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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Updated 6 days ago

Business
Education
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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, Kirby Skurat, 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.

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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, Kirby Skurat, 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.

iTunes Ratings

195 Ratings
Average Ratings
180
2
3
4
6

Imagine if a consumer found this podcast

By Schumi 7X - Jan 10 2020
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This is someone stated “the Bevis and Butthead” of real estate. Their 4th grade vocabulary mixed with a punk like behavior is embarrassing for our industry. This podcast represents the worst possible representation of our industry and should be reported to NAR

Awesome Podcast!!!

By Clarisse Gomez - Dec 09 2019
Read more
Greg & Matt, hosts of the Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast, highlight all aspects of real estate, success and more in this can’t miss podcast! The hosts and expert guests offer insightful advice and information that is helpful to anyone that listens!

iTunes Ratings

195 Ratings
Average Ratings
180
2
3
4
6

Imagine if a consumer found this podcast

By Schumi 7X - Jan 10 2020
Read more
This is someone stated “the Bevis and Butthead” of real estate. Their 4th grade vocabulary mixed with a punk like behavior is embarrassing for our industry. This podcast represents the worst possible representation of our industry and should be reported to NAR

Awesome Podcast!!!

By Clarisse Gomez - Dec 09 2019
Read more
Greg & Matt, hosts of the Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast, highlight all aspects of real estate, success and more in this can’t miss podcast! The hosts and expert guests offer insightful advice and information that is helpful to anyone that listens!
Cover image of Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Latest release on Feb 20, 2020

The Best Episodes Ranked Using User Listens

Updated by OwlTail 6 days ago

Rank #1: The Compound Effect and How to Change Your Life With Small Choices

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Making radical changes to your routine might sound tempting, but in most cases this tactic leads to burnout. How can you make noticeable progress without going on and off your routine? Why is it important to get an idea of what you’re currently doing on a daily basis? How can you keep yourself motivated with a routine that takes time to see its fruits? In this episode, we talk about the compound effect and why small, consistent choices offer the fastest path to success.

The dip between taking consistent action and getting consistent results is going to be 6 months, and half the battle is just knowing that. -Matt Johnson

Three Things We Learned

Track and measure your productivity and habits

You can’t improve what you don’t understand entirely. Track your behaviors for one week, as this gives you a starting point and a better understanding about what makes you unproductive and what brings clients.

Consistent actions are more effective than radical changes

Find daily actions that can be done even if you have to deal with the unexpected. This way, you get consistent with your work and increase your chances of sticking to a work routine that might remain the same for years, as opposed to making radical chances that will lead to burnout and you quitting a few weeks later.

Celebrate your wins

Radical changes to your routine might sound tempting, but the small changes are the ones that are more likely to stick with you. And because small tweaks take time to pay off, you have to remind yourself daily that you’re one step closer to your goals. You can do so by emailing your daily report to an accountability partner or just write down all of the tasks you completed on that day.

Don’t let yourself believe that small changes aren’t enough to change the big picture. Over time, the small tweaks we make are more likely to bring results because we’re more likely to stick to a relaxed routine compared to a work schedule that we hate. But a relaxed schedule isn’t the only thing that make us more likely to stick with something in the long run. The people we work with have the same effect as well. We’re more likely to feel energetic and motivated if we get more picky about those we allow into our lives.

Oct 02 2018

50mins

Play

Rank #2: Lead Generation For New Agents w/Bryan Colemere

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For newer agents, the biggest challenge is getting those first leads going in order to get your first deal. How can we create opportunities to get in front of potential clients? How can we do open houses well? How can you build pieces into your business to increase your chances of getting a deal? On this episode, Colemere Realty leader, Bryan Colemere shares on how to work your way towards your first deal. 

Don’t let the fear of not knowing stop you from making the call or holding the open house. -Bryan Colemere 

Takeaways + Tactics 

  1. If you’re struggling and need to get the business going, hold an open house. 
  2. Other agents are not your competition, they are your salesforce. Look at them as a gateway to more clients. 
  3. Don’t think you have to be fastened to your desk to get business. Take part in your hobbies and social events and make sure people know that you’re in real estate.

Even as a new agent, you have access to many people who can help lead you to your very first deal. The first thing you need to do is really zone into your sphere of influence and start letting them know what you do. Don’t be afraid to make calls, hold open houses and making sure your community knows that you’re in real estate. It might seem challenging to get that first result, but if you leverage your time wisely and employ different tools, you can get results. 

Guest Bio

Bryan is a Real Estate agent for Colemere Realty Associates in East Sandy, Utah To get in touch email bryan@colemererealty.com and to get access to training material, go to https://www.facebook.com/utahrealestatetopproducers/

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Sep 03 2019

38mins

Play

Rank #3: How to Create Video Content That Drives Business to You w/James Rembert and Nick Sakkis

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Social media is vital for success in the real estate industry today, and posting video content in particular is non-negotiable. What kind of content should we be including in our videos- and how can we become more comfortable on camera in the early stages? Should our videos be strictly professional, or is authenticity more important? On this episode, founder of DigitalNatives Inc., James Rembert, and owner and founder of Amplified Marketing Group, Nick Sakkis share their insights on video, social media and the future of the real estate industry. 

Nationally, we can’t compete with online competitors. But on a hyperlocal stage, we can give them hell. -James Rembert

Takeaways + Tactics 

  • To become relevant in our markets, we need to create hyperlocal content. To do this, we can film our experiences in local establishments- like restaurants.
  • In the early stages of being on camera, it’s normal to feel nervous. To combat shyness, we can film ourselves completing everyday tasks. This will help us get used to being on camera.
  • Authenticity is everything, so stop worrying about telling viewers what we think they want to hear. If we’re authentic, we’ll be more likely to attract an audience better suited to us.

To stay ahead of new competitors like Zillow, we have to embrace social media. Start getting comfortable with sharing videos, because they’re non-negotiable for success. We need to speak about hyper-locally relevant topics, and build confidence by being ourselves. The real estate industry is going to feel a lot of changes thanks to the internet, but if we stay up-to-date with social media while staying true to ourselves, we don’t need to agonize over it. 

Guest Bio

Nick Sakkis is the owner and founder of Amplified Marketing Group. He is passionate about marketing and sales, and enjoys any opportunity to teach agents and entrepreneurs how to promote their brands. Nick is a paid advertising specialist with a keen interest in the social media world and digital space.

To find out more about Nick, visit 

Nicksakkis.com

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

You can also find him on social media with the name @NickSakkis

Find him on YouTube at https://www.youtube.com/channel/UCx_sKLMKBCCgAA8RLPoJDsg

James Rembert, also known as ‘Zillow Killer’, is the founder of DigitalNatives Inc. He is a trained marketing strategist and talented designer with a background as a Realtor. James is the creator of the wildly successful online course, HyperLocal Domination, which is aimed at teaching real estate professionals how to build a real estate focused marketing agency from scratch.

To find out more about James, head to:

https://www.jamesrembert.com/bio

https://www.facebook.com/zillowkiller/

Nov 09 2019

56mins

Play

Rank #4: How to Build a Business Through Relationships, Not Leads w/Terry McDaniel

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Relationships are central to the real estate industry, so it’s our responsibility as agents to build connections with as many past, present and future clients as possible. How should we react when our past clients choose to work with different agents? What can we do to make sure we stay at the top of their mind between transactions? On this episode, industry veteran and the Grand Master himself, Terry McDaniel, shares how to build a relationship-based business. 

Takeaways + Tactics 

Don’t be deterred when clients leave. There are so many reasons they may work with another agent that have nothing to do with us, so we shouldn’t question our abilities.

Instead of asking how we can make our clients lives’ better, we should be asking them to teach us how to do that. This shows our dedication more clearly.

To stay top of mind, have something on hand to give to clients so we have a reason to see them in person. This can be something small, like a handwritten note.

Jan 30 2020

54mins

Play

Rank #5: How to Use Video & Social Media to Become the Go-To Trusted Real Estate Resource for Your Community w/Krista Mashore

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Social media and video open the door for many agents to make themselves known in their local community. But why do so many agents fail to build a following online? What type of videos get the most views? How can you use paid advertising to maximize your reach? In this episode, Krista Mashore, a top 1% real estate agent in the United States, talks about how she uses social media for her business.

You are the product. People are buying you. So give them a reason to click and say yes. -Krista Mashore

Three Things We Learned

How to repurpose video content

Each time you create a video, you need to set up a calendar that tracks where the video will be published and in what format. For example, from a single video, you can use a shorter clip for Instagram, a long form post for Facebook, a Facebook video, and a YouTube video.

Short, punchy videos work best

The more entertaining your videos, the higher the chance you’ll reach a larger audience. Length also plays a role. The shorter and the punchier the video, the more engagement.

The tools you need to put up a high-quality video

Putting together a high-quality video doesn’t take much. All you need to make sure is that the audio quality is good, the background of the video is intentional, and that you have good lighting.

Your primary goal should be serving the consumer, not selling to them. The less salesy we are and the more value we bring, the greater the chance of them buying. Put your name and your contact info at the end of the video, but don’t make videos about listings. Anything that happens in your community, you should be the first one to know and put it in a video. Community videos should be your main focus.

Guest Bio

Krista Mashore is a top real estate agent in East County and a social media whizz.

In her first year, she sold 69 homes. Since then she’s managed to sell over 100 homes each year, earning her spot in the top 1% of agents in the nation.

Today, she shares her knowledge and experience with other real estate agents using coaching and courses where she teaches her approach to success.

Feel free to check out her free resources here.

Nov 06 2018

43mins

Play

Rank #6: Your Daily Schedule: How to Run Your Day Like a Top Producer

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When it comes to becoming successful in real estate, our daily schedules and how committed we are to them are key. How do you structure your time to prospect, generate leads and still have a life? How do you follow through and hold yourself accountable to the not-so-fun but necessary parts of the job? On this episode, we’re joined by Gene Volpe to discuss how to set a schedule that helps you achieve your goals. 

You’ll learn about;

  • How to set work themes for different days of the week 
  • How self-identity plays into our ability to follow through on our schedules

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.

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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 19 2019

38mins

Play

Rank #7: How To Generate ‘Come List Me’ Calls w/Josh Anderson

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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 http://www.joshandersonrealestate.com or email josh@joshandersonrealestate.com. You can also connect with him on LinkedIn https://www.linkedin.com/in/nashvillesrealtor/.   

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 13 2019

33mins

Play

Rank #8: How to Use Social Media to Generate Sales w/David Greenspan

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A lot of Realtors don’t really understand where their business is coming from or who their main audience is, and many who are active on social media are not generating sales from it. What does it take to connect with people and build real relationships online? How can we get clients on social media without paying? How do we translate engagement and attention on social media into sales? In this episode, David Greenspan explains how we should be approaching social media to build our brand and give ourselves more opportunity.

If you’re on social media every day building a little bit of mindshare, the reality is the brand is building and you’re giving yourself more opportunity. -David Greenspan

Takeaways + Tactics

We have two main audiences: people we know and people we don’t know; and by continuing to build the relationships we have with people we can positively transform our business.

We need to be doing five things to build a good social media presence: make posts, like and react to other people’s posts, comment on other people’s posts, share other people’s posts, and send out friend requests or follow people.

We can best build relationships online by evoking emotion. It is the fun, silly, relatable content that generates responses, and we need to be having conversations in order to build relationships.

The types of education that are currently out there for Realtors teach a lot about the legalities and what to do when we sit down with a client, but they completely bypass how to get a client there in the first place. By consistently delivering the right message to the right audience via the right channel, we can have real conversations with people, take those conversations offline, and give ourselves more opportunity to make a sale.

Guest Bio

David Greenspan is the Vice President of KiTS (Keep-in-Touch Systems) and has been working with sales people and teams across Canada for nearly a decade, helping them build and grow MindShare. We see over 3,500 advertising messages a day, we notice six, and we retain two. As marketers, we create the noise, and then we spend every minute of our days trying to break through it. David, an expert in ‘WOW’ factor Keep-in-Touch marketing, shows audiences in a fun, energetic and down-to-earth way how to use the science behind marketing to make business come to you. His specialties are cross-channel marketing, concept, execution and variable data.

https://mindshare101.com/

https://www.facebook.com/mindshare101/

https://www.instagram.com/davidgreenspan101/

https://www.linkedin.com/in/david-greenspan-1b085713/

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

Jul 02 2019

50mins

Play

Rank #9: Content Marketing, Building An Audience & Differentiating Yourself

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When it comes marketing, it often feels like we have to constantly step our game up in order to succeed. When it comes to new strategies, why is podcasting a front runner? How do we balance what the audience wants with what we’re interested and what we want to talk about? On this episode, we discuss some key points to consider when it comes to crafting content to grow your business.

Even if the audience comes, if the content doesn’t help you sell more houses, you will get burnt out on it a lot faster. -Matt Johnson  

Three Things We Learned

Why YouTube is better for growing an audience

YouTube is so much better at serving up your videos to people who are looking for stuff in your area or on your topic, and serving you up as a recommended video than iTunes. To get started with podcasting, create community-oriented, events-based videos, keep them short and put them on YouTube and then drive people there.  

How to craft content that the audience actually wants

One of the biggest mistakes people are making with their podcasts and video content is wanting to do something that’s fun for them and still grow an audience but those two things are actually incompatible. People either don’t care about the topic or they’re already getting the content from someone else.  

Why focusing on a niche is important

No one is interested in just one thing, so to make highly focused content you have to cut a deal with yourself to sacrifice certain things you would want to talk about to deliver what the audience is interested in. The more focused you get, the more people understand exactly what mental bucket you’re trying to fit into, the more likely they will be to come to you for that specific thing.

As business owner, creating content is not an art form, it has a purpose and that is to get more people onto your calendar that want to meet to buy or sell a home. You want to get more business, and if you build the audience and it doesn’t translate to that, it will be disappointing. Your content creation has to actually put money in your pocket, or else it will feel like a waste. The more focused you are in your content as it relates to your business purpose the more likely you are to have success.

Jan 31 2019

46mins

Play

Rank #10: How to Become a TOP Listing Agent w/Chadi Bazzi

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The only differences between the average agent and a high achiever are what they know and how they implement it. How can you gain credibility as a new agent? What are the decisions that gain clients for a lifetime? And what routines should you cultivate to get better at selling homes? In this episode, Chadi Bazzi talks about his journey to becoming a top real estate agent.

A lot of people are looking for leaders. The majority of the population is made up of followers. -Chadi Bazzi

Three Things We Learned

How to get instant credibility as a new agent

As a new agent, the best way to increase your credibility is to gather endorsements from the people who already like you. Your mentor (if you have one) can also help you with endorsements. This works even better since now you can leverage their credibility.

Why it’s better to lose a sale than stain your reputation

Agents who only chase the commission and don’t have their clients’ best interests in mind make the industry look bad. You have to do the opposite if you want to build a reputation and stay in the business for years to come. This may even mean that you’ll have to advise your clients against your interests and tell them that it’s not the right time to sell or buy.

To change somebody’s mind, you have to know how they think first

Leads are easy to get, especially in the digital age. But conversion is where things get tricky. If you want to impress during the first meeting, you have to do more than qualifying the potential client for wants and needs. You need to find out how they process information and what their mindset is. Once you know this, you can speak their language.

To become a top agent, you need a routine that keeps you on track. And the routine starts with shifting your mindset and actually working towards your goal even when it gets hard. Writing down your top 3 goals, having at least 4 affirmations, finding reasons to be thankful for your life, and making note of your accomplishments in the present tense are just a few ways you can stay motivated and energized on the daily basis.

Guest Bio

Chadi Bazzi is a real estate expert, podcast host, and coach who uses his knowledge to help other agents become successful as well.

After becoming a top real estate agent, he was approached by a company that was looking for real estate coaches. Since then, he developed one of the best real estate sales and marketing programs in the country while starting his own coaching company, Top Listing Agent.

If you want to dominate your market, sign up for Chadi’s webinar on the 3 steps blueprint to becoming a top listing agent in your marketplace.

Nov 07 2018

50mins

Play

Rank #11: How to Use Social Media to Build Relationships and Boost Your Business

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Social media plays a huge role in how businesses are run today. What are the nuances we should be looking at to make sure we’re approaching it the ‘right’ way? How is the future of real estate being shaped by social media and new communication technologies? On this episode, we discuss social media with returning guest and digital media expert, Gene Volpe.

The cost of reaching people online should always be compared to the cost of reaching people in the real world. -Matt Johnson

Three Takeaways

We’re moving towards one-to-one communication

Social media networks are beginning to move away from one-to-many communication. To do this, it seems likely that free tools like Facebook Live will become a paid service. As a result, your organic reach will, in all probability, drop. However, this shouldn’t necessarily be thought of as a bad thing, as online tools will still be more affordable than offline options.

Group messages are the future

A great way for businesses to build relationships with clients in the future will be group messages and chats. The participants in these groups will have freely opted into receiving your content, meaning they’ll be more receptive. While your reach may not be as wide, you’ll be making direct contact with the right audience.

Cold calls are in decline

While most people own smartphones, the reality is most don’t enjoy actual phone calls. This is a big reason why software exists to alert the recipient that they’re receiving a robo-call. Cold calling is no longer yielding the same results it once did, so it’s important that agents re-think their marketing approaches.

Social media and communication technology have made a huge impact on businesses in every industry. While it’s impossible to say for sure what the changes will be going forward, it’s a good idea to pay attention to the current trends and how they’ll affect your company. While social media may be changing as a tool, one thing is for sure: it’s here to stay and will have an effect on how you do business.

Guest Bio

Gene Volpe is the Lead Digital Architect at GVI Media. With more than 10 years’ experience in marketing, he is the go-to expert on digital media, nationwide. Gene is also incredibly well-versed in real estate, having been involved in over 200 transactions. Gene is passionate about establishing brands and believes the best way to reach wider audiences is through digital marketing and video content.

To find out more about Gene, head to: www.genevolpe.com

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

May 16 2019

39mins

Play

Rank #12: FSBOs and Flaky Buyers (Q&A)

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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.

Apr 02 2019

28mins

Play

Rank #13: How to be a Super-Connector & Build Your Business on Relationships w/David Gonzalez & Justin Zimmerman

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The ability to be a connector is very useful and can help us grow our businesses. How do we find valuable ways to successfully connect with people who can help us level up? What are some of the mistakes people make when they try to reach out to people? How do we find the intersection between what we’re passionate about and what’s valuable to other people? On this episode, we are joined by Justin Zimmerman and Internet Marketing Party founder, David Gonzalez to talk about how we can use connections to build stronger businesses.  

You can’t just do something you’re passionate about. You have to find something that solves a problem for someone else. -Matt Johnson  

Three Things We Learned

The connection between advice and context

Advice always has to be seen and thought about in context of the person giving it and receiving it. If a solopreneur is being advised by a person with a multimillion dollar business, it’s important to know that the advice is in the context of a large business and it might be very different to the advice the solopreneur needs.

How to test your passion in a certain area

Most people think of marketing in the short-term. When it comes to making a better decision, it’s important to ask ourselves if an idea or strategy is something we’d be happy and comfortable doing for the next 3-5 years. Imagine doing only that and nothing else and be very honest with yourself about whether that’s something you can see for yourself.

A primer on how to connect with successful people

When you’re trying to connect with someone, create a context so that you can have an opening in conversation that isn’t just asking something. You can contact just about anyone if you do it in the right way and they get value out of it.  

The secret to being a super-connector is finding a way to talk to people that will actually bring value to them. The biggest mistake we make when we’re reaching out to people is that we don’t understand that value is the currency that drives those relationships forward. Reaching out to “pick their brain” won’t be good enough. We have to deploy whatever assets we have, whether it’s intellectual or social to make them want to engage with us.  

Guest Bio David is the founder of Internet Marketing Party, go to https://internetmarketingparty.com/ for more information or check it out Facebook https://www.facebook.com/pg/InternetMarketingParty/posts/.  

Dec 12 2018

47mins

Play

Rank #14: Q&A on Working With Sellers, Getting the Listings and Becoming a Better Salesperson

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Real estate agents can’t sell a property if it doesn't make sense for the market or if they can’t convince sellers to make the needed changes. How can you uncover the hidden motivations of your seller and speak their language? What types of listings aren’t worth your time? And what should you do if you’re just getting started? In this episode, we answer questions about listings, buyers and how to become a listing agent.

Clients are hiring us to lead them to results they can’t get on their own. -Matt Johnson

Three Things We Learned

How putting our clients first leads to lifetime value

Listings can work as lead generators because when we do great job sellers will talk about us. Sometimes we get recommendations from sellers even if we don’t get the listing, especially if we advise the buyer or seller against our self-interests while other agents don’t.

Be selective with the listings you take

You shouldn’t try to get the listing at any price. Some listings are overpriced, and just getting the listing and a sign in the ground with your name on it won’t land you a testimonial if you don’t manage to sell the property.

The splits between the listing agent and the buyer’s agent

The splits between the listing agent and the buyer agent should be dependent on the costs. If the listing agent covers the marketing and advertising costs and the buyer agent doesn't contribute to those, it only makes sense for the listing agent to have a bigger split.

Many new agents make the mistake of saying yes to overpriced listings just so they can gain experience or have a sign in the ground with their name on it and attract buyers. But you don’t need to take a listing and invest money in marketing and advertising just so you can attract buyers. You can attract them by working as a buyer’s agent and actually making a commission instead of investing your time and money on a property that won’t sell or damage your reputation.

Nov 12 2018

38mins

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Rank #15: How to Tackle Buyers’ Objections w/Bernice Ross

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Dealing with objections in real estate is a frustrating reality for agents, so it’s a good idea to have responses to those objections prepared in advance. How should we react to protestations in the buying process? Is there a way to stop objections from forming in the first place- and how should we approach buyers who stall the process to speak to other decision makers? On this episode, CEO and President at BrokerageUP! Inc and RealEstateCoach.com, Bernice Ross shares how asking the right questions can help us tackle objections. 

Takeaways + Tactics 

Asking questions is extremely powerful. Instead of telling a client what to do, formulate questions that will help them rethink their objections. 

To avoid objections being raised at crucial moments, be upfront with buyers at the first meeting. Ask if they would be ready to make an offer immediately when they find the right house. 

It’s extremely frustrating for agents when buyers stall the buying process to consult with their decision makers. To stop this from happening, encourage buyers to bring decision makers along to each listing.

Jan 07 2020

53mins

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Rank #16: How to Offer Value That Keeps Clients Coming Back

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Often, agents lose out on deals when clients think they can buy or sell their properties more easily on their own. How can we make sure our clients know we’re offering a service worthy of their business? What part of our inner game do we need to tweak to start delivering the kind of value that takes us to the top of the game? On this episode, we discuss why offering value is vital for sustained success. 

If you think a buyer is trying to cut you out of a deal, get them on the phone. Don’t tell them things: ask them things. Get them to think about aspects they’ve never considered and they’ll realize why they need a buyer’s agent. -Matt Johnson

Takeaways + Tactics 

  • Educate clients by asking them questions. This gets them to think about buying and selling in a way they never have before, and shows we have the expertise they need.
  • It’s not enough to presume we’re worthy of great commissions- we have to earn our keep. We need to constantly bring value to the table if we want to generate revenue. 
  • We have to stop underestimating our power. Our inner game dictates our success, so if we believe we hold no authority, we’ll only do ourselves a disservice.

There’s an easy way to stop ourselves from being cut out of deals. If we just knuckle down and offer clients amazing value, we’ll become an obvious choice. Get clients to start thinking differently about real estate, and we’ll position ourselves as authority figures in the market. Most importantly, we need to believe we’re capable of it. Our inner game affects every part of our lives- let’s start believing we’re capable of delivering great value.

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.

Nov 07 2019

46mins

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Rank #17: How to Use Social Media for Meaningful Engagement

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As real estate professionals, being visible is non-negotiable, so we have to make sure we’re gaining as much meaningful visibility as possible on social media. Which platforms should we be taking advantage of to boost our followings, and should we be striving for a high number of followers in the first place? How can we connect with the kinds of people we want to work with when we don’t have a big following? On this episode, we discuss how to use social media for meaningful engagement and better results. 

Takeaways + Tactics 

  • Be mindful of where the audience is. It’s easy to be distracted by new platforms, but we have to keep creating content for the platforms where we already have a following. 
  • Aim for engagement. Having a high number of followers is irrelevant if we have no engagement with those followers, so we should spend more time making a real impact on our current audiences. 
  • When we have little-to-no followers, the best strategy we can take is to reach out to the people we want to work with directly. Most social media platforms allow users to send direct messages- so make the most of those.

Jan 09 2020

42mins

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Rank #18: How Facebook Ads Generate Leads for Agents w/Zachary Nussbaum

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Generating leads is often a tedious and difficult task for real estate agents, and the ways in which we go about doing so have been the same for a long time. What are some unique lead generation techniques we can use? What makes Facebook ads work as a tool to get leads? How is a Facebook ad different to a PPC ad? In this episode, Zachary Nussbaum and Shayne Hiller discuss using Facebook as a lead generation tool for agents.

The front-end offer of a Facebook ad is one of the most vital things to get more low-cost as well as better quality leads. -Zachary Nussbaum

Three Takeaways

The Importance of The offer in a Facebook ad

What you’re offering is the most important part of your Facebook ad. It allows you to get high quality leads at less of a cost. You need to have an appealing deal that your potential lead will find value in.

It’s not about the property, it’s about the deal

It’s important to remember that the leads you generate are a result of them already being in the market, not because of the specific house you’re advertising. This gives you the opportunity to capture leads with a good offer, and it’ll then make it easier to connect with them and eventually convert them.

The difference between Facebook ads and PPC ads

We often think that higher intent leads are more competitive. With Facebook, even though the leads are higher in the funnel, they are not nearly as competitive because you can get in front of a lead before anyone else does. PPC ads will also cost you five times and more than a Facebook ad, and you’ll get less conversions from them.

When it comes to lead generation and conversion, the overarching goal is to provide some kind of value. Facebook ads are an effective way to generate quality, low-cost leads while at the same time providing value through offers. Potential leads have a lot of options, so it is vital to build authentic connections and rapport with them so that you can set yourself apart. Having a script to follow is an essential part of initial relationship building, and once you’re in front of your lead if you continue to develop the relationship and add value, you set yourself up to convert.

Guest Bio 

Zachary Nussbaum is a Digital Marketing Specialist at Braintrust Interactive who works to consistently connect real estate professionals with potential clients. Zachary aims to cut out the need for agents to talk to hundreds of unqualified leads, and has for the past five years helped agents generate, nurture and convert leads. He and his business partner Shayne Hiller spend $100,000 a month on Facebook ads to generate and convert leads for real estate agents. They are experts in lead generation, lead conversion, ISA team building and Facebook ads.

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

www.braintrustinteractive.com

zach@braintrustinteractive.com

Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.

May 22 2019

36mins

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Rank #19: Creative and Random Ways to Generate Leads On a Daily Basis

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During market shifts is when the creativity of agents is put to the test. How can we stand out at times when the market experiences a slowdown? Are face-to-face conversations still effective for generating leads? Why shouldn't we hide ourselves behind social media advertising? In this episode, we talk about creative, random ways to generate leads.

The most random lead generation tactic is saying hi to other people. -Greg McDaniel

Three Things We Learned

Facebook and LinkedIn groups

Local Facebook and LinkedIn groups can serve as a good opportunity for you to get known by other members of your community and establish yourself as “the agent” in the area. You can do so by sharing news or updates about what’s happens in your neighborhood without delving too much into real estate.

Make it a part of your routine to have conversations with people

The less personal your way of communicating, the more time and people you have to connect with. As a result, the most powerful way to connect with others is face-to-face. No amount of social media advertising can replace genuine human connections. Look around you, strike conversations more often, and always carry a business card.

Offer something of value with your brand on it

Having a white label book with your name on it, an ebook, or even a brochure that has information of interest for your leads serves as good introduction. Having something that’s deliverable is your opportunity to establish yourself as an expert and impress.

The most successful business owners aren’t reactive when it comes to lead generation. They look at who they want to work with and get proactive about finding ways to connect with them. Don’t wait for a third-party service to offer you leads. Put together a routine with a goal low enough so you can be motivated to do it every day and become more proactive about your lead generation tactics. For some it may be conversations, while for others it may be door knocking. Find what suits your personality best and chase the people you would like to work with.

Oct 10 2018

56mins

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