One of the biggest challenges real estate investors face is trying to find motivated sellers. Where should we be looking for them? Are there any specific groups of people we should be targeting? On this episode, real estate investor and coach, Jackie Jackson, shares how to find motivated sellers.
Takeaways + Tactics
There are tons of real estate investors who have got into the wrong deals and over-obligated themselves. It’s a great idea to look for struggling investors because on top of being able to buy the property, we can be a great source of relief to them.
People expecting a baby are also great potential sellers. As families expand, people start looking for bigger homes, but to buy a bigger property, they’ll first need to sell the one they’re in.
Don’t forget about homeowners who may need to relocate within a very short space of time. Military professionals, for example, relocate every few years, so they’re motivated by an urgency to sell quickly.
Guest Bio
Jackie Jackson is a real estate coach and full-time real estate investor. After making a bad investment early in her career, Jackie found herself in $120 000 of debt. Knowing she was determined to become a successful investor, she raised money to hire a mentor by completing 6 months training in the US military. Jackie is passionate about coaching, and believes it’s a non-negotiable step anyone wanting to be successful must take.
To find out more about Jackie, head to
For a free once-off call with Greg, text him on 925 915 1978 or send him a message on Facebook at https://www.facebook.com/greg.mcdaniel.739
You can follow Gene on Instagram at @thegenevolpe or head to his website genevolpe.com
And if you’d like to find out how to become Micro Famous, visit microfamousbook.com
Books mentioned on this episode:
Getting Everything You Can Out of All You’ve Got by Jay Abraham https://www.amazon.com/Getting-Everything-You-Can-Youve/dp/0312284543
All agents should be using video to connect with potential clients, and creating personalized, informative content for YouTube is the best place to start. How can we provide educational videos that resonate with our audience? What kind of content should we be sharing, and where can we find the right information to share? On this episode, podcast host, YouTube personality and real estate broker at eXp Realty, Jackson Wilkey, shares the three videos every agent should be creating.
Takeaways + Tactics
Use video to educate people on the cost of living in our city. Make this even more effective by sharing personal stories. For example, agents with kids can talk about the cost of daycare, or if we’re single, speak about the young professional scene.
Create a video listing the pros and cons of the cities we live in - and be honest. People want to know what they’re getting into when they move to a new city, so give a rounded view of what they should expect.
Use the Internet to find the top 5 neighborhoods in the city, and film a video exploring those spots. Do house tours, visit local businesses and speak about schools in the area.
Guest Bio
Jackson Wilkey is a real estate broker at eXp Realty and an agent at NextHome Realty Connection. He is also one of the YouTubers behind the Living in Portland Oregon channel, and a co-host of The YouTube Agents Podcast. Jackson is passionate about helping people adjust to life in Portland, as well as helping other agents grow their own YouTube following.
To find out more about Jackson, head to:
https://www.youtube.com/channel/UCg4hXpBg94Kyc0hEUDTKIqQ/featured
https://www.linkedin.com/in/jackson-wilkey-b78465133
Links mentioned on this episode:
Niche.com
Bestplaces.net
For a free once-off call with Greg, text him on 925 915 1978
And if you’d like to find out how to become Micro Famous, visit Microfamouspodcast.com and join getmicrofamous.com
In light of current events, the ground has shifted in the markets and no one quite knows what could happen when the dust settles. In the meantime, the best thing we can do is prepare. Can we be optimistic about the future? Should we be playing it safe or planning big moves for the near future? On this episode, CEO and Founder of 1 Life Fully Lived and Co-Founder of Gobundance, Tim Rhode, shares how to surf the big waves of market shifts.
Takeaways + Tactics
Prepare for the worst case scenario, and aim to make the best of it. Now is the time to know our cash position and have an idea of what all our assets are, in case we need to sell them.
Now is not the time to try new things. We have to hone in on the things we’re comfortable with and know we’re great at.
Use this time to research and plan for the next steps we’re going to take when the time is right. Remember, these steps should be well thought-out; there is no need to rush them and risk making a mess.
Guest Bio
Tim Rhode is the Founder and CEO of 1 Life Fully Lived, a non-profit organization dedicated to helping the next generation become self-sufficient. He is also the Co-Founder of Gobundance, a tribe for wealthy, generous men who choose to lead epic lives. Tim is passionate about helping others grow and create the lives of their dreams.
To find out more about Tim, head to:
https://www.facebook.com/1lifefullylived/
Books mentioned on this episode:
The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It Updated, Subsequent Edition, Kindle Edition by Michael E. Gerber: https://www.amazon.com/Myth-Revisited-Small-Businesses-About-ebook/dp/B000RO9VJK/ref=sr_1_1?dchild=1&keywords=the+e+myth&qid=1586261164&s=digital-text&sr=1-1
Tribe of Millionaires: What if One Choice Could Change Everything by David Osborne, Pat Hiban Mike McCarthy, and Tim Rhode https://www.amazon.com/Tribe-Millionaires-choice-change-everything-ebook/dp/B07VJLCRCB
For a free once-off call with Greg, text him on 925 915 1978
And if you’d like to find out how to become Micro Famous, visit Microfamouspodcast.com and join getmicrofamous.com
For more on Gene Volpe, visit GeneVolpe.com
As real estate professionals, talking about the industry on Facebook Live videos is second nature, but it does exclude people who aren’t currently looking to buy or sell a property. How can we create content that keeps people interested, even after a transaction has gone through? Can we offer content that interests buyers, sellers and everyone in between? On this episode, author and founder of Real Estate Growth Hackers, Zach Hammer shares the 3 Topics for Facebook Live Videos that never go out of style.
Takeaways + Tactics
Create lifestyle videos. Once someone has bought a home, they need to know how to maintain the property and live in it. Create content that fills this need.
Speak about the community. Talk about local restaurants and activities. People new to the area (or considering buying there) will appreciate a guide, and locals will know we share common interests.
Talk about trends. Whether our audience is looking for a transaction or not, everyone enjoys knowing what’s popular with others.
Guest Bio
Zach Hammer is the author of Why Your Website Annoys the Hell Out of Your Visitors and the founder of Real Estate Growth Hackers. Zach believes that to get the best results, business owners and real estate professionals need to become local celebrities. He is passionate about helping people achieve their dreams through business and marketing systems.
To find out more about Zach, head to: http://zachhammer.me/#about
localcelebrityshow.com
realestategrowthhackers.com
For a free once-off call with Greg, text him on 925 915 1978
And if you’d like to find out how to become Micro Famous, visit Microfamouspodcast.com and join getmicrofamous.com
The social media landscape has undergone a lot of changes in the first part of 2020, and a lot of agents are, understandably, starting to feel overwhelmed. Which social media platforms should we be using, and what type of content should we be sharing? What does the trend towards moving away from social media in favor of in-person interactions mean for us in 2020? On this episode, Senior Marketing Strategist at Ablaze Media, Tim Stafford, shares how to approach social media marketing in 2020.
Takeaways + Tactics
Don’t try to use all the new social media platforms: find one that works and stick with it. It’s also important to remember that social media giants like Facebook and Twitter aren’t going anywhere, so don’t neglect them in favor of newer platforms.
Client-created content has an 85% - 86% conversion rate, so ask clients to film video testimonials. With these videos, the most important thing is to maintain authenticity.
There is a massive trend towards getting off social media and socializing with people in-person, so as well-known members of the community, we should be creating opportunities for people to come together. While that may not be possible at the moment, consider hosting a post-COVID-19 barbecue at a local park.
Resources + Links
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.
Guest Bio
Dr Timothy Stafford is the Senior Marketing Strategist at Ablaze Media, where he is tasked with analysing and assessing online marketing strategy and SEO. Tim is also a Dissertation Chair and Associate Professor at St. Thomas University in Florida, and holds a PhD in in instructional design for online learning. Tim also speaks to small business groups on alternative fundraising and education platforms, social media in education and worldview training.
To book a free 20 minute session with Dr Stafford, head to: bookdr.tim.org
For a free once-off call with Greg, text him on 925 915 1978
And if you’d like to find out how to become Micro Famous, visit Microfamouspodcast.com and join getmicrofamous.com
For more on Gene Volpe, visit GeneVolpe.com, or follow him by searching #ChallengetoLead on Facebook.
Links mentioned on this episode:
Videochirp.com
We’re living in strange times, and a lot of agents are beginning to worry about their livelihoods, but this is the moment we should really be doubling down on lead generation. Why do we need to make the most of our time in isolation? Is it possible to generate leads while the world is battling a pandemic? In this episode, Founder and CEO of Club Wealth®️ Coaching and Consulting, Michael Hellickson, shares why we should be doubling down on lead generation and how to do it.
Takeaways + Tactics
Where there’s chaos, there’s an opportunity. While we’re in isolation, we have a duty to press forward and look for ways to be part of solutions for the future.
While we’ve been discouraged from going to public places, a lot of people are taking walks with their families around their neighborhoods. Take advantage of the foot traffic by putting up sign advertisements.
Keep holding listing appointments with clients: just do it virtually. People respond to videos almost as well as they do to face-to-face interactions.
Resources + Links
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.
Guest Bio
Michael Hellickson is the Founder and CEO of Club Wealth®️ Coaching and Consulting. After beginning his real estate career in 1991, Michael was a top 1% agent nationally, even before graduating from high school. Michael is considered the #1 short sale expert worldwide, and has been featured on several national television and radio programs including Glenn Beck, CNBC, The Dave Ramsey Show, and The Fox Business Network among many other local and regional programs.
To find out more about Michael, head to
facebook.com/groups/clubwealth
Clubwealth.com
Text Club Wealth to 727 287 5993 to get 17 of Michael’s best online lead sources
And for a 30 Free Trial of Listings to Leads, head to clubwealth.com/l2l
For a free once-off call with Greg, text him on 925 915 1978
And if you’d like to find out how to become Micro Famous, visit Microfamouspodcast.com and microfamousbook.com
To get in touch with Gene, visit GeneVolpe.com or follow #ChallengeToLead on Facebook
Books Mentioned on this episode:
Be the Solution: How Entrepreneurs and Conscious Capitalists Can Solve All the World's Problems by John Mackey and Michael Strong https://www.amazon.com/Be-Solution-Entrepreneurs-Conscious-Capitalists/dp/0470450037
To see great results in real estate both now and in the future, team owners need to start embracing digital technologies. Will there ever be an ‘Uber’ of real estate? What does the future of our industry look like and how can we start offering it to our clients today? On this episode, owner of kwELITE, Jeff Cohn, shares what we can expect to see in real estate in the future.
Takeaways + Tactics
Stop looking to create the Uber of real estate. Buying and selling properties is an involved process, so instead of looking to simplify it, Uber-style, we should be finding ways to offer our clients amazing, innovative experiences.
Offer higher quality images. The client of the future wants to see every part of a property virtually, so postcard-sized images aren’t going to cut it anymore.
Create a virtual reality experience. By providing our clients with an opportunity to tour a home no matter where they are, we can offer convenience and value like no other.
Business reviews have become an important part of branding today. Who should we be asking to review us and what formats should we be using? On this episode, President and CEO of Amplified Marketing Group and podcast host, Nick Sakkis, shares how to use reviews to advertise our businesses more effectively.
Takeaways + Tactics
People trust the opinions of other people more than they trust advertisements, so reviews are a great way to attract more clients. Have past and present clients leave reviews of their experiences with us for a cheaper alternative to advertising.
Reviews don’t have to come from people we’ve closed deals with. We can get other business owners to review our conduct and offer to do the same for them in return.
Create video reviews. Most people trust videos more than written text, so ask clients to record a short testimonial that can be shared on a range of platforms.
For many new agents, the thought of having conversations with potential clients is terrifying, but if we learn how to interact with others effectively, we can banish that fear. How can we have more positive conversations? Is it possible to convert leads sooner without coming across as forceful? On this episode, CEO and Founder of Smart Inside Sales, Dale Archdekin, shares how to have more effective conversations.
Takeaways + Tactics
Have positive conversations. If a client is interested in something we know they can’t have, don’t start by telling them that. Instead, ask questions to get a sense of what they want, and offer alternatives later.
When a client isn’t interested in buying or selling immediately, ask the right questions to find out why. Once we’ve heard their explanation, we can start assessing whether we can help them in the near future.
Don’t push potential leads - lead them. Guide people and show them the best way forward, but don’t force anything on them.
When it comes to the experiences we give our clients, we should all be striving to go above and beyond. Why is it so important to exceed our clients expectations? Do our gestures need to be extravagant? How can we let our clients know about all the small additional things we do without bragging? On this episode, we discuss how to create amazing experiences in a simple way.
Takeaways + Tactics
Most people can’t put a finger on the specific elements that make an experience more memorable, but there is a big difference when every component is well done. People feel perfection, so strive to give clients that.
Little details make all the difference. Stop thinking it’s difficult to offer exceptional service and focus on all the minor components that add up.
Often, agents are overlooked for all the extra services they offer because clients simply don’t know about them. Use videos to show what’s happening behind the scenes.
To become ‘MicroFamous’, we have to build exceptionally strong rapport with a relatively small group of people. How can we build effective connections, and what value can we offer business owners in our communities? Do we need to create viral content to capture attention? In honor of Matt Johnson’s book launch, Zach Hammer joins us to discuss how to become MicroFamous in the real estate space.
Takeaways + Tactics
Reach out to local business owners, build relationships with them and find out what value they’re looking for. It’s not a great connection until we know who they are and what they need.
Once we know what the people in our network need, we can introduce them to each other behind the scenes. Strategic introductions like these help build rapport in the community.
Don’t aim to create viral content. Being MicroFamous is about being exceptionally well known to a relatively small, but strategic audience, so focus on offering them valuable content.
When we think of Disney, one of the first things that comes to mind is excellent customer service. How can we implement Disney principles to our businesses, and why should we be paying attention to how we make people feel? How can we continue offering a stellar service, even after a transaction is complete? On this episode, Ryan and Monica Shea from the Platinum Group, share how to create fantastic customer service based on Disney’s principles.
Takeaways + Tactics
At any Disney park, the entire family is engaged by cast members. We can replicate that inclusion of the whole family in our deals, by paying attention to our clients’ children. Doing this goes a long way in creating a memorable experience.
Anyone can complete a transaction with their clients, but if we want to truly stand out, we have to pay attention to the way we make people feel. This has an incredible impact and we’ll be more likely to have repeat clients because of it.
Consistent engagement is vital for repeat clients. Show genuine concern and reach out to see if they need anything. We have to remind clients that they’re more than a source of income to us.
Converting leads in 2020 will come with unique challenges and we have to learn to adapt our marketing strategies accordingly. Are we still making cold calls in 2020 and if we are, how should we be approaching them? What are the quick, easy ways to stay top of mind for clients, both past and present? On this episode, owner and founder of Balance Business Consulting, Beverly Ruffner shares how to convert leads in the new decade.
Takeaways + Tactics
Most people don’t like being cold called, so start making ‘warm’ calls. We should aim to create a real connection with the person on the other side of the phone, and show we genuinely care about their best interests.
Stop selling and start telling. People react very differently when they know they’re learning something.
Keep in contact with past leads on Facebook; this is an easy, free way to stay top of mind. We can do this by sending a video to ourselves, and then forwarding it to our Facebook friends
A lot of team leaders think that a bigger team means better results, but that’s not always the case. Why should team leaders be less concerned with having big teams? Is there any room to give unproductive agents a second chance? Why is it important for business owners and team leaders to show their teams that they care? On this episode, broker at Infinity Real Estate Services Bakersfield and host of the Be Better podcast, Lee Barrison, shares how to build a team that’s better, not bigger.
Takeaways + Tactics
A bigger team often sounds impressive, but we should be more concerned with having a productive team.
Unproductive agents should be dismissed, but not without having an opportunity to prove themselves. Put them through a 90 day process to see if they’re able to be more productive.
Good leadership requires care. Start thinking of the deals and money we make with our teams as a by-product of great personal relationships.
The online space is saturated with content, so to stand out, we have to ensure that we can easily be found on a range of platforms. How can we create effective content for different platforms? How can we link our audience to our content across these platforms, and which online spaces should we be using as search engines in their own right? On this episode, founder of Nao Media, Chris Craft, shares how to be ‘Googleable’.
Takeaways + Tactics
Create pieces of core content consistently, then repurpose by slicing and dicing smaller pieces for other platforms.
Don't put links to your core content when you repurpose it for other platforms. Put any links in the comments.
People don't use Facebook and LinkedIn search engines, so don't waste time on things like hashtags for those platforms
There are so many opportunities for wealth creation in Belize, so agents should be looking to invest as much as possible. What makes Belize such a great place to invest in? Should we be advising our clients to put their money into countries like this? What is holding American and Canadian clients back from new opportunities in Belize, and how can we allay their fears? On this episode, agents at 17 North Ltd, Jeff Coats and Josh Frazier, and owner of Ceiba Realty, Jonathan Lohr, share the benefits of buying in Belize.
Takeaways + Tactics
Buying in Belize is a great investment, because anyone can buy property and own it outright forever.
Belize is an entrepreneur’s paradise. Take advantage of every opportunity to invest in real estate, local businesses and the farming sector.
American and Canadian buyers have 3 main fears: who they can trust, whether they can keep their investments, and safety. We have to help set their minds at ease, and then we can go back to real estate and marketing basics.
There are so many leads available to agents today, but only a small portion of them will actually convert. Therefore, we need to find ways to ensure we target the right people. How can we increase our likelihood of success? Would using a predictor or algorithm change anything about the way we do business today? On this episode, CEO of Likely.AI, Brad McDaniel, shares how we can increase our chances of success.
Takeaways + Tactics
Be aware that while around 200 million leads are generated every year, the number of actual transactions hasn’t increased by much. That means most of the leads we buy aren’t going to convert.
We can increase our likelihood of success by using a predictor such as Likely.AI. Using a predictor allows us to cut through the clutter and speak to the right people.
Using a predictor doesn’t mean we have to change anything about the way we do business. We still need to build relationships with our clients; the difference is, by using a predictor we don’t waste time with the wrong leads.
No matter how technologically advanced our businesses become, real estate will always require human interaction, so we have to focus on building relationships. Is it possible to build trust faster or could speeding things up actually be harming our businesses? How can we boost our professional profiles, and is there a way to offer high-tech services without sacrificing real human interaction? On this episode, CEO of Smart Alto, Hassan Riggs, shares how to build stronger relationships with our clients.
Takeaways + Tactics
Don’t expect to see immediate results with clients. Trust takes time, so build relationships with clients at a natural pace.
The best way to build a relationship is by teaching people. Offer knowledge and information, and clients will associate us with value.
There’s so much emphasis on becoming high-tech, but to build great relationships we also have to be high-touch. Technology means nothing if we’re not using it to connect with other people.
Relationships are central to the real estate industry, so it’s our responsibility as agents to build connections with as many past, present and future clients as possible. How should we react when our past clients choose to work with different agents? What can we do to make sure we stay at the top of their mind between transactions? On this episode, industry veteran and the Grand Master himself, Terry McDaniel, shares how to build a relationship-based business.
Takeaways + Tactics
Don’t be deterred when clients leave. There are so many reasons they may work with another agent that have nothing to do with us, so we shouldn’t question our abilities.
Instead of asking how we can make our clients lives’ better, we should be asking them to teach us how to do that. This shows our dedication more clearly.
To stay top of mind, have something on hand to give to clients so we have a reason to see them in person. This can be something small, like a handwritten note.
Having multiple income streams is the best way to create freedom for ourselves. We can create those streams by getting involved in the development process. How can we start building relationships with builders and developers, and what kind of value can we offer them? What should we be avoiding if we want to build successful relationships? On this episode, real estate and home building expert, Matthew Clawson, shares how to forge successful relationships with builders and developers.
Takeaways + Tactics
Go out and approach builders and developers. Even if there’s nothing we can help them with now, at the very least, we can start building relationships with them.
Provide value by creating edited videos of developments and sharing them with the developer. Offer to do more videos in the future, once a partnership is established.
Avoid wasting a builder or developer’s time by sharing deals they already know about. Time-wasting is the easiest way to frustrate a builder.
Starting a podcast is a lot easier than most people think, but when it comes to creating content, we tend to worry about what we should and shouldn’t share with the audience. Can we start podcasting before we’ve reached a certain level of success? How can we gain credibility with our audiences? Should we be sharing our vulnerabilities? On this episode, Will Grimes and Eli Schmidt, team leaders at Genesis Home Team and co-hosts of the Day One Dollar Zero podcast, share how to create podcast content that resonates with our audiences.
Takeaways + Tactics
Document the present. By showing our audience where we are now, we not only make ourselves more relatable; we also allow them to see us grow over time, and create a stronger bond with them.
To gain credibility, we have to stay in our own lanes. In other words, don’t offer advice or opinions on things we have no experience with.
Don’t be afraid to be vulnerable. Audiences tend to seek out people they can relate to, so it’s okay for us to share our flaws in our content.
Agents have abdicated their responsibility to keep in touch with our sphere and past clients, and Zillow has taken over that job and we’re paying for it financially and relationally. What are the problems that come with being overly-reliant on Zillow leads? What are the 3 Cs of successful database management? On this episode real estate superstar, speaker, author, and consultant, Jim Remley shares how we can take control of our sphere and avoid becoming the equivalent of Zillow employees.
Takeaways + Tactics
We have to religiously nurture our CRM
In order to switch from a reliance on Zillow leads, it’s important for us to capture client data and cultivate that data over a long period of time by incubating it in a CRM; and then closing them into transactions and referrals.
An anemic database will be low on referrals
Take the total number of your transactions, and the total number of people in your database. 10% of your database should be sending you at least 1 referral a year. If not you have an anemic database, mainly caused by not communicating.
Leverage the database behind each client
The reality is there’s a time window within which our clients are most likely to refer us, and that is the 31 days after the transaction or leading up to it. During this time, we can offer to throw our clients a “sorry to see you go” or “welcome to the neighbourhood” party and be in attendance to build relationships with the sphere of influence that person has.
TikTok is becoming one of the more popular social media platforms, so real estate professionals should be taking advantage of it now. What kind of content can agents and mortgage professionals share on TikTok? How can we create successful videos, and is it possible to use success on the platform to see real-life results? On this episode, licensed mortgage originator, author of Color My Credit and TikTok enthusiast, Alisa Glutz, shares how to build a massive following on the platform.
Takeaways + Tactics
Take a script we would use on a client and act it out dramatically. Bring the script to life, and take advantage of all the creative tools TikTok offers.
TikTok videos are short, so be sure to capture the audience’s attention right from the start. Jump out at the camera if need be, but make sure the audience is hooked from the first word.
Don’t feel limited by TikTok’s short video format; direct the audience to other platforms, like YouTube. Be sure to have more in-depth content on these platforms, and use it as a way to boost credibility.
So often, people hold back from making an impact on others’ lives because they’re trying to be someone they’re not. How can we become more helpful to others? Why is it so important to let go of our egos and be our authentic selves? On this episode, developer of the 36 to Life movement, coach Hank Avink, shares insights on the importance of authenticity.
Takeaways + Tactics
Have a mindset of service. We need to stop thinking about selling something, and genuinely want to help others with our knowledge.
Stay in your lane. Being authentic brings phenomenal results, while being inauthentic tends to have poor results. Just be yourself.
Drop the ego at the door. People lose the most money when their egos are involved, so present yourself as someone with a genuine desire to help others.
As real estate professionals, being visible is non-negotiable, so we have to make sure we’re gaining as much meaningful visibility as possible on social media. Which platforms should we be taking advantage of to boost our followings, and should we be striving for a high number of followers in the first place? How can we connect with the kinds of people we want to work with when we don’t have a big following? On this episode, we discuss how to use social media for meaningful engagement and better results.
Takeaways + Tactics