Top Agents Playbook: The Podcast For Real Estate Agents Presented by Ray Wood: Recent Episodes
Ray Wood
Top Agents Playbook is a regular podcast for real estate professionals. We focus on what real estate's top agents are doing to win more business and dominate their market.
At the age of 14, Ray Glymph's world was thrown into turmoil. The chaos following the World Trade Centre attacks on September 2001 left Ray and his family homeless for months. This experience left its mark on Ray and he decided to never be homeless again. Today he heads up his own property management investment and coaching company. After learning the essentials of property investment success, Ray now shares his skills with others. In this interview, Ray shares his best ideas, strategies and adviceSign up here for Ray's free lesson
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Hello loyal listeners and I hope this finds you well and excited for a break over the holidays.This episode happened when my producer Joel called me to say we needed some content to finish off the year which was when I said "I don't have anything lined up so why don't you and I just create some"😎My new song is titled 'F this fire's hot' so it's not for little ears ...If the Eff word offends, please don't click!!It started as a joke a couple of summers ago at the cottage when one of of friends got too close to the fire and the song idea kind of snowballed from there.Our friend Amanda is a songwriter and recording artist and she liked the riff so I went down to St Catherine Ontario one afternoon in the summer of 2023 and we recorded the song between us. I have never done anything like that before so it was a lot of fun. Amanda can play anything and has a great voice so she filled in all the gaps to give it a great sound.Then, when we were done, she suggested I send the master file to a former Sony Music engineer and he made it sound even better!Here's the result!Youtube link to my song: (F this fire's hot!)Spotify link to my song: (F this fire's hot!)Other links Joel and I discuss are:https://reincubate.com/camo/https://www.elgato.com/us/en/p/prompter*
In this episode, which follows on from Episode 216, my brother Tim goes deep with his best ideas and shares some memorable brand-building examples and strategies. Buy Tim's book at Amazon.comListen on Spotify
For the last few years, an increasing number of agents have been messaging me with questions about their career options and in particular, the importance of the 'brand' they work with.In the last ten years, the steady rise of cloud-based real estate corporations has challenged the traditional model of salespeople being employed by a real estate company working out of a brick-and-mortar 'main street' office.This new digitally remote model has not only allowed agents to establish and promote their own personal brand but also enjoy a greater slice of the commission pie.These days, cloud-based digital brands provide much of the heavy lifting in terms of back-office support for their member agents including trust accounting (where laws call for that) and supplying an ever-widening range of tech tools like coaching, mentoring and training, marketing platforms, CRMs and lead generation workstations leaving the agent to focus on the dollar-productive activities of getting in front of more sellers and doing more deals.This recent visit back to Victoria Australia to spend time with friends and family gave me the opportunity to catch up with my brother Tim and we decided to record a couple of interviews for the show.Tim is something of a brand guru. Today he consults to a list of private clients but his former career path saw him deeply involved with brands like Nike, Mattel, and Krispy Kreme.In 2022 he published his personal branding strategies and success formulas in a book titled 'YourAmazing Brand Story'In this episode, Tim and I get nicely into the weeds of effective branding and how agents can best reach out to potential clients in their community by telling their brand story and standing out in a 'sea' of other agents and making emotional connections by deciding then telling their brand story.There' some really valuable points in this short session. Grab your journal for the good bits. Enjoy! R😎You can get Tim's book hereHere's Tim's summary on YoutubeClick here to download my latest book DIGITAL MAYOR
This idea came up quite by accident so Lisa and I decided to run with it. I sent a last-minute email out to my list and got some awesome responses. Thanks everybody for participating. There are no longer any excuses to not have a bunch of listings and a full pipeline. Dream big and take names 😎
Lisa’s TOP ideas
- Specific target prospecting - if you have no buyers - find some.2. For sale by owner - marketplace and FSBO sites3. Withdrawns. properties that were on the market4. Sphere of influence - anyone you know that could have a property to sell5. Doorknock around listings yours and other agents6. Make sure you build a database from day one
Ray’s top ideas
- I would go ‘crazy’ on expired listings then target For Sale By Owners on all the socials, marketing sites like Gumtree, Kijiji and Craigslist
- Print off a bunch of IMPORTANT NOTICE Flyers you can find in jigglar.com (Just type IMPORTANT NOTICE) in the search field (See flyer graphic below)
- Print off 300 IMPORTANT NOTICE flyers in Jigglar and follow the correct formula to get them out. Watch the 'how to' video here
From Linda GoerCall family and friends
Find someone in the office I could work with
Ask for the office orphan data
Get out of the office and start talking to people - ensuring I am wearing my name badge
Ask colleagues if I could do their open homes
Call Ray Wood and discuss his new secret weapon!
From Dottie Moretz Broker/Realtor. Beech Mountain,NC1. I would reach out/call everyone that I know) and ask for a referral or whether they are ready to sell their home.
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I would call FSBOs that have recently listed their properties. I would ask to preview the property and discuss the benefits of working with an agent. I would prepare a pros and cons list along with a seller's 2-3 page info on selling a home.
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I would find another agent (that is established) that would let me co-list a property with them.
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I would go introduce myself to my neighbors and see, if anyone wants to sell.
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I would call acquaintances to try and find someone looking to sell.
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I would go to my local coffee shop and with a sign offering to buy coffee for customers that are willing to talk to me about selling their home.
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I would call local companies to inquire about employees that may be relocating and offer my info. Probably wouldn't get far, but you don't know if you don't try.
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I would go to a local restaurant and offer to buy lunch for any patrons that will talk with me about real estate and selling their home.
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I would offer free comparable market analysis to anyone that I could and talk to them about selling their home.
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I would offer a Seller's Workshop today on how to sell your home fast for the highest and best price and would go by offices with flyers inviting prospects to the workshop at a popular local restaurant with party room and offer dinner to all that attend.
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I would go to Lowes' or Home Depot and talk to customers. Especially those buying packing supplies.
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I would go to Lowes' or Home Depot and talk to contractors. They often know who is getting ready to sell, before others do.
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I would call my local banker/mortgage broker to see, if he/she has any referrals for sellers getting ready to sell a home.
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I would send out an email to everyone that I know asking for help finding a listing.
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I would send a voicemail broadcast out to all my neighbors or neighborhood that I want to list in.
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I would reach out through social media to all my friends, family to help find a listing.
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I would reach out to potential sellers through social media.
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I would send a video of myself to homeowners/ potential sellers in my immediate area.
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I would ask my broker for leads.
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I would call my hairdresser for possible leads - they talk to and know a lot about their clients.
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I would call a real estate agent that has recently retired and ask for referrals.
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I would post on social media asking for a new listing and post why I would be their best bet.
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I would call my nail tech for possible leads - they talk to and know a lot about their clients.
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I would ask agents in my office for potential seller leads that they have dropped the ball on or couldn't close and offer a referral fee.
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I would door knock.
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I would cold call.
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I would call a top-producing agent in the market and ask to buy leads they can't follow up on or aren't interested in.
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I would call builders' offices asking to list their upcoming builds.
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I would call expired listings.
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I would visit a divorce attorney's office and ask for referrals.
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I would read past Obits for the last month and reach out to those homeowners.
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I would set up at the entrance to a neighborhood that I want to list in and offer coffee and doughnuts to everyone leaving with my card and local market data for their neighborhood handout.
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I would get permission to set out in front of my local grocery store with a display about home selling and talk with customers to find a listing. I would have market data for the surrounding neighborhoods as a handout. I would offer $50 grocery gift cards for each person who books a listing appointment with me.
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I would reach out to everyone that I knew in High School through social media looking for a listing.
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I would have my husband asking co-workers, if they are interested in selling.
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I would go to the mall and talk to people walking around looking for a listing with handouts of market data for surrounding neighborhoods.
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I would go to an agent hosting an open house and offer to help with their open house and explain that I need to find a listing lead and offer them a referral fee, if I find one.
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I would record a video and post to all my social media asking for listing. I would then ask all my friends and followers to share.
From Trish Walls. The Gold Coast Qld AustraliaI would check realestate.com.au to see if there are any properties listed by multiple agents and contact or door knock the owners to try to list them and open the home to get some traction. Also, a drive around my area for a signboard check although it’s not so common to have open listings these days, but you never know!! …. It was easier when we had classified ads in the newspaper!!
A post on Facebook to all my ‘friends’ advising that I am now in real estate and offer an incentive to anyone who can refer a property owner who might be interested in selling. I would also offer an incentive to anyone who chooses to sell with me (ie a marketing program for example).
Of course, I would couple this with some sort of letterbox drop into my target area.
From Troy Kincaid Colac VictoriaExpired listings.
Social media boast with hot buyer cashed up.
Drive by local streets checking who is renovating, painting, skip bin out etc.
Call every legal rep in the area introducing myself. Then “asking do you know anyone thinking of selling” Every person I speak with I would be asking this question.
Friday & Saturday nights first week I’d spend the evening at the busiest pub/club in the area with my business cards then visit this place regularly.
From Michael Good Toowoomba QLDDoor knock around current listed / just solds offering a market update. Do 100 per day for 10 days and I guarantee you would find someone selling by the end of the 10 days
Find old appraisals/data in the office and call around those
No agent should ever look to get listings without data... ie they should start out alongside an experienced agent as a PA and progress to sales once they have 300-500 bits of data.
From Ron Tomblin. Hamilton and Ancaster Ontario Canada
I this case I would turn to my friends and family for a referral.
From Leigh Ingle NZ1. Call everyone I personally know & ask "who do they know..."
- Go doorknob every property I see painting, tree shaping or any kind of renovation work at all.
From Trent Pool Noosa Heads Qld
Knowing what I know after 22 years my go-to would be
- I would first ask for any office data that’s not being worked and call it all.
- My own office & competitors withdrawn listings would be getting a call, door knock or hand written letter (or all 3)
- Door know around sold properties either with in your office or competitors offing a market report or updated property assessment
- Ring Ray Wood and ask him if I could have access to Trent Pool ...that famous guy from the podcasts so I could get some advice from him! 😎
David SearleI’d print off a list of buyers my agency had (privacy compliance done etc) and door knock whatever suburb I could (preferably the one with highest turnover) until I had an appraisal.
Scripting would be a simple: "If I could bring you a legitimate offer that would knock your socks off, would you consider it?"
Andrew Wood. Wood Property in South MelbourneCall 100 buyer enquiries
From Mike Cranstoun Dunedin NZI would ask the principal or manager if I could contact past appraisals from other agents that weren’t working them.
From Kevin Young from BrisbanePerhaps FSBO’s would be where I’d start. It might be old fashioned and not very sexy but it works.
Andrew Clark from Barefoot + Thomson in NZAsk my manager for an orphaned list of branch contacts
Talk to other agents in office and ask for their open home lists of 1-2 years ago or longer (offer 50:50 split on any listings)
Ask to run other agents open homes (talk to buyers)
Open phone contacts. Scroll to the bottom of the list to see the count. Call 10 contacts a day and talk - Family, Occupation, Hobbies/sports, Goals... and maybe who do they know that requires assistance with their property. Are they contemplating a real estate transaction this year?
Go and introduce myself to a local lawyer, accountant, and mortgage broker and ask for any referrals.
From Shona Robb Harcourts in NZI was a single mum and had no support or advice when I started- My manager had a major health event.
Every agent must have received all the messages from all the real estate gurus- learn everything - Knowledge really makes a difference and you don’t have long to be new.
I had a buyer that was going to be homeless - their house had sold.
I phoned everyone I had ever met and looked like the agent that cared -I genuinely do care. I got my first listing from those prospecting calls and have now sold 4 properties for this family.
Genuinely caring is a great business model
I really appreciate always receiving your emails Ray ...Thank you
Kind regards
Shona
How are agents adapting to the changing real estate market?In this episode, I re-connect with Owner/Broker Trent Pool to take a look at the strategies working best for Trent and his teams in a very different real estate environment 😎G’day everybody, welcome back to the show and wow! …the market has changed and many any agents are in ‘uncharted waters’ so in this episode, I want to get into what needs to happen to adapt and strive.
Most agents have never experienced a falling property market, a reduced number of listings and rising interest rates all at the same time.
Most agents warmly remember a very different time when listings were falling out of trees and most sale prices were above asking.
The agents doing well in current market conditions are the agents who know what to do.
Today, I’m delighted to deliver another interview with my friend Trent Pool from McGrath in Noosa Heads, where we unpack exactly what he’s been doing to not only motivate his teams but guide them to the most important daily tasks that get results for their clients and the firm.
Also, important side note: In this episode Trent talks about his Listing presentation which is something we are continually tweaking and have worked on together for years.
If you know me you’ll know how BIG I am on winning the listing and delivering the ultimate listing presentation.
In fact, I’m so big on it that I dedicated a whole episode to that exact subject. It’s also one of my most popular episodes here on the show.
It’s episode 112 and I’ll put a link to it in the show notes for this episode which is 213 but to find it just Google ‘TAP 112. How To Deliver The Ultimate Listing Presentation’
In that episode I take you through not just the actual presentation but the all-important pre-listing kit and my specific ideas to avoid the two most common mistakes agents make when meeting with a seller to win the listing.
Listen to Ep 112 where I take you meticulously STEP-BY-Step through the Pre-listing and listing pres processDownload my .pdf for the Ultimate Listing Presentation HereLet's get you in front of more clients!RealAds is a Full-Suite Real Estate Marketing Platform. Get everything you need and nothing you don't in one easy-to-use online platform with a mobile app. Work from anywhere. Slash your costs and 10X your marketing reach and power. Attract qualified seller leads and booked appointments on autopilot with better marketing, automation plus a full suite of powerful tech tools in one easy-to-drive hub. Set up a one-on-one demo call at https://realadscrm.com Download my eBook 'Digital Mayor' here: https://www.bestagentsinc.com/digital... Check my 200-plus podcast episodes here: https://www.topagentsplaybook.com/
Telling your story on video and sharing it with the world is fast becoming the #1 way to make the very best connections and, in my opinion, the very best way to leverage social media and grow your business.It was my pleasure to host as my guest for this week's show Robert Kennedy III from Kinetic Communications. Robert shared so much valuable content during our show and also gave his recommendations for the latest equipment required to turn your videos into a 'Hollywood' production that looks amazing.Extra ResourcesGet in touch with Robert here http://getintouchwithrk3.com/Robert's gear we talk about during the showMicrophones: Shure SM7B (I use this mic and it's the best!!) Samsung SQ2 is also pretty goodPodcast workstation/mixer: RodecasterCamera: Sony ZVE 10. Robert suggests a 16mm lens settingLighting: Elgato Key Light or lights.
I want you to try this because it works!Our thinking controls our lives. It determines how we love, live, earn, play, create and work.In fact, our state of mind is obviously central to all decisions made and, at the end of the day, our quality of life.So what if you could 'hack' your thinking to rapidly get yourself back on track if you're having a crappy day or just stewing over something that's getting in the way of your success?When I recently connected with Nicole Davidson, I felt like she had given me a special gift: The power to change my thinking and my state of mind whenever I wanted. Is that not a priceless possession?Nicole Davidson is the founder of Growth to Success, a coach, a lover of conversations that matter, and an in-demand speaker.The author of ‘How To Put the Balance in Your Business – An Owner’s Guide to Having it All’, Nicole helps real estate agents connect to the gold they have inside of them so they can show up more powerfully. Nicole is committed to helping real estate agents become the best version of themselves in order to successfully grow their business and navigate their careers on their own terms, while balancing the often-competing energies of work and life.Nicole supports leaders and businesses to effectively harness the energy of their people to create workplaces in which everyone can bring the best of who they are.Connect with Nicole HereSet up a personal 0ne-On-One call with Nicole here
I always feel great after a call with Trent Pool! ...and I love the way he has the optimism and confidence to power through and get results regardless of what's going on around him.After following Trent's success for more than 10 years, I'm blown away by his ability to build and lead both real estate teams he operates in two different states.I'm sure you'll enjoy this catchup call with Trent. I always get great feedback every time one of our episodes goes to air.Want some help building your team?Reach out to Trent here. He's always happy to help out with some great ideas to help you build and grow your team. trentpool@mcgrath.com.au
A few weeks back, my friend Danny Wood tapped me on the shoulder while I was watching a speaker at Toronto's REALiTY+ Conference and told me I had to meet someone.I followed Danny out into the foyer and was delighted to meet Howard Drukarsh, a fellow podcaster, career real estate legend and co-founder at Right At Home Realty, Canada's largest independent real estate brokerage with almost 6000 members.We only chatted for a few minutes but right there I knew I had to somehow get Howard on the show.In this interview, Howard and I share our thoughts on what agents need to be doing in this current market to not only survive but grow their business and their brand while many of their competitors are wondering what on earth to do.Many thanks to Howard for joining me on this call and sharing his very best ideas and strategies.Howard's podcast guest list reads like a who's-who of Canadian real estate excellence. Can I suggest you check it out here: RealEstateWithHowardDrukarsh.comemail howard: howard@rightathomerealty.comAbout Howard DrukarshHoward was born and raised in the working-class neighbourhood of Downsview in Toronto Canada. He spent his formative years working in the family variety store and snack bar before deciding to pursue post-secondary education, he was the first member of his family to do so. Howard attended York University and after graduating with a degree in Political Science he took a position at the Canadian Broadcasting Corporation in Audience Relations. While at the CBC he recognized that for him to move forward in his career he would need an education in business, to that end he enrolled in the University of Windsor and graduated with a Bachelor of Commerce degree. Seeking new challenges Howard began to work in Advertising, he had several positions with boutique agencies but soon felt that his true calling lay elsewhere. He wanted to explore his entrepreneurial side and decided that Real Estate would provide the best opportunity for him to do so.Howard worked with several brokerages before settling at Johnston & Daniel A Division of Royal LePage Real Estate Services Ltd., Brokerage, it was here that he met the late Arthur Bartram and the two decided to start their own brokerage. Arthur had seen a new business model attracting hundreds of Realtors in the US and thought that with some tweaking it could be successful in the Canadian market. This new venture required funding and after a few setbacks in that regard, they were introduced to Ron Peddicord who possessed the business and financial expertise needed to scale up the operation as well as attract investment. Ron soon joined Arthur and Howard as the 3rd co-founder of Right at Home Realty. In May of 2004 Right at Home Realty opened its doors, 16 years later it has grown to become Canada’s largest independent brokerage with close to 6000 members.A consummate Realtor with a vast and insightful knowledge of Canadian real estate, Howard is often asked to provide comment on issues affecting the real estate industry. Over his career, he has had the pleasure to serve on the Real Estate Council of Ontario (RECO) Board of Directors, the Toronto Regional Real Estate Board (TRREB), and continues to serve on the Board of Right at Home Realty.
What started out as an everyday interview between an author and a podcaster, ended in a very frank and revealing discussion about the current property market, some interesting economic warning signs and perhaps, most importantly, one experienced investor's informed view as to what might happen in the year ahead and what real estate agents should be doing to build their war chest of investment opportunities going forward.What's John's message? We don't get too far into our call when John reveals his true opinion about the banks (He calls the 'Banksters') and the faceless Wall Street investment giants that are pre-occupied with lining their own pockets with your money.Instead, John advises to take the time to be aware of what's happing in the world. MAKE the time to read the Wall Street Journal or your local financial daily and study and follow the better and more reputable financial advisors who don't have a secret agenda to sway your thinking.John finishes our call with a powerful message to his real estate brothers and sisters. He says that we work so hard to build wealth for our clients and often ignore or neglect the investment opportunities that will determine our ultimate wealth position.John Michailidis, MSIRE, JD, is an attorney and entrepreneur with degrees in economics, international real estate, and law. As a young man he served with the U.S. Army as an 82nd Airborne paratrooper. With a career spanning 30+ years as a broker, property manager, author, educator, mentor, group investment sponsor, and coach he actively works with those interested in fortifying their futures, preserving their assets, and leaving a legacy that lasts.Get on John's email list and buy his bookemail John at connected@wealthloop.com
I'm a BIG fan of setting up your farm to win more listings and make more sales. But where do you start? How big should it be and what are you doing to reach out and connect with the folks that live there? To get the answers to these questions and more, I went to Ryan Smith from Launch My Farm. Ryan believes farming is the future for real estate successHe’s on a mission to share his new project “Launch Your Farm” with the real estate world and to ignite the same excitement in other agents.Ryan became passionate about geographic farming after relocating a number of times over his 14 years in real estate forcing him to rebuild his business multiple times.Having tried almost every strategy in the book, he quickly realized that combining your strategies and tactics in a hyper-local fashion was the best way to build momentum and success in real estate. That was when he became a real farming fanatic.After coaching, training and interviewing some of the top agents across North America, Ryan realized his true passion was in showing other agents how to reach their full potential by helping them develop systems and tools to build the best geographic farming foundations for their local markets.To learn more about geographic farming and how to grow your business, head over to LaunchYourFarm.com to get access to Ryan's podcast, marketing ideas, resources and more.In this episode we get into:* How do you select your farm area? * How big should your area be? * How often do you reach out? * What reach-out methods are working? * The best ways to engage homeowners in your farm * The main mistakes agents make when farming * Why most agents don't farm
Connect with Ryan at LaunchYourFarm.comCheck out Ryan's Podcast here
Last year, Troy Kincaid (Colac Victoria) cracked the magic $1 Million in GCI. In fact, Troy recorded gross commission of $1.2 Million and he says it's largely due to the 2 PRICE DRIVE campaigns he and his team commit to twice this each year. In this video, Troy takes us step-by-step through the entire process including the lead-up or pre-launch campaign, the 6 ways he reaches out to sellers in his area, and the marketing materials he uses. Bestagents members can access everything here
For over three decades, Louise has been an industry leader in New York City’s residential real estate market. With career sales expected to exceed $5 billion in 2022, she is considered one of the elite Power Brokers in Manhattan. With a list of accolades to her credit, she has been able to foster and maintain strong relationships and is regarded by clients and colleagues alike for her market insights, thoughtful guidance, and consummate professionalism. She also has passion with which she approaches each interaction, littered with extreme optimism, which is something that carried her through the darkest days of the Covid-19 pandemic.
Louise Phillips Forbes: Business and contact page
This is happening and it's happening now!
Savvy realtors are cleaning up helping property owners short term rent their properties with the help of some amazing technology.
Okay Okay, Airbnb is huge and has massive market penetration but did you know there are dozens of other players in this space?
Also, there's a way to cut out the middle man and earn 'substantial' rental management fees if you know what you're doing.
My guest today is Jessica Larsen and she's going to show you how you can get involved wherever you are.
The following is the email Jessica sent me after our call:
Hi Ray,
Thanks for a good chat! It’s always nice to talk to someone with as much passion for the industry as I have, it makes for a better discussion :)
Here are a couple of helpful links:
Link to book a chat w/Jessica - www.calendly.com/capecodsquad
Link to Jetstream’s website for Real Estate Agents (there’s a quick and helpful video I made at the bottom of the page): https://jetstreamtech.io/short-term-rental-marketing-realtors/
Link to Jetstream’s own OTA, Leavetown.com
In the interview, I mentioned my newest partner on Cape Cod, real estate agent and property manager Sarah Rock of Rock Properties had launched her first listing this weekend. Here it is on Leavetown: https://leavetown.com/accommodation/44957787.
This same listing can be found on VRBO and Airbnb - all perfectly synced; more platforms to come soon.
This is a great example of how the listing distribution tech works. She’s up to 7 bookings since her launch this weekend and she’s already off and running signing her second listing today!
Direct booking sites are for partners with 3 or more properties. Here is a link to my branded direct booking site: www.FiveStarCapeCod.com
I have also attached the Distribution Schematic we were looking at in the interview as well as my Presentation Deck for Real Estate Agents & Brokers.
If there is anything else you think would be helpful, let me know and I’ll do my best to produce it to you.
Many thanks and all the gratitude for your time and the opportunity to be on your show today. I appreciate you!
Warmly,
JESSICA LARSEN
One CRM to rule them all!
If you’re sick and tired of ‘Frankenstiening’ digital platforms together to automate your real estate funnel and generate leads on autopilot then I have an idea.
I bet you want to FULLY AUTOMATE your business but getting all your online platforms to seamlessly connect is harder than winning the lottery!
And let’s not forget the time suck and tech rage you’ll suffer as you try to build your ‘monster’
C’mon, you’re not a nerdy coder, you’re a real estate agent who wants to dedicate every waking minute to getting listings and making sales.
You want to do what you love not what you hate!
Have you ever thought to yourself “Wow! It’s 2022. Why isn’t there one simple platform that can do everything I want without the time-wasting, frustration, tech rage and BS?”
Let’s say you want a complete system under one roof, one login and one domain that stores all your contacts, manages your leads with a state-of-the-art email and texting feature, offers a bunch of awesome landing pages, an epic-looking stand-alone personal website and custom websites for every listing.
These features don’t need add-ons or widgets to talk to each other because they ARE each other.
…and it’s not only a dream to drive, you get unlimited one-on-one zoom support calls whenever you want! Who the heck offers that??
And what if this WHOLE system was developed first for mobile (rapidly becoming the consumer weapon of choice) but also delivers the most amazing user experience on any hardware and browser?
Let me ask you a question. If the digital tool that does all this is available now, is SUPER affordable, and used by more than 7K raving-fan agents, would you not be prepared to crawl naked over broken glass to find out more?
In this interview with Realia.me founder Zach Koerber, you'll get up close and personal with what I believe is the most feature-laden, real estate-specific CRM available today ...and the really GREAT news is that this baby is so easy to use.
Check out Realia.me here
I'm so impressed with this platform that I have set up a very sweet deal for agents I'm working with. If you'd like more info, please email me at ray@bestagentsinc.com
It's worth the time and trouble to set up your real estate funnels to win leads on autopilot. McGrath agent Trent Pool is smashing it right now with his funnels. In this episode, Trent takes us through the steps required to set up your funnels and how his funnels are working 24/7
I'm confident this is one of the most important interviews of the year to date. Meet Levi Lascsak. A Dallas Texas Realtor who made the decision on day one to go all-in with just one social media platform.
Levi's YouTube Channel iPhone 11 with the wide-angle lens Note: Levi suggests filming yourself with the camera lens facing you, not your screen.
Shure Brothers iPhone Microphone
Afghanistan in 2009 must seem like a lifetime ago for former 'Special Forces' Green Beret, Levi Rodgers but I would bet what happened on that day is never far from his thoughts.
When the military vehicle in which Levi and four of his teammates were traveling, detonated a 400-pound bomb, Levi was the only survivor and despite serious burns and many broken bones, he ultimately recovered and realized his Green Beret days were now behind him.
I was unsure how deep to dig in this session when it came to Levi's traumatic past but, as he shares during this interview, your story is what makes you and a powerful story like this one, stays with people and becomes part of their lives forever.
These days Levi runs The Levi Rodgers Group in San Antonio Texas and is helping the Veteran community not just get involved in owning a great real estate investment, his team is 55% former US military as well.
But I think what I like most about Levi's story is that this highly decorated, Green Beret with a Purple Heart, a Legion of Merit and four Bronze Star Medals overcame a traumatic and near-death experience to honor his fallen teammates (as you'll hear during this interview) and create a business from scratch that gives so much back to his city and the local military community.
Thank you for your service Levi
Get motivated, focused, driven and inspired as Auckland super-agent Wayne Maguire takes you deep inside the inner workings of his highly profitable five-office real estate business.
If you're looking for a shot of real estate 'go-for-it' mega-juice to take you and your real estate business to the next level, then drop everything and join Wayne and I for this short but revealing one-on-one success mastermind. You WILL NOT be disappointed.
During our session, Wayne shares his deepest and most powerful strategies around team building, morale, the personal character traits that set great agents apart from the rest, and the critical number of contacts you need to be the busiest and most successful agent in town.
I'm going to predict that if you seriously take this in and watch/listen more than once, BIG things are going to happen, to you and your career.
Enjoy
We are all time poor these days, especially in real estate where our actual work schedule is never normal. That's why many busy people are starting to re-think the critically important areas of diet and exercise.
So if we all know and agree that nothing tastes as good as being thin feels, what's the problem? It seems life gets in the way. We get older, exercising is less enjoyable, why have one glass of red when you can have two and so on.
My guest this week is a Kiwi who has relocated to Tulum on Mexico's gulf coast.
Aaron Caville is a very fit looking forty-something and comes to life when he starts talking about health and fitness and the special diets he created then tested on himself. He also creates his own food lists for his weight-losing clients around the world.
Personally, I think getting fit and maintaining a healthy weight and lifestyle is all about commitment and sticking to a plan, and that's where Aaron's awesome programs come in.
Full details here
Brent Attaway is a follow-up legend. In fact, his brand new book titled FOLLOW UP FORTUNES is a must-have blueprint for anyone looking to grow their brand and their business no matter where they are or what they do.
Brent's book will show you how to generate a ton of EXTRA business from the contacts you already have.
To get Brent's Magic Text Formula. magic@brentattaway.com To order your copy of Brent's Book. FollowUpFortunes.com
https://vimeo.com/662129006
Here’s a fresh approach to generating leads from someone who’s been there.
Future Proof Agent Founder and CEO, Jason Weinberger was in the right place at the right time with the right ideas.
Fifteen years ago Jason was trying to break into the Toronto real estate scene but there were agents everywhere.
Tired of door knocking and cold calling for leads, Jason read a book on Google Ads and, as they say, it was a game-changer.
These days Jason is helping other agents repeat his approach with great success.
Listen to my interview with Jason then check out his free training here
This week's podcast runs down the list of Trent Pool's Top 5 ways to attract listings so if you're looking to attract more sellers, win more listings and make more sales, you don't want to miss this little gem.
I'm also delighted that if something awesome could have possibly come out of COVID, it's more eyeballs on social media and higher email open rates.
Seriously, there's never been a better time to reach out to your list and connect with your people using value-adding email content.
More people are reading your messages and more people are focused on the joy of the home they live in than ever before.
...and let's not forget the power of your real estate funnel.
I define the Real Estate Funnel as a series of three interconnecting parts. Attracting sellers, nurturing then converting to listings.
As you listen to Trent's top 5 ways to attract sellers, you'll discover he has more than a passive interest in the power of leveraging social media.
I think you're going to absolutely LOVE this episode
Real estate agent makes a career lifestyle move
How to run two real estate businesses in two different states. Have you ever wanted to make a lifestyle move but are not sure how it will affect your business?
Maybe you want to move to a warmer place, a cooler place or closer to friends and family.
In this episode, you'll hear from someone who's actually doing it and how he's overcoming the challenges along the way.
Meet Trent Pool
In the years I've been working with Trent Pool, I've come to expect big things.
His business dominates the Southern NSW city of Merimbula with a dedicated and hardworking team.
Merimbula Realty is a highly successful real estate business model with a dynamic sales presence and a well-run property management division.
Real estate systems
If you're planning to run real estate business in two different states, you'll need awesome systems. Trent is a systems guy. For example, he has leveraged LockedON as his CRM and Jigglar as his creative marketing platform right from the start and is constantly tweaking things to get more revs from his business engine.
Moving to Queensland
A couple of years ago, Trent confided that he was planning to move his family to Queensland's Sunshine Coast and start a real estate business there.
I naturally assumed this would mean selling Merimbula Realty but that's not how Trent thinks. "Why would I sell it when everything is working so well?" he told me.
Earlier this year he acquired a small rent roll on the Sunshine Coast and made the move.
I know agents that struggle to run one business let alone two but Trent's energy and dynamic work ethic let him hit the ground running and the new business is already cranking out sales ahead of planned expectations!
This Podcast
How to run two real estate businesses in two different states. It's an interesting question right? I think there is so much value in this session today but what always stands out to me each time Trent and I connect is his hunger and personal drive plus a willingness to admit mistakes and share the lessons learned.
I'm grateful to Trent for sharing his ideas. I know he has a growing following in our industry as he forever tweaks his business systems to strive for the ultimate real estate model
Is your area available?
We only work with one team or agent per area. Go here now to check and see if your area is available
I'm increasingly surprised at the speed of technology and how new, better and less expensive ideas seem to evolve so quickly.
The very best ideas cater to a particular market niche and solve a problem that niche is having or produce a fresh product with obvious and instant appeal.
Property technology or 'proptech' as it's called is no exception and since first meeting Peter, Brad and Mel from Box Brownie, it's been fascinating to follow their innovative ideas as they bring an ever-expanding range of options to real estate agents so their marketing looks awesome.
If I had to highlight the biggest feature as I see it, it's that Box Brownie offers highly technical services that used to cost hundreds or thousands of dollars for a tiny fraction of old-world prices plus their turnaround is super fast.
Make no mistake, you are instantly judged by your marketing and visual presentation. In a world where getting attention is beyond competitive, there's literally no second chance at a first impression.
Why would you feature an image of an empty room when you can virtually fill it with great-looking furniture, floor coverings and wall art for less than $2?
Why would you feature a room with a view where the light imbalance makes the room or the view looks under or overexposed?
And why would your hero marketing shot be a street image with grey skies when you could have a blue sky or a twilight image showing warmth and color from inside lighting?
Every listing is a listing opportunity and you only get once chance to get it right.
Today, tens of thousands of agents around the world have BoxBrownie.com saved in their browser bookmarks to order their image makeovers together with a bunch of stunning presentation tools that make buyers and sellers sit up and take notice.
If you agree that every listing is a listing opportunity and that you're judged by every marketing image you promote, can I suggest you tune in to this episode and you might just hear about an exciting new feature that will change the way you market your listings.
This week's episode is a little different and a brief escape from COVID fatigue!
It's a story of one couple's passion and courage to trade their regular lives for a chance to experience island paradise.
So, let me ask you a question... Have you ever caught yourself daydreaming about escaping to a tropical island in the south pacific? Exploring hidden beaches, discovering mountain trails, and diving in an ocean so fresh and unaccustomed to humans that the fish actually swim up to your mask to check you out?
At night you're treated to amazing island meals like lobster paella and exquisite local fruit deserts as you stare at a brilliant canopy of a billion stars in a dark sky untainted by city lights or sirens.
As we suffer through our fourth COVID lockdown here in Ontario, I find myself craving an island escape with daily sun-filled swims and warm, tropical island air. So I thought, why not track down a good mate of mine who stopped thinking about it and made it happen
I'm delighted to introduce you to this week's guest, Marcus Xavier. I first met Marcus and wife Stoney when I was living in Queensland quite a few years ago before I came to Canada.
Marcus and I share a passion for marketing, looking for great opportunities in our respective fields, and generally preferring to zig when everyone else is zagging.
Social media has its fair share of critics but without it, I wouldn't have been about to keep in touch with Marcus and Stoney and their adventures. A few years back I started to see posts of Marcus doing things like building vacation villas, creating amazing meals and even building a pizza oven.
I blitzed off a message to Marcus. "Mate, what the heck are you up to?" "Great to hear from you Ray" He came back. "We've bought a retreat-style resort on an Island in Vanuatu. We run gourmet cooking retreats for private guests and are having a ball"
Marcus sent me the link to their resort called Papaya Loco and I was hooked! They run cooking retreats where Marcus gets to share his love of cooking and the skills he inherited from his Mum and Godfather.
I've put the link to Papaya Loco in the show notes.
If you've ever been tempted to explore the wonders and pleasures of island life and you're ready for a pandemic distraction, this might be a great place to start.
Visit Papaya Loco
When today's guest reached out to see if we could record an episode together, I did my usual thing and Googled him.
Next thing you know I'm down a very cool rabbit hole of podcasts, Youtube shows and marketing innovation where I could tell it was not only going to be fun, but my listeners were in for treat and would learn a whole lot about taking a different approach to real estate success.
When it comes to marketing, I love the idea of sharing awesome content and super helpful information to build my list of friends, contacts and clients.
That one simple concept has served me so well over time. In fact, writing and self-publishing my first edition of How To Sell Your Home For More was the very start of my journey to look at real estate marketing differently and start literally giving away my very best ideas. And I guess this show is proof that I'm still doing it.
So when my guest, early on in our call starts talking about how he offers sellers advice on how they can sell their own homes themselves, I started to feel some marketing chills and began to realize this guy is a marketing brother who shares the same ideas and beliefs as me.
I call Jas Takhar a super broker. With a team of more than 60 people doing close to 700 deals a year, a business like this becomes its own solar system that reaches beyond the average brokerage to shape and influence a market and the people that buy and sell with them. Along the way, an exciting team picks up on the energy created and that's where marketing confidence and serious momentum kicks in.
And there's something Jas gets into today that is not just profound but so often overlooked in the cut and thrust pursuit of real estate success.
He says "The more I just relax and be myself and talk about the things I love, the more I attract the people I want to be with and work with and the more I repel the people I don't"
You can tell that Jas genuinely treasures his relationships with his partners, his team and his clients.
I have to admit, it's super empowering to just be yourself and do your best while you're doing something you love. Not everyone has the courage or vision to walk to the beat of their own drum. When you see it up close, it's inspirational.
So get ready for a little marketing enlightenment and big dose of killer ideas :-)
Download Jas' 50 CLIENT TOUCHES PER YEAR Download Jas' HOW TO CREATE 23 PIECES OF CONTENT DAILY Check out REC Canada (Jas' Company) on Facebook
Here's a cool story from someone who studied hard to become an architect, then discovered there was so much more going on!
I'm Ray Wood and I partner with real estate agents where we roll out point-of-difference marketing to attract, nurture and convert leads and show you how to become the local influencer in your real estate market.
My guest today started her professional life as an architect and quickly realized she was leaving a lot on the table so she combined her passions and became a real estate agent. Today she leads and inspires a brokerage based in Miami Florida of more than 1000 agents.
Ines Hegedus-Garcia is a Miami REALTOR and Director of Strategy and Innovation at Avanti Way Realty. She's at the forefront of the prop-tech industry, a former president of the Miami Association of Realtors and a director of the National Association of Realtors.
I'm delighted to introduce you to Ines, I think you'll pick up on her awesome energy and her unwavering passion to help her fellow agents navigate the many changes happening right now while jumping on to the best opportunities.
Ines' blog and Miamism website
Listing Bluerint Speaking of growing your business, there's a long list of ideas agents use to generate leads and win listings. There's a lot of advice flying around and it can get very confusing so I've done the heavy lifting for you and sorted the list to feature the top 7 actions real estate's best agents are using right now
But just a warning, I'm all about using the best methods to attract leads and that means the best use of your time so you won't find any door knocking or cold calling in my 7 essential prospecting actions.
I not only list the top 7 actions, but I also take you step-by-step thru each one so you get a plan and a blueprint to follow. To get started today go to bestagentsinc.com/blueprint
Here are the social media platforms and content to focus on right now.
To work out the most popular topics for this podcast, all I need to do is go back into the control platform and see which episodes have the most downloads.
...and if I need any confirmation, I head into the back end of Jigglar, our online design template platform and look at what the most popular downloads are about.
I'm sure you guessed it... social media.
But then I sometimes wonder if social is popular because it works or because it's free. I think it's definitely, a combination of both.
In this mini-episode I want to share what I've learned about social media in the last year and also give you the heads up on which platforms agents are using the most to get results and what type of content they're posting.
There's a massive shift going on right now and we're all part of it. In fact, I believe real estate is one of the industries that has the most gain from this shift.
This shift is not only about how we're reaching out and connecting with future clients, it's about how they are reaching out and connecting with us.
For example, you're listening to this podcast episode right now by choice. You're not listening to a podcast about Latvian rugmaking or instructions on how to train your Portuguese water dog. You're looking for ideas and inspiration on winning more listings and making more sales.
It's the digital age and suddenly, we have choices to consume the type of content we want to consume. Your future clients are doing the same thing.
Right now they're searching Youtube for information. They are just as likely to click on a video that offers the 7 things they must know before they selling in 'your area' or a video that's all about the top 3 ways to create a buyer's bidding war when selling in 'your area'.
In fact, there is so much demand for highly relevant and niched content people can consume, that it's almost impossible to match it with the supply required.
It was the early two thousands when the global media giants started diversifying because they could see the writing on the wall.
If you owned a bunch of newspapers and magazines in the late nineties, your readership was starting to go elsewhere. The monthly circulation of the larger mastheads was falling like a brick as companies like News Corp, one of the biggest in the world, scrambled to understand and then try to capitalize on the new digital world that caught them napping.
I think the best way to look at the changes between the old newspaper and magazine world from last century and the digital world we know today is to compare Rupert Murdoch's News Corporation to the novelty online start-up that nerdy student Mark Zuckerberg founded in his Harvard dorm room in 2004.
Comparison is relatively straightforward as the stock of both companies is publicly traded.
Founded in 1980, News Corp has a market capitalization of $15 billion while Facebook comes in at close to $900 billion or 60 times that of News Corp.
This begs the question: Is a social media ad likely to be 60 times more effective than a newspaper or magazine ad? I'd say a resounding yes. And with good reason.
Look at the specific media changes around this shift to digital.
Radio has been replaced by iTunes, Spotify and Podcasts
Billboards, Magazines and Newspapers have been replaced by Facebook, Instagram Reddit and Twitter to name a few.
TV has been replaced by Youtube and a whole range of streaming services like Netflix and HBO.
Letters in the mail have been replaced by email and a bunch of messaging services.
Outdoor advertising is pointless because it's way harder to engage a potential client and the last time I looked around at other drivers at the lights, everyone had their noses in their phones.
I didn't start out trying to convince you of the obvious marketing shift, I think you already know that because your one of my listeners and your smart.
My mission is to get you to do more of it starting today.
So I want to get into two things, where you need to be, and what you need to say.
Right now, Facebook, Youtube and Instagram are commanding most of the consumer attention in your area. Yes there are other social platforms like TikTok, Twitter, LinkedIn and Pinterest etcetera but can I suggest you master the big three first then start playing with the rest if you have the time and inclination.
...and by the way, if you're winning new relationships from some obscure app, then don't stop. But current research numbers tell us, the lion's share of traffic is going to those three.
Increasingly, Instagram is perfect for agents for a whole number of reasons. It's also said to be 10 times more engaging than everything else. Facebook is the industry favorite right now but not for much longer I'm predicting.
You also have the advantage of multiple broadcasting options inside Instagram like a regular post, Instagram stories and IGTV.
Youtube now ranks as the second biggest search platform and having spent the last 12 months renovating our boathouse on the lake, I can tell you that it's an amazing resource of ideas and instructional videos where someone like me can actually do something and be proud of it.
There's no way I could have done that last century.
So let's talk about content.
If you're a regular listener you will have heard how agents are getting results from social.
Long story short, content ideas are everywhere.
Right now the market is crazy so why don't more agents post about how they handle multiple offers to attract sellers. What about a short video for buyers offering your experience and expertise in the same area?
Youtube is crying out for you to share the 10 things buyers need to know before they buy a home in 'your area'.
Or simple daily posts like 'Here's a list of take-out restaurants in Bondi Beach, what's your favorite?' can get massive engagement.
Content ideas are everywhere.
I see a million video posts of new listing walk-throughs and they're okay but unless I'm buying or selling, I'm not really interested. So why not tell me where you get your coffee and feature your talented Barista doing her thing!
Content ideas are everywhere.
Your challenge is to start and keep going. Too many people quit early. Your Youtube content is not going anywhere, so keep building on it. Your market is global. How do you know that person watching in another country doesn't own property less than a few kilometers from where you're sitting right now?
Right now Youtube is free. Can I suggest you start leveraging that one important fact?
I remember back in the day when you'd run a $1000 magazine or newspaper ad. The sales guy would tell you not to expect calls but the important thing is that you're getting 'exposure' and promoting your brand. I can just hear him saying "It's all about repetition" What a load of rubbish those guys fed us.
I guess that's the difference between now and then. Back then a $1000 ad would last for a day. Today you can upload awesome video content for free that stays there forever.
So let's summarize, Focus on Instagram, Facebook and Youtube and post engaging content about the things you are doing in your day. Oh and don't forget to smile.
Until next episode, dream big and take names
Luck happens when you combine hard work with the right ideas. Here's the system and strategy you need to sell 100 homes a year
If this is your first time listening, I'm Ray Wood and I partner with marketing savvy real estate agents to attract, nurture and convert leads and show you how to become the local influencer in your real estate market.
If you've tuned in before then welcome back and thanks for the opportunity for my guest and I to share our best ideas.
And speaking of guests, you're about to meet my guest for this week and I think I need to tell you this comes with a warning. That is, a wealth warning because you're about to hear from a dynamic Californian realtor with a powerful message, that if followed, will win you extra listings and sales.
Krista Mashore's real estate career spans twenty years. Yes, she's won all kinds of awards but she's one of these great energy agents who has figured out the process and adapted to embrace online marketing and reaped the rewards which she now shares with her lucky coaching clients.
And the good news is, she's more than happy to personally share her ideas and strategies with you in a very popular 5-day free course. You'll find the link in the show notes and Krista will tell you herself in a moment, but just before we get into it, I'd like to share an important message.
I think I know my people pretty well.
I know you tune in for inspiration, motivation and what's working for the top agents in our industry.
You're about to be exposed to some things that may or may not be news to you, but here's the thing, they work.
Krista might be an elite real estate coach but she's still listing and selling and can afford to do both because she runs a proven system. So when you hear something that strikes a chord in your thinking, And you can see yourself taking action and doing it, I want you to press pause and write it down in your journal and make it happen. Don't try and do ten things in ten minutes. It never works. And don't be overwhelmed. Do one thing, nail it and then come back and do the next thing.
I want to thank Krista for being so free with her success ideas. You're in for a real treat.
Click this link to join Krista's Client Conversion Accelerator (it's a FREE 5 day LIVE course with Krista, you'd be crazy to miss this opportunity)
Krista's real estate page
If you're a first-time listener I would like to say welcome and thanks for joining us.
If you're a regular listener, it's great to connect again for another show, and thanks for the faith you have in me to deliver actionable content straight into your ears each week.
In case you're wondering who am I and what do I do, I'm Ray Wood and I partner with modern real estate agents to attract, nurture and convert leads and show you how to become the local influencer in your real estate market.
I'm also excited to announce I have just published my latest book, which is a book full of my best listing ideas called The 7 Essential Prospecting Actions Blueprint. You can download it here
This is not a one-page pdf of bullet-point tips, it's the actual step-by-step blueprint real estate's top agents are using right now to grow their market share by becoming a local influencer.
This week on the show I'm super-pumped to feature a great session with my good friend Trent Pool from Merimbula on the south coast of beautiful New South Wales.
Trent and I have been working together for many years and I wanted to share one of our regular meetings and take you deep inside his business which has grown from strength to strength in the last 8 years.
After our call, I started to think about the amazing transition that is happening in real estate right now and how modern agents are leveraging new tools and cleaning up while many are getting left behind.
The way Trent is using social media to attract and nurture new relationships is a great example. He understands where his people are and what they react to. He knows how to cause a social encounter and how to engage.
As you'll discover in this session, he uses LockedON to store and communicate with all future sellers and Jigglar to build and customize all his marketing and social footprint templates.
Almost without knowing it, Trent has become a local influencer in his town of 3000 people or what I would call the digital mayor of Merimbula.
Becoming a local influencer is 2 main things: Knowing what to do and being consistent at it. Just posting to social media when you feel like it is not a plan that will yield fruit. In fact, if you're doing that it's probably costing you potential engagements and damaging your brand.
I think that right now presents one of the biggest opportunities to beat your competition at becoming a local influencer mainly because most of your competitors have no clue what to do or are getting poor advice from so-called marketing experts who charge crazy money for average or zero results
Right now, we're focussing on the three social platforms that give us the best bang for our buck, Facebook, Youtube and Instagram.
The link to download your very own copy of my new prospecting blueprint is in the shownotes or you can grab it now at www.bestagentsinc.com/blueprint
Trent is living, breathing proof that leveraging social media has not only fast-tracked the success of his business but given him total dominance in his market. And how's this for acknowledgement of his success?
...He recently told him one of his competitors called him up and to ask him what he's doing to win so many more listings than any other agent in town. You gotta love that!
Women in Real Estate Series. After hearing how she handled customers working for the Post Office, her future boss knew he was in the presence of greatness. But it would take him 2 years to win her over!
This is part of a series we're producing here at the podcast about women in real estate. We'll be featuring a number of interviews with some very impressive women who all have a story to tell about their journey and rise to the top.
You might wonder why I made the decision to single out a group that represents half the population and feature female agent interviews. Well, there's a number of reasons:
For a start, most of the women I know in real estate had to work twice as hard to reach the level of success they now enjoy. If you're a woman in real estate or even if you're not, you'll know as well as I do that, right from the start, the learning curve is steep.
Then there's the fact that so many women juggle family and other commitments to make their careers work. Many are single mothers who somehow adapt to higher levels of organization to manage the daily routine of kids and school and everything that goes with managing all the lives in a family.
So even if you have a partner to share the load, that's a solid workout. But many women ride alone and do everything themselves. To make this happen, they work hard and the hours are long.
But then something happens along the way. ...and it happens because it has to. They get super-focused and super organized because they understand better than anyone, time is money. They become personally accountable for every minute of each day because they know and understand there will be some more heavy lifting to be done before their head hits the pillow that night.
So when you hear me thank my guest for their time, it's not just a throwaway line to wind things up. I genuinely know, understand and appreciate the sacrifice and contribution they are making.
By way of example, after I hit the stop button on this week's episode with award-winning legend Gizzelle Powell, she told me she was happy to share her experiences and lessons learned because she knows there are so many women who are going through the same battles that she did.
She told me there were so many people who helped and mentored her right from the start of her career and this is her chance to pay it back.
I first met Gizzelle at an event we held in Australia some years ago. She had just started her career and came up to tell me that she had read some of my coaching and training manuals and that she built her career by following and implementing those ideas.
Gizzelle has a lovely smile, great energy, and there's something about her that tells you she can face big challenges head-on and keep going when others don't. She reminds me of some other impressive women I've featured on the show like D'Leane Lewis, Nyree Ewings, Arabella Hooper, Emmy Thies, Jessica Chia and Leigh Thomas-Brown.
These women share a work ethic that guides their careers on an ever-upward trajectory. And it's not so much that they're afraid of hard work, they embrace it as a secret weapon which is why each one dominates their market.
This year, Gizzelle won RE/MAX's prestigious Hall Of Fame award, the Chairman's national award plus national and local awards for placing in Rate My Agent's Top 100 agents.
What I took away from this interview is Gizzelle's deep commitment to helping her sellers and buyers achieve the real estate solution they are looking for. Her demeanor and attitude telegraphs her dedication to client care on a whole new level.
Just in case you don't know, I'm Ray Wood and I'm a real estate agent from Melbourne Victoria living on a lake about 2 hours north of Toronto Ontario Canada.
Download FREE eBook Make It Rain (the email bible)
It's been a cold blast here at the cottage in the last couple of months where we have been in semi-isolation and various stages of lockdown for almost a year.
The month of February is testing us because there's this weather effect called the polar vortex that brings with it arctic cold temperatures like minus 30 Celcius and feet of snow.
But, fortunately, the boathouse is keeping us warm thanks to a wood fire we installed last year and some incredible spray insulation that keeps in most of the warmth.
The boathouse has been a fun project and it's still a work in progress that will take me a bit longer to complete.
Personally, this last year has been an amazing time. I feel I have better focus and direction. I feel like I have more drive and energy.
In the last 12 months, I have completely overhauled Bestagents to a digital marketing platform and with the amazing resources of Jigglar and LockedON, a steady stream of new members are coming on board while they can still get the heavily discounted founding members deal.
My real estate funnel marketing model is working like a well-oiled machine and let me share what I've learned about the art of funnel marketing in the past year.
There are 3 stages to a good funnel; Attract, nurture and convert.
The 16 digital assets including eBooks and autopilot lead generators we have created at Bestagents do most of the heavy lifting when it comes to attracting with the impressive resources of Jigglar pitching in by pumping out fresh professional grade content on a daily basis.
LockedON's new version 2 is turning heads and playing a critical role nurturing and converting contacts to listings and sales with the help of our digital pre-listing kit and lots of pre-written emails ready in the system.
In fact, that's a perfect segway into this week's interview which is all about the power of email marketing and some awesome tips to make sure your messages are connecting with your contacts in all three stages of your funnel.
Download FREE eBook Make It Rain (the email bible)
My guest for this episode is email writing and marketing expert Chris Orzechowski, and the timing around the release of this episode is highly relevant as the Australian government finds itself in something of a Mexican standoff with Facebook.
Basically, Canberra wants Facebook to pay for the news it strips and recycles. Facebook have said "I don't think so" and have started deleting content from any Australian Facebook page that faintly smells like it offers any kind of news.
In fact, today's email from Chris (and as soon as we met, I signed up to get his daily emails) talks about this and he warns, you can't build your brand on quicksand which means don't rely on Facebook or any social platform for that matter to be there tomorrow.
Chris says that's all the more reason to build solid relationships with great email marketing and I couldn't agree more.
You are your brand, not some tri-color logo or pretty font. But here's the critically important thing: Marketing you doesn't mean talking about you.
Want to write better emails to attract, nurture and convert more contacts?
Right now, you can download Chris' eBook, Make It Rain for free.
Can I suggest you head over to themakeitrainbook.com and get your copy?
Here are just some of the things Chris shares in his book which is a brilliant read by the way: * How to segment your email list properly, so you can send the right offer to the right person at the right time. * Why emails with great copy out-convert fancy, HTML emails… every time! * How to make your emails stand out from all your competitors… and how to make people fall in love with the emails you send. * 3 email campaigns that will work for you every day… even while you sleep!
That URL again is themakeitrainbook.com and that link is ready and waiting for you in the show notes for this episode.
I was keen to pick Chris' brain about how we can apply his email marketing rules and strategies to real estate being mindful of the attract, nurture and convert stages of the funnel.
In this session I ask Chris; * Is email really relevant anymore? * If my open rate is below 10% what am I doing wrong? * Why does good copy in a ’normal’ email outperform HTML fancy graphics every time? * Does he follow a formula? (headline, reinforce/stir up, solve, prove, call-to-action) * We’re in real estate land looking to nurture and hopefully keep, existing contacts. How often should we connect and what should we be saying? * Email is pointless without a list. How do we build a list? * How important is the subject line? * Are open rates better when there’s a question in the subject line and we use our contact’s first name? * Does long copy sell? Do people read it? * How important is using testimonials in our copy and where should we use them?
Download FREE eBook Make It Rain (the email bible)
A special welcome this week to new Bestagagents members * Shannon and Samatha Smith from Queensland's Gold Coast * Dean Bozunovic from Frankston in Vic * and Silvya Saric from Wodonga Bestagents on the Murray River in Wodonga Victoria
I'm excited to have the opportunity to work with you guys and the results you're already achieving are impressive.
If you're familiar with my work and real estate success strategies, you’ll know I’m a big fan of what I call the real estate funnel and if you're looking to add better systems into your business, I'm going to make you a complimentary offer in a moment to help you make it happen.
In marketing, a funnel is the system and strategy that attracts new paying clients into your business. The good news is that once a funnel is set up, it will work hard for you 24 hours a day producing leads, listings, sales and (this is what I love most about a good funnel) consistent success.
And the really great news is that anyone can do it.
You don’t need to be a national brand or super successful agent. It doesn’t matter where you are, whether your market is hot or cold or how long you’ve been in real estate.
Let me ask you a question:
Have you ever suffered the humiliating frustration of the good month-bad month income YoYo?
One month you’re flying high and thinking about a new kitchen, updating your car or skiing in Italy. But the next month, you don’t quite feel that dopamine hit when you log in to your online banking to discover you’ve got too much month at the end of the money.
And you had no idea that tax bill was payable so soon.
If that’s you then that’s okay, because that’s been all of us at one time or another.
And it’s almost like you need to experience the good month-bad month YoYo to know you don’t want it to happen again and you’re very motivated to work out how.
Let me share a simple but vitally important fact I often return to with some of my coaching clients: (and the keyword here is FACT) You can’t expect different results when you keep doing the same thing.
This can also happen when you decide to lift your numbers. Say you’ve done the same amount in GCI give or take for the last 3 years and you want to move things up. There’s no way it can happen if you’re rinsing and repeating the same strategies you used for those previous years.
Businesses grow. So do people.
So back to my funnel.
Let me share the three essential stages that drive a good real estate funnel and of course, it goes without saying, the better each stage is serviced and enhanced, the better it will perform.
The first stage and the top of your funnel is Attraction. Just how are you attracting your future clients, how many are you pouring in and how often? This is the most overlooked yet essential stage of your funnel. At Bestagents, we like top say the magic is in the numbers and this is exactly what we're referring to.
What lead magnets are you employing to drive traffic to the top of your funnel and what is motivating or attracting these people to you? In the online marketing world they call this your offer or offer stack.
...and your lead magnet needs to clearly show, it's something of value your potential new contact will want.
It’s the offer that causes attraction. What’s yours and how many do you actively employ?
The second stage of your funnel is Nurturing.
Real estate is a service. We generate a fee for that service by offering a solution to a problem.
Now that your new contact is swirling around in your funnel, what are you doing to move them on into the narrow bit? Why are they staying? Why do they want to stay? What is it about you and your real estate business that compels them to hang around and not opt out from your messages? How are you helping them solve their problem?
I believe the number one reason agents lose a listing is lack of trust. They may like you but do they trust you? So what strategies are you employing to clearly illustrate and deliver proof that you are not only the best agent to solve their problem, They can trust you.
That’s nurturing.
The third stage is Conversion.
When the time comes for your contact to sell or buy, you’re relying heavily on the relationship experience you’ve delivered since that beautiful day they first found themselves in your amazing funnel.
You get the call. They’re ready to list their property for sale and they want to see you tomorrow at 4pm to find out what you think their home is worth and your fees to see how you compare. Yep. You’re going to pitch.
This is showtime. This is where your hard work and system pays off. This is where you stand to win the listing, make the sale and receive your well-deserved fee for service. This my friend, is Conversion.
…and think about that fee for service for just a sec. Is it $5 grand. Is it 10 or more. How much are you prepared to do to win the prize and what does your conversion process look like?
Does your physical pre-listing kit dovetail perfectly into your actual listing presentation? Is your online pre-listing kit and questionnaire sent within minutes of the listing appointment being made?
And is trust reinforced solidly with both?
This is conversion and given that you’ve attracted and nurtured so well to get to this point, I believe it deserves every effort you can muster to win the business at this final stage.
Your funnel isn’t a part of your business, it is your business. Many agents I speak with tell me they have a listing problem but they don’t. They have a funnel problem.
I've made a short video to show you exactly how a real estate funnel works. You can check it out here
So speaking of building your real estate funnel, I think you’re going to like today’s guest.
If you’re a long-time listener, you’ll be familiar with one of the show’s biggest fans, and regular guest, Queensland super-agent Scott Lachmund.
…and if listings are hard to find in your neck of the woods right now, Scott has a number of strategies that will not just help you with new ways to connect with people, you’ll discover first hand, Scott’s amazingly simple yet very powerful scripts when you reach out.
I guess I don’t need to try and convince you that it works because I know it does.
But this is cool and tells you a bit about the guy: the more successful Scott becomes, and his last few years have been nothing short of meteoric, the more he wants to help his fellow agents reach their goals.
I think you’re going to love this one.
Scott on Facebook Check out Scott's community website and video interviews
Special guest Danny Wood of BrokerageNation.com shares his ideas on GETTING MORE SELLER LEADS. Most are very cheap or free to implement and amazingly simple.
He mentioned a video of his presentation and that can be found here
Ask Dan about his “done-for-you” marketing services by texting (905) 903-5442.
He has a special bonus for you too!.. Anyone who listened to the podcast can book a free coaching call with him at http://brokeragenation.com/30minsession
Finally, he mentioned his group coaching calls at www.patreon.com/Dannywood Can I suggest you reach out to him because he’s a treasure trove of unique ideas that will keep you coming back for more.
Thinking social? YouTube: www.youtube.com/dannywoodvideos
Instagram: www.instagram.com/calldanwood
@calldanwood
More old school? Call (905) 903-5442 or visit: Https://www.brokeragenation.com
The system is the solution. Every great business has one or more
It’s been a huge month for me and Bestagents with a bunch of awesome agents coming on board and securing exclusive area rights to their postcode.
I’d like to personally welcome some new Bestagents members including
Craig Robinson from Castle Hill in NSW
Daryl Johnson from Hamilton NSW
Melissa Saad from Camp Hill in QLD
Leonie Snook & Steve Welsby from Wellington NZ
A special shout out to Craig, Daryl, Melissa, Leonie and Steve.
I’m delighted to share our Bestagents resources with you guys. Welcome top Bestagents and I’m looking forward to working with you to help you grow your brand and your numbers as you offer a clear and compelling point of difference to property sellers in your areas.
I can also share we’re about to roll out another lead generating landing page offering sellers in your area a current list of recent sales under the domain TruePriceFinder.com This is an additional offer at no charge to Bestagents founding members.
…and if you’d like to find out if your area is available, message me with your location and postcode and I’ll let you know.
Well, it’s always a pleasure to catch up with Troy Kincaid from Colac in Victoria.
Troy joined Bestagents in 2012 looking for ideas and systems and his journey from a raw beginning to a consistent number of sales each month is evidence his systems work and work well.
In less than 12 months from joining Bestagents, Troy’s business had doubled and within 3 years doubled again.
In the last 170 plus episodes I’ve profiled some amazing agents doing amazing numbers. Many enjoy an average selling price of more than $1 million but country agents in regional centres like Troy rarely see those prices so they need to really heavily on volume and consistency.
And as you’ll hear in this interview, there’s a powerful underlying community commitment that gives Troy and his team a valuable edge. All that and more, coming right u
Here's a real estate coaching and support team that looks after rookies!
If you'd like to know more about an exclusive area Bestagents Founding members deal with all the bells and whistles at a discounted bundle rate, let me know.
Bestagents founding members have exclusive access to systems, a bunch of dedicated digital assets, and my ongoing personal support.
...and speaking of training and support, this week's guest heads up an innovative company serving, what some might describe, as the forgotten agents in the real estate industry.
My guest, Jake Dixon is CEO of the Locker Room.
The Locker Room services what Jake calls the 'Blue Ocean' of agents who make up 97% of our industry. I'm talking about the agents in their first year or two doing less than 24 deals a year.
The more I got into this interview with Jake, the more I began to realize the stunning attrition numbers in real estate and how the difference between success and failure can often be so small.
I often wish I could connect with every new agent and help them hit the ground running by intensely focussing on the all-important blue dollar actions. But I guess that's what this podcast is all about.
Jake has terrific energy and it's easy to see why so many agents are opting into working with The Locker Room to quickly achieve great things.
We cover a heap of topics during this session but I really like Jake's take on what is needed to quickly succeed in an industry where so many struggle. www.tlrnation.com - main website www.tlrnation.com/freestuff - free downloads www.tlrnation.com/track - use "PLAYBOOK" promo code and get $50 off our most popular product! Blue Ocean Strategy (Book)
Our COVID Summer on the lake is sadly drawing to a close.
In a few months, the so called Canadian 'snow birds' would typically be heading south to Florida, the Carolinas or the gulf of Mexico to escape a brutal Toronto Winter but this year, the border to the US is closed to cars and folks are making sure their cottages are stocked with firewood and supplies so they can ride out the winter up North.
For us, it's been a magic summer. The boathouse we started renovating back in March is starting to take shape. I don't know that we'll have it ready for Winter but it's definitely in better shape than it was. For a guy who likes to write copy, record podcasts and create marketing ideas, learning how to demolish, renovate and rebuild something has been an incredible journey of learning with a few failures but some memorable victories.
If this sounds a bit echoee, it's because I'm in a very barren boathouse looking at stud walls, bare plywood walls, some gorgeous hand made timber trusses and a ghetto kitchen that will hopefully be gone by this time next month. If we were in Queensland, finishing would be easy but with the winter temperature getting down to minus 35 celsius which is about the same temp in Fahrenheit, we're going to need a heap of good insulation and maybe a cosy wood fire to help us combat conditions from November through to May.
...and I guess right now we're all overcoming setbacks and challenges which is what this episode is all about.
But before we get into that, I'd like to welcome some new Bestagents members including Ben Stevenson from Estate Realty in Queanbeyan NSW Dan and Ness Brugghink from Wallan in Victoria Chris Brown from New Vision Real Estate in Glenwood in the Hills District of Sydney Kim Turner from Mount Pleasant in Perth WA Peter Stone from Real Estate of Distinction on the Northern NSW Coffs Coast and Zieglar Coelho from beautiful downtown Brampton right here in Toronto Canada
I'm pumped to be working with our new members and so impressed with how everyone is jumping in to access Bestagents resources to win more listings and make more sales. The marketing library is getting a solid workout and our brand new online pre-listing questionnaire is receiving great feedback from sellers and paving the way for the best possible listing presentation because we've set it up that sellers are taken straight to the member's client review and free ebook page when they submit their pre-listing answers.
I'm getting a clear message that great marketing is more important now than it has ever been before.
Bestagents memberships are exclusive to one agent or team per area, suburb, city, town or district. Each area is different so message me ray@bestagentsinc.com if you'd like to know more and to check and see if your area is available.
A lot of people are facing challenges right now that they have never faced before.
Life is tricky enough without throwing a global pandemic into the mix and it's fair to say that if you're under 75 years old, you've never had to face any kind of global crisis.
If this was some kind of bizarre social experiment, you'd have to wonder at the extremes many people are experiencing right now.
For some, who get trapped in the downward spiraling vortex of failure and despair, hope quickly fades as they grapple to acquire the resources to cope.
While others... are reveling in the forced changes these times are bringing and grabbing some amazing opportunities.
My guest this week is Albert Garibaldi, a 20 year veteran, CEO of The Agency, an innovative real estate business operating in California's Bay Area south of San Francisco.
You don't need to spend too long with Albert to know and understand he is living breathing proof about acquiring the best mindset to handle everything and anything.
He's also a 3 book author including The Passion Punch which is a book we get into during this episode and stays firmly in the top 1% of agents within his national group.
You'll discover Albert has a simple yet very powerful formula for life, family, business, health and success and I'm grateful for the opportunity to connect with him as he peels back the layers that helped him overcome some significant learning disabilities and prosper in one of real estate's most competitive markets. Albert's awesome book:
Connect with Albert
Albert's awesome book: Passion PUNCH to Success
Almost any and every real estate situation calls for the right language. Get ready to challenge everything you believe is the best approach to powerful communication.
My guest for this episode is Paul Ross, a speaker, author, trainer & teacher.
Paul is a gifted communicator who will quickly influence and empower you to adopt some very fresh yet proven communication ideas for your next listing presentation, price reduction meeting or buyer showing.
If you click this link now, you can score a couple of awesome free video training sessions from Paul.
How to become a published author in less than 7 days without typing a word. Click here Amigos!
Many thanks for the feedback and interest from last week's show about the real estate marketing funnel I've built and the launch of the Bestagents Founders Membership.
In this week's episode, I'm going to take you through the 3 critical stages of a dedicated real estate marketing funnel then you're going to meet one of the nicest guys in real estate, RE/MAX Canada's Broker of the year.
All that and more coming right up.
The funnel concept is simple. I can even 'show' you in a podcast episode like this:
Imagine a funnel.
In my mind it's a red funnel. But it's big. Say 1 metre or 3 feet in diameter at the top and 2 metres or 6 ft deep.
At the bottom it takes a right-hand turn for another 3 feet and at the end, money comes out in the form of listings and sales.
The real estate funnel is made up of 3 parts: First and obviously is leads coming into the top of your funnel.
Next is 'nurture' where your CRM takes over directing you to employ a range of innovative connectors like email, text, phone, hard mail and social media. This stage is critical because it's warming up and building the relationship with your new contact. It's also critical because it will determine your new contacts perception of you where, essentially, they're asking themselves; Is this the agent I'll be choosing to sell my property.
The third and final stage is often triggered by one of your CRM connectors. It's the all-important listing stage.
This is where your hard work and investing in stages one and two of your funnel pays off.
The listing process is where you on-board your new client with a regular and digital pre-listing kit and industry best listing presentation
I've made a video that shows you exactly how the real estate funnel works. You can check it out at bestagentsinc.com/founders
Earlier this year I had the pleasure of connecting with RE/MAX Broker of the year, Asif Kahn.
A recipient of RE/MAX's prestigious Diamond & Chairman's awards plus Hall of Fame & Lifetime Achievement awards, Asif runs a highly successful team based in Markham just east of Toronto. He also co-hosts a weekly radio show called ON THE MARKET, on The Region which is 105.9FM.
In case you don't know, Eastern Canada has a very strong RE/MAX presence and has done from the early days when the RE/MAX brand was just getting started.
That makes winning Broker of the year all that much harder. I was keen to learn some of the challenges Asif faces, and how he sets his agency apart.
We get into the key aspects of Asif's brokerage that set him and his team apart including his charity and community work.
I think you're going to like this episode. There are lots of valuable takeaways and I'd like to thank Asif for sharing so much awesome content.
Connect with Asif Kahn
Welcome to Bestagents! Please take a listen to this episode as soon as you can. It contains important information to help you get the most from your membership.
I firstly want to say a BIG welcome to Bestagents and thanks for joining us. I'm humbled you have chosen to become an exclusive member and also that you have placed your trust in me and my team to help you grow your personal brand, expand your marketing footprint, win more listings and make more sales.
I started Bestagents back in 2005 so you're joining a group where ideas, strategies and systems have been created, tweaked, completely overhauled or removed. The stunning advances in digital technology in recent years means we can roll out better assets like lead generating landing pages, eBooks and online pre-listing tools.
The inclusion of a Bestagents Jigglar Pro team account as part of your membership is the realization of a personal dream where an idea can quickly be created and shared in an editable format, downloaded and printed or posted to social media.
I don't know of any other real estate marketing system the bundles together this many digital assets and real estate success tools.
Working with agents since 2005 has also taught me talk is cheap and implementation is everything.
I've recorded this episode to help new members hit the ground running and undertsand my marketing strategy around the funnel, developing your Unique Selling Proposition and setting up the Bestagents marketing system in your business to deliver solid and consistent results.
Everything that I have ever developed (and that works) is included in this latest Bestagents package. Please keep in mind, hundreds of agents are using the system and getting results, all you need to do is follow the system.
If you're not a Bestagents member and would like to discover more and see if your area is available, click this link.
Dream Big & Take Names,
Ray
A 'Funnel' is the oxygen to your business. When set up correctly, it's continually breathing life into your future listing and selling pipeline.
In this episode, we take a deeper dive into the unique marketing strategies Bestagents members are using to attract quality leads and nurture them through the process.
Full info at https://www.bestagentsinc.com/founders
The impact of events, protests, riots and cities-on-fire since the killing of George Floyd on May 25 has been felt around the world. Once again endemic racism triggers massive unrest and cities burn. But perhaps, this time, there's hope and for the first time, community leaders are speaking out with possible solutions.
I'm obviously no political or current affairs spokesperson but we all have opinions in times like this. Last week, my Podcast producer Joel and his son marched in Louisiana. He has an interesting perspective on what's happening and I felt it was worth sharing our call.
The Auction agents that scrambled early to explore and adopt the best ideas are now reaping the rewards. Discover exactly what they're doing to stay two steps ahead of their competition
First off, a big thanks to everyone who reached out to see how I'm doing.
We're still in isolation here in Canada like so many others and life is good. It's been a super busy time with lots going on and I'm making the most of what I'm calling a 'reset' with a number of projects on the go to help agents adjust to win more listings and make more sales.
In the last episode, I mentioned how my team and I are rolling out a series of Virtual Agent lead generation landing pages and virtual tools and the response from my podcast audience was way more than I expected.
I've actually spent the few months setting up a new membership group where I'll be not only creating landing pages and social media templates but re-releasing eBook versions of my books. And one book, in particular, I have ghostwritten so you can be the author.
And, for the very first time, I'm inviting agents I work with to access my private library of marketing tools, graphic templates plus my back catalog of scripts and client email copy.
If you're familiar with how I work, I prefer to offer postcode exclusivity so only one agent per area can use these resources.
Right now, I have a growing list of agents I'm bringing on board as Founding members who'll be 'grandfathered' into the group with a below-cost deal to access everything and be part of this new movement of Virtual Agents complete with area exclusivity!
If you'd like to know more, please reach out to me on Facebook and send me a private message or email me ray@jigglar.com and I'll get you more information on the Founding Members Package.
Speaking of Virtual Agents, I was interested to find out how Australia's world-famous Auctioneers have adjusted to this new contact-free environment. Are they still running auction campaigns? If so, how are they doing it?
And who better to reach out to than my brother David who ranks as one of Australia's top auctioneers.
David is a partner at Belle Property in the premier Inner-Melbourne suburb of Albert Park and at the first sign of restrictions surrounding the COVID 19 changes, David and his team quickly adapted with a combination of applying the best tech tools and solid client communication.
The outcome has been a steady stream of listings, some very impressive results, and a lot of happy clients.
In this interview David and I get into the biggest challenges he faced, how he was able to educate buyers, the actual process the Belle Property team employed to conduct fully isolated and contact-free actions and the new strategies he thinks will remain when this global reset is over.
Belle Property Contact David Wood
I hope you're staying home and staying safe. It's day 27 in isolation for me and I'm very fortunate.
I don't have kids to organize and entertain or their meals to plan. I'm not on a health professional on the front line helping virus sufferers like a number of friends and family who are doing an amazing job saving lives. I've worked remotely from a home office, coffee shop and often my car for the last 15 years so there's no major shift in work habits and so far, and touch wood, I don't have a sore throat or dry cough.
And if I bring the virus back home to Christine who suffers severe asthma... well, I don't even want to think about that.
In times like this, I believe it's important to focus on what we can influence.
For a start, we have the power to influence our own thinking. We can wallow in the cancer that is self-doubt and choose to take the low road of despair, pending doom and negative, destructive thinking which, as we all know, never ends well... or we can choose to remain optimistic and hopeful and reach out to others and either ask for support or offer it. Nobody is immune and we've all reached this fork in the road at some point. The important question is when you do?
When you think about it, we're all born with the same two options... we can choose to be a tower of strength or a swamp of suffering and if I've learned one thing in life, it's that you will move towards what you think about.
You naturally gravitate to where your head's at. In fact, it's virtually impossible not to. For so many, success begins when we make the decision to hack into our optimism and achievement tools with things like exercise, meditation, a solid routine, focussing on the right business actions for these times and tuning our radar to actively scan for opportunities.
Since this thing started I've had the chance to connect with agents in many different places. Sometimes we email, sometimes we talk on the phone or face to face it with a Zoom call.
I'm honored and humbled that many real estate contacts (including quite a few I don't know) have reached out to me for help and I'm grateful for the opportunity to share any ideas, suggest solutions and workshop options at a time like this and I'd like to extend the offer here and now. If I can help, let me know. Reach out and say hello and tell me what's going on. I'm ready to welcome your message and looking forward to helping out wherever I can.
I can tell you I don't have all the answers for what's happening right now but I don't believe anyone does. I do have some solid ideas and strategies I learned in the early 90s and 2008 that are working well for my private client group,
This morning we woke up to a very cold cottage because the fire went out during the night and there's no other heating. I needed some kindling to get things underway but it had rained overnight and the kindling was wet. I cursed myself for being unprepared.
If you've ever tried to light a fire with wet wood you'll know it's a challenge but it's the perfect metaphor for what's happening in real estate at the moment. So many agents are trying to light a fire with wet wood. The things they were doing in February are not working in April. Adaption is key.
There's no doubt this global health crisis will trigger an economic downturn and probably the most severe we will see in our lives.
Last week I checked in on my 87-year-old mother in law to see how she was doing. She lived through the blitz in London during the second world war and I was interested to know if she noticed any parallels. "Not really" she said. "During the blitz we honestly didn't know if that day would be our last. Bombs were falling out of the sky and killing our neighbors. With this pandemic, all we need to do is stay inside and keep ourselves busy."
In my view, this event is dramatically different from the early 90s recession and the mortgage meltdown of 2008. It's different because we can't go out and support local businesses. We can't head out to our favourite bar, go for a meal, buy a fresh pair of jeans or buy a car because we're stuck at home under personal self-arrest as it's the right thing to do. The COVID 19 Pandemic means millions of businesses closed virtually overnight and with that, the monetary flow of the economy that makes the world go round. That's why this time it's very different. Many of us are lucky to live in countries that will support us with resources. But that can only last so long.
However, what we do know is that it will end... and as real estate professionals, I think we're lucky. Here are 4 reasons why:
First off, we're essentially self-employed. We don't really rely on anyone for 'a job'. Our mission is to find property owners looking to sell and show them how we can make it happen. Second, We can work from anywhere we like which right now is our home office or kitchen table. We can work the hours we want and don't need to burn daylight on a lengthy commute. We're professionally autonomous and I'm tipping many agents will adopt this as their new norm from now on. Third, we have established contacts in our database who may need real estate help right now. It's knowing how to reach out and what to say that's critically important. By the way, if I see another 'I'm Here For You' or 'we're in this together' email I'll scream. Your contact's inbox is jammed with the same subject lines. Don't go there! And fourth, we have so many amazing tech tools to make it happen. We can conduct a virtual orchestra of real estate business without moving our butts from our home-office chair. This is the remote revolution so many in our industry have been hoping for. For those of us prepared and equipped, this is our time.
And here's the thing: Real estate in your area will be sold in the next 3 months. Maybe not the same volume as the last three but property transactions will happen.
Our challenge? Right now people can't go out. So what do folks do when they're stuck at home? In 2020 they spend more time watching Netflix, more time on social media and more time sending and answering emails. In other words, more screen time.
So how can real estate professionals use this change to maintain our connections and stay actively involved and open for business?
There are a 5 ways:
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Be willing to put yourself in places where opportunity can find you, and by that I mean creatively online. We can ramp up our community involvement. Which services are open, which are not? Who's delivering and how we can go about ordering. Supply names and numbers? Who needs support in your community and what can you do?
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There are still essential services serving your community. Who are they and how can they be contacted. Let your people know. Be a conduit of highly useful and relevant information.
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In the last few weeks, I've done more chores around the house than I have in the last 3 years. I've painted, re-floored, replaced lights, cleaned out the garage and right now, I'm rebuilding a deck. It's funny but my 'honey do' list continues to grow. So plenty of people are using this time to keep busy and tick off tasks that need completing. Can you help your contacts with your local traders list? We just sent a new template live at Jigglar.com All you need to do is build a list of local traders and offer to send your people a pdf. Our local hardware store won't allow people in but you can order over the phone and pick up. Same with the supermarket. If this is available in your area, let your people know.
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Get proactive in your marketing and offer an online Virtual Market Update. All you need to do is send your contacts an email and offer a contact-free property value opinion via a live and customized landing page. If you'd like to see a very cool online landing page sample that does just that, let me know. Details are in the shownotes for this episode. The agents using this landing page are winning leads because they can virtually prospect without cold calling. You can take it to the streets by setting up a Facebook campaign to promote your virtual market update offer.
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When you're ready to get your listing to market, ask your owner or tenant to take the shots. Our buddy Brad Filipponi over at BoxBrownie.com has just made a very cool video that will give you and your owner or tenant the very best instructions on how to make that happen. They've even done a pre-photo checklist and you can watch the video and download the list in the shownotes. Just go to topagentsplaybook.com/168
I hope I've shared some ideas you can put to work ASAP in your business and please keep in mind, these ideas are out there working right now. All you need to do is get started, implement and reach out if you need support.
So how long will this last? It's up to us. The Chinese model shows things are just starting to get back to normal after 12 weeks but that was with a military enforced lockdown and quarantine and god only knows what else but clear evidence shows that staying home and isolated works.
When the COVID virus first started to escalate in California, the Governor ordered the state's 40 million residents to stay home. They were the first state to do so. New York, with a population of less than 20 million did not. Today, April 8 2020, the California numbers are 17000 cases and 452 deaths compared to New York's 140,000 cases and deaths over 5000. Okay there were a few other factors like California's aggressive testing and better access to personal protection equipment but come on... 8 times more deaths and cases in a state half the size. I guess one Governor is enjoying his last term.
There is no vaccine just yet so I think the evidence is clear. The fastest way to work our way back to normal is to stay home and stay isolated. New Zealand shut down hard and shut down early while amazingly, my mother's nursing home south of Melbourne is still allowing visitors. Maybe they've stopped watching the news!
Dream big, take names, stay safe and let me know if I can help
WTF just happened? Joel Sharpton from Louisianna produces my podcast each week. We like to get on the phone and chat about stuff. This time we recorded it. :-)
Today's guest is one of my favourite humans.
Super Agent Nyree Ewings is a phenomenal success. Last year she recorded GCI of $1.3 million which came from 94 sales and 140 listings. So let's take a quick look at those numbers for a sec. If you take a day off each week and a few week's vacation, that's one listing every two days.
Nyree's no-nonsense approach to jumping in and getting things done consistently wins her amazing results and if you're familiar with the 'whatever it takes' philosophy, she's living breathing proof that it works. She's successfully grown her career in the past 12 years starting as a stand-alone salesperson and growing her brand and personal following to hire 2 assistants and build an amazing team
A big reason why I love hosting guests like Nyree is that she has the power to inspire so many people and if you're new to real estate, you're about to get a raw and real look at what it takes to thrive in one of the most competitive industries there is.
If you're not new to real estate and not getting the results you want, then can I urge you to listen closely to this episode and take special note of the things that jump out at you. I believe the power of a good podcast is that it will speak to you about the things that are important and help you with the changes you need to make.
And hey, if you're killing it then awesome. In fact, if you're listing more than 100 properties a year, I'd love to feature you as a guest on the show.
But I know many of my listeners are in the early stages of their career and looking for real and tangible ideas they can quickly implement. So here are 5 rules I've picked up along the way to get you started: 1. Personal accountability is your best friend. The world is full of people who say they are going to do something then don't. Sure they have excuses but they suffer the frustration of not achieving the results they set. By the way, you'll find personal accountability at the corner of focus and discipline. If you need some, hire a good coach to help you plan and set your action and task priorities with a deadline. 2. Set your priorities the day before and you'll achieve more. In fact, do something for me: After you've finished listening to my call with Nyree, ask yourself this question: What is the most important thing I should be doing right now? If you need listings you should be prospecting. If you have listings but need sales, find your most motivated seller and go and see them and get the price reduction you need to help them get an offer. Then go to the next one and so on. 3. Find your 'why.' My friend and super-agent Garth Makowski who runs a $6 million dollar enterprise is so big on this. Why are you doing what you're doing? What are toy dreams? When the going gets sticky, what's motivating you to get through? 4. Write down your goals. Let me tell you, I've tried not writing goals and writing them. For years I dreamed of setting up an online graphics tool for real estate agents. I would come up with great lead generation and business growth ideas but the graphic designer costs were just too high. Plus they took too long. Then one day, and it was actually on a train trip, I wrote down the goal and planned it out. The more I wrote down, the closer I came to working out what needed to happen. I got up-close with the objectives and priority action steps along the way. Two years later we launched Jigglar. Two years after that, we're in more than 130 countries and thousands of agents use Jigglar every day to win listings, make sales and grow their brand. I can honestly tell you that it would never have happened without a written goal. Garth carries his goals around with him in a journal that never leaves his side. He's an amazingly driven guy and understands that we become what we think about, we achieve what we focus on and we build what we feed our subconscious mind. He's built a business and a lifestyle on exactly that. 5. Surround yourself with the people that can help you on your journey. Look for evidence that they know what they're doing and that they can help you. I don't know of any great achiever ever who did it alone. These are the mentors and guiding minds can be there for you. Garth calls them 'Critical People' and yes, they're on his goal planning list. Keep in mind, where we are now is purely the result of past decisions made. We make decisions every day. Make sure you get some help to make the right ones that align with your personal goals and life trajectory.
Okay, I'm delighted to present my second interview with Nyree. Our first was episode #28 almost 5 years ago and she has well and truly powered on since then.
I know you'll get a heap of valuable takeaways from this session including some very interesting operational ideas on how Nyree runs her business and is continually building momentum.
I love featuring interviews with authors.
Having the discipline, let alone, time to write a book is a skill I really admire.
It's not complicated... A good non-fiction, 'how to' book shares the essential knowledge promised on the cover.
My guest for this episode is author and Ohio agent Derek Tye.
There are two main reasons why Derek and his team are killing it in Cincinnati: The first reason is because they work a system (which is exactly what Derek's book is about) The second is because they have a plan and follow it.
In case you don't know, I never really prepare for my interviews. I used to when I started out but I quickly discovered I would go off-script because some shiny thing would always come up and there's where I like to go.
It's a little bit like being in a listing presentation and searching for some common ground. An old habit I guess.
Anyway, as you'll hear, Derek and I worked out that we're both Tony Robbins fans and he reminded me of a free test Tony offers online.
It's kind of a personality strengths and weaknesses assessment, or as it says on the website 'Understand your personality to get ahead in your career, to communicate better in your relationships and understand your personal patterns'
So I did the test and was kind of flattered with the summary. Especially this bit. Check it out. It says and I quote "You have the ability to persuade others, not with hype but rather with warmth, sincerity and understanding. This skill comes from the merging of your people skills along with the fact that you tend to be more modest when dealing with people"
Well I guess it could have been worse!
The test took me about 20 minutes and I'd like to suggest you try it. And what about this for an idea, if you're hiring, ask them to do the test and send you their results.
Here's the link. It's free! https://www.tonyrobbins.com/disc/
I really enjoyed my call with Derek. His book? '7 Levers for Success in Selling Real Estate' went live in paperback and Kindle on Amazon last week. The link and Derek's contact info is in the show notes.
Check out Derek's book Connect with Derek
I'm delighted to present another interview in the super-agent series and my guest for this episode is currently ranked in the top 100 agents in Australia.
I define a super-agent as anyone earning more than a million dollars a year in gross commission.
These are the agents others look to for inspiration and ideas. They're better organized, with better systems and a highly productive marketing plan that continually feeds their new business pipeline.
Today's guest is a quiet achiever who sticks to the tasks that win results and I have a feeling you're going to get a lot of takeaways from this episode.
Speaking of results, how would you like to be the only agent in your area to use some of the best real estate marketing ideas ever created?
What about exclusive postcode rights to powerful brand-boosting strategies, regular coaching, free subscriptions to some of real estate's most popular tech and software and a unique set of tools built to position you as the local authority and attraction agent in your area?
Bestagents is the personal marketing partner to hundreds of successful real estate professionals who have secured exclusive postcode rights to use my personal marketing and lead generation ideas in their local area.
If you'd like to know more, email me ray@bestagentshq.com or check the show notes for this episode for links and more info.
Sydney's James Baker listed 47 homes in 2019 and sold 40 giving him a GCI number very close to $2 million.
James has a story that's not unique in real estate success. He has a proven plan and it works so he keeps doing it.
Perhaps it's the discipline and focus that keeps him on top year after year. After all, his area of Sydney's Northern Beaches is some of the most highly-priced and sought after real estate in the world.
And where you find high-priced property, you find a very competitive local real estate industry with literally hundreds of agents all competing for business.
In this interview, you'll discover how James cuts through to stand out from others, how he keeps his days-on-market low and how his loyal client base acts as his most important referral network.
James Baker. Corporate Profile and contact points
Connect with Ray. ray@bestagentshq.com
My first real estate marketing breakthrough came after I wrote a book called ‘How To Sell Your Home For More’
I created some marketing that I could distribute inviting people to call me to get a free copy of my book and kept tweaking the formula until I got it right.
It quickly positioned me and my brand as a clear alternative in the market.
I’m sure you’ve heard the homeowner's mantra… a good home sells itself. My book started to change the way home sellers thought about the home selling experience. They began to understand the opportunities and the major influencing factors that really help a home sell for more.
Long story short, it worked very well for my business and today, the book and the marketing system around the book is used by of hundreds of agents under my Bestagents brand.
If you’re a Bestagents member, you’ll know what I’m talking about. If you’re not, message me and I’ll get you some more info.
My guest today is in the same space.
A few years back he wrote a book called Sold Above Market and created an offer to generate seller leads in his area which is the Sydney harbor suburb of Mosman.
Since then he’s written two new titles and you’ll find out all about them today.
So I guess my observation is that the real estate seller education business is alive and well and that’s a good thing.
Because property has no recommended retail price, property sellers, in my opinion, are somewhat vulnerable and face the risk of becoming easy prey to agents who have no idea what they’re doing.
Then there are agents like today’s guest. An experienced professional and trusted opinion who can not only guide his sellers to a great result, he’s a published author on the subject.
Sydney agent Geoff Grist has seen his market double, and double, then double again and in a highly competitive professional environment, he’s worked hard to build a solid client base and loyal following.
Geoff’s a great writer and has the book sales to prove it. He’s also become a good friend over time as well as a reliable sounding board for different ideas and strategies.
He recently hired an agent to sell his own home which is an interesting story as you’ll soon discover.
Check out Geoff's books here
I was fascinated to discover Gary Vaynerchuk's Recipe For Real Estate Success ...and I think you will be too.
He's one of my favorite people is marketing people and those of you who know Gary will know that he doesn't pull any punches.
It's impressive the way he effectively communicates his ideas to an ever-growing fanbase.
I recorded the interview you're about to hear a few years back when Gary was preparing to head to Australia for a series of talks.
Gary's take-no-prisoners style is a timely reminder of just how competitive our industry is. In this special interview, he shares some awesome ideas for agents looking to grow their brand fast.
I love this story and Gary's journey from working in his father's shop to his current role as the head of Vayner Media is beyond impressive. From $3 million to 60 million in 5 years He took his father's liquor store in New Jersey from turnover of $3 to $60 million in just 5 years.
He's now the head of his own company, Vayner Media, a Fortune 500 company. Vayner Media looks after the social media marketing for some of the biggest brands in the world with revenue now well over $100 million.
But before you switch channels because you don't think this multi-million dollar career trajectory relates to you in any way, please hear me out because I truly believe there's something here for you. Las Vegas 2011 If you take a deep dive into Gary Vaynerchuk's Recipe For Real Estate Success, you'll quickly see it's not much different to his formula for others services, products and brands
I've studied Gary's ideas from the first time I saw him speak live in Las Vegas back in 2011 and read his books and soaked in his methods.
It's because of Gary Vee that I started this podcast. He inspires me tremendously and he's a powerful and very relevant thought leader in the marketing space as we know it. How to get noticed He says he day trades attention which is a cool way of saying that he says and does things to get noticed.
Put simply, his pitch is that he wants to encourage us to embrace and leverage the social media opportunities and unique and different marketing ideas that are available to us in the new digital world. He knows there are people out there ready to buy what we're offering and these eyeballs are free or very cheap so he doesn't understand why we're all not doing it.
Gary wants us to make videos and podcasts and not be afraid to be different. He's all about wanting us to be game enough to not conform. To have the courage to empower and promote others so that we too can benefit from an information and content-hungry world. Start creating content today Gary wants us to create content, to share a dream, to tell a story to suffer humiliation and not be too proud to tell others and laugh at your own misfortune. In other words, he wants us to be us... and share it.
You'll find the youtube video for the 2011 RE/MAX Keynote I attended featuring Gary in Vagas in the show notes for this episode.
The power of email
Gary is BIG on email and so am I. The power of a well-written email is a powerful persuader if done right. Here are my 12 Essential eMail Marketing Rules Just begin! Please don't make the mistake of letting perfect get in the way of great.
I can 100% promise you that your first video will probably suck but who cares. I can almost see some of my private coaching clients listening to this nodding their heads. But I'm so proud you guys had the courage to start.
I was so nervous recording this interview and you can hear it in my voice but look at what I got back! An amazing one-on-one discussion with my hero and a truckload of great content. I'm calling that a win. Enjoy! :-)
The 2011 RE/MAX conference keynote Gary delivered in 2011
So suddenly it's February 2020 and we're into yet another year with no shortage of distractions trying to take our eye off the ball. And some distractions they are.
The Democrats are trying to impeach a US president. The Coronavirus remains without a vaccine and so many of us are still struggling with the surreal reality that Kobe Bryant, the guy we grew up watching and admiring is gone at 41 in the prime of his life.
So it's might feel like we're under siege with bad news and negative vibes but let's look at the upside for a moment and get this year off to the best possible start.
Interest rates remain at record lows around the world. There has literally never been a better time to buy property. As agents, we have access to world-class coaching and support, amazing technology that can save us time and money and the real estate entrepreneurial spirit is thriving as savvy agents who know what they need to do are listing and selling more real estate than ever.
If the loss of Kobe Bryant can teach us anything, then surely it's to live, love and give thanks. That life is precious and time is our most valuable resource. And that we owe it to ourselves to hone our skills to get better each day. Small improvements combine to deliver massive change and perhaps most important, don't put off that thing you know you have to do.
Personally, 2019 was a massive year.
In addition to setting new audience records for this podcast, thousands of new Jigglar agents came on board as we rolled out some impressive new templates designed to win listings and make sales. In fact, late last year we were delighted to discover we were helping agents in more than 130 countries.
We're also delighted to know that as we grow, so do our partner Jigglar agents who log in to their dashboards each day and create and download templates to boost their brand and connect with more and more sellers in their local area and sphere of influence.
The regular emails we receive from Jigglar agents sharing their stories of extra fees earned though Jigglar marketing is a constant source of delight, vindication and proof that our idea not only works but is changing lives. ...and that, my friends is a very humbling reward.
Together with my partners, Josh, John and Aaron, we're excited to be in a position to empower so many people within our industry to achieve more by removing the barriers of cost and time to the creation of professional-grade digital and print marketing.
And just in case you're wondering, we all have other jobs.
The cost of building and maintaining a global online platform the size of Jigglar, in addition to renting server space and paying developers is enormous, so for the time being, everything we make goes to making a better platform.
If you'd like to join us and support our push to liberate real estate agents from expensive graphic design while accessing proven marketing concepts ideas and strategies to grow your business and your brand, please grab a free 30-day account at Jigglar.com You don't need a credit card and there are no contracts or tricky conditions. We'd love the opportunity to work with you and share our career boosting ideas. When you sign up for your free trial, you get access to everything we have.
Okay. I'm excited to share today's interview.
Have you ever thought, if only there was a simple, hassle-free and inexpensive way that you, the agent, could show your potential seller exactly what they need to not only prepare their home for sale but make it stand out from others for sale in the area and attract multiple buyers in a short space of time?
...and isn't that the formula for real estate success? A sale at or below average days on market for a great price and a happy client... not to mention sellers in the area that notice your top result and hire you to sell for them.
Enter Interior designer Micah Abbananto who not only picked up on this huge gap in the market but, together with husband Sean, built a stunningly simple home presentation coaching program, agents can deliver to their selling clients to help them prepare to achieve a top result.
I think the leverage for this concept is exceptional.
What do agents need? Listings. And what do sellers want? An agent who can provide evidence they can do just that.
Sean and Micah not only provide the online solution, they also offer marketing their agent clients can use on social media and point of sale flyers to attract potential sellers and listings.
I believe every agent needs a compelling and dynamic point of difference. What better way to do this than having the services of a top-rated interior designer to help you whenever you want?
This is defintely a great idea whose time has come. GetYourHouseMarketReady.com Facebook Instagram LinkedIn
In a world first, real estate auction leaders, Harcourts are to offer their unique sell-by-auction system to non-Harcourts branded agents
If you've never offered a property for sale by auction before, either as an agent or as property owner, you're going to think of it in terms of risk.
My North American listeners might be interested to know that selling real estate by auction is alive and well in many parts of the US and increasingly in Canada.
I'm not talking about power of sale, a Mortgagee clearance, bank forclosure or a distressed selling situation. I'm talking about a property owner who wants to sell and maximize their result, who teams up with an auction savvy agent and committing to an auction campaign.
But up until now, this has been tricky.
Many agents in North America haven't auctioned a property before and I'm sure most wouldn't know where to start.
And, in fairness, it's only natural to have concerns and reservations about something that's unfamiliar or different in much the same way people protested when the first motorized vehicles started threading their way through American Streets back in the 1890s.
But now something exciting is happening.
Harcourts, the company that pioneered the Australian method of selling real estate by auction in California, and a number of neighboring states, are for the very first time, offering their complete auction marketing system to non-Harcourts branded real estate businesses.
This highly innovative and proven business model is being spearheaded by well-known auctioneer and regional director at Harcourts Pacific, Ben Brady.
If you're a regular listener to the show you probably would have heard Episode 151 with Ben where we got into Harcourts push into the Californian real estate market and in particular, how the group has perfected the real estate auction system.
Well now, that system is a marketing gun for hire with everything from complete marketing guidelines to access to the online bidding app that Harcourts has developed.
Ben and his team are kicking off this brand new concept in San Francisco but I have no doubt they'll quickly spread East into new markets where enterprising real estate brokers and brands will be interested to discover the power of auction and the power of offering a dynamic and compelling point of difference to their selling clients.
It was great to catch up with Ben again.
We get into how the system works, why it's popularity is booming and the advantages selling by auction delivers to homeowners, home buyers and agents.
HarcourtsAuctions.com Ben.Brady@harcourtsauctions.com
I'm recording this episode on January 8 2020 and it's difficult to imagine the impact the devastating bushfires are having on Australia and Australians.
The news networks here in North America feature Australian fire stories at the top of most bulletins and I wake each day hoping not to hear another one.
I'm aware that a number of my real estate friends have been forced to relocate and my thoughts are with you.
It's also difficult to imagine the toll the fires are taking on all fire fighting personnel and their families. Yes... these are difficult times, but, like all of us, I have unlimited faith in the ANZAC spirit and the skill and courage of the teams to tame the beast.
Let's hope this passes quickly with no further loss of life and property.
Well, 2019 was a big year and as 2020 takes off, it's interesting to reflect on the last 12 months and the opportunities that lie ahead.
Late last year I spent some time with super-agent Garth Makowski in Sydney.
Garth and I are working on a project and I'll share more about that soon but it was a great chance to pick the brain of a guy who's built an amazing brand and business (with the help of wife Laura I must add) that will do more than $6 million for 2019.
If you're looking to shake things up and make this year your best ever, I'd like to share some takeaways I picked up from Garth that you might like to incorporate into your own 2020 vision.
Garth's operation is impressive, In fact, seeing how he and his business operates is a little bit like when Michael Keaton, playing McDonalds founder Ray Kroc, in the movie The Founder, first sets eyes on the McDonald brother's business in California in 1954.
The Founder, chronicles Ray Kroc's journey from Milkshake maker salesman to multi-millionaire owner of what would become the biggest and most successful restaurant chain of all time.
Like McDonalds, Garth works a system and as Ray Kroc famously said, "the system is the solution"
So... my BIG takeaway from my time with Garth was the power of the system that runs his business.
When you have a 'system' things just work and it needs to be the system that runs your business whether you're a rookie in your first month or a 30-year veteran looking to hold and boost market share
Garth is also a meticulous goal planner and can go back years with his journals to illustrate the power of planning and how it's helped him achieve so much.
Right now, he's calibrating his goals for 2020 and I have his permission to share the 5 goal planning areas he focusses on around this time each year. I think you'll find them interesting.
They are; 1. Business Goals. What numbers do you want to do for the year ahead? 2. Financial Goals. Do you want to reduce debt? Reach a ‘rainy day’ savings target, buy real estate or save for a mortgage? 3. Critical Friends and People. Who are the critical people you want to spend time with, in your life? How are you going to make it happen? Who are the chief advisors and mentors that will help you reach your objectives? 4. Family Goals. What’s important to you and your family? Time together? Where and when? 5. Personal Goals, Health and fitness. Your mindset. What’s fueling your personal energy each and every day?
I think it's worth reinforcing the importance of number 3, critical friends and people.
Nobody ever achieved anything alone and I believe, in fact, I have proven, that building your personal advisory team is one of the best things you can do to go after the results you're looking for.
So let me summarise a proven plan for 2020.
Plan your goals around the 5 areas I've just mentioned and build your personal team to help you execute your plan. They might be key people in your business, a business partner, a key employee, a trusted relative, a mentor or coach. And please, if you're going to invest in a coach, make sure they really know real estate and can produce evidence of a successful career.
Speaking of systems and success, my guest today is living, breathing proof that the system is the solution in real estate.
I first learned about this guy from my business partner at LockedOn Luke Newton.
Super agent Chastin Miles from Dallas, reached out to Luke when he discovered LockedOn after a Google search and wanted to know more.
By the way, in case you don't know, LockedOn is a real estate specific, cloud-based, customer relationship management system.
Anyway, one thing lead to another and before long, Luke and his team of developers started working on a North American version of LockedOn which we launched during 2019.
Chastin loves the platform and gave Luke a heap of awesome feedback and ideas to get the new version to where it is today.
I met Chastin at NAR in San Francisco last month and I promised him this episode would be out before Christmas.
So Chastin, thanks for your time, great to meet you and a Happy New Year to you and your family. I'm looking forward to catching up and setting up that Jigglar demo I promised.
Also, please let me extend New Year wishes to all my listeners and real estate friends. Your feedback and support has been invaluable during 2019 and I can't wait to inspire and motivate you with lots of fresh ideas in 2020. I have a feeling it's going to be a very big year!
Ready to step up and trial real estate's best software? Get started with LockedOn here!
Working with their agent, every seller can influence their selling price if they follow these 11 observations.
If you’re an agent and regular listener to my podcast, then I’d like to support you and your business by suggesting you offer this episode link to your selling clients.
If you’re a real estate owner looking to sell and your agent has sent you this link then welcome. It’s great to connect and if you hear me out, I promise to share my very best ideas learned over more than 30 years in real estate selling many hundreds of homes, condos, townhouses and apartments in varying market conditions.
In fact, I have 11 observations for property sellers all designed to help you sell for more, in a reasonable time while delivering the best possible real estate experience.
Knowing what lies ahead and understanding the importance of the potential decisions that need to be made is critical to every seller’s success.
At the end of the day, your outcome will depend on the skill of your agent and his or her ability to effectively communicate with you their client to achieve the best possible monetary result, on the best terms and conditions for you, the seller.
So I’d like to dedicate this episode to property sellers and their agents who work hard behind the screens to make the magic happen.
In my own real estate career spanning more than 30 years, I’ve experienced all kinds of selling scenarios in all kinds of property markets from a brutal recession to unprecedented boom times.
Each market and selling situation comes with its own unique set of circumstances and challenges and while I can’t possibly know each seller’s particular situation, I can share some observations to help sellers and my agent listeners prepare for a property selling campaign that delivers the best possible solution.
So here are my 11 property marketing observations:
Observation #1 Hire your agent early
The right real estate agent partnership will make a big difference to your result. Long story short, you and your agent have the opportunity to influence your selling price to deliver the best possible result.
It’s a bit cliche but I agree that you find success at the corner of opportunity and preparation and when it comes to selling real estate, being prepared is everything.
I think the best selling campaigns begin with a great launch and getting ready to launch your listing on the market is critical to your success.
The right agent will help you present your home in the best possible way and I’m talking everything from paint colors, if required, to furniture loading in each room, maximizing curb appeal and setting up the best professional images and your hero shot which is the marketing image you choose for your launch especially online and social media.
A good agent will also have all the right connections to get you fast access to reliable and competitive contractors and professionals.
As I’ll cover in a moment, hot buyers are out there looking and will see your home often within the hour your listing goes live. There is no second chance at a first impression so you need to make sure you’re all dressed up and ready to party.
Also, if you’re marketing a vacant property, you can often save a fortune by virtually furnishing those empty rooms. If sellers and agents want to find out more, check out an awesome new company called Box Brownie. You’ll find them at BoxBrownie.com and I’ve put a link in the show notes for this episode.
Observation #2 Great offers can come early because real buyers, ready to buy are already prepared to commit and shopping for their home before your listing hits the market. That’s why your agent will probably be telling you that you need to be ready for a solid early offer as soon as your listing goes live. The highway to property selling success is littered with horror stories from sellers who rejected a good offer in their first week on the market in the hope that it’s a good sign and higher offers will soon materialize, only to find their next offer comes many weeks later and quite a few thousand dollars below that first offer.
Your agent will guide you through this process. As the seller, it’s your home to sell or not but rejecting that good early offer can be an enormous risk.
Observation #3 Buyers shop on price. They’re looking to get the best buy for their buck. As a rule, most buyers will not bother to view a home that is priced above their preferred buying range and this is where sellers often miss out because their listing is priced well above market expectations for a property of that type, with those improvements in that location.
Observation #4 Real estate lives in a free market environment exclusively influenced by supply and demand. In other words, real estate has no recommended retail price. This means that a seller and agent, who knows what they’re doing can influence the sale price. Take a look around you. Almost everything you see was purchased at or near a recommended retail price. Not so with real estate. Okay, we can look at recent sales of properties similar to yours but that does not necessarily mean a hard and fast contract amount. Why? …because the purchase of residential real estate is, more often than not, an emotional decision. More about that in a moment.
A good real estate agent will also help you identify what needs to happen to influence your marketing penetration and the number of buyers reached.
Observation #5. The enemy when you’re selling is other homes for sale similar to yours. Let’s say buyers are desperate to buy in your area but yours is the only home of its type on the market right now and for the year to come. You could price it where you like secure in the knowledge that sooner or later, a motivated buyer will bite the bullet and pay your price.
But let’s say there are literally dozens of homes like yours on the market right now. Unless your home has some amazing feature or benefits the others don’t, you’re forced to price competitively if you’re serious about attracting buyer interest.
Most home sellers experience something in the middle where there are usually a few similar homes on the market giving buyers a choice.
In a situation where a seller's price is too high, 2 very damaging things happen. One, the higher-priced home is largely ignored by buyers. Because it’s priced above similar homes, it’s simply not on the buyer’s radar.
The second negative here is that you sit on the market for too long and eventually get to the point where buyers will become aware of how long the property has been on the market and will ask themselves “What’s wrong with this home?” “How come it’s still on the market?” “Does it have some kind of hidden defect or does the seller simply want to much money”
So how do you price correctly while aiming high? How do you try for the top market result while still attracting solid buyer interest during the first few weeks on the market? I’ll get to that shortly.
Observation #6. Real estate has a ‘use by’ date and your agent will be able to tell you the average ‘days-on-market’ number for your area.
Days-on-market is the length of time from when a property is listed for sale and advertising commences, to when a buyer offers a price and terms the owner chooses to accept. In other words, it’s sold.
So when, during the selling cycle, do you think a property is most attractive to buyers? At what point, after a home hit’s the market does it have the biggest opportunity to attract not one but perhaps two, three or more buyers? And how do you know your time on the market is right to accept an offer?
All good questions so let’s answer them.
A property for sale is most attractive to a buyer when it first hits the market.
Qualified buyers, ready to commit by paying a deposit and signing a contract are set to pounce on a new listing the minute it hits the market.
They may be informed by their agent or have set up an alert on any one of the main real estate portals.
This is a regular occurrence in areas where the market is hot and homes are not staying on the market for very long.
And let’s remember that almost all buyers go through a number of buying stages before signing a contract to purchase. First, they need to decide what they can afford and most likely become pre-qualified to purchase up to a certain amount. Then they need to choose a specific geographic area and next they’ll be shopping within that area for a home that suits their needs as to accommodation and bathrooms.
There’s every chance they have already made offers on other homes in your area and may have even been involved in a bidding war.
I believe every property has what I call a ‘Golden Window’ of marketing time and it’s usually, give or take, the first 2 to 3 weeks on the market. That’s when your listing is new and fresh. That’s when it’s of most interest to buyers and that’s exactly where you’ll have the best chance to achieve the highest result.
The point I’m making is that your best buyers are out there ready and waiting to pounce on a new listing and do their best to negotiate and buy. When you get multiple buyers doing the same thing, that’s where the magic happens and the selling result can be a stunning surprise with buyers leapfrogging each other with multiple bids
Observation #7 Logical Price versus Emotional Price
Experienced professionals will tell you that instead of a specific sale price amount, real estate has a likely selling range. I think of this range as somewhere between the logical price and the emotional price.
The logical lower price is a forensic comparison of your property with recent sales of comparable properties in your area. For this to work, things like street quality, curb appeal, age of the building, number of bedrooms, number of bathrooms, lot size and the overall condition of the comparable properties need to be similar. In fact, this is how a bank or lending institution will appraise or value property as they need to support their value opinion with current relevant sales history data.
The emotional price is the high end of your selling range and is fuelled by the buyer paying a higher price simply because they fell in love with the home and were prepared to out-bid all other buyers to become the new owner.
Creating the right environment to produce an emotional result is exactly what all good agents strive for. This is a combination of great presentation, great marketing and an attractive initial asking price that gets your home on the buyer’s radar from day one.
I get into this in more detail in my book, How To Sell Your Home For More. It’s available at amazon.com or ask your agent if they have a copy. In fact, I’ve recently written a second book called Above Market Value. Many of my agent friends have a copy of both. Can I suggest yo reach out to the agent who sent you this podcast episode and see if they have a copy or message me and I will send you an eBook version. My email address is on the show notes for this episode at topagentsplaybook.com/158
Observation #8 The Open House Effect
You might have noticed how something special can happen at a busy open house. Buyers obviously notice other buyers and quickly realize the home is popular and may well attract multiple buyer interest.
Contrast this with a home that hits the market at a higher or optimistic price where open house number are low or even zero.
The poor old seller (and their agent) are wasting their time pitching their listing to buyers in a price range than doesn’t appeal.
Observation #9 A for sale price is not a real indication of value
From time to time, some sellers may be influenced by comparing the value of their home with a similar home on the market. I believe this is a fatal mistake. An asking price is often misleading and no real indication of current value. The only reliable indication is relevant and comparable recent sales data
Observation #10 A popular marketing strategy.
Okay… so I can hear you asking, if I don’t start with a high asking price, how do I know what the market will pay? Good question and there is no blanket response except to say that you should work with your agent to establish the right asking price whatever that might be.
If you make the decision to start with a higher or optimistic asking price, you and your agent need to closely monitor things like website visits, actual viewings, and buyer feedback to determine when, during the Golden Selling Window, your price should be reduced.
Leaving your property on the market for a time well beyond average days-on-market at a high price in the hope that someone will someday appear and meet your asking amount will likely result in a lower price.
In fact, as a rule-of-thumb, I believe the longer a listing is left on the market past average days-on-market, the lower the sale price will be. I also want to let you know that in my career and having worked with hundreds of agents in different markets, the BIG prices all happen within the average days-on-market period and more often than not, in the first 3 weeks.
Observation #11 How to choose your agent
In my view, any agent pitching for your business needs to deliver in three specific areas
First, they need to be a fit with you and your agenda. This is probably obvious but I’m a big fan of going with intuition and a gut feeling when it comes to hiring any professional service
Second, they need to supply evidence of recent comparable sales and take you through each one so you have a very realistic idea of what you’re aiming for and what you can expect.
And third, they need to supply evidence of recent happy clients. These are called client testimonials and as consumers increasingly rely on customer reviews to make decisions on what they buy and whom they hire, a collection of solid endorsements is a sure sign of happy clients and an agent who achieves top results.
Okay, that’s it. I hope the ideas, suggestions, advice, and observations I’ve shared in this episode deliver the very best results.
One final observation I’d like to make is that the best real estate results I have ever seen or been involved with is where agent and seller worked as a team to work towards the best result.
Great teams rely on each other to achieve results and overcome challenges. When you’re a team, things just seem to work better and setbacks are overcome faster with less fallout. After all, you’re both chasing the same thing.
You only get one shot at this so hit the market clean and ready and work with your agent to make your listing stand out above the rest.
Sooner or later, you’ll receive an offer to consider. It’s nice to know that you put everything into getting ready for that day so you can make that sell decision with confidence.
Please accept my best wishes for your campaign and sale.
Need help or my ebook? email me ray@jigglar.com
Before I get into this week's episode with super-agent, Michael Coombs, I wanted to let you know about a very special event coming up towards the end of next month. That's November 2019.
I count myself very fortunate to have featured some amazing agents here on the show.
I like to profile the top agents who are waking up every day just like you and doing the things that get them results... and I like the way a good podcast can do that.
But for some time, I've been looking to take that podcast listening experience to the next level and host a live mastermind style meeting for a day with a top agent guest from the show who's ready and willing to share their best ideas so others can learn and duplicate. The trick however, is getting a million-dollar plus performer to say yes.
Looking back over my most popular interviews, it wasn't too hard to find the right guest.
I've featured Sydney super-agent Garth Makowski on the show a couple of times in episodes 10 and 144 and the feedback from both sessions was phenomenal.
Garth's operation in Western Sydney where he owns and operates one of Australasia's best performing Harcourts offices will do close to $6 million in total revenue this year.
He's also in high demand as a trainer and speaker but naturally, like all top agents, he's very careful where he spends his time.
So long story short, Garth said yes when I asked if he'd be the feature presenter for a one-day leadership and top agent summit in Sydney on Monday November 25 this year.
Garth has spoken in front of thousands of agents but I wanted this to be more of an intimate gathering of like-minded professionals where we all get a chance to ask questions and workshop ideas so I'll be keeping numbers low to make sure this happens.
That date again is Monday November 25 and we'll be meeting at Garth's brand new office in Campbelltown about 35 minutes from Sydney Airport.
If you decide to join us, get ready for a great day of discovering fresh ways to take your business to the next level, and Garth also has some brilliant strategies to help you smash it in 2020.
We've set this up for real estate business owners, managers and top agents and I can't wait for you to experience Garth's special energy, raw enthusiasm and a unique ability to share more than 20 years of elite real estate and business owner success.
If you'd like to know more, simply email me at ray@jigglar.com and I'll send you a link with full info.
This is the only training day I'm involved with for 2019 and I don't know when I'll get the chance to do it again.
Email me today and I'll reserve your place.
There was a time, not so long ago, where a million dollar a year performer was a rare unicorn.
I define a super agent as someone consistently earning $1 million dollars or more in GCI a year.
If you ever wondered what a real estate career can do for you in terms of income and lifestyle, listen to this interview.
If you've ever felt like an imposter and you don't belong earning an annual GCI in excess of $1 million, you need to listen to this.
And if you'd like to tap into what needs to happen to become one of the most successful agents in the area and in the country, you MUST listen to this interview with 4 million a year super-agent Michael Coombs.
This is a guy who wears his heart on his sleeve. He's humbled to experience the success he now enjoys and is refreshingly honest in the way he shares his story.
This Netflix real estate star is changing the game is so many ways
"With real estate, it’s quite simple: if you fiercely refuse to blend in, you can’t help but stand out" Peter Lorimer. Host of the Netflix Series 'Stay Here'
My guest for this week's episode is LA-based super agent, Peter Lorimer.
Peter is an Entrepreneur, Real Estate business owner and co-host of the top-rating NETFLIX series “Stay Here” which helps struggling property owners redesign and market their short-term rentals into moneymaking showstoppers.
...back in the day, Peter did something else!
But before real estate, Peter had another life:
Born and raised in the UK, he achieved tremendous success as a widely sought-after Music Producer working alongside the biggest names in music including Pink, Sheryl Crow, INXS, George Michael, Christina Aguilera and more.
He accumulated over 30 #1 Billboard chart hits by his retirement from the music industry in 2003. Wow!
On a quest for new business ventures, Peter began investing in the LA property market.
Peter enters the real estate world
In 2005, he joined Keller Williams Realty and went on to become the #1 Agent at his brokerage three consecutive years in a row.
In 2009, he earned the prestigious distinction as the #1 top producing Keller Williams Agent for the entire LA region.
In 2010 Peter launched PLG Estates based in the heart of Beverly Hills and aimed at serving the who's-who of the creative entertainment world, which blossomed with its anti-establishment mantra and its policy of no-vanilla.
Peter's team of 200 handpicked agents
Peter and his team of more than 200 handpicked agents dance to the beat of their own drum while catering to a discerning clientele.
I believe we need less agents and more marketers and those with the courage and drive to shake things up are forging some of the most dynamic and successful businesses in the world.
Peter is living, breathing proof this works. He's part realtor, part Hollywood and part creative director attracting household names as loyal clients.
When you've finished listening to my interview with Peter, can I suggest you head over to his website PeterLorimer.com where you can feast on a visual treat of stunning marketing images, engaging videos (that Peter actually produces himself) and world-class copy that tells the stories so important to drawing a crowd and keeping them.
Back when I was kicking off this podcast, I’d been listening to Super Agents Live which is the number 1 rated podcast for agents hosted by Toby Salgado.
Then I had a thought…
What if I connected with Toby and we interviewed each other for our shows?
It would be a win-win and we could share each episode with our respective audiences and help spread the word.
I emailed Toby and he said “I’m In”
That was back in January of 2016. It was my 33rd episode.
Super Agents Live is closing in on 300 episodes and Toby works hard to deliver excellent content each week.
Can I suggest you subscribe to his show on iTunes or Sticher or wherever you download your podcasts by searching Super Agents Live or go to SuperAgentsLive.com
Toby is also a huge fan of radio adverting and works with hundreds of agents helping them win more listings and make more sales in their local area.
It doesn’t matter where you are, Toby knows the game and can probably get you very sweet deal on airtime. He also knows what type of stations work for real estate marketing and what don’t.
He’s happy to chat and give you more info, so if you’ve ever wanted to break into radio advertising and stand out from the crowd, this is an excellent opportunity from a proven global authority.
Check out MyRadioExpert.com for more info.
This episode is pretty much me and Toby talking real estate marketing and what’s working right now. He shares some valuable insights.
If you're new to real estate or even if you're not and you want to fuel inject your results and your income, I'm going to suggest you grab a notebook and a quiet space and listen to my interview with super-agent Tim Heavyside.
You'll come away with ideas and priorities to start implementing the changes you're looking for.
Tim is Director and Auctioneer at Fletchers, a dominant brand is Melbourne's highly competitive eastern suburbs.
He came in at number 13 on this year's REB Australian list of real estate's top 100 agents.
Let's take a quick look at his numbers: He's been in real estate for 17 years and has a support team of 4.
For the 12 months leading up to June 30 2019, Tim listed 140 homes, sold 111 with an average days on market time of 35 and an average sale price just over $1.5 million
Special thanks to Tim for taking some time out of his busy day to share his strategies and tips and as usual, Tim shares something else that's even more powerful.
Take this short test and see if you're ready to step up to a VA
The never-ending quest for increased productivity and leveraging time against results continues to change our world. And in real estate, perhaps more than any other industry, time is our currency.
We all have the same 24 hours in a day, so what makes one agent 10 times more effective than another?
How do successful agents take 10 weeks holiday each year and live the dream of a so-called 'balanced life' while others labouriously tread the hamster wheel of continuous struggle with time and money?
Think back just 25 years to a very different world where we walked into a bank to do our banking, walked into a travel agent to choose and book a vacation or paid obscene amounts of money for marketing and graphic design then waited or days or weeks for delivery.
Post-1995, the Internet of things has not just changed the way we live, it continues to alter almost every aspect of our lives and careers.... and at breakneck speed
Take powered flight for example. Did you know it's less than 70 years between The Wright Brothers and the Lunar landing?
Today we do our banking online, we Google the best vacation deals or whip up a stunning flyer, infographic or social media post in Jigglar in just a few minutes.
So what's my point?
Quite literally and like never before, the world is at your fingertips and a rapidly growing bunch of agents who understand the power of change and the accompanying opportunities are achieving major breakthroughs by delegating non dollar-productive tasks to a virtual assistant.
Not convinced? Okay, let's look at this another way.
If your annual income is around $180,000, you work 6 days a week, you're hourly rate is around $70.
If you're a full-time admin assistant doing all the things a full-time admin assistant does, working 48 weeks a year from 9 to 5, 5 days a week for a salary of say $60,000 your hourly rate is around $30
There are really just 5 dollar productive activities top agents focus on: Doing an open home prospecting in any form Securing a price reduction Meeting with a potential seller and delivering a listing presentation and negotiating and documenting a contract
In a perfect world, everything else can be delegated.
But most agents won't hesitate to bury themselves in the thick of thin things and sail headlong into non-dollar productive tasks.
Yes okay, there are things that need doing but shouldn't you focus on building your brand and getting in front of more clients?
And here's what happens: As soon as they switch to traditional assistant tasks they've just given themselves a 60% pay cut on their hourly rate.
Instead of sticking to the tasks that deliver them an income at an hourly rate of $70 bucks, they're doing $30 an hour stuff and wonder where the day goes.
Real estate is the perfect industry for a virtual assistant because so much of what we do can be systemized. Rinse and repeat.
Virtual assistants are not new but one Australian real estate entrepreneur has identified a big gap in the market and based himself in the Philipines to build and grow a highly efficient team of assistants working for agents in a growing number of countries.
Stephen Atcheler set up shoreagents.com to meet the needs of time-starved agents everywhere. His people are real estate trained and know what they're doing.
By basing himself offshore where his team live and work, he's 100% hands-on recruiting and training the best people who deliver outstanding results.
In fact, if you're not sure whether you're ready for a VA, Stephen has set up a short questionnaire or 'are you ready' test at shoreagents.com to help you take things to the next step. You'll find it at shoreagents.com and there's no obligation or charge for this service.
So, you have the ultimate solution to increased productivity at your fingertips ready to go.
Before I bring Stephen into the show, let me leave you with one thought: The fact is, the only time we make money in real estate is when we're in front of a seller or buyer.
Imagine if you had more time to focus on those 5 key dollar productive actions, knowing there is someone competent and capable working in the background to support you on a daily basis... and keep in mind, you're not paying anywhere near $30 bucks an hour.
Stephen and his team are changing lives and careers with a powerful real estate specific support platform.
Take the test at shoreagents.com or head to the show notes at for this episode at TopAgentsPlaybook.com/153 to watch my interview with Stephen and a link to shore agents and contact points.
Keep in mind, real estate top agents all have a fantastic support team so why not explore this awesome opportunity to reach your goals faster
Get Stephen's book, The Offshore Tipping Point Contact Stephen This is the website link Connect with Stephen on LinkedIn
Meet Arabella Hooper. This is what happens when focus and discipline meets an organized plan!
There's a saying that goes; if you want to get something done, give the job to a busy person, and if you're into extreme productivity, getting results and squeezing a little more out of each day, I think you're going to love this interview.
My guest today is a 16 year veteran and this is the first year she nominated to be listed in REB's Top 100 agents in Australia.
She's also a mother of four young children so I'm thinking the only way she can achieve such impressive results is because she's organized with industry-best systems.
Her entry into the list of elite top earners is due to pure numbers in terms of listings and sales. She's not selling $5 million dollar homes in Sydney or Melbourne, she based in the beautiful hills district just outside Adelaide South Australia.
And for my listeners not familiar with the Adelaide Hills, we're talking about some of the most beautiful country on earth. Lush green rolling hills, horse studs, hobby farms, larger commercial agricultural operations and home to some of the most successful and award-winning wine companies in Australia and the world.
Arabella Hooper is a team member at Harris Real Estate. As you'll hear in a moment, there's little time for indecision and time-wasting in her world. Listen out for her strategy on working with unmotivated sellers and how she's learned about the damage they can do to your productivity and your business.
And we get into the weeds on some very relevant ideas that will help you lift your results.
Meet Arabella
I think you'd have to look far and wide to find anyone with more passion energy, drive and enthusiasm than California's newsest real estate auctioneer Ben Brady.
But there's a bit more to the story...
A little over 5 years ago, Ben and his team spear-headed the Harcourts attack into the US, setting up in Los Angeles California.
In that time, Ben has become one of the top Auctioneers in the US and has sold more than $4 Billion worth of property under the hammer in a stunning career to date.
I don't want to dwell on this but do you have any idea how massive that is?
It's the real estate equivalent of getting a bunch of football supporters to start following another team.
It requires something way beyond normal selling skills, but as you'll hear in a moment, Ben is well beyond normal with the ability to overcome seriously huge setbacks and challenges that would probably make you and I head for the bar.
As I was thinking through this intro, I was looking for highlights and takeaways you can apply to your business and as you're about to find out, they're everywhere.
The challenges required to pull something like this off are nothing short of phenomenal starting with Ben's ability to surround himself with an impressive real estate auction and marketing team plus creating a series of engaging campaigns to win over Californian home sellers with a totally foreign and untested method of sale. Not to mention designing a compelling counter-attack to combat the ingrained US agent and consumer belief that selling by auction is reserved for distressed sales like bank foreclosures.
This interview gives deep insight into the will, determination and focus required to take on any big challenge. So if you're looking for some next-level inspiration to take your personal brand and results to the next level, I think you're going to love this session with Ben.
If you listened to my recent interview with Melbourne's Glen Coutinho who moved to LA this year to run Harcourt's #1 office in Beverly Hills, you might remember their stats Glen shared for the last year:
They auctioned 1200 homes with a clearance rate around 92% and days-on-market at 35 compared to an area average of 120. If that isn't delivering a better way to buy and sell real estate, I don't know what is.
Harcourts awesome marketing campaign invites real estate consumers and agents to RETHINK REAL ESTATE.
And in the last year, Harcourts' Auction wings have spread to record auction results in Hawaii, Oregon, Nevada and the Canadian province of Brittish Columbia.
If that's not enough, Ben and his dynamic young team have their sights set on even greater challenges which you're about to discover...
HarcourtsAuctions.com
Last month, real estate mindest coach Jet Xavier took 11 people on the journey of a lifetime.
At 5,380 metres (or 17,600 ft) Mt Everest Base Camp is the final resting place and launch pad for an attempt to summit the world's tallest mountain at almost 9000 metres or 29,000 ft.
From all reports, the trek up to the Base Camp is grueling and not all of Jet's team were successful.
Some people succumb to altitude sickness faster than others but everyone pays a price for breathing thin air.
As you'll discover in a moment, it was an epic adventure but also a great personal challenge as the team faced a number of serious obstacles along with the constant temptation to quit.
Jet's forte is helping agents achieve their personal goals and ambitions by giving them tools to influence their mindset.
If we accept that personal success which, by the way, I define simply as happiness, is the result of a series of decisions, then anything you can leverage to make the best decisions has gotta be worth it.
The good news is that, in real estate, it's easy to identify the things that hold us back... Things like overcoming procrastination and beating back distractions.
Things like beating stress, staying optimistic and jumping on the phone to make those calls.
And things like picking yourself up after a setback and developing resilience with mental toughness.... which by the way, I believe is something anyone can acquire if they want.
but... I already know what you're thinking, these things are easier said than done
If anything on this list is holding you back, I believe Jet's 7 Power Mindset Hacks will deliver the solution you’re looking for.
You can download them now at TopAgentsMindset.com
A trip to Everest Base Camp can only be described as an extreme adventure.
And it's interesting to listen to Jet share his experience of the adventure so soon after he got home.
Jet's a guy who likes to think deeply about things and he had plenty of time to do just that on the trip.
In fact, he came up with 10 mindset ideas for agents and he shares them during this interview.
You may have seen that a number of climbers who were at Everest Base Camp at the same time as Jet and the team didn't make it back from the summit alive last month.
In fact, people have perished on their way to Base Camp itself which gives you some idea of just how risky the trek can be.
Personally, I have learned a lot from Jet in the last year and many of my own private client group have told me how much Jet's download has helped them as well.
For me, a self-confessed distraction junkie, learning the power of focus and discipline has helped me take things to the next level. Acquiring the skill set to think and plan better has been an enormous help as well as taking a moment to pause and breathe before launching into a decision I'll later regret.
I've learned life is not so much about what happens to you, it's how you handle what happens to you that counts.
I think you'll enjoy this interview with Jet. His teachings are things of value and his guidance is a shining light for many on a dark highway.
Okay... Did we actually have multi-media marketing maven Gary Vaynerchuk in the truck with us from Toronto to the cottage on Friday morning? Well not actually but Box Brownie co-founder Bad Filiponi and I were inspired enough from hearing Gary speak at Realtor Quest the day before that we had some fun re-living the session and sharing our takeaways.
His message? Well I couldn't say it's changed since I saw Gary live in Vegas a few years back and since I had him as a guest on the show (listen to episode 39 here) but it doesn't really need to.
One BIG takeaway for me was this.
"Choose one medium and start building your brand. Whether it's regular emails, a video or a podcast, select one and go for it"
Brad only had 24 hours in Toronto and he asked me whether he should catch the bus down to the border and check out Niagra Falls (yawn) or spend a day in the city and maybe do the CN tour (epic)
I said, I'm heading to the cottage... why don't you come with me, so he did and we had a blast. We recorded this episode on the way up North and brainstormed some great ideas including an exciting future project.
Thanks for the company and ideas Brad. Looking forward to catching up again soon.