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 

Real estate is a relationship business, so if we want to make maximum impact, we have to create genuine connections with our database. The question is, how?

What are the most successful agents in the business doing differently from the rest of us? How are they building the type of relationships that bring in a ton of business?

Are their daily routines drastically different from ours, and how can we adapt our strategies for better results?

In this episode, the CEO of KlevrLeads, Jake Wolfe returns to the show to talk about relationships. 

Three Things You’ll Learn in This Episode

• The best time to reach out to leads
  
  Whether we’re cold calling or sending a text, we’re most likely to get better results when we communicate before noon. Structure the workday so reaching out is the first thing on the to-do list.
  
  
  
• How to connect with new clients
  
  When it comes to the personal versus professional debate, it all comes down to preference, but it is possible to do both. If we stay authentic to who we are while maintaining professionalism, we can build a relationship without getting too close for comfort.
  
  
  
• Why there’s no need to fake it ‘til we make it
  
  We don’t need to pretend to be anything we’re not because our knowledge and industry expertise makes us valuable. We have to focus on being educators and stop worrying about everyone else’s perception of us.

Guest Bio

Jake Wolfe is the co-founder and co-developer of next-generation lead gen and communication software, KlevrLeads. An executive marketing expert, Jake is passionate about helping real estate professionals maximize their impact in their market through tools like custom audience development, geofencing, and predictive analytics. 

To find out more, go to:
https://www.klevrleads.com

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

To connect with Gene go to genevolpe.com

And to connect with Greg, call 925 915 1978

Or visit 

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

https://www.facebook.com/greg.mcdaniel.739?hc_ref=ARSoTfQTEJaCfR4HVBoaFV4R2siYTTR_EVvSkjd1J_vKLkW_rtwZ6iI2fzAr_yXi8kE&ref=nf_target

The saying, “All work and no play makes Jack a dull boy” speaks volumes for those of us constantly hustling to reach our goals. We adopt the mindset that we have to suffer to achieve, and as a result, we lose sight of other meaningful aspects of our lives. 

But what if there was a way we could be successful in our business and thrive in our personal lives? How do we find joy and value in our everyday routine, and simplify our lives? 

In this episode, CEO and Owner of Latham Realty Unlimited, Jeff Latham, shares how he simplified his business so he could have more free time in his day-to-day life. As a result, he’s gained more peace, acquired more mental energy, and made more money.

Three Things You’ll Learn in This Episode 

• How simplifying your business can lead to a more joyful life
  Eliminating certain responsibilities from our daily workload allows us to be more present and focus on important relationships that bring us happiness in our lives.
  
  
• Why closing open loops is necessary for productivity
  Open loops occupy mental space hindering our creativity in other areas and ultimately, limiting freedom. Closing them gives us the freedom to work on other tasks or simply rest our minds.
  
  
• How to make more money without sacrificing personal freedom & mental energy
  We can make more money when we pull higher-value levers as opposed to more, lower-value levers. This gives us the work satisfaction we’re looking for, along with the freedom to live as we want.

Guest Bio

Jeff Latham is the owner and CEO of Latham Realty Unlimited. With over 14 years of experience, Jeff offers his clients a one-stop-shop: from extensive marketing campaigns to in-house moving and construction companies. 

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

https://www.lathamrealtyunlimited.com/

https://www.facebook.com/Lathamator

Or contact him directly at:

jeff@lathamre.com 

(425) 345-4920

To work with Gene, go to:

https://genevolpe.com 

And for a copy of Matt’s book, visit:

https://getmicrofamous.com

When it comes to social media marketing, both paid ads and organic content have their merits. However, the average newbie agent won’t have piles of cash to spend on ads, so organic marketing is a brilliant starting point. 

The only question is, how do we do it right? What does successful organic marketing look like, and how can we start implementing it in our businesses?

Once we are in a position to pay for ads, should we move on from organic content altogether?

In this episode, digital marketing consultant, Nick Sakkis, and social media expert, Coach Kyle Draper, join us to talk about organic content. 

Three Things You’ll Learn in This Episode

• The one thing stopping us from creating viral social media content
  
  There’s no one set path to creating viral content, but there is a way to guarantee we don’t create it, and that’s by not posting anything at all. Stop procrastinating and share video content today!
  
  
• What to talk about on social media
  
  As real estate professionals, we have access to industry knowledge that most people just don’t. Pay attention to the questions people are asking and use them to create a video for social media that adds value to viewers.
  
  
• What happens to cold calling in the age of social media marketing
  
  Cold calling is important, but we shouldn’t be pouring all our time and energy into it. If we’re spending 3 hours each day making calls, cut that down to 2 and spend the additional hour on content creation.

Guest Bio

Nick Sakkis is the Founder and Big Kahuna at the Nick Sakkis Amplified Marketing Group. A digital marketing consultant, Nick is passionate about teaching and training about digital marketing and sales. He also loves any opportunity to share his expertise and add value to others, and in addition to being featured on a range of podcasts, in 2017 he started a Facebook group geared towards helping agents and entrepreneurs learn all the tips and tricks he’s learned over the years. 

To find out more, go to:

https://getamplifiedmarketing.com/ 

https://www.nicksakkis.com/

https://www.linkedin.com/in/nick-sakkis-26999816

https://www.facebook.com/nicksakkismarketing 

Kyle Draper is a social media coach and national speaker. As the Creator of Content Compounding, he is a special media expert and specializes in helping Realtors, lenders and entrepreneurs grow their businesses organically, without needing to spend money buying leads. Coach Kyle is the host of The Social Media Mindset podcast. 

To find out more, visit:

https://www.kyledraper.com/

https://www.facebook.com/CoachKyleDraper/

https://www.youtube.com/channel/UC86WaoQV1AV1gw7-G8Ps50Q

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

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

https://podcasts.apple.com/us/podcast/the-social-media-mindset/id1552573627 

And to find out more about the Spin for NDSS Facebook group mentioned in this episode, go to:

https://www.facebook.com/groups/223195136165037

Working with high-profile clients can seem intimidating, but it doesn’t need to be. Whether we’re dealing with celebrities or our existing clientele, at the end of the day, we’re doing the same job. However, there are some things we need to take stock of before diving into the high-end real estate world.

What are the major differences between celebrity clients and everyone else? Do athletes and business pioneers have entirely different challenges?

How can we serve a high-end market without ending up at a client’s beck and call?

In this episode, Bestselling author and Operating Principal at the Brokerage House, Aaron Rian returns to share his top tips for working with high net worth clients. 

Three Things You’ll Learn in This Episode

• Why working with high-net-worth clients is EASIER
  High-end and luxury clients have more experience playing ‘the game’. They know what a transaction looks like, and that means they don’t need their hands held.
  
  
• How to show up to appointments with high-end clients
  Most of us would think a suit and tie are the way to go for appointments with prominent clients, but that’s not always the case. It’s more important to dress like our clientele if we want to create stronger connections with them.
  
  
• What sets the luxury consumer apart from everyone else
  High-net-worth clients understand hustle, and they respect it when they see it. Don’t be afraid of overstepping the mark or doing ‘too much’, because most of the time, an affluent buyer will respond best to that mindset.

Guest Bio

Aaron Rian is the Operating Principal at The Brokerage House. With a clientele consisting of mostly athletes, corporate executives, and high-net-worth individuals from around the world, Aaron is one of the best-known real estate agents in the nation. In addition to being featured in a range of publications including USA Today, The Wall Street Journal, and Top Agent Magazine, Aaron is also the author of the bestselling Out Front: The Art of Closing a Deal, and the host of the Expand, Dominate & Profit podcast. 

To find out more, visit:
https://www.thebrokeragerealtors.com/team/aaron-rian/

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

https://podcasts.apple.com/us/podcast/expand-dominate-profit/id1436676537 

To connect with Greg, visit:
https://www.facebook.com/greg.mcdaniel.739?hc_ref=ARS5oascEkid8KZ2Fl1qzNuWAQd8ME-0nsHvE9R5Y_Wr61sbbCP6Pykv9EXQlnpRUBM&ref=nf_target

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

Other links mentioned in this episode:
https://www.klevrleads.com/

With people moving out of big cities across the country, there’s never been a better time for agents to redefine their strategies. Is there a way to take advantage of the mass urban exodus

Which agents stand to gain the most from the migration, and does anyone stand to lose?

More importantly, how should we be reaching out to our databases to build the necessary connections to turn this period into our most profitable one yet?

In this episode, we’re sharing our marketing tips ahead of the move- plus, a surprise guest appearance by Las Vegas Realtor, Arnee Dodd!

Three Things You’ll Learn in This Episode

• How small-town agents can make bank from the mass departure:
  
  By now, we should all know about the importance of creating ‘best of’ videos in our neighborhoods, but for those of us who haven’t started yet, the time is now! We have to create videos that highlight what makes our markets unique.
  
  
• Why all is not lost for the big city agent:
  
  People may be leaving big cities, but there’s still an opportunity for agents in those markets. Build referral networks across the country, using eye-catching marketing.
  
  
• Why social media marketing is only one piece of the puzzle:
  
  Social media is the newest way to market, but that doesn’t necessarily make it the most effective. No matter where we’re located in the country, it’s important to connect and consolidate relationships with our existing databases through things like direct marketing and email.

With 2021 well underway, most agents are thinking about how to take their business forward, and something that pops up in most conversations is the Clubhouse app. 

For those of us who don’t already know about the app, what is Clubhouse, and what has it done to get the real estate industry so excited?

Is this really a tool that can take us to the next level, or is it a soon-to-fade gimmick? Most importantly: how can we use it in our businesses?

In this episode, we’re discussing the pros and cons of the app that’s taken the industry by storm in the first two months of the year. 

Three Things You’ll Learn in This Episode

• What makes Clubhouse an attractive platform for real estate professionals:
  
  Clubhouse gives its users the opportunity to connect with people they would otherwise never have met. This makes it a great way to network and share ideas with agents in a ton of different markets.
  
  
• Why we need to be mindful of Clubhouse’s limitations:
  
  Clubhouse may connect us with people talking about the industry, but that doesn’t always mean they’re industry experts. We have to vet the people we’re listening to if we want to be sure we’re getting accurate information, and that takes time many of us don’t have.
  
  
• Why idea-sharing platforms aren’t always the best place to invest our time:
  
  Having a ton of ideas isn’t what moves our businesses forward, implementation is. Avoid spending hours looking for new ideas on online platforms, and focus on going deep on what works.

Divorce is an incredibly sensitive experience, but the reality of our society is that it exists, and in most cases a marital home will end up being sold. As real estate professionals, we can be on hand to help, but we have to approach it the right way.

Divorce sales come with a ton of nuances, and as agents we need to be aware of those before diving into the niche. What do we need to know before getting started, and what could stop us from carving out a space for ourselves?

How can we position ourselves as divorce real estate specialists without coming across as insensitive to the people going through it, and where do we even begin to look for leads? 

In this episode, family law real estate expert, Laurel Starks shares how to make divorce sales a part of our business while staying respectful to our clients every step of the way.

Three Things You’ll Learn in This Episode

• The importance of impartiality in divorce sales:
  
  It’s okay to be empathetic towards divorcing clients, but neutrality is the key to a smooth transaction. By having a sense of detachment from the divorce itself, we can build trust with both parties and make the experience easier for everyone involved. 
  
  
• When to approach divorce leads:
  
  Offering divorce real estate services to someone the second they announce their separation is not only distasteful, but it could also not be relevant yet. Focus on being a resource and assist where necessary and don’t jump in too soon. 
  
  
• Why training is vital in the family law arena:
  
  Family law is filled with experts, from attorneys to psychologists, and there’s no reason that shouldn’t extend to real estate professionals. Take the time to get educated on the space, and join training programs like the ones offered by The Ilumni Institute. 

Guest Bio:

Laurel Starks is a recognized court-appointed expert and trained neutral party in family law cases involving real estate matters. Her focus on divorce-related real estate has led to over $200 million in sales volume throughout Southern California and she is often regarded by her peers as the pioneer of the divorce real estate niche. Laurel has advised, consulted, and testified in hundreds of divorce cases, facilitating the sale of real property, as well as providing fair market valuation reports and testimony thereto. She is a national speaker on topics pertaining to real estate in family law. Attorneys, judges, and other legal professionals have come to rely on Laurel’s knowledge, judgment, integrity, as well as her ability to explain complex real estate matters to those affected by them. Laurel is the author of The House Matters in Divorce and Divorcing The House, and she has been recognized by Inman News as both an Inman Innovator and an Inman Influencer. 

To find out more, go to:

https://www.getdivorcecertified.com/ 

https://www.thedivorceniche.com/ 

https://ilumniinstitute.com/ 

https://www.amazon.com/Divorcing-House-Understanding-Could-Should-Keep/dp/1936268973

https://www.amazon.com/House-Matters-Divorce-Untangling-Financial/dp/1936268450 

And for a copy of the free handbook mentioned in this episode, text "Free" to 833-425-7018 

You can also email:

nikki@ilumniinstitute.com 

laurel@starksrealtygroup.com 

Connect with Gene @GeneVolpe on Clubhouse

The market may be doing relatively well at the moment, but a dip is inevitable at some point. The question we should be asking ourselves is, are we ready for it? The wealthy most certainly are.

Throughout time, the rich have managed to maintain control over their money, no matter the circumstances. What are they doing that the rest of us aren’t, and what’s stopping us from following their lead? 

Where are so many of us going wrong with our investments in the first place?

In this episode, America’s #1 Money Mentor, Chris Naugle returns for part 2 of what the rich are doing to get richer. 

Three Things You’ll Learn in This Episode

• How to apply the logic of buying low and selling high, NOW:
  
  The real estate market is still in a great place at the moment, but it will take a dip at some point. Seize the opportunity to sell high now, and re-enter the space once the market has evened out.
  
  
  
• What to do with cash while we wait for the market to drop:
  
  Cash is always at risk of inflation, so it makes sense that many people are hesitant about hanging onto it after selling assets. Until the real estate market slows down, it’s a wise idea to keep money in a specially-designed whole life policy. 
  
  
  
• Why we need to change the way we approach investing:
  
  We’re gamblers by nature, and that’s why most people hang onto their investments for as long as possible. The problem is, hanging on too long can end up costing us way more, so set rules of engagement, and stick to them. 

Guest Bio:

Chris Naugle is America’s #1 Money Mentor. Over the last 20 years, he's built and owned 16 companies, and his businesses have been featured in media platforms including Forbes, ABC, and House Hunters. Today, in addition to being the Money Mentor for The Money Multiplier, Chris is co-founder and CEO of FlipOut Academy™ and founder of The Money School™. Chris is the author of The Private Money Guide and Mapping Out the Millionaire Mystery, and host of the Real Estate Money School podcast. 

To find out more, go to:
https://www.chrisnaugle.com

https://www.chrisnaugle.com/resources/

https://www.chrisnaugle.com/podcasts/

2020 threw a lot of unexpected challenges our way, and even though real estate was deemed essential in most places, many agents are still feeling anxious about what the future holds. However, by reprogramming our bodies and minds, we can overcome our fears and make 2021 our best year yet. 

We have more power over ourselves than we realize, and by making necessary tweaks here and there, there’s no reason we can’t achieve anything we set our minds to, no matter what’s going on in the world. What are those tweaks, and how do we implement them in our daily lives?

Is it even possible to switch things up when it already feels like we’ve got too much going on?

In this episode, co-founder and Chief Cultural Officer at eXp Realty, Brian Culhane shares how to reprogram ourselves for better results. 

Three Things You’ll Learn in This Episode

• How to get better at the core component of sales:
  
  Talking to strangers is the essence of sales, but it’s not always easy. We have to work on becoming the best versions of ourselves to have the confidence and energy required to build relationships with new people.
  
  
  
• How to build capacity when it feels like we’re drowning:
  
  Most of us have experienced feeling like we have too much on our plates, but the trick to changing that isn’t by taking anything away, it’s by doing more. Our capacity is like a muscle, and working it only leads to bigger results. 
  
  
  
• Why doing it on our own can actually hold us back:
  
  Working as a lone wolf can only get us so far, so if we want to see great results we have to work alongside others and be willing to ask for assistance when we need it.

Guest Bio:

Brian Culhane is the co-founder and Chief Cultural Officer of eXp Realty. He is passionate about fostering a collaborative community within eXp and has played a vital role in rapid growth into 45 states. Brian is also the CEO of The Culhane Group at eXp, and host of Brian Culhane- The Success Philosopher Podcast. 

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

https://www.facebook.com/brianculhane5000/

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

https://anchor.fm/brian-culhane 

Or email him at:

brian@exprealty.com

To work with Gene, go to:

Genevolpe.com

And for a copy of Matt’s book, visit:
Getmicrofamous.com

Other links, products, and books mentioned in this episode:

https://www.wimhofmethod.com/

With all the challenges we faced in 2020, many people are understandably struggling to feel positive and motivated about the year ahead. 

Our routines have suffered significantly, and it can feel hard to reclaim the mindset that allows us to show up effectively as agents. We’re also battling against a tidal wave of negativity from the news and our social media timelines, and that can take a toll on our motivation too. 

We have to establish mindsets and routines that help us gain control of our psyche so we can create momentum. 

How do we re-establish our routines so we can follow through on the activities that help us achieve our goals? What does it take to go against the grain of negativity? 

In this episode, Team Synergi lead listing agent and Toe-2-Toe podcast co-host Jenn Murtland returns to talk about how to dial in our morning routines so we can start our day motivated and in a positive headspace, and why that’s so critical right now.

Three Things You’ll Learn in This Episode

• The power of positive interruption:
  
  With all the negativity in the world today, putting out positivity is a powerful differentiator. Interrupt the gloom and doom of social media timelines with something uplifting and inspiring and you’ll draw people in. 
  
  
• How to establish a motivating morning routine:
  
  To start off our days motivated and in a positive mindset, we have to build up our emotional bunker. Create a strong foundation for your morning routine with affirmations, gratitude, and journaling. That will counter negativity and give us the emotional fuel to start our day strong. 
  
  
• What agents need to focus on every single day:
  
  After getting your mindset dialed in, the first thing we need to do is focus on our highest dollar-producing activity first. As real estate agents, the most important thing we can do is lead generation and consistently creating opportunities for new business. 

Guest Bio:

Jennifer Murtland is the lead listing agent at Team Synergi. A seasoned agent with over a decade of experience in the industry, she is also a co-host on the Toe-2-Toe podcast, alongside Monica Weakley. Jennifer is also an author at Inman. 

To find out more, head to:
https://www.linkedin.com/in/jennifermurtland-14583b4 

https://toe2toepodcast.podbean.com/

You can also reach Jenn directly 513.400.1691

The most successful real estate salespeople are prospecting machines who effectively generate leads and convert them into appointments. If we want to grow a business, we have to replicate our prospecting efforts. One of the most powerful ways we can do that is through an ISA. 

A thriving inside sales machine is the key to future growth, and for real estate expansion leader, Aaron Rian, it’s the most profitable piece of marketing and the pinnacle of his business.  

How do we hire and train ISAs who can replicate our prospecting results? How can we turn the skills we gained in previous careers into unique value in real estate? 

In this episode, entrepreneur, real estate expansion leader, bestselling author, and podcast host of Expand, Dominate & Profit, Aaron Rian shares how he runs the ISA model at a high level.

Three Things You’ll Learn in This Episode

• The importance of knowing our numbers:

When you run the ISA model, you have to give yourself a cushion to account for the leads that don’t go anywhere. You can expect anything from 25% to 30% of those leads to be cancels, reschedules, and no-shows. Tracking and understanding those percentages can make our results more predictable. 

• How to train our ISAs for success:

If we want our ISAs to successfully reproduce the results we get on the phone, we have to set expectations from day one and create clarity around the benchmarks they have to reach to have a successful day. When they know what number they need to hit in order to be successful for that day, they can go towards that goal. 

• How our previous jobs can set us apart in real estate: 

Aaron Rian found a way to bring his past experience of owning a call center into real estate. It allowed him to capitalize on something he knew really well which he leveraged into his real estate career. Many people have background skills in other areas that they are ignoring because they are trying to follow what other people are doing. If we leverage those skills, we can create unique value.

Guest Bio:

Aaron Rian is an entrepreneur, bestselling author, operating principal at The Rian Group Real Estate, and podcast host of Expand, Dominate & Profit. He is one of the most well known and successful real estate agents in the nation. Aaron’s clientele consists mostly of athletes, corporate executives, and high net worth individuals from around the world.

To get in touch, send an email to arian@brokeragerealtors.com, and subscribe to Expand, Dominate & Profit on Apple Podcasts.