Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Get actionable ideas, insight & inspiration to turn your real estate career into a life of freedom. Real Estate Uncensored delivers 3 live shows/wk showing you how to blend the latest high-tech and high-touch prospecting, sales and marketing strategies to grow your real estate business. Featuring interviews with mega agents like Joshua Smith, Jeff Cohn, Brett Tanner, Greg Harrelson, Jeff Latham, Aaron Wittenstein, Marti Hampton and many more. You’ll learn how to make 100+ calls/hr, how to use prospecting systems and scripts to sell 500 homes/yr, how to bring homes to market & actually get them sold, how to run high-tech open houses & much more. Co-hosted by Greg McDaniel, the "Junior Grandmaster" / Bay area Realtor, and Matt Johnson, partner in Elite Real Estate Systems / founder of Pursuing Results, a podcast PR + production firm.
RSS Feed Subscribe in Apple Podcasts
Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast







All Episodes
Now displaying: Page 2
Jul 10, 2019

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:  

Check out his podcast, The Business Freedom 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.

Jul 2, 2019

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.


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.

Jun 21, 2019

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 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.

Jun 20, 2019

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.

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.

Jun 19, 2019

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.   

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.

Jun 7, 2019

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.

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.

Jun 6, 2019

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,, 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.

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.

May 22, 2019

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.

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.

May 16, 2019

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:

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.

May 14, 2019

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 or

To find out more, visit the website at:


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.

May 1, 2019

Marketing is a vital part of real estate, and more agents ought to invest in it. How can you start creating a huge database of contacts? Do you need to follow traditional marketing strategies- or is there another way? On this episode, we speak to proud guerrilla marketer and serial entrepreneur, Greg Dickerson shares why he sees himself as a ‘transaction engineer’ how you can become one, too.

There is a secret to real estate: there’s nothing new. It’s all been done- all you need to do is find the best person and do what they’re doing. -Greg Dickerson

Three Takeaways

Two ways to build relationships and build our database

Being on the board of an organization is a great way to build a database of contacts and demonstrate your leadership ability. To get onto one of these boards, you have two options: buy it or build it. In other words, invest in an organization or establish one of your own. You’re expanding your network, and the community will benefit.

How to appeal to luxury home sellers and investors to fasttrack your way to $1 million in commission

Essentially, luxury real estate is no different from any other real estate sector- you’re still buying or selling a property. The difference lies in the details. To break ground in the luxury sector, you have to be knowledgeable about the market. You also need to provide excellent service, invest in a credibility package, and make reference to your firm.

If you're brand new, find the best in the business and go to work for them

When you’re starting in the industry, you want to make sure you’re learning from someone. Why learn from anyone other than the best? Seek out the top producer in your market and ask to shadow them. Make it clear that you’re happy to work for free, and pay attention to all the advice you receive.


Marketing is important, but it helps if you find innovative ways to brand yourself. Take every opportunity you get to meet new people, and ensure you’re connecting with them on a personal level. Position yourself as a pillar of your community, and be genuine about it. Plan to network with the top producers in your industry and not only connect with them, but learn their approaches. At the end of the day, your network is your net worth.


Guest Bio

Greg is a serial entrepreneur, real estate investor and developer. He served in the United States Navy right out of high school prior to his entrepreneurial journey. During his career he has bought, developed and sold over $200 million in real estate, built hundreds of custom homes and commercial buildings, developed multiple residential and mixed use subdivisions and started 12 different companies from the ground up.

Mr Dickerson is an expert on the topics of real estate development and entrepreneurship. He has spoken at real estate investing conferences and events around the country, he's been a guest commentator on Fox Business with Neil Cavuto and The Dave Ramsey Show and is a regularly interviewed on some of the top real estate investing and business podcasts today

To find out more about Gene, head to:


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.

Apr 24, 2019

We often hear comments like ‘the truth will set you free’, but don’t apply the logic to our own lives. How can you start being more honest with yourself and others? What are the benefits of sharing yourself in your entirety -  good and bad - with the world? On this episode, we’re speaking to legendary life coach, David Wood who shares why all of us need to become more comfortable with sharing ‘nosebleed’ truths.

Practice ‘nosebleed truth’ with your partner. Share everything, and if they stay with you, you know you’re on a winner. -David Wood

Three Takeaways

Tell the truth, and let the chips fall where they may. Life can do a better job of leading us in the right direction if we allow it.

While telling the truth may be daunting in some instances, moments when you’re hesitant to be honest are exactly the moments you need to share what you’re thinking. Although we often try to control our lives, we never do a particularly good job at it- so stop holding it back.


Consider the ultimate question Einstein gave us: Is the universe friendly?

Asking if the universe is on your side is akin to asking what the meaning of life is. You’ll find that it’s easier to believe the universe is friendly- because if it isn’t, we should all live in a state of perpetual anxiety. Allow yourself to believe that everything will happen as it’s meant to.


Write your own ‘Warning Label’ - the things you're not very good at it, or things that might scare people off


Acknowledge your bad qualities- first to yourself, and then to others. It’s impossible to make strong connections with anyone until you’ve been completely open about your shortfalls. Be upfront and consider it a ‘warning’ label you display to the world.


Being truthful offers a great sense of freedom. Imagine being able to live life without the fear that something might come back to haunt you, or weigh on your conscience. The best part is, by being honest you’re opening yourself up to more connections than you could ever imagine. You may have a fear of rejection from telling the truth- but let the chips fall where they may. To live your best life, you need to be unabashed in your honesty.


Guest Bio

During his childhood, David Wood witnessed his sister’s death. While he initially pushed this reality out of his mind- and went on to become an actuary- later, David realized that he was finding difficulty in connecting with others. To change this, he began a journey towards coaching his own life, as well as others. This journey took him from his actuarial position, to that of a professional performer in a bar, where he was paid $50 per performance. Today, he’s widely regarded as one of the top life coaches in the world and is passionate about teaching others to share their truths.

To find out more about David, head to:


Apr 19, 2019

The introduction of tech companies has caused anxiety in many industries, including real estate. Is your business in danger of failing in the wake of tech competitors? How can you keep doing business when so many of these companies gain popularity for their convenience and low prices? On this episode, owner and CEO of Omaha’s Elite Real Estate Group, Jeff Cohn joins us to discuss how your business can flourish if you embrace new technologies and digital platforms.

Be aware that you now have to differentiate yourself from the other agents AND big tech companies. -Matt Johnson


Three Takeaways

Change the way you offer value

With the rise of the millennial generation, we need to start adapting our approach to satisfy younger clients. Millennials prefer communicating over text and don’t want to make tons of appointments- so find ways to meet those desires. However, remember that there are older people who will continue to buy and sell for years to come. The best option, going forward, is a hybrid model.


Stop worrying about tech company prices

We’ve never not had to compete over prices. Stop agonizing over the prices tech companies offer and treat the competition as you always would have. Of course there needs to be an adaptation of sorts, but don’t assume that the presence of technology automatically makes you obsolete.


Share behind-the-scenes footage

One of the reasons clients might choose a tech company to buy or sell their properties is because they assume agents do little to no work. Use technology to disprove that theory. Share content that shows you doing all the tasks no one outside the industry knows about. You’re not only setting the record straight- you’re also opening yourself up to an audience and starting the process of them getting to know, like and trust you.


Technology isn’t going anywhere, so it’s vital that businesses adapt their models as soon as possible. However, even if you need to adapt, think of changes as a hybrid of sorts. You’re still speaking to past clients and networking- the only major difference is the platform you’ll use. Remember, what’s an asset to the tech companies can be an asset to you, too. Use technology to show clients aspects of the business they would previously never have known. Reach audiences previously outside your reach. Changes are always a source of anxiety- but sometimes they’ll end up taking your business to new heights.


Jeff Cohn is the owner and CEO of Omaha’s Elite Real Estate Group. Known for his legendary expertise in social media, Jeff and his team generate on average 2000 internet leads per month. Since exiting daily operations at his company, Jeff has continued to make his mark on the real estate industry. Today, he maintains a presence as a trainer, podcaster and speaker, among other commitments in the industry.


To find out more about Jeff, head to:

And to see more about Omaha’s Elite Real Estate Group, visit:


Gene Volpe is the Lead Digital Architect at GVI Media. With over 10 years’ experience in marketing, he is well known as a national expert. Gene is also incredibly well-versed in real estate, and has been involved in over 200 transactions. Gene is passionate about establishing brands and helping his clients reach wider audiences through digital marketing and video content.

To find out more about Gene, head to:

Apr 18, 2019

One of the biggest mistakes new agents make is trying to follow the rulebooks of top producers because they end up missing the foundational pieces. What are the fundamentals that just can’t be skipped when building a successful and sustainable business? How does technology make it easier to build the fundamentals in? On this episode, REDX CMO, Curtis Fenn shares why new agents shouldn’t be imitating top producers and what you should be doing when you’re new to the game.

Technology can help you expedite the process of building a network and database that can refer you business. -Curtis Fenn

Three Takeaways

What it takes to get to top producer status

If you’re wondering and worrying about where your next check is coming from, that’s not a business. If you want to have the life you want, you need to have sustainable and predictable income. Without that, it’s impossible to become a top producer.

Top producers vs. new agents

There’s a huge divide between what new agents have to do to become top producers and what top producers do. New agents are often given advice from the perspective of a top producer, who tells them what they are doing right now, not what they did in the beginning and how they got there.  

Why door knocking is still necessary

Most top producing agents still take the time to knock on doors to build their database, while a lot of younger agents feel that they are above door knocking. Unfortunately, without a database and network, you can never build a sustainable business.


If you want to get to the point where referrals just come in, you have to hustle to build a sphere of influence, and a network of people who will continue to refer you business. This is the part of the business that you just can’t skip or circumvent. Luckily we don’t have to do the exact amount of activities that the top producers have to do. By leveraging technology, we can speed up the process of building the database and build a sustainable business.

Guest Bio

Curtis is the CMO at REDX, a technology company that helps real estate agents develop sustainable growth with the best tools and practices for acquiring new clients. Go to for more information.

Apr 2, 2019

Most agents dream about being able to move through business with the perfect words that will handle any objection and close the client, but the truth is there is no magic bullet. What is the overarching step we need to take to get better at handling objections? How does a scarcity mindset kill our success? How can you handle FSBOs and actually bring them value? On this episode, we do a Q&A on objection handling.

When you’re having trouble with objections, don’t look for magic words. Focus on lead generation and have more options so you’re not overly attached to one lead. -Matt Johnson  

Three Takeaways

How to bring value to FSBOs

When you’re talking to FSBOs, if you can bring more than your value as a real estate agent that will get in the door. If you had access to investors or if you were even the investor yourself, you will be able to get yourself in the door. The key is being in integrity so you actually have investors or an investment deal, and you also need to have done the work in the backend to set this up.


Why some clients aren’t worth working with

Some buyers are just skeptical, or their always looking for a bargain and this isn’t something you can change about them. When you deal with people like this, ask yourself if all the trouble of working with them is worth your time. If not, let them go.


The truth about objections and how to navigate them

Whenever you’re having a conflict, take a step back and ask yourself what you’re protecting. When you’re having challenges with objections, usually what you’re protecting is mindset of scarcity that makes you hold onto a lead instead of just letting it go. But if you let that go, you can let go of the lead and move onto others without too much attachment.


There are no magic words that will handle every single objection you get. The truth is, objections shouldn’t affect you if you’re not overly attached to that lead. The only way you can avoid attachment is to have options, and be generating enough leads to where you know that if that one lead doesn’t work out, there are others. Once you get out of a space of scarcity, the way you handle objections change and you’ll be able to give an answer that truly helps the client.

Mar 29, 2019

The internet can be a very dangerous place for kids, and very often parents are in the dark about what’s actually going on. How can parents keep an eye on their kids’ online activities, and get more tech savvy? Why is this such a valuable thing to teach? On this episode, Gene Volpe talks about the internet, how to monitor what our kids are doing, and trends you need to keep track of.

There’s nothing better than being able to give to someone without asking for anything in return but still giving something powerful that it compels the law of reciprocity. -Greg McDaniel

Three Takeaways

The importance of systems

Systems make your business easier to run, and they help you simplify your work. When you do create a system, don’t start taking on jobs outside of that because that just creates confusion.


How to protect our kids

There are so many nefarious and dangerous things happening on the internet that put our kids at risk. As parents, we need to be more tech savvy and stay on top of the new trends and changes.


The power of giving value

Give value without expecting anything in return. Not only will this set the law of reciprocity in motion, it also means that at the very least, you will be top of mind.


The internet, social media and mobile phones are incredibly powerful mediums that bring convenience and information to our fingertips. But there’s a dark side to the online world, and if we have young people in our lives, we have to keep an eye on these things. In order to set your kids up for success online, stay on top of what they install regularly. Ultimately, the more tech savvy you are, the easier this can be.

Mar 27, 2019

When it comes to how we market and advertising ourselves, one of our biggest pitfalls is thinking like a Realtor and not from the perspective of what consumers want. How can we fix this? How can we make our Facebook ads more effective? How can you stay ahead of the game in a changing market? Why is focused engagement so important and how do we achieve it? On this episode, Gene Volpe joins guest Mike Sherrard to talk about levelling up our marketing.

Be the vehicle and catalyst for what people would like to know, what would be valuable and what they don’t have access to. -Mike Sherrard

Three Takeaways

How older agents can thrive in a changing market

A lot of agents in a changing market are trying to chase everything that happens to be new trendy and techy and this only diverts their focus. But focusing on too many things means you just won’t get good at one thing.  


The future of social media engagement

According to Andy Frisella, the future of social media influencers is this mathematical formula for engagement. E2I = FC. This means entertainment, education and impact = focused engagement.


How to get your Facebook ad costs down and your conversions up

Don’t think as an agent, think as a member of the general public. Instead of running an ad of a just listed, do a coming soon just before. Instead of just sold, create a PDF of why a home sold quickly, how quickly you sold it so that the consumers can actually get value. Go to new home builders and get valuable information and photos.


If a changing market is a downmarket, you have so much more time on your hands. This is the time we should double down on our marketing and focus on building a brand. No matter how much the market slows down, we have to keep the human element of prospecting alive, and social media is how we do it. By bridging the gap between old school and new school, and what’s valuable, what people want to know and what’s fresh, we can be really successful.

Guest Bio

Mike is a Canadian Realtor and a Top 30 Realtor on social media. Check him out on Instagram

Mar 23, 2019

We are all making decisions based on who we aren’t. We need to move away from the physical and start to understand energy and the universe we live in. How can our energy influence our success? How do we go from surviving to thriving? How do we identify the right path for us? In this episode, coach Bill Heinrich talks about how to get out of survival mode and shift our energy so that we can effect positive change in our lives and careers.

Anytime you’re connected to something remotely to do with your purpose, it’s going to energize you and take you into an immediate state of expansion. –Bill Heinrich

Three Takeaways

Success is easy when we’re on the right path

Everyone taught us survival from when we were born, but that brings no satisfaction. The only satisfaction is when we are truly connected to who we are. We’ll know we’re on the right path when what we do is effortless and energizing.


Changing our energy to get where we need to be

We all tie who we are to our accomplishments and we must disconnect from that to thrive.

We are addicted to the physical but the universe runs everything. It’s scientifically proven that everything is a vibration. When we change our energy, we attract what we put out.


Acting out of love instead of fear

There are only two emotions to deal with: love or fear. They can’t coexist and every other emotion stems from them. We must ask ourselves ‘is it love or fear, and what are we protecting?’. With love, there is nothing to protect because the more we give, the more we get. Fear causes us to protect, and when we’re fearful we’re putting the physical first.


Everything in the universe is a vibration, and we are linked to those vibrations. When we chase things in the physical world that don’t blend with the universal, we limit our ability to expand and grow. We were all born with seven divine gifts, but we have them in different proportions. We have our own individual gift to share and when we do, we become ageless, timeless and abundance comes running in. Thriving is ultimately trusting that the universe is bringing that energy together to let it click. The only satisfaction is when we are truly connected to who we are.

Guest Bio

Bill Heinrich is a Professional Coach and Entrepreneur. He started two real estate businesses from scratch in California and Oregon and has owned and operated his own businesses since the age of 25. Bill increased sales at his first company from $100,000 per year to $125,000 per month. He has over 35 years’ experience as an entrepreneur with strengths in operations, marketing and business development. Bill is the creator of “The Coaching for Divine Purpose” coaching certification program, and author of “The Seven Levels of Truth: How to identify, access and live your true life purpose” and “Clarity has no Story - A Shaman’s guide to mastering the Law of Attraction”. Bill is also a certified Feng Shui Practitioner and Numerology Instructor. His long list of qualifications includes an Associate’s Degree in Business Administration from Champlain College, Level II Big Money Business Coach certification, Coaching for Divine Purpose certification, a Certified “Presentainer” from Speaking Empire, a Certified Time Abundance Coach, and numerous Master diplomas from Instant Miracle Mastery in areas such as Peace Process and Extraordinary Coach.

Mar 22, 2019

As agents, establishing and managing our relationships with sellers and buyers can be difficult. How do we set ourselves apart from other agents? What difference can our tone of voice make to our success? How do we deal with indecisive buyers? In this episode, we talk about how we can engage with situations that agents come across when dealing with buyers and sellers in real estate.

The way that you look at and talk to people sets up your success or failure with them within the first 5 seconds. –Gene Volpe

Three Takeaways

How to set ourselves apart from other agents

We need to convince sellers that taking us on as their agent is the right move by identifying what previous agents did or did not do, and working from that to establish how to make a successful sale. We must also consider how to use our advantages to market the property in a way that is new and creative compared to how it was marketed before.

The problem with selling ourselves instead of the system

We don’t want people to want us as individuals, we want people to want the system we’ve built. When we don’t make it clear that we are part of a team and a system clients will expect to, and only want to, deal with us personally.

How to deal with indecisive buyers

When we find a property that ticks all the buyer’s boxes but the buyer doesn’t want to make an offer, their hesitation often stems from a feeling. We either need to bring the decision back to being quantitative, or we need to respond in a way that uses emotion by helping them realize the potential for disappointment.


Navigating relationships with buyers and sellers is tricky, but there are ways in which we as agents can manage them more effectively. We can instill confidence in our abilities by showing clients how we can use our advantages to their benefit, and explaining what sets us apart from other agents who have failed. By being aware of the power our tone of voice has, we can foster client relationships in a positive way. We must develop and use systems and tactics that ultimately help us be better agents, and maintain our relationships with buyers and sellers.

Mar 21, 2019

Many agents believe that having a database of thousands of people makes them successful, but they mistakenly focus on quantity over quality. What makes a database more likely to lead to more transactions? How do we properly classify a lead, and what should we be doing to stand out from every other agent? On this episode, Beverly Ruffner is back to talk about common database mistakes agents make, and the simple but effective ways to correct them.

In real estate, it’s tough to build a competitive advantage that withstands somebody else being more convenient. -Matt Johnson

Three Takeaways

Why a database isn’t enough

A database is great but it can just be a glorified phone book of names, phone numbers and emails. You want a database that is organized so you know every person you’ve ever spoken to and exactly what their situation is and why they are buying.

Why a list of names doesn’t automatically mean more business

There’s no exclusivity with online leads, and even with your database. Every lead that is in an your database is in at least 3 other databases of your competitors. No one is going to do business with you out of loyalty. What they care about is you being convenient. Your goal should be to position yourself to be convenient when they are looking.

Leads vs. respondents

Online respondents should not be confused with a lead. A lead is when you’ve built a relationship and there’s a level of trust between you and the person. A respondent is just someone who took action on an ad.

The assets of a real estate company are the relationships you have and your systems. A database without any real, detailed information about why they want to buy or sell or when is really just a list of names and numbers. In order for our databases to actually move the needle for our business, having the conversations that give us information is key. You need to aim to be different from everyone else by actually putting effort into regular communication. Even with the best brand, if you don’t have a strong database, your business won’t survive any shift on the horizon.

Guest Bio

Beverly Ruffler is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to for more information.

Mar 13, 2019

Real estate agents around the country are dealing with the issue of low inventory. How do we generate ‘Come List Me’ calls in this climate? Who do we need to hire to help with referrals and why? How can we use events to encourage referrals? In this episode, Josh Anderson joins us to talk about about shifting how we do certain things so that we can generate a consistent stream of referrals.

We got more intentional about reviews and, different from everyone else in the real estate agency, we started using Google reviews focusing on local business. –Josh Anderson

Three Takeaways

How to deal with low inventory

When we run out of inventory, we need to be proactive. By shifting our lead generation towards agents who have properties coming onto the market that aren’t out yet, we can get ahead of property listings. Our relationships with agents are important and we need to maintain them.

Who we need to hire and why

2019 is the year of video and we need to keep with where the market is going whilst filling a gap within that. Hiring a marketing professional who specializes in social media platforms like Instagram and resources like video is an asset to our team. 

Tailoring events for referrals

Hosting events helps us get referrals when it caters to the client and when it’s something they look forward to attending. If your clients are married and have children, a catered event at home would work much better than after-work drinks.


We need to be proactive about the shifts we make so that we can address the issue of low inventory in real estate. Maintaining relationships with agents, making hiring decisions that align with the current market and hosting events that cater specifically to our clients are ways in which we can increase referrals and, by extension, grow our inventory. We should also focus some effort on encouraging reviews as they can take on the function of referrals. Through harnessing these overlooked spaces, we can tackle the issue of low inventory and our businesses can thrive.


Guest Bio

Josh is the owner of The Anderson Group Real Estate Services and Nashville’s most trusted realtor, is ranked in the Top 1000 Real Estate Agents in North America by the Wall Street Journal and consistently ranked in the Top 10 Keller Williams Southeast Region Groups for monthly closed volume. He is a business savvy professional with a strong desire to cater to his clients' particular needs. Josh is skilled in Negotiation, Luxury Goods, Budgeting, Sales, and Entrepreneurship and has a BS focused in International Business/Trade/Commerce from Louisiana State University and Agricultural and Mechanical College. His market expertise coupled with his superior negotiating skills set him apart from the rest. For more information visit or email You can also connect with him on LinkedIn   

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.

Mar 12, 2019

One thing that sets us back as real estate agents is that we’re quick to embrace new technologies, apps and platform in our daily lives, but reluctant to use them in our businesses. What are some of the things we should be paying more attention to? Why does candid video beat polished, professional, over-produced stuff? How do we balance the entertainment factor in our content with the educational factor? On this episode, The Zillow Killer, James Rembert, and Gene Volpe talk about changes to Facebook, tools and strategies we should be leveraging to be more relevant to our audiences.

Agents aren’t failing because there’s a lack of leads, their failing because of obscurity. -James Rembert

Three Takeaways

Why Instagram and Facebook stories matter

Make sure your content strategy includes anything that can keep the consumer or create content natively on the app or platform. This is the real power of Stories and how you can leverage them to be more relevant.


Perfection doesn’t sell anymore  

6 years ago the people we admired on social media were the ones that were perfect. Now we’re looking for imperfection, vulnerability and honesty because that’s relatable to us. Social media has made us more available, so we know that it’s not realistic for someone to be polished all the time.


The huge opportunity with messenger bots

Messenger bots are a force to be reckoned with in the marketing game, and other channels pale in comparison. At its highest, email has an open rate of 23% while messenger bots have up to a 97% open rate.


Digital is an enhancement of everything we do, we have to embrace it. When we think of social media to generate leads and grow our database, we have to look at it through the lens of a business. Advertising and marketing are the lifeblood of our business, they are the key to us becoming rock stars in our local markets. That means committing to creating good content which is relevant and relatable because that’s what audiences are responding to. Ultimately, if you’re not generating conversations on social media, your strategy is outdated.

Guest Bio

James Rembert is the Zillow Killer. Using Facebook, he provides marketing solutions to real estate agents who want to get high-quality leads without investing large amounts of money in platforms like Zillow. You can find out more about James and his work at

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing

Mar 1, 2019

When it comes to branding and building up your credibility with buyers and sellers in your market, there is nothing as powerful as a book. What are some of the prospecting problems that are solved by writing a book? What’s a quick and easy way to write a book? How can you leverage the book once it’s completed? On this episode, top Dallas Realtor, Chris Bentley is back to talk about how he used books to brand himself.

Anyone who knows how to deliver a structured listing presentation has a book inside of them, you just don’t know it. -Matt Johnson  

Three Takeaways

The key thing about writing a book is just getting the basic ideas out of your head and onto paper. Don’t worry too much about how long it will be when you’re just getting started.

If you have a structured listing presentation, you can do a recording of it, and get it transcribed into a book.

There are a lot of ways to solve objections that come up in appointment. We can handle them with our words, or take care of them way in advance with a book.


For most agents the ideas of writing a book is immensely overwhelming and intimidating because it feels like a major time commitment, but it doesn’t have to be. It can actually boost your credibility in a way other types of content don’t. If you write a book on a subject, people are going to assume that you know a lot about it, and that will make any appointment and listing presentation run so much smoother, and make it more likely that you’ll get that client.


Guest Bio

Chris is an award-winning agent and author based in Dallas, Texas. As one of Dallas' most aggressive real estate magnates in the making, Chris is quickly growing into one of the most popular people on social media. Through his social media posts and videos, we're able to experience what's it's like to be a Realtor®. His achievements to date include being voted in 2017 and 2018 D Magazine's Best Realtor® and being 4x Multi-Million Dollar Producer. Go to for more information and follow @ChrisDBentley on LinkedIn, Instagram and Twitter. To find him on Facebook, go to


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.

Feb 27, 2019

For many agents, buying leads online has stopped yielding the results it used to, so they have to completely shift their lead generation. What are some of the reasons for the drop in online lead ROI? Why did our guest choose to double down on branding himself? How does he use social media and podcast interviews to build his credibility? On this episode, Dallas top agent, Chris Bentley, shares on the cautionary tale of relying on buying leads, and how to lean into building a brand.

The value of being interviewed on a podcast that is for the industry is it’s a super credible link to your website. -Matt Johnson

Three Takeaways


The Problem With Buying Leads Now

When you buy leads online through Google PPC, a lot of agents go into it thinking that it’s going to turn over very quickly, or at the very least, that they can cherry pick the top leads, but it doesn’t work that way. People are registering for multiple sites, and they are starting their home search online way earlier than we see them, so we might not even be able to get business.

Why going away from the bandwagon can get you more attention

Most people jump on the bandwagon and refuse to do the opposite of what everyone else is doing. The problem is their voice gets lost among the other thousands of people on the same bandwagon.

How to use LinkedIn to target luxury buyers

If you’re targeting luxury listings, LinkedIn is a great place to post really eye-catching photos. High level executives and luxury buyers spend most of their time on LinkedIn, and they don’t just use it after work or on weekends as they do with Facebook and Instagram.

How to generate content that builds credibility  

You don’t just want to have a couple of lines come up when someone Googles you. You want there to be a ton of content because it makes you a lot more credible, and that makes you stand out. 


Through the experience Chris had, the cautionary tale is you have to build up a brand before you do anything else. For a multitude of reasons, the dynamic with buying online leads has massively shifted to the point where it doesn’t make business sense anymore. Having a strong brand in your local area and being micro-famous will yield more results over and over again, and your business will be less affected by shifts and changes online and in the market.  


Guest Bio

Chris is an award-winning agent and author based in Dallas, Texas. As one of Dallas' most aggressive real estate magnates in the making, Chris is quickly growing into one of the most popular people on social media. Through his social media posts and videos, we're able to experience what's it's like to be a Realtor®. His achievements to date include being voted in 2017 and 2018 D Magazine's Best Realtor® and being 4x Multi-Million Dollar Producer. Go to for more information and follow @ChrisDBentley on LinkedIn, Instagram and Twitter. To find him on Facebook, go to


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.

Feb 25, 2019

People often let ego guide them into expansion prematurely. There are several things that need to be considered when growing a successful and profitable business that has room to expand. How do we hire people who are capable of handling business growth? How do we know when our business can expand successfully? How do we grow and maintain our profit margins? In this episode, Aaron Rian shares his knowledge of and experience in expanding his real estate business.

It doesn’t make sense to go into another market until every market that you’re in is running tight, making the margin, and is profitable. –Aaron Rian

Three Takeaways

Hire people based on where you see your business going

Hire staff who have the capacity to deal with where you want your business to go, not where you’re at today. When you hire people to deal with your current capacity only, they often can’t keep up when growth starts to happen. The most important thing to look for in people is who can handle the growth and leadership of the business into the new markets as you expand.

How to know when expanding is a good idea

Expansion should only be a consideration when you have a consistent 55-65% profit margin for at least 12 months. You must know your numbers, from your top agent to your newest hire, and keep track of what’s being brought in and what you’re paying to support your employees. If you’re not meeting that margin or paying attention to your balance sheet, you won’t be able to expand successfully and run a profitable model.

How to grow your profit margin

When your profit margin is not hitting the mark, you need to decrease your expenses. Examine your numbers carefully, see where you’re bleeding money and either try to get that back or lose that part of your business. You should also know where your ROIs are and focus on what’s bringing in the best return. Don’t make the mistake of trying to expand when your main hub isn’t profitable to the level that it makes sense to operate as a business.


Expansion is a tough but rewarding game to play. It starts with having a healthy business and then figuring out which parts of it are reproducible in other places. It forces us to pay attention to systems in our business and to look inward and consider the construction of our team. To expand and be profitable, our business must have people who can grow with it and a profit margin that enables successful expansion.

Guest Bio

Aaron is the Founder and Operating Principle of The Brokerage House, home to a multi-million-dollar team and currently expanding cross-country. The company is currently the number one real estate team by sold volume and number of transactions in the local market, as reported by the Wall Street Journal. In Aaron’s seven plus years as a real estate agent, he has been a Top One Percent Metro Realtor and a Multi-Million Dollar Sales Producer. Aaron also won back-to-back-to-back “Top Real Estate Agent” awards from the Portland Monthly magazine in 2011, 2012, 2013, 2014, 2015, 2016 and 2017 and was recently added to the “Registry of Business Excellence™” by America’s Registry of Outstanding Professionals organization. He has appeared in national publications such as “USA Today” and “The Wall Street Journal”, and was recently featured in “Top Agent Magazine”. Aaron is a regular expert on KATU’s AM Northwest Talk Show and has appeared on several television networks including HGTV, CNBC, CNN and Bravo. His first book, “Out Front: The Art of Closing a Deal”, was sold on and made the best-selling authors list. Aaron and his team are on track to close over 650 transactions with a value of nearly 250 million dollars in volume in 2018. For more information visit or email You can also connect with Aaron on LinkedIn  

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.

1 « Previous 1 2 3 4 5 6 7 Next » 21