.com/will.grimes.12 https://www.instagram.com/will_grimes/.
Follow Eli on Instagram https://www.instagram.com/realestateandweights/.
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
When it comes to becoming successful in real estate, our daily schedules and how committed we are to them are key. How do you structure your time to prospect, generate leads and still have a life? How do you follow through and hold yourself accountable to the not-so-fun but necessary parts of the job? On this episode, we’re joined by Gene Volpe to discuss how to set a schedule that helps you achieve your goals.
You’ll learn about;
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
As real estate business owners, a huge part of our businesses can be leveraged and assigned to other people. We can prepare ourselves for this by looking at what you’re currently doing, and if it’s the most important work that moves the needle. The next stage is documenting everything. This is key because it helps us lay out what we need to do next and which positions to hire for next.
You’ll learn about;
Guest Bio
David Ramsey is the CEO of MyOutDesk. Founded in 2008, their mission is to provide Realtors with indispensable leverage through Virtual Professionals to help them regain their time freedom and have the ability to grow their business, all while reducing costs. Go to https://www.myoutdesk.com/ for more information.
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
For many real estate team leaders, the job and the money they make comes with a high level of stress which destroys their quality of life. What are some of the biggest mistake agents make when it comes to the business models they built? Why is it so dangerous to be heavily invested in buying online leads? Why is the service we provide so critical to our success? On this episode, Real Estate B School founder and Business Freedom Podcast host, Lars Hedenborg joins us to talk about how he helps real estate teams run on the right models.
A lot of teams aren’t set up on the right economic model or the right service model and most team leaders have to be in production because of those two things. -Lars Hedenborg
Three Things We Learned
The problem with real estate teams
Most real estate teams are held back by how they are built. They hire a collection of agents with no shared core values, they spend way too much money on marketing and they don’t focus on providing a good service.
A strong business isn’t just about leads, it’s also about service
It’s not just about putting down money for leads, it’s also about the service you provide on the back end. Most teams could probably break even on online leads for a while, if they were also pairing that up with a strong commitment to repeat and referral business.
Why it’s not wise to invest in mass advertising
Real estate agents got drunk on the leads they were getting from Zillow, but just like all mass advertising nowadays, you’re paying a premium to reach unqualified, undifferentiated people.
What business means to most real estate business owners is putting in a lot of hours, bringing tons of stress home to their families, and failing to increase their net worth. Unfortunately, running a business this way is unsustainable, especially if you’re heavily invested in online leads. To make a change, it might be necessary to reduce your transactions, start focusing on giving a high level of service, get marketing spend under 10% and work with agents who are willing to get a value-based commission.
Guest Bio
Lars Hedenborg is the CEO of High Performance Real Estate Advisors and the Founder of Real Estate B-School. After leaving a corporate career behind him, Lars decided to join the real estate industry on the eve of the financial crisis. Despite starting his journey during such a volatile time, however, Lars became incredibly successful. His triumph led to his decision to help others in the industry, and today he is passionate about coaching agents and entrepreneurs.
To find out more about Lars and his coaching, head to: https://www.realestatebschool.com/.
Check out his podcast, The Business Freedom Podcast https://blog.realestatebschool.com/podcast.
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
A lot of Realtors don’t really understand where their business is coming from or who their main audience is, and many who are active on social media are not generating sales from it. What does it take to connect with people and build real relationships online? How can we get clients on social media without paying? How do we translate engagement and attention on social media into sales? In this episode, David Greenspan explains how we should be approaching social media to build our brand and give ourselves more opportunity.
If you’re on social media every day building a little bit of mindshare, the reality is the brand is building and you’re giving yourself more opportunity. -David Greenspan
Takeaways + Tactics
We have two main audiences: people we know and people we don’t know; and by continuing to build the relationships we have with people we can positively transform our business.
We need to be doing five things to build a good social media presence: make posts, like and react to other people’s posts, comment on other people’s posts, share other people’s posts, and send out friend requests or follow people.
We can best build relationships online by evoking emotion. It is the fun, silly, relatable content that generates responses, and we need to be having conversations in order to build relationships.
The types of education that are currently out there for Realtors teach a lot about the legalities and what to do when we sit down with a client, but they completely bypass how to get a client there in the first place. By consistently delivering the right message to the right audience via the right channel, we can have real conversations with people, take those conversations offline, and give ourselves more opportunity to make a sale.
Guest Bio
David Greenspan is the Vice President of KiTS (Keep-in-Touch Systems) and has been working with sales people and teams across Canada for nearly a decade, helping them build and grow MindShare. We see over 3,500 advertising messages a day, we notice six, and we retain two. As marketers, we create the noise, and then we spend every minute of our days trying to break through it. David, an expert in ‘WOW’ factor Keep-in-Touch marketing, shows audiences in a fun, energetic and down-to-earth way how to use the science behind marketing to make business come to you. His specialties are cross-channel marketing, concept, execution and variable data.
https://www.facebook.com/mindshare101/
https://www.instagram.com/davidgreenspan101/
https://www.linkedin.com/in/david-greenspan-1b085713/
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
One of the things that happens to many of us is that we set goals in our personal and professional lives but we find them in conflict. What is the core reason behind this conflict? How do we prioritize our goals? How do we overcome the stories we tell ourselves that hold us back? On this episode, we are joined by the Silicon Valley Coach, Kelly McCarthy, who talks about how to get more clarity and focus in our goal setting.
We can talk about goals all we want, but our internal ladder of values is actually what determines our behavior. -Matt Johnson
Three Things We Learned
The cause of our goal conflicts
The reason people find their personal and professional goals in conflict is that they put every single value and goal on the same level. There is an order of importance in our goals and it plays out in everything we do.
The importance of slowing down to focus
People are natural doers and they can easily charge towards their goals, but very often what people need is to do a lot less and be. That means they have to slow down and focus.
The purpose of coaches
Learning your values and living into them creates new neural connections in your brain, it’s like building a muscle. It’s a new connection that needs to be strengthened. The coach holds you accountable for living into that value on a daily basis so it becomes who you are instead of it being an effort.
When it comes to setting and achieving our goals, we often think we need to pile on more goals and take more action, but sometimes what we actually need to do is focus and slow down so that there’s clarity before any action is taken. It’s critical to take the time to figure out where your goals lie in order of priorities so that we stay true to our values. By taking the time to really think and feel what we want to do, whatever we do from there will be authentic.
Guest Bio
Kelly is a Certified Silicon Valley Lifestyle Coach. She works with clients who are ready to identify, be driven toward and held accountable to reaching professional and/or personal goals. Go to https://www.thesiliconvalleycoach.com/ for more information or call 925.2530.8051.
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Being an agent in the shifting market that exists today can be challenging, and the changes that are taking place are easier to ignore than to face and act on. How are iBuyers impacting our business? What can we do to integrate iBuyers into our own business? How does specialization and teamwork help us give better service and grow? In this episode, Verl Workman discusses lead generation, lead conversion, and iBuyers, and what we can do to compete with new challenges in our marketplace.
Tracking the right things, understanding your business, focusing on profitability and developing your people - that’s really the crux of running a successful business. -Verl Workman
Three Things We Learned
How to help clients feel at ease with our team
We think that we need to do every single thing for a transaction and that clients expect that of us, but consumers today are trained to deal with specialists. When we are clear that we are the main point of contact but that other specialists will be dealing with each level of the transaction, we create a better client experience.
How to make iBuyers part of our business
We can include advice on and negotiations with iBuyers in our contracts with sellers to assist them in the listing process. By doing so we can make the process more hassle free, and keep our seller’s transaction local rather than having to deal with online strangers at a national level.
Using systems that create freedom
When we look at our business as transactional, we are seeing it as an agent selling houses. We need to think about our business like a leader would by delegating what occupies most of our day, and by focusing on business development, people development and profitability.
Everybody likes to believe that iBuyers aren’t affecting them until they start losing listings to them. We need to lean in to market shifts and talk about them in order to continue to play a role in the transaction process. By working ourselves into every conversation that our consumer is a part of, we remain a part of it too. When we focus on the customer experience, work with a team of specialists and focus on profitability over cash flow, we make room for our business growth in a shifting industry.
Guest Bio
Verl Workman is the Founder and CEO of Workman Success Systems, and he is a Professional Speaker, Consultant and Coach. Over the course of a career spanning nearly 20 years, Verl has delivered over 1,000 seminars, webinars, keynote addresses and other motivational messages to real estate and sales professionals around the world. His coaching focuses on motivating real estate agents and brokers to get real results with today's technology. Verl has over 18 years of public speaking experience, and he earned the Certified Speaking Professional (CSP) designation from the National Speakers Association in 2016. He specializes in sales training and incorporating technology for maximum performance, and his winning attitude and undying passion infuse every encounter with a sense of discovery that empowers him to inspire his clients and truly change lives.
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While there are vast differences between what’s happening in the various high-end markets across the country, there are things that we can do to boost our sales regardless of our market. What is the state of high-end markets at the moment? How can staging and recommendations impact our probability of selling? How can we expand our pool of potential buyers? In this episode, Michael LaFido discusses what agents can do to maintain and grow their sales rate in a shifting high-end market.
7 out of 10 times there are things an agent could do that are within their control to position a home differently and more effectively. -Michael LaFido
Three Things We Learned
Dealing with open house objections
We have to cover one main area of objection when it comes to high-end open houses, and that is security. By bringing on more people to host the open house with us, asking for viewers’ identification details and advising the seller to put away valuables, we can better ensure a low-risk open house.
Growing our pool of potential buyers
By encouraging our sellers to let their personal networks know that they’re selling, and by sending the same message to their neighbors, we can increase the amount of potential buyers for the property. We can motivate sellers and neighbors by explaining how this will give them some control over who their buyer and new neighbor is.
Articulating recommendations without offending
Being able to articulate our staging advice to sellers without offending them is very important. Instead of saying it in a way that comes across as our personal opinion, we should explain why it makes sense from a market research perspective and how it will help their house sell.
In order to keep our sales rates steady and growing in a shifting high-end market, we need to be able to advise sellers on how to best position their property so that it gets the most views, clicks, and eyeball traffic. When advising, we should be careful of how we articulate our recommendations so as not to offend, and so that they understand what changes will help their property sell. We can reach more potential buyers by using social media effectively and tapping into sellers’ personal networks. In this way, we can compensate for some of the more prominent shifts in our market.
Guest Bio
Michael LaFido is a top-producing luxury Realtor®, a national trainer and a leading authority in luxury real estate with over seventeen years of experience in the industry. Astounding results from his pioneering methods have created tremendous demand for his consulting services, as well as his Marketing Luxury Expert Certification. Throughout his career, Michael has displayed the importance of superior marketing when positioning a home for sale versus traditional marketing methods. Michael is the founder of the Marketing Luxury Group. The Marketing Luxury Group assists other real estate agents and affluent homeowners by providing turnkey marketing services including lifestyle marketing, strategy, consultative, and PR services to help agents and owners sell luxury homes using his proven and repeatable strategies. Michael is the author of “Marketing Luxury”, the best-selling book “Cracking the Real Estate Code” and “Luxury Listing Specialist”. Michael’s marketing has been featured by numerous publications and media outlets. He is the founder and creator of the nationally recognized Marketing Luxury Expert Certification program (LUXE) for real estate agents, a nationally recognized leading authority in the real estate industry and is frequently asked to speak and present at national conventions.
michael@marketingluxurygroup.com
https://www.amazon.com/Luxury-Listing-Specialist-Book-Dominate/dp/1974582604
www.luxurylistingspecialist.com
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Buying a house is not only a huge financial decision, but a huge life decision. Buyers often make mistakes because of the fantasy they have of the perfect home, and these mistakes are ones that can greatly impact their lives. How can we help buyers make more informed decisions? What do we need to consider other than their financial position? How do we approach the conversation without offending our client? In this episode, Bill Joyce explains how we as agents can deliver a more holistic service to clients.
There are a lot of mistakes we can make as we chase this fantasy of the dream home - the perfect, happy home - and these are life-changing mistakes. -Bill Joyce
Three Things We Learned
The difference between the price and the cost of a home
We need to remember that the price of a home is not the same as the cost of a home. The price is what you pay upfront and the cost is the ongoing bills and maintenance. When buyers don’t consider the cost, it impacts the lifestyle they thought they could have.
Calculating budget based on personal affordability
A lender is not a financial advisor, and they tell buyers what maximum the bank is willing to lend them rather than how much the buyer can afford to spend. A bank’s lending guidelines have more to do with their profit than a buyer’s happiness, and buyers need to treat buying a home like a financial planning exercise.
Working backwards to make holistic buying decisions
Agents should encourage buyers to figure out what a happy home looks like to them based on their lifestyle and family needs first. When we allow buyers to make decisions based on their fantastical pursuit of the perfect home, the reality often undermines it as they have not considered all the factors.
Time and money are the two most precious, limited resources we have to work with, and a house will consume both. When advising buyers on purchasing a home, we need to make sure that they are carefully considering their finances, lifestyle and family. We need to encourage and equip them to make a sensible purchase that aligns with the things they value in their life so that they don’t make decisions that undermine the idea they had of their life in their new home.
Guest Bio
Bill Joyce is the Owner of Charter~Home in Sacramento. Bill spent 20 years as a consultant out of New York advising corporate clients and travelling the country. Over the years he ended up developing an impressive client list which included American Express, Pitney Bowes, the US Postal Service, along with every major New York advertising agency. Bill was routinely asked to speak at conferences and conventions in his field and wrote articles for trade magazines. In 2004 he changed his career to real estate, a field where his work ethic and problem solving skills could have a genuine impact on people’s lives, with less travel. Bill found his home and purpose in the American homeowner - those stuck in overpriced homes facing the staggering cost of overpaying for housing and stuck where they are for a decade or more. He is writing a book and online newsletter “Surviving the American Dream” in an attempt to spread the word about what really happened with the crash, as well as provide practical advice for taking control of your financial future. In recent years, home ownership has had a disastrous financial impact on the lives of millions of Americans and Bill wants to fix that, one family at a time.
http://www.survivingtheamericandream.org/
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Our work can sometimes consume us to the point where it becomes all that we do and think, and it is detrimental to not only our business but to the other areas of our lives. How can we create freedom within a business model? What kind of team works in this business model? How and where can we cut back on investments in order to hone in on the best ones? In this episode, Bart Vickrey explains what transitions, transformations and successes he had when he decided to shift his mindset from wanting more, to needing less.
What’s wrong with the systems, processes and philosophies that we follow is that once we have what we want, we still want more. -Bart Vickrey
Three Takeaways
The importance of a small, skilled team
It’s important to recognize what your skill set is and then build a team whose skills compensate for the skills you don’t have. When you have a small team it is easier to have a more personal professional environment which is valuable not only in the workplace, but with building client relationships as well.
How to scale back investments
When we have invested too much and need to scale back and focus, we need to consider two main things. The first is which investments do we like the least, and the second is which investments make the most geographical sense in terms of our base.
How to make the most of our database
We need to reconsider how we think about and approach our existing database. If we build personal relationships and show our vulnerability through a proper communication plan, we can retain more clients and generate more leads.
The real estate sales business is phenomenal, but the job of being a real estate agent is often not as great. Practices like cold-calling and door-knocking are part of what makes it tedious, and chasing commissions can often lead to overworking. We need to rethink our approach and consider cutting back in areas that are saturated, and really focus on adding value to our database in a more personal and vulnerable way. When we shift from chasing what we think happiness is to living a good life and having peace of mind, we can have a successful business and a balanced lifestyle.
Guest Bio
Bart Vickrey is the Founder of real estate guru website, realestategoodlife.com, and has over 20 years of experience in the real estate industry. He built a team of incredible people that help service his clients at a very high level, and they've created systems that allow him to sell more real estate than anyone else in his market whilst working no more than 20 hours a week. Agents often work 60-70 hour weeks selling 10-20 homes a year, whereas Bart and his small team sold 151 homes last year working less than a third of those hours.
http://realestategoodlife.com/
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Generating leads is often a tedious and difficult task for real estate agents, and the ways in which we go about doing so have been the same for a long time. What are some unique lead generation techniques we can use? What makes Facebook ads work as a tool to get leads? How is a Facebook ad different to a PPC ad? In this episode, Zachary Nussbaum and Shayne Hiller discuss using Facebook as a lead generation tool for agents.
The front-end offer of a Facebook ad is one of the most vital things to get more low-cost as well as better quality leads. -Zachary Nussbaum
Three Takeaways
The Importance of The offer in a Facebook ad
What you’re offering is the most important part of your Facebook ad. It allows you to get high quality leads at less of a cost. You need to have an appealing deal that your potential lead will find value in.
It’s not about the property, it’s about the deal
It’s important to remember that the leads you generate are a result of them already being in the market, not because of the specific house you’re advertising. This gives you the opportunity to capture leads with a good offer, and it’ll then make it easier to connect with them and eventually convert them.
The difference between Facebook ads and PPC ads
We often think that higher intent leads are more competitive. With Facebook, even though the leads are higher in the funnel, they are not nearly as competitive because you can get in front of a lead before anyone else does. PPC ads will also cost you five times and more than a Facebook ad, and you’ll get less conversions from them.
When it comes to lead generation and conversion, the overarching goal is to provide some kind of value. Facebook ads are an effective way to generate quality, low-cost leads while at the same time providing value through offers. Potential leads have a lot of options, so it is vital to build authentic connections and rapport with them so that you can set yourself apart. Having a script to follow is an essential part of initial relationship building, and once you’re in front of your lead if you continue to develop the relationship and add value, you set yourself up to convert.
Guest Bio
Zachary Nussbaum is a Digital Marketing Specialist at Braintrust Interactive who works to consistently connect real estate professionals with potential clients. Zachary aims to cut out the need for agents to talk to hundreds of unqualified leads, and has for the past five years helped agents generate, nurture and convert leads. He and his business partner Shayne Hiller spend $100,000 a month on Facebook ads to generate and convert leads for real estate agents. They are experts in lead generation, lead conversion, ISA team building and Facebook ads.
https://www.facebook.com/groups/REMCM/
zach@braintrustinteractive.com
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Social media plays a huge role in how businesses are run today. What are the nuances we should be looking at to make sure we’re approaching it the ‘right’ way? How is the future of real estate being shaped by social media and new communication technologies? On this episode, we discuss social media with returning guest and digital media expert, Gene Volpe.
The cost of reaching people online should always be compared to the cost of reaching people in the real world. -Matt Johnson
Three Takeaways
We’re moving towards one-to-one communication
Social media networks are beginning to move away from one-to-many communication. To do this, it seems likely that free tools like Facebook Live will become a paid service. As a result, your organic reach will, in all probability, drop. However, this shouldn’t necessarily be thought of as a bad thing, as online tools will still be more affordable than offline options.
Group messages are the future
A great way for businesses to build relationships with clients in the future will be group messages and chats. The participants in these groups will have freely opted into receiving your content, meaning they’ll be more receptive. While your reach may not be as wide, you’ll be making direct contact with the right audience.
Cold calls are in decline
While most people own smartphones, the reality is most don’t enjoy actual phone calls. This is a big reason why software exists to alert the recipient that they’re receiving a robo-call. Cold calling is no longer yielding the same results it once did, so it’s important that agents re-think their marketing approaches.
Social media and communication technology have made a huge impact on businesses in every industry. While it’s impossible to say for sure what the changes will be going forward, it’s a good idea to pay attention to the current trends and how they’ll affect your company. While social media may be changing as a tool, one thing is for sure: it’s here to stay and will have an effect on how you do business.
Guest Bio
Gene Volpe is the Lead Digital Architect at GVI Media. With more than 10 years’ experience in marketing, he is the go-to expert on digital media, nationwide. Gene is also incredibly well-versed in real estate, having been involved in over 200 transactions. Gene is passionate about establishing brands and believes the best way to reach wider audiences is through digital marketing and video content.
To find out more about Gene, head to: www.genevolpe.com
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Inside sales bring a lot of value to a company, but a lot of businesses fail to create an inside sales team because they don’t know what they don’t know. What are the benefits of having inside sales? Does an inside team mean you have to do away with an outside team? On this episode, Kathleen Black and Shannon Smith of Kathleen Speaks share why inside sales are so important.
It’s not about the team leader getting rich, it’s about every team member having a better lifestyle. -Kathleen Black
Three Takeaways
Inside sales add value
Having an inside sales team boosts your business’s value. This is in terms of your recruitment process, as well as your ability to sell the company later on. Having a set system in place to manage the inside team is crucial for this to be effective.
Inside and outside sales teams can coexist
Having an inside sales team is great for nurturing relationships with clients who aren’t ready to enter into a transaction. However, it’s still important to have an outside team to deal with clients who are ready. The teams will compliment each other in this way.
Where entrepreneurs go wrong
While it’s important to have an ISA team, make sure you’re creating that team at the right time. Ideally, this should be when you have 3 to 4 strong selling outside agents. You also need to ensure you’re hiring the right person for the job- personality type is a big factor here.
The thought of creating an inside sales team is daunting, especially if you don’t know how it would fit into your company. However, once you do understand what it entails- and once you have a team that can accommodate it- inside sales can do a lot to improve everyone’s quality of life.
Guest Bio
Kathleen Black is the CEO of Kathleen Black Coaching and Consulting, Inc. Kathleen is one of the top Real Estate Coaches in Canada, as well as a professional speaker and educator. She’s also the driving force of the Ultimate Team Summit- the biggest summit of its kind in North America.
Shannon Smith is the Elite Coach at Kathleen Black Coaching and Consulting, Inc. With a background in inside sales, Shannon is passionate about teaching entrepreneurs how implementing inside systems can benefit them. Shannon is an avid public speaker, and puts her skills to good use as an elite coach.
To contact Kathleen and Shannon, email them on shannon@kathleenspeaks.com or admin@kathleenspeaks.com
To find out more, visit the website at: www.kathleenspeaks.com
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.