Statistically speaking, we're more likely to convert referrals than internet leads. However, many of us are shying away from a referral-only business because the thought of a relationship-based business seems risky.

That being said, it doesn't need to be. If we approach our relationships the right way, there's no reason why we can't build a big business from our database alone. The question is, how do we do it right? 

What are the agents with relationship-based businesses doing that the rest of us aren't? Is it possible to build a sustainable business without taking the traditional route? 

In this episode, President of Business by Referral LLC, Garrett Maroon shares how to get better at building real connections, and how to turn those connections into clients.

Three Things You’ll Learn in This Episode 

• How to use our expertise for good
  
  As agents, we know how our clients' financial decisions will impact their transactions better than anyone else. Build trust by using that knowledge to become their financial advocate and advise them on the best steps forward. 

• How to train people to see us as Realtors
  
  Our spheres often forget about what we do for a living, so give them reminders. This doesn't need to be aggressive, just be sure to use words like 'real estate' and 'business' in conversation to issue something subtle that sticks.

• How to be more consistent with keeping in touch
  
  None of us want to let connections slip away, but it's human nature to forget to reach out regularly. Set up a system where nothing falls through the cracks, so we can make the most of every relationship.
  
  

Guest Bio

Garrett Maroon is the President of Business by Referrals LLC. Having experienced stress, burnout, and struggle himself, Garrett is passionate about helping agents build their businesses based on relationships, so they can earn more while working less. 

To find out more, visit:
https://businessbyreferral.co/action-plan-fsp/

https://www.linkedin.com/in/garrett-maroon-50b06135

To connect with Gene, go to genevolpe.com

For a copy of Matt’s book, visit microfamous.com

And to find out more about eXp, reach out to Greg on 925 915 1978

In a perfect world, every lead would become a client. However, we know it takes a lot more than wishful thinking to generate and convert leads. We can often feel like we’re on a hamster wheel trying to figure out just how to turn awareness into action.

How can you effectively turn prospects into leads and leads into clients? And what kind of strategies work best to stand out online when every agent is trying to do the same? 

In this marketing roundtable episode, real estate coach and internet marketer, Dean Jackson, shares how agents can implement direct response marketing strategies to get more clients and get the results they’ve been looking for.

Three Things You’ll Learn in This Episode 

• How to apply modern marketing methods to basic business fundamentals
  
  While direct response marketing has changed immensely over the years, the fundamentals of the real estate business have remained the same. We still have to generate leads, get appointments, turn appointments into contracts, contracts into closings, and closings into referrals. Nowadays, we can use online strategies to reach our objective of targeting leads and getting them into a contract. 

• Why you don’t need to be all things to all people
  
  Segmenting our target audience of buyers helps us save time, money and stress, and refocus our energy to appeal to them specifically instead of everyone.

• How you can build an outstanding business by collaborating with others
  
  You don’t need to struggle as a one-man band to be a successful agent. You can build a collaboration machine behind you to fit your unique ability, so you can put your energy into the components of the real estate business you love the most.

Guest Bio

Dean Jackson is a real estate coach and internet marketer who has spent over 30 years applying his marketing expertise to the real estate business. He is the founder of GoGoAgent and host of I Love Marketing, Listing Agent Lifestyle, and Welcome to Cloudlandia. Dean focuses on a lifestyle-centered approach to business using marketing as the ultimate lever to a life of freedom and fun.

To find out more and to connect with Dean, go to:

https://www.deanjackson.com/ 

To check out the tools he’s created for agents, visit:

http://www.gogoagent.com/ 

Listen to his podcasts at:

https://podcasts.apple.com/us/podcast/i-love-marketing/id412684163 

https://podcasts.apple.com/us/podcast/listing-agent-lifestyle-real-estate-marketing/id1315335688

https://podcasts.apple.com/us/podcast/welcome-to-cloudlandia/id1540510429

To work with Nick: 

https://getamplifiedmarketing.com/ 

Or follow him at

https://www.instagram.com/nicksakkis 

https://www.facebook.com/Nick.J.Sakkis 

To connect with Jake:

https://www.klevrleads.com/ 

https://www.linkedin.com/in/jake-wolfe-983a12199 

https://www.facebook.com/groups/715874448961092/ 

And to connect with Greg, head to:

https://www.instagram.com/gregmcdanielreu

https://www.facebook.com/greg.mcdaniel.739

Social media has the power to take our business to the next level. By releasing quality content, we can attract the right kind of clients. But the thing is: you’re not going to grow your business by solely posting closing table selfies.

When you’re posting online, there are ways to stand out to get people to care about who you are and what you do.

How can you stand out among a crowd of other agents? What kind of content gets the most engagements and sets you up for long-term success? 

In this episode, business development manager, Realtor, and vice president of operations for Leading Apex Media, Brian Offner, shares how agents can grow their business by leveraging video and social media.

Three Things You’ll Learn in This Episode 

• Why taking action to create content on social media matters
  
  No matter which social media platform you choose, you can watch your engagements increase and your network grow by posting valuable, relatable, and fun content. Most of your audience won’t be able to relate to real estate content, but that’s okay. Showcasing other parts of who we are and what we do keeps us top-of-mind as a resource, which helps us attract more clients.

• How figuring out your rockstar moment can change everything
  
  Rockstars don’t do mic checks or set up their instruments. They have someone else do it so they can go on stage to do what they do best — perform. When you discover your rockstar moment, you can find other people to take care of the tasks you may consider to be heavy. That way, everyone does something they enjoy and we can make the best use of our time prospecting, working leads, and closing deals. A great concert is a team effort.

• How to grow your business by highlighting other businesses
  
  Creating meaningful relationships with other professionals is a great way to grow your network. Add value to what they have to offer and help one another thrive. Instead of thinking, ‘How can I get business?’ think about what you can do to help other businesses. This helps you grow your space, dominate your local community and create “link juice.”

Guest Bio

Brian Offner brings nearly 20 years of finance, business development, and credit expertise to the real estate experience. After leveraging the power of video and social media to triple his business, he launched Leading Apex Media to help realtors and loan officers do the same for their business. He is a business development manager with AnnieMac Home Mortgage and motivates entrepreneurs to maximize their potential.

To find out more and to connect with Brian, go to:

https://www.facebook.com/brian.offner.9 

Connect with him directly at

boffner@annie-mac.com 

(215) 237-2034

To join the Community Connect Facebook group, visit: https://www.facebook.com/groups/424281868966052 

To work with Gene:

Text (610) 952-1081

https://genevolpe.com 

To connect with Greg: 

Call (925) 915-1978

Or visit

https://www.instagram.com/gregmcdanielreu/

https://www.facebook.com/greg.mcdaniel.739

In the first quarter of 2021, it was reported that there are officially more agents than inventory in the US, and for many of us, that was a major cause for concern. One thing’s for sure: it’s time to step up our game.

That being said, while inventory may be low, it’s not doomsday. All it means is we have to take a look at our marketing strategies to see what works and what needs to be tweaked.

How can we market ourselves to stand out from the crowd when there’s a sea of Realtors, grappling for the same inventory? Do new agents even stand a chance? In a market like this, would it be smarter to settle for survival, instead of trying to thrive?

In this episode, we’re going deep on marketing and data to discuss the way forward when competition is so fierce.

Three Things You’ll Learn in This Episode

• Why we need to reconsider what makes us unique
  
  If we’re regurgitating the same information as every other Realtor out there, we’ll drown in all the noise in no time. Look at what everyone else is saying, but figure out a way to personalize it. Ultimately, no amount of marketing can make up for generic messaging.
  
  
  
• How to get a ton of listings when inventory is low
  
  Inventory on the MLS may be low, but that doesn’t mean no one is thinking of selling. We have to stop waiting around for listings and start actively looking for them by reaching out to the homeowners in our markets.
  
  
  
• How to put out more memorable marketing
  
  Don’t become a jack of all trades and master of none by trying to send out 1000 different messages. Focus on 5 ideas and say them 1000 different ways. We’ll not only drive the point home, but we’ll also position ourselves as experts.

In real estate, we hear a lot about the grind and crushing it, but it may be time to shift our focus. Real estate is a people’s business, so wouldn’t it make more sense to pay attention to the people in our markets?

We must serve our communities, and often that has nothing to do with real estate. Sometimes, lending a helping hand to those in need is the best step we can take. Best of all, a helping hand regularly translates into business further down the line.

What can we do to be of service to our markets today? Is there a blanket solution that works in every context, or does our assistance always need to be tailored to where we are?

In this episode, owner and President of Torelli Realty, Valerie Torelli shares how she’s pivoted to be the change needed in her market, and how we can follow suit.

Three Things You’ll Learn in This Episode 

• The importance of giving without expectation
  
  When we give without expecting anything in return, we send out great energy and that will inevitably come back to us in some way. However, it's important to go into giving with the right intentions.
  
  
  
• How to stay personal in every interaction
  
  There's nothing more insulting than showing up and giving someone a valuation of their property before listening to their motivations for selling. This is a persons' home: treat it with the respect it deserves, stay mindful of the emotions attached to it, and listen.
  
  
  
• Why scripts often do more harm than good
  
  Scripts are great as a guideline, but they can become a breeding ground for inauthenticity fast. We have to lean into real conversations, and if sticking to a script is stopping us from really listening, we might be better off tossing them aside.

Guest Bio

Valerie Torelli is the owner and President of Torelli Realty. With over 3 decades in the business, Valerie is an industry veteran, and in addition to building the #1 real estate company in Costa Mesa, Valerie's drive to create a business grounded in community has turned the company into a fixture in the market. Torelli Realty regularly hosts events and sponsors local schools and organizations to show its commitment to space. Passionate about giving back to the entire community, in response to COVID-19, in early 2020 Valerie and her team put a 3-month pause on real estate to focus on providing service to elderly members of the community.

To find out more, visit:

https://www.torellirealty.com/valerie-torelli

https://www.linkedin.com/in/valerie-torelli-806aa614

https://www.instagram.com/valerietorelli/?hl=en

https://m.facebook.com/valerie.torelli1

Or give her a call on 

714 540 7355

Many of us are of the mind that email marketing is dead, but that couldn’t be further from the truth. Email is alive and kicking, as long as we’re doing it right.

If we want our email marketing to stick out, we can’t go for generic, boring, pages-long content, but what’s the alternative? Including a ton of different videos and links is the quickest way to end up in a spam folder, so how do we strike a balance?

Is there a way to guarantee someone in our database opens every email we send?

In this episode, we share how to make the most of email marketing.

Three Things You’ll Learn in This Episode 

• How to use holidays to stay relevant
  
  Holidays give us the perfect opportunity to reach out to our database in a fun way. Send out themed emails to take advantage of the holiday, and find ways to incorporate giveaways and experiences that build real connections.
  
  
  
• How to keep emails engaging
  
  Most people prefer short-form marketing, so keep emails to the point. If something can be said in 5 or 10 words, always go with 5, and aim to give just enough information to spark an interest.
  
  
  
• Why we have to give a little to get a little
  
  Our database is more likely to open our emails if they know there’s something in it for them. Have something of value in every piece of communication.

The idea of scaling our business is undoubtedly exciting. We may see the opportunity as a golden ticket to success. However, it can be disastrous without careful consideration and the right implementations.

As we decide to transition from salesperson to leader, there are many things we have to focus on, to make sure growth is sustainable.

How do we attract agents who share our vision for growth and maintain our productivity? How do we set ourselves up for long-term success?

In this episode, the founder and CEO of The Real Estate Masters Institute, Jeff Bonham, shares how agents can successfully scale to gain freedom and flexibility and keep their income at a high level.

Three Things You’ll Learn in This Episode

• Why massive clarity is crucial for your career
  
  Spend time figuring out what you want your life to look like and build your career decisions around that. This means deciding whether time or money is more important, as well as whether we want to be on a team or build our businesses. Doing so will save you headaches down the road.
  
  
  
• How to maintain your personal production while you bring agents on board
  
  Get off the hamster wheel of the real estate business by getting the right people around you. Having your organizational structure, training, and onboarding processes figured out will ensure both you and your new hires stay as productive as possible.
  
  
  
• How new agents can find a team that’s right for them
  
  It may be tempting to join any team that shows an interest in us. However, spending time to see if a team is a perfect fit for us is imperative so we can ultimately live the life we want. Visit with various teams and ask to shadow them to get an idea of what it’s like working with them.

Guest Bio

Jeff Bonham is the founder and CEO of The Real Estate Masters Institute. With over 25 years of experience, Jeff is passionate about helping real estate agents and brokers fulfill their life mission through customized coaching programs to help them grow their business to the next level while maintaining a balanced life. 

To find out more and to connect with Jeff, go to:

https://linkedprorecruiter.com/ 

https://www.linkedin.com/in/jeffbonhamrealestate

Connect with him directly at

jeff@thebonhamgroup.net 

To work with Gene, go to:

https://genevolpe.com 

To connect with Greg: 

Call (925) 915-1978

Or visit

https://www.instagram.com/gregmcdanielreu/

https://www.facebook.com/greg.mcdaniel.739 

And for a copy of Matt’s book, visit:

https://getmicrofamous.com

Many of us have started using technology as part of our marketing strategies, and pixel tracking has become a major talking point for agents looking to take their businesses into the future. However, is that enough?

While pixel tracking is an important part of 21st century marketing, it’s become the base level everyone should be using. If we truly want to take our businesses into the future, we should be looking into geofencing.

What is geofencing, and how can we start implementing it today? Are there any limitations to the tool? What about the ethical component of it all?

In this episode, Intelligence Manager at KlevrLeads, Paul Enriquez shares how to take advantage of geofencing and everything it has to offer. 

Three Things You’ll Learn in This Episode 

• How smart devices have changed the way we market
  
  As our devices get smarter, it gets easier to get in front of our target audience, everywhere they go. Geofencing has made it possible to advertise not only on our target’s favorite apps, but on every device they own.
  
  
  
• How to get in front of an audience using keywords alone
  
  Certain online searches, like looking at home refinancing, will let us know someone is considering selling, but we can take that a step further. If someone is looking at colleges online, we can suss out if they’re about to have an empty nest, and start targeting them before they’re even actively considering a relocation.
  
  
  
• The one major limitation of geofencing
  
  Geofencing offers us a ton of exciting opportunities to expand our business, but without creativity, it can only go so far. We have to keep thinking out of the box if we want to make the most of the technology available to us.

Guest Bio

Paul Enriquez is the Intelligence Manager at KlevrLeads. With decades of experience in the advertising space under his belt, today Paul is an advocate for geofencing and all the benefits it has to offer, and his specialty lies in using data to target customers the right way. 

To find out more, go to:

https://www.klevrleads.com/ 

To connect with Jake Wolfe, go to 

https://www.klevrleads.com/ 

https://www.linkedin.com/in/jake-wolfe-983a12199

To connect with Nick Sakkis, visit:
https://www.facebook.com/Nick.J.Sakkis 

https://getamplifiedmarketing.com/

To work with Gene visit:
Genevolpe.com

And to connect with Greg, head to:
https://www.instagram.com/gregmcdanielreu/?hl=en

https://www.facebook.com/greg.mcdaniel.739

For years, real estate professionals have stuck to the traditional ways of doing business, but considering all the changes we’ve seen in the last year alone, the old model just isn’t feasible anymore.

Gone are the days when being a solo agent and selling homes was enough to bring in a decent income. If we’re aiming to see big results in real estate, we have to shift our approach and get with the times. 

What does the real estate business of the future look like? How can we take full advantage of all the benefits technology and teams have to offer?

In this episode, author, real estate coach and speaker, Lisa B returns to share why she joined eXp and how it's impacted her business.

Three Things You’ll Learn in This Episode 

• The key difference between teams and going solo
  As solo agents, we can motivate ourselves to a certain degree, but it’s not the same as seeing our colleagues excel around us. Having a team helps us see what’s possible, and reminds us that success is within reach.
  
  
  
• Why we need to leverage the expertise of our peers
  There’s no need to reinvent the wheel when we’re already surrounded by people who have been through it all. We have to take advantage of the knowledge around us.
  
  
  
• How to adapt to the new reality of real estate
  Leveraging technology does more than make our lives easier (although that is a major bonus!). In the COVID era, being able to communicate with our teams and our clients digitally is non-negotiable, so embrace the platforms that make it possible.

Guest Bio

Lisa B is a Talent Acquisition Specialist at eXp Australia. On top of 3 decades of experience in the business, Lisa is also an established author, having penned Secret Agents, Banish the Bitch and Bring Out the Babe and Real Estate Agents Reveal All, among others. Lisa is passionate about helping others make a name for themselves in the real estate business, and in addition to being a speaker, she is a Master Trainer and Coach.

To find out more, visit:

https://lisab.com.au/about-lisa-b/

https://www.linkedin.com/in/lisab007?originalSubdomain=au

https://m.facebook.com/LisaBRealEstateTraining/ 

Or email her on 

lisa@lisab.com.au

Also mentioned in this episode: 

https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357