Super Agents Live- Selling Real Estate: Recent Episodes
Toby Salgado
The #1 podcast for agents. We talk with Real Estate Agents who sell more than 50 Million dollars a year in volume and find out how they do it. We uncover their stories, secrets and tips & tricks.
We bring on top producers, coaches and authors and do a deep dive
Todays guest is steven ross an expert in persuasion. Persuasion is one of my favorite topics because everyday in multiple ways we play persuasion games. According to game theory everything we do is an act of persuasion---we do this at work, at home, with our kids and with our partners. For most of us---trying to get another to see the world as we see it is the most important thing and that is never truer than in business. Whether its on our instagram or on facebook we are trying to persuade others to see the world as we see it or the way we want them to see it. I would make the argument that persuasion is the single most effective thing we can learn to master in order to shape our lives in a way that we are ultimately happy.
Persuasion starts with our body---our facial expressions extends to our tonality and pace of speech and ends with the content we are delivering. Often we get into sales pitches and deliver our pitch perfectly only to walk away with a blank contract-------why? Effective persuasion is part psychology, part sociology and to be effective we need to understand both game theory and be able to be an illusionist knowing what to reveal and when.
Today I have Steven Ross on the show and if you havent heard our first interview a few years ago I would encourage you to go back and find the episode I think its number 276 we get into doublespeak and subtle words can effectively put people into a more receiving state---we also talk about how to use the power of touch.
Today on the show we bring on Tyler Whitman of the hit show Million Dollar Listing. We discuss why you need to be a hyper local expert in your market. We dig into the type of expertise you must develop to differentiate yourself and why differentiation is the difference between winning and going hungry.
Getting rich is rarely about being the smartest person in the room nor, is it always about taking gigantic risks and betting it all on black. More often than not, its about being in the right place at the right time and recognizing that the world is shifting beneath your feet. That's why the "luckiest" entrepreneurs often have a very diverse group of friends and interests. Today's guest recognized there was gold laying in plain sight.
Whether its from government intervention or tech innovation the way realtors have typically made a living are about to change. Some of the changes that have been proposed are small and relatively unimportant. A rule that was enacted across the board was that buyers agents could no longer advertise that there services were "free" and that agents could no longer "not" show a property due to the low co-op fee. Those seem pretty reasonable and were enacted by most MLS's across the nation.
At the heart of the REX initiated DOJ antitrust lawsuit that seems to be most confusing is that they are arguing that buyers should pay for their own agents services and the seller should pay for their agent. This may benefit a company like REX but, it seems like it would create a larger barrier to first time homebuyers and stifle the overall market. Today we discuss.
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When you are stuck how do you breakout? What separates the average performer from the super successful? Dr. Hank Seitz and I discuss these issues along with various other topics including mental mapping and how we all may be cut from the same cloth but, just haven't yet realized it.
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Today I talk with Matthew Ferry. Matthew is a long time and prominent coach to Wall Street folks, Fortune 500 CEOs and he even coaches someone in the royal family but, he doesnt divulge names which I can so very much appreciate.
I bring Matthew on to talk about his brand of goal setting which he calls enlightened goal setting. Its a term which he has probably coined and I suggest you drop any preconceived notions about what it is and whether it will work for you.
The reason why Matthew coaches people at such a high level is that successful people gain mastery in the basics, time management, goal setting, delegation, etc. but, often its when we reach all or most of our goals in life we become stagnant not knowing how to break through to the next level. Sometimes we cant even envision a next level and we can feel stuck, stagnant and sometimes having the outward appearance of massive success but, on the inside feel like frauds--I certainly have felt like that at many points in my life and career. Most of the times I have felt like that its been because money alone has stopped being my primary driver.
Its in those times that I need to stop and find a higher purpose---I need to find something larger than myself to aim toward. Heres my conversation with matthew Ferry.
Download his free workbook here
https://matthewferry.com/optin-497351461626468565047
One thing that has really improved in this industry is technology--technology used to be your CRM now its the ability to send targeted ads to age groups, specific geography or category.
One thing that is going to get better and better is predictive analytics. All kinds of companies are developing new predictive models. If companies better predict buying or selling behavior we can get in front of the seller sooner.
Its going to be a while before these things really get sorted out so Im not worried about this in the short term. I do see a few threats on the horizon and some of these you probably should be aware of.
First--are you familiar with the lawsuit between redfin and the DOJ? Redfin was suing for more transparency around buyer broker commissions. Redfin wants to fundamentally remove the ability for buyers agents to work for a buyer and get paid by the seller. They want buyers to pay their agents directly. That means that when you take on a new buyer you will have to negotiate your own buyers agent fee upfront. No more will you help a buyer find a house and get paid by the seller at closings.
While this sort of transparency is always good it will undoubtedly effect commissions in many markets. Here in San Diego where the average price is 850,000 dollars a buy side commission is roughly 25,000 dollars. I think a lot of buyers are going to experience sticker shock. We will have to see what this ends up looking like over the next 18 months but, I think this is a call to action whereby agents particularly ones focusing on buyers that they up their game. You going to have to up your game and really get clear on what value you add to a transaction.
I might do an episode on that----hit me on twitter if that sounds interesting my handle is @superagentslive
Krista has been a top agent for a very long time. I ask her what she has learned from coaching top agents as well as, what agents are getting wrong. I hope you enjoy this as much as I did.
Hey everybody--I hope you are crushing it. Todays I bring on Gregg Sugerman. Gregg is a coach that focuses on mindset. We discuss how to identify your unique competitive advantage. Where people get stuck in their businesses and lives and how to break out of those barriers. WE discuss why you should develop your own personal board of directors. And we talk about the things that hold people back from achieving the life of their dreams and why sometimes we are our own worst enemy.
A quick word from our sponsors:
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We are brought to you by exp realty. Im happy to be a part of exp. I love that they empower every single agent by giving them their own professional website, a crm and virtual transaction management software and on top of all that they offer the best training in the industry. If you want to know more about exp, their tools or their unique revenue share program send me an email. If you want to make more money faster I want to talk with you about joining my team at exp realty.. Send me an email to superagentslive@gmail.com
I hope you are killing it at the game of life. Every week I bring on someone that i think can add something to your business and life. Its a strange market out there and the people who are winning are the ones that are adding the most perceived value to the market. Heres a fact---most realtors look and sound the same and because most realtors look and sound the same consumers see them as a commodity. Whats the difference between shell gas and arco gas? Isnt gas just gas? Or is there something special about the Shell gas---oh yeah---its shell with techron. I dont buy arco gas----I pay a little more the the Vpower techron gas. At the end of the day-----maybe gas is just gas---I dont know if Techron is even real but, that hook has hooked me on the Shell brand for years.
Does your business have its own version of Techron?
let me take a step back. Right now----almost every realtor in America is facing the same issues of inventory----which is really astounding that right now the country as a whole has more buyers than sellers. In the past We have experienced the opposite. In the great depression of the 1930s and the great recession of 2008----during those times we had more sellers than buyers. I dont think we have ever seen a time of more buyers than sellers.
And in a time like this we as realtors lose some of our power---some of our glitter. Now all of the sudden the seller doesnt need your fancy marketing---he knows he can price higher than the last house sold-----doesnt need to do any repairs and is likely to ask for a reduced commission. Seriously---why does this seller need you? What do you bring to the table? What value do you add to the process?
This is something I ask everyone that I hire and you might not be shocked to hear that most people really havent thought of it. They never asked themselves what value they add to the deal? I wonder what your answer might be.
What value do you bring? It cant be something generic or some kind of commodity. It needs to be something unique to you. What is your Techron? Thats what we are going to talk about today
Hey everyone--- today on the show I have Greg McDaniel. Greg has run large teams in the bay area and he has a podcast named real estate uncensored.
Ive spent a fair amount of time talking with Greg and I enjoy listening to his ideas on how to build a business. He has a unique and straight forward approach to listing and selling houses and wanted to have greg on as this economy opens up.
Theres no question that real estate is on the minds of most people in business as its a very direct indicator of a healthy market. For the last year there has been a large push upward on prices and equity. By all measures the upward thrust in price appreciation has been largely artificial. Artificial in the sense that halting foreclosures and evictions has put a stranglehold on inventory. This stranglehold is set to release very soon and it will be interesting to see what happens. It may break loose all of the sudden or it may come on gradually. It really doesnt matter----all that matters is that A) Its going to break loose in a matter of months and B) that you have positioned yourself to take advantage of the inevitable onslaught once it happens
Hey everybody--today I bring on Michael Reddington. Michael is the founder of inquisitive and is a forensic interviewer. If you dont know what that is----I didnt either. Michael teaches CEOs how to apply investigative interviewing techniques in their roles as leaders in order to reach their vision and exert influence. Michael says the cognitive processes that drive interrogation suspects to say “I did it”, is the same process that drive customers to say “I’ll buy it” and employees to say “I’ll do it” are all nearly identical.
Ive had the chris voss the head of the fbi hostage negotiation unit on this show covering similar topics. I want to know what strategies or tactics I can use to uncover a prospects hidden needs or desires and I want to know how to get them to say yes. How do you get them to the edge and then over the edge and into yes.
Before we get to the show I want to tell you about myradioexpert. Theres one marketing method that all top top producers have in common and that is that they are reaching the right consumers at the right time and there truly is no better way than radio and myradiexpert does it all---they identify the right station with the right demographics. They negotiation rates and build each client a custom schedule thats within their budget and they write all the copy. All you have to do is pick up the phone and go on listing appointments. If you want a listing business----you must do radio. Go to myradioexpert.com or send me a text to 619-301-0823 this may be the thing that changes your business and life.
This is a wobbly market and our way ahead is still uncertain from an economic perspective. Wall street is getting a little more nervous as inflation heats up and the biden administration today has proposed increasing capital gains which will be a forcing function to encourage wealthy people to move cash into tax deferred investment vehicles and there are agencies like the consumer finance bureau that are calling for a continued moratorium on rent and mortgages----all of this points to continued pressure on inventory.
If that's the case there will be more qualified agents competing for the same amount of inventory. How do you get ahead or differentiate yourself? I brought on the CEO of BombBomb to talk about how what he thinks is the most compelling way to do this.
A quick note---I say it all the time---the best way to get listings is to reach them at the point where they intend to sell and the best way to do this is radio advertising. I love the new stuff you can do with fb advertising and funnel building but, there is nothing better than radio to dump ready to list homeowners than with radio. If you want to know more goto myradioexpert.com and fill out the getting started sheet.
Let me share a few thoughts before we get to the episode. one of the things to note about the current climate is the lack of inventory in every metro market in the united states. I just read that there are now two licensed realtors for each home listed. Those are unreal numbers and we need to consider the implications of the data. The average shelf life of an agent is 18 months-----career start to finish a year and a half---those agents that do make it will only sell an average of 8 to 12 sides a year most of them on the buy side.
With super constricted inventory will we see that drop-----maybe the average agent will do 4-6 sides. If that happens we will most likely see the shelf life shrink to less than a year ----maybe? Will this give rise to larger teams or more teams in general? One thing is for certain the middle is shrinking----there will be a divide of those crushing it and the rest just scraping by.
That story is just taking shape. Will you be one of the crushers or will you get crushed? The differentiator will be who has the best way to reach the most people at the cheapest cost per person. For the last 10 years the people that crush it are on radio. If you want to know more about what radio can do in your market go to myradioexpert.com fill out the getting started sheet
Today on the show I bring on a speaker, trainer and author. We talk about her new book brand clarity. we talk about what it really means to build a brand. I get frustrated many times when people speak of branding. Typically when people speak about branding they are talking about their logo or maybe they are talking about a particular ad campaign. I particularly hear this when I see someone spend money on some useless form of advertising-----when it doesnt work meaning generate actual calls they will say its for branding.
Todays guest talks about branding as something more fundamental. She explains how a brand is an authentic representation of your values and concepts. She explains how to create your brand as well as, how once fully formed will inform all of your messaging---from the way one approaches a market to the type of people one works with. I particularly resonated with idea that if my brand is authentic to my way of interacting with the world I will attract the type of people I want to work with and the types of deals I most desire.
This was a fantastic conversation---I hope you enjoy it as much as I did.
Before we get to the episode I want to share with you some of the thoughts Ive had on this market. We spend a lot of time over here thinking about how this market is trending. We of course want to help our clients skate to where the puck is going rather than doing what it feels like most people are doing which is skating to where the puck is.
Last year was impossible to ever get any sort of handle on the market longer than maybe a 3 month view and thats why the people that ran their business---- just kept on chugging along did really well in their and those that tried to time the market lost a bunch of time and money. Ill give you an example--there are people changed their business model mid year because they thought or were told to begin prepping for short sales and foreclosures but, in reality we saw just the opposite. We saw a steady and sharp increase of home equity.
I dont want to get lost on historical analysis but, I do want to briefly share my thoughts on the rest of this year. In terms of real estate I think 2021 is going to be somewhat of a mirror image. The fed has indicated that rates will continue to stay super low. Theres some concern about inflation and that may effect the 10 year treasuries which mortgage rates are actually based.
And by May the Biden administration says there will be enough vaccines for everyone in america. So-- People will be back to work and if the eviction and foreclosure moratoriums work everything is back to normal except that homeowners got a giant boost in wealth from their equity.
If this is the path we still find ourselves in a very constricted market with limited supply of available homes. So if this is the environment we find ourselves in and we believe this environment will be stable through 2021 what should we do? How do we begin to shape our marketing? Our messaging? As we progress and this environment evolves I will continue to not only give you my thoughts but, you will see how my thinking shapes the conversations I have with my guests.
I will share this one tidbit---this last year has caused a fracturing. Large groups are fractioning into smaller and smaller subsets. We see that in the LGBTQ arena with an ever expanding list of distinctions. We see a fracturing in a political sense whereby the far right Qanon types are very far from the moderate republican and the AOC far left doesnt really resemble anything like a moderate democrat like an Obama or clinton.
We also see a fracturing in what is a business and who is an entrepreneur. Is the lyft or uber driver any less of a entrepreneur than a broker owner? The answer is no and some of the legislation forcing companies like Uber to offer health and dental insurance and 401k’s further blurs what constitutes an entrepreneur.
I think we will see far more people entering the workforce as entrepreneurs. A lot of people will create micro or side hustles and we will finally see an emergence of the “brand of you”. Of course this will not happen overnight but, we are on a faster track than ever before.
If you follow my logic and can envision the path which I outlined you will see a need to begin cultivating the long tail of branding--your individual brand. I can stop right here because the sad fact is once I said branding Ive lost half of you. Branding is one of those terms often means different things to different people. I am going to shortcut the term and instead say “expertise” for ths particular conversation.
Each one of us has a unique expertise and its your specific expertise that will make a massive difference in an environment like the one we find ourselves. As we experience of fracturing of identity, of politics and even economics people will naturally begin to look for businesses that cater to their specific brand of thought. Once you start to look for this level of distinction you will start to see it everywhere. I could very easily merge this into a different discussion but, for now I am going to stay focused on business and how you can use these trends to your advantage or at the very least you can know these trends so you dont get eaten alive.
Have you identified your unique expertise? How are you reaching your people? What platforms will you use? What messaging will clearly define you and your approach? I think over the next few weeks and months we will be exploring this idea a bit further.
I can tell you that my personal brand has benefited tremendously from this podcast. I have spun off a few businesses the biggest being our radio and television arm. This podcast has opened up tons of new relationships and business opportunities that I would never have access without it. I think every single one of you should start your own podcast. Its cheap and massively effective. I would be remiss not to tell you that for years we have had an offering just like this----I just never mention it. If your interested you can go take a look at viralkast.com viralkast with a K.
In the next year there is certainly going to be a continued arms war with the top teams in the country spending more and more money on things like radio and digital specifically facebook.
It is this distinction that things can get a little blurry. Without getting too deep into this topic let me briefly point out that advertising on something like the radio falls into the category of direct response advertising. A 60 second radio spot is a lot like an elevator pitch. I get to tell you who I am. What I do and why you should care. Direct response ads are designed to attract sellers.
A facebook post or a sponsored post is more akin to a banner ad. Largely speaking this falls into the branding category. This is not to say that you can't blend the two if you're good at video but, I’m speaking in generalities. In general direct response will target sellers and brand or impression marketing will target buyers. The problem with companies that are buying zillow leads or any kind of buyer lead at all is the fact that buyers are everywhere and having 500 buyers working with you doesn't mean anything if you cant find a house to sell them.
In this kind of environment it becomes increasingly critical to begin investing in the brand of you. Its common knowledge in virtually every market in the nation that if you list your house for sale it will sell. In some markets you might get 30 offers in one day in others it might take a week or two but, a decent house wont last long.
Now more than ever we need to be crafting our unique value proposition. We need to find new and creative ways to get our messaging into the hands of an audience that will resonate. Will you continue to play follow the leader and copy the people that are selling 100 or 200 houses or will you go out and forge a path that is uniquely your own?
More importantly I want to stress the importance of building out a business plan that is sustainable. This is most easily done by trying to establish some parity between the amount of listing you have and the amount of buyers you have. Whenever one side gets too heavy you need to rebalance. If you have a portfolio of stocks and you built it out with 50% of the companies you own being in technology and the other half in retail. If at the end of the year you see the technology side inflate to 80% of your portfolio value you need to rebalance. There are some people that will take a look at last years stocks and say “Im killing it in technology and put all their money into this one sector. Thats great until its not and often one realizes their error too late. This is very similar to the team that spends all their money on Zillow leads and now find themselves with a bunch of buyers but, exactly zero houses to sell. That person would have been much better off if they would have attempted to maintain a 50/50 or a 60/40 listing side business.
Everything in life and business is about proper planning. All too often I see businesses get themselves into trouble and not realize it until its too late and by the time they realize they need to try a different approach are often too deep and cannot see the forest for the trees.
Ok---I meant this to be a simple intro into an interview podcast but, got carried away a little bit. As this market changes I want to continue to evolve and adapt and im very much considering doing this podcast a little different than in the past. Im not sure if I can carve out enough time but, I think I would like to put out a daily podcast. Some of it will be whats on my mind and some of it might be commentary from sources like inman
Just like in the game of life-----you need to try new things and approach it from new angles if you want new, different and hopefully better results. If im willing to try --I hope that you will join me in reinventing the way you approach this new and wonderful world that is finally opening up.
Talk with you next week.
Hey everybody---My guest today is charles mylinsky--- charles was part of the original team that started jet.com and later sold to walmart for 3.3billion. He is now the chief product officer at OJO Labs. I recently talked with Chris heller and found out that he joined ojolabs. Why would top talent like these two guys join a chatbot company?
I am always compelled to look deeper when I see something that looks interesting
OJO labs started in 2015 and to date has raised 134M in venture capital. How does a chatbot raise 134M dollars and capture top tier talent? The simple answer is ---it doesnt---- not unless you have much bigger plans.
with the recent news that zillow recently announced they were buying showingtime for 500M dollars. Zillow has made it very apparent that they are trying to be the bridge between an agent and a consumer.
Looking a little deeper i found that OJO has a strategic partnership with wolfnet technologies which has 100Million property profiles similar to the size of zillow property database. They acquired Movoto which is a top 5 home search portal with about 20M unique visitors a month and coincidentally the the second-largest fully licensed online real estate brokerage in the US and realsaavy which is a web development shop with a unique search function.
and their whole business seems to rest on two patents around machine learning and distributed networks. Machine learning or AI------ it needs tons of data for it to work..
Understanding that OJO’s mission to help people make better decisions through the fusion of machine learning and human intelligence? Which is actually human assisted machine learning where humans are doing a lot of the sorting and matching as the machines in the network learns. Put in enough conversations and you hit an inflection point where a machine is conversant. It can answer many routine and maybe non routine questions in a home sale or purchase.
I dont actually know anything about what this company is doing or planning but, all of this seems super interesting. Imagine You had a search portal with 20M uniques,, a zillow sized property profile database and you own a web development company and the only thing missing is millions of conversations for your AI to become conversant?
Imaging all those pieces together and what is possible is exciting. I wonder how you might arrange them in order to capture, record and sort millions of conversations. You need an end to end marketplace---ebay, airbnb, etc. The thing with marketplaces is that they are incredibly difficult to build---the good news is that if you can build it they are indestructible as long as both the buyer and seller are capturing value. The foundation of a marketplace is trust and the sad piece of truth about this industry is that there is too much agent turnover for most consumers to distinguish between a good agent or a bad agent. Good information or bad information.
If agents would like to get qualified consumer leads it makes sense that the consumer would want a qualified agent lead--- could a personalized and customized technology solve both sides of the equation. OK--enough of my rambling
Hey everybody whats happening-=--I hope you are crushing it as this new year begins.
The last few weeks I brought on some coaches---Im always interested in hearing what different coaches are advocating. The last person in this lineup was Bob Corcoran--If you dont know bob he is the guy behind the guy. At the next conference you go to---- If you see a person on stage getting an award for doing 100M or 200M in production there is a good chance they are either coaching with bob or have been in the past.
I am releasing a conversation I recently had with bob------it was just him and I talking. This is not really an interview its just two guys talking about life and business and because of that we both get personal---I edited out some of them and stopped the recording at other times--heads up you might hear some of the editing.
I hope you can take something away from this.
Last week we heard from a coach that focuses on helping people break down small barriers that have large scale effects. Today we are going to hear from a team owner--his name is aaron rian Aaron has a very successful sales focused business. I wanted to find out from him how he coaches his agents and how he gets his agents to become top producers. I wont give anything away here except to share that he focuses on an agents built in talents and already developed sense of direction and discipline. As you listen to this I would encourage you to ask yourself how you would perform in a very sales focused environment.
If I ask 100 agents what their biggest challenge is 90 of them would say that if they just had enough good leads they would be making a million dollars. That may be true from some of us but, the reality is that most people just havent developed the sales skills necessary to be an actual closer. Im talking alec baldwin “coffee is for closers” level. I hope you enjoy my conversation with aaron
Sometimes you can't see the one thing that is holding you back or sabotaging your dreams. Today's guest shares how she helps people find a path to reach their goals in a way that is most authentic to themselves.
Today on the show I brought on a guy with a team of 3 did 100M in production last year.
Obviously, the only way to do that level of production is when your selling luxury. Selling luxury is not only ridiculously lucrative it's sexy---for a lot of people this is why they get into real estate. That's why so many shows like selling sunset are so popular. The biggest barrier to entry is the lack of access to the actual people that can buy a 10+ million-dollar house.
Today's guest shares a lot of nuggets when it comes to building a luxury brand, meeting the right kind of people, and the type of skillset needed to pull down 8 figure deals. I hope you enjoy this episode as much as I did when I recorded it.
Whether you want to move into luxury or just want to sell more houses you need to look at myradioexpert.com
Let me share with you a few things. One--in almost every metro market in the US radio has a much bigger reach than something like Facebook. Two-- this pandemic has radically shifted consumer listening habits--whether its been the election or the pandemic people are streaming local stations more than ever. The leader hands down in helping agents grow their business on radio is myradioexpert.com. These guys create a custom advertising campaign for each client--there's nobody that does it better. Go to myradioexpert.com fill out the getting started sheet or give me a call at 619310823
Hey everybody--I hope you are doing well wherever you ---- last week I shared a little of what my end of year planning outline looks like. If you havent heard that episode----that is something that you might want to consider. Today---I was thinking of covering some of the areas that you should consider adding to your plan right now. One thing I wanted to cover is something I am watching closely is the eviction moratoriums---right now the eviction moratorium is scheduled to sunset on december 31, 2020 according to the wall street journal in January there are between 2.4 and 5 million households at risk and more in the following months. While this is a very sad and I wish that no one ever has to be forcefully removed from their home----the fact is there are going to be a lot of rentals hit the market I think this poses an extraordinary opportunity for a lot of people.
In my preparation for how to best position oneself to capture this opportunity I thought it would be most helpful to the audience to talk with you about cutting costs as we move into an uncertain economy and how to best place yourself to capitalize on opportunity as they appear.
When looking at your business planning for the year you really should start off with reviewing your brokerage. If you are thinking about making a change or just entering the industry. I want to share with you some things you may want to keep in mind.
First--let me say that if you are considering making a change---right now is the time to do it. Heres why:
1) You probably have less of a pending transaction "pipeline".
Most buyers and sellers wait until after the holidays. If you make a change, there's less chance any unethical corporate document skimmer will try to screw you out of commissions.
But, hey your broker is most certainly ethical, that's why you chose them to begin with right? Yeah--most brokers are very ethical but, there are plenty of corporate clowns that will hold money back in the hope that you wont pursue them in small claims court
Too often sales people that are headed out the door are nickeled and dimed others lose client relationships and that adds up to tens of thousands of dollars over and agents career.
- If you do have clients under contract---many of those expire during the holidays and if your client happens to cancel while your in the middle of a broker change well uh--everybody wins --I think. It will at least make your job change easier.
Choosing a broker is much more than just looking at the office or the splits. You really should be asking yourself what broker is going to spend the most effort in helping you grow your business. The fact is most brokers are just big recruiters they are not incented to help you grow. Most brokers will hire you sight unseen even though, they will tell you that they only accept 1 out of 10 agents. They hire almost anybody because they are not going to give you anything otherwise known as leads.
I want to credit inman writer missy yost that came up with some of the questions and content I am going to share.
When looking at brokerage you need to decide whether to join a team or build your business on your own. There are many pros and cons of joining a team and in my mind a lot of people join teams mainly because they are either nervous about their ability to generate leads and they are nervous about setting out on a desolate landscape on their own. In short--they are nervous about becoming an entrepreneur.
Before you jump ship on your current broker or blindly join a team here are some questions you should consider.
- Does your brokerage offer agent support, and if so, to what extent?
The amount of support an agent receives will be one of the most significant differences in brokerages and brands.
Some are geared more toward the self-sufficient agent, while others will do everything for you.
If you want an admin person to enter listings into the MLS, prepare e-blasts, postcards, and other marketing materials, choose a brokerage that provides that type of support. However, you should know that very very few brokers are any good at marketing so if a broker tells you they will send out email blasts, postcards or anything else for you ---ask them to see the last thing they sent out and then ask them to see the response rates. That will give you some kind of idea of what they are really doing.
If you are like me and are OK doing this yourself, this type of support will not matter.
In general, the more support a brokerage offers, the higher the fees might be for you.
The second question to ask is: What do you do to retain your agents?
When a brokerage focuses more on recruiting than retention, it's a red flag.
Good brokerages will spend as much time on the retention of good agents as they do on recruiting. The broker should have a clear answer regarding incentive programs geared toward agent retention.
- Do you encourage your agents to come into the office to work?
Working from home or at the office is vital to many agents.
If you work better around others than you do in a home office alone, then desk space and a busy office are essential for your success.
Some offices are quiet, while others are full of energy. Pay attention to the vibe, and choose a brokerage that fits your work style best.
Question # 4. What are you doing to incorporate new technology into your real estate brokerage?
Old school brokerages that rely mostly on old school methods such as door-knocking and calling FSBOs and expired listings are fading, while brokerages that encourage video, social media and iBuying tools are becoming more relevant.
Make sure the brokerage you choose embraces new technology. In this environment its critical that your broker has all the tools for you to run your book of business virtually, that they understand social media and how to use things like facebook ads or google PPC.
It’s OK if it teaches a mix of old- and new-school methods to agents. It’s not OK if it’s ignoring new methods of prospecting.
- Does your brokerage encourage teams?
The trend in real estate has been moving more toward teams and less toward the individual agent.
However, brokerages embrace teams differently. Some look at them as a group of agents that share commission and responsibilities based on their separate agreements with the brokerage.
Others allow the team leader to set commission and all other requirements for their team members. In this case, the brokerage pays the team (usually a business entity), and the team pays the team members.
As a new agent, being part of a team gives a sense of belonging, and though commission might be less, you make up for it in volume.
If you are thinking about being part of a team, interview multiple teams before deciding which one to join.
- What fees do you charge your agents, and which ones are optional?
Some brokerages have high monthly fees, and others have no fees at all.
Ask about mandatory fees, what they cover, and what fees and offerings are optional.
If you don’t need a desk, you don’t want to pay for one. You’ll want a brokerage that, at minimum, offers a website, lead capture, and customer relationship management (CRM).
- What are your commission tiers, and do you have a cap?
Too many agents get wrapped up in their commission split. If you’re not selling, your split doesn’t matter, so choose a brokerage that fits your needs first, and then consider commissions.
Companies that have a cap will give you a 100% commission once you meet your annual cap. Other companies will increase the commission as you meet specific sales levels.
Your commission will not reset at these companies every year, but it might decrease if your annual volume falls below your previous year’s volume.
- Do you have franchise fees?
If you choose a brokerage with franchise fees, you will always give a portion of your gross commission toward these fees. The more you make, the more you’ll give.
Franchise fees are usually up to 8% of your gross commission. and that can add up over time.
One thing is very clear pandemic or no the business of selling real estate is changing and they are a lot of very deep pocketed companies that want to disintermediate the agent---there is simply too much money. Tom Ferry once told me that real estate and all its accompanying parts accounts for 20% of the nations GDP. The takeaway from this is that we must stay ahead of tech focused companies that want to automate most of the home selling and buying process.
You can look at some of the moves zillow has recently made. You can look at the rise of ibuyers and the tremendous amount of money that has been raised. You can look at new companies like OJO that just closed a 134Million dollar D round---these guys are buying up small portals like digs and movoto and are rapidly developing AI to ask, answer and deliver an end to end solution through technology.
If you want to thrive in this environment you must develop a fully defensible unique value proposition or you will be soon obsolete.
Right now more than ever we need to make sure that your broker is not doing the same things in the same ways as every other brokerage---it is truly innovate or die on the vine. I dont know about you but, I dont want to look like that old travel agent that still sits at his desk with picture of hawaii up on the wall hoping that someone will walk in and ask how much a plane ticket is.
I want to be ahead of the game and I hope that you do as well. I will leave you with this--if you have questions about what broker is best suited to you or you want some help in crafting next years strategy I am here to help. Send me a text--my direct line is 6193010823 or you can send an email to superagentslive@gmail.com Until then---I hope you are safe and I hope you can still dream big dreams. I cant wait to hear what you want to achieve.
See you
Whenever December rolls around I am always obsessing with future casting of what I want to accomplish for next year and this year is no different---typically I will look back at my last 12 months and take note of what worked well for me and what things didn't go so well and then course correct. Hopefully, I can see what I need to double down on and what I need to let go.
Sometimes I double down on losses----If I had bad year trading stocks I will double up my positions and dig in to not only reverse my losses but, turn them into blockbuster returns---I always end up losing more because I start making bad bets.
Sometimes I find something that has worked well and think that I am so good at that nowadays that I don't have to focus on it any more-----I always end up replacing a good habit with a bad habit,
I can do an hour on goal setting but, I'm not-however I do want to take a few minutes and talk with you about the framework that I have found to be most effective to not only set goals but, to actually achieve them. The first 2 things that I consider is what pillars in my life do I really want to change? For me---in some years financial is my primary goal and to be honest, that has been my primary driver for most of my life but, in those years that I only focused on my financial pillar-----I started to see an eroding in other areas of my life----for me invariably---as my financial pillar grew my health pillar started to lose height. I spent more time engaged in work I don't have time to work out or eat right. There is always a push-pull in life---because we all have the same amount of time we all experience a pushing forward and simultaneous pulling back. I am not going to cover how to hack the system and how leverage can change all this----I just want to provide you my framework to design my life.
I focus on 5 pillars---they are in no particular order:
Financial
Health
Relationships
Education’Growth
Spiritual
Those are the 5 areas that I focus on and I think most people will agree that reasonable buckets to focus on-----the problem engineering your life is not just knowing that these are the 5 buckets that you should focus on but, more of a question of how to focus on them. It doesn't work if you just start listing your dreams. I want to make a million dollars or worse I want to achieve financial freedom. My health goal is to be at 10% bodyfat or whatever your ideal is.
Bullet pointing your life's ideals is great but, don't confuse that with actual year-end planning.
I keep it super simple----I look at each pillar in turn and rank them from 1 disaster to 10 which is off the charts.
If for example, my financial pillar is at a 7 and my health is at a 2 I probably need to really consider rebalancing how I spend my time. If my relationships with my friends and family is a 3 my education/growth is an 8---- you probably need to think about going to some relationship seminars. I'm bringing this up because I went through most of my life thinking that my financial pillar will solve all the others----if my finances we a 9 and my health a 2--no problem---I hire the best people and buy the best training and voila---im fixed. That tactic works for a time but, thats not something that a person can sustain for more than a few years. Mainly because the peaks get higher and the troughs get lower. Its a much better strategy to focus on solid 7’s and no----you can't average them. You must look at them pillar by pillar.
The last thing I am going to say about this is that when you look at these pillars you should only focus on a maximum of adding 3 things to each pillar and subtracting 3 things from each pillar.
The methodology around limiting the number of changes you make in each pillar is that it provides a backstop around someone trying to change everything all at once. The process of improvement is largely incremental----there are times in life where we can achieve move the ball way down the field----but, those outlier events can rarely be engineered year over year---
You should build your business much like a stock or startup portfolio---you want to spend the bulk of your time just trying to get base hits------although; we all need to have a few moonshots in play.
Im not going to get into the specifics of what that looks like during this episode although I will leave you with this-----planning for this year is going to be very different in years past for the reason that we have some very large structural things right in front of us---covid, an administration change, mistrust in our institutions and a very uncertain economy. These are times where fortunes are made and lost--the people and teams that win are the ones that stayed flexible enough to adapt to fast-moving change but, built-in enough structure to keep getting on base.
If you need some help crafting your next year's strategy or just want someone to add finishing touches-----give me a call I would love to see if I can help. My direct line is 6193010823
More listings, more money, better life
We are closing in on a new year and hopefully all of you are planning out your goals for next year. I dont usually get into end of year planning but, this is such a weird year that I felt like I should address this topic.
One of the reasons I felt like this was important is that unlike in other years is that everything has been changing so fast. I know thats how it feels---everything is so different than it was last november. When I say things are so different now Im not necessarily talking about politically or even economically even though areas are massively different than a year ago. Im talking about the differences in how we live--how we work --fundamentally how we spend our time and attention. And all this matters to a very large degree as we think about how we will attempt to reach more people and convert those people into listing their houses with you.
Let me ask the question - what are you going to do this year that will propel you forward? When i meet with teams and we decide on a 12 month business plan I usually take time and make sure that we are addressing the appropriate areas--some of this is getting the culture right--meaning that the culture is in alignment with where the team is headed. Many times in newer or smaller teams there simply is no unifying culture. Once we address the soft portions of a team or business I like to get into the nuts and bolts. I want to know how they retain existing clients and making them brand ambassadors when they are at work or at play. How do they get new clients? Where will they get new clients?
Im gonna do a quick and dirty rundown of some of the things i am telling my clients to be mindful
The first area I always encourage clients to look at is their sphere of influence and your database. Everyone thinks they are in touch with their sphere until they find out their good friend just listed with someone else. SOI and database at first seem like one pillar but, i find it helpful to separate the two. On your sphere in this time of constrained supply sellers have a ton of choices so you need to be extra vigilant that everyone in your sphere knows what you do and why your the best at it. The same thing for your database but, the connection you have with your soi and your database is often different---the connection you have with your database is more tenuous than your sphere but, the goal is the same. For everyone in your database you need to stay very much in front of them right now. They need to know that your a realtor and that you can help them. The question is can you really help them? What is your unique value proposition? Why will your soi and database put you at the top of all the other agents they know?
When is the last time you spoke or texted to everyone in your phone? Whens the last time you sent out handwritten notes? Im not going to cover all the stuff you can do to get closer to your soi or database i just want to remind you that the lifeblood of your business are the people you know.
And If you dont know that many people you need to go out and meet them---more than that you need to go out and help someone and then help someone else---sooner or later you will have a whole bunch of people that will be singing your praises. Whats that zig ziglar line? Help enough people get what they want and you will get what you want. I think thats true.
What if your in the right now game? I need a deal right now because---I need to pay my rent or I need to feed my kids or whatever--I totally understand. If you need a listing right now lets talk about what you can do right now. The first thing is this---do you really need a listing right now because if thats true I would ask you how did door knocking go yesterday? Maybe you think you need a deal right now but, that door knocking thing---well thats not my thing and hey arent we battling covid? For the person that says they need a deal but, are not willing to go out and do whatever it takes to go out and get it--------I would suggest that sort of person either doesnt actually need a new listing and that they should probably find another way to make a living. This is not a hard business but, it can be hard on our egos----we want people to come to us---we want to put our 800 dollar boots up on the desk and have people come so that we can dispense all our knowledge. Thats a great idea and maybe you will get there one day but, for the 99% of the rest of us we need to put in the hard work.
For those of us that want to look at our other options lets spend a few minutes chatting about this. Assuming we have gone thru our database and our sphere we can start to look outside the places closest to us. I was going to drop into some of the online and offline strategies for gaining new clients but, Im going to take a step back into talking about your sphere of influence. Let me share why I think this is really important right now.
As i said earlier this country is as divided as its ever been and we are all on the lookout for fake or biased news. I can look at cnn and all i see is that covid is killing the whole world and then I pop over into foxnews and Im seeing riots and unrest and I dont fully believe either narrative. I think thats true for everyone and when we are not sure we can trust what we are seeing online, on television or on the radio we turn to the people we trust most. Those people around us---if I trust suzy and suzy trusts toby----i trust toby.
This is why your sphere is so important and in this timeframe it is more important than ever. OK--I hope you will indulge me a bit here if you think you know the story.
When I coach newer agents----they tell me they dont have a sphere or that its very small--that might be true in some cases but, the fact of the matter is that a lot of people have a giant aversion to “selling” their friends. Man--if you think that----you are not gonna last. We can provide value to our sphere-----those other coaches that tell you to use magic scripts to talk with your friends are wrong----I would say your intuition is correct when you think that you are going to burn relationships trying to use scripts on your sphere. Your friends know what you talk like and when you start sounding inauthentic---your dead. You shouldnt use scripts or rely on crazy things like “33” times to start scoring referrals from your sphere. Whatever you do---be super authentic with what you say and how you say it. Your friends will know. I mention being authentic because our next step is to write down a ton of names. So--if your taking notes---grab a pad and pen. I suggest you open up a spreadsheet--it will help us move names around later.
Right now this is just a brain dump----as you write names down dont start making judgements about who should or should not be on the list----everyone should be on the list.
- Past coworkers (even if your last job was waiting tables)
- Your friends (yes, even the high school pals you haven’t seen in 20 years)
- Your spouse’s or partner’s coworkers
- Your spouse’s or partner’s friends
- Your kids’ friends or their parents (depending on age)
- Your kids’ teachers and school workers
- Your extended family
- Your neighbors
- Friends and acquaintances from any social groups such as Neighborhood Association, Rotary, PTA, etc.
- Anyone you interact with regularly (even if that just means once every couple of months), for example: your hair stylist, accountant, doctor, dentist, even your bank teller.
Don’t get sidetracked thinking about what you’re going to say when you reach out, or why you really don’t know this person that well, etc.
The first step is to just get the names down on paper—and at this point, it’s absolutely crucial you don’t undervalue or overthink a single candidate for your list.
Now that we have all the names we can color coordinate to heat zones or levels of influence or levels of connection. Think of this like a dart board---the center or bullseye is our hot zone. The people in our hot zone is our immediate family, our close friends and daily/weekly contacts. The next circle is our warm ring this would include nearby family, social friends, church members, business associates. Then you have your outer ring--distant family, neighbors and casual acquaintances. Outside of your outer ring is everyone in the world you havent met---people you dont know---this is guy in the car next to you at a stop light. These are cold contacts. These are the people that you target when you buy facebook ads, radio ads or grab a billboard.
Once you have all the names written down and segmented all your connections into hot, warm, and outer rings. You need to reach out to them in a way that is authentic to you as well as the level of connection. For a lot of your list it would be really strange to call up and announce the topic of the call is business. For a lot of people just getting a call from you might be out of character---if you chat with them on facebook---reach out to them on facebook. Talk with them on the platform and way you normally talk with them and try to engage them in different methods---if you normally chat with them on whatsapp ask them for their email so you can send them an article. Slowly try and close the gap between you and them---talking with someone in person is always better than texting them
Reaching out with a question like “is this the year your going to buy a house”? Or something like that is terrible; instead reach out and share with them a recent win, a funny story or a new aha about the market. Can you do this for everyone on your list? Remember, this is not a sales call----your sharing something personal which might just happen to coincide with your career as a realtor.
Let me insert here a pro marketing tip: once everyone in your sphere clearly knows that you sell real estate we now need to cement this idea or craft a brand around this notion. Your sphere trusts you as a person now we need to get them to trust you as an expert. This is where we can leverage social media to show our wins. This is where we become an active member in the community--pta or neighborhood whatever. This is where you need to start to buying traditional and digital media. This is a tool like radio goes crazy---once your sphere hears you on radio being endorsed by some bigwig the game changes. Now your no longer the guy i used to wait tables with but, now your the real estate expert. Your ideas and opinions carry weight. I have to jump in here---if your looking to up your game whether thats buying radio or just buying facebook ads send me a text. This is where my 10,000 hours lay. I would love to see if it can help my cell is 619-301-0823
OK---this is where i start to diverge and go into marketing or I get more granular on specifically how to not only make all these calls and send all these emails but, how to keep track of them ie having a crm.
Hey---wait a second---let me ask you guys---do you have a crm? If not--why? And if you say that you have “access” to your broker or team leads crm I would strongly encourage you to have your own crm no matter what. If you follow some of the suggestions already laid out you will be on track to creating your own referral machine. And thats exactly what Im talking about---the great brian buffini built a whole empire using the exact outline above. I dont know about you but, if I am going to set out to build a referral machine I would want to own the machine--which is your database.
If you dont have your own crm because of the cost consider joining a broker like exp that gives you a ton of these tools---they give you a professional website that is completely your own and your own crm---it comes when you join. If your not familiar with the pros and cons of using your brokers tools Im happy to have a quick 1 on 1 chat with you about what someone like exp offers. You can still text me at 6193010823 and just let me know what you want to talk about.
OK--maybe next week we can get further into year end planning or if you guys have a topic send me an email to superagentslive@gmail.com and if you like the show please go to itunes or wherever you get your podcasts and give us an honest rating anbd review it helps other people find the show.
mastering marketing and the power of radio advertising in real estate and doubling your income with your sphere of influence (SOI)
If you want to sell 5M dollar houses--you need to know the kind of person that can afford a 5 or 10M dollar house. If your rolodex doesnt have at least a few 10Million dollar people your gonna have a difficult time listing big dollar properties.
Todays guest shares what he knows about centimillionaires; people that are worth at least 100 million dollars.
If you want to double your income next year this is the episode you need to listen at least a few times.
Hey everybody--I hope that everything is going well for you right now---ok--todays guest is a guy that started out as a regular old real estate agent and leveraged the skills he learned as an agent and ended up being tapped to lead keller williams as ceo--my guest is none other than chris heller
I wanted to know how he engineers opportunity in his career and life and we get into a very honest conversation about the traits of success as well as, what he see for real estate in the future --in this conversation we get into how AI will impact the way we search for homes in the near future. Theres no question that real estate is one of the only bright lights during these very difficult times and if you want to grow your business into something that is predictable and repeatable you need to be advertising on the radio--not on google or facebook---good oldfashioned radio--it worked for chris heller and it will work for you. The leader in radio for real estate agents is myradioexpert. They will find the right station---negotiate a schedule and rates --and they will get you rates you simply cannot do yourself------they even write copy-----if you want to level up---sendme an email to superagentlsiv@gmail.com or go to myradioexpert.com and fill out he getting started sheet.
Today's guest is a tech entrepreneur that is trying to grow a discount brokerage marketplace---T---the reason I brought him on and grilled him about what he's doing to grow his brand is that I wanted to show regular agents that don't have a clear methodology about how to grow sales or how to market the stark differences between what they are doing and what someone with a very clear vision is doing.
More importantly than the tactics being deployed is the clear reasoning and thought process that goes into building a company. During this interview, I asked this guest all sorts of questions about all sorts of topics and he always had a clear and concise answer at least to how he attempts to approach a subject--
One thing that became very clear to me during this interview is that one of the reasons his company is succeeding is because most agents are failing. They are failing to market themselves and their unique skills to the market. In reality this is why zillow can charge so much money for the leads they produce-----------its not that zillow leads are even that good; its that agents will opt to pay someone else instead of learning to market their businesses.
Before we get to the episode----if you need some marketing help or help in planning out the coming year or just want to get unstuck----give me a call I have helped hundreds of agents double their businesses and create the life they want. If your serious about building your business you should consider joining my inner circle. Ive designed my inner circle coaching program to help you get unstuck and get you to the next level. My direct line is 619-301-0823 that 6193010823 now----lets get to this fantastic episode.
In this fast moving environment none of us really know who is ready to sell or buy a house--I cant tell you how many times agents will email me with a story about how one of their close friends used another agent or how the person you see everyday at the gym used someone else.
If youve been around long enough this has happened to you--the reason I think its important is that too often people assume that 1) other people know what you do and trust you to do the job and 2) everyone is one interaction away from signing a contract. I often hear people say “that neighborhood is dominated by X” or I cant break into that group because everyone in that group knows susan and will use her. I say that is a false notion -- a limiting belief that is holding you back.
I hope that today you will learn why you might want to start incorporating youtube ads in your quiver. We talk about how to buy ads, when you actually get charged for an ad and how to target your ideal type of person or demographic.
I just realized that many of you might not understand how an online ad running in the background fits into your sales funnel. You might not even have one or a real one.
Just the basics---your sales funnel looks just like a funnel---you have a big opening at the top where all kinds of stuff comes in and you finally have a smaller opening at the bottom where sales or dollars actually falls out. At the top of your funnel you should have a mix of inputs---some of them totally offline like calling your database--that is an offline lead generation input. You might have radio, television, postcards or some other mailer--that is another type of offline lead generation inputs. Most of the offline inputs i described above are primarily used to locate sellers --generally. Your sales funnel should also have top line inputs that are online and can run in the background and can be easily and quickly changed, altered or stopped. This is where facebook ads, youtube ads or google PPC come into play. These are cheap inputs that yield large amounts of low quality leads. For those of you who will take exception to me saying online leads are low quality-----I am calling them low quality because they generally have a low level of intent--they often are more curious that ready to pull the trigger but, this type of always running in the background strategy can be extremely effective when we target the prospects in your database. The people who have met you but, dont know you well or those people that might know you relatively well but, arent familiar with your level of expertise. This might be someone you know from your childs school or that guy or girl you know at the gym. Facebook ads, youtube ads and generally online methods can be very effective at converting prospects that have lower levels of connection with you. So----hopefully you have an understanding of what your funnel might look like-----lets get to the episode
Needless to say this is a crazy market--- the stock market is back into the 29000 territory---millions of people out of work--record low rates and there are almost no houses out there to sell---inventory is super low---------for a lot of people listening they would like to take advantage of market dynamics and many of us will but, for the vast majority of people---they will not take advantage of either the market or their skills for one reason. The reason people will not take advantage of the opportunities in front of them is that we all have limiting beliefs--for one person it might take the form of “I dont have money”, I dont have the right experience or connections or it might sound like “im too old” or “Im not good with technology” or whatever-----This “reason” will take many forms but, as I coach entrepreneurs of all stripes, ages, income and ability----we all have some sort of limiting beliefs that hold us back.
just a quick note---lately I have been kind of moving away from trying to uncover tactics or strategies to grow or just start in some of cases---lately Ive been more interested in where people are seeing opportunity and what they are doing to try and exploit that area of opportunity.
Todays guest is someone that used his grit dug in and did the work and is now reaping the rewards.. Once you start listening to this person you will realize that he didnt come from a money background and he started with literally nothing--I think thats important because for many of you that is exactly where you find yourself and for those others that maybe have found success I hope you hearing this guy will give you a little more motivation to make those extra calls or put in that extra hour in the evening--in any case I hope you enjoy it and if you do I hope that you will leave a rating and review on itunes or wherever you get your podcasts
Hey everybody--I hope you are crushing it wherever you are in the world. Today on the show I bring on one of the premiere marketers in this industry--chris smith of curaytor. where the low hanging fruit is in the market right now---how his clients are getting more listings and his whole thought process around digital advertising vs traditional media. I really enjoyed hearing what he has learned after deploying millions in client capital buying digital ads primarily facebook ads. Hes a very smart guy and a very humble and transparent fellow--I hope you enjoy this episode as much as Ive enjoyed it.
One thing that became very apparent in this interview is the absolute need to migrate toward a virtual business. If you are going to succeed in the 2020’s you must be able to disentangle your business from a brick and mortar location and the absolute best way to do that is to join exp realty with me.
EXP offers the best splits in the industry--offers the most training and the most comprehensive toolset of any brokerage--you get a customized website, a crm, a virtual transaction management system with lead generation baked right in and with their revenue sharing program agents are making an extra 3k to 5K per month. If you are interested in learning more and joining me at exp--give me a call right now-6193010823 in this economy there is no time to waste- join me and shift your business and life into top gear. My direct number is 6193010823
OK--today on the show---I have guy that sent me an email a year ago and told me he that I was going to feature him in the future---I responded that's great thinking I get a lot of people telling me that but, this guy has kept in touch and in his first year he did 120M in production. That is certainly noteworthy but, this goes to show that anyone listening right now can do the same thing---I brought him on to talk about how he did it
Theres so much going on that many of us dont know which way we should be going or what we should be doing. If your just starting to build a business you might be wondering if its ok for you to go out and knock on some doors and let your neighbors know you can help them ---let me assure you it is completely OK----this pandemic coupled with a very uncertain economic outlook has bolstered one to one, face to face interactions and right now might be the best time to capture market share.
Todays episode I brought on a guy that has been through the last 3 economic/real estate downturns and took some hits but, came back huge. I wanted to know what he thought we should all be doing through this pandemic and economically uncertain times.
We talk about where to find opportunities and how to best position yourself to win once this market actually opens up and starts bleeding.
This guy gets pretty excited so it was a really fun episode.
Todays episode might be just me .Im not sure how long this will take me. I feel the need to share this with everyone listening because it could be just the thing you needed to hear before you launch that new strategy.
I want to talk about where we all might start looking for opportunity in the market. Today is August 3 2020 and the state of the world is in flux---last week cnbc reported that the coronavirus induced shutdowns have left 47.2% of adult americans jobless although; due to the large scope of the care act we have not seen massive shifts (read foreclosures)
The real estate market has so far been relatively unharmed and with record low mortgage rates, a federal eviction moratorium and a lack of supply of houses. Since I am going to try and make a case here let me take a minute and set the table at least in terms of how Im thinking about this.
The administration acted early by passing a relatively generous unemployment package. During the initial 3 month lockdown everybody that filed for Unemployment got an extra 600 dollars a week and for a lot of low wage workers they made more money than actually going to work. Couple that with the eviction moratorium and everyone got both some much needed time off if they didn’t pay their rent or mortgage everyone was very understanding.
These large scale measures had the intended effect and tamped down some of the fear that still lurks in everyones memory banks of the 2008 meltdown. We saw the stock market take an initial and immediate dive—much more violent that what we saw in 2008 but, in this case due to the sheer size of the cares act----the stock market and its participants saw this as a buying opportunity. The market fell to 19000 on march 20 and today its back at 26,600 this is largely due to the wealth of the baby boomer generation. This boomer generation and its wealth is both an area of opportunity that we should explore and as smart consumers and marketers should be aware of the size and scope of this group.
To refresh your memories---the boomers were born between 1944 and 1964 so they are currently between 56 and 76 years old.
This aging population controls a massive amount of wealth that is essentially locked in two areas----one is real estate and the other is equities (stock market)
As an aside----this is one of the reasons why our advertising arm focuses so heavily on terrestrial radio and television over digital. This boomer generation is largely wealthy and largely conservative and we do particularly well in speaking to them on platforms they trust with language they are comfortable with. If you want to know more about how radio can target these boomers check out myradioexpert.com
OK—back to the episode. A lot of these people lost almost everything in the great recession and the number 1 thing they learned is that if you hang on too long your gonna get burned. Most boomers weren’t ready to retire in 2008 and for those that made it through do not want to get burned this time through.
Let me reiterate this very true point---this group is aging out---they are focusing on how long they are going to live. They will no doubt start selling equities (stocks or moving into very consertive portfolios) and start selling real estate and moving into smaller units in the sun belt. The main thing these older people want to avoid is volatility. They will prefer non-volatile and liquid assets.
At this point we could start talking about how to target this group—what platforms to use and the best messaging but, if we are going to optimize our platforms and messaging lets take a deeper look at this group.
The Silver Tsunami is coming and this pandemic and high level of volatility is amplifying the retirement plans of even the most conservative of this group.
78% of this boomer generation owns homes. According to Zillow for the 10 years between 2007 and 2017 boomers put about 730,000 homes on the market annually. As this demographic continues to age out they will put more and more homes on the market jumping to almost a million new units on the market in the following years.
The silver tsunami! This tsunami is real. The question we should be asking is if this pandemic and the associated market volatility will increase the rate at which this event would naturally occur---meaning---will this group stay and hold or will they cash in their chips.
Sooner or later---all those people that are currently on the unemployed rolls will run out of benefits. Sooner or later people will be evicted from their homes and somewhere along that axis there will be increased level of inventories and downward pressure on home prices. When that happens the volatility hating boomers will run for cover. Why this is something that we all should be seriously considering and baking into our marketing plans (ie don’t be spending all your money on Zillow or facebook like a lot of you are doing right now). This needs to be considered right now because if the last 4 months are any guide to what the future holds we are in for whiplash as we get closer to this election and who knows what happens after the election
I could keep playing this out as there are multiple pathways—each path probably another 30 minutes each with their own variables. So, Im going to end this here—if you want more of these brain dumps send me an email and if you are looking for help in your business—you just don’t know what to do or are having trouble with getting your business back on track send me an email to superagentslive@gmail.com Im happy to try and help See you guys next week.
Todays guest works alone--no team and is doing 176Million a year in production by herself. I dig in and find out exactly how she transitioned from being an action sports journalist to selling real estate. We talk about the exact steps she did from how she guerrilla marketed her way into the top echelon of the bay area. The thing I love about this---is the steps she took are things we all can start right now
Hey everybody--I hope everything is going great for you wherever you are. I get a lot of emails and I read them all------ive gotten a lot of emails asking “what should I do right now?” Theres a lot of fear in the market whether thats due to the pandemic-0--the economic fallout from this pandemic and this massive cultural shift. Theres no wonder theres a lot of fear out there---and fear is infectious--its catchy
Todays guest is a best selling author, coach and national speaker on how to break your old models of thinking and harness your ultimate self. Im always up for learning how get to my ultimate self.
I have a quick ask-----itunes took down our show on accident a few months ago and we lost all our ratings and reviews----if you like the show--could you please subscribe and leave a rating and review--that would really help the show
Before we get there------We are sponsored by myradioexpert--if you want come list me leads the best way --hands down is radio. Myradio expert chooses the right station--negotaties rates and schedules leveraging their massive footprint and writes customized spot copy---a professionally built radio campaign can double your business. If you want to learn more visit my radioexpert.com and fill out the getting started sheet.
Also--exp realty----im proud to be a part of exp---not only is it the only truly virtual brokerage and gives the best splits--it also comes with the best tools a custom site, a crm, transaction management software and lead gen built in-----and nobody has a revenue share program like it in the industry. I would love to talk with you about joining me and my team. Send me an email to superagentslive@gmail.com I would love to know what you are trying to build.
OK---lets get to the show
It is exactly these types cataclysmic events that are not just disruptive but, potentially apocalyptic for how some industries conduct business and what types of information becomes transparent. These sorts of changes that are immediate and require a 180 degree shift in outlook are both phenomenally destructive to legacy infrastructure and ways of conducting business. Let me give you my rundown for this pandemic protest economic timeline---in the future ill refer to this as PPE moving forward.
OK---let me try and briefly summarize the events and then get into how you can look at these changes to make a bunch of money.
Here in San diego we have been fully quarantined since February 14. This first started as a virus and we as a nation reacted to this as a serious threat to human life. One by one large metro markets started to shut down business operations to curtail unnecessary human death. I cant help but, think that the stance on whether to shut down or not to shut down had more to do with politics than with the actual infection or death rates of the virus.
On this note: I should probably note that China was only seeing something like a 4% death rate which is terrible but, a 4% death rate doesn’t sound very bad when sars and mers the last two pandemics had death rates of 10 and 30%
Either way---- we were all looking at daily death rates and staying home to be on the safe side for a lot of people it started to feel like we were on summer vacation in high school. While everyone is napping and getting their unemployment checks ---that extra 600 bucks a week and a forebearance on your mortgage started to feel pretty good. That is until we started to see massive numbers in the unemployed ranks and for a lot of people when they see unemployment numbers like that its very easy to recall the financial crisis of 2008
Im recording this June 9 2020---the question on everyones mind right now is
- Are these changes to the employed rolls permanent
- When will these jobs come back
- Wheres the opportunity for me? How can I win in this environment?
If your like me you want to talk about C. Where is the new opportunity? That’s what Im tyring to figure out. I would love to heqr your ideas –send me an email.
On A) The massive and immediate unemployment numbers are due to two basic factors. The first is that it was mandated that non-essential workers stay home. Simple cause and effect. The 2 trillion dollar Cares act in principal was ideally a way to fund businesses to stay open by helping them pay their employees while juicing the actual enemployment payments 600 dollars a week. A lot of lower paid workers were making more than if they were actually working. Theres lots of money running through the veins of our economy so far so good---whats the problem? The problem that we all kinda forgot over the last few weeks is that the virus is going to be a problem until we get a vaccine and a typical vaccine can take a decade or more. The fastest vaccine ever produced is 4 years for the mumps. The good news is that there are 42 clinical trials underway so we could optimistically see something be developed within a year and we then need to mass produce it and mass distribute it. For the US government a year sounds ambitious-----Bill Gates and Jeff bezos are throwing in a billion trying to crack this problem. I have no doubt that private citizens can do this better than our federal government.
If we assume the best case 1 year scenario---that means that we need to develop new ways of working within the bounds of covid 19 and social distancing. There will be markets like Texas that find themselves inclined to go completely open with no social distancing or a California that will open with timidly. Before last week I would have been watching the open markets to see if we get outbreaks like we saw in NYC, now im going to be watching the large metro markets with massive and prolonged protesting like Minneapolis , nyc, Miami and los angeles.
If we see large swaths of new covid cases due to either the opening up of markets or recent large population events like protests. I want to note one quick but, crucial thing and that is that one of the main reasons that we went into lockdown and social distancing is that we knew that covid was airborne but, what we didn’t know is the disease Rnaught number. If you want to look this up just google r not but, the actual spelling is naught like naughty. An Rnaught number is a diseases infection rates----it can get complicated but, and R0 of 18 says that on average 1 sick person would infect 18 and that 18 would infect another 18 and so on. With an Rnaught of 18 it would only take 1 sick person to infect roughly 105,000 people on the 4 th row meaning . 1 infects 18 that 18 turn into 324 turns into 5800 which then turns into 105000 people. This can get pretty scary pretty quick and even now Im not aware that we know the non-social distancing Rvalue of this disease.
As I was writing this Dr fauci was just reported in the new York times as saying that “we are at just the beginning of this”.
I wanted to summarize where we have been and where we are mainly because I feel like a lot of people think this virus is nothing but, a different flu. Whether it is or it is not----I know the world is not going completely back to normal in the near future
And that gap between our old reality and the new reality is where opportunity lies. If we try and see between those gaps we can find ways in which we can be of maximum service and create a maximum amount of wealth.
Who was the famous hockey player that said---“I skate to where the puck is going instead of where it is”
This is where we find the winners and losers in the game of getting ahead in life because the margin for error is very small. In order to make boatloads of cash we need to not only find the right lever to pull but, be able to pull that lever at the right time.
So—I know we this is a podcast about real estate and we can certainly look at the gap between the old way of selling houses---very high touch and the possible new ways of llisting and selling houses. We can do that but, sometimes its easier to spot opportunities if we can get a little more elevated viewpoint.
What I mean by that is that if we are going to talk about opportunities and where they lie we must first remove all the contstraints that you normally have. A lot of people will miss opportunities right in front of them because they often tell themselves why they cant do something. Most often people will say they cant do something –cant take advantage of an opportunity because they don’t have the resources specifically money
What I will tell you is that if you want to actually see opportunity---you must find a way to remove those constraints in your mindset. OK—lets look at a somewhat obvious example of looking at something at a macro view and then trying to extrapolate where opportunity intersects that viewpoint.
Lets look at education in this pandemic protest environment PPE
Education—specifically higher education; lets take a Harvard or Stanford as an example. If classes cant resume on campus in fall----they must start educating online. If all classes are online---how can Harvard or Stanford charge 100K a year? If all classes are online why would entry into Harvard have such a high entry to barrier? You shouldn’t need a 4.3 gpa and a eillingness to get 300K in debt. Everybody should be able to access an online class for little to no money
These institutions used to say that being on Stanford campus and having access to other really bright and connected people was worth the inflated tuition cost. With online classes that argument collapses on itself. One other thing is that if we have harvards library of content online why isnt higher education free or almost free? That’s for a different discussion but, those questions can give us a glimmer of how we can up our game.
Im not sure exactly how they are going to justify charging 100K a year but, I know that they will It would be worthwhile to look at how these institutions will change their model. What can we implement in our businesses to follow these brands.
If we are on this vein it would be instructive to look at fashion. In what way will the fashion industry cater to the high end and how will they change in addressing the midrange market. What are they doing that we can implement to make improve our value proposition in the market? The reality is that most of you listening right now will not have a clear and present value proposition. If I honestly asked you what is the real difference between you and the next guy down the block---most of you will make something up on the fly-----and more often than not its something like “Ill work harder than the next guy” The problem is that you cant exactly quantify that.
I can guarantee that institutions like Harvard will have a very clear and concise answer to what is their value proposition. So—what is your value proposition? Don’t be afraid to change and this environment might be demanding we radically change right now.
One thing I have seen in this pandemic is that being locked down has accelerated things that were already coming but, we have been very slow to implement. This lockdown has amplified the signals that were already in play and we see the world responding to them---we don’t have to look farther than the protests that then turned into riots. I literally witnessed the san diego la mesa riot------my house is literally 7 minutes away from the little town of la mesa----this is the san diego riot where we saw a chase bank and union bank and a few other businesses literally burnt to the ground. Again—Im not going to take a political stand here---all im going to say is that the market wanted something different than they were getting. How can you be a leader in your market or industry to effect some change even if its only in how you operate?
One thing I have witnessed in this pandemic is that our technology is allowing us to work in a very different way than we ever have in history. Never in our history we us humans capable of earning a living and not having to live our homes. Our legacy systems demanded that we get in our car—go to the office and run our businesses onsite.
It is at this juncture we might be able to look at human behavior and take a more granular look at where we can use this information and find opportunity. If we just look at the environment from a current pandemic viewpoint.
A few things pop out at us---if we just consider pandemic and real estate its almost self evident that in the near term commercial or large spaces are going to have to find a new way to exist. Have you been inside a home depot during this pandemic? The lines are ridiculously long for a store with a giant footprint. Just to give you an idea---did you know that the average home depot store is 105K square feet? To put that in persepective a football field is only 57500 sq feet. If this covid situation persists large footprint stores will almost definitely need to find a more efficient way of serving its customers. Is there a giant opportunity here? Absolutely
So if we now zero in on residential real estate where might we find an angle? Wheres the opportunity? If working at home becomes the new standard which I think it will just from a profit and loss viewpoint we will see properties in dense areas become less attractive and larger home spaces with office space will begin to be much more desirable. In many markets this alone could create hot zones within established municipal areas. We will also see cities begin to change zoning overlays to match consumer desires—here in California all residential properties could add a 1200 or 1250 granny flat regardless of the size of the primary home. We will see more of this ---- this will undoubtedly result in the need for underground fiber and super fast internet access.
OK---so lot of opportunistic areas to think about just in the real estate vertical. How else m ight we look at this time in the environment and look for opportunity? We started off dealing with a virus and it has since grown into a protest movement. Again---I am in no way getting political or social. Im simply relaying what I see happening in the world and trying to extrapolate that into zones of economic opportunity. I feel its important to talk about all the factors that are changing the fabric of our economy and social life as we know it.
We locked down because of the virus and as pointed out earlier that gave way to an unintended and unforeseen economic hit to the global economy. This economic punch to the gut hit the more unfortunate in our social system. People like me and hopefully you listening rolled with the punches of this lockdown…I stopped going out as much but, I continued to make money and working. That is not the case for a lot of people and the second unforeseen and unintended consequence is that people that were being marginalized in our social and economic system started standing up and calling for reform. The black lives matter movement has been aroud since 2013 when
OK---hold up here---this whole time I promised not to get political and man I really don’t want to but, I absolutely hate people in authority abuse that authority. I hated it in teachers, I hated it in the kid that always told the teacher on me and I really dislike cops. As an adult----Ive never really had any runins with the cops but, when I was a kid growing up in my small town---ive been billy clubbed by cops as a 16 year old—I was maced as a 17 year old and ive wanted to get even ever since. So when I see a fat cop doing fat cop stuff like hassling people for the fun of it and only doing because they are wearing a badge I detest those type of people. I could go on and on about this but, I wont. I will say that theres no doubt that cops and teachers do bad things and they will get away with it because they can and if they do get caught their unions will protect them. Im angry about what happened to me as a white boy in central California---I cant imagine being a black guy in Detroit or LA and have to live with this kind of anger their whole life. I totally understand why people want these legacy systems defunded and rebuilt. I think we should---I say break the unions----rip away their pensions and start over.
And to bring this back around to looking for opportunity----I think we could be on the brink of massive change. We are changing the way we work---we are changing the way we live and we seem to be on the verge of a cultural change and man this change is happening fast.
Ive been writing this all day on June 10, 2020 and just in the last few hours---this is the last few hours there has been a call for the government to rename military bases like fort bragg and fort hood as those names are related to the confederacy. Nascar has banned the confederate flag from its events and properties. Amazon blocked the cops from using its facial recognition software and the show Cops was cancelled from being on the air.
We are seeing massive change to the systems that have been in place and the norm for the last 100 years. Who knows what we will see tomorrow? It just takes one idea to make you a decamillionaire which is a net worth of 10M or more. We gotta keep our radar tuned to just start looking for high level patterns that are repeating or areas that must be rebuilt.
I gotta end this or I will keep talking for hours. Let me end by sharing a few things I think I know for certain. A lot of us have put a massive amount of time into our careers. We have been trying to get ahead based on a relatively stable economic and social platform called the usa. That system, its rules and how it operates is now shifting below our feet----- I don’t know where we will end up. I do believe that these events and the short term and long term uncertainty these events have created have given many people a new lens with which to view the world. Some people will want to tear down legacy systems and others will simply opt out of trying to beat the system—a lot of people are opting for happiness today instead of a potential better life tomorrow. The people that will demand change are the people that have been left out of full participation in this upwardly mobile society and as we have seen this is not only people of color but, all people 18 years old and up.
The late gen Xers were negatively impacted by the 2001 terror attacks---this is a time when we gave up civil liberty for safety. We got used to long lines at the airport.
Millennials got dealt a 7/2 hand when the financial crisis of 2008 and the gen z graduating classes of 2018 to probably 2024 will come of age in probably the worst economy in modern America.
There is no question the world is in for massive change---the real question is how will you carry yhourself into the rest of this year and into 2021? History has shown us that the easiest time to get rich is in times of economic or social upheaval---as for me—im going to try and keep the broadest mind in looking at events and looking for opportunity. I hope that you will join me
If you think your business needs a fresh look-------I will be taking on 2 new coaching clients----with me------I don’t make anybody sign contracts-----use me for a month and if your not happy cancel at anytime. I only want to work with people that are serious about building wealth in this environment. My pone number is 619-301-0823 that’s xxxxxxxxxx and if you enjoy the show--------please leave a rating and review on itunes, Spotify or wherever you get your podcasts.
If you have any comments please email them to me at superagentsliveWgmail.com
Using non gated platforms to grow your brand and get your message saturated in your market
Today I bring on a man that owns the 10th largest real estate company in the US. He has over 21K agents that follow his lead and because of best-selling book countless others that seek out his guidance
I bring him on to talk about how to navigate this uncertain time—what changes we should be making and what big money guys are doing right now. He drops some nuggets that we call all implement to be ahead of the market.
He also shares the importance of building out your network and how that has given him the leverage to manage 21K agents.
If you want to be ahead of the market---right now is the time to look at your broker and ask what he's actually doing for you. The smart money is joining me at exp realty. More tools, more training better splits, and for everyone that joins me---I personally sign onto their board of advisors. If I cant help you get to the next level---someone in my network can. I want to help you achieve your 2020 goals. If you want to learn more about joining me at exp—send me a text to my cell 619-301-0823
Winning in todays environment has become guerilla warfare. It's more about moving from tactical position to tactical position instead of setting one single annual strategy.
The world is moving so fast that we must set our sights on shorter-term wins instead of accomplishing long term goals. We must do this simply because we are unable to predict what the environment will look like 45 days from now.
Todays guest went from a multimillion-dollar house to broke and then earned it back twice-over. He shares how he had to retrain his mindset to get more aligned with his values.
We talk about how living our life within the bounds of our values will equal making tons of cash. Sometimes it's not the market dictating whether we are winning or losing but, how we interpret the data. Being first is often a sign of being in touch within your value system.
Before we get to the episode right now a lot of us are thinking about how we are going to adapt to today's environment. There is a disconnect between the media reporting 30M jobless and the temperature in the other parts fo the market—specifically wall street.
Wall Street panicked and now is indicating healthier levels than at the beginning of this. I don’t know what this new environment portends for how we live or how we work but, one thing is certain and that is that we must adapt.
One suggestion I would make to everyone listening is to that right now I would encourage you to call every person in your phone and ask them two questions.
- How are they doing? Really doing and
- What you can do for them
If you can find just one thing you can do for someone in your phone each day---I promise you will get a feeling for where the market is going.
I would also suggest that you focus on getting as virtual as you possibly can. The businesses/agents that can harness the power of virtuality will win not only in this coronavirus climate but, in the future.
Real estate has not yet been disintermediated by technology but, this coronavirus is going to create a new reality in how houses are shown, sold and listed. The businesses that can quickly adapt and create systems and processes and move their business online are the ones best suited to win in 2020 and beyond.
The best and fastest way to get virtual is to join a brokerage that provides all the tools, systems and processes that are already created and in the cloud. It’s a main driver why I joined exp and am actively building an inner circle of people that want to be the top producers. If you want to build a bigger, stronger business and join my inner circle at exp realty. Send me a text---my direct cell phone is 619310823 yep that’s my actual phone number 619310823
Today on the show I bring one of the premier coaches in the industry and we talk about what entrepreneurs are doing to capture their piece of the pie in todays environment. We talk about the options available for small business owners --- We talk about what the smart entrepreneurs are doing right now and how you should be structuring your business for this rocky road ahead of us.
Right now with quarantine and social distancing there is no better time for all of you to start building your platform and mining your database. The first thing every single one of you should do is building your database and communicating with it and second you really should start your own podcast and you know what? We can help.
Go to viralkast.com with a K and learn how we can help you setup your own podcast and do all of the heavy lifting. All you have to do is find a guest and schedule a time go to viralkast.com and watch your network grow
For your database---most people dont send emails simply becasue they dont know what to say copy and send has solved all that---for one annual fee you can get access to 300+ email templates---start mining your database toda
The economy is looking like it could be worse than in 2008. 22 million have filed for unemployment and the fed is injecting cash as a bridge loan.
If we can resume business as usual in 90-120 days we might be OK but, any longer than that things could get dark.
I brought on todays guest to share what hes thinking and what his wall street coaching clients are doing.
The one thing we all need to be doing now is making sure our businesses are as virtual as possible. Send me an email if you want to know more about how joining me at eXp realty--superagentslive@gmail.com
JUST LIKE YOU i WANT TO TRY AND GET A HANDLE ON WHAT'S HAPPENING AND MORE IMPORTANTLY WHAT'S GONNA HAPPEN SO THAT i AM BEST SITUATED TO BOTH MAKE SOME MONEY IN THIS ENVIRONMENT AND HOPEFULLY HELP OTHERS ALONG THE ROAD.
I AM TALKING WITH EVERYONE IN THE INDUSTRY FROM COACHES TO THE GUYS THAT ARE DOING 500+ DEALS AND EVERYONE'S PREDICTIONS ARE WILDLY DIFFERENT
ARE WE GOING TO SEE ANOTHER 2008? DOUBTFUL---THE BANKS BALANCE SHEETS ARE MUCH STRONGER TODAY AND THE FED, LOCAL MUNICIPALITIES AND BUSINESS ALL ALLOWING PEOPLE SOME TIME TO READJUST
WHEN IT COMES TO REAL ESTATE---i THINK THERE HAS BEEN A LOT OF MONEY ON THE SIDELINES THAT HAVE BEEN WAITING FOR AN OPPORTUNITY TO BUY. i ALSO THINK THERE IS A LOT OF FEAR ON MAIN STREET-------THERE ARE PEOPLE THAT HAVE SECOND HOMES THAT WILL SELL--THERE ARE A LOT OF PEOPLE THAT HAVE BEEN ON THE FENCE ABOUT SELLING THEIR PRIMARY HOMES HTAT WILL TRY AND BEAT THEIR NEIGHBORS TO MARKET.
AT THE END OF THE DAY-----WHENEVER THERE IS FEAR IN A MARKET PEOPLE ARE GOING TO REACT INSTEAD OF RESPOND. THERE IS A BIG DIFFERENCE IN A THOUGHTFUL RESPONSE AND A KNEE JERK REACTION. i WILL TELL YOU THAT FEAR IN A MARKET PROVIDES A TON OF OPPORTUNITY
I ALREADY SEE TOP PRODUCING AGENTS PULLING AD SPEND BECAUSE THAT THEY WERE FEARFUL----INSTEAD OF WAITING AND RESPONDING TO ACTUAL DATA------THEIR FEAR OF AN UNKNOWN FUTURE IS LITERALLY DRIVING THEM TO MAKE DECISIONS THAT THEY OTHERWISE MAY NOT
I SEE OTHER PEOPLE TAKING A WAIT AND SEE ATTITUDE. THEY ARE WAITING ON THE ACTUAL DATA BEFORE THEY MAKE ANY DECISIONS. THESE ARE THE ACTUAL BUSINESS PEOPLE-----LARGE FORTUNE 500 COMPANIES MAKE DECISIONS BASED ON DATA AND MODELS
THE LAST GROUP OF PEOPLE IS KIND OF WHERE I FIT IN. THESE ARE THE PEOPLE THAT ARE DOUBLING DOWN ON AD SPEND---THEY PLAN TO SUCK UP MINDSHARE AND MARKET SHARE WHILE OUR COMPETITORS ARE LEAVING VOIDS. I PERSONALLY AM IN THE MIDDLE OF SELLING A FEW OF OUR RENTALS TO HAVE SOME EXTRA FIREPOWER READY TO HOP ON THOSE OPPORTUNITIES IF AND WHEN THEY ARISE. I AM NOT LOOKING TO DIG IN----IM LOOKING FOR OPPORTUNITY---THOSE LITTLE BLUE SPACES IN THE MARKET THAT HAVE OPENED. tHERE ARE GOING TO BE A TON OF PEOPLE MAKE BOATLOADS OF CASH DURING THIS TURMOIL. I WANT TO BE ONE OF THEM---I WANT YOU TO BE ONE OF THEM.
THIS SOMEHOW JUST TURNED INTO AN ADVICE SECTION---WE ARE HERE SO HERE ARE MY THOUGHTS.
- I WOULDN'T BE CUTTING AD SPEND JUST RIGHT NOW---ITS TOO EARLY IN THIS CURVE
- I WOULD BE DOUBLING DOWN ON COMMUNICATING WITH MY DATABASE OR SPHERE OF INFLUENCE. THAT MEANS EMAILS, CALLS AND LETTERS------TONS OF UPDATES DURING THIS TUMULTUOUS ENVIRONMENT
- TRY SOMETHING NEW. IMPLEMENT A BRAND NEW MESSAGING DELIVERY PLAY--THAT COULD BE VIDEO, THAT COULD BE A PODCAST--WE'VE BEEN HELPING PEOPLE LAUNCH AND RUN THEIR OWN PODCASTS FOR YEARS--YOU CAN CHECK THAT OUT AT VIRALKAST.COM
I WILL TELL YOU THAT IN AN ENVIRONMENT LIKE THIS YOUR GO TO WILL ALWAYS BE OUR DATABASE. wHEN IS THE LAST TIME YOU SENT OUT A DRIP CAMPAIGN? iF IT'S ANYTHING LESS THAN 30 DAYS AGO---YOU NEED TO TALK TO YOUR DATABASE/SPHERE TODAY--RIGHT NOW. iF YOU HAVEN'T SEEN OUR EMAIL TEMPLATE LIBRARY GO CHECK IT OUT AT COPYANDPASTE.COM
The last thing that i will say is that this virus is making us think about the way we work and interact and there is no better time than to be completely virtual. That's one of the reasons that I choose exp realty---they give you more tools--better splits and are completely virtual. I've joined a strong group of coaches and top producers and if you want to join me---I would love to talk with you---call my cell right now 619-301-0823
What to do in a coronavirus real estate market.
Jeff Cohn does 500 deals a year and he shares what hes doing right now to take advantage of this corona virus real estate market.
He shares what hes adding and removing from his sales and marketing arsenal. His ability to run his office virtually is making all the difference rigjht now. He also shares the number of outbound calls he asks his team to complete and the closing ratios he gets.
Today we discuss the pro's and cons of joining a team. Finding mastery in the unlikeliest of places and why leaning into risk in scary times (coronavirus) is the key to beating the competition.
The amount of money you make is in direct proportion to the size of the vision you have for your future life.
Building and sharing a vision that is so compelling you can attract the best talent in the market. We also talk about How to advertise your unique value proposition so that you get the low hanging"come list me leads".
We also talk about how to get ahead of this fast-moving market.
Today's show I speak to a husband and wife team. They share with me the iterations they went through in order to see success. I talk with entrepreneurs all the time---and a lot of the time the story you hear is one where they worked hard—found some kind of secret sauce and then just built on top of that -----the story you are going to hear today is one that is much more typical of the evolution of a company and a leadership team and how that that continually evolves as they react to outside market forces.
I enjoyed my time with these two----I hope you stick with us.
Before we get to the episode----I want to tell you about the best kept secret that everybody knows about but, very few prople know how to crack the code-----that is radio----everyone knows that all the top producers are on radio but, almost nobody truly knows how to do it well.
Over here at myradioexpert.com we have been doubling our clients businesses for the last 7 years----we live and breathe advertising and we are the best at thwat we do0---we pick the right stations with the right demographics and we are able to cut media deals that 99.9% of businesses just couldn’t. We have spent years developing our secret sauce from knowing exactly how much to spend on a spot to what copy will get your phone ringing. If you want to double your business---send me an email to superagentslive@gmail.com or go to myradioexpert.com and fill out the getting started sheet.
The principles for success are well known but, often are transmuted into what we think will work in 2020. Today we talk about what works year in and year out.
Todays guest is a phenom---she came from humble beginnings worked her way into college via a tennis scholarship and got the job of her dreams only to find out it wasn’t what she thought it was going to be----on a fluke---and out of boredom she got her real estate license and in her first year sold 60 something houses and her second year she sold 80-----I dig in and find out what is driving her and how she did it. Stay tuned----this is one you have to hear.
Todays episode I brought on one of the best marketing guys on the west coast. His speciality is direct mail slash email marketing. I am passionate about marketing and advertising because it is absolutely essential if you guys want to create a predictable and repeatable business and this is a skill that very few people have mastered.
Let me give you guys a quick explainer here ----most people think that advertising and marketing are the same thing –they are not. Let me quickly try to explain the differences. If you guys can wrap your head around the differences between advertising and marketing and understand how to use this in your business you are going to thrive if not, your in for some pain-----the pain of losing money and we all hate that.
For this discussion I am going to use BMW. Bmw is super good at what they do.
First—the difference between advertising and marketing is simple. An advertisement is an inducement—in short its and offer—it’s a promotion and these promotions are very simple. If you google BMW January 2020 ---you will see two things----you will see something called January promotions and the other thing you will see is January incentives. The offer is dead simple-----drive a new bmw 330 for 349 a month. It give you a term 36 months and an expiration-----all in the headline.
Drive a new 330 for 349 a month good thru January 31st. It couldn’t be more simple than that. That is an advertisement. This type of advertisement is meant to drive sales through the month of January.
This is not a marketing piece. A marketing piece is different---marketing will typically have long and mid range goals with the intent of embedding an image or a “brand”—for BMW their brand is “the ultimate driving machine” aimed at middle upper class people in mid-age 35-50 and is excelling at their career and have aspirational tases—these are people that are value their social status. A BMW marketing piece might be one that embeds the idea that upwardly mobile or wealthy people drive BMW’s. Drop into a dealer and look at some of their brochures---heavy cardstock, images that almost move and after looking at one for a few minutes you can almost smell the leather wafting off the page. That is a marketing piece
For me I am a Porsche guy and my love affair with Porsche started when I was in my teens. I visited a Porsche dealer ----looked through brochures and dreamed that one day I would have that kind of life—whatever that meant to me at the time I don’t know but, whatever those brochures said or conveyed---they worked. I currently own 3 Porsches and 1 dedicated track car. Long range marketing works but, your not Porsche and this is the mistake I see all the time with people building their business. They think they can use “branding” in their business and have it work. You cant---at least not at first.
We put realtors on radio and television and every spot we write is a direct response piece—its an advertising piece. Similar to that BMW ad----drive a new 330 for 349 a month---we create spots that create an offer that induces a direct response—in this case a phone call. Maybe I will do a podcast just on how to write an ad so if you want to hear an episode on this send me an email and let me know. For now here is what I will tell you. In every outbound message you create---whether that is a direct mail piece, a facebook ad or a radio spot----you need to focus on just 4 things
- A compelling headline----BMW’s is drive a new 330 for 349. For you that might be “I’ll sell your house in 10 days or less”
- How will you do this? For BMW they tell you the term –in this case its 36 months; You might simply say “I have so many approved buyers….dot dot dot”
- The third piece is a testimonial. BMW doesn’t have to spell out how your going to feel in their ads because the image of social mobility, luxury and refinement is so baked into their “brand” you already know your going to feel great driving a BMW.
- The last piece is a strong call to action. BMW does this with a simple expiration---its 349 a month for the next two weeks—after that your going to pay full pop.
So---lets hop into this interview with Craig Simpson and see what he has to say.
Let me say one quick thing about advertising and marketing. Whenever I meet someone and we invariably ask what I do ---I tell them I put people on radio and television and that I write ads and a very typical response is---yeah I can see that but, and heres the big but, in this I have personally spent time with some of the best people in advertising and most of them are not mad men type extroverts a lot of them are very introverted and have found their way into advertising because they weren’t great salespeople at least not face to face. I say that because maybe you’re the kind of person that feels more comfortable behind a screen or maybe you’re a little introverted—I wanted to let you know that theres more than one way to skin a cat and as we get into this interview I have a hard time getting this guy excited so stick with us----theres nuggets in here. OK—here we go
The 10X Rule says that 1) you should set targets for yourself that are 10X greater than what you believe you can achieve and 2) you should take actions that are 10X greater than what you believe are necessary to achieve your goals. The biggest mistake most people make in life is not setting goals high enough. Taking massive action is the only way to fulfill your true potential.
What I learned from losing a million dollars. Today we talk about making the cash is only the first step. The second, third and fourth step is not letting our egos get in the way of us keeping that cash.
Today's guest shares how he built a 50Million dollar empire and lost it all. We talk about how he is getting it back and lessons learned along the way. We also get into exactly how he is planning on attacking 2020.
Hey everybody whats up---im glad you found the show--todays guest has built a brokerage team of 100 and commonly does 1500 transactions. Let me set the table ---often time when I interview these people I want to know what they do that has gotten them to their level--how did they become so successful but, after doing a ton of these over the years I have come to realize that it is not the tactics or strategies that they have employee but, its the way they think. The way they prioritize their days or weeks. I'm always fascinated how people start in one place and end up somewhere they either never dreamed they could be or always dreamed of.
Todays guest came from a small town----ended up getting into a top tier university and then made songs selling 10M records ---he has taken what he has learned and built a massively successful real estate team.
He shares what team leaders should be providing new agents and what most agents are getting wrong. He shares what his secret sauce for getting his agents to succeed. We discuss the tools every agent must have and the skills necessary for success in 2020.
While I was setting up this interview my guest Ben Bacal was reviewing offers on a 50M+ deal.
I wanted to know was how does a person get into the circles of people that own 20M or 50M dollar home. How do you identify a group like this in your market--how to infiltrate for lack of a better word and then start doing business with these guys even though you are outclassed and outgunned. You show up in a honda accord while everyone else is rolling up in Ferraris.
Today's guest shares how he started off wanting to be a film director and instead took the skills and aesthetic he learned in film school and applied them to real estate. And how some basic camera skills and a love for connecting people helped him land a 20Million dollar listing.
We go over some of the scripts and methods he used to build a world-class database and a 100Million dollar business.
We talk about how he tackles social media when dealing with celebrities and why the higher up you go in the socio-economic environment the more authentic we all need to be.
Best Selling author Brett Bartholomew shows us how special forces and professional athletes hone their psychology to reach their maximum potential.
Some people Make good decisions quickly; while others have a knack for making great decisions but do it very slowly.
when I am making a decision about I think through scenario after scenario. Inside my head is a big game of ping pong as I play out one scenario after another trying to figure out the optimal move. I carefully consider all the pros and cons so I dont make a disastrous and stupid decision.
Careful consideration is easy--------I can buy more time by simply thinking to myself “I need more information”.
Making decisions fast is hard and once you pull the trigger consequences are coming--maybe good--maybe bad---there’s no way to rewind the clock.
Today’s episode is how successful people create goals and action plans with less than complete information. Listen here superagentslive.com
Want to go big next year? It might be time to consider radio.
Regards-
The average lifespan of an agent is about 18 months. The average agent will sell less than 10 homes next year. The average agent will constantly be cycling between overload and uncertainty. I don't want to be average.
I think its safe to say that we all realize the power of taking action in today’s busy, loud world.
A lot of entrepreneurs fail because they took the wrong action. Bruce Lee said [paraphrase] “Im not afraid of the man who practiced 10,000 kicks, I’m afraid of the man that has practiced one kick 10,000 times”.
Most people begin and end their careers trying to do a little bit of everything and never really master that single devastating kick.
In todays episode we talk about the journey to finding the perfect kick
Listen here:
Todays guest is a mindset performance coach. Sometimes we fail not because we dont have the talent or the ability or even the time.---many times we fail to reach our potential because of a mindset issue--------we want a life of abundance but, sometimes we are putting landmines in our own path--unjhconcscously---we talk about self sobotage and becoming our ideal selves.
WE discuss the signs of self sabotage and why task avoidance can become a huge issue throwint us off track of reaching our goals.
How to detach ourselves emotionally from the object, situation and task to get more stuff done. This was a fun one for me.
I hope you enjoy this episode. Please subscribe on itunes---- follow us on twiiter @superagentslive go to superagentslive.com for show notes
The secret weapon for setting appointments is a solid script. The key to a script is to never waiver. Smart prospects will try and shortcut your script by asking questions.
Most of the time these questions are reasonable and most of the time sales people jump from script to objection handling. If the salesperson doesnt stay on script and begins handling objection--------that salesperson is now on an impromptu presentation and they will 100% of the time not get the listing.
Listen to the episode here:
Today we talk with a sales trainer who last year did 10M dollar in production from door knocking.
His name is Chandler Smith and after training hundreds of door knocking salespeople today he shares with us some surprisingly simple methods he uses to get prospects to say yes to an appointment in 5 minutes.
He shares why going from introduction straight to commitment is critical and how he went from being the worst salesperson in the company to the #1 spot after implementing 3 key ideas.
I break down exactly what hes doing—he has built teams of door knockers by using college kids and he is killing it. We talk about how he finds them—trains them and even pays them.
I think you will be surprised once you hear his story.
Learn how to maximize your top of funnel sales process by utilizing both an online and offline sales process. How to use facebook chatbots to build a list and get more leads ready to sell.
We talk about how to get exposure----What kinds of testimonials you should be using and how to automate your sales process.
We talk about how your mindset might be holding you back. Learn how to take your prospects from awareness to interest and push them along to the decision stage. We talk about how you should be segmenting your interest lists and how to retarget them online.
He explains a way to spend 30 dollars in online marketing to increase your conversion rates by 50%
Do you even have a digital strategy? The average agent will sell less than 10 homes; work less than 30 hours a week and believes that his “online” strategy is solid. Most agents simply dont understand what a solid digital strategy looks like. We cover everything you need to know in the next two episodes.
In today’s competitive market you need a competitive advantage. Our podcast series will be taking a deep dive into all things we should consider as we look forward to ending the year on a high note and starting next year strong.
As we start planning for next year I am going to be interviewing people that can educate us on the types of things we should be considering for next year whether that is simple time management or where you should be spending your marketing dollars
The next two episodes are from agency owners that are experts in digital marketing. Digital marketing can be cheap, effective and immediate if you know what you are doing. I brought these guys on to explain what we should be doing in digital world ala social media.
One interesting thing about these two guys is that while both of them do google ppc, linkedin, twitter, instagram----they both spend an inordinate amount of time talking about what you can do on facebook----if two agencies are both telling me the same thing---I should probably listen.
Both of my guests talked about the importance of copy, ad types and demographics; interestingly --------Our first guest Alex talks a lot about strategy, actual numbers and click thru rate percentages we should be getting and the second guy samir talks a lot about tactics like how to run ads and create a list via facebook messenger --we also spend some time talking about how to build and use facebook bots--its not as hard as you think.
Listen here:
Building a real estate brand using the same strategies and music producers. Peter Lorimer shares how he used the same mindset and creative process to build his real estate brand as he did with #1 hits.
We discuss his pattern for starting and growing a business. We also discuss how his apparent lack of fear allowed him to catapult himself forward and identify opportunities in the market.
We are quickly getting to the end of the year and for a lot of you that means planning for 2020. I would love for you to consider joining me at exp realty. We are the fastest growing brokerage in the nation. We offer all agents top notch training for free--all the tools you need including a legit website and crm just for being part of exp and the best splits in the industry. Give me a call or send me an email superagentslive@gmail.com
The one lead generation source that is free and can yield immediate cash----this open house strategy shared by Super Agent Chris Suarez should be the blueprint for every agent that wants to double their business.
Safe is easy---safe is comfortable. Without discomfort there can be no growth---
Check out more episodes at www.superagentslive.com
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Toby Salgado interviews top producing real estate agents and they discuss sales, marketing, lead generation, coaching and their tips and tricks on how to build a bigger business and make more money.
Lars Hedenborg has built one of the most successful teams KW has ever turned out. He comes on and shares how to build and scale a profitable team.
If your more of a solopreneur---he also talks about how to hire your first assistant. He explains why you must hire someone to do the low paying jobs around the office and why you need to focus on $250/ HR work.
He explains why anyone only needs 90 days to change their life.
Lars show us the value in tracking everything you do on a daily basis and attach a dollar per hour figure to each item.
Quote "The goal of business is to stay in business".
Acronym: P.L.A.N. ---Prospect, lead follow up/ Appointments and Negotiation
I sat down with a super agent Jim Remley ---- closing over 100 transactions a year and asked how he did it. Listen Here
Is building a big business always a numbers game or can you hack the process? If you can hack the process –where do you start? Do you focus on:
- Being a great prospector
- Being a great appointment setter
- Being a great closer or
- All of the above
He shared with me the surprisingly simple tactics that helped him book 1 out of 20 conversations. He also shared his secret (not anymore) line to get listings out of every open house.
Jim shared a ton of his tactics on how to drive more traffic to open houses and own a farm.
We also spent some time talking about the silent killer-------------The one personality trait that will either drive us to the top of our offices or doom us to the bottom 10%.
Learn more about why you should choose exp realty---text expmodel to 31996
Let me ask you something---how often do you have days where y our busy all day but, seem to get nothing accomplished? Before we get to todays episode I want to share a tip that I have found useful for managing my daily calendar. It is ususally around this time of the year that I start to get lax with my daily routine and calendar-----or so it seems.
Sometimes It seems like I just cant knock anything off my daily list-------here is what I have realized. I often put down big items on my list. I put one item on my list without breaking it up into its smaller parts. This causes two big problems with your schedule that I want to discuss.
On today's show----my guest is a prolific investor and while we discuss investing--------although, this is much more of a rags to riches story. He shares how he went from the streets of india to selling encyclopedias in California and where he found inspiration along the way. We talk about managing our daily schedules---we talk about books he read to learn how to sell---how to face rejection and how he finally made it.
I think you will find his story very interesting ---I did and I got some good reminders along the way.
Every day I get emails with people asking me which brokerage they should join. Who offers the most training? Who offers the best splits---does anyone actually give an agent a website and all the tools you need? My answer is always the same exp realty. Exp gives you all the tools you need for free------they offer 20 hours of live training per week---for free and they offer better splits and lower caps than almost anyone. And for those new agents, they offer an actual mentor program---from someone that has done it and is doing real estate.
We often cram our daily and weekly schedules with things like pay the mortgage or buy shampoo. Our personal schedule cant help but bleed into our business life and thats when we start to get confused.
Confused as to what items actually deserve our attention. Do we start to knock off the little things? Each line on our schedule means "success" right?
Today I speak with Josh Smith---he has mastered the art of time blocking and has reduced weekly task list to exactly 5 items. The 5 must do's in our business.
We want everything in our live to be easier a little more effortless and the foundation begins with a quiet mind. Matthew Ferry comes on and talks about his new book Quiet Mind—Epic Life.
How do we begin to recognize that all is well in the world and prosperity is knowing all is well in the world and in our lives.
We have legacy information encoded into our minds and it increases, doubt, uncertainty and we balance those with the toxicity of ego.
What is the difference between a personal brand and a corporate brand? In today's episode we get to the heart of how your brand directly affects your business by helping you to define your ideal client.
We discuss the mechanics of targeting an ideal demographic in your marketplace. How knowing your ideal demographic will help you get super focused on where to spend your time and money from a marketing standpoint.
Is the boom over?
Everyone wants to know about the new new thing in lead generation? We talk about macro trends, whats working and why you are spending money in all the wrong places.
We talk about what the smart people are doing in real estate right now and why the broker you chooses matters.
A little housekeeping---I had 3 goals at the beginning of this year---1 get into better shape—learn krav maga and learn to play the piano-----I did the first two but, not the second---it just wasn’t compelling enough---I am replacing that third goal for another and its this.
I have a 2 year goal to make 10 millionaires---I don’t care if your starting from zero or half a million. I want to build a small high horsepower group of people. I want to build an inner circle where we can share deal flow and talk about how to be better as people. If your interested in being considered send me an email to superagentslive@gmaill.com
Toby Salgado interviews top producing real estate agents and they discuss sales, marketing, lead generation, coaching and their tips and tricks on how to become a super agent.
The easiest way to make more money year after year is by increasing your average sales price. Todays guest is a coach helping agents sell luxury property and make more money.
We talk a lot about how understanding a persons disc profile will help you close them. Most people will cloak their actual intentions and almost everyone will fail at determining an individuals disc ---we discuss how to determine whats important to your sales prospect and how to unlock the code to get them working with you.
Todays guest is the best selling author of a 6 months to 6 figures. In this episode we talk about the critical pieces that most people are missing in their businesses-----no its not some fancy facebook chatobot or the latest new lead gen tool---its much simpler than that.
We talk about why most people over complicate things and never achieve their potential and why most people get stuck along the way.
We also discuss the few areas that each one of us can improve today to start getting better results tomorrow. There is no silver bullet but, there is a tried and true path to success. Lets get to it.
Today we talk about the difference between selling houses and building a lasting business. We cover how one mistake almost toppled an empire worth almost a billion dollars and why no matter where you are ---you can always get better.
We have been getting tons of questions about exp---I made a video here www.expmodel.com
Join me on twitter @superagentslive
Its all over the media--it seems like the iBuyer movement is actually effecting the traditional real estate agent but, is it? Too many agents are worried about being dis-intermediated by new technology and systems when they should really be focused on perfecting their business core.........
Join the conversation on twitter @superagentslive
I get sick of hearing the same thing all the time. Find your value proposition, be different, add value and take more action. That very same person will also tell you to be a master closer, lead generator, social media expert and have 45 hours in each day.
Life is not like that----to succeed in business you need to wear a lot of hats but, you dont need to be the end all be all in every field. At the end of the day all you need to succeed at a high level is one measure of competency and a truckload of grit.
Todays guest show us how he has built a team of 40 agents and 3 companies doing 112 transactions at the very young age of 26.
Todays guest shares with us what he learned after spending 5 million dollars in advertising on various platforms. He explains how he builds facebook campaigns to earn a 100X ROI and how to automate your follow up.
Join the conversation on Twitter: @superagentslive
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Todays episode we talk about lead generation in both the online world and offline. Which is best? Where can you get the most leads? Where can you find the highest quality and most importantly --how much does it cost?
We cover everything from online marketing to email marketing to radio and television ads.
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Twitter @superagentslive
Todays episode we talk about launching video ad campaigns on Facebook---how to use them, what to say and when to launch them. In this hyper-competitive market we need to be more focused on building an omni-channel marketing platform rather than rely on just one pillar.
Twitter: @superagentslive
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Todays episode I talk about a few things near and dear to my heart. The first being how to find high quality leads in an over- competitive market and how having a clear brand identity will help you close more deals and create a life that is in alignment with your core beliefs.
Hit me on twitter @superagentslive
Subscribe to the show here
www.superagentslive.com
Todays episode I talk about a few things near and dear to my heart. The first being how to find high quality leads in an over- competitive market and how having a clear brand identity will help you close more deals and create a life that is in alignment with your core beliefs.
Hit me on twitter @superagentslive
Subscribe to the show here
www.superagentslive.com
Today’s show is another episode in the December daily category. Today I want to talk about differentiation.
Being different is super important but, I think most people have a difficult time being different. Some of this may stem from how we were when we were kids----kids strive for conformity not differentiation. Some of this may stem from the belief that by being different we alienate a group of people.
I say that we must differentiate or die. Whether we like it or not –we all migrate toward that thing which is different. I would propose that every single company or artist rises to the top dependent on the level of differentiation in the product.
Cars are notorious in seeking out differentiation. This brand has the best mileage, this brand is the safest and the other brand is the best value.
Can you name one industry where differentiation is not rewarded? Art? No. Music? Nope; Fashion? No way—in fashion being different is just the start.
In art---- there is sameness everywhere but, it’s the artist that are different that makes his or her work more valuable. If you didn’t know who Picasso was; how much would you actually pay for a ladies picture with offset eyes? I hate his work but, you can’t argue with a 100 million dollar price tag. Did you hear the recent story about Banksy? He sold a piece of art for 1.3 million dollars and then shredded it ---now that piece of art is priceless.
In music, fashion, art, and automotive differentiation is the one area that you control and it’s the “je ne sais quoi”—that certain something that can catapult you to the top. If you understand that differentiation is key. If you can accept that you need to be different. Why is it that most people resist change? Some even have revulsion to being different.
Is your brand truly different from your competitors? Let me tell you a story…………Listen to the podcast here
P.S. If you have any questions or comments—send them to me—–I might address them in an upcoming post. Also—for anyone interested in joining my national team with EXP—send me an email to expcurious@gmail.com
Toby
Subscribe to the podcast
https://itunes.apple.com/us/podcast/super-agents-live-podcast/id787334331
Want to maintain momentum and growth this year? Here’s how we can help https://www.superagentslive.com/Grow-Your-Business/
Today I am going to share a story about marketing and how I lost $450,000 dollars by not knowing the right questions and how many of us "dont know what we dont know"
Go to www.superagentslive.com and subscribe to the show
I hate fee’s. I hate late fees, overage fees, carry fees, booking fees -----I hate anything that can be considered a “fee”. I hate them because I am paying for nothing. Recently,
I deposited cash into my Wells Fargo bank account and later I saw that they actually charged me for using cash! Isnt that why banks were created?
I should have closed that account on the spot especially, since they charge me a monthly account fee but, I didn’t-----want to know why? I didn’t close the account for a very dumb reason.
I didn’t close the account because I had a bunch of checks that my bookkeeper had printed. For some reason I made a business decision to keep a bank account open (and pay fees) just so a few thousand pre-printed checks didn’t go to waste.
This is a very flawed reasoning but, its common. I am sure there is some kind of term for this kind of thinking-----I just don’t know what its called but, I see it all the time. I see this kind of thinking everywhere-----you want to cancel that 300 dollar a month cable TV subscription but, you don’t because its too much of a hassle to drive the equipment to the cable company. You don’t like your business logo but, you don’t change it because you still have a bunch of cards. Its everywhere and it effects everyone but, is it hurting your future.
Bank accounts, cards and cable isn’t the end of the world but, as we start the new year I would suggest we all take a look at the structural areas in our life and see what isn’t optimized.
Are you being challenged in your office or brokerage? Are you getting the training and support you need to meet your goals? Is your broker holding you back?
What is holding you back from making changes? I think you should……….
(Want to hear the rest? Listen to the podcast here)
P.S. These are just
some thoughts for the day—–I’m thinking that I will do this everyday for the
rest of the year. If you have any questions or comments—send them to me—–I might address them in an upcoming post. Also—for anyone interested in
joining my national team with EXP—send me an email to expcurious@gmail.com
Toby
Subscribe to the podcast
https://itunes.apple.com/us/podcast/super-agents-live-podcast/id787334331
Want to maintain momentum and growth this year? Here’s how we can help https://www.superagentslive.com/Grow-Your-Business/
Today has been one of those days. My alarm clock didn’t go off---I spilled coffee all over myself in the car---dropped my kid off late and in the bathroom realized there was no toilet paper just when I needed it.
Yeah---that was gross but, its those kind of days that we just need a mulligan. We need a redo ---a fresh start.
For me---the New Year is new start—fresh beginnings. It’s the little things that can have the greatest impact. A really smart guy once told me that if I could get just 1% better each day---at the end of the year I would be 365% better----that stuck with me.
I’m trying to find the little things I can change. The things I can do right now---today. That might be something personal like doing 25 pushups today or something that impacts me financially like changing the coverage on my auto policies. I just did that and saved about 1200 bucks a year----1200 dollars isn’t going to change my life but, it all matters.
How about you? What is something structural that you can change today? What is something that you can change this week or this month that will have a positive impact?
I’m not talking about making new years resolutions-----Im talking about taking action right now. Do something in the next hour-----order some teeth whitening gel, cancel that online marketing contract or make that phone call that you have been putting off.
How can you get 1% better today? How can you do just 1% more? What can you be just 1% different than everyone else?
1% better or 1% different is easy right? If its that easy why aren’t most people focusing on making these micro changes. Let me illustrate.
If I gave you the choice of getting 1 million dollars today or a magic penny that doubled everyday-----which would you choose? Most would take the million over the penny but, that magic penny that doubles is actually worth 1.3 million on day 28 and a little over 5 million on day 30. This is the power of compounding interest.
Now that you understand the power of small and incremental change----let me ask you again----what can you change today? Stay tuned—tomorrow we are going to talk about some of the places we can find some easy wins and set us up for a strong year.
2019 is going to be an incredible year to make lots of money.
Let’s first go back to 2018 and let me ask some questions. Did you accomplish your goals for the year? Is your business growing as fast as you wanted? Are you hitting your milestones or are you spinning your wheels?
2019 is going to be very different than what we saw in 2018. As we wrap up the year we are already seeing market conditions changing. In most areas of the country we are seeing slower home appreciation. We are also seeing increased days on market for listings as sellers slowly adjust to the new “normal”.
We are at a 50 year low with unemployment rates. The stock market is higher than it’s ever been although; the last 3 trading sessions have been horrendous from both a point drop and volatility levels and the federal reserve has been concerned about inflation and has reacted with 3 rate hikes this year and will most likely raise rates again in their next meeting December 18.
I am definitely NOT predicting the future but, this feels an awful lot like 2007. Whenever I go into the grocery store and hear the kid bagging my groceries tell me he’s quitting next week to become a realtor----I get a little concerned.
Where is the opportunity in 2019? I think that people should start looking at expired’s a little bit more in those markets where there are typically no expired listings. I think that mass media like radio and television will be more powerful as sellers realize the market is changing. I also think it will be particularly helpful to create an annual marketing plan for this year. Uncertainty in the markets will create opportunities for those people with long term vision and planning.
P.S. These are just some thoughts for the day-----I’m thinking that I will do this everyday for the rest of the year. If you have any questions or comments---send them to me-----I might address them in an upcoming post. Also—for anyone interested in joining my national team with EXP—send me an email to expcurious@gmail.com
Toby
Subscribe to the podcast https://itunes.apple.com/us/podcast/super-agents-live-podcast/id787334331
Want to maintain momentum and growth this year? Here’s how we can help https://www.superagentslive.com/Grow-Your-Business/
2019 is going to be an incredible year to make lots of money.
Let’s first go back to 2018 and let me ask some questions. Did you accomplish your goals for the year? Is your business growing as fast as you wanted? Are you hitting your milestones or are you spinning your wheels?
2019 is going to be very different than what we saw in 2018. As we wrap up the year we are already seeing market conditions changing. In most areas of the country we are seeing slower home appreciation. We are also seeing increased days on market for listings as sellers slowly adjust to the new “normal”.
We are at a 50 year low with unemployment rates. The stock market is higher than it’s ever been although; the last 3 trading sessions have been horrendous from both a point drop and volatility levels and the federal reserve has been concerned about inflation and has reacted with 3 rate hikes this year and will most likely raise rates again in their next meeting December 18.
I am definitely NOT predicting the future but, this feels an awful lot like 2007. Whenever I go into the grocery store and hear the kid bagging my groceries tell me he’s quitting next week to become a realtor----I get a little concerned.
Where is the opportunity in 2019? I think that people should start looking at expired’s a little bit more in those markets where there are typically no expired listings. I think that mass media like radio and television will be more powerful as sellers realize the market is changing. I also think it will be particularly helpful to create an annual marketing plan for this year. Uncertainty in the markets will create opportunities for those people with long term vision and planning.
P.S. These are just some thoughts for the day-----I’m thinking that I will do this everyday for the rest of the year. If you have any questions or comments---send them to me-----I might address them in an upcoming post. Also—for anyone interested in joining my national team with EXP—send me an email to expcurious@gmail.com
Toby
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Todays episode we talk about how to develop your brand. Where to spend your money and how to prioritize your energies. Most people will have only one or two lead generation sources and they wonder why they fail---others will have seven or eight lead generation sources and wonder why they go broke.
We talk about where to start---where to spend your money and how to put it all together.
If you want to talk about joining my national team --send me an email at expcurious@gmail.com
If you want to get more listings with radio go to www.myradioexpert.com
Before we get to the show-----there are a few things that have been on my mind. Why do some people get rich in real estate and why others just have a job----maybe they are thriving --maybe they are just surviving.
There are two things when it comes to real estate that matters and sadly--these two things many times get forgotten or just never spoken about. The first is this-----business is a game of margins---not about production. Too many times in this industry-----people strive to sell 100 units or to make 1 Million in GCI and at many brokers (Im not going to name names) it is those people that get into the exclusive masterminds--those are the people that get on stage to tell others how they did it. They wont tell you that they spent 800,000 dollars to make that 1 Million GCI. They will stand on stage and accept the award. Aftwer the ceremony---people will buy them drinks and ask how they did it. I don’t care what your Gross income is---I want to know what your net income is---how much did you put in the bank? Business is a game of margins--not about production.
I see a lot of entrepreneurs get into business and they are working it----- but, after some time---2, 3 or 4 years those entrepreneurs forgot why they are in business in the first place. When I ask people “why are you an entrepreneur?” Most of the time I hear things like--I want more happiness. I want more security. I want more free time. However, when I look at what they have built or how they have built it---------I rarely see the design in place for happiness, security or more free time.
I know a lot of entrepreneurs that are successful on the outside but, miserable on the inside. They might be “successful” but, they dont own their own time. They are ignoring the “passive income” pillar. True wealth is owning your time and getting to do what you want to do.
I am very soon going to release what I plan on doing for 2019 and it involves building a passive income pipeline and helping others build their own passive income pipeline while they build their regular real estate business. I am putting together a short list of people that want to be a part of my national team. I am looking for motivated people that want to change the way real estate is done. I have some pretty big ideas around mentorship, training and lead generation. Send me an email if you would like to be considered.
OK---lets get to the show----oh by the way---I think I might do an expanded email on the income types and how to get leverage so stay on the lookout.
One thing we all struggle with is how do we get the most out of our day—in business and in life we are constantly seeking the low hanging fruit. What is the thing that will give us the most bang for our buck? How can I best use our time---a quote that I often requote is this----money is a renewable resource---time is not. That quote can have massive impact not only on our businesses but, our personal life. We work hard so that our family—our significant others and kids can have a better life but, often we work---make money and often prioritize family below our business successes. Its sad but, true and I am guilty of this same thing.
This summer I took some time off from the world----I didn’t check my email---I didn’t take many calls----I checked out---I did yoga and meditated. I lost some clients---my wife got mad at me but, I think I earned a new perspective on living and operating my business. Below are some of the ideas.
First------Man lives by time. Inventing the future has been his favorite game of escape. We think that changes in ourselves can come about in time, that order in ourselves can be built up little by little, added to day by day. But time doesn’t bring order or peace, so we must stop thinking in terms of gradualness. This means that there is no tomorrow for us to be peaceful in. We have to be orderly on the instant.
We have to be present---in the moment; not looking forward to what we want or looking backward and either reveling in our successes or beating ourselves up about what we did wrong. A friend of mine once told me that to be present with a friend is a gift------a present and a gift are the same thing---that stuck with me.
It is only when we are present that the mind is free because it is no longer desiring anything; it is no longer seeking; it is no longer pursuing a goal, an ideal—which are all the projections of a conditioned mind. And if you ever come to that understanding, in which there can be no self-deception, then you will find that there is a possibility of the coming into being of that extraordinary thing called creativity.
II.
Inventing the future is another way of saying “setting goals.” Success, especially in the West, then it becomes about achieving those goals. We accumulate accomplishments and call it success. Success means something very different to me, and I think being a great father will be about effectively communicating this different definition of success to my kids. Success is about building a set of daily practices, it is about growth without goals. Continuous, habitual practice(s) trumps achievement-based success. This is why I often say that the guy or girl that has hustle will always do better than the person with talent.
I think “accomplishments” are traps. Accomplishments, by their very definition, exist only in the past or future—which are not even real things. Pride is the worst of the seven sins and it is closely related to past and future accomplishments. I personally, am full of pride –I am full of ego and I am working hard on getting rid of some of those traits that have served me so well in the past but, may not serve me well in the future.
III.
Most of the things we do and believe result from stories that we tell ourselves. The modern secular world looks down on religious traditions for their faith in unempirical stories, but we tell ourselves stories in the same way. “Most millionaires sincerely believe in the existence of money and limited liability companies.” To be fair, many of these stories have indeed led to human security and luxury—a better world. Some stories, though, are silly and destructive.
The story that we are told in America is that achievement—money, power, awards—equals success. I had this idea deeply imbued at a young age. We are desire-fulfilling machines: the mind literally IS desire. My desires–and therefore my actions–were shaped by these stories, like the story of achievement. Now I try to ask, what stories are we telling ourselves that are bullshit?
I wanted to write a book. Rather, I wanted to have written a book because I could carve a notch on my achievement belt.. How ridiculous! It felt good—not great—for a day.
Now I just want to explore. That may mean blog posts, research papers, new investing strategies, letters, podcasts, long periods of nothing, or maybe climbing Eiger---that’s for sure on my list. But,--who knows? Exploration is continuous, there is no end point. Focusing on exploration is very rewarding all the time. It may produce things that look like end points, like achievements, but those things are just byproducts.
The same idea applies to investing. The continuous goal, in my case, is a portfolio that has distinct advantages versus the market along dimensions like value, momentum, capital allocation, etc. There are no price targets, no return targets, no staking my results on a given outcome for a given company. A goalless process like this is incredibly hard to maintain in an industry which has convinced itself (I despise this particular “story” we’ve told ourselves) that the passage of three months requires that we get together and retrofit a narrative to explain what was likely pure noise. But hard as it is to maintain, I believe that a continuous process, informed by deep research, is the only way to beat Vanguard.
IV.
Jeff Bezos is an incredible figure. He is known for his focus on the long term. He has even funded a clock in West Texas which ticks once per year and is built to last 10,000 years—an ode to thinking long-term.
But I now realize that the key isn’t thinking long-term, which implies long-term goals. Long-term thinking is really just goalless thinking. Long term “success” probably just comes from an emphasis on process and mindset in the present. Long term thinking is also made possible by denying its opposite: short-term thinking. Responding to a question about the “failure” of the Amazon smartphone, Bezos said “if you think that’s a failure, we’re working on much bigger failures right now.” A myopic leader wouldn’t say that.
My guess is that Amazon’s success is a byproduct, a side-effect of a process driven, flexible, in-the-moment way of being. In the famous 1997 letter to shareholders, which lays out Amazon’s philosophy, Bezos says that their process is simple: a “relentless focus on customers.” This is not a goal to be strived for, worked towards, achieved, and then passed. This is a way of operating, constantly—every day, with every decision.
V.
There is an app called “Way of Life” which helps put this idea of “continuous goals” into practice. It’s just a daily checklist of things you want to do. As you check things off day after day, you create a long chain of green that you won’t want to break. It’s very effective. Here are the key ones on my list.
- No complaining
- 100 push ups
- Run
- No sugar
- Write 500 words
- Read
- Don’t eat until noon (intermittent fasting)
- Floss
- Spend time in the woods (running or hiking)
- Family Time
- Level Up
The last one—level up—is my favorite. To be able to put a check mark next to “level up,” I have to do something that day which is new or better than what I have done before. I recorded an interview with a really interesting author and investor the other day. Level up. I sent my wife flowers and a note. Level up. This simple reminder has proved invaluable.
These things are their own reward. I did not back into these things from some other goal. They are continuous goals themselves. They make daily life wonderful, and I bet they will continue to lead to things that look like achievements from the outside.
Maybe Scott Adams said it best:
To put it bluntly, goals are for losers. That’s literally true most of the time. For example, if your goal is to lose ten pounds, you will spend every moment until you reach the goal—if you reach it at all—feeling as if you were short of your goal. In other words, goal-oriented people exist in a state of nearly continuous failure that they hope will be temporary. That feeling wears on you. In time, it becomes heavy and uncomfortable. It might even drive you out of the game… If you achieve your goal, you celebrate and feel terrific, but only until you realize you just lost the thing that gave you purpose and direction. Your options are to feel empty and useless, perhaps enjoying the spoils of your success until they bore you, or set new goals and reenter the cycle of permanent presuccess failure.
Goals sneak their way into my brain. I try, but sometimes fail, to snuff them out. I am working on it. There is always that stupid interview question: where do you see yourself in five years. Instead, we should ask, what things do you think are important to do every day? What is your morning routine? That’s something I am going to start including in every interview.
VI.
I am incredibly happy in the woods. I love trees that grow sideways out of rocks and hills. They start small and survive because of some available sunshine. They grow whatever direction they must to reach more light. Their slow growth allows them to ultimately reach a form that looks tenuous or even impossible, but they are firmly rooted. I like to imagine the early days, the tree’s roots tinkering in the soil, quickly abandoning failed paths, building deep systems along better paths. These bizarre and beautiful trees end up this way because of a simple process. They operate according to a continuous goal, from the bottom up.
It is in these woods that I’ve begun to teach my son and daughter this lesson: explore for the sake of exploration, without expectation. Discover essence in your surroundings and in yourself, free from external conditioning (stories) and expectations. Build from the inside out and bottom up. Great habits and practices make a great and successful life. Cultivate those and the rest will take care of itself.
Todays guest shares how to see new opportunities in your current pipeline------there are other ways to find deals by utilizing your current marketing.
Todays guest explains how smart marketing and new business lines will improve your business, decrease stress and allow you to build the business you deserve.
@superagentslive --- join the conversation and let us know what you want to hear.
www.myradioexpert.com --Lets supercharge your business with radio advertising.
Todays episode ---we explore a significant social factor in why many people are unable to compete at the highest levels. We discuss why most people have a disconnect between what they want and actually getting it---even though----they know how to do it.
How do you start a business and take it from zero to 100 million dollars in just a few years? Todays guest tells us why and how he did it--I have to be honest I was a little skeptical and I think you will hear me trying to drag it out of him.
There are so many people trying to get you to spend you money here and there-----hear two digital experts disagree on what to do and how to do it.
twitter @superagentslive
Todays guest is an elite coach at KW---he only works with agents doing more than a million in GCI. We talk about the traits that make top producers successful and the pitfalls and trap doors that throttle growth.
@superagentslive
www.superagentslive.com
www.myradioexpert.com
Social media is more than just facebook. Its everything from Twitter to Pinterest and each platform has its own unique parameters. Each platform requires a specific voice. Today we talk about what platforms are best to get your brand noticed and which platforms you should be deploying capital.
www.superagentslive.com
Todays episode is from best selling author Dan Lefave whose book Stepping stones to success is all about mindset. He shares how he failed in his first business but, was able to turn that around and double his income despite everyone thinking he was going to fail.
Twitter: @superagentslive
Todays episode I go over some of the things I feel you should be implementing for 2018. What worked in a buyers market in 2016 does not work in a sellers market as we move into 2018. Most people haven't yet figured out how to navigate these quickly changing waters------I did a quick brain dump on what I am thinking these days.
Join the conversation @superagentslive
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Today's guest has a surefire method for moving into the luxury market in any city. We also talk about why hustle matters more than talent and what it takes to win.
Is your business growing or staying flat? We might be able to help. Check out some of the things we do to help agents increase their income and their lives
Radio------- www.realestateradioexperts.com
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Todays guest is a guy that has dominated his market with smart marketing ranging from radio to cold calling. He explains what he does--the ROI he gets and what you should be doing.
Twitter: @superagentslive
www.superagentslive.com go download my free ebook!
Need some help check out www.schoolofprofit.com
Want more listings? Check out www.realestateradioexperts.com
Dean Jackson is the Michael Jordan of marketing and copywriting in the world of real estate. Today he shares some simple tweaks that can help you convert more leads.
Twitter: @superagentslive
www.superagentslive.com ---- download my free book
Today's guest is a master pitch person----through the school of hard knocks, NLP and persuasion she shows us how to sell more.
Twitter: @superagentslive
Download a copy of my ebook here www.superagentslive.com
This is a super quick episode on how to pitch. Every has the same structure ----you should be unique
Increasing your production may be as simple as increasing your price point. Here's how----
Today's episode is about how to go from zero to a million in 15 months. No matter how good your personality is----you need a hook---a USP
Todays guest explains how he did it.
Today's guest is an internet marketing guy that is applying what he has learned online to the world of offline real estate. Key takeaways is that if you think you have a lead problem---you probably have a conversion problem.
We talk about how you go from 10 deals to 100 -------its really not as hard as you might think
Today's guest has built his business with the end in mind. He works two days a week and makes 7 figures a year.
His background in corporate america gave him a bird eye view on why this industry can be so lucrative and how the competition can be beat. We talk strategy and tactics on building a business that lasts.
Twitter: @superagentslive
www.superagentslive.com
Want to get more listings? Check out our radio arm www.realestateradioexperts.com
Today we talk about how to be a one call closer. Todays guest shares how being an actor is paramount to closing deals and helping people make a decision.
We talk about how his background and issues with ADD helped him to develop the self belief in order to launch his own business and go out on his own.
Twitter: @superagentslive
Go to the site www.superagentslive.com and get on my list---I share things with my list that I dont share anywhere else.
Best Selling author comes on the show and shares how to win more brand loyalty, retain talent longer and get stronger through co-opetition.
He grew up on an indian reservation and takes the lessons learned in the wild and often socialistic environment and apply to those lessons to business in this hyper competitive environment.
The key differences in why some companies thrive---some survive and most fail
Join the conversation on Twitter: @superagentslive
Todays guest has been a listener for a year and has done over 70 deals and is on track to make 7 figures. The key to his success is all execution of simple and inexpensive ideas.
Need some help? Check out www.schoolofprofit.com This is group coaching with actionable advice.
Todays guest is Tony Robbins kid---what has he learned? How does the most coached coach live?
@thebrokeagent comes on the show and shares what they are doing as the funny guys of real estate--I let this one sit for over a year. They share how they are taking the industry by storm and stealing the show at conventions around the nation. Dont miss this one
It took me 24 minutes to figure out what they are actually doing. Want some comedy? This is it.
Todays guest covers his scripting techniques he uses to cold call 10 million dollar listings. We cover how he handles objections and how he developed his unique value proposition.
Todays guest shares everything from how to calculate lifetime value to understanding demographics as well as, how to get more referrals.
Today we talk about going back to basics and getting your foundation right.
If your doing 30 deals or less---you need to listen to this episode
Meet Australia's Gary V--the renegade marketer. We talk about how to get more listings and be more profitable.
Its not often I get to talk with someone with true marketing chops and even rarer when I talk with someone who see's marketing in a similar vein.
We talk about everything from having your own book to how people will turn marketing dollars with zero profit to become a local or national celebrity.
Todays guest is one of only 25 Keller William University coaches.
Her shares how he took a very rough and unstable background and turn it into success. We talk about why many people make excuses about why they are not succeeding and become "blamethrowers".
@superagentslive
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Are you marketing like a big brand? Here are some hacks for 2017.
Most smart marketers want to utilize the platforms that will give them the biggest reach and while that works there is one definite drawback--You can't get personal. you using the same marketing tactics as big brands? Today we discuss the future of 1:1 marketing.
Todays smart marketers understand that we are moving back to pre-industrial revolution type one to one marketing. We are customizing our messaging to make the most impact on our prospects. We are using "addressable" channels to create a relationship marketing messages.
@superagentslive
www.superagentslive.com
Today's guest is the guy behind the guy--he invented many of the marketing strategies used in the industry.
In this episode we talk about Direct Response marketing. What it is and what it isnt----we not only talk about marketing at a high level we get into very detailed "how-to" pieces. He shares a very detailed marketing strategy that will get you listing contracts over and over.
After breaking marketing down for 40 minutes our guest shares how to generate at least 30 referrals every year. We talk about the psychology behind referrals---even I learn something about my own psychology around referrals.
Former Head of the FBI shows us how to weaponize our negotiation tactics.
We all get up to bat but, the difference whether we close that deal is all about our interaction and communication with our propsects. Todays guest explains how we can win more deals.
@superagentslive
Why is it that some people selling 300 units a year are not profitable? Todays guest and I dig into this topic and share some tips on getting and staying profitable in the world of real estate.
Today's guest has built one of the most successful expansion team's in the nation. We talk about how he has done it---the mistakes along the way and what he wishes he knew when he started.
Todays episode is all about copywriting. Writing copy can move the needle---its the basis for every kind of marketing you do-----from writing scripts to facebook ads to direct mail. Most agents are terrible copy writers---they are ordinary and boring.
Todays guest is the Michael Jordan of copywriting----we talk about everything from building your list to manipulating emotions.
The first part of the show I do a one off on how to close more deals
If you want to get serious about growing your business go to www.superagentslive.com and check out our grow your business tab.
Todays guest was named as one of the top 25 coaches in the nation by Inman. We talk about lead generation and why you should categorize your leads as online, offline, free and paid. We also talk about how to develop your unique selling proposition as well as, some tactics to tune yourself up if you are scared of door knocking
On one episode of Shark Tank, someone demonstrated the "Man Candle" which is of course a line of candles that smell like golf courses. But ...
Have you seen how smug and self-satisfied these inventors are after they give their pitch. They are even shocked when the investors give negative feedback.
The crude, rude and brutal feedback is what we all enjoy seeing, it's the reason the show succeeds, and for psychological reasons I don't have time to explain, we love the feeling we get when we hear Mr Wonderful say, "This is the suckiest suck that ever sucked!"
It's so important to understand, this is a TV show that entertains by having rich investors verbally destroy ideas like Man Candles, Pet Paint or Wired Waffles (all real products.)
On a side note I just filed a lawsuit with a tenant of mine that hasn’t paid his rent in two months---3 days later I got a letter in the mail from Judge Judy inviting me on the show—im probably gonna do it because if I win ---I will the show will pay me instead of me trying to collect from my deadbeat tenant.
Anyhow---lets get back to how actual buyers in our case people that want/need to list their homes.
In the real world, where we all actually live ... our listing prospects do not rip you apart.
They do not say funny and shocking things like ...
- Don't call me, I'll call you.
- I'm not trying to make friends, I'm trying to get my home sold for the most money..
I actually wish my prospects would say those things that way I would know exactly where I stand.
Unfortunately, when they lose interest, when they know for certain they will not buy my products or services, when they want to get out of the meeting, these are the things they will do:
- Smile, laugh and give encouragement
- Ask easy softball questions
- Being overly interested in the tiniest product details
- Giving you positive feedback and helpful advice during the presentation
Wait a second-----Aren't these things people do when they are interested?
Doesn't engagement, questions and positive feedback show buying intent?
Not in Enterprise Sales. Not in Venture Capital. Not in Private Equity. Not in the Fortune 1000 and most of the time not in the living room of that million dollar listing
If you're out asking to list someones biggest asset, these typically are NOT good signs. In a weird twist, it's exactly the opposite: these are all signs that you have lost your audience.
What should be happening?
1. Instead of laughing and quipping jokes they should be leaning forward and looking concentrated (focused on all the new & interesting things you are introducing.)
- Instead of asking questions on irrelevant facts or sidebar topics, they should be taking notes on the presentation -----this happens to me in every presentation.
- Instead of giving you advice they should beaskingfor your advice.
- And if they really aren't understanding your key ideas, they should be giving you direct and brutal feedback that the meeting is off-track.
Getting direct, somewhat rude and even brutal feedback can be great, because you know where you are in the sale. Of course it's not a positive sign, but now you can adjust quickly.
So, Is there anything you can do if your audience is just feigning interest?
What to Do:
- When they are smiling, joking, laughing: I will laugh along for a bit and then get extremely serious. Say “it’s all fun and games until you blow 50K and 6 months before you realize your marketing isn’t working”
- Don’t give long-drawn-out answers to basic softball questions. Answer simple, no-brainer questions with ever shorter statements. Shrug those off. “That's always a good topic, but we have limited time here so let’s focus on the big stuff…”
- Don’t let them give you advice. Cut that conversation thread off immediately. You're the expert, you know this product better than anyone, and you're here to make a sale or close a deal. Today, you're not looking for a mentor, you're looking for a buyer. Stay focused onthat
In the final analysis we all needed to be more guarded and observant for real buying signs.
What are the false buying signs that you often see? Send them to me and I will publish them in a blog.
If you have colleagues who should know this, share this article with them and see if they agree.
If you want to get serious about growing your business go to www.superagentslive.com and check out our grow your business tab.
Toby
Building a business is hard. We all need a good work ethic and it doesnt hurt if we get lucky along the way. Most small business fail in the first 18 months ---it takes something special to build a company that has been growing for the last 40 years.
Todays guest shares some of his hard earned wisdom about how he stays ahead of the competition and how he has stayed nimble and dodged everything from recessions to school yard fights
Thats it! You want more of these kinds of sessions let me know or just sign up for schoolofprofit.com
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If you ever wonder how we consistently get good content its not a stretch to say that we have to dig and dig----there are many interviews that we just dont air because they have no or very little value and we value your time. Todays 20 minute episode is a look into the backend of what we go through to bring you good content.
All names were taken out of the recording
Check out our new site www.copyandsend.com email marketing made easy
Todays guest is a sales and persuasion expert that shows us how to use language to influence a persons thinking and behavior.
Todays guest has been on Dr Phil and was portrayed by Tom Cruise in the movie Magnolia.
Ross shows us how to capture emotion so that you can insert filters using language--he even shows us how to embed commands using specific phrasing.
We get into this at a very granular way. I loved this episode--hope you find it as fascinating as I did.
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Ready to level up and do radio? Go to www.realestateradioexperts.com and see how you can double your business
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Go to www.getlistingssummit.com to get your free summit ticket.
Today's guest looks a lot like you--40 deals a year and wanting to grow. We talk about the mistakes he has made along the way in both launching new business, hiring the wrong people and spending money where he should have never deployed capital.
Our sponsor is wizehire.com--take the guesswork out of hiring.
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Hashtag: #unpackthatidea
Ready to level up and do radio? Go to www.realestateradioexperts.com and see how you can double your business
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Need some help? Check out www.schoolofprofits.
Go to www.getlistingssummit.com to get your free summit ticket.
Today's guest shares how he bought his first house while he was in college and was forced to sell. While he first thought selling his house was nothing but a huge hassle quickly learned that he made 50K on a 10K investment. He had never heard of "flipping" but, he was hooked.
He explains how that was the start of his career in real estate and went from flipping to starting his own brokerage to now selling real estate in a traditional model. He has learned a lot along the way including mainstays like "If you take care of the client the business will take care of itself".
It took a few years but, he stumbled onto a strategy that I've never heard before in real estate----he has built a marketplace matching sellers to sellers and his unique value proposition is so strong that he easily does 100+ deals a year.
If you are interested in getting a free ticket to our virtual conference please send me an email to superagentslive@gmail.com
You can go to www.wizehire.com to get a free personality profile and the 240 task list in real estate.
Join the Conversation Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Ready to level up and do radio? Go to www.realestateradioexperts.com and see how you can double your business
Want to start your own podcast? Check out www.viralkast.com
Need some help? Check out www.schoolofprofits.
Todays guest is a psychologist that has written the DISC profile tool for Anthony Robbins. In this episode we discussed how smart entrepreneurs use their personality profile to find flow in their business and make better hiring decisions.
We talk about how you can use this for personal growth and finding talent that is best suited for the job opening that you are trying to fill. In real estate there are essentially 4 types of sales roles---the listing agent, the inside sales agent, the buyers agent and the helper.
If you want to go to our virtual summit conference go to www.getlistingssummit.com and get your free ticket.
You can go to www.wizehire.com to get a free personality profile and the 240 task list in real estate.
Join the Conversation Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Ready to level up and do radio? Go to www.realestateradioexperts.com and see how you can double your business
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This is the Thanksgiving episode------How do you hire? What is team culture fit and making your first hires
Today's guest is a branding and marketing expert and fellow podcaster. Michael Oneal of the solopreneurhour.com comes and shares his expertise on how to build amazing relationships, how to dominate your farm and why "Hustle" is the most important thing you can have.
Michael is a world class podcast host and all around good guy who has interviewed some of the biggest names in media and sports.
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Todays guest will close 50 deals her first year with a zero dollar marketing budget. We dig into her story--going from selling cell phones this single mother of two had a lot of hustle and she shares how she will have a very successful first year.
With no admin and no marketing budget and almost no training she focused on expired's and surprisingly made it work without a multi prong approach.
In this episode I give her some ideas on what I would do in her shoes. There are some nuggets in this one---just listen all the way through.
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Todays guest is a trainer that wants to change the industry. He realized very early in his career that most agents and the industry was commoditized and when you become a commodity-----price pressure is not very far behind.
He set out to change the consumer experience from an agent centric to a consumer centric process. He feels that if you can provide a unified and high experience like big brands like Hilton or Mercedes you can charge a high end price.
We spend some time talking about mindset and he shares how when he made it by all outside metrics he felt empty----he didnt feel right--like he was extracting from his clients instead of being additive.
At the end he shares a course that he built for agents that want to level up make more money and with more joy. Theres a 500 dollar promo code at the end.
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My guest is doing 80 deals for 30Million a year. He shares how he has built a team and how he stuggled with recruiting, hiring and building culture early in his career.
We talk about how he finds leverage in his both his personal and business life to find balance to spend time with his young kids. He also shares how he used the MREA book as a business manual.
He also explains why you need your personal mission and vision statement before you ever launch your business. He explains how he found his "big why" and what gets him out of bed each day.
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We talk about how he finds leverage in his both his personal and business life to find balance to spend time with his young kids. He also shares how he used the MREA book as a business manual.
He also explains why you need your personal mission and vision statement before you ever launch your business. He explains how he found his "big why" and what gets him out of bed each day.
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Hashtag: #unpackthatidea
Ready to level up and do radio? Go to www.realestateradioexperts.com and see how you can double your business
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Need some help? Check out www.schoolofprofits.com
If you haven't nailed down your strategy for 2017. Today I outline a complete go to market strategy for 2017. I outline what you should be doing both online and offline. Here is the rough outline
Pillar number one that every business owner will have is their sphere of influence. Get all these people in your database and make sure that you have their phone number, email address and physical address. Throughout the year make sure that you touch these folks at least once a month. It can be a quick email, phone call, direct mail piece, event (coffee) or video. This pillar will be the most valuable pillar in your business.
Pillar number two that every realtor should have is a FSBO and Expired channel. You will use direct mail to begin to engage them.
For all these pillars or groups of people we will be discussing there is a very distinct sequence that we will use to move them up the value ladder it is
Indoctrination (them knowing who we are and what we stand for)
Engagement
Ascension (moving them up the value ladder)
Segmentation ( you will talk differently to someone who is going to list in 30 days as opposed to 180 days)
The third pillar we all should have is a geographic farm. We will use direct mail to engage this group. We can also use our VA to circle prospect just listed/just solds and open houses as well as, outbound cold calls
The fourth pillar we will have is that we will farm a demographic in our market using facebook ads.
To be different---we can target NOD's notice of default home owners as well as, a divorced list.
Thats it! You want more of these kinds of sessions let me know or just sign up for schoolofprofit.com
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My guest shares how he went from painting house numbers on curbs to living in a 3 story mansion with an elevator. He tells us the story of being a 25 year old grocery clerk to retiring at 40 years of age to travel the world.
We talk about how he harnessed the power of mindset to deliberately craft his ideal life. We also talk about how that has empowered him to work on the things he is passionate about--Gobundance an adventure travel group to his conference 1 life fully lived.
For those of you that want to attend his conference he is offering a 30% off promo code here: SAL1LIFE
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Listing & Selling 10M dollars houses is tough. Our guest shares how she does 200M a year in the toughest market of them all NYC.
I also share how I wrote a 7 part email engagement series and boosted my list building 4X in 36 hours. I followed the internet marketers playbook of Indoctrination, engagement, Ascencion, segmentation and re-engagment
Its easy and its free and we all know our list is our most valuable "spoke" in our business.
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Craig Proctor became the #1 REMAX agent in the world at 29 but, he didnt start out that way.
In fact, when Craig started he languished for a year surviving off the meager scraps that other agents would throw him. He continuously faced the frustration and pain of not being able to pay his bills while he watched others succeed. This combined with the fact that his marketing was costing him far more than he was making was enough to make him consider quitting in the early days.
Craig admits that he made the same mistake that 99% of all beginners make. He simply looked around at what everyone else was doing and did the exact same thing. Since all his ads looked exactly the same it was impossible to even get the attention, let alone business of potential clients in the cutthroat real estate market. Its a blueprint for financial disaster and unfortunately this is all too common, and why most marketing is such a huge waste of money.
Here are 4 bullet points to consider when building an attraction business
1 - The One Reason The only reason to advertise is to have prospects call you. Anything else is a waste and should not be attempted. Let's be clear: no one really cares about you or your image.
2 - Replace Image Ads With USP Ads The second breakthrough is to instantly replace all image ads with highly effective Direct Response style ads where the only objective is to get the potential customer to contact us. We create the desire to contact us by implementing a Unique Selling Proposition within the ads. This quickly sets us apart from every other provider in the market.
3 - Offer The Prospects A "Lead Magnet" They Actually Want What a revelation! At least in was in the Real Estate Business. Part of creating a compelling USP is to give the prospects exactly what they are looking for. In Real Estate for example most prospects are not looking for an agent, they are looking for a nice home. So instead of running ads that highlight services, you simply ran ads that highlight the emotional benefit that prospects were looking for. In the case: "Lovely homes, quiet street, great neighborhood."
4 - Advertise What The Prospects Want You may start to notice a pattern here; It's called "WIIFM." Or What's In It For Me? Many small business owners make the mistake of advertising what they sell: the product or service. The secret to getting predictable high-response rates from your ads is to connect with the prospects emotional "hot-buttons." What does your prospect desire and dream about? Find what that is and make sure that is what you are actually advertising.
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Today's episode I ask the question: Is the bubble bursting? There are lots pieces of data that points to an issue in today's market. When we look at all these data points together I can make the case that we are at the tail end of a bubble.
We are seeing
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Days on market increasing in the luxury markets while the lower end is still on fire
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The average sales price is the highest its ever been
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Purchased money loans have decreased by 4% despite the fact that helocs are rapidly increasing.
While this should frighten you it also points to opportunity if you are able to shift and adapt to the market. Here is what you need to do right now
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Develop a UVP unique value proposition
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Look at specific neighborhoods and see where days on market are increasing---there is where you will find motivated sellers
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Begin to scour FSBO and similar groups on Facebook
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Todays guest shares how he went from having a black market candy business to founding a record label and making millions to dead broke. He shares how he took what he learned from marketing entertainers to real estate.
He shares his formula for success which he calls "The Process of Profit" and how to implement that in your business today. He outlines how you can be pre-eminent with some very easy steps. He poses the question "If you were running for mayor what would that look like? Running for realtor is not that different".
I will tell you that I found his back story so interesting that we spend a good 20-25 minutes on it before we get to how you can implement some of these steps in your business so if you feel like its going slow----fast forward to minute 30 or so.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Are you paying Zillow for crappy leads? Todays guest wants to take them down with his new startup HominInApp.
Zillow built a nine figure business based on people finding out their home value. If you like most people this is one of those things that was staring right in our face the whole time and Im sure we have all asked ourselves "Why didnt I do that?" and the next question should be "Whats the next thing that is so simple it cant fail?"
Thats what we talk about today with my guest Todd Miller.
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Todays guest is an author, investor and top tier real estate agent. In this episode he puts on his coaching cap and we dig into how you should be marketing and what you should be focusing on right now in the summer of 2016.
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Today's guest shares why agents are in the unique position to find investment grade deals and why they need to be investing for cash flow.
We discuss how to spot opportunity and how to use OPM--Other Peoples Money to buy these deals as well as, how to structure these deals.
We talk about some of the common mistakes new investors make and the foundations of wealth.
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Todays guest is doing about 300 deals a year and will never answer his phone past 5pm. We discuss a wide range of topics from mindset to finding a mentor.
We also discuss what specific strategies that is working for him right now---both online and offline strategies. The cool thing is that many of these strategies are low to now cost---you just need hustle.
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How you should be using content in your business. We talk about why you should be using content in your business and what platforms you should be using. If you've ever struggled with finding your voice or how to distribute content to grow your business, differentiate your brand and be unique in your marketplace.
We discuss why you need haters and why knowing your ideal client is the foundation of knowing where to find your next client and connect with your database.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Today's guest we talk about how he went from competing in the Olympics to running a successful career in real estate. We talk about how being competitive will shape your life as well as, why we all need an abundance mindset.
We discuss how he hated being a salesperson and that almost stopped him from going into business. He shares how he got his lifetime idol to mentor him.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Todays guest was pretty inspirational. Its a story about how a high school dropout went on to found one of the most successful real estate companies in Cananda. All at the early age of 31.
After being in real estate for a mere 7 years he is easily pulling down over 7 figures a year. He is super aggressive and has his eyes on that elusive 1000 deals a year that hasnt yet been achieved in Canada.
His whole motto is "I'm doin it my way" I was inspired and I hope you are as well. His book recommendation is Relentless by Tim Grover. I got the book and I love it. If you want a free copy use our link www.audibletrial.com/superagentslive
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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We bring Tom Ferry back on the show and talk about what he sees for the future of the real estate industry.
Overall---Tom's always thinking about how to stay 25 steps ahead of your competition.
He shares a few very interesting ideas on building relationships with hedge funds and the other players that are currently holding thousands of homes in their inventory and why now may be the time they will be looking to unload them and move that money into other asset classes.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Todays guest we cover how to kill it with expansion teams, why you should be tech saavy, how to be #1 in your market and why you need to be courageous and ask for the business
Todays guest is a super high level coach---only working with people who do a minimum of 40M dollars in production. He has coached 13 of my previous guests. This is a wide ranging discussion covering mindset and reaching your potential.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Todays guest started her career with 2 mottos that being "I will never knock on a door" and "I will never make a cold call". She has since gone on and built a team of 8 and is doing a few hundred deals a year and have a 2M GCI goal.
We talk about everything they are doing for online marketing to drive traffic and seller leads. The first very critical thing that she did to fine tune her marketing was to identify her ideal client--Age, gender, income and family structure ie. single, married, kids
That one piece of information has allowed her to fine tune messaging as well as, clearly identify marketing mediums and locations. Most of this stuff is surprisingly simple however, it takes work.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Today's guest went from flipping houses in college to building a 200 person brokerage. We talk about risk tolerance and how to conquer the fear of building your own business. We also discuss how she went from part time agent to selling real estate full time.
We chat about how she was a stay at home mom and how her husband being diagnosed with cancer changed the game. She also shares some tactical advice about using social media as well as, strategies for cold outreach.
We spend a few minutes on discovering your why and how introverts can succeed in real estate.
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Todays guest is a coach that doesnt believe in coaching. He has gone from trading commodities on wall street to owning professional sports teams to coaching people to reach their potential.
Todays guest spends all his time thinking about how to make more money--we talk about the difference between a startup personality to becoming a professional manager.
We discuss how to find your "WHY" and become a purposeful entrepreneur and how to create a business that attracts money instead of chasing money.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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We talk about why you need to play to your strengths and outsource your weaknesses. Todays guest shares how and why to build a team and the systems and processes you should deploy with your team.
We talk about why you need to level up and surround yourself with successful people---we also spend some time talking about driving internet leads like an internet marketer.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Todays guest has a team of 20 with 4 admin and shes pulling down 292 deals for 2M in GCI. We talk about how she got fired from a family business for not thinking big enough-----now--shes thriving and the family business is out of business.
We talk about how she is able to adapt and stay current with a shifting economic climate as well as, how she adds at least 1000 people in her database each year. We also talk about her super power of prospecting.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Todays guest was a day laborer until he saw a real estate agent open a door and sell a house earning 10K in a snap. He dropped his hammer and nail bags and started hustling real estate. He did the work---cold calling, door knocking and meeting people.
We talk about how he built a super profitable business earning 1.9M GCI in a few years. We talk about how if you have hustle---you can win in this business.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Todays guest is a guy with a long pedigree of winning --from running coldwell banker global to launching his own brokerage focusing on selling luxury properties.
He shares that one key to his success is to always stay learning based and the importance of staying humble.
We talk about how to hire and build culture first organization and how alignment with your goals and actions reduces friction and makes success a byproduct
We also discuss how he has managed to close 94% of the last 200 listing presentations he and his inner circle have done.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Today we brought on the co-founder of Placester. We talk about digital marketing. How to get noticed online and the best SEO practices for the current climate.
We discuss the importance of differentiation and having a niche that you dominate and how to then go out and deliver massive value. We also do a little visioneering and talk about what the industry is going to look like in 5 years and how you can best position yourself today.
We talk about the importance of a CRM and how making sure all your databases are compatible with one another. We unpack the notion that technology wont disintermediate realtors and how its going to be realtors with technology that will disintermediate those without tech.
Want to build more relationships and mine your database for deals? Take a look at our new podcast production company www.viralkast.com. Send us an email and lets get started.
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Todays guest has an interesting backstory---from selling golf balls as a kid to becoming a chemical engineer before getting into real estate.
In this episode we talk about how to get a mentor, how to find deals, how to generate passive income and how he went from doing 1 flip to buying a 92 unit apartment complex.
From identifying deals to raising capital ---we discuss the full stack of going from broke realtor hocking houses to setting himself up for a cushy retirement.
And if your feeling stuck in your business and feel like you could use some help, support or just new ideas go to www.schoolofprofit.com. You can get some coaching there for less than 100 bucks a month
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Our last episode (240) on marketing was a big hit. We brought on a master marketer to talk about how the big boys are marketing their businesses. We cover some very specific areas like Yelp and Youtube--these are low cost strategies that you can implement today.
He gets into some very detailed mechanics of how to rank higher in Google and get you content seen. Some of this is content that pro marketers will never share on a stage or seminar.
And if your feeling stuck in your business and feel like you could use some help, support or just new ideas go to www.schoolofprofit.com. You can get some coaching there for less than 100 bucks a month
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Today’s guest is a best selling author. She focuses on mindset but, takes it from a scientific point of view. We discuss the differences in gender—men and women and what hold different genders back. She says that women struggle with self worth and men struggle with the fear of failure.
We talk about why its critical that your actions and thoughts are in alignment for the universe to manifest the business and life you want to build.
We spend some time on why “modeling” is so important. Why envisioning to a very specific degree on who you want to become will help train your subconscious brain to consistently seek out opportunities and relationships to make that happen
And if your feeling stuck in your business and feel like you could use some help, support or just new ideas go to www.schoolofprofit.com. You can get some coaching there for less than 100 bucks a month
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Today’s episode is all about how to market like an internet marketer and find low hanging fruit. Are you focusing on the two most important spokes in your business? Building your list and mining that list for deals. Do you have a digital strategy? Do you have a mobile strategy. If you are running a business in 2016----its not enough to just pick up the phone and call people---if you want to truly leverage your time----- you need a digital strategy that is mobile focused.
We talk about the 3 most important pieces of building a business---following up with past clients in a completely automated way---building the brand of you and growing your list/database/databank.
We talk about creating and using unique content---what kind of bribes are ethical and we get into some ninja facebook advertising tactics---get you pen ready.
If some of this is over your head---you can get some help---take a looking at www.schoolofprofit.com---- this is where we help people get on track and build a scalable, repeatable and predictable business.
Of course—if you want to build your company as a media company and turbocharge your list building head over to www.viralkast.com---let’s get your podcast launched.
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We are always on the lookout for talent. Todays guest is a phd in psychology- I wanted to bring her on to discuss the psychology of selling. I wanted to find out how we should be approaching sales prospects, how to quickly build rapport and the things we need to be aware of when dealing with clients
We talk about the power of touch, why you shouldnt assume everyone makes decisions the same way you do and why having a blueprint for each encounter is important as well as, why you need to debrief after each meeting to get better at your craft.
You can find me on twitter @superagnetslive---hashtag for the show is unpackthatidea. If your not on my list---go to superagentslive.com—download my free ebook---I hsare tips and strategies with my list I don’t share anywhere else.
And if your feeling stuck in your business and feel like you could use some help, support or just new ideas go to www.schoolofprofit.com. You can get some coaching there for less than 100 bucks a month
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Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
We live in an influence economy---as consumers we want to see good reviews on everything from Yelp to Amazon. You may have the most amazing service but, if people arent aware of you and what you do----nobody can buy from you.
Todays guest specializes in getting people exposure---on tv, radio, newspapers, blogs podcasts etc. We talk about why you should focus on getting your name out there as well as, how to do it---no money--just hustle.
You can find me on twitter @superagnetslive---hashtag for the show is unpackthatidea. If your not on my list---go to superagentslive.com—download my free ebook---I hsare tips and strategies with my list I don’t share anywhere else.
And if your feeling stuck in your business and feel like you could use some help, support or just new ideas go to www.schoolofprofit.com. You can get some coaching there for less than 100 bucks a month
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Todays episode is brought to you by Viralkast the first and only completely done for you podcast production service. Build new relationships---create a deeper connection with your database and get exposure to new audiences
Heres how it works—you interview influencers----you start building a new relationship------you take that valuable content and share with your database---your guest—then shares the content with their list. Everyone wins---you build new realtionships---create a deeper connection with your list and get exposure to new peple –this
If your currently mining your database with video stop---audio is the new reality---go to ViralKast with a K to learn more. And right now for the first 25 subscribers we are offering 50% off the getting started price.
Before we get to the content-----I wanted to share a story—this is something that many of you may have experienced. Betrayal----Im always confused when “friend” betrays me---or says one thing to my face and another to everyone else. I see it as betrayal and they call it business. When did the world get so scarcity minded that they will throw others under the bus just to improve their chances of winning in the market? I wont say names or the name of his company on this platform but, some of you may be familiar with him---in fact hes even been a guest on this show.
Why am I sharing this with you? Well I guess its because I wanted to highlight the fact that these people are out there and there may be more of them than we actually believe and more of them than we want to believe exist
It’s a reality and each of us needs to choose how we will respond to these people when this happens to us. Will we get hurt? Yes—its hurtful---will be get mad? Of course---we will be mad at them and we will be mad at ourselves for allowing this to happen but, how we actually respond is the true test of who we are as individuals---our character.
Being successful in life is more than the amount of money we make----being successful is being able to navigate the sharky waters of the marketplace and never lowering ourselves and become anything like those bottom feeders that will lie, cheat and debauch themselves to win the deal.
I wanted to share---because I wanted to let this be known as a public affirmation. I commit to each and everyone of you that in business and in life I will continue to lead a life of abundance and gratitude. I hope you will continue to join me as we all build the business and lives we were destined to have.
Todays episode we talk with a guy who with just him and a few admins is able to do 130 deals a year---not work more than 40 hours a week and will never work on weekends. This guy has developed the kind of business we all got into real estate for==-==time freedom and financial freedom. We cover why you should hire an admin or va right now----how to be super efficient and the tools he uses to get stuff done.
You can find me on twitter @superagnetslive---hashtag for the show is unpackthatidea. If your not on my list---go to superagentslive.com—download my free ebook---I hsare tips and strategies with my list I don’t share anywhere else.
And if your feeling stuck in your business and feel like you could use some help, support or just new ideas go to www.schoolofprofit.com. You can get some coaching there for less than 100 bucks a month
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
This show is produced by me Toby Salgado with help from our research team and production done by ViralKast. If your building a team and want to make sure your doing it the most efficient way----reach out to corocoran coaching—they coach 83 of the nations top producing teams and for our listeners they will give you a free business evaluation-----send an email to Bubba@corcorancoaching.com and let them know I told them to call.
In today’s episode we cover the top 20% of action items that will result in 80% of your results. We spend a lot of time talking about how to recruit top talent. How to surround yourself with people that will keep you motivated and how to find a mentor to keep you laser focused. We also talk about what is working for him in his business right now.
He shared that the most valuable “spoke” in your business is your database. If you want to nurture your database and grow your list the most valuable tool to do that is start your own podcast. Go check out www.viralKast.com to learn how we can make this drop dead simple for you. If you sign up now---you can save 1,000 dollars on your setup fee.
Check out our new coaching product www.schoolofprofit.com for $99 dollars a month you can get coached by some of the best minds in real estate. Learn from folks that have actually done it.
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Todays episode is a duo interview—a team that is comprised of an attorney and former corporate sales guy. They have cracked the code and have generated 500+ deals last year and on track for a 750 deal year.
We go over scripts and how to go from being a buyers agent and transitioning into a listing agent. We talk about the marketing they use to take down deals and how they teach others to become productive and only work on their business instead of “in” their business.
You want to do your own podcast? We are rolling out viralKast at www.ViralKast.com---a done for you podcasting service---build new relationships, deepen connection with your list and get exposure to new prospects.
Check out our new coaching product www.schoolofprofit.com for $99 dollars a month you can get coached by some of the best minds in real estate. Learn from folks that have actually done it.
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Todays guest is a soloagent that is doing about 100 deals a year on his own. We spend a bit of time talking about how he does it and stay sane. We also spend some time talking about the world of real estate and how China is buying up tons of real estate and how the fed has artificially kept interest rates low and what effect rising rates will effect real estate values.
We discuss how student loan debt is effecting first time homebuyers and how a lack of first time home buyers is effecting move up buyers. We also spend some time talking about the world of macro economics.
If you want to build your database and make a deeper connection with your database while building new relationships-----you gotta do a podcast---check out our new podcasting service www.viralKast.com
Todays guest breaks down what skills you need develop to make a fortune in real estate. He shares how he teaches his team how to get out of their own way and think like a baller.
One of the first things he does to get his team to stretch their goals is to write a list each week of the things
They want to do
The places they want to go and
The things they want to own.
We spend a lot of time talking about how to master scripting as well as, timeblocking in order to get your mindset and business in alignment.
If you want to make a splash in your business----do a podcast. We just launched the only "done for you" podcasting service www.viralkast.com
Build deeper connections with your database---build new connections with your guests and get exposure to your guests database. We are living in an influence economy and exposure is the new social capital we are dealing with.
Todays guest does around 400 deals a year but, it wasnt always like that--just a few years ago she was a solo agent. Recently she has begun building a team and adding multiple pillars of business. From working with Builders to doing regular retail business---she does it all.
In this episode we discuss why you should diversify your business
Why you need to continually be touching your database
Why you need to find a mentor and
Why you need to know your value proposition and shout it from the rooftops
Todays episode is some key takeaways I took from going to the Keller Williams Family Reunion Conference
Gary was on stage and although he spoke for more than an hour there was 3 key items he focused on. The first key takeaway was a warning---he said "Winter is Coming' he explained how the real estate industry is cyclical and that the boom times last 7-10 years. He postulated that the recovery started in 2011 and that the good times are coming to an end.
While I understand that he wants to be early in giving warnings-----I feel this is too early. In most parts of the country---the recovery began in 2013 which would push our date to 2020 and the earliest and as late as 2023.
The second key takeaway is that permission marketing is a pillar you should be focusing on. This is a fancy way of saying market to your database. Gary went so far as to say---"Your database is your business" While he said this he gave no tactical strategies or ideas on how to do this. We will be covering specific tactics you guys should be implementing over the next few weeks/months
Hey guys---show notes are a little sparse for right now----Im currently in new Orleans for family reunion. If you are here---lets meetup. Im going to be at the pavilion lounge Sunday night 6p-9pm.
One last thing---super excited about our new done for you podcasting service---its as simple as making a phone call-----we record, edit, produce and publish---send me an email if you want to know more
Hey guys---show notes are a little sparse for right now----Im currently in new Orleans for family reunion. If you are here---lets meetup. Im going to be at the pavilion lounge Sunday night 6p-9pm.
One last thing---super excited about our new done for you podcasting service---its as simple as making a phone call-----we record, edit, produce and publish---send me an email if you want to know more
Todays guest is 29 years old and is doing about 400 deals a year. We talk about how he buys a new Lamborghini each year and how that keeps him motivated. He shares how he spent the first 5 years grinding until he got to smooth sailing—Lambo Style
He shares how he feels his that secret sauce is his discipline and spending his first 3 hours each day prospecting
We go over some of the scripts he uses as well as, the 6 basic questions he asked everyone he gets on the phone.
We spend a ton of time digging into how he mines his database as well as, how he gets referrals. We also talk about the strategy he uses to figure out his exact return on every phone call, note and party he throws
You want to do your own podcast? We are rolling out viralcast---a done for you podcasting service---send me an email and we can chat.
Check out our new coaching product www.schoolofprofit.com for $99 dollars a month you can get coached by some of the best minds in real estate. Learn from folks that have actually done it.
Sponsor
Real Estate Radio Experts If you want more listings radio is the secret weapon of top producing agents www.realestateradioexperts.com
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Todays guest is a husband and wife team that is doing about 300+ deals a year. In this episode we go over why your business should be prospecting based with a marketing focus and how coupling these two skills add a multiplier effect in your market.
Check out minutes 18-22—he unpacks a very condensed strategy for building your business. We cover why you should have a FSBO and expired channel as well as, why you need to time block.
We spend a ton of time going over scripting for FSBO’s and expired’s.
This is one that you will want to listen to twice. One takeaway I want you to take away is the money is unlimited---its just energy expended on the right tasks.
You want to do your own podcast? We are rolling out viralcast---a done for you podcasting service---send me an email and we can chat.
Check out our new coaching product www.schoolofprofit.com for $99 dollars a month you can get coached by some of the best minds in real estate. Learn from folks that have actually done it.
Sponsor
Real Estate Radio Experts If you want more listings radio is the secret weapon of top producing agents www.realestateradioexperts.com
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Technology won't disintermediate realtors---its realtors with technology that will disintermediate realtors---will that be you?
Todays guest is a former software technologist-----he built software prior to getting into real estate---we spend a ton of time talking about how a technologist like him uses tech---we talk about how he went paperless and how he leverages technology to make everything easier from creating ads to video
This one is a little techy and we get into the weeds a bit but, stick with it
One key takeaway is how he is uses SEO to drive organic search in his market--he shares how when people start searching they start very broad----"I want a new SUV" but, as they learn more they start to get more specfic---Honda SUV with 4x4. He explains how he uses long tail keywords to drive traffic
Check out our new coaching product www.schoolofprofit.com for $99 dollars a month you can get coached by some of the best minds in real estate. Learn from folks that have actually done it.
Sponsor
Real Estate Radio Experts If you want more listings radio is the secret weapon of top producing agents www.realestateradioexperts.com
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Todays guest shares why he thinks real estate in the best game ever invented. He shares his feelings of why he feels that the low barrier to entry in real estate is hurting the industry as a whole.
He explains why you should build your business like a business and why you need to act as an advisor and not a salesperson.
He shares why you need to be flexible in your business and why he treats everything like a game---from lead gen to getting twitter followers.
He is a firm believer in failing forward and staying on track and focused on daily dollar productive activities.
Check out our new coaching product www.schoolofprofit.com for $99 dollars a month you can get coached by some of the best minds in real estate. Learn from folks that have actually done it.
Sponsor
Real Estate Radio Experts If you want more listings radio is the secret weapon of top producing agents www.realestateradioexperts.com
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Todays guest is a real estate Marketing specialist. He also has a podcast called top agents. The theme of this episode is “differentiation”—early in his career to stand out he wrote a book on how to get the most money for your house. The book was a hit and was soon teaching others.
He explains how everyday in every city---someone wakes up and decides they are going to sell their house----unless they know who you are---youre not going to get the deal. We talk about how making little tweaks to the copy on your website can have amazing effects and how one of his clients has doubled her business every year by blogging with long tail keywords.
He also shares that being up to date on technology can help your business----little things like having a mobile responsive site can yield massive results in organic ranking on google.
Check out our new coaching product www.schoolofprofit.com for $99 dollars a month you can get coached by some of the best minds in real estate. Learn from folks that have actually done it.
Sponsor
Real Estate Radio Experts If you want more listings radio is the secret weapon of top producing agents www.realestateradioexperts.com
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Averaging 576 deals a year for almost 10 years-----He shares his secret sauce of buying up teams that were getting out of the business.
He shares how he got into real estate---he was a journalism major and wanted to be Tom Brokaw—one day on Christmas eve—he had to fire 7 people. He hated it and wanted to do his own thing—he looked at real estate and got the bug.
He shares how he grew rapidly buying up “books of business” that were getting out of the business----for NO money.
He shares how being in a military market has helped him survive during the financial meltdown from 2008-2013.
He shares how another piece of his secret sauce is that they focus heavily on their people—both team and past clients.
He explains how you need to be tracking every single dollar you are spending on marketing----without tracking you will not know what’s working---he shares how radio and television for him is magic----he’s buying television spots for almost nothing.
Today’s guest got to 200 deals in 2 years as a listing agent. We talk about how to break into a market and generate leads of this magnitude.
We discuss something you guys ask me a lot and that is how to go from being a part time agent to a full time agent.
He shares why he thinks you should join a team and learn on someone elses dime. He also shares why he feels that in order to break the 50 deal mark you need to learn how to delegate and manage responsibly.
Courtney is a life long learner and believes that his success has been dependent on learning something new everyday.
Check out our new coaching product www.schoolofprofit.com for $99 dollars a month you can get coached by some of the best minds in real estate. Learn from folks that have actually done it.
Sponsor
Real Estate Radio Experts If you want more listings radio is the secret weapon of top producing agents
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Going from 25 deals to 100 with smart marketing targeting sellers. We talk about how he deploys his marketing dollars for maximum impact and how he has built a diversified company built to monetize every lead he captures.
We discuss why you need to have a diversified business to monetize every lead that comes across your desk—by building a full stack business you can serve you client in house with everything from retails sales to property management decreasing your cost per lead. Todays guest owns 9 different companies to be properly diversified. We spend a lot of time talking about his software lead gen company.
Scaling up needs systems his quote is “If I have to do something twice I build a system”
We talk about how he uses Facebook ads that convert—we dig into copy, font and button color and sizes.
Want to get some coaching? Go to www.schoolofprofit.com Join my calls with top producers, get an accountability partner and join a thriving community
Todays show is brought to you by Real Estate Radio Experts. www.realestateradioexperts.com If you want to level up–change the game and get more listings—radio is the secret weapon. Fill out the getting started sheet and let’s talk.
You can follow me on twitter @superagentslive
Get a free copy of the book by signing up for audible with this link www.audibletrial.com/superagentslive
Todays guest has spent 2 years in the business and has done 50+ deals and cleared 179,000 dollars in GCI.
Todays guest started listening to the show prior to doing even 1 deal. He shares that he has listened to the show and implemented the nuggets from the show. His secret sauce is that he has taken an internet marketer’s approach to his real estate business. Using this internet marketer approach he has built his business where 60% of his business has come from online and 40% referrals.
Prior to launching his business he shares how he spent a ton of time reverse engineering all the components of a real estate business and hit the ground running when he finally launched.
We talk about how he builds his list, systems and fostering community. We talk about the tools he is using as well as, where and what he outsources.
Check out our new coaching program at www.schoolofprofits
Sponsor
Real Estate Radio Experts If you want more listings radio is the secret weapon of top producing agents
Join the Conversation
Follow me on twitter @superagentslive
Hashtag: #unpackthatidea
Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
Can you really get 1000 seller calls a day? Today's guest is a marketing powerhouse that through their marketing prowess they get 1000 calls a day. The secret sauce in their business model is that they take a marketing consultative approach and offer an investment side, a wholesaling arm as well as, a traditional retail side.
They send out over 10,000 mailers a month and drive a ton of calls and using their call center and normalizing the sales process they are able to lock up any type of deal that calls in.
One thing that is missing in most real estate businesses is that they typically only focus on one thing----investment or wholesaling and most of the time just typical retail real estate. Today's guest promotes doing all three. I hope you like it.
Get a free copy of his book by signing up for audible with this link www.audibletrial.com/superagentslive
Todays show is brought to you by Real Estate Radio Experts. www.realestateradioexperts.com If you want to level up–change the game and get more listings—radio is the secret weapon. Fill out the getting started sheet and let’s talk.
You can follow me on twitter @superagentslive
Today's guest is a best selling author of 7 Levels of Communication. We discuss why the typical new agent is out of business in a year and why the way you've probably been taught to sell is all wrong. Why and how should you change you're approach to selling.
We discuss building a business that you love and working with clients that love you back. We talk about how to build strong relationships with influencer's in your market and why 1 strong relationship is worth 250 mediocre relationships.
We discuss why you should start with the end in mind---what do you want people to say about you when you die? That you were a slick sales guy or you were a giving and loving business owner?
What is the lifetime value of you're customers? You spend money getting leads and converting them but, most people fail to continue to develop that relationship to yield fruit over the lifetime of that client.
He also shares why tweaking something as simple as doing initial consultations will increase conversions and increase referrals.
Get a free copy of his book by signing up for audible with this link www.audibletrial.com/superagentslive
Todays show is brought to you by Real Estate Radio Experts. www.realestateradioexperts.com If you want to level up--change the game and get more listings---radio is the secret weapon. Fill out the getting started sheet and let's talk.
You can follow me on twitter @superagentslive
As entrepreneurs we are always looking for the low hanging fruit. Sometimes there are deals right in front of us but, if your radar is not tuned in --you will miss it.
I dig in and find out what are the tips and trick he uses to uncover hidden deals. We talk about the easiest way to build passive income and the strategies that he uses to buy existing companies with equipment and revenue with NO money out of pocket.
We also discuss the reason why we as solopreneurs need to be experts at everything--from marketing, sales, management and leadership
If you want to level up and get some coaching–we will be launching our new product called the School of Profits before the end of the year.
Our sponsor—Real Estate Radio Experts–If you want listing leads go to www.realestateradioexperts.com
Fill out the getting started sheet and see if you’re a good fit.
Follow me on twitter @superagentslive
Connect on LinkedIn https://www.linkedin.com/in/tobysalgado/
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Today's guest is 28 years old and makes 2 Million GCI. We talk about how he got some coaching from Gary Keller and that changed the game for him. He found the top guy in his market and modeled the best of the best.
He shares how he quickly figured out the math of mapping out exactly the number of calls and the number of appointments he needed to do each month. He shares why coaching was the second weapon in his arsenal that helped him level up. He explains why you need to be able to take risk and bet on yourself.
If you want to level up and get some coaching--we will be launching our new product called the School of Profits before the end of the year.
Our sponsor---Real Estate Radio Experts--If you want listing leads go to www.realestateradioexperts.com
Fill out the getting started sheet and see if you're a good fit.
Follow me on twitter @superagentslive
Connect on LinkedIn https://www.linkedin.com/in/tobysalgado/
Friend me on FB: https://www.facebook.com/toby.salgado
Todays guest is a powerhouse. Coming out of the construction world and with no sales experience he started his business by copying the corporate home builder management model.
From day 1--he developed his business from the listing side. He explains how he implemented systems and processes PRIOR to having the leads or team to support that but, he explains how being proactive allowed him to skyrocket his business and surpass competitors that have been in the market longer.
The foundation of his business stems from him putting the right people on the bus. He built this with a true management team from CFO to COO the management foundation helped him turbo charge recruiting, retention and leads.
Because he built his base on listings he knew he had to build a marketing business. He explains how smart marketing he has built an "attraction" business instead of a "chase" type of prospecting business.
Noah has done a great job of using leverage to grow. This is a key aspect of building a business that will last----the difference between good to great.
If you want to level up and accelerate your listings and conversions there is no better way than radio. Go to www.realestateradioexperts.com --fill out the getting started sheet and see if you are a good fit.
Follow me on twitter https://twitter.com/superagentslive
Friend me on Facebook https://www.facebook.com/superagentslive
Connect with me on LinkedIn https://www.linkedin.com/in/tobysalgado/
Todays guests—it’s a 2 sided interview---2 brothers---one guy was a laywer from Vanderbilt law school and the other went to Yale Undergrad and then Harvard business school----both of these guys are super smart and could have done anything---we dig into the insights they had that led them into real estate and oh by the way they are doing 220 Million dollars in volume.
We talk about why they would come from the hardest institutions to get into and migrate into the easiest industry –real estate
We will hear the one of the insights that led them into real estate was the fact that most agents don’t view realtors as advisors---everyone has a financial advisor, a legal advisor, a tax advisor but, when it comes to your most expensive asset real estate people don’t view their realtor as a true advisor and get a yearly checkup.
We talk about the importance of having a strong network in building a solid foundation for your business and why building your list should be one of the first things to focus on and once you built your list and foundation---nurture it. The guests shares how relationships are everything and why you should looks at your clients as a client for life.
We talk about the value of being a real estate agent-----you’re not only making money but, changing lives along the way. We talk about how these ultra-pedigreed guys---made more money their first year selling real estate.
We talk about the dynamics of working together as brothers----being competitive, keeping the peace and the power of trusting your partner.
We also discuss why it’s imperative to discuss how to break up with your business partner early and often.
Can you really 5X your business in one year? Today's guest probably looks a lot like you. He kept looking for the next best thing and while, some of those tactics worked out in the short term it wasn't great for a long term play.
We talk about the exact steps he took to go from 2Million to 10Million in one year. We talk about the steps he took to find a business partner that complimented his skillset. Once Mike on-boarded his partner he realized that doing work that he by outsourcing those jobs he to someone else that work got done cheaper, faster and better than he cold do it himself.
We talk about when and how he got his first isa and how doing professional photography he sells houses at 99% of list price and sells them faster than 90% of other agents in the market.
We talk about radio has grown his business by 42% in the last year. We also cover what things he should have done sooner and what he should not have done.
We also discuss about the specific steps he took for form partnerships, alliances and uses social media to grow his business. We talk about the splits he gives his ISA and partner.
If you want to level up and do radio go to www.realestateradioexperts.com and fill out the getting started sheet.
Subscribe to Super Agents Live podcast on iTunes.
Toby Salgado is the host and managing director of Super Agents Live (podcast) and Real Estate Radio Experts (radio agency). Follow him on Twitter
Today's guest is a professional investor. We talk about how to add wholesaling business line in your real estate business. You all see deals at one time or another but, very rarely pull the trigger because you don't have the money. We talk about how you should be putting those deals under contract and then sell the contract to another investor.
We cover a ton of items around macro economics and how it will effect real estate. We talk about how he feels the foundation of real estate is the ability to build long term relationships as it takes multiple people to do any one deal.
We cover a ton in this episode. Why you should be creating content each week. Why you should build your list and your database is essential to your success. How to find opportunity and raise capital. We talk about where you can find opportunity in residential vs commercial as well as, geographic locations where you can find opportunity.
Why you should focus on technology and how you can leverage it in real estate.
If you ready to level up and get more listing leads go to www.realestateradioexperts.com and fill out the getting started sheet.
If you want to know more feel free to connect with me on twitter @superagentslive or LinkedIn https://www.linkedin.com/in/tobysalgado and you can always hear more of my interviews with top producing agents at www.superagentslive.com. If you want to know more about using radio for listing leadss visit our site www.realestateradioexperts.com
How do you go from 30 deals to 108 deals in one year? Today's guest shares how he built lead generation and transaction management systems to quickly scale his business. We talk about how he took the typical real estate business to consumer model to a business to business model working with builders.
We talk about how he was relentless---not leaving the office until he got at least 1 appointment per day. How his military background left him unprepared to become an entrepreneur.
We spend a lot of time talking about building the systems that has allowed him to build a fast growing business.
If you want to level up and get listing leads there is no better channel than radio. Go to www.realestateradioexperts.com and fill out the getting starting page---Let's chat and see if your a good fit.
Getting free listing leads with Linkedin is easier than you might think.
If you’re on social media you’re most likely spending it on Facebook but, you might be missing some low hanging fruit when it comes to listing leads. If you are looking to grow your business with a limited budget; there is no better place to look than Linkedin. I recently sat down with Josh Turner, a best-selling author of “connect” teaches people how to hack Linkedin.
This episode is more of training than just a straight interview. To give you some context--- businesses can broadly be classified as a prospecting or marketing based business. Let me illustrate; Stockbrokers are prospecting based and your local dentist is marketing based. Stockbrokers are the kings of cold calling making 100 to 300 calls a day looking for leads while your local corner dentist simply hangs out his shingle. Whether your business is marketing based or prospecting based you still have the same end goal: Make a sale. The difference is how you get there. Marketing businesses ATTRACT buyers while, prospecting businesses CHASE buyers.
By using proven Linkedin strategies you can build your list, grow an audience and build credibility.
For listing leads the best thing we have seen in the market is radio. Go to www.realestateradioexperts.com and check out some of our videos. If you think your ready to level up --fill out the getting started sheet and we can chat.
Today's guest is 34 years old and makes 1 Million in GCI.
How does a corporate marketing guy crack the world or real estate and build a cloud based business. At the core of any business you have sales and marketing but, none of it can be optimized if you don't have systems. In todays episode we talk a lot about building in systems to automate day to day tasks like following up on that inspection or getting the financing contingency signed off.
Most other industries from legal to HR to sales all have systems they follow. Real Estate is the only industry that does not operate on standardized systems.
We spend a lot of time talking about the tools he used to build a cloud based brokerage. Here are a list of what we cover
Mailchimp for emails
Dotloop
Docusign
Zip Forms
Centralized Showings
Gmail
Google Hangouts
Follow up Boss
Odesk
Most real estate agents and small business owners build their businesses as a lifestyle business. The result of that is that they often porpoise --their business has ups and downs. They never build systems and processes into their model and because of that they never build a repeatable and predictable cash flow.
Today's guest comes from the non-profit world and they entered into the world of real estate not only to build a business but, to make a difference in the community. They set out to change peoples lives with where they live and in the process they did something remarkable---they changed the city.
We discuss the importance of choosing a geography to focus on (farm) and why your office should be in the center--not just of the area but, the center of the community by utilizing the press, events and marketing.
We also discuss why they built a "real estate platform" with not only a sales arm but, with a development, and brokerage with rental and staging arm in the planning.
This is a husband & wife team that doubled their business twice. They went from 20M to 40M. We talk about how they built their team and how systems have been a cornerstone in growing their business.
We get very specific in the CRM they use, the systems they implemented as well as, their marketing systems. We cover how much they spend in advertising as well as, where they deploy that capital. They share with us how they leveraged radio to add 10M in production their first year. By implementing radio and TV they grew by 5X from 20M to 90M.
In addition to covering whats working for them we also cover the struggles they had with converting leads to closed deals.
If you want "Come list me leads" go to www.realestateradioexperts.com we would love to chat with you and see if your a good fit. Radio is the secret weapon in growing your real estate business.
Todays guest has a team of 6 but, is doing 150 deals a year. In this episode we talk about what he did when he started. How he migrated from working with buyers to working with sellers. How you should build your business with automation and delegation in mind. How he has used facebook ads to crush his competition and why consistency is king.
In the beginning part of the show I answer your questions about what to do when you have some extra cash. I also talk about what we are doing with our year end planning. I discuss why you should think about what business you are really doing as well as, urging you to go out and find a niche. Whether that is waterfront, condos or apartment buildings----having a niche is key to growth as you need to build your brand around your niche----no niche equals a vanilla brand which equals a mediocre business.
I cover going thru your identity and then ask how each of the legs of your business support and grow the other. I also discuss distribution channels as well as, the sales channels that we will focus on in 2016.
For listing leads go to www.realestateradioexperts.com fill out the getting started page and lets see if your ready for radio.
Today's guest makes 700K a year and only works a few hours a week. We talk about how he does it and how he built his team and looks for in agents. We talk about when you should begin building your team and working to exit your business and become a manager instead of an operator.
He feels that its not the talent on your team but, the systems and process that you plug them into. We discuss in detail the specific systems and processes that he uses. This is one of those episodes that you will definitely want to take notes.
If you want to level up and get listing leads go to www.realestateradioexperts.com and fill out the getting started sheet.
Follow the show and conversation on twitter. My handle is @superagentslive
Be sure to sign up for our free membership site at www.superagentslive.com
Todays guest is a best selling author of "The Golden Handoff". In today's episode we talk about specific steps to take over businesses from agents that are looking to retire. Most agents will try to sell their businesses when they retire but, Nick explains how to take over a retiring agents book of business for now money.
We talk about specific steps to find agents that want to retire---specific splits, scripts and the value of a database.
As I mention in this episode we will be doing a "Your Questions Answered" episode next week. What are your questions? Send them to me and we will answer them on the air. Send questions to superagentslive@gmail.com
If you want to get more listing leads----radio is the key. Go to www.realestateradioexperts.com ---fill out the getting started page and lets see if your a good fit.
Albert will make 900K this year and his kids dont think he has a job. We cover how he is moving into the luxury market We talk about how he has reinvented himself year over year by adding value to everyone he meets. How he uses the phones to build relationships and why you shouldnt be afraid of the phones and asking past clients for help.
Our mission is to help real estate agents make more sales, close more deals and convert leads.
Get listing leads www.realestateradioexperts.com
Albert will make 900K this year and his kids dont think he has a job. We cover how he is moving into the luxury market We talk about how he has reinvented himself year over year by adding value to everyone he meets. How he uses the phones to build relationships and why you shouldnt be afraid of the phones and asking past clients for help.
Our mission is to help real estate agents make more sales, close more deals and convert leads.
How to dominate a market. The #1 real estte agent in Baltimore shows us how he did it using lead generation, coaching, and smart marketing.
Jay is in a small market with a low average sales price of 125,000 dollars and he shares how he captured 15% of his market and is #2 in his city. In this episode Jay spends a lot of time explaining what you need to do to be successful. He shares: How he captured 15% […]
Going from accountant to Super Agent–Andrew Mortazza explains how he went from the back of the office to being the face of the business. In this episode he explains: How he listed the first door he ever knocked—a Year later! The difficulty of going from being an employee getting paid every 2 weeks and then […]
Serial Entrepreneur Tom Rubens shares his experiences owning a basketball team and selling real estate. I promise that you will be inspired from this episode. In this episode Tom shares: How to build your business by mastering time management How to focus on daily dollar productive activities Why you should go out and hire your […]
Serial Entrepreneur Tom Rubens shares his experiences owning a basketball team and selling real estate. I promise that you will be inspired from this episode.
In this episode Tom shares:
- How to build your business by mastering time management
- How to focus on daily dollar productive activities
- Why you should go out and hire your first team member and replicate yourself
- How he took a risk and bought a basketball team even though; he knew nothing
- Why mindset is everything in your business and your life
- How to uncover your own personal greatness and win
- How to unlock the key to dealing with rejection
- Why door knocking will get you to the top in every industry
- How to not let rejection define your business
- Why to always offer something of value to your clients and market
- How to find ways to interact always and often with your clients
- Why you should always be servant hearted
- Understand the power of belief and how he bought a franchised team
- Understand your own pillars of truth--who you are and what you stand for
- The power of begging your day with your desires
- Dont allow negative energy to penetrate your life---just BELIEVE!
Book: The Four Agreements by Don Miguel Ruiz The War of Art by Steven Pressfield
Personal Habits: Tenacity and a refusal to lose
3 Steps: Get a mentor-----Listen and practice that they teach
Reach out to Tom at:
theaccountabilityfactor.com
email: Tom@tafactor.com
Phone: 937-938-0004
Serial Entrepreneur Tom Rubens shares his experiences owning a basketball team and selling real estate. I promise that you will be inspired from this episode.
In this episode Tom shares:
- How to build your business by mastering time management
- How to focus on daily dollar productive activities
- Why you should go out and hire your first team member and replicate yourself
- How he took a risk and bought a basketball team even though; he knew nothing
- Why mindset is everything in your business and your life
- How to uncover your own personal greatness and win
- How to unlock the key to dealing with rejection
- Why door knocking will get you to the top in every industry
- How to not let rejection define your business
- Why to always offer something of value to your clients and market
- How to find ways to interact always and often with your clients
- Why you should always be servant hearted
- Understand the power of belief and how he bought a franchised team
- Understand your own pillars of truth--who you are and what you stand for
- The power of begging your day with your desires
- Dont allow negative energy to penetrate your life---just BELIEVE!
Book: The Four Agreements by Don Miguel Ruiz The War of Art by Steven Pressfield
Personal Habits: Tenacity and a refusal to lose
Jason Daniels went from framing houses to being a Super Agent and closing more than 100 Million dollars in volume.
In this episode Jason goes deep on:
- He talks about what its like to work in a family business and the difficulties he faced
- Why you need to master scripts and dialogues to build a referral business
- Why you should go out and knock on doors today for business this month
- How to begin building your list and market to that list
- Why you should pick up the phone and be aggressive about finding leads
- How he sends out hand written notes and why it works
- How to market to your sphere of influence at church or parents at school
- Why you should send something of value to everyone on your list and then follow up
- How to get free food for your prospects by leveraging local restaurants
- Why you should set your clients expectations
- How to build your team and replicate yourself right now
- Why you should get clear on how much money you want to make an hour and outsource all tasks that are not dollar productive
- Your first 2 hires are critical and they should be an assistant and VA
- Why you should get clear on your goals and write them down and review often
- How to build your ideal schedule
- We discuss how to best utilize facebook and Twitter
- Why consistency is king
- Why you need to create a database with everyone you know and let them know that you sell real estate
- Why you need to conquer Fear.
Book: The Millionaire Real Estate Agent by Gary Keller
Tool: CRM--RealPro
From insurance agent to Super Agent in 3 years. Ryan Davis shares his inspiring story about how he had a dream of playing golf everyday and becoming a millionaire selling real estate in the process. He has only been in the business for 3 years and did 68 Million dollars last year. Ryan shares how […]
Kelly fell into real estate after the dot com bust and now is named Inman’s 100 most influential people in real estate. In this episode Kelly shares how her unexpected fail in technology led to her being a Super Agent in real estate: She also shares her ideas about: How she uses her ability to […]
Rhyan believes that by staying hungry and outworking the next guy is the key to achieving massive success. In this episode we talk about mindset, constant improvement and bucking the trends. We get into: How he bet on himself and did 30 transactions his first year; 60 his second and 120 year 3 Why he […]
Creating relationships for life is Albert Garibaldi’s mission. He has transformed himself from an underachieving student to an over-achieving Super Agent. In this episode Albert shares: The importance of being consistent Why you should let go of your ego and manage your mindset for success How to get your body and mind in peak shape […]
Wealth & Mindset; get those right and you will achieve success and happiness. In this episode Bob Corcoran breaks it down and explains how to create your dream life. He explains how to be successful in life by building the right mindset. Bob shares: Bob thinks everyone should get a coach How to create your […]
Dana Cataldi the caring agent explain how she became a super agent. In this episode Dana breaks down why you should: Always manage client expectations Get referrals by getting video testimonials and the best time to get them How to conquer fear in your business and level up and get bigger deals Why you should […]
Success is in the details; Carin shares how planning and tracking everything in her day yields massive success. In this episode Carin reveals: Why mindset is so important in the prospecting process Why picking an office for splits is bad and why you should look for more training How her team prospects and how office […]
Mike Ferry explains what it takes to be a top producing agent. In this episode he covers—Everything: He tells us why you should invest in yourself and get a coach Why you should be a voracious reader He explains how top producers always move the goal post further down the field How mindset is key […]
This episode is about planning–and yes I know that its almost February and the reason I am releasing this episode on planning is that 1. most of us dont develop a good plan and 2. If we do develop a plan by Jan 18—we have already fallen out of our plan guidelines. So this episode […]
Keep your hustle even if your 70. In this episode 74 year old Sandra Hadley tells us how she keeps motivated to out perform the majority of younger agents. You will hear Sandra talk about: The importance of finding a mentor/coach How marketing and Hustle go hand in hand How she meets people everywhere and […]
Leo is an amazing guy with a deep understanding of what it takes to be successful. In this episode you will hear Leo talk about: The Rich Dad-Poor Dad book taught him leverage and how that changed his mindset Why all agents need to start their careers with a budget How he sold his car […]
How to dominate a farm. Chad tells us his secrets on how he went from bartender to super agent and what is driving his business today. In this episode Chad shares: How to dominate a geographic farm in 8 weeks —step by step He gives us tips on how to be a lead generation machine […]
Toby Salgado is a serial entrepreneur and he talks about how he has used his sphere of influence to create 3—- 7 figure businesses. In this episode he talks about how he got his start in real estate by working with publicly traded home builders. He discusses how after the housing crash he formed a […]
Toby Salgado is a serial entrepreneur and he talks about how he has used his sphere of influence to create 3---- 7 figure businesses.
In this episode he talks about how he got his start in real estate by working with publicly traded home builders. He discusses how after the housing crash he formed a 12 Million dollar fund and how he became a hard money lender and secured all the deals with real estate. He then talks about how he was able to buy a 73 Million dollar land portfolio from a bankrupt home builder out of Sacramento.
Television Celebrity Josh Flagg shares how he uses old school marketing and leverages it to produce 200 Million in sales volume. In this episode Josh shares: How he got into selling high end properties when he was still in High School He thinks selling real estate is simply—marketing, marketing and more marketing Know your inventory […]
In this episode I talk with Kyle Gosselin a social media strategist and we talk about how real estate agents can pick up their game with social. We discuss tips, tricks and strategies of Twitter, Facebook and Google+. Kyle tells us that realtors have no idea just how good places are like Twitter are for […]
In this episode Anthony Vulin explains how after hiring and training 100 new agents he knows what it takes to be successful. Anthony has founded multiple new offices for Keller Williams and he has always built the top producing office and agents in the company. He then went and founded his own firm–The Collective. Anthony […]
Hi this is Toby Salgado and we are doing a little bonus content. I hope you enjoy this post and I want to dedicate this post to my friend Dominic—-he is a guy like many of you that has tons of talent and potential but, has not yet tapped into the giant he can be—I […]
In this episode Rick Edler shares how he went from being a beach bum to becoming realtor of the year doing 54Million dollars in sales. This was a fantastic episode and Rick tell all. Rick gives actionable advice on how he became a super agent. Rick has done some interesting things along the way to […]
Welcome to Super Agents Live Podcast. To subscribe to the show use the links below: Click here to subscribe in itunes In this episode Richard Schulman brings the thunder—–this 54 Million dollar super agent spills his guts. He shares how he went from selling almost nothing in his first year to how he has achieved […]
In this episode Rebekah Radice gives up the goods on big brands and social media. She is the social media maven in charge of social media for Better Homes and Gardens–GLOBALLY! We were lucky enough to have her on the show to discuss what it means to be on social platforms. We discuss the biggest […]
In this episode I talk with the youngest Super Agent ever on the show. Patrick Ginn is 32 years old and last year he did 76 Million dollars using a high end niche and a social media strategy. He told me how he kind of stumbled into the high end when he got a referral. […]
In this episode Coldwell Banker’s top performing agent digs in deep—she gets into the nitty gritty on marketing and the tools she uses for lead generation and follow up. She explains how she deconstructed the day in the life of a real estate agent to develop roles within her team. She explains the team building […]
In this episode Sherri Stoneberger tells us how she went being a farmer to becoming a Super Agent. Sherri is a super disciplined marathoner that contributes her personal habit of working out for 1 to 1.5 hours each day to her success. She is a firm believer in just getting out there and working harder […]
In this episode Pat Hiban shares his story on how he went from making 13,000 dollars a year to making 5.3 Million dollars. He tells us how he had a 2.6 GPA and only went into Real Estate because that was the only job he could get. He realized the secret to success was in […]
In this episode Hal Sweasy tells us how he went from stringing tennis racquets to doing 140 transactions and 65 Million dollars in sales. Hal explains how he keeps in touch and market to his list using new media. Hal develops his customers using a video blog and that high touch method has increased his […]
Dave co wrote the new york time best selling book The Millionaire Real Estate Agent with Gary Keller. Dave spills his guts in this episode and explains why you should build a team for 7 figure growth as well as, why Super Agents are learning based.
Herman tells us how he went from being a model to building his social media brand to become a real estate internet celebrity