Team Building Podcast: Recent Episodes
Jeff Cohn
Real estate entrepreneur, Jeff Cohn, conducts in-depth video interviews with team leaders, broker/owners and thought leaders around North America.
If you're currently running a real estate team and plan to scale your business and grow your revenue, the Team Building Podcast arms you with proven systems and strategies to create your own custom blueprint for growth.
With over 100,000 downloads a year, the Team Building Podcast examines how to pivot and thrive in an ever-changing real estate landscape. Jeff dives deep into creating a hybrid tech-powered office, lead generation and conversion, accountability, leveraged roles, and the creation of ancillary businesses to create long term wealth.
Self-actualization in business and life is a lot like inventing a snowboarding move, or preparing for the Crossfit Games. You have to set a vision, have awareness, and do the work while still pacing yourself.
The scary truth is: a lot of people will never self-actualize because we’re afraid of this process. But there is a process you can implement to make self-actualization easier.
Today, I’m joined by two athletes and entrepreneurs, Sylvania Harron and Jeff Lavin. We talk about what extreme sport can teach us about self-actualization and the secret to great leadership.
The first thing a team leader needs is self-awareness. You must know your strengths and weaknesses. Typically, people think they can do everything, but true success comes from focusing on what you do best and finding others to support the areas where you're weaker. This involves clarifying what you excel at (level 8 skills) and focusing on those, while delegating other tasks to those who can handle them better.
Achieving anything great requires you to focus on the nitty gritty and the 30,000ft view. at the same time. Great leaders can zoom in on the minutest details and also zoom out to see the bigger picture.
In high-performance scenarios, understanding when to push hard and when to pace yourself is critical. This approach prevents burnout and ensures sustainable performance over the long term.
Many people are scared of self-actualization. They avoid facing their dreams and fears because they're afraid of failure and the hard work required to reach their highest potential. However, facing these fears head-on and becoming self-aware are crucial steps toward personal and professional growth.
Inventing a snowboarding trick can teach us a lot about self-actualization. You need to have air awareness, understanding the bail points to avoid injury if things go wrong, and adhere to the four P's: Practice, Patience, Persistence, and Perspective. Practice involved countless reps, refining your skills continuously. Persistence means getting back up after every fall, despite the setbacks. Perspective required external feedback, analyzing the metrics or watching video footage to align your performance with your goals.
Guest Bio
Sylvania Harrod is an entrepreneur, best-selling author and athlete. Follow @sylvaniaharrod on Instagram.
Jeff Lavin is a former pro snowboarder, best selling author, private equity general partner, and investment banker. Follow @theshredneck on Instagram.
From real estate to healthcare and manufacturing, AI integration is rapidly becoming a reality for organizations everywhere. And as business leaders, it's crucial for us to understand its impact on tasks and organizational management. In this episode, Jeff sits down with industry experts Chris and David Tamm to discuss how AI is revolutionizing various industries, such as real estate, healthcare, and manufacturing. With AI integration rapidly becoming a reality in organizations worldwide, it's crucial for businesses to stay ahead of the curve and understand its impact on tasks and organizational management.
By leveraging automation tools and custom tooling, AI can enhance efficiency and effectiveness in your business operations. Learn how AI is transforming consumer preferences and contributing to unprecedented advancements across industries.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Are you a real estate agent or broker looking to elevate your team and client relationships? Look no further! In this episode, discover how you can transform your approach and forge strong strategic partnerships in today's dynamic market. Joining Jeff is Dave Savage, the visionary behind Mortgage Coach and Win by Noon. Dave shares game-changing strategies for aligning with mortgage professionals and providing exceptional value to families.
From mastering impactful communication to leveraging leadership for business growth, this episode is a treasure trove of knowledge for leaders in the real estate industry. Plus, learn innovative entrepreneurial strategies and purpose-driven leadership techniques for achieving financial freedom.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Are you a real estate agent looking to take your business to the next level? Or maybe you're a seasoned investor searching for strategic growth opportunities in the market. Look no further because today's episode is jam-packed with invaluable insights from one of the top minds in the industry. In this episode, Jeff is joined by special guest, Stephen Meadows. Stephen is the CEO of Coldwell Banker Premier, a top-performing brokerage in the bustling DC metro area. With over 1700 transactions per year under his belt and a strategic mind for mergers and acquisitions, Stephen shares his invaluable insights on growing a successful real estate business.
From building strategic partnerships to maximizing property value and navigating market trends, Stephen's journey from humble beginnings to real estate magnate offers a wealth of knowledge. Don't miss out on this expert advice for scaling operations and creating an exit strategy in today's competitive real estate landscape.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Are you tired of letting fear hold you back from reaching your full potential? As an entrepreneur and thought leader in the real estate industry, Jeff Cohn has experienced his fair share of challenges and successes. In this episode, joining him in the studio is Kathryn Nizzi, CMO of ERS. The tables get turned as Kat interviews Jeff and they dive deep into his personal and professional journey.
From overcoming fear of failure to redefining success, Jeff candidly shares his mindset shifts and commitment to continuous growth. Discover how authenticity, rejection, and building wealth have played a role in his impactful leadership style. Get inspired by Jeff's passion for making a positive impact in the real estate industry and beyond. Don't miss this valuable conversation on personal growth and entrepreneurship with Jeff Cohn.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Feeling trapped with your brand? Looking to raise it up? Join us as Jeff sits down with Kathryn Nizzi, Chief Marketing Officer at Elite Real Estate Systems as they dive into the strategic rebranding process. You will gain insights into rebranding practicalities and its profound impact. This is an essential listen for those seeking to enhance their business identity. Learn how Elite Real Estate Systems forged a robust brand ethos and visual identity through a client-centric approach, innovative marketing, and community engagement in line with their evolving goals. Tune in for guidance on stepping up your branding game and propelling your business towards success!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Learn how to build a top real estate team with tried-and-tested strategies in this episode. Discover how to hire the right people, use technology effectively, and succeed in today's market. Join Jeff and Cali Rethwisch as they discuss her journey to leading a successful real estate team, sharing unique recruitment tactics and building authentic relationships.
Gain insights on overcoming challenges, maximizing growth, and mastering effective team leadership, whether you're a seasoned broker or new to the industry. Don't miss out on implementing these game-changing strategies for your team's success.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Are you struggling with the challenges of today's real estate market? In this episode, Jeff shares groundbreaking strategies aimed at profitability and wealth building for real estate teams and brokerages. Gain insights from our firsthand experiences at major industry events and discover our unique, comprehensive platforms at Elite Real Estate Systems. Learn why our solutions, backed by years of success and leadership, are your ticket to creating sustainable profits and preparing for your eventual exit from the business.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Are you looking to build an amazing company culture for your business? On this episode of the Team Building Podcast, Jeff Cohn will share five powerful strategies for creating a positive company culture that will last a lifetime. Learn how to generate leads, convert those leads and create systems and strategies to help agents make more money in less time. Get actionable tips on building an enriching, positive workplace culture that encourages growth and attracts top talent.
Follow this link to the Elite Team Building Guide!
This podcast is produced by Two Brothers Creative 2024.
Original Air Date: 28 August 2023
Are you looking for the best business model for your real estate team? Join Jeff Cohn on this enlightening journey as he takes a deep dive into four of the top real estate team models. From the community model that fosters collaboration to the Rainmaker model that's known for its sales success, to the CEO and Navy Seal models, each has insightful benefits when applied to your team. Uncover valuable information and make informed decisions as you explore these team dynamics.
Click here to download Jeff’s Elite Business Plan.
This podcast is produced by Two Brothers Creative.
Original Air Date: 14 August 2023
Do you want to build a positive team culture in your company? Look no further! In this step-by-step guide, we'll cover the top tips and tricks for improving your team culture. Learn how to create a stronger sense of purpose, foster open communication, and reward performance - all tailored specifically for building an effective team culture.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Original Air Date: 21 August 2023
How can teaming up with mortgage firms revolutionize lead generation and client referrals for real estate teams? Teaming up with mortgage firms can revolutionize lead generation and client referrals for real estate teams. In this episode, Jeff and John from Aksarben Mortgage discuss how partnering with a mortgage company can transform your business.
They dive into leveraging these relationships for increased lead generation, conversion rates, and support, highlighting the transformative potential of such partnerships. Emphasizing the power of positivity and perseverance, they advocate for genuine partnerships beyond transactions. Practical strategies for initiating and optimizing these partnerships are shared, inviting collaboration opportunities with Aksarben Mortgage for enhanced business growth.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Struggling to boost your real estate business with AI? Discover how to revolutionize your daily tasks and personal life with AI! Join Jeff Cohn and Shawn Quintero as they talk about best practices into leveraging AI ethically and effectively in real estate. Unveil the power of AI in enhancing efficiency and unleashing creativity.
Gain firsthand insights from Shawn's AI journey and learn why embracing AI tools is key to staying ahead in real estate.
Plus, you’ll get a sneak peek at Elite Real Estate's upcoming AI program! From virtual staging to AI-driven marketing, this episode is your guide to automating tasks, sparking creativity, and personalizing interactions in the tech-driven era.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Have you ever felt like you're stuck in a rut and can't seem to reach your goals? We all have big dreams and aspirations, but oftentimes we struggle to turn them into reality. On this episode of the Team Building podcast you will learn about the one key factor that can make all the difference: accountability.
In this episode, Jeff is joined by ERS’s own Logan Boyce, a powerhouse in real estate growth and training. As the architect of Elite Real Estate Systems' coaching approach and leader of Montreal's Elite Real Estate Group, Logan dives into agent motivation and engagement.
Join us for an engaging discussion on strategies that drive agents and team leaders to peak productivity and success. Drawing on Logan's vast experience, this episode illuminates the path to a million-dollar net with minimal weekly effort and how to transition to a CEO role.
In an era where leadership and accountability are vital for success, Logan and Jeff dissect transformative training essentials. They address common challenges faced by team leaders, offering practical tactics to boost agents' performance, highlighting culture, value alignment, and strict standards.
Logan's journey from inspiration to action showcases mentorship's power and strategic implementation. His wisdom underscores the strategies' universal effectiveness across diverse markets.
Tailored for team leaders, broker owners, and agents seeking guidance, this episode stresses consistent, quality training and accountability's significance.
Achieve accountability-driven growth with Elite Real Estate Systems today!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Step into the forefront of real estate development with this brand new episode of the Team Building Podcast as we explore, 'How to Scale a Successful Real Estate Team in 2024.' In an ever-evolving market, this episode provides strategies and insights for real estate professionals aiming to expand their teams and achieve unprecedented success. Jeff talks about the importance of defining success, establishing a solid team foundation, and employing innovative tactics for lead generation. This episode explores how to create a team-centric culture, essential habits for success, and optimal team structures. Additionally, we discuss the critical alignment of team goals with individual behaviors to foster a winning culture, and outline a strategic four-step plan for effectively scaling your brokerage. This episode is designed to empower real estate professionals with actionable tips and deep insights, ensuring they are well-equipped to navigate the challenges of scaling a team in 2024.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Are you tired of being recruited or trying to recruit real estate agents? On this week’s episode of the Team Building Podcast, host Jeff Cohn gets blunt with the state and morale of the real estate industry. It used to be easy to just go out there and find people who wanted to buy or sell a home but that’s just not the reality of today’s market. Jeff discusses why agents are tired of the same old recruiting tactics used over and over again and how you can bring some life into your recruiting strategy. Jeff shares his expert insights on generating leads to attract top agents, the importance of providing comprehensive and tailored training to empower these agents, and leveraging events to strengthen community bonds within your team or brokerage. He emphasizes that the right combination of these strategies is key to fostering an environment where agents can excel and achieve their highest earning potential. Join Jeff as he offers a wealth of knowledge and practical advice, making this podcast episode a must-listen for anyone looking to scale their real estate business and create a thriving professional community.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Do you know what category your leads are in? In this episode of Team Building Podcast, Jeff Cohen discusses the strategy behind transforming lead generation into successful lead conversions within the real estate industry. Using the strategy of LP Mama and unveiling how his team revolutionized the conversion of Google PPC leads, Jeff walks you through not just how for over 10 years his team has been able to successfully convert leads. Jeff aims to empower you and your brokerage with the tools, systems, and mindset needed to elevate your lead conversion rates to unprecedented levels. Jeff tells you what it means to genuinely engage and convert leads by fostering trust, establishing genuine communication channels, and utilizing strategic systems designed for maximum impact. From utilizing sophisticated CRM tools to categorizing leads based on their readiness, Jeff tells you how to reshape your approach to lead management and setting you on the path to achieving remarkable success in the competitive world of real estate. You don’t want to miss this week’s episode of the Team Building Podcast!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Who is the fastest growing real estate team in Tampa? Join Jeff Cohn as he welcomes the dynamic KKG Team, Tampa's fastest growing real estate collective, for a candid discussion on their rise to success. Be inspired by their relentless dedication to hitting lofty goals, mastering the art of the sale, and staying at the forefront of industry innovation. The Kilene Kelly Group's very own Kelly Hildreth came onto the scene motivated by years of industry observation and is now setting sights on reaching that coveted million-dollar mark. Bouncing back from her struggles, she's keen on sharing her steadfast approach - embracing relentless consistency and the power of 'enduring the suck'. Learn the call conversion code that could redefine your sales strategy- discover the finely-tuned process that turns dial-ups into deals. But it's more than numbers – understanding the value you bring to the table is foundational. Be prepared to switch off from autopilot and engage in some self-reflection that could reshape your professional ethos. You don’t want to miss this week’s episode of the Team Building Podcast!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Do you know what it takes to earn a passive Income? Do you think commercial real estate is more complicated than residential? On this episode of the Team Building Podcast, Jeff sits down with Matt Aitchison to discuss his thoughts on what your daily routine should be, what all successful CEOs have in common and how to invest your money the most effective way in real estate.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Are you a real estate agent looking to maximize your net income? In this episode of the Team Building podcast, Jeff Cohn sits down with Ben Mathes, CEO of kwElite, to discuss key strategies for boosting your profits in the world of real estate. From negotiating caps on transaction fees to implementing effective systems, Ben shares his insights on recruiting, training, and retaining top talent. He also touches on lead generation, conversion, and best practices for survival in today's market climate. Plus, learn about the exciting compensation plan offered by the Aksarben Real Estate Group and how joining Elite Real Estate Systems can help you achieve financial success. Don't miss out on this valuable conversation that highlights the importance of culture and social activities for recruitment efforts. Get ready to take your real estate career to the next level!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Are you struggling with lead generation for your business? In this episode of The Team Building Podcast, Jeff shares his insights and strategies on how to effectively generate and drive leads. As a leader, it's important to not only know how to generate leads yourself, but also to help others do the same. In this informative episode, Jeff discusses the three types of lead generation and shares his personal experience with hosting informational lunches and interviews with top agents in the market. Don't miss out on valuable tips and techniques for lead generation that can help take your business to the next level. Let's grow our businesses together!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Are you ready to take your team to the top in 2024? Jeff will walk you through on how to have a dominant team in the real estate, mortgage, title, or insurance industries. In this episode, we'll cover everything from leadership strategies to effective communication techniques that will help you achieve success for years to come. Don't miss out on these value-packed insights and achieve success in 2024. Tune in now! #TeamBuilding #Podcast #BigPicture2024
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
Join Jeff Cohn and Elite Real Estate Systems' Team Building Bootcamp for 5 days of actionable content, engaging sessions and top-notch guest speakers. Our one-week event will equip you with everything you need to know about training and retaining agents, converting leads, and launching ancillary businesses. Current ERS clients get a free ticket - don't miss your chance to level up with us from January 29th to February 2nd! Visit TeambuildingBootcamp.com to secure your spot at the Team Building Bootcamp 2024.
Follow this link to sign up!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2024.
In this episode of the Team Building Podcast, we are excited to unveil the latest updates on Elite Real Estate Systems' 2024 restructure. Jeff is taking ERS to the next level by bringing all their businesses under one entity, allowing for national expansion and capital growth. With a new restructuring in 2024, ERS is expanding nationally and inviting business owners to explore partnership opportunities. Get ready to learn more about ERS's exciting plans for the future and how you can be a part of it. Don't miss out – tune in now!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
How do you set your team up for long-term success? It’s easy to say but hard to do: recruit, train, and retain. On this episode of the Team Building Podcast, we’re joined by guest hosts Logan Boyce and Jon Ehrlick as they go back to real estate basics, covering the essential need to recruit well, train better, and retain more quality team members. It comes down to determining your own ambitions and goals so that your team knows what they’re fighting for while also recognizing when talent is exceeding the tasks before them. Tune in and start team building!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Are you a leader of a team in need of guidance for the upcoming years? Then this Team Building podcast episode is exactly what you need! Join Logan Boyce, the Director of Coaching at ERS, and his leadership team from Montreal's Elite Real Estate Group as they discuss the key takeaways from 2023 and the challenges that will be faced in 2024. Find out how to stay accountable, motivated and resilient despite rising difficulty levels. Tune in now to get actionable advice on preparing for future success!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Is your career stuck in a rut? Or are you struggling to style out a vision for your future? Learn how the Elite Real Estate Systems Guide can help you build and scale a dominant team. Learn the 12 main pillars of elite real estate systems group coaching, and gain insights on how to build and scale your team. Jeff will show you the power of career visioning that can help you take control of your life and business, no matter what industry you're in! Tune in now for an exciting journey that will help you craft a plan for your success.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Struggling to keep up with the competition as a real estate agent? Get advice from two of the best in the business! Join Jeff and Andy Kueny as they discuss past successes, real estate coaching, and how agents can increase their outlook by learning to manage online leads. Find out how Jeff and Andy overcame their challenges and had major success in this powerful episode about real estate coaching.
Find out more on the Team Building Podcast and Elite Real Estate Systems here.
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Are you a real estate broker or team leader looking to take your business to the next level in 2024? In this episode, Jeff discusses the importance of lead generation, lead conversion, and implementing effective systems and strategies for success. Get actionable tips on how to thrive in a changing market climate through his decades of experience in the field. Don't miss this must-watch guide to transforming your real estate business!
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Are you a real estate agent who wants to prepare for the upcoming holidays and maximize your business potential? Learn how to stay focused and motivated during the challenging winter months, while uncovering motivated clients using innovative methods. Jeff is joined by Logan Boyce, Team Leader of Montreal's Elite Real Estate Group. Logan shares his experience transitioning to team leader, and gives valuable insights on thriving in the Canadian real estate market – including rate impact on buyers & sellers, market fluctuations and more!
Click or copy this link to schedule your ERS Demo Call.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Are you ready to take your real estate business to the next level and generate recurring revenue? Jeff Cohn is here to help with this episode of the Team Building podcast! In this episode, Jeff talks about how important it is to prioritize time blocking and work within our highest income producing tasks. He offers strategies on how to build a successful business that will create long-term recurring revenue. Don't miss out on this essential advice for building a sustainable business in the real estate industry! Tune in now and set yourself up for success in 2024.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Are you ready to take your business to the next level in 2024? If so, don't miss this episode of the Team Building podcast! Jeff is sharing his expert advice on how you can prepare for 2024 success by planning ahead in Q4 of 2023. He has invaluable tips and insights into what top team leaders should be doing to better their businesses and set themselves up for success.
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Looking for the perfect strategies to retain top agents? Well, you've come to the right place! In this episode of Team Building Podcast, Jeff Cohn dives deep into the best strategies around retaining agents with class. Hear all about culture, leads, lead conversion, accountability and systems & strategies that can be implemented into your business today. Learn the secret to successfully retaining top agents in style! Tune in now - you don't want to miss it! #TeamBuilding #RetainingTopAgents
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Do you know how to create leverage in your business to scale? Are you aware of the right strategies and tactics for efficiently managing a diverse set of businesses that report to you? As a CEO team leader, you know that managing responsibilities and multiple teams is a key part of driving massive growth. In this episode of the Team Building podcast, Jeff Cohn has tips on creating leverage, hiring direct reports, and managing diverse businesses - all applicable to any industry! Unlock your business's full potential by learning crucial aspects that you may already know but haven’t taken advantage of. #CEOteamleaders #TeamLeaders #TeamBuildingPodcast
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - https://www.eliterealestatesystems.com/jeffsbusinessplan #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Are you an entrepreneur looking for the edge to get ahead and scale your business faster? On this episode of the Team Building Podcast, Shawn Quintero - ERS COO and CAIO - chats with Jeff and shares his expertise on how AI can help give your business the competitive advantage. He’ll let you know which platforms to avoid, what the do's and don'ts with AI are, and how implementing AI can help you scale your business. Don't miss out on this episode of the Team Building Podcast! #ScalingBusinessWithAI #TeamBuildingPodcast
Find out more on the Team Building Podcast and Elite Real Estate Systems here: GrowWithERS.com https://www.eliterealestatesystems.com/growwithers
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - https://www.eliterealestatesystems.com/jeffsbusinessplan #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture
This podcast is produced by Two Brothers Creative 2023.
Have you ever wondered how successful businesses get things done? In this episode, we explore the secrets behind getting and maintaining traction - the EOS or Entrepreneurial Operating System with ERS COO, Shawn Quinteiro. From understanding the importance of having the right people on board to clarifying your mission and vision for the future, get tips on how to lead effective meetings that ensure success. So get ready to take on your business journey with a new understanding of how EOS systems and traction can help your business!
Find out more on the Team Building Podcast and Elite Real Estate Systems here.
To Download two free PDFs: Jeff's Business Plan and his Lead Generation Guide, Click Here - #ers #eliterealestate #realestate #realtors #realty #business #smallbusiness #teambuilding #teamculture #shorts
This podcast is produced by Two Brothers Creative 2023.
Are you ready to take your business to the next level? On this episode of the Team Building Podcast, Jeff Cohn talks about Elite Real Estate Systems coaching and how it can help you reach new heights. Whether you're a team leader, broker owner, thought leader, or anyone else with an entrepreneurial mindset, ERS coaching is here to show you the way. Tune in now so you can start taking your career to the next level!
Follow this link to Grow With ERS.
This podcast is produced by Two Brothers Creative 2023.
Are you looking to maximize your communication within your team and organization? In this episode of the Team Building Podcast, Jeff dives into the 7 Levels of Communication. Find out what these seven best ways to communicate are, and how they can help you better engage with your consumers and recruits with an effective approach.
Follow this link to Grow With ERS.
This podcast is produced by Two Brothers Creative 2023.
Are you looking for ways to take advantage of recruitment presentations? Learn the exact processes to share a recruitment presentation and other strategies to help your recruits get the most out of your organization. In this episode, find out how you can give your recruits the tools they need to become their best selves, make more money in less time, and with less energy!
Follow this link to Grow With ERS.
This podcast is produced by Two Brothers Creative 2023.
Are you looking to build a successful team of agents and increase retention? Look no further! In this episode of Team Building Podcast, Jeff talks about the three types of agents you'll want to consider for recruitment and cover the culture leads, accountability systems and strategies necessary for retaining each one. Discover which type of agent is best suited for your organization and take your business to the next level with these tips!
Follow this link to Grow With ERS.
This podcast is produced by Two Brothers Creative 2023.
Are you looking to make your office culture attractive to the top talent in the marketplace? Learn the key aspects of office culture that will help you attract and retain quality employees. In this informative episode, Jeff dives deep into what makes an office culture stand out and how it can benefit your business in the long run.
Follow this link to Grow With ERS.
This podcast is produced by Two Brothers Creative 2023.
Learn how to use presentations to your advantage and get more leads in this informative episode of the Team Building podcast! In this episode, Jeff Cohn explores how buyer presentations, seller presentations, and recruiting presentations can help you secure more business, recruit more agents, and retain more agents. Tune in today to discover how utilizing various types of presentations can help you take advantage of more leads.
Follow this link to the Listing & Buyer Presentation Guide!
This podcast is produced by Two Brothers Creative 2023.
Are you looking to build an amazing company culture for your business? On this episode of the Team Building Podcast, Jeff Cohn will share five powerful strategies for creating a positive company culture that will last a lifetime. Learn how to generate leads, convert those leads and create systems and strategies to help agents make more money in less time. Get actionable tips on building an enriching, positive workplace culture that encourages growth and attracts top talent.
Follow this link to the Elite Team Building Guide!
This podcast is produced by Two Brothers Creative 2023.
Do you want to build a positive team culture in your company? Look no further! In this step-by-step guide, we'll cover the top tips and tricks for improving your team culture. Learn how to create a stronger sense of purpose, foster open communication, and reward performance - all tailored specifically for building an effective team culture.
Follow this link to the Elite Team Building Guide!
This podcast is produced by Two Brothers Creative 2023.
Are you looking for the best business model for your real estate team? Join Jeff Cohn on this enlightening journey as he takes a deep dive into four of the top real estate team models. From the community model that fosters collaboration to the Rainmaker model that's known for its sales success, to the CEO and Navy Seal models, each has insightful benefits when applied to your team. Uncover valuable information and make informed decisions as you explore these team dynamics.
Click here to download Jeff’s Elite Business Plan.
This podcast is produced by Two Brothers Creative 2023.
The best team cultures are so great, new recruits just naturally soak up what they need to succeed. That type of culture doesn’t just happen on its own though. It requires accountability, growth, and extreme ownership on the part of the leader.
How did Brandon Oot go from disillusioned bartender to running a $15 million team in 3 years? What kind of culture does he work hard to create?
In this episode, entrepreneur and broker/owner of the Core Real Estate Team, Brandon Oot talks about his journey and how he actively runs a culture of success.
Three Things You’ll Learn In This Episode
- Gain self-awareness through activity
How does stepping out of the many roles on our teams help us identify what we’re good at?
- Make everything your fault
Extreme ownership can be scary, but incredibly liberating. How can we use it to make our teams better?
- If you want the best, become the best
Many leaders are frustrated by the quality of recruits they attract. Could this be self-inflicted?
Guest Bio
Brandon Oot is an entrepreneur and broker/owner of the Core Real Estate Team. For more information, follow @boot4186 and @corerealestateteam on Instagram. You can also call 315-450-0674 or send an email to brandon@coreteamny.com.
When you leverage real estate the right way, it opens doors and provides a life most can only dream about. By going beyond selling real estate to investing in it, you create opportunities to level up quickly.
Megan Ahern and her husband went from living in a travel trailer to buying over 60 properties and running a successful staging business. Now they are moving to Maui while still maintaining their large portfolio in Nebraska.
How did her story begin, and how has she used real estate to build her dream life and make an impact? In this episode, the real estate entrepreneur tells her story and how she grew a successful investing operation.
Three Things You’ll Learn In This Episode
- A great ancillary business
Why does staging work so well as a vertical to add to your real estate operation?
- The challenge (and opportunity) of investing remotely
When you live far away from your properties, solving problems isn’t as easy as driving there. How do you make this easier?
- Real estate meets impact
How is Megan using her real estate investing operation to contribute to a meaningful cause?
Guest Bio
Megan Ahern is a real estate entrepreneur and investor. She’s the co-owner of Acorn Properties, a company that flips houses, holds rentals, and has sober living houses. Megan and her husband have bought over 60 properties in (and around) Lincoln Nebraska since 2018. They also own a home staging company Acorn Home Staging and they hope to start opening more locations across the US by the end of 2023! For more information, follow Megan on Instagram and head to https://www.acornhomestaging.com/.
Business leaders want the freedom to focus on their zone of genius. Unfortunately, they delay that by holding onto every activity in the organization. To build a 7-figure operation, we must relinquish a lot of the functions in our businesses.
Why do so many people struggle to take this step? How do we let go of the urge to micromanage?
In this episode, Matt Johnson returns and we talk about what holds people back from the freedom they seek.
Three Things You’ll Learn In This Episode
- Bad advice for business
Micromanaging may work in running a successful comedy show. Does it hurt us in business though?
- The Good Samaritan mentality
We don’t take things off our plates so we can do nothing. How does leverage allow us to provide more value?
- A winner never thinks they’ve won
How do we raise our ceiling for success so we can fire ourselves in many roles in our businesses?
As leaders, we always want to present the best version of ourselves to the world. However, the opposite can happen when we don’t show who we truly are and instead try to mask our natural selves.
Where does the journey to authenticity begin and how does it tie in with removing the “mask” we often wear in public? Can this also help others become the best version of themselves?
In this episode, best-selling author, coach, and philanthropist Ray Higdon joins me to talk about becoming a better version of yourself, how to recognize if who you are is congruent with who you want to be, and how to address inconsistencies. He also shares his insight on pivotal points in his life and how he’s used them to grow and help others.
Three Things You’ll Learn In This Episode
- Just be yourself.
Not everyone is going to love us or even the version of ourselves that we present to the world. It’s better just to be yourself.
- What holds us back from growth?
What are some factors holding us back from growing and how can we better identify them?
- Using obstacles to move forward.
How do we remove or overcome obstacles so that we can take steps forward?
Guest Bio
Ray Higdon is a best-selling author, coach, high-energy speaker, and philanthropist. Going from foreclosure to multimillion-dollar success in a few short years, Ray’s journey to excellence has been fueled by an unrelenting passion for teaching people how to find their voice and understand their worth.
Ray’s latest best-selling book, TIME MONEY FREEDOM, coauthored with his wife Jessica, (Hay House Publishing 2020) is Ray and Jess’ guide to creating the life you’ve always dreamed of, including very specific action steps to get you there. The Higdon Group reality show Play to Win (Season 2) was released in October 2020. A top keynote speaker, Ray has shared the stage with world-renowned thought leaders, including Tony Robbins, Rachel Hollis, Les Brown, Brendon Burchard, Robert Kiyosaki, Bob Proctor, Gary Vaynerchuk, Grant Cardone, Magic Johnson, and many more.
As a philanthropist, Ray has helped raise over $600,000 for March of Dimes and Adaptive Ops, and he is currently working on a program to help kids in foster care.
Ray is the founder and CEO of Higdon Group, an Inc. 5000 company, an award-winning leader in the sales training and coaching arena. He resides in Florida with his wife and four children.
Visit https://higdongroup.com/
Find Ray on Instagram @rayhigdon
Find Ray on LinkedIn @rayhigdon
Short-term rentals are a great source of income but many people overlook them. It can bring a lot of value and growth, so why aren’t more people investing in it?
Short-term rentals can be much easier than traditional long-term rentals if you have the right tools.
Why should we look at investing in short-term rentals and how can we get started? Is self-management too much of a headache?
CEO of The Short Term Shop, Avery Carl joins me for this episode to talk about how she got started with short-term rentals, how it works, and how she’s now helping other people buy and manage their properties.
Three Things You’ll Learn In This Episode
- The opportunity in short-term rentals
Learning property management by ourselves can help increase the income that short-term rentals bring in.
- Piquing potential clients' interest
By simply answering questions, we can pique the interest of our clients.
- Property management tools you can use
There are many property management tools out there but which ones provide value?
Guest Bio
Avery Carl is the author of Amazon's best-seller, "Short Term Rental, Long Term Wealth: Your Guide to Analyzing, Buying, and Managing Vacation Properties," and the host of "The Short Term Show" Podcast!
Avery is also the CEO of The Short Term Shop, the country's TOP short-term rental, and Airbnb real estate agency. The Short Term Shop has connected investors with over 5,000 cash-flowing short-term rental properties since 2018. Avery went from a 37k salary to a real estate portfolio of over 220 doors in 5 years through strategically investing in short-term and vacation rentals. This strategy allowed her to grow her portfolio much more quickly than starting with traditional long-term rentals. It's her goal to help as many investors reach financial independence through short-term rental investing as possible.
Visit https://theshorttermshop.com/
Find Avery on Instagram @theshorttermshop
Find Avery on LinkedIn @averycarl
Whatever industry you’re in, selling more will always be a priority and that’s impossible to do without marketing. Unfortunately billions of marketing dollars go down the drain because people end up doing the wrong things.
Some of the best marketing methods go overlooked, and podcasting is one of them.
Having a podcast isn’t just entertainment. It can become the tip of the spear in building your own empire.
In this episode, content marketer and co-founder of Two Brother Media, Matt Tompkins shares the marketing methods we should be implementing in our businesses.
Guest Bio
Matt Tompkins is an experienced content marketer in Omaha, Nebraska. He has made a name for himself in the industry. Apart from hosting and producing shows on eight different stations in the Midwest, including hosting a nationally syndicated program on SiriusXM, he has made a name for himself in Omaha Content Marketing. He founded his production company with his brother in 2014. They specialize in content marketing, where they leverage a podcast + video to meet all the Content Marketing needs for small businesses – from SEO to social media, digital and content creation. He has also created and hosted “Omaha Live” with his brother, the first-ever sketch comedy television show in Omaha, NE that followed Saturday Night Live for seven seasons and 103 episodes, becoming the highest-rated TV show in the market at the time.
For more information, head to https://twobrotherscreative.com/.
The word “accountability” gets a really bad rap, but the truth is, it’s critical to the results we get. Very often our agents' lack of success is directly tied to our lack of accountability.
The more we make accountability a cornerstone of our cultures, the more our agents can become.
In this episode, we talk about how to hold our staff accountable in a way they actually appreciate.
With the sharp rise in interest rates, the mortgage business has been hit hard nationally, especially private firms. Business just isn’t as easy to come by as it was before.
To survive and thrive, mortgage and real estate professionals have to take proactive action, roll up their sleeves and get back in the trenches.
In this episode, co-owners of Askasrben Mortgage, Nick Zwiebel, and John Major share how to be successful in this current market.
Guest Bio
Nick Zwiebel is the co-owner and mortgage loan originator at Askasrben Mortgage. During his 18-plus year career in finance, Nick has gained a deep understanding of the mortgage industry and helped over 2,000 families experience their good life – homeownership. Now, Nick has taken what he has learned from his time with Fortune 500 companies, national financial institutions, and locally-owned companies to establish his venture, Aksarben Mortgage. His goal as a mortgage professional is always to educate clients on the financing options available to them and to find a loan program that fits their lifestyle. Nick offers a wide range of loans, including Conventional, FHA, VA, USDA, NIFA, New Construction, Jumbo, and Investment mortgage loans. He works with first-time buyers as well as return buyers and helps clients pre-qualify for their dream house loan or refinance existing loans to provide a financial cushion.
John Major is co-owner and lead mortgage advisor at Askasrben Mortgage. John has over 10 years of experience in the financial sector, including employment with large national banks and local startup ventures alike. He brings to Aksarben Mortgage a blend of deep industry knowledge and strategic thinking to educate and guide clients in one the largest, and most emotional, financial decisions they will ever make – buying a home.
John’s specialties include move-up and first-home buyers, new construction, second-home and investment properties, medical and dental professional loans, VA financing, and refinancing. He enjoys working in tandem with real estate agents, insurance advisors, and title companies to offer a seamless, hassle-free home-buying experience. And by employing a winning combination of cutting-edge technology, powerful communication, and custom-tailored guidance, John meets his client’s unique needs.
For more information, head to https://www.aksarbenmortgage.com/.
For business owners, finding high-performing employees is always a struggle. Tapping into the wider talent pool through remote work is a highly effective strategy. Most people associate virtual staffing with basic, rudimentary tasks, but there’s a lot more to it.
How do we access a pool of A+ talent, how do we train them and set them up for success?
In this episode, the founder and CEO of Anequim, Gwenn Aspen shares how to overcome the talent pain point in our businesses.
Three Things You’ll Learn In This Episode
- How to build a super productive team
How do we find professionals who can help us run whole business units?
- The power of the job description
How do we set up a high standard before someone even starts the job?
- How to make your life easier through leverage
Do we need to have perfect processes and procedures before we make a hire?
Guest Bio
Gwenn Aspen is a speaker, the founder and CEO of Anequim, and co-host of the Bootstrappers Podcast. In 2008, Gwenn and Jeremy Aspen hired their first remote employee — a friend and past colleague from Mexico — to help with calls via VOIP phone for their property management business. The support from this first virtual assistant helped them provide better customer service, allowing them to grow faster than ever before. By 2015, they had 26 remote professionals on board and were inspired to help more businesses like theirs.
This led to the birth of Anequim in 2016. With direct experience in hiring, training, and developing remote professionals, they crafted processes and procedures for virtual assistant programs that now provide services to businesses in the US & Canada. Anequim has become one of the largest remote professional employers in Mexico with employees helping customers across various industries.
For more information, head to https://anequim.net/ and find Gwenn on LinkedIn.
When the real estate market softens, the people who invest in relationships survive. Going it alone is a sure way to have a harder time, but that’s avoidable.
If we take the time to set up partnerships and joint ventures, growing our businesses becomes easier.
What are companies missing when it comes to growth? Why do some companies still struggle? What is the value of symbiotic relationships and how do we create them?
In this episode, the CEO of Windsor Mortgage, Chris Vinson joins me to discuss how partnerships are beneficial in any industry, how it’s helped his team grow, and what exactly it is that consumers want.
Three Things You’ll Learn In This Episode
- Keep it local
Before expanding, how do we ensure we’ve explored every local option?
- Focus on growing slowly
As visionaries, we want all our implementers to keep up but we also don’t want them to break. How can growing slowly aid with this?
- How a personal touch can make a world of difference
How does a personal touch help us to stand out with clients?
Guest Bio
Chris Vinson is the mastermind behind the Mortgage Division at Plains Commerce Bank. From humble beginnings in 2001 to coaching mortgage professionals across the country, Chris has an undeniable passion to help others succeed. With two decades of experience, Chris has developed a team that produces over 5.6 billion in originations a year, focusing on customer experience and state-of-the-art technology.
Having a vision, drive, and passion for growing the mortgage industry, Chris, along with his mortgage team, has surpassed 25% regional market share and has been voted the Sioux Falls Local Best Mortgage Company for eight years running.
Sharing his success, Chris inspires and coaches his team of Mortgage Bankers along with CEOs and Loan Originators across the U.S. to ensure his team, along with the clients and community banks they serve have the tools needed to succeed.
Find Chris on LinkedIn @Chris Vinson
Find Chris on Facebook @Chris Vinson
To run a well-oiled real estate operation with ancillary businesses, we have to invest in a lot of tech tools. These services add up and get expensive very quickly.
In this episode, COO of Elite Real Estate Systems and Team Building Summit speaker, Kyle Baack talks about how shared services can drive down our costs, and how to use them in our businesses.
Guest Bio
Kyle Baack is the COO of Elite Real Estate Systems and an expert on shared services.
Chief Experience Officer at Fusion Growth Partners, and an executive at Powered By ERS, our real estate marketplace (still in beta). He is an experienced leader with a demonstrated history of international business and technology.
To get in touch with Kyle, send an email to kbaack@gmail.com.
In a softer real estate market, ancillary businesses are how we maintain and grow our revenue. Insurance fits in really well with real estate, and setting up a joint venture in it is simpler than you think.
Why would a real estate team or brokerage want to get involved in insurance?
In this episode, I’m joined by the founders of Aksarben Insurance and Team Building Summit keynote speakers, Cyrus Jaffrey and JR Rivera. They talk about the value of adding insurance to our businesses.
Guest Bio
Cyrus Jaffrey is an entrepreneur and the founder of Aksarben Insurance. With over 30 years of combined experience in the insurance industry, Aksarben Insurance works to find the best insurance rates for their customers delivered with an unmatched customer service experience.
From home and auto to business, health, and life. Cyrus runs a network of independent insurance agencies focusing on helping captive and Independent agents fulfill their dream of owning their own business and building a Legacy.
For more information, get in touch with Cyrus at cyrus@teamcyrus.com.
JR Rivera is the CEO and Co-Founder of Aksarben Insurance. He builds insurance partnerships with business owners around the United States. JR leads the partnership onboarding and works to fine-tune the operations at every location, and has been in the insurance industry for close to 9 years.
In real estate, our worlds revolve around the transaction, we miss out on the profit of parallel verticals. It might not seem that way on the surface but property management is the epicenter of all real estate transactions.
Everything goes in, around, or through property management. The more we invest in it, the more profitable we are and the more valuable our businesses will be.
In this episode, founder of RentWerx and Team Building Summit keynote speaker, Brad Larsen shares the advantages of property management.
Guest Bio
Brad is the Founder of RentWerx, in San Antonio, Texas managing 1,000+ single-family homes with 35+ staff members. In 2017, Brad started the Property Management Mastermind Podcast, created the Property Management Mastermind Facebook Group, started the Biz Dev Mastermind Consulting Service, and started the Property Management Mastermind Conference. Brad has been a NARPM® Member since 2014, as well as a presenter, speaker, and exhibitor at NARPM Conferences. He also served as the NARPM Accounting Standards Committee Chair in 2018 and has most recently been accepted as a NARPM-certified instructor.
For more information, visit https://pmmcon.com and https://www.propertymanagementmastermind.com. You can also find Brad on LinkedIn.
To grow our businesses and help people succeed, accountability is key. The word has a negative connotation, but it’s not a bad thing. Holding people accountable is a necessary part of growth.
What accountability practices should we have in place to ensure everything in our business functions smoothly? How do we hold people accountable for best practices?
In this episode, I talk about the basics of holding your team accountable.
Three Things You’ll Learn In This Episode
- Team alignment
How do we ensure everyone within our organization is on the same page?
- How accountability helps
What does it take to become a better version of ourselves?
- Holding accountability meetings
How often should we hold accountability meetings with our teams?
When it comes to owning and running a real estate business, there are about a million things to think about, and our agents are at the top of that list. Leading a team that gets industry recognition doesn’t come easily, but it can be done.
How do we figure out the best fit for our business? Does having an in-house sales team help with success and expansion? What are the numbers involved when it comes to agents, leads and lead conversion?
In this episode, I am joined by Dave Friedman of the Dave Friedman Team to talk about what it takes to lead a successful team and what he does to ensure that he gives value back to the people who bring value to his world. We also talk about his appearance on the show House Hunters and he gives us a behind-the-scenes peek at what it was like to be on the show.
Three Things You’ll Learn In This Episode
- How to keep great agents in our world
How do we keep the people that bring value to our world?
- Why agents drop below certain thresholds
Why do some agents drop below certain thresholds and how can we as team leads help them? Can we assist with the feeling of burn out?
- In-house sales teams
Having an in-house sales team can be a lot of work but with the right systems and strategies in place, can it prove to be immensely valuable?
Guest Bio
Voted Best Realtor and top finalist every year since 2013, it is easy to say that Dave Friedman is committed to his work. These prestigious awards, given to one Realtor out of more than 6,000 in the area, have been earned by Dave. He has been named a Top Producing Realtor for 19 plus years and is the #1 team in the Charleston tri-county area by both families served and volume. He’s also been featured on HGTV’s show House Hunters. Dave has closed over 1,500 transactions over his 19+ years in real estate, earning countless raving fan reviews. He works hard to get the deal a buyer is looking for and averages $10,000 more savings for buyers than the average realtor. Dave sells 95% of his listings within 7 days, and for 100% of asking price for sellers. This exceeds the area averages putting $6,800 more in a seller's pocket and selling it 43 days faster than the average Realtor.
As the owner of one of the top real estate teams in Charleston, Dave has proven that he has what it takes to find or sell your home. Dave has spent the past 19+ years analyzing the home buying and selling process for his clients. He has dedicated his time to streamlining the process and improving the results. Dave surrounds himself with the leading experts in the field and is committed to continuing education so that he can always ensure he’s offering the best advice and information for today’s market. Part of Dave’s business philosophy is that it’s better to be great at one thing than to be okay at several things. That’s why Dave has hired a team of experts to work alongside him, from client care coordinators to closing experts, photographers, stagers, to professional writers. Dave’s clients know they are always receiving top-notch professionalism and expertise.
Visit https://davefriedmantv.com.
Find the David Friedman Team on LinkedIn @Dave Friedman Team.
A lot of agents are finding themselves falling into the leads trap - spending money in all the wrong places without getting any real value or seeing much success. There could be easier and more cost-effective ways to generate leads and build long-term relationships.
Should we treat purchased leads as something supplemental?
In this episode, Team owner at Prosperity Group Andrew Vose joins me to discuss lead generation, relationships, and how they fit in with lead generation. Andrew also shares his story about how he overcame 200K in real estate investment debt and why he never stops learning.
Three Things You’ll Learn In This Episode
- The value you bring vs the value you take
The more value we bring, the more profit we keep, and vice versa. How do we ensure that we are on the right end of the relationship to extract the most value?
- Options for lead generation
What are some of the best options for lead generation in 2023?
- Get to know your client
Andrew treats every conversation with a client like a first date where he gets to know them and what they want. Why is it so important to get all the information you can before moving forward?
Guest Bio
Andrew Vose is a Realtor, Coach, and Team Owner at Prosperity Group brokered by LPT REALTY. As a young entrepreneur, Andrew was fortunate enough to succeed in building a profitable business in the travel industry.
Andrew has been in the real estate industry for 4 years and has sold 600+ houses in that short time, earning over $ 3.5 million in commissions both individually and through his expert team. He prides himself on being a master of building relationships and maintaining them.
Find Andrew on LinkedIn @Andrew Vose
Find Andrew on Facebook @AndrewVoseSellsColoradoSpringsRealEstate
From May 31st through to June 2nd, we’re bringing together industry experts, team leaders and broker owners for the 5th annual Team Building Summit. Our goal? To position you and your organization to get to the next level and dominate in real estate and ancillary businesses.
In this episode, I share what you can look forward to at this year’s summit!
Go to https://www.theteambuildingsummit.com to get your tickets.
When it comes to launching and scaling a business, recruiting is mission-critical. Agents need to be a good fit for the business and vice versa or else no value will be added to the business or to the agent.
We need to have an idea as to why an agent should join our team and the absolute value they bring.
In this Team Building training episode, I talk about agent recruitment and retention, how to figure out which agents are a good fit, and the number one call to action that agents gravitate towards.
Three Things You’ll Learn In This Episode
- The common sense behind recruiting
What are some of the basics every leader should know when it comes to recruiting?
- Self-awareness as a recruiter
Recognizing exactly what we have to offer as leaders can change the way agents see us. What do we have to offer to agents that other brokerages don’t?
- Top 3 ways to recruit
What are some of the tried and tested methods that agents gravitate toward when being recruited?
When it comes to generating and converting leads, there’s no such thing as getting lucky. A lead doesn’t just land in your lap out of thin air, it’s a culmination of doing all the right things in the past. Once we start tracking what we’re doing, we can see what’s working, and the value of incubating a lead over a longer period of time.
A good lead conversion system has to be able to accommodate and engage with people on different timelines, whether they want to sell in 2 months or 2 years.
How do we perfect our lead conversion so that we stop being subject to the market? In this episode, we invite you to our team training where we share why conversion is the key to profitability.
Three Things You’ll Learn In This Episode
- The power of archived leads
How do we get more people to return to our website and maintain a connection with us?
- How to incubate a lead
Why is it crucial that we meet a lead face to face, even if they are many months out?
- You haven’t earned the right to be picky about leads yet
When can an agent truly be in a position to turn down business?
For a team leader with an intention for growth, bringing agents into our world has to be top of mind, but it’s not just about bringing anyone into our world, it’s about finding and attracting the right people.
How do we decide who is a good fit during the hiring process? When should we consider hiring in our business cycles?
In this episode, I talk about recognizing who you need to recruit, strategies for recruiting as well as compensation for agents and how it can add value to your business.
Three Things You’ll Learn In This Episode
- Screening potential candidates
What methods can we use to ensure that we bring the right people into our ecosystem?
- Ways to meet and recruit new people
How do we compel potential agents that we want to recruit to join our team?
- Competing with other businesses
How can we compete with other businesses and offer more value when it comes to recruiting agents? How do we stand out from the rest?
Real estate investing may be growing exponentially, but there is still plenty of room for expansion, especially when we deepen our understanding of lending strategies. Once we learn how to deploy loans effectively, we can grow our portfolios.
What are some of the opportunities that are available to us when it comes to loans? Can we actually invest without full capital?
In this episode, commercial mortgage broker and professional Sanat Bhandari joins me to discuss multifamily investing and what opportunities are available for savvy investors.
Three Things You’ll Learn In This Episode
- No capital? No problem
There isn't a need for huge capital anymore. What are some of the options when it comes to investing when you don’t have the capital you need?
- Asset classes and which to invest in
There are many different asset classes we can invest in but how do we figure out which one will benefit us the most?
- Resources for multi-family investing
There are thousands of resources to aid with investing but which ones bring the most value?
Guest Bio
Sanat Bhandari is a commercial mortgage broker. Sanat was born and raised in India
but resides in Omaha, Nebraska.
Visit https://www.aksarbenmortgage.com/sbhandari or reach Sanat via text at (510) 857-4716.
In a world where so much technology promises to solve our business problems, it can be difficult to figure out which tools are truly helpful and which ones aren’t.
For real estate agents, teams, and brokerages, there are millions of tools and resources available to us, but not all of them give us the results we want, even with effort and consistency.
What are some of the tools and systems that we should be taking advantage of? Can it provide real value?
In this episode, Director of Operations & Marketing at Elite Real Estate Systems Kathryn Nizzi joins me to discuss the tools, resources, and systems that Elite Real Estate Systems has tried and tested and how they can benefit you.
Three Things You’ll Learn In This Episode
The key to getting the most out of technology
Even the best tech tools will fall flat if we’re not consistent. How do we make sure we’re not dropping the ball on that front?
Tried and tested methods and systems
How do we figure out if a specific method or system works for us?
How to keep growing
What kind of tools can you access through ERS to achieve your goals?
Guest Bio
Kathryn Nizzi is the Director of Operations & Marketing at Elite Real Estate Systems.
Find Kathryn on LinkedIn @Kathryn Nizzi or email kathryn@eliterealestatesystems.com
Lead generation is important in real estate, but many forget that what comes after is equally, if not more, important. Lead conversion should get as much of our attention because it’s what we do with our leads that will determine our success.
How do we ensure we stay on top of the game when it comes to converting leads?
What are some of the approaches we can take to ensure a high success rate?
In this episode, I talk about the proven strategies for lead conversion and how to lead your agents to convert at a high level.
Three Things You’ll Learn In This Episode
- Trust and its role in relationships
A relationship without trust is meaningless, how do we build and maintain the trust between agent and client?
- The importance of consistent communication
How often should we follow up and communicate with clients?
- How to make lead conversion easy
Lead conversion can be fulfilling if the approach and systems behind it are correct. What are some of the best strategies for lead conversion?
Property management can be extremely rewarding if done correctly. However, if it's not systemized, it can have the opposite result. We have to ensure that all parties involved follow through with the processes that are put in place for seamless management.
What are some of the things every property manager should know when it comes to these processes? How can we execute this service correctly so that we get maximum results with minimum effort?
In this episode founder and owner of RentWerx Brad Larsen and Real Estate Broker/ Owner at kwELITE Renee Mueller join me to discuss the future of property management, the processes involved in property management, and key points every property manager should know.
Three Things You’ll Learn In This Episode
- The process behind property management
There are many systems in place that make property management work. How do we ensure that these systems are implemented for maximum results?
- What you need to make property management work for you
What are the numbers we need to reach in order to make the most profit from property management?
- How to go after an emerging opportunity in property management
How can we solve the problems of reluctant landlords?
Guest Bio
Brad is the Founder of RentWerx, in San Antonio, Texas managing 1,000+ single-family homes with 35+ staff members. In 2017, Brad started the Property Management Mastermind Podcast, created the Property Management Mastermind Facebook Group, started the Biz Dev Mastermind Consulting Service, and started the Property Management Mastermind Conference. Brad has been a NARPM® Member since 2014, as well as a presenter, speaker, and exhibitor at NARPM Conferences. He also served as the NARPM Accounting Standards Committee Chair in 2018 and has most recently been accepted as a NARPM-certified instructor.
Find Brad on LinkedIn @Brad Larsen
Visit https://pmmcon.com
Visit https://www.propertymanagementmastermind.com
Renee Mueller attended the University of Omaha after graduating from Columbus High School in 1997, studied Marketing and Hotel Management, started investing in real estate in 2000, and became licensed as a Real Estate Agent that same year! Renee went on to earn the C.R.S. (Certified Residential Specialist) designation, the Certified Luxury Home Marketing Specialist (CLHMS) designation, and G.R.I. (Graduate of Realtors Institute). Earned multi-million dollar producer awards consistently over the years and in 2018 made the decision to open her own Brokerage to better serve the community & clients, and to coach and train agents to run their own businesses!!
In 2018, Developed and owns Parkway Plaza, which houses kwELITE, Aksarben Mortgage, Aksarben Insurance, Aksarben Property Management, Omnia Development Corp, Charter Title & Escrow, and Big Apple bagels! In 2020, she partnered with Jeff Cohn to open kwELITE, Keller Williams and they now have 8 expansion locations in NE.
Find Renee on LinkedIn @Renee Mueller.
In this business, it’s easy to treat a contact as one opportunity and to discard it when the transaction ends. But one data point can be a node for multiple interactions. If we extend its life cycle, it can turn buying and selling one home into different verticals and transactions for years and even decades.
How do we use technology to unlock the lifetime value of a client?
In this episode, Chief Experience Officer at Fusion Growth Partners, Kyle Baack joins me to talk about magnifying the value of one data point, and we share an exciting announcement about what’s coming to ERS.
Three Things You’ll Learn In This Episode
- Coming soon…Powered by ERS
How are we partnering with real estate teams to help them maximize their profit?
- How to use tech to create efficiencies
Can real estate teams remain profitable without leveling up on technology?
- The most powerful asset in any real estate organization
Outside of selling homes, what other pieces of value can we offer to consumers?
Guest Bio
Kyle Baack is the Chief Experience Officer at Fusion Growth Partners, and an executive at Powered By ERS, our real estate marketplace (still in beta). He is an experienced leader with a demonstrated history of international business and technology.
To get in touch with Kyle, send an email to kbaack@gmail.com.
Driven, successful entrepreneurs have a natural disposition to go from goal to goal without much thought about how they feel. Simply put: we’re amazing at achieving, but fall short of actually being fulfilled.
This approach inevitably leads us to a roadblock or even a crisis that forces us to change our programming so that our feelings become part of the way we set goals.
How do we push past the roadblocks, and pivot toward authenticity and true fulfillment?
In this episode, mindset coach and author of The High Achievers Guide and host of Musings of a High Achiever, Maki Moussavi talks about her career in genetics and where goal setting goes wrong for successful people.
Three Things You’ll Learn In This Episode
- The surprising connection between the world of genetics and coaching
Why do moments of crisis require an educated outside perspective?
- Goal setting is broken
How do people find themselves unhappy, even though they’ve achieved all they wanted to?
- The trap of social media
In order to set fulfilling goals, we have to work past the things we do for validation, but how do we do that?
Guest Bio
Maki Moussavi is a mindset coach and author of The High Achievers Guide and host of Musings of a High Achiever. She helps successful, unsatisfied leaders catalyze empowering change to create a more satisfying, meaningful life.
Maki pushes her high-achieving clients to explore why they drive themselves to depletion and understand why a sense of fulfillment continues to elude them. A fearless truth-teller and fierce advocate, she helps them discover personal insights that empower them to move forward with intention, integrity, and purpose.
Go to https://www.makimoussavi.com for more information.
Buy her book “The High Achievers Guide” on Amazon.
To get a free 30-minute call with Maki, rate and review her podcast or buy her book and send a screenshot to maki@makimoussavi.com.
When team leaders step out of production, the time we get back allows us to focus on being the visionaries, growth hackers, and lead marketers for our businesses. We have to facilitate an effective process for generating the leads that feed our agents at the highest level.
What strategies can we use to engage with our spheres? How do we use the time we get back as leaders to move our businesses forward?
In this episode, I’m joined by real estate coach, Nick McLean, owner and CEO of Nick McLean Real Estate Group. He shares the meat and potatoes of their Google Adwords and sphere engagement strategy.
Three Things You’ll Learn In This Episode
- The power of knowing our numbers
What metrics do we need to be tracking obsessively as team leaders?
- Finding ancillary opportunities
What kind of profitable businesses can we run parallel to our real estate teams for maximum vertical integration?
- How to engage an email list of 33,000
How do we increase our email conversion by connecting what’s happening outside of real estate with our industry?
Guest Bio
Nick McLean is a real estate coach and owner/CEO of Nick McLean Real Estate Group. He is a former wildland firefighter, ice road trucker, Boeing 747 flight crewmember, and competitive XC Mountain Bike Racer.
Nick McLean Real Estate was formed in 2012 in Wenatchee, WA serving a population of under 100,000 people. The creator of the squadron team model, Nick's team sells over 500 homes a year and $250,000,000 in sales volume. Nick has dedicated his focus to training agents each morning as the number one lever for the growth of the organization.
For more information go to https://www.nickmcleanrealestate.com.
The most important and profitable activity for an active agent is prospecting, especially in a softening real estate market, like the one we’re in right now.
Whether we’re leading new or seasoned agents, we need a systematic methodology for reaching out to people, having conversations, and managing client relationships.
How do we build the confidence of new agents so they can generate leads from their sphere? What lead buckets should we consider investing in?
In this episode, we’re kicking off our 2023 coaching topic - lead generation.
Three Things You’ll Learn In This Episode
- How shifts affect our leads
What does the move to a more neutral market mean for lead generation?
- The first step in an effective lead gen strategy
Why do we need a central place for all our contacts and relationships?
- Return on time
Money isn’t the only consideration we need to make with lead generation. How do we find the least expensive leads that take the least amount of time to convert?
In business, we are well aware that bringing on more people is the key to freedom and profitability, but we’re unprepared for the hardships that come with actually growing a team.
Once people start coming into our world, we often realize that we don’t have a template or formula for hiring, onboarding, setting expectations, or dealing with bad hires.
How do we become bigger, better versions of ourselves so we can be great leaders? What mistakes do leaders make?
In this episode, co-founder of Cardone Ventures and author of “TeamWork: How to Build a High Performance Team of Any Type,” Natalie Dawson shares her template for leading a team.
Three Things You’ll Learn In This Episode
- The interview process
How do we test for technical skill, culture, and core values?
- Where to locate good candidates
Do leaders struggle with talent because they are looking for it outside the company instead of cultivating it internally?
- The danger of allowing a bad hire to stay too long
Can the damage of a bad hire infect even the best and most loyal people on the team?
Guest Bio
Natalie Dawson is the co-founder of Cardone Ventures and author of “TeamWork: How to Build a High Performance Team of Any Type.” She is an expert in developing people and building scalable teams. She has interviewed, hired, trained, and led thousands of employees over the course of her career.
Cardone Ventures is a management consulting, joint ventures, and private equity firm that helps business owners achieve their personal, professional, and financial goals through their business growth.
With no cost of capital and no outside investment, in 30 months Cardone Ventures has generated 60 million in revenue and over 30 million in EBITDA. Natalie is responsible for the operations and finding, hiring, aligning, developing, and retaining the team that allows the business to scale profitably.
Having attended the London School of Economics, Natalie uses her unique blend of operational and financial skill sets to align employees with the business objectives--for measurable returns on investment. She is a #1 Amazon bestseller for her book “TeamWork” which details exactly how she has built a highly engaged, highly aligned, high-performance team in order to accommodate the business opportunity and growth.
To get a free copy of the book go to cardoneventures.com/teamwork and follow @thenataliedawson on TikTok.
If you’re listening to the media messaging around the real estate market, it’s impossible to sell a ton of homes right now. As a result, there are a lot of agents complaining, crying and even thinking of throwing in the towel, but in many markets homes are still selling and inventory is even up.
In any so-called down market, there are agents who maintain a high level of production…why can’t it be you and your agents?
We can choose to ignore the negative voices and hit our goals or use them as an excuse not to work hard. How do we make the obvious right choice?
In this episode, I’m joined by entrepreneur, author, and the CEO of Watters International Realty, Chris Watters, and CEO of Real Synch, Scott Sillari to discuss why a lot of the talk about the market is just noise, and what you need to be focusing on.
Three Things You’ll Learn In This Episode
- The one tool that skyrocketed Chris’ lead volume
How can “middleware” reduce your admin costs and make your team more efficient?
- What you’re not hearing about the market
Is it going to be a better market because so many agents are slacking or even opting out of real estate altogether?
- Why the agent is still the linchpin of the real estate transaction
How easy is it for tech to replace the value and purpose of a great agent?
Guest Bio
Chris Watters is an entrepreneur, author, and CEO of Watters International Realty. He has been a trusted real estate advisor to over 3000 families across Central Texas for the past 15 years, giving him a level of market expertise that indirectly creates an enormous competitive advantage for his clients.
Watters' has been recognized by Inc5000, Wall Street Journal, and several local publications as the top broker in Central Texas. His clients are getting their homes sold for up to $50,000 more than the average agent. Chris holds multiple advisory roles in technology and real estate investment companies. His personal goal is helping to create positive and lasting change to enhance the consumer experience.
For more information, head to https://christopherwatters.com.
Scott Sillari is the CEO of Real Synch, a real estate workflow automation software company. Built in collaboration with residential real estate brokers and teams, Real Synch uses tailored integrations and automation to help teams of all sizes save time, lower costs, and lose the headaches of working within multiple systems.
Scott is a residential real estate pro with 10+ years of sales and business development success, selling marketing and integration services to thousands of Real Estate teams all around the world.
For more information, head to https://www.realsynch.com or email scott@realsynch.com.
When you go from agent to team leader, you would think that the days of dedicating time to generating leads, finding value, and serving clients are behind you - but that’s far from reality.
The truth is, lead generation never stops, we’re just serving an entirely different client base - our own agents. To keep our teams profitable, we must keep pouring into our people and coaching them to be their best.
What does this shift look like, and what key mindsets need to guide how we operate as leaders?
In this episode, entrepreneur, founder, and CEO of Montreal’s Elite RE Group and Coach at Elite Real Estate Systems, Logan Boyce shares the path he took to build a real estate business that runs on autopilot.
Three Things You’ll Learn In This Episode
- The danger of staying in production too long
Can we be effective as leaders if we’re in direct competition with our agents?
- Why leaders create unnecessary frustration for themselves
If we keep expecting to be exactly like us, we shrink the pool of agents available. How do we shift our mindset so we can empower more people?
- The true purpose of a team leader
When we get out of production, where do we reinvest that time and energy?
Guest Bio
Logan Boyce is an entrepreneur, founder, and CEO of Montreal’s Elite RE Group, President of Flip Your City, and director of Sales & Coach at Elite Real Estate Systems.
To learn more, follow @loganjamesboyce on Instagram and find him on Facebook.
To find out about coaching, head to https://ersdemocall.com.
A successful real estate team doesn’t just maximize our income now, it can also fetch a high price when we decide to exit. What are purchasers looking for in a team they want to acquire?
Many factors go into the long-term value and marketability of a real estate team, but there are steps we can take to maximize it well in advance.
In this episode, consultant, speaker, and co-founder of REAL Trends Steve Murray shares how to set yourself up for a profitable exit.
Three Things You’ll Learn In This Episode
- Why building a valuable team feels counterintuitive
One key factor purchasers consider is the extent to which the owner is involved in the day-to-day operations and business generation. What’s the ultimate test of our team’s ability to run without us?
- The impact shifts have on real estate acquisitions
How does a drop in unit sales and decreasing margins across the country affect how purchasers approach buying a team or brokerage?
- How acquisition deals are structured
Why are thriving teams in high demand for buyers?
Guest Bio
Steve Murray is the co-founder of REAL Trends and a partner in REAL Trends Consulting. He has 44 years of experience in the residential brokerage industry. REAL Trends Consulting is the leading firm in residential brokerage throughout the U.S. and Canada with specialties in valuation, mergers and acquisitions, business analytics, and senior management consulting.
REAL Trends Consulting has completed over 3,600 client assignments for brokerage firms in the last 34 years and has closed over 810 brokerage mergers and acquisitions with an aggregate value exceeding $13 billion.
Murray speaks frequently at industry conferences on trends in the housing and residential brokerage industries and has assisted national, regional, and local real estate companies in strategic and business planning.
For more information, send an email to smurray@realtrends.com.
To be effective as the leader of a real estate organization, a chunk of our time has to be dedicated to casting the bigger vision that governs the small, key details that lead to success.
Kicking off the new year with the bigger picture benefits every part of our businesses, from lead gen to agent accountability and beyond.
In this episode, I’m going to share how we see the big picture of our organization and how it sets us up for success in achieving our goals.
Three Things You’ll Learn In This Episode
- What we learned from visiting teams and brokerages in 100 markets
How do we create environments where success is inevitable?
- How to turn nervous agents into confident prospectors
Teaching our agents to generate leads effectively is one thing, but how do we get them to implement the training?
- The benefit of tracking numbers obsessively
How do we identify the areas we need to do a better job at training our agents?
As team leaders, seeing our agents grow is a sign that we’re succeeding at our jobs. Unfortunately, not all team leads aid their agents in the journey to growth, and they fail to create the environment they need to become the best version of themselves.
What separates a success-driven environment from everything else?
How do we provide our agents with the tools to take on leadership opportunities?
In this episode, DHG team leader Dani Hampton joins me to discuss why we should invest in our agents, and how to create an environment in which they thrive.
Three Things You’ll Learn In This Episode
- Why a scarcity mentality will kill your culture
How can we change our mindset to one of abundance when it comes to agent growth?
- How to invest in growth
What tools do we need to have and invest in our agents to ensure success?
- The biggest drivers of agent production
As team leaders, how do we help our agents reach their own goals?
Guest Bio
Dani Hampton is the Team Lead at Dani Hampton Group(DHG) and has been in the real estate industry for 10 years. Dani helps buyers and sellers with their real estate goals. DHG has a team of qualified, experienced real estate professionals ready to help you with your real estate needs.
Find Dani on Instagram @thedanihampton
Find Dani on LinkedIn @Dani Hampton
Visit https://www.soldbydhg.com.
Many people have the capacity to lead, influence, and impact the people around them, but they just don’t have the confidence to put themselves out there.
You might not feel successful enough to bring attention to yourself, or you’re worried about how people perceive you, but you do have a ton of value to offer your tribe. Once you’ve gained the confidence to step up as that leader in your world, you will change many lives.
How do we overcome our imposter syndrome? How do we get more comfortable with showing our authentic selves to the world?
In this episode, I’m joined by mentor, speaker, entrepreneur, and the CEO of the Utah Life Real Estate Group, Spring Bengtzen. She shares how she became comfortable with being an impactful influencer in her space.
Three Things You’ll Learn In This Episode
- How to find the tribe your message with land with
We don’t have to make an impact on everyone, how do we zero in on who really needs to hear what we have to say?
- The key to busting through imposter syndrome
Very often we’re our own biggest critics - how do we silence that negative voice?
- What makes sharing our stories easier
How do we make sure the version of ourselves we put out there is who we truly are, not what we think people want?
Guest Bio
Spring Bengtzen is a leader, mentor, speaker, entrepreneur, the CEO of the Utah Life Real Estate Group, and Associate Broker at REAL Broker LLC. Real estate is her team's primary vehicle for personal growth and wealth. Their set of beliefs is their number one asset and nurturing this culture is her number one investment. It's because of this high-performance standard that Spring's team produces over 450 transactions a year. Spring is committed to building wealth for herself and for her agents by creating profitable businesses within the real estate space.
Head to https://springb.com for more information and follow @realspringb on Instagram.
As we draw closer to the end of 2022, we need to prepare our agents for goal setting for the year ahead. We have to discover the right mindset in order to determine where our income needs to be in order to live the life we want.
How do we define the life we want to live and determine where our income level needs to be in order to live that life?
What are we willing to commit to doing to be able to change so that our income changes?
In this episode, I talk about defining the life you want to live, how our goals change as we achieve them and how to prepare for goal setting in the new year.
Three Things You’ll Learn In This Episode
- Preparing for goal setting
How do we get our mindset in the right place and prepare for goal setting for the new year?
- How to define what success looks like for you
How do we recognize where our income needs to be in order to live the life of our dreams?
- What it takes to achieve at a high level
Does our perception of our goals change as we grow?
Whether you’re new to real estate or you’ve been in the game for a long time, making mistakes is inevitable. Even the best agents can still sometimes get it wrong.
These mistakes provide a ton of helpful feedback, and if we’re honest and humble, they are powerful opportunities for growth.
How can we learn from the mistakes we make, and how do they facilitate growth?
In this episode, real estate investor Brady Johns joins me to discuss consistency in our businesses, and why owning our mistakes makes our businesses stronger.
Three Things You’ll Learn In This Episode
- Why our purpose changes over time
Our ‘why’ changes over time as we accomplish our goals. How do we figure out what our new goals are?
- How to own up to your mistakes
Acknowledging that you’re wrong is the fastest way to recreate what you were trying to do. How can we learn from the mistakes that we admit to making?
- Why humility makes us better leaders
Can we grow without getting really honest about our missteps and mistakes?
Guest Bio
Brady Johns is a real estate investor who owns more than 30 residential and commercial properties and a global tech executive whose resume includes tenure with three of the world’s most storied companies: Google, Sun Microsystems, and Dell.
Brady has traveled to more than 70 countries, climbed four of the world’s highest mountains, hiked volcanoes, swam with whale sharks, and run countless marathons. He has many more destinations on his wish list, but most days you’ll find him researching real estate, stocks, and cryptocurrencies while grabbing breakfast tacos in his hometown of Austin, Texas.
Find Brady on Instagram @bradyjohns
Find Flip-Flops and Fortunes: Buy Your Life Back Through Real Estate Investing and Passive Income Strategies on Amazon.
As the market shifts and interest rates keep going up, leaders need to be ready for a slowdown and anticipate the change by being more intentional about our systems and processes.
Metrics tracking isn’t something everyone gets excited about, but paying attention to it benefits all of us. So how do we use metric tracking to make educated decisions in a shifting market?
In this episode, I talk about how we can be empowered by data, how statistics help us put our time and energy in the correct places, and the tools we can use to collect actionable data in our organizations.
Three Things You’ll Learn In This Episode
- Why stats empower us in our businesses
How does data help us run our organizations more efficiently?
- Why consistent metric tracking is key
Can we get clarity when we use metric tracking sporadically?
- How to set realistic expectations
How can we use tracking to determine how much time and money we spend on different lead sources?
A real estate team is meant to be an incubator for agents, a space that accelerates growth and creates a massive runway for them to create the life of their dreams. Unfortunately, that’s not the experience many agents have.
Many teams aren’t built on the right foundations - some aren’t even teams in the true sense of the word, and it results in the horror stories we hear about so often in this industry. Joining a team is a great decision if it’s built the right way, and in today’s episode, I’m joined by a leader who’s made it her priority to do just that.
In this episode, Happen Houston COO, Ashli Garcia shares what they are doing to set their agents up for success, and the systems they put in place to run such a dialed-in operation.
Three Things You’ll Learn In This Episode
- The job of a team leader
How can we create an avenue for agents to stay in our world but still be able to spread their wings?
- How to build a big thinking environment
There’s more to real estate than selling homes - how do we help our agents tap into building wealth?
- Why Ashli and her team work feverishly on the backend of the business
How do we avoid the pain that comes with scaling too rapidly?
Guest Bio
Ashli Garcia is the COO of Happen Houston. Born and raised in Houston, Ashli is a reflection of her family’s pioneering work ethic, which hardwired elevated levels of service and tenacity into her psyche at a young age. Her evolution through real estate started out as a personal vision to redirect the industry toward a client-oriented arena, which quickly blossomed into a full-time career that has characterized her life since 2010. Simply put, real estate was never just a chapter in her life, but the backbone of her entire story. She believes in and works to manifest values that transcend profit or individual gain, finding purpose in the alignment between vision and action.
Keeping authenticity at the forefront of each interaction, Ashli orchestrates a more harmonious real estate experience, driven by processes and procedures that have been carefully curated throughout her years working through the industry. Over the years Ashli has served all facets of clients and now enjoys shaping the future of the industry through agent growth and leadership at Happen Houston. In addition to her 12 years in real estate, Ashli also has an integrated relationship with residential construction and real estate investment resulting in a “farm to table” perspective that understands not only how to buy and sell homes, but what it takes to build them and how to create a real estate portfolio for lasting wealth.
For more information, head to https://www.happenhouston.com, email ashli@happenhouston.com, and follow @ashligarcia on Instagram.
In the final quarter of 2022, it’s quite clear that the market is softening. Real estate leaders are rightfully nervous about retaining agents, preparing them for what’s coming, and setting them up to thrive.
How do we prepare our agents for a shifting market, especially if it's their first time experiencing a market shift?
How can we, as team leads, stay on top of the softening market?
In this episode, Kathryn Nizzi joins me to discuss some of the ways we can prepare for the shifting market.
Three Things You’ll Learn In This Episode
- What work we should focus on
What are some of the areas of work that we as leaders should focus on to prepare for the market shift?
- How to double down on lead gen
As team leaders, how do we help our agents figure out what their best lead sources are?
- What it takes to be a better leader
In this market, being a good leader isn’t enough, how do we become exceptional?
As we reach the 4th and final quarter of 2022, it’s pretty evident that the market is softening. A lot of teams and brokerages are becoming more concerned as they struggle to retain their agents.
Agents are looking to make more money in less time with less energy, and are moving towards other teams that can offer that.
How do we keep them in our world?
In today's episode, I share things to avoid when it comes to keeping our best agents.
Three Things You’ll Learn In This Episode
- Finding the right agents
How do we create teams people want to stay on?
- Why good leadership reduces turnover
How does becoming a stronger leader and holding people accountable make retention so much easier?
- What leaders need to prioritize
Are we playing a role in helping our agents make more money?
Whether we want to attract more clients, grow our teams with A+ talent or win more investment partners, our marketing presentations are an important aspect of growing a dominant real estate business.
They allow us to enforce our brands, present a consistent message, and most importantly, showcase how we can help people achieve their goals.
How do we dial in this important piece of marketing?
In this episode, we’re talking about the 3 presentations you need to have in your quiver as the leader of a team.
Three Things You’ll Learn In This Episode
- How presentations do a lot of heavy lifting for our brands
Can our marketing presentations provide more leverage to our teams and help us scale?
- How to start a business relationship on the right foot
How do presentations set the tone for the relationships we’ll have with clients, agents and investors?
- Why presentations increase conversions
Why is it so important to create something that emphasizes all the things we discuss in person?
From finding the right talent, to figuring out how to best support our agents, there are key decisions leaders have to make in those initial steps of building a team.
There are some key realizations that are universal to everyone’s journey, and the more we know about them, the more missteps we can avoid.
How do we make the right initial decisions that set our teams up for success?
In this episode, we sit down with Byron Thompson of Meraki Realty Group. We talk all about his journey into leading a team, and the major takeaways he’s had along the way.
Three Things You’ll Learn In This Episode
- How to use the talent on your team in the right places
Is it better to find new people to fill positions, or create positions to suit people?
- How to encourage your team to grow
Can enticing brokerage packages actually stunt your growth, what should you look for instead?
- Why we need to be careful who we partner with
How do we get a coach who is invested in our results and our success?
Guest Bio
Byron Thompson is a Real Estate Agent at Berkshire Hathaway HomeServices, and Real Estate Ambassador at Meraki Realty Group.
The Meraki team specializes in buying, selling, and investing in real estate properties through expertise, market research, and building relationships that last a lifetime!
Connect with Byron on LinkedIn.
If we’re running a real estate organization without tracking our numbers, we’re not running a business, we’re just operating in the unknown with no direction to achieve better results.
Not only do the numbers help us work toward more profitability, they also serve as a key metric in our culture of accountability.
How does a tool like Sisu make all this easier? What features can we leverage to extract the most valuable and actionable data?
In this episode, Sisu’s Director of Community at Sisu, Mac Hill shares how to use the numbers in our business to create an environment people will perform well in.
Three Things You’ll Learn In This Episode
- What we need to be tracking in our businesses
Does tracking our numbers facilitate accountability at a higher level and make us more effective as leaders?
- The power of gamification and peer accountability
How do we add an extra layer of lateral accountability in our businesses?
- Why time is our most valuable currency
When we think of a return on investment, we often focus on financial resources, but what about our time?
Guest Bio
Mac Hill is the Director of Community at Sisu. Sisu is a fast growing Real Estate technology company that helps RE business owners streamline the flow of their data to provide them more reporting and intelligence in their businesses. As the Director of Community at Sisu, I’m dedicated to growing the network of business owners leveraging Sisu to achieve operational excellence through ambassador relations and social proof.
Get your ticket to Reign by Sisu over at https://www.reignbysisu.com, or email mac@sisu.co for more information.
Real estate should be the vehicle for freedom and creating the life we want, but more often than not, team leaders realize they’ve done nothing but build a prison for themselves.
A team with time, money, and leverage inefficiencies only leads to burnout and an operation riddled with bottlenecks.
How do we build something more efficient, productive, and profitable? What mistakes do team leaders make over and over again?
In this episode, real estate entrepreneur, consultant, founder of The Listings Lab, and author of “More Money, Less Hustle”, Jess Lenouvel talks about how she went from overwhelmed and stretched-too-thin, to running a leveraged business from the Bahamas.
Three Things You’ll Learn In This Episode
- The power of a small, lean highly-productive team
How do we build a lean, efficient team that won’t fall apart if one agent leaves?
- Why automation is key to scaling
Can technology sometimes take the place of getting leverage through a new hire?
- How to avoid the ego trap of real estate
What do so many team leaders in this industry get wrong about the money they have coming in?
Guest Bio
Jess Lenouvel has been a real estate agent for over 13 years and has personally built multiple 7-figure businesses that sold over $300 million of property in under 5 years.
Now, she specializes in helping 6-figure and low 7-figure agents across the US, Canada, and Australia double their revenue and profits, without sacrificing lifestyle or freedom while creating real impact.
Jessica is also the author of “More Money, Less Hustle: Becoming the 7-Figure Real Estate Agent”.
For more information, go to https://www.thelistingslab.com follow @jesslenouvel on Instagram, and join her Facebook group, The Listings Lab. Buy her book on Amazon.
When you run a business, you’re never short on things to do, and it’s possible to be busy but not productive. In an industry that often equates being busy with success, it’s easy to obsess over getting things done without actually moving ourselves forward. It’s also very easy to think productivity looks the same for every personality, and our DISC profiles bleed into that too.
How do we separate instant gratification tasks from the actions that bring us closer to our goals? Can we work better by aligning our activities with our personal profiles?
In this episode, author, coach, Head Coach, Chief Encourager, and Productivity Ninja, Grace Marshall discusses how we can define productivity for ourselves.
Three Things You’ll Learn In This Episode
- How to work more efficiently
It’s easy to know the busy work that can fill up the day, but how do we know what we shouldn’t be doing?
- The productivity struggle we face as we grow a team
As team leaders, how do we find a new way to be productive when we’re no longer the ones selling the homes?
- Being productive vs. just being busy
How do we differentiate between the dopamine hit of crossing something off your to-do list and the fulfillment of doing something productive?
Guest Bio
Grace Marshall is an author, coach, Head Coach, Chief Encourager, and Productivity Ninja. For the last decade, she’s been helping people explore how they do their best work, whether they’re grappling with procrastination, imposter syndrome, control freakery, distractions, endless emails, mindless meetings, and never-ending to-do lists, hybrid working, or the work-life juggle.
Grace coaches, trains, writes, and speaks on productivity, helping people adopt new ways of working and thinking about their work to replace stress, overwhelm, and frustration with success, sanity, and satisfaction.
For more information, head to https://gracemarshall.com, and find her books on Amazon.
Culture is a great word to throw around in business, but building it is the real challenge leaders face. In order to grow and scale a dominant team, we need to be intentional about how our people feel when they go to work.
Beyond money, how do we create work environments that allow people to become the best version of themselves? What is the true role of a leader?
In this episode, we’re introducing our August 2022 coaching topic, and sharing the formula we use to create a high performance team culture.
Three Things You’ll Learn In This Episode
- The importance of putting people on the right seat on the bus
What causes friction in company culture and how do we solve it?
- How to break aspirations down into daily goals
If our team’s culture is meant to make people better versions of themselves, how do we actually measure it?
- How to get our teams to buy into accountability
Why do teams with weekly meetings/huddles have a better culture than those that don’t?
Many agents believe they can only walk away from a business when it’s reached a specific level of growth, but the timeline can be shortened if we choose.
If we want to pursue other interests, how would we go about stepping out of the day-to-day of our real estate business?
In this episode, real estate entrepreneur, coach, team leader, founder of Business By Referral and co-host of Serving Not Selling, Garett Maroon, explains how he built a lean team that is successful enough for him to pursue other things.
Three Things You’ll Learn In This Episode
- How to generate leads as a team leader
What things can you do to bring in leads to your business consistently?
- Why team leaders should give their agents room to grow
What’s better, to be the king or to be the kingmaker?
- The benefits of having interns on your team
How can employing interns help keep your business lean?
Guest Bio
Garrett Maroon is a real estate entrepreneur, coach, team leader, founder of Business By Referral and co-host of Serving Not Selling. With over eight years of experience, 450+ homes sold, over 60 million dollars in real estate negotiated, and a ranking in the top 1% in the area for six years in a row, Garrett brings substantial experience and expertise to his team and their clients.
For more information, visit https://www.maroongroupva.com or check out Garett’s podcast, Serving Not Selling on your platform of choice.
Many teams across the country are built for dependent agents. However, team leaders should give their members the vehicle to become interdependent and eventually independent within their world.
How can you build a team of agents who will grow with you?
In this episode, you’ll learn how to build a team of constantly-progressive agents.
Three Things You’ll Learn In This Episode
- How to sell more homes in a short time
What must you do to get more business fast?
- How to build a progressive team
How do you build an increasingly-productive team?
- The importance of exemplary leadership in team building
What role does good leadership play in building a great team?
Most team leaders hate it when agents leave them for better opportunities. The question we need to ask is “what kind of ceilings are we creating for our people?”, and how does this directly impact our turnover?
In this episode, owner and founder of Real Estate Experts and award-winning luxury home marketing specialist, Brett Jennings discusses the common problems facing real estate team leaders and how to overcome them.
Three Things You’ll Learn In This Episode
- The 7 stages of a real estate business
How do you go from a solo producer to a 7th-level team leader?
- How to raise the ceiling for our agents
What are the most common issues that stop agents from growing?
- The true definition of accountability
Is there a correct way to approach accountability?
Guest Bio
Brett Jennings is the owner and founder of Real Estate Experts. Brett is an award-winning luxury home marketing specialist and also holds a certificate in negotiation from Harvard Law.
In 2017, the Wall Street Journal recognized Brett and his team as one of the top 250 real estate groups in the United States.
With over one million agents in the country, this prestigious award places Brett in the top 1/10th of the top 1% among his peers.
For more information, visit https://www.therealexperts.com.
Most successful solo agents who close hundreds of transactions realize that while they’re accomplishing their income dreams, they don’t have the lifestyle they want.
They are spread too thin, juggling multiple plates and unable to focus on what truly matters to them. The only way out is scaling the business and exiting active production.
What are the 3 key leveraged roles we need to scale our teams?
In this episode, we’re going to dive into our coaching topic for July 2022, leveraged roles and the roadmap I used to exit production.
Three Things You’ll Learn In This Episode
- Why we might need a second admin assistant
Is it better to pay an admin more or hire an additional admin when transactions explode?
- How to utilize the time we get back from scaling
Once we leverage ourselves out of admin, operations and agent accountability, what’s our purpose as leaders?
- How to transfer agent relationships to a success manager
When we scale ourselves out of the team accountability role, how do we relinquish that relationship with our agents?
Behind every successful real estate team is a lot of failing forward and mistakes no one wants to talk about - until now. In our own journey, these missteps delayed our growth by years and made scaling a lot harder than it needed to be.
What are some of the things I would have done differently at the beginning?
In this special replay episode, I’m sharing the 5 dysfunctions in growing my team, and the pitfalls you’ll avoid by learning from them.
Three Things You’ll Learn In This Episode
- The pain point that finally got me to start building a team
No one wants to rush into building a real estate team but is it possible to wait way longer than necessary?
- The advice I wish I had heeded a lot sooner
When is the right time for a team leader to step out of working sellers?
- How to accelerate your success in real estate
Why do so many real estate agents struggle to pinpoint what’s making them successful?
In order to build a scalable real estate team, we have to generate enough leads to feed our agents and constantly explore new lead sources.
How do we test out new lead sources without dropping the ball on what’s already working?
In this special blast-from-the-past episode, we talk about how to build a solid lead gen system in your business.
Three Things You’ll Learn In This Episode
- How much money we should to allocate towards our leads sources
How do we double down on what works while also experimenting with new lead channels?
- The real reason people believe certain lead sources don't work
What’s the true sign that a lead source isn’t working?
- How much time a marketing campaign needs to prove itself
How much time should we commit to a lead source and what metrics should we track?
For real estate teams, the rule of thumb has always been that our overhead costs should account for 30% of gross revenue, but what if we could reduce that all the way down to 10%?
We learned very early on that we could offset our marketing, office space and admin costs in 3 unique ways.
In this episode, you’ll learn how to replicate this strategy in your own business and increase profit margins with the value you provide to the agent.
Three Things You’ll Learn In This Episode
- The truth about real estate profit margins
Why do many teams struggle to make any money despite looking successful on stage and on social media?
- How to create a win-win through strategic partnerships
How do we partner with the entities that make the most on the real estate transaction?
- How to create more value for the agent
Can charging transaction fees be a unique value proposition for the agents we recruit?
Many real estate team leaders are on the hunt for the opportunity, capital or partnership that will spark their next level of growth, but overlook their local REIA.
REIA’s or investor meetups have a ton of resources that can help us build hugely successful ancillary businesses.
What is the value of joining your local REIA? Is it easy to start your own?
In this episode, I’m joined by two successful entrepreneurs who run the nation’s fastest growing REIA. Owen Dashner and Ted Kaasch share why you shouldn’t be underestimating this valuable resource.
Three Things You’ll Learn In This Episode
- How to monetize a lot more of your time
How do we approach property like a marketing company instead of a traditional real estate operation?
- One key resource we can find at our REIA
Is hard money lending a smart way to get the capital we need to win?
- The value Owen Dashner and Ted Kaasch have built into their REIA
How can we use REIA’s to get the resources we need to grow our businesses?
Guest Bio
Ted Kaasch and Owen Dashner are real estate team leaders, entrepreneurs and they run the fastest growing REIA in the country. They interview some of the best Real Estate Investors and break down their investments in the Omaha metro area both large and small.
They get a sneak peek into how these investors create wealth as they share their vast knowledge and experiences, as well as tips and tricks on how to navigate the industry successfully.
For more information visit REIARadio.com, phone Owen on 402-578-4003, or find him on Facebook. Find Ted on Facebook.
One of the greatest subjects of debate right now is if the real estate market is headed for a crash, with most people believing that we most certainly are.
Yes, the market is going to slow down, but it will be like going from 100-mph to 75-mph. We’re more likely to stay firmly in a seller’s market.
As real estate team leaders, how do we position ourselves for the upcoming market shifts?
In this episode, we’re joined by founder and CEO of Resolution Realty, Ehren Alessi. He shares how he grew his brokerage, and where he believes real estate is headed.
Three Things You’ll Learn In This Episode
- Why many people might be wrong about the market
Are we really heading for a cataclysmic bubble burst?
- Where to find opportunity in this market
How will the ongoing pressures on the residential real estate market impact rentals?
- How Ehren is creating a huge value proposition for agents
What do we need to be thinking about if we want to build a dominant real estate business?
Guest Bio
Ehren Alessi is the founder and CEO of Resolution Realty. Combining his 20 years of living in the Las Vegas valley with over 15 years’ experience in real estate, Ehren has been able to develop an unparalleled expertise in his local housing market. This experience has allowed him to consistently deliver results for his valued clients.
Since 2011, Ehren has ranked in the top five in home sales and has been formally recognized as a Top Listing Agent for two years running. With over 4,000 homes sold, including equity sales, short sales, and foreclosure sales, his transactional knowledge is second to none.
For more information head to https://resolutionrealtylv.com and contact Ehren directly by sending an email to ehren@resolutionrealtylv.com or call 702-809-8582.
The database is the lifeblood of a high-performing real estate organization, and because CRMs hold that data, they have a unique vantage point on what it takes to succeed.
What lead nurture mistakes cost real estate teams a ton of money? How do we use our CRMs to extract as much business from our databases as possible?
In today’s episode, we’re joined by BoomTown’s Sou Lee. He has a perspective across all brokerages of what makes teams successful, and he’ll share what it takes to play the lead generation and conversion game at a really high level.
Things You’ll Learn In This Episode
- How to plan for our long term goals
In the journey to team leader, what do many agents overlook?
- Why internet leads aren’t the problem
Many team leaders say internet leads are ineffective, but is the issue more in the approach than the leads themselves?
- How to extract the most value from our CRMs
We can convert 3% of our internet leads within 6 months, but how do we turn the remaining 97% in the future?
- The true asset in our real estate businesses
How do we build a business that doesn’t require a home to be bought or sold?
Guest Bio
Sou Lee is a Sales Team Leader at BoomTown. Top real estate brokerages trust BoomTown to help them close more deals and grow their business.
Sou is offering a special deal on BoomTown and to find out more email sou@boomtownroi.com.
Business is just one facet of excellence and high performance. As entrepreneurs, our physical health has a lot to do with how we show up, and how well we do our jobs.
Our lifestyles are stressful, and often our diets and exercise habits make it worse. In order to truly perform at the highest level, many things need our attention, from what we’re feeding ourselves to low-grade underlying inflammatory infections.
How do we align our health and wellness to how we want to show up in our businesses?
In today’s episode, we’re joined by creator of The Shanahan Plan, Terry Shanahan. He shares his best tips for leading a healthier life, and how he built a 140-door investment portfolio in 2 years.
Three Things You’ll Learn In This Episode
- How entrepreneurs should work out for the best results
Is your approach to exercise actually doing more harm than good?
- The one area of health people ignore but shouldn’t
Why do stress and toxicity play a huge role in our overall wellness?
- How Terry grew a 140-door investing operation in 2 years
How does Terry zero-cost his property management and acquisitions without cutting into his cash flow?
Guest Bio
Terry Shanahan is an entrepreneur, functional nutrition and performance consultant, and online diet and performance coach. His client list includes business owners and executives, world champions, NBA All-Stars, PGA Tour Professionals, NFL stars, and Olympic medalists. Terry also helps everyday people who are suffering from chronic health issues including autoimmune, endocrine, inflammatory, and digestive disorders, as well as those who simply want to lose weight fast, or improve their quality of life, health, and physical appearance.
As a life-long sufferer of chronic illness, fatigue, and inflammation, Shanahan spent more than a decade in and out of doctor’s offices, visiting specialists around the country seeking the answer to why a seemingly “fit and healthy” individual should be so unwell.
Frustrated, Shanahan took his health into his own hands, devoting his time to studying diet, natural medicine, functional medicine lab testing, and supplementation – and experienced amazing results in a short period of time. Inspired by his experiences overcoming his own personal health struggles, Shanahan has devoted his life to helping individuals who want to be helped and who are willing to make positive changes in their lives.
For more information, visit https://www.theshanahanplan.com and follow @theshanahanplan on Instagram.
Technology is rapidly changing, but many people in real estate are still reluctant about implementing it. If we want our business to grow in today’s environment, we have to use technology to our advantage.
How can VRLY provide solutions to address our needs and pain points?
In this episode, we're joined by the CEO & founder of VRLY, Tyler Irons. We discuss the future of technology and how VRLY delivers the tools that will drive sales and scale our businesses.
Three Things You’ll Learn In This Episode
- Why all things analog can be replaced with digital
How can digital enhancements help your real estate business?
- How to monetize 6D technology
6D technology can be used to view inside our homes - what if we use it to earn profit?
- How technology can make our lives more convenient
Can VRLY provide solutions to our daily and recurring problems?
Guest Bio
Tyler Irons is an entrepreneur, consultant, real estate technology innovator, and marketing expert. He is the founder of the technology software company VRLY.
VRLY helps its partners dominate their digital presence, leverage technology to recruit agents and win more listings. You can use their state-of-the-art technology to stand out in the market and grow your real estate business.
For more information, you can visit https://getvrly.com.
Tyler Irons is one of the key sponsors at this year’s Team Building Summit. Use the code PODCAST to get $100 off your ticket.
With all the changes taking place in our industry, commission suppression is inevitable and in fact, it’s already happening. In order to remain profitable, we have to create new avenues to provide value to the consumer within the real estate transaction.
Title, mortgage, property management and insurance are a few ancillary businesses we can explore, but we often overlook concierge services.
The process of relocating has so many moving parts, and OneSource Solutions is a service designed to make it easier for consumers and agents alike.
How does the service provide the ultimate win-win for everyone? Why would we consider working with a third-party concierge service instead of starting our own?
In this episode, OneSource Solutions’ Director of Business Development, Dan McGauley talks about how their service works and why it’s something we should consider providing to our database.
Guest Bio
Dan McGauley is the Director of Business Development at OneSource Solutions. OneSource Solutions provides a solution for moving transferees & homeowners to save money and take the stress and hassle off their plate.
If your company is assisting with relocation or you are part of the home buying process, let us save your clients countless hours and serve them with establishing their utility connections and home entertainment services.
For more information visit https://www.osconnects.com, email dan.mcgauley@osconnects.com or call (314) 359-5897.
Real estate is evolving rapidly, but too many leaders are focused on solving yesterday’s problems instead of anticipating tomorrow’s.
We hear a lot about tech disruption, and institutional buyers but no one has zeroed in on the most pivotal problem - the supply/demand imbalance in housing.
What will this issue mean for real estate agents? How can leaders equip their teams for tomorrow’s hurdles?
In today's episode, we're joined by kwELITE's new team leader and CEO, Dakotah Smith. He talks about his journey. and what leaders need to be paying attention to right now.
Guest Bio
Dakotah Smith is a broker, entrepreneur and the CEO/Team Leader at kwELITE. Passionate about advancing the real estate industry, Dakotah has taught as a University Adjunct Professor (Real Estate Law and Real Estate Brokerage), is a Douglas County Planning Commissioner, and continues to serve on the Board of Directors for both the Omaha Area Board of Realtors and the regional MLS.)
Prior to joining KW, Dakotah served as a business and sales strategy leader at Redfin. Before his career in real estate, Dakotah worked in Washington, DC on both federal and state legislative advocacy and political campaigns.
Dakotah’s previous roles have included Manager of Government Affairs in Bayer Corporation's DC Legislative Office as well as a Public Relations consultant with Consort Partners PR helping Silicon Valley-based tech startups achieve their press coverage and exposure goals.
For more information follow @dakotahjsmith and email dakotah@kwelite.com.
Many teams don’t have the data they need to make good decisions and effectively lead their sales agents, which makes it impossible to scale.
In order to grow a team of high performing agents, we need a way to stay on top of our numbers, measure ROI and hold our people accountable.
How does Sisu solve this problem for teams across the country, and how do their tools empower leaders to run efficient and profitable organizations?
In this episode, we’re joined by founder and CEO of Sisu, and keynote speaker at the upcoming Team Building Summit, Brian Charlesworth. We talk about how Sisu works and how it makes us better leaders.
Three Things You’ll Learn In This Episode
- Why the best teams rely on technology
As real estate leaders what are the two pieces of software we need to truly run as a business?
- How to help our agents achieve their dreams
Sisu doesn’t only track what we’ve done - how can we use it to forecast our income?
- Why Sisu also benefits your admin team
Can a tool like Sisu help us run more efficiently and eliminate wasting time on duplicated tasks?
Guest Bio
Brian Charlesworth is a thought leader, CEO and founder of Sisu and host of the Grit Podcast. He is a passionate SaaS entrepreneur automating the real estate industry.
Sisu empowers Real Estate Companies to effectively manage and scale their businesses.
Use them for goals, forms, task/project management, commission management, sales challenges/gamification, reporting, auto notifications around a transaction, vendor management, and more.
For more information, head to https://sisu.co.
Brian will be a keynote speaker at this year’s Team Building Summit. Use the code PODCAST to get $100 off your ticket.
As business leaders, it’s tempting and even easy to make the goals we set about ourselves, but it’s impossible to grow an impactful organization if we’re not putting our people first.
Our role is to provide the vehicle and environment that helps our agents become the best version of themselves.
How do we build a business that empowers people and enriches their lives?
In this special episode, I’m featured on Rokrbox TV, where host, CEO and Team Building Summit speaker, Josh Cunningham and I talk about how to truly win in business.
Three Things You’ll Learn In This Episode
- The dangers of creative avoidance
As team leaders, what are the 2 things we need to be focused on if we want to scale our organizations?
- Why tracking our numbers makes our organizations stronger
How do we use data to add fuel to a human-centric business culture?
- What Rokrbox is focused on
Why are local call centers such a huge game changer for teams who want to scale their lead gen?
The greatest pain point of most real estate teams is how they can level up their number of transactions and maintain growth.
What makes this so challenging is that our organizations have to tick many boxes while also growing. We have to be profitable, pay our agents well, take care of the consumer and also give agents the support they need.
What’s the solution, and is it something a team at any level can implement?
In this episode, we’re joined by a team leader who has navigated this journey. Coach, thought leader, ancillary business master and one of our Team Building Summit speakers, Norman Elliott shares how he grew profit margins to over 40%.
Three Things You’ll Learn In This Episode
- The mindset block that makes progress impossible
What holds us back from achieving the kind of success that’s talked about on national stages and at conferences?
- How to create a team that caters to both independent and dependent agents
Do we need to mold every one of our agents into mega-rockstars to grow our businesses?
- What we have to do to make our teams profitable
Is the answer to growing our profit margins a lot simpler than we think?
Guest Bio
Norman Elliott is a coach, thought leader, team leader, ancillary business master and an ERS client. As Team Leader of the Premier Real Estate Team in Highlands County, Fl Norman has the privilege of helping over 740 families achieve the dream of home ownership. Specializing in residential real estate and striving to obtain 100% customer satisfaction their team has led the county in overall sales consecutively for 5 years!
Norman’s speaking at The Team Building Summit, to see him and other awesome speakers, buy your ticket at https://www.theteambuildingsummit.com and get $100 off with the code PODCAST.
When it comes to succeeding at the highest level, attending summits and absorbing knowledge is only step one of the journey. Implementing, failing and fixing your failures is what produces the results.
Last year, we talked to a team that attended the Team Building Summit, and took in a lot of knowledge. This year, they’ll be on stage sharing how they have grown and created a solid culture based on what they learned.
How are they shifting to a more profitable team structure? What are the big takeaways from the summit?
In this episode, Duncan Properties co-owners, and mother and son team leads, Michelle and Ford talk about their journey since attending the summit.
Three Things You’ll Learn In This Episode
- The best way to think about our teams
Restaurants aren’t designed to serve every type of food. How do we apply the same mindset to our real estate businesses?
- How to build a team that gives you freedom
Why do so many teams end up stuck in the least profitable model with no passive income?
- Why failure is part of the journey
What does the path of growing a business look like, and why do we need to accept that it comes with mistakes?
Guest Bio
Michelle Duncan is co-owner and broker-in-charge at The Duncan Group, and her son, Ford is the co-owner and operations manager. The Duncan Group's commitment to “Exceeding Expectations” led to a strong client base that never failed to be satisfied with the service and representation that they received.
With that level of success and the strategies and techniques in place to bring about sales and satisfied clients, The Duncan Group transitioned into its own independent brokerage, Duncan Group Properties.
For more information visit https://www.duncangroupproperties.com.
We’ve stepped into an age where you don’t necessarily have to be Tom Cruise famous to make an impact. You can have a level of fame that still allows you to go about your life without worrying about getting hounded at the grocery store.
The opportunity to be MicroFamous is available to us as team leaders, but what would it actually look like?
Today our show’s producer, CEO of Pursuing Results and the author of the book MicroFamous, Matt Johnson shares the idea behind his book and how it applies to the world of real estate.
Three Things You’ll Learn In This Episode
- The advantages of being MicroFamous
Why are more people keen to have microfame, instead of mega-celebrity status?
- The choice every team leader has to make
As leaders, how do we decide where the attention goes…will it be our teams or ourselves?
- How to become truly influential in your space
What does being famously influential to the right people actually look like?
Recruiting agents is one of the key elements to any successful real estate team or brokerage that wants to scale. Not only can it provide us the freedom we seek, but it also empowers others to live the life of their dreams.
In order to bring great agents onto our teams, we have to tailor an approach that effectively communicates the value our organizations provide, and it has to be different.
What are some of the biggest mistakes team leaders make in their recruiting process?
In this episode, we’re kicking off our high level coaching topic for April 2022, and sharing a few nuggets you can apply to your recruiting efforts.
Three Things You’ll Learn In This Episode
- How to create an unbeatable recruiting hook
Top agents get approached by teams all the time. What can we say to make sure we’re different?
- The power of investing in your recruiting
Why is a recruit better than a referral when it comes to making our teams more profitable?
- Why we shouldn’t be focused on splits
Most real estate organizations and recruits are focused on the splits conversation, but is that where our true value lies?
Ask most agents and even team leaders what lead generation is and they’ll tell you it’s internet leads. We often miss out on the most valuable lead source right under our noses - our sphere of influence.
In order to increase our efficiency and ROI in lead generation and conversion, we have to shift our mindset and train our agents to do the same.
Why is the sphere of influence such a key source of business we need to invest in?
In today’s episode, we’re inviting you into our ERS March coaching topic kick-off call. We’re going to be tackling lead conversion, but before we do, we’re going to change how you measure the value of your lead sources.
Three Things You’ll Learn In This Episode
- The one thing holding you back from lead gen excellence
Many agents on our teams don’t see their sphere as a lead source, how do we shift their thinking?
- Why seller lead platforms aren’t as good as our sphere
The best source of seller leads is right in front of us - in our databases. What makes our past clients the best way to find motivated sellers?
- How to increase your lead gen ROI
To understand our value, you have to know what our time is worth, how do we help our agents calculate it?
There’s no question that real estate commissions as we know it are on borrowed time, and this isn’t just putting a squeeze on the agent, it’s affecting the traditional brokerage too.
The “broke broker” has been a long running industry joke, but if we’re not future-proofing our businesses, it might actually become the reality.
Is there a way for us to stay profitable and still have a role in the future of the real estate transaction? How do we hedge against the suppression and eventual elimination of commissions?
In this episode, I’m joined by Keller Williams Regional Director, and author of NYT Bestseller “Wealth Can't Wait”, Paul Morris. We talk about where real estate is headed, and how to keep the brokerage model alive.
Three Things You’ll Learn In This Episode
- How to create wealth multipliers in a real estate brokerage
When real estate commissions become a thing of the past, how can brokers still make sure their agents are getting paid?
- The best way to grow our footprint without abandoning our superpowers
If we’re seeking an ancillary business, is it smarter to partner with an expert in that space, or go it alone?
- What agents have working in their favor
The true value in real estate is the relationship we have with the consumer. How do we protect it?
Guest Bio
Paul Morris is a Keller Williams Regional Director, CEO of Forward Living, the number 1 KW office in California, a REAL Trends top 50 brokerage, and author of NYT BestSeller Wealth Can't Wait. As a prolific and award-winning entrepreneur and business mind, Paul Morris continues to grow and impact the real estate industry.
Paul is the recent New York Times Bestselling author of Wealth Can't Wait (www.wealth.org) and Keller Williams' Regional Owner and Regional Director for 3 California Regions (Central & Southern California, Westside LA, and LA Coastal), where he has oversight of 36 offices and more than 7,000 realtors who close more than $18 billion in sales volume per year.
As CEO of Forward Living, Paul has grown his own Keller Williams offices to become Keller Williams #1 Franchisee outside of Texas with ownership in 9 offices with more than 3,000 realtors and $7 billion in closed volume. And, Paul and his team have led Keller Williams Realty to the #1 spot for Market Share in Los Angeles.
For more information, visit http://www.morrisx.com email paul@forward1.com or follow
@paulmarkmorris on Instagram.
As team leaders, we want our agents to bring in a ton of business, but are we giving them the tools and support they need to do just that?
Unfortunately, for the most part, team leaders aren’t doing enough to empower their agents in the area of lead generation, simply because they don’t have enough lead gen processes in place themselves.
So, what should we be implementing in our businesses?
In this episode, you’re invited to an ERS coaching call on the pillars of lead generation every business should have.
Three Things You’ll Learn In This Episode
- One thing we tend to forget about a sphere of influence
Do the newer agents on our teams not have spheres of their own, or are we missing a crucial point?
- Why we need to stop discrediting the power of internet leads
Why is it that so many team leaders are opposed to buying internet leads, and what would get them to change their minds?
- What’s stopping more leaders from encouraging outbound prospecting
When did real estate professionals decide outbound prospecting was too big an undertaking?
Denver is one of the most competitive real estate markets in the country. To say that it has an astronomical demand for property would be a huge understatement, with inventory going as low as 1200 or even less.
In such a challenging market, our guest has $30 million in acquisition, a record number of closings and a thriving rental property - what’s his secret?
How does he set himself for success from finding to funding the deals?
In this episode, investor, broker, mentor, consultant and the President of Team Cooley Properties, Nick Cooley shares how he’s running his investment operation, including a deep dive into the numbers and the kinds of deals he goes after.
Three Things You’ll Learn In This Episode
- Why many investors miss out on the opportunity to truly build wealth
How do we treat our investing cash flow as financial insulation instead of spending money?
- The key to success in the hard money game
How do you become your own hard money lender to fund your very first investment deal?
- How to navigate the risk of a loss
Can we mitigate the pain that comes from an investing loss, or cushion the blow in advance?
Guest Bio-
Nick Cooley is an investor, broker, mentor, consultant and the President of Team Cooley Properties in Denver, Colorado. Nick is excited to bring an investor's perspective to the large and important financial decision as to where to live, raise a family, enjoy the occasional dinner party... whatever!
Buying or selling a home is important not only for the financial implications, but also in the measure that it is the main place where we spend our lives.
For more information, follow @imnickcooley on Instagram.
In any industry, the lead is the tip of the spear for driving revenue. In a real estate organization, there’s no scalable growth without a calculated process for predictably generating leads, but what does that actually look like?
Teams often struggle to make any meaningful headway with their lead gen and feel like a low ROI is inevitable, but this challenge is usually self-inflicted.
How do we set ourselves up for success in lead gen, whatever source we choose to work?
In this episode, I’m going to talk about ways to optimize your lead gen, and mistakes that hinder success in the residential real estate arena.
Three Things You’ll Learn In This Episode
- What agents and team leaders get wrong about lead gen
Our success in lead generation starts with our mindset. How do we make sure we’re set up for success?
- The 3 lead sources we should be working
Is working our sphere enough if we want to build a thriving scalable real estate team?
- Ways to stay top of mind with your sphere
How can we work smarter and use technology to multiply ourselves in our lead gen and conversion efforts?
In an industry bursting at the seams with hopeful agents, the only way to capture attention is through differentiation.
The problem is, while many of us think we’re setting ourselves apart, when it comes down to it, we’re offering the same so-called ‘value’ propositions as everyone else.
So, how can we truly separate ourselves from the crowd? What would it take to really stand in a league of our own in an over-saturated business?
In this episode, CEO of Your Home Sold Guaranteed Realty, Rudy Kusuma shares how he’s built a brokerage of distinction in the truest sense of the word.
Three Things You’ll Learn In This Episode
- How to become synonymous with real estate through SEO
What can we do to ensure we’re not just the first, but even the second and third team to pop up when consumers in our area search for real estate?
- One way to stand out from the very first listing presentation
Every agent arrives at a listing presentation with a CMA. How can we show up with something even more valuable?
- Why we need to change the way we see iBuyers
Are iBuyers really the foe we’ve been led to believe they are, or is there a way to leverage them in our teams?
Guest Bio-
Rudy L. Kusuma is the CEO of Your Home Sold Guaranteed Realty. Rudy and the 25 teams under his Brokerage have sold over 5000 homes, totalling more than $1 BILLION in real estate transactions.
Rudy is also a Best Selling author and co-author of several books, including among others Professional Performance 360 Special Edition: SUCCESS, alongside Richard Branson, Harvey Mackay, Dr Nido Qubei and Dr Ivan Misner. Rudy has been featured in Bryan Tracy’s TV show, The Real Estate Office of the Future.
To find out more, go to:
https://yourhomesoldguaranteed.com
The Soul of Success Volume 2
GOD In Business: Faith Is The Deciding Factor
Professional Performance 360: Special Edition: Success
Resources mentioned in this episode:
Team Building Podcast Episode - Cyrus Jaffrey
Freakonomics: A Rogue Economist Explores the Hidden Side of Everything
At the beginning of a new year, leaders need to set goals for the organization, but we need to go beyond that. We also have to set the big picture for the next 12 months.
Master teams that perform at a high level don’t just come up with pie-in-the-sky goals and work aimlessly. They break every deal, every contract and every commission check down to the daily activities of their agents.
How do we gain clarity so we’re going after what we truly want? When we think about the big picture, why do we need to go beyond real estate?
In this episode, I’m going to talk about my own journey in real estate, how to plug our agents into a proven system and share what it takes for a team to remain relevant in this industry.
Three Things You’ll Learn In This Episode
- The 3 things I implemented to change my life
What are the areas of our lives that will determine how successful and fulfilled we can be?
- How to break agent goals down into weekly, daily and hourly activities
How do we make sure we’re plugging our agents into a system that’s actually designed for them to thrive?
- Why the traditional real estate agent is in danger
What’s the difference between the sales agent of the past and the agent advisor who will remain relevant in a changing industry?
As team leaders, it’s our job to help our agents succeed and achieve their dreams. We could focus on lead gen and CRMs, but the success of our people truly starts with goal setting.
What are the questions we need to ask our agents so that their goals can be backed up by actions and activities? How do we avoid imposing our own goals on our agents?
In this episode, KWElite invites you into our December client call where we dive deep into goal setting.
Three Things You’ll Learn In This Episode
- Why goals need to be super specific
There’s a difference between setting a goal and wishing things into existence. How do we make sure we’re doing the former?
- How to help agents set their own goals, not ours
As team leaders, we’re in danger of instilling what we want onto our agents. Can we teach ourselves to avoid this?
- What we can expect when we start rolling out this goal setting process
How do we deal with our agents pushing back on the goal setting sessions and actually get their buy-in?
Real estate commissions, as we know them, are on the way out. Ancillary businesses are necessary to the survival of agents, teams and brokerages, and the only vehicle to keep driving revenue to our bottom line.
We’ve talked at length about investing, but there are other pieces of the real estate transaction that are often overlooked. Insurance is one of them.
This model allows us to earn revenue without a real estate transaction, earn income for years, and truly serve our clients.
How can agents earn money through insurance? What are the actual numbers behind why this model works?
In this episode, I’m joined by entrepreneur and founder of Aksarben Insurance, Cyrus Jaffrey as we discuss establishing a solid ancillary business in the insurance space.
Three Things You’ll Learn In This Episode
- Captive insurance vs. independent insurance
What’s the best insurance model for agent-advisors who truly want to drive value to the consumer?
- 3 ways agents, teams and brokerages can get a slice of the insurance market
Can you earn more revenue through insurance even if you’re not doing hundreds of transactions?
- Why insurance is a great source of residual revenue
There are about 120 million domiciles in America, and each of them need home and car insurance. How do we earn years of revenue through one household?
Guest Bio-
Cyrus Jaffrey is an entrepreneur and the founder of Aksarben Insurance. With over 30 years of combined experience in the insurance industry, Aksarben Insurance works to find the best insurance rates for their customers delivered with an unmatched customer service experience.
From home and auto to business, health, and life. Cyrus runs a network of independent insurance agencies focusing on helping captive and Independent agents fulfill their dream of owning their own business and building a Legacy.
For more information, get in touch with Cyrus at cyrus@teamcyrus.com.
As we near the start of a new year, many of us are beginning to think more seriously about what we want to get out of our businesses, our careers, and our lives. The key to doing that effectively lies in visioning.
The problem is, while many of us have clear goals, they’re often informed by fear and what we don’t want to happen, rather than what we do want our lives to look like. As a result, instead of taking steps to making our dreams a reality, we end up stagnating.
So, how can we cultivate a vision for the lives we want to lead and start taking actionable steps towards making it happen?
In this episode, President at Crescas Real Estate, Robert Rogers shares how to get better at career visioning.
Three Things You’ll Learn In This Episode
- The key to creating a successful vision board
How can we increase our chances of following through on our goals and turning our dreams into reality?
- How to help our agents make good on their goals
How can we, as leaders, help our agents stay on track with the goals they’ve set for themselves?
- Why playing offence is so important
Will we really create the lives we want to lead if all our actions stem from a place of fear?
Guest Bio-
Robert Rogers is the President at Crescas Real Estate. A Realtor since 2004, Robert is the recipient of countless accolades thanks to his passion for the business, including among others 2008 Realtor of the Year by the 1-85 North Board of Realtors. Previously at Keller Williams Realty, in 2018, Robert channeled his extensive industry knowledge into his very own firm, Upscale Avenues Realty Group, with the goal of creating an unmatched experience for consumers.
To find out more, go to:
https://www.linkedin.com/in/robertrogers1
https://crescasrealestate.com
Books mentioned in this episode:
https://www.amazon.com/Top-Five-Regrets-Dying-Transformed/dp/140194065X
https://www.amazon.com/Dream-Manager-Matthew-Kelly/dp/1401388442
Note for listeners:
Jeff Cohn shared his vision board at 18:56-19:45
For driven business leaders gearing up for a new year, goal setting is easy. The hard part is our ability to ask the tough questions about what’s holding us back from getting the results we want, and answering them honestly - no holds barred.
What are some of the questions we need to be asking ourselves, not only as a new year approaches, but also on a regular basis?
In today’s episode, we’re joined by special guest host Matt Johnson for a very different Team Building Podcast episode, as he puts me on the spot with 5 powerful questions about business.
Three Things You’ll Learn In This Episode
- The toughest question asked in this episode
What prevents you from making the changes you know will make you a more effective leader?
- Why we need to keep experimenting
How do we maintain a connection to the frontlines of the business as it continues to grow?
- The key ingredient to our growth, progress and success
How do we get comfortable with the tough and challenging questions that are necessary for our business and professional growth?
Most real estate agents spend their time on traditional residential deals, but it’s not always the best and highest use of our time. A listing only gives us a commission once, and investing has the potential to give us monthly cash flow, appreciating assets and legacy wealth.
What are the 6 strategies investors can tap into to maximize their ROI? How do we decide the best investing strategy for different types of properties?
In this episode, I’m joined by investor and host of the podcast Collecting Keys, Mike DeHaan. He talks about his journey from leaving corporate to the investing strategies he’s deploying right now.
Things You’ll Learn In This Episode
- How Mike went from unhappy corporate engineer to successful investor
What’s the one factor that pulls people into the world of real estate investing?
- Why home flipping isn’t a one-size fits-all strategy
Is flipping a house the best and highest use of our time as investors?
- The beauty of the BRRRR strategy
Many investors acquire a lot of properties but overlook the tax implications. How do we keep our taxes in check?
- How to create long-term legacy
Should we immediately use our investing income to fund our lifestyles or keep pouring it into getting more properties?
Guest Bio-
Mike DeHaan is a real estate investor and host of the Collecting Keys Podcast. He started out his career as an electrical engineer wearing a pair of golden handcuffs. Upon realizing he was deeply depressed and that the job, 6-figure salary, and perks that came with it didn’t make him happy, Mike walked away from the job with no real plan.
After a short bout teaching himself to code and getting a job at a startup, it was clear that wasn’t going to work for him either. Mike started researching passive income and found REI. He liquidated his corporate 401k (paying the massive fees and all) and bought his first 2 properties in June 2018. By the end of the year he had bought another property, a duplex, and had caught the REI bug.
Today, Mike has hired staff and improved his systems to be able to handle consistently doing 3-5 deals per month. Their business model now is to keep the best properties they find and wholesale/flip the properties they don’t want for the long term. As of now he owns 28 doors, and he has completed 48 deals in his 3 years and now generates more passive rental income than he used to make in his 6 figure salary.
Listen to the Collecting Keys Podcast wherever you get podcasts and follow Mike on Instagram.
https://www.instagram.com/mike_invests/?hl=en
When agents pull back from production, they get hit by the amount of time they have on their hands, but it should never be considered ‘free time’.
Once we step out of sales, we have to take on the activities of a leader and start working on improving our business.
But what does that actually look like? What areas of the business do we need to start focusing on?
In today’s episode, our special guest host, Matt Johnson joins us to talk about the most important and dollar-productive activities of a team leader.
Three Things You’ll Learn In This Episode
- The biggest mistake team leaders make when they get out of sales
How do we make sure the bills still get paid when our production is no longer part of the equation?
- Why hiring an exact replacement puts you in a precarious position
Who do we need to hire in order to keep our business stable when we’re out of production?
- How to use numbers to drive and motivate your decisions as a leader
What numbers do team leaders need to know in order to know where to leverage themselves and where to put their time?
Choosing to move forward in our businesses may seem simple enough, but in reality, many team leaders are hesitant about investing in coaching programs because they’re afraid of the unknown.
However, if we stop seeing it as ‘the unknown’, that fear quickly dissipates. By listening to the success stories of those who have invested in themselves, coaching goes from a shot in the dark to a beacon of hope.
So, what have our predecessors learned from coaching, and how can we learn from their wins?
In this episode, you’re invited to an ERS client panel, featuring Matt Mick, Robert Rogers, Ehren Alessi and Mike Coleman, as we dive into their many success stories since joining ERS.
Three Things You’ll Learn In This Episode
- How to take advantage of the time we get back
We invest so much in buying back our time, but once we’ve achieved that freedom, what should we be doing with the hours we get back?
- One thing we need to know about leverage
Can we grow our teams without stepping out of the aspects of the business we really do love?
- The key to a better work/life balance
Is it ever really possible to have a work/life balance as business owners?
Guest Bio-
Matt Mick is the Team Lead at Lincoln Select Real Estate Group. Serving both buyers and sellers, Matt prides himself on providing next-level service to his clients, and considers his superpower his willingness and ability to disrupt the business as we know it.
To find out more, go to:
https://www.nebraskarealty.com/agents/matt-mick
https://www.linkedin.com/in/matt-mick-9466225a
Ehren Alessi is the Founder and CEO of Resolution Realty. With over a decade and a half of experience in the Las Vegas Valley, Ehren has unparalleled expertise in his market. As committed to customer service as he is to building a strong, evolving technological infrastructure, Ehren is passionate about serving his community at the highest level.
To find out more, go to:
https://resolutionrealtylv.com/team/ehren-alessi
https://www.linkedin.com/in/ehrenalessi
Robert Rogers is the President at Crescas Real Estate. Throughout his career, Robert has been the recipient of countless awards, and since relocating to Virginia in 2012, he’s been in the top 1% of Realtors in the Hampton Roads Realtors Association every year.
To find out more, go to:
https://www.homesnap.com/Robert-Rogers-1/gmb
https://www.linkedin.com/in/robertrogers1
Mike Coleman is the Team Owner of The Mike Coleman Team. A self-proclaimed ‘fanatic’ for social change, Mike is passionate about using real estate as an avenue to fuel his philanthropy, and his drive for success in business lies in his desire to help others.
To find out more, go to:
https://www.mikecolemanteam.com/
https://www.linkedin.com/in/mike-coleman-4306248
Nothing empowers a team to achieve and excel like putting your numbers under a microscope and tracking them consistently. Unfortunately, the real estate metrics tracking products of the past were broken and made it harder for us to have the numbers and analytics at our fingertips.
Today we’re joined by a team leader and entrepreneur who created a great metrics system that everyone on the team can wrap their heads around, and take action on.
How does Real Estate Traction work, and how does it help teams achieve their goals?
In this episode, founder and owner of Montreal's Elite Real Estate Group, Logan Boyce walks us through his metrics tracking dashboard and system, and why it’s such a powerful tool for teams.
Three Things You’ll Learn In This Episode
- How to create a metrics tracking system people will actually use
Is it possible to have a great system without massive, confusing spreadsheets?
- Why a good metrics system helps with coaching
How can team leaders use metrics tracking to drive performance and accountability?
- Why your metrics tracking is only as as good as your input consistency
What’s the one mistake teams make with their metrics tracking and how do we avoid it?
Guest Bio-
Logan is an entrepreneur, leader and the owner and founder of Montreal's Elite Real Estate Group and Flip Your City. With 120+ Transactions and 40M+ in volume, Montreal's Elite is a dominant force in real estate in Montreal.
For more information on Real Estate Traction visit https://realestatetraction.com.
Head to dashboard.kwelite.com to see how we track our numbers.
When our businesses aren’t generating the wins we want, it’s easy to blame our agents, our organizations and even the coaching program we’re in, but what if the true problem is us?
If we’re just doing the bare minimum and accepting mediocrity for ourselves, it’s impossible to grow anything beyond this limiting mindset.
How do we get into self-discovery to get to the bottom of the dysfunction in our business? What is the effect of that level of honesty?
In this episode, we’re joined by the CEO of HergGroup Denver at Hergenrother Realty Group, Will Story. He opens up about the change that helped his team grow, and why it all started with how he was showing up as a leader.
Three Things You’ll Learn In This Episode
- Why you can’t run a “team of mercenaries”
If a team lacks a solid foundation, will hiring more people make things better or worse?
- The attitude that holds many agents back from success
How do you switch from playing defense to playing offense as a team leader?
- How to change your culture by changing yourself
How did Will Story shift his team from an “atrocious culture” to a supportive, growth-focused culture?
Guest Bio-
Will Story is the CEO HergGroup Denver at Hergenrother Realty Group. Real estate is his focus, and his specialty is guiding people through the major life transitions that buying or selling a new home can bring.
Will started his real estate career in 2013, and he has a passion for coaching and training other agents. HergGroup Denver offers expertise, professional services and an innovative online approach.
For more information, contact Will directly will@herggroup.com.
When you’re the only one in production, you can get away with focusing on selling more homes, but if you want to scale a team, agent retention has to rise to the top of your list of priorities.
It’s one thing to bring on new people - getting them to stay is where the rubber truly hits the road. Why do agents choose to stay at one organization for years? What are some of the limiting beliefs that hurt your ability to keep top talent on your team?
In today’s episode, you’ll learn why you can’t grow a successful team without a solid retention plan, and how to put it into action.
Three Things You’ll Learn In This Episode
- What people mean when they say they don’t want to hire new agents
Why is retention so critical to our ability to grow our teams and increase our net income?
- Why many teams fall apart when one agent leaves
How do we build a team that can withstand the departure of one (or a few) of our top agents?
- The truth about why many agents speak negatively about the market
As leaders, how do we coach the pessimistic team member who’s always complaining about the market?
When it comes to building a dominant real estate team, agent recruitment is just one part of the equation.
It’s not just a matter of adding agents, it’s about adding the right ones, and giving them the tools and direction to keep them in our worlds.
How do we create enough value for the best agents on our teams? What can we implement to make agents stop looking for other opportunities?
In today’s episode, I’m joined by team leader and operations manager at Duncan Group Properties and one of our clients at Elite Real Estate Systems, Ford Duncan. We discuss a very important, but often neglected part of leading a team, retention.
Three Things You’ll Learn In This Episode
- How to scale your team the right way
At what agent count do we have to start intentionally thinking about culture, systems and accountability?
- The real reason agents leave our teams
How do we create an environment where our agents will never want to leave even if they are offered more money elsewhere?
- Why leaders need to keep growing in order to retain talent
As leaders, who do we need to become in order to retain our agents?
Guest Bio-
Ford Duncan is the team lead and operations manager at Duncan Group Properties. He was one of the founding members and a team leader at The Duncan Group, along with his partner, and mother, Michelle Duncan. The Duncan Group quickly became one of the top teams at a large national franchise with sales volume in the top 2% nationwide.
The Duncan Group's commitment to “Exceeding Expectations” led to a strong client base that never failed to be satisfied with the service and representation that they received.
With that level of success and the strategies and techniques in place to bring about sales and satisfied clients, The Duncan Group transitioned into its own independent brokerage, Duncan Group Properties. Ford is the Operations Manager in addition to working with buyers, sellers, investors, and new construction communities.
For more information visit https://www.duncangroupproperties.com.
What does it take to build a dominant, fast-growing real estate team that retains and keeps top talent? KW Elite scaled rapidly from 70 to over 700 sides in less than 6 years by implementing 12 pillars to set the vision, generate leads, build a team the right way and create a strong culture.
Why do we need to start with the big picture we have for the business? What does accountability look like on a real estate team?
In today’s episode, we’re joined by our Director of Marketing and Events, Kathryn Nizzi to talk about the most important facets of building and scaling a successful team.
Three Things You’ll Learn In This Episode
- The power of vision
As team leaders, what is the critical and necessary first pillar of growth?
- Why team leaders have to approach lead generation differently
Solo agents can lean on their sphere for leads, but if you want a business that can scale without you, you need other lead sources. How do we determine what works for the entire team?
- How to protect your culture in advance through hiring
Friction is inevitable on a team, and one interaction can kill your culture. Who do we need to hire to avoid a total collapse of team culture when that friction happens?
Guest Bio-
Kathryn Nizzi is the Director of Marketing and Events at Elite Real Estate Systems.
Passionate about what she does, Kathryn holds degrees in Advertising, Public Relations, and Applied Communication and Marketing from the University of Nebraska at Omaha.
To find out more, go to:
https://www.linkedin.com/in/kathryn-nizzi-69423a127
Teams and brokerages have always been viewed as two ends of the real estate spectrum, but our concerns are more aligned than we think.
Market cycles aren’t the only thing today’s leaders need to be worried about. Agents go through cycles too, and if our operations and business models aren’t evolving along with them, the future is uncertain, whether you lead a team or a brokerage
What are the three types of agents brokerages and teams need to be able to cater to? How do we become the solution to all agents regardless of where they are in their careers?
In this episode, I’m joined by owner/founder of Holt Homes and the regional director of KellerWilliams mid-America, Dan Holt. We talk about the future of real estate business models, and how to get ahead of the curve.
Three Things You’ll Learn In This Episode- How to be a better real estate leader
The people we’re in business with can make or break us. Why do we make business easier when we put great people around us?
- The secret to high production
How did Dan Holt build a high-production team where agents outearn their market competitors?
- What the future holds for teams and brokerages
Agents go through life cycles, and the teams that stay relevant evolve with them. How can we make sure we’re keeping up with the growth of our agents?
Guest Bio-Dan Holt is the owner/founder of Holt Homes and the regional director of KellerWilliams mid-America. He leads 23 market centers, 17 operating principles and over 4000 agents. Dan entered the real estate industry in 1999 and began by building homes. He learned the market and began to grow his team through other real estate professionals who desired to be number one just like himself.
Dan attributes his success in today's fiercely competitive marketplace to his unique Team Partnership concept.
Go to https://www.holthomesgroup.com for more information.
To contact Dan directly, send an email to danholt@kw.com or text (417) 300-3001.
Whether you’re an investor or a traditional agent, lead acquisition is the name of the game, and what you do to find investing deals is no different to what you have to do for listings.
What’s more important than how you generate leads is how well you can systematize and measure the process. If something is systematic and trackable, you can calculate the ROI down to the last dollar, and that allows you to double down on what’s working.
How does our guest take a metrics-based and systems-driven approach to generating leads? Why is data a key ingredient to successful lead acquisition and conversion?
In today’s episode, we’re joined by real estate investor and the co-founder of Real Estate Funnel Systems, Erik Bee. He shares how his product works and how he’s helping both agents and investors generate leads at a high level.
Three Things You’ll Learn In This Episode
- The #1 lead generation mistake agents make
Most people don’t give a lead generation strategy enough time to work. How long should we test our marketing strategies to extract the true ROI?
- How to get the most out of every lead
If a lead doesn’t fit into our criteria, what are some of the ways to monetize it?
- Why data is the currency of successful lead generation
Data is the key to finding the deals no one else can. How does Erik use data to help agents and investors zero in on their avatar clients?
Guest Bio-
Erik Bee is real estate investor and the co-founder of Real Estate Funnel Systems. He is a multi-skilled business starter, determined and real estate trainer with excellent all-round marketing skills and a solid background in property sales, building a successful real estate investing company.
Based in San Diego, Eric has the ability, drive, and determination needed to succeed in winning business and creating opportunity. He has extensive knowledge of collecting information about a property, estimating its value and then promoting it for sale as a Licensed Real Estate Broker and Real Estate Appraiser. Eric is an excellent communicator who can relate well with people at all levels and has the flexibility of working well as part of a team or individually.
For more information, visit https://www.realestatefunnelsystems.com and follow @erikbee on Instagram.
https://www.instagram.com/erikbee/
We all have aspirations for what we’d like our lives to look like. The question is, what are we doing to make those a reality?
How can we stop thinking about what we want and start taking action towards our wildest, most ambitious goals? Is there ever a target ‘too big’ to achieve?
In this episode, real estate investor, speaker and host of the Millionaire Mindcast podcast, Matt Aitchison shares how to create the lives of our dreams.
Three Things You’ll Learn In This Episode
- The importance of keeping an eye on our inner circle
Are the people we’re closest to making a positive impact on our lives, or are they stopping us from reaching our full potential?
- How to grow into the best versions of ourselves
What can we do every day to bring us closer to the lives of our dreams?
- Why a clear vision is non-negotiable
How can we expect to create our ideal reality if we don’t know exactly what we’re working towards?
Guest Bio-
Matt Aitchison is a real estate investor, syndicator, speaker and private equity consultant. After graduating from UC Santa Barbara, Matt got his start in the world of single family and built a Wall St Journal Top 1000 Real Estate Team. Matt quickly transitioned to the investment arena, personally flipping hundreds of houses while simultaneously consulting with hedge funds like Invitation Homes and Waypoint.
Matt now owns Vault Investment Properties, a private company which acquires and operates his own passive income portfolio, comprising commercial strip centers, hotels, single family rentals and multi family assets. Additionally, Matt and his team now consult with various investment and private equity groups to identify sound investment opportunities for equity and debt placement, development, and asset acquisition.
Matt is extremely passionate about helping others create more wealth, freedom, and fulfillment in their life through real estate investment opportunities and is also the host of the Millionaire Mindcast, a Top 100 ranked business podcast in the world. Most importantly, he’s a husband to his amazing wife Marie and two beautiful daughters, Ella and Evelyn.
To find out more, go to:
https://multipliersbrotherhood.com/
https://www.linkedin.com/in/maitchison/
http://www.therichlifeacademy.com/
https://millionairemindcast.libsyn.com/
To take advantage of Matt’s virtual vision board training mentioned in this episode, go to:
https://www.youtube.com/watch?v=OiIEZh2vjy0
And to find out about the questions Matt is asking to stay on track, email him at:
matty@millionairemindcast.com
Book mentioned in this episode:
https://www.amazon.com/Top-Five-Regrets-Dying-Transformed/dp/140194065X
In the near future of real estate, the agents who will keep earning a commission check are the ones who create a boutique service offering that focuses on a niche. Real estate teams can then gain more market share by having their agents occupy different marketing niches.
From a multifamily representative to a mommy blogger agent or fashion influencer Realtor, a real estate organization can be stronger by catering to a more diverse portion of their community.
How does today's guest use this strategy to collectively capture a bigger audience? What makes a niche agent more equipped for where the industry is going?
In this episode, Team Denver Homes lead, speaker, blogger, and member of the Forbes Real Estate Council, Mor Zucker reveals how to implement a niche-focused lead generation strategy.
Three Things You’ll Learn In This Episode
- Why every agent should be investing in property
The biggest failure of agents is not having an exit strategy. Residential real estate is the best pace for agents to invest their money. Why are these asset classes so perfect for us?
- How to become an agent-influencer
What are some of the unique ways Mor Zucker’s agents are bringing influencer marketing to the world of real estate?
- How to combine your hobbies and interests with your lead generation pillars
The key to winning niche clients is hanging out where they hang out, and also putting out good real estate content. How do you strike the perfect balance between fluff and depth?
Guest Bio-
Mor Zucker is a team lead, public speaker, blogger, and a member of the Forbes Real Estate Council. Since the first year she pursued a real estate profession, and every year since then, Mor Zucker’s marketing and technology initiatives have placed Team Denver Homes, her co-founded real estate team's website #1 among the most viewed agent websites, and her blog in the top 3 most viewed blogs in Denver, Colorado.
Her innovative approach to marketing has led her to become a public speaker at conferences such as: Inman Connect, Who's Who in Luxury Real Estate, ENCON, WFG's REfresh and multiple brokerages’ MarTech conferences around the world. Her marketing and technology efforts have garnered her the “Best Overall Marketing Package Agent” award (2017), the "Booj" award (2016), and she has been nominated by Luxury Real Estate for "Most Innovative Marketing Technique" (2016, 2015, 2014); "Best Overall Marketing Package" (2016, 2015); and "Outstanding Social Media Savvy" (2016).
In 2018 Zucker joined the Forbes Real Estate Council as an Official Member. The council is an invitation-only community for executives in the real estate industry. Members of the council have the opportunity to submit thought leadership articles and short tips on industry-related topics for publishing on Forbes.com.
For more information, visit https://www.teamdenverhomes.com.
Follow @morzucker on Instagram, and check out all the Denver Home Team’s niche Instagram accounts here: @teamdenverhomes @thedenverlook@thedenverear@therealdenvermama @thedenveroutdoors @thedenvereats
Most people want to build a great life, but they are programmed to think small to avoid the pain of failure, and end up with regrets and unfulfilled potential. The outliers are the people who choose to fight against their programming, and go in the direction of their greatest fears.
One such person is mega-entrepreneur, coach and leader, Rock Thomas. Rock has an amazing story of breaking out of the trap of comfort and making a dent on the universe. How do we identify the limitations we put on our own dreams, and how can we trick our brains into creating an awesome life?
In this episode, I’m honored to have Rock Thomas on the show. He shares how to live a life of adventure, momentum and impact.
Three Things You’ll Learn In This Episode
- How to feel rich without much money
Rock does everything differently, even his vacations. What are some of the ways he rewards himself for his hard work without guilt?
- The secret to creating an amazing life
Most people live unfulfilling lives because they are seduced by comfort. How do you trick your brain into changing this?
- Rock’s secret to getting into momentum
Doing something great means facing a lot of unknowns. How do we accelerate into darkness instead of letting it stop us?
Guest Bio-
MAs seen on Goalcast, Rock Thomas has impacted over 100 million lives. He is the host of the top-rated Rock Your Money, Rock Your Life Podcast, a bestselling author, and motivational speaker with over 30 years of experience in personal development and coaching. From humble beginnings on a small Canadian farm near Montréal, Rock Thomas became a self-made millionaire and devoted himself to helping others unleash their financial freedom and fulfillment.
To get Rock’s free book YOUR EPIC LIFE BLUEPRINT Unleash Your Financial Freedom & Fulfillment go to www.rockthomas.com/freebook.
One of the biggest commonalities across all leaders is, they’re put in positions where they need to speak. On paper, that sounds easy enough, but as anyone who has taken to the stage will know, it’s often easier said than done.
Aside from doing it repeatedly, is there anything we can do to alleviate stage fright? Will we ever totally escape the feeling of being uncomfortable speaking to an audience?
In this episode, I’m once again joined by Matt Johnson as we share our hacks for getting more comfortable at speaking engagements.
Three Things You’ll Learn In This Episode
- The importance of authenticity
Is it ever a good idea to channel someone else’s persona, even if we’re doing it to feel more comfortable?
- How to prepare for a speaking engagement ahead of time
Should we stick with our everyday routines before an engagement, or should we be switching it up?
- The rookie error speakers need to avoid
Could we be unwittingly putting ourselves at a disadvantage before we’ve even started our presentation?
Guest Bio-
Matt Johnson is an entrepreneur, podcaster, and author. Host of the MicroFamous podcast and co-host of Real Estate Uncensored, he is also the owner of Pursuing Results, a podcast launch, and production company.
Matt is the author of MicroFamous: Become Famously Influential to the Right People.
To find out more, go to: https://getmicrofamous.com
Thanks to technology, there’s never been more content, information or tools to run our businesses. The problem is: an abundance of content creates overwhelm, and often inaction.
How do we parse through ALL the content, and actually figure out what works for us? Why is it more important than ever to run your business on the fundamentals of Culture, Leads, Accountability, Systems and Strategies?
In today’s episode, our special guest co-host, producer and CEO of Pursuing Results, and author of MicroFamous, Matt Johnson joins us. We celebrate 5 years of the podcast, and talk about how to sustain your success in a world that seems to be moving at light-speed.
Things You’ll Learn In This Episode
- How to apply the Scientific Method to your own businessHow can you take action when there’s too much content to keep up with?
- CLASS, the formula for a successful businessHow can we build a recession-proof business in a rapidly-changing, noisy world?
- Celebrating 5 years of the podcastWhat lessons have we learned from 5 years of The Team Building podcast and ERS?
- Why culture and systems are the foundation of our successTechnology allows us to pivot faster than we’ve ever been able to pivot before, but what are the fundamentals we can never pivot away from?
Culture is not a one size fits all, and even if we have the most positive culture in place, people will either flock to it, fight it or flee from it. We all know that accountability is critical to the success of our agents, but not everyone responds to it positively.
This is a lesson many team leaders learn the hard way.
When we create a culture people want to be a part of, we have to be okay with it repelling others and impacting our talent pool. How do we make sure our hiring criteria reflects our desired culture?
How can we audit our culture so we know who can fit and thrive within it? What do we risk when we try to force our culture on everyone?
In today’s episode, we talk about why your culture won’t suit everyone, and how to avoid wasting time on hires who haven’t bought into what we value.
Three Things You’ll Learn In This Episode
- How one bad apple can poison the culture of an entire teamAccountability is a great thing, but not everyone will want to be on a team that pushes it. What will go wrong when we try to keep people rebelling against our company culture?
- Why we have to be deliberate about setting our cultureCulture will always filter from the top. How do we make sure the values we want in our business resonate with every single person who comes through our doors?
- The cost of hesitating to recruit talentHow do we bring top talent on board as soon as we recognize what they bring to the table and before another team scoops them up?
The total collapse of the current real estate model is no longer up for debate - it’s already happening. In the next 5 years, commissions will be gone, and real estate agents will only survive by creating new avenues for profit.
The smartest agents and team leaders are setting themselves up before the scramble truly begins. How do you rethink your role as a Realtor in the future, and reshape your business around valuable concessions and partnerships? How do we stay viable and profitable when commissions become a thing of the past?
In this episode, we invite you into a coaching Q&A session where we discuss how to use leverage to stay relevant.
Three Things You’ll Learn In This Episode
- How to attract strategic partnersThe more deals you can bring to an insurance agent, title company or a mortgage officer, the more valuable you become, but the magic isn’t in your ability to bring deals. What will make them want to partner with us?
- Why your database is an untapped gold mineHow do we become a valuable and critical bridge between our consumers and the services they need beyond the real estate transaction?
- The key to a successful ancillary businessAncillary businesses will be the key to our survival when commissions disappear, but we don’t have to run them. Instead of adding a ton of work to our plates, how do you win through leverage?
We all want our businesses to expand astronomically, but many of us are unwittingly sabotaging ourselves and our growth. Where are we going wrong?
What are the leaders of successful, burgeoning businesses doing that the rest of us aren’t? How can we tweak our strategies and stay ahead of industry trends, every step of the way?
In this episode, Founder and CEO of The Duley Group, Professor Mike Duley shares how to build a business with unlimited opportunities for growth.
Three Things You’ll Learn in This Episode
-How to avoid creating the ‘shark-suckerfish’ model in our businesses
Having one ‘shark’ agent on our teams will only limit our growth. What can we do to ensure this doesn’t happen?
-How to ensure our recruits thrive in our company culture
What can we do to create an atmosphere our recruits genuinely enjoy being in?
-The importance of saying ‘yes’ as much as possible
How can we come at every request from a place of ABUNDANCE, even if that requires some out-of-the-box thinking?
Guest Bio-
Mike Duley is the Founder and CEO of The Duley Group. A speaker, coach and investor, Mike is also a Professor at The University of Arkansas’ Sam M. Walton School of Business. Passionate about growing not only The Duley Group, but also each individual within the business, Mike prides himself on a mindset of abundance.
In addition to creating opportunities wherever possible to help others reach their full potential, Mike is also an avid philanthropist, and fosters a culture of charity in The Duley Group. Mike is the host of the Duley Noted podcast.
To find out more, go to:
https://theduleygroup.com
https://www.linkedin.com/in/mike-duley-43b2054
https://twitter.com/miked007
https://www.instagram.com/mikeduley007
https://podcasts.apple.com/us/podcast/duley-noted/id1333664524
Resources mentioned in this episode:https://www.the1thing.com
Real estate is changing faster than anyone anticipated, and in the next 36 months, the industry will be unrecognizable. As tech encroaches on the model we’ve enjoyed for almost a century, what can agents do to survive?
Our survival in the face of tech disruption is the most important conversation teams and brokerages need to be having right now. If we’re not actively thinking about our survival, we’re going to be dead in the water in a matter of months.
How do we get ahead of the tectonic shifts headed for real estate? What opportunities can platforms like Zillow, Redfin and Opendoor offer?
In today’s episode, entrepreneur, author and CEO of Watters International Realty, Chris Watters joins us to share the only way out of getting replaced by tech.
Three Things You’ll Learn In This Episode
-Why real estate as we know it is about to be over
How will tech affect the traditional real estate model we’ve enjoyed for decades?
-The tech opportunity most agents are missing out on
How is one agent generating motivated leads and making 6 figures without spending a single marketing dollar, or doing any showings?
-How to expand your business without getting distracted
The brokerage of the future will survive on ancillary businesses. Can team leaders run ancillary businesses without losing focus?
Guest Bio-
Mr. Watters has been a trusted real estate advisor to over 3000 families across Central Texas for the past 15 years. Giving him a level of market expertise that indirectly creates an enormous competitive advantage for his clients. Watters' has been recognized by Inc5000, Wall Street Journal, and several local publications as the top broker in Central Texas. His clients are getting their homes sold for up to $50,000 more than the average agent.
Christopher Watters is a central Texas native. His extensive knowledge has proven invaluable to his clients looking for the inside scoop when relocating to Central Texas. In 2010, he founded his own practice, Watters International Realty. In 2015, he began to open branches across Texas and North America, duplicating his success in new markets partnering with local market experts and leaders.
Mr. Watters holds multiple advisory roles in technology and real estate investment companies. His personal goal is helping to create positive and lasting change to enhance the consumer experience. Watters is a graduate of Texas State University where he studied Business Administration in Finance.
For more information, follow @christopherwatters on Instagram or get in touch with him on Facebook.
Get Chris’ book The Million Dollar Real Estate Team https://www.milliondollarrealestateteam.com/ here.
Big changes are coming in the real estate industry, and if we’re not willing to move with the times, we’ll get left behind.
What will the industry look like in the coming years, and what can we do to start future-proofing our businesses today? Will ANY aspects of real estate as we know it survive, or is it time for a complete overhaul?
In this episode, you’re invited to Jeff’s Boomtown Unite presentation on taking our real estate businesses into the future.
Three Things You’ll Learn In This Episode
-How to create a VIP experience for every clientHow can we ensure we’re going above and beyond the traditional transaction experience and helping our clients in EVERY aspect of new home ownership?
-The key features of the office of the futureWhat does the future real estate office look like and how does it differ from the traditional setup?
-How to create a bigger sphere using social mediaHow can we leverage everything we do to get in front of a wider audience?
Having a funnel is a vital part of running a successful real estate business, but many team leaders are still approaching it incorrectly.
What are the biggest mistakes we’re making when it comes to our funnels, and how can we start making the necessary changes? Could a restructure actually help us retain and attract new agents?
In this episode, CEO of Whissel Realty Group, Kyle Whissel shares how he’s adapted his funnel for better results.
Three Things You’ll Learn In This EpisodeHow to quit wasting our agents’ time on low quality leadsWhy are we hammering our agents to call bad leads all day, and what should we be doing instead?When to get our teams to engage with leadsIs there a ‘right’ time for agents to start having real conversations with potential clients?Who should be talking to leads FIRSTWho in our teams is the best equipped and most qualified to handle conversations early on in the process?
Guest Bio-
Kyle Whissel has been in the real estate industry in San Diego since 2002 when he purchased his first investment property. Since then, he’s worked in all aspects of the industry including property management, commercial real estate (apartments and retail), investing, distressed sales (REO & short sale), flipping and residential real estate.
Today, Kyle is the CEO and team leader of Whissel Realty Group brokered by eXp Realty. They have three locations throughout San Diego County including Santee, San Diego, and Carlsbad. Whissel Realty Group has been recognized as the #1 real estate team in the County by The Wall Street Journal and the #6 team in the state by Trulia and Zillow. Their team approach has allowed them to help a large number of clients while still treating every client like they're their only client.
To find out more, visit:https://whisselrealty.comhttps://www.linkedin.com/in/kylewhisselhttps://thewhisselway.comhttps://mediamayormastermind.com
Products mentioned in this episode:https://www.ylopo.comhttps://www.amazon.com/Bluefishing-Art-Making-Things-Happen/dp/1501152513
And for more about ERS, go to:https://www.eliterealestatesystems.com
Expanding our teams into different states is guaranteed to bring us huge results, but it often feels intimidating. Where do we even begin the process?
What do aspiring team leaders need to know before getting into new markets? Are there specific obstacles to look out for? How can we get our brokerages on board with our dreams?
In this episode, Founder and CEO of the $1 billion organization, Adam Hergenrother Companies, shares how he became one of the top expansion agents in the country.
Three Things You’ll Learn In This Episode
How to apply the Starbucks business model to real estate teamsDoes owning a team mean we have to own the brokerages they operate in, too? What are our options when it comes to dealing with agents in different brokerages?
Why so many people have shied away from teams in the pastWhat’s making would-be leaders think twice about starting their own teams, and are there ways around their concerns?
How to get next level market share in any marketWhere should we be putting our energies if we want our teams to stay ahead of our competitors, every step of the way?
Guest Bio-An entrepreneur at heart, Adam Hergenrother is the Founder & CEO of the $1 billion organization Adam Hergenrother Companies, which include KW Vermont, Keller Williams Three Bridge, Keller Williams Premier Properties, Hergenrother Realty Group, BlackRock Construction, Achieve Freedom Coaching, The Founder & The Force Multiplier, and the Hergenrother Foundation. Also the host of the Business Meets Spirituality podcast, Adam is passionate about using business to transform lives and believes that when you focus on growing and leading yourself first, the business results will follow – always.
To find out more, go to:https://adamhergenrother.comhttps://www.linkedin.com/in/adamhergenrotherhttps://www.blackrockus.comhttps://adamhergenrother.com/podcast
Podcasts and books mentioned in this episode:https://www.superagentslive.comhttps://hibandigital.com https://www.amazon.com/Dream-Manager-Matthew-Kelly/dp/1401388442https://www.amazon.com/ONE-Thing-Surprisingly-Extraordinary-Results/dp/1885167776
And to find out more about our upcoming events and programs, go to:https://www.eliterealestatesystems.com
As business owners, we’re all faced with some kind of problem. The question is, do we know what it is and what can be done to solve it?
What’s the biggest challenge team leaders face today, and how can it contribute to staying where we are instead of progressing to the next stage of success?
In this episode, Senior Director of Enterprise Accounts at Dotloop, Orlando Ramirez shares the chief obstacles we need to navigate, and how to do it.
Three Things You’ll Learn In This EpisodeHow to set ourselves up for scalabilitySure, can deal with all the minutiae when we’re doing 70 transactions a year, but is that even possible when we’re doing 700, or 7000?How to deal with the problem of agents not turning in paperworkLet’s face it, agents aren’t always great at paperwork, but it is a non-negotiable part of any transaction. What can we do to help agents get better at completing contracts so we stop running into further issues?How to not only reach goals, but SURPASS themIs there a secret to making our dreams a reality (and then some)?
Guest Bio-
Orlando Ramirez is the Senior Director of Enterprise Accounts at Dotloop. With more than a decade of experience, Orlando is an industry veteran, passionate about helping leading tech companies deliver value and revenue. Orlando started his career in real estate helping launch over 175 Keller Williams brokerages across North America.
To find out more, go to https://www.dotloop.com, or email Orlando at orlandor@dotloop.com.
To take advantage of the special offer mentioned in this episode, request a demo HERE and mention hearing the discount through Jeff Cohn, Elite Real Estate Systems or the Team Building Podcast.
And to find out more about upcoming Elite Real Estate Systems events, go to:https://www.eventbrite.com/o/elite-real-estate-systems-18000932614
The smartest real estate team leaders aren’t just thinking about what’s happening now, they are obsessed with positioning themselves for the future.
To be relevant over the next decade, we have to think beyond the traditional role of a real estate company. The successful brokerage of the future has to build a conglomerate of value by focusing on the most pressing needs of the agent.
How can leaders anticipate the needs of agents and locate themselves in a prime position to deliver value? What are the key pillars that have to exist in the real estate business of the future?
In this episode, we’re joined by owner and president of Century 21 The Harrelson Group, founder of Real Estate Sales Solutions, and host of The Level Up Podcast, Greg Harrelson. He shares what agents, coaches and brokerages need to do to remain relevant in a fast-changing real estate industry.
Three Things You’ll Learn In This Episode
Why the world of coaching is evolvingWhat will the coaching company of the future look like, and how is Greg Harrelson creating a service that meets the expectations of today’s content consumer?
How to stay in business and thrive in the futureWhat is the obvious but overlooked conversation brokerage leaders need to have if they want to succeed going forward?
The power of pain in the journey to successHow does stretching ourselves and finding our pain zone outside of our business lead to growth in the business?
Guest Bio-
Greg Harrelson is the owner and president of Century 21 The Harrelson Group, founder of Real Estate Sales Solutions, and host of The Level Up Podcast. As a successful agent and business owner in the Myrtle Beach area, Greg is in the top 1% of agents in the country. His success has inspired him to teach aspiring Realtors how to reach their goals.
Greg is passionate about being hands-on in his business and regularly encourages agents with questions to reach out to him through social media platforms.
For more information visit https://m.facebook.com/gregharrelson.
To learn more about Real Estate Sales Solutions visit https://www.facebook.com/RealEstateSalesSolutions.
No organization can thrive without a built-in accountability system, but even though most of us are trying to implement one, we’re not always going about it the right way. Where are we going wrong?
What does a truly accountability-based business look like, and how can we put it into action? Who should we be holding accountable in the first place, and how should we do it?
In this episode, you’re invited to an ERS coaching call on accountability where you’ll learn the pillars of true accountability in business.
Three Things You’ll Learn In This Episode
The #1 team member we need to hold accountableAs leaders, it’s our duty to keep our agents on track to achieving their goals, but we should never start with them. Who should we be holding accountable first?
How to stay accountable as a leaderWho can we depend on to keep us on the right track?
How to hold others accountable without seeming harshIs it possible to be brutally honest without hurting people’s feelings in the process? How do we put the love into tough love?
Underneath every client's wants is a deeper emotional need and motivation - and it’s our job to discover and deliver it. The problem is: many entrepreneurs don’t go deep enough to truly discover what this is.We ask our clients one question and forget that the power is in the third or fourth question. It’s impossible to create an impactful and powerful experience without knowing what truly drives our clients.Today, we’re joined by an entrepreneur and author who has built his entire reputation around delivering high-value experiences that touch people at an emotional level.How do we go above and beyond delivering a basic service? Why do we need to get comfortable with asking more questions?In today’s episode, I’m joined by my co-host Renee Mueller and our guest, author of Blue Fishing, Steve Sims. He shares some of the most compelling stories in his book, how he went from bricklayer to entrepreneur, how to create client experiences that make us stand out.Three Things You’ll Learn In This EpisodeThe most important decision we have to make if we want to succeedIf we want to be better, we have to audit who we surround ourselves with, and change the room we’re in. We shouldn’t be looking for cheerleaders, we need people who can push us and challenge us to be the best version of ourselves.How to become irreplaceableGiving our clients what they want is the very bare minimum we should be aiming for, and the quickest way to becoming replaceable. When we dig deep and really get to know what makes our clients tick, we’ll be able to unearth what they truly value and make that a part of the service we deliver.Why we need to ask clients “why” a minimum of 3 timesPeople are embarrassed about giving you an answer that shows their vulnerability or exposing what’s really important to them, so they’ll first give us the answer they think we want to hear. ‘Why’ is a confrontational word that will ignite people in a different way, and reveal their true motivations.
Guest Bio-Steve is the visionary founder of the world’s first luxury concierge that delivers the highest level of personalized travel, transportation, and cutting-edge entertainment services to corporate executives, celebrities, professional athletes, and other discerning individuals interested in living life to its fullest. He is also a speaker, coach and author of "Bluefishing: The Art of Making Things Happen".For more information visit https://www.stevedsims.com and follow @stevedsims on Instagram.Join Steve’s free Facebook group An Entrepreneur’s Advantage here.Renee Mueller is the owner of kwELITE Columbus. After earning multi-million dollar producer awards consistently over the years, she decided to open her own brokerage in 2018 with the intention of better serving her community, clients and agents. Today, she is the owner and developer behind Parkway Plaza, which houses a range of businesses including Premier Property Management and even Big Apple Bagels.To find out more, go to: https://www.kwelitecolumbus.com
Getting to 600+ investing transactions and a 100-unit unicorn deal is an incredible feat for any investor, but that level of success doesn’t come without hard lessons and failures.Failure is a non-negotiable part of building a business, and people who are willing to endure and keep moving forward will crush it. If we stop defining failure as a loss, and start seeing it as a necessity, we’re on the path to greatness.On the road to becoming a successful investor with 600+ deals under his belt, what was David Dodge’s biggest failure? How do we build a real estate investing business that swings open the door to bigger opportunities?In this episode, investor, coach, author and host of Discount Property Investor, David Dodge shares his journey as an investor and what he learned from the challenges he faced.Things You’ll Learn In This EpisodeWhy we need to get comfortable with failureFailure is inevitable, and something we should embrace if we want to find greatness. We have to be willing to take steps backwards and fail forward. It’s impossible to build anything worth having without the willingness to endure challenges.What it takes to succeed as an investorMarketing and networking are the key to success in investing, in any model. When we master direct-to-seller marketing, we unlock the door to every real estate model and strategy.How to invest without losing moneyThe one thing that gets investors in trouble every single time is overpaying on a property. We make our money when we buy, and get paid when we sell. If we buy the property right, by going in low, we won’t lose money.The reverse wholesale strategy David Dodge leveragesFind the buyers in your market, figure out what they are looking for and target your marketing efforts to find the opportunities. Discover what the buyers in your market want and provide the solutions as you network with them.
Guest Bio-David Dodge is an entrepreneur, real estate investor, coach, author and host of Discount Property Investor. David Dodge is a full-time real estate professional with over 15 years of real estate expertise and 600+ houses flipped and 50+ rentals. He owns and operates a real estate property management firm out of Saint Louis Missouri.To learn more about David follow @davidalandodge on Instagram.
As the leaders of ever-expanding teams, our agents look to us for guidance, so it’s our responsibility to do everything we can to help them succeed.
What are the tools our agents need for industry domination, and how can we become their go-to resource, every step of the way?
More importantly, how can we pour into them so much that they no longer need our help, but can pay it forward with the next generation of agents?
In this episode, CEO and founder of Elite Advantage Team, Mike Swenson shares how his organization is empowering their agents.Three Things You’ll Learn In This Episode
How to position our agents as local expertsArm agents with everything there is to know about the markets they serve, then help them set up a Youtube channel to share that information. Giving them the tools to share industry knowledge gives them the credibility they need to dominate the market.
How to create the best environment for our agents to flourishNo agent can crush their market when they’re trapped under piles of minutiae and admin, so take that off their plates. Leverage as much of their behind-the-scenes work as possible, so they can focus on making deals happen.
What leaders can do to keep their teams in the zone Make sure everyone is in the right state of mind to tackle their markets head-on by providing regular training. Start each day with script practice, offer consistent coaching and become a resource to agents.Guest Bio-
Mike Swenson is the CEO and founder of Elite Advantage Team. Despite studying entrepreneurship in college, Mike only started his own team in 2020 - on the day the world shut down, but despite the challenges, Mike and his team have seen phenomenal results. Through his coaching company, Real Estate Leveraged Freedom, Mike is passionate about empowering real estate professionals financially. Mike is the host of the REL Freedom Podcast.To find out more, visit:https://www.relfreedom.comhttps://www.relfreedom.com/blueprint https://www.linkedin.com/in/mike-swensonhttps://podcasts.apple.com/us/podcast/rel-freedom-podcast/id1535281574
We’re constantly inundated with calls to be authentic, but many of us are still uncertain on what that actually means. What does authenticity look like in a real estate team, and how can we start putting it into practice?When we hear the word ‘authentic’ most of us think about putting everything on the table, and that can be a little intimidating. No one wants to air all their dirty laundry, but could that be a major key to success?Is there a way to strike a balance between authenticity and discretion?In this episode, Broker of the #1 Realty Executive Office worldwide, Eden Sunshine shares how to run a team in a way that feels authentic to who we are.
Three Things You’ll Learn In This EpisodeThe importance of authenticityWe often get carried away with sharing our latest achievements, and there’s no problem with that, but our audiences know it’s not all moonlight and roses. Celebrate wins, but don’t be afraid to open up about challenges.Why we need to embrace the ‘suck’It’s normal to face obstacles when we’re pushing for big results. Don’t get caught up in trying to be perfect, accept that hard times happen and ask for help when it’s needed.How to stop getting swayed by what we think we’re ‘supposed’ to doWe hear a lot about natural progressions and next steps, but none of that means anything if we don’t feel connected to it. We have to stop thinking about others’ expectations and start digging deep on what we want.
Guest Bio-Eden Sunshine is the CEO of Realty Executives and Broker of the #1 Realty Executives office worldwide. He is also a sought-after consultant, speaker and author of The Book on Building Great Businesses and Woo Hoo: Successfully Transform Your Business & Your World. A serial entrepreneur, he is also the creator of The Level 7 System and the Systemize Your Business in 90 Days training. Eden is a truth seeker and problem solver, and he is passionate about helping people find their business-life connection.
To find out more, head to:http://www.edensunshine.com
Books mentioned in this episode:https://www.amazon.com/10X-Rule-Difference-Between-Success/dp/0470627603
Nothing is more important than our role as parents and partners. Our priorities should reflect that, even if we’re running a business.When we don’t prioritize our loved ones, we miss out on precious moments we can never get back. Growing a team, and succeeding through others gives us a bigger opportunity for impact and fulfillment than selling real estate, but the sad truth is many people in our industry will never experience it.Why are so many agents unwilling to step out of production? How do we build schedules that honor and prioritize our families?In today’s episode, I’m joined by co-founder of The Group 4610 Network with eXp Realty, and host of the Kevin and Fred Show, Kevin Kauffman. He shares what it took to build a $100 million volume team working only an hour a week in the business.Three Things You’ll Learn In This EpisodeHow to prioritize what mattersTime blocking isn’t just for our businesses, it’s for our family time too. By setting an intention to be present for our children and spouses, and building it into our schedules, we actually create more freedom and fulfillment. That time should be non-negotiable, and it can’t be if we’re not planning ahead for it.The limiting belief that holds agents back from growing a teamThe big barrier to growing a team and stepping out of production is the unwillingness to deal with a temporary drop in revenue. Anyone who built a successful team had to take a risk and face this setback. Instead of seeing it as a big mistake, they saw it as the short-term discomfort that would get them to their goal.Why agents end up trapped by the jobWhen agents fail to create a plan to build wealth through leverage and ancillary businesses, they are doomed to stay on the hamster wheel of sales. We have to put our energy into something that can create long-term wealth and financial freedom.Guest Bio-
Kevin Kauffman is the co-founder of The Group 4610 Network with eXp Realty, and host of the Kevin and Fred Show. His mission is to produce extraordinary results, influence people, and impact lives. Group 4610 Network is Consistently named as one of the Wall Street Journal and Real Trends Top 1,000 Real Estate Agents in the United States. With over 350 homes sold annually, Kevin and his team rank in the top 1% of all real estate agents in the United States.To learn more about Group 4610 or eXp Realty visit https://kevinandfred.com or contact Kevin directly on Facebook.Join the Next Level Agents group here.
One of the biggest reasons businesses fail to get ROI from their marketing is a focus on the top of the funnel, and failing to engage with the people who are closer to a sale.If we want to increase revenue, it’s critical to deploy strategies that are tailored for the bottom of the funnel.Retargeting is a powerful marketing strategy that allows us to make more money without bringing new people into our funnel. If we’ve already spent time, money and effort bringing them into our world, getting them to take action on our offers becomes far easier.How do we shift our thinking around our funnels so we’re not wasting time and money on the wrong people? How can we use retargeting to eliminate objections? In this episode, High Performance Growth Hacker and founder of HACKTICS, Jason Wilmot shares how he uses retargeting to help his clients increase their revenue by over $50 million.
Three Things You’ll Learn In This Episode The most profitable part of the marketing funnelOur marketing efforts should focus on the people who are most likely to buy from us. Retargeting gives us the opportunity to engage with people who have already been exposed to our marketing channels. By putting more ads and content in front of them, we can potentially earn more money without generating new leads.Why many retargeting campaigns failTracking is the most essential piece of any effective retargeting strategy, and the first thing we need to set up. If we’re not tracking the traffic on our websites, and the people who engage with our content, we’re wasting money and resources.How to use retargeting to get more people to buyThe people who reach the bottom of our funnel are people who have the greatest need for what we have to offer. Very often, they want to buy and just need a nudge in that direction, whether it’s a piece of content that builds trust, more value or a discount. Retargeting can provide the incentive that makes them take action.Guest Bio-
Jason is an entrepreneur, expert in retargeting ads and social media engagement, and founder and Chief Growth Hacker at HACKTICS. He is a High Performance Growth Hacking Coach and former Apple Distinguished Educator. Jason has helped clients revenue over $50,000,000 through his approach of growth hacking and growth marketing funnels. He's helped clients build multiple 6, 7 and 8-figure funnels, funnels for social media platforms and even Grammy award-winning artists.
Jason's knack for tracking architecture makes him one of the most sought after growth hackers in the space today.For more information, visit https://www.hacktics.com and follow @hacktics on Instagram.For a special discount visit https://www.hacktics.com/ers.
There are tons of ways to take our businesses into the future, like building integrated office space and ancillary businesses, but not all of us are at a level where we’re ready to act on those ideas just yet. However, the one thing we can work on, regardless of where we are today, is social media.Having the type of social media strategy that makes us stand out is a game changer in real estate.How should we be using social media to attract a record number of leads? Is it possible to use it to attract recruits, too?In this episode, owner of kwELITE Columbus, Renee Mueller shares the strategies that have got her massive results.
Three Things You’ll Learn In This Episode Why having a business page isn’t enoughFacebook business pages are all good and well, but if only our friends and family know about them, their reach is relatively limited. These pages should be one piece of our social media strategy.How to target the right audience, the right wayIf we want our ads to stick out to our database, we have to know what they want to see. Some CRMs, like Boomtown, allow us to see what our leads are looking for, so we can get the right ads in front of them.How to use geo-targeting for recruitmentRun retargeted ads to capture the attention of agents in other brokerages. We have to make sure they know what’s available to them, because we may just be the perfect fit.Guest Bio-
Renee Mueller is the owner of kwELITE Columbus. After earning multi-million dollar producer awards consistently over the years, she decided to open her own brokerage in 2018 with the intention of better serving her community, clients and agents. Today, she is the owner and developer behind Parkway Plaza, which houses a range of businesses including Premier Property Management and even Big Apple Bagels.To find out more, go to:kwelitecolumbus.com
Most team leaders would agree that the feeling of seeing our agents succeed is motivating and rewarding. However, that doesn’t mean building a team comes without its fair share of challenges.From feeling overwhelmed, to the frustration that comes from agents who aren’t shaping up, building a team isn’t for the fainthearted. That being said, for those who do push past the challenges, the benefits are immeasurable.What are the biggest concerns among team leaders, and how do we combat them? How can we ensure our agents achieve everything they set their minds to, and is it possible to do that without becoming glorified babysitters?In this episode, co-host Renee Mueller and I hear how CEO of Red Yucca Group at Keller Williams, Alyssa Herrmann built a successful team of 10 in just one year.
Three Things You’ll Learn In This Episode
How to build a team without becoming a babysitterOne of the major reasons so many leaders shy away from building bigger teams is because they don’t want to spend every hour of the day running after agents. Don’t sacrifice the benefits that come from having a team, just hire a success manager to lighten the load.What makes most brokerages failEducation makes the difference between booming business and exiting the business. For long-standing success, we have to be willing to invest in our agents and provide them with all the information they need.What to do when recruits don’t shape upThere will always be some agents who don’t make it in our teams, no matter how much support we offer. As long as we’re providing the resources, we have to remember that they are the ones who need to take advantage of the opportunities.Guest Bio-
Alyssa Herrmann is the CEO of Red Yucca Group in El Paso, Texas. She first signed up for ERS Coaching in 2020, and the results speak for themselves: by the end of the year, she had grown her team from 2, to 10! Alyssa is passionate about helping her agents reach their full potential, and as her team expands even further, she looks forward to any opportunity to touch more people’s lives, from agent to client, both in and outside of her market.To find out more, visit:https://www.redyuccagroup.comhttps://www.facebook.com/AlyssaHerrmannRealtorhttps://www.linkedin.com/in/alyssa-herrmann-652636146
On the surface, personality profiles like the DISC are simply a way to categorize people and how they behave, but there’s a lot more to them than that.A personality assessment can actually be the key to aligning ourselves with our strengths, and the secret ingredient to excellence.When we focus on the way our minds are wired, we gain powerful insights that steer us towards roles that allow us to work in our natural element. When we take on jobs without factoring in our natural mental states, we’re prone to stress, fatigue and even mistakes. Leveraging the DISC empowers us to avoid this.What are the two levels of thinking all humans have, and what do they tell us about our strengths? In this episode, I’m joined by Chief Strategy Officer and co-founder of WizeHire, Jay Niblick. We discuss how DISC assessments and profiles can help us play to our strengths.
Three Things You’ll Learn In This Episode
Why DISC profiles are so insightfulThe DISC assessment doesn’t just give us insights on the 4 quadrants. It’s actually a 16-box matrix that goes beyond the core dimensions. If we look beyond the 4 categories, we can learn a lot about how we function, and how to align ourselves with work that taps into our strengths.System 1 vs. System 2 thinkingSystem 1 thinking is how our minds function in their most natural and effortless state. It’s when we don’t have to put a lot of effort into thinking about something. Systems 2 thinking is conscious, and a lot more intense - it requires us to really stop and think about something.How our minds function when we don’t play to our strengthsIn system 1 thinking, we’re fluid and thinking in the most natural way for us, in system 2 this is where we really have to stretch ourselves, adapt, and make an effort, which can get us in trouble. When we have to adapt and stretch ourselves a lot, we compromise our accuracy and effectiveness.Guest Bio-Jay Niblick is the Chief Strategy Officer and co-founder of WizeHire. Wizehire is a SaaS enterprise that specializes in recruitment software that helps organizations find and hire the best talent. Wizehire is literally changing how the world does hiring. Jay is also the author of The Profitable Consultant and What’s Your Genius: How the Best Think for Success. He is passionate about helping small business owners recruit more effectively.To find out more about Jay, head to Wizehire.com or email Jay directly on jay@wizehire.com to get access to free resources.To get a Wizehire discount, visit jeffsfavoritetools.com.
With digital titans like Amazon and Google investing in physical mail and sending out postcards, it’s clear that direct mail is going to a key part of the marketing strategies of the future, especially in a post-pandemic world. As a strategy, physical mail has become incredibly unique because most businesses are now focused on their digital channels. If we marry physical mail with the digital world, we equip ourselves to capture more opportunity in our markets.What are the best lead mediums and ways to stay top of mind and in front of our clients going into the next decade? What are the most important and surprising marketing strategies and methods for the hyper-tech real estate office of the future?In this episode, President and Chief Innovation Officer of TPMCO, Kyle Baack shares why physical mail is making a strong comeback in marketing, and how to marry it with digital strategies for the maximum marketing exposure.
Three Things You’ll Learn In This Episode
How the postal service is innovating mailWith informed delivery, mail recipients are emailed a scan of a piece of mail. A print provider can upload a document, picture, hyperlink or even a QR code that redirects them to a page of their choosing.Why physical mail is the future of marketingMany digital companies are spending money to get into people’s mailboxes because it’s not a crowded marketing medium. We’re going to see an increase in strategies that leverage print mail.How to leverage physical mailThere are many ways to use mail in our marketing and relationship-building strategies. We can send out podcasts as part of a client follow-up program and to market to our spheres. We can boost our physical mail strategies by marrying them with digital tools like QR codes.Guest Bio-Kyle Baack is the President and Chief Innovation Officer at The Personal Marketing Company (TPMCO). For more than four decades, TPMCO has helped thousands of real estate professionals grow their businesses. As the housing market has fluctuated and new technology has become available, they’ve worked hard to keep their products relevant and innovative.
The TPMCO team is committed to continually researching current real estate trends and implementing new systems so that they can provide the highest quality in personalized marketing materials.
For more information, visit https://tpmco.com, and use discount code ERS with any purchase.
To grow and scale a successful real estate team, there are key pillars we need to plug into our businesses.
We need a systematic approach that allows us to be the best version of ourselves, create leverage, systems, accountability and culture.
If we don’t follow a solid framework to grow our team, it’s hard to turn growth into the momentum that feeds a thriving operation.
In today’s special episode, I’m joined by ERS Director of Marketing, Kathryn Nizzi. We discuss the 9 strategies you need for building a dominant and scalable business in your marketplace.
Go to jeffsbusinessplan.com to get an overview of the strategies!
Three Things You’ll Learn In This Episode
Master being a solo agent before building a teamWhen you grow a team, you want to lead other people and offer them value. That requires us to have experience with transactions and the market. You have to have experience working in the business to play a major role in helping the people you attract into your organization become the best they can be.
Why we need to systematize our training and accountabilityIf you want to help someone become a better version of themselves, they have to become something new. Our agents can’t do that without a solid process to plug them into and hold them accountable so they can learn and grow.
The importance of diversified lead generationOne of the biggest mistakes team leaders and agents make is focusing all their energy, attention and resources on one lead channel. Lead sources change, and if we’re hyper-focused on one, our agents could miss out on opportunities.
The same technology that powers modern hotel key cards and contactless card payments, can be a huge boost to our real estate branding and marketing.Near Field Communication (NFC) is a powerful technology that has multiple applications, many of which can improve our customer experience and networking.From business meetings, lead generation and home showings, NFC can be a huge game changer for us. If we unlock the applications of this technology marketing tool, we can bring more value to the table.How does NFC work, and what are the ways we can apply it in our businesses? In this episode, real estate technology innovator and CEO of VRLY, Tyler Irons shares why NFC is such a powerful tool for our industry.
It’s critical to create a seamless link between what we do online and what we do offline. We need to have consistency in our digital and in-person branding.Technologies like QR codes not only make this process easier on our end, they also help us deliver a better customer experience.QR codes can be the perfect tool for capturing leads, giving the consumer vital information in real time, and elevating our open houses.What are some of the most valuable applications of QR codes for real estate teams and agents? In the second half of our double feature episode, Tyler Irons shares some of the creative and strategic ways to use QR codes in our businesses.
Leads are the lifeblood of every business, and while there are infinite ways to generate deals, our focus as leaders needs to be on the highest income and greatest ROI producing lead sources.When we first get into the business, we assume all leads are created equal for all teams, but there is no one size fits all lead source or strategy.The right lead generation strategy for us isn’t informed by what other teams are doing, it’s determined by the numbers, and what’s actually working for us. When we apply analytics to our lead sources, we gain clarity on where we need to invest our time, effort and money. We eliminate guesswork as a key pillar of the business.
How do we determine the lead generation structure on our teams, and how can we make sure our agents don’t outgrow it? Why is a strong CRM so important to our lead generation success?In this episode, we talk about an important but often overlooked aspect of lead generation, and why data makes us more profitable.
Three Things You’ll Learn In This Episode
Why the CRM is a key part of our resultsWhen we invest in a strong CRM and a strong website, we empower ourselves with the data to make better decisions for the business. A strong CRM does the hard work of collecting the data, and giving us the most accurate insights on the lead sources that are driving our results and profits.
How to help agents who can’t generate leads themselvesUntil agents can generate leads on their own, they should be working the leads we provide to them. It’s a lot better for them to earn with a split than to earn nothing from self-generated leads that aren’t producing deals.
How to use data to craft our lead generation strategyUse your CRM and website analytics to start tracking your numbers at a granular level. With that data, you should be able track where 70% of your net income came from over the last 12 months, and what is driving your results. Put 70% of your spend into that source of business.
A successful, thriving real estate team rests on 6 pillars - culture, lead generation, lead conversion, accountability, systems and strategy.As a team leader, we have to refine and stabilize these aspects so the operation runs like a well-oiled machine.This is what will allow us to step out of production, focus on the high-level leadership, and diversify the revenue streams in our business.My guest today has built a thriving real estate team through investing in the right systems and the right coaching. What are the biggest lessons he’s learned along the way? Why did he choose to get out of production in order to protect his team’s culture?In this episode, CEO of Montreal’s Elite RE Group and director of Sales & Coaching at Elite Real Estate Systems, Logan Boyce talks about his leadership journey.
Three Things You’ll Learn In This Episode
How to effectively build without spreading ourselves too thinWe can’t implement every system all at once. Every pillar of building a successful team has to be implemented methodically and with purpose. We have to implement one system and master it before we move to the next one.
Why staying in production can harm our cultureStaying in production as a team leader is a recipe for disaster when it comes to our team culture and morale. It can end up dividing our team and creating a sense of competition and rivalry between us and our agents.
How Logan stabilized his businessIf we want to build a business that can make it through different market conditions, we have to create multiple streams of revenue and make them as passive as possible.Guest Bio-Logan Boyce is an entrepreneur, founder and CEO of Montreal’s Elite RE Group, President of Flip Your City, and director of Sales & Coach at Elite Real Estate Systems.
To learn more, follow @loganjamesboyce on Instagram and find him on Facebook.
By 2025, over 75% of the workforce will be made up of millennials, and while that might be a scary thought for some, we shouldn’t fight it. Now is not the time to train millennials to think like the generations before them: it’s time for us to adapt our businesses to their needs.What are the key differences between millennial agents and their predecessors? What is the incoming workforce expecting from their leaders, and how can we give it to them?Can we pivot our existing business models to align with the future of the industry?In this episode, Founder and CEO of Rokrbox, Josh Cunningham returns to the show to share how he’s built a millennial-centric business model.
Three Things You’ll Learn In This Episode
What makes millennial agents different from other generationsGone are the days when people got into a job and stayed in it for 40 years, right until retirement. The millennial workforce is looking for experiences and fulfillment, and our businesses need to give them that.How to create a more millennial-friendly work environmentThe key to standing out to millennial recruits lies in having a deeper purpose. Our businesses need to have a why and deeper meaning if we want to capture the attention of the younger workforce.Why we need to change the way we think about retentionAs team leaders, many of us have a goal of retaining all our recruits, but we shouldn’t. Instead, we should be building a culture of success that encourages agents to keep pushing themselves to new heights, even if that means leaving our organizations.
Guest Bio-Josh Cunningham is the Founder and CEO of Rokrbox, an ISA company dedicated to both calling and nurturing leads. Josh’s team consists of all millennials, and because of that, he’s learned how to create a workplace that appeals to the incoming workforce. Featured at previous Team Building Summits for his expertise working with millennials, Josh will return to the event in 2021 as a keynote speaker.To find out more, visit:http://rokrbox.com/https://www.facebook.com/rokrbox Resources mentioned in this episode:https://www.imdb.com/title/tt0151804https://www.amazon.com/Dream-Manager-Matthew-Kelly/dp/1401303706
The new era of real estate is going to require hybrid agents - real estate professionals who can seamlessly move between investing and property listing based on the needs of the consumer.An agent who can represent both sides and wear both hats is going to win and scale, especially when they are backed by sophisticated marketing systems, that allow them to target the correct clients.Residential real estate agents who want to be hybrid agents need to invest in the right tools that simplify lead acquisition and follow up. Data stacking is one of the most powerful ways to zone into the avatar properties and sellers who will take action on our direct mail marketing.What are the kinds of products we need to be taking advantage of to scale a successful hybrid real estate/investing operation? How can we clearly define the properties we need to be going after?In this episode, I’m joined by RealEstateInvestor.com co-founders, Gary Boomershine and Robert Syfert. They share the tools they’ve developed to help hybrid agents scale and market more effectively.
Three Things You’ll Learn In This Episode
Why direct mail still works so wellA lot of marketing companies are missing out by just being digital. Direct mail is still a highly effective marketing channel, especially when it’s done with the right technology, and targeted to the right people. It’s not about direct mail, it’s about finding the right strategy to target off-market sellers. Direct mail is still the perfect way to generate seller leads that aren’t already actively listed.The power of data stackingSuccess in investing starts with the data we’re feeding our lead generation and follow up engine. Data stacking allows us to target people based on multiple pain points or points of value. Predictive analytics and data stacking gives us refined information and details so we’re not wasting our direct mail on the wrong people.What sets the hybrid agent model apartThe same data stacking tools that benefit real estate investors looking for off-market deals also benefit agents looking for homes to list. The same marketing channel used by investors can still bring in people who are more interested in listing traditionally than selling to an investor. This is why the hybrid agent model is so powerful, it allows us to provide a solution for each type of seller.Guest Bio-Gary Boomershine is the founder and CEO of RealEstateInvestor.com. RealEstateInvestor.com is a vertical solution provider in the Real Estate Niche, servicing real estate investors, agents and private lenders. Their flagship service, REIvault.com, provides managed marketing, shared systems and proven results. RealEstateInvestor.com has a proven direct response marketing formula offering both direct mail and online PPC/SEO services to their members. They’ve sent out over 14,000,000 pieces of direct mail averaging about 500,000 pieces a month currently.
Robert Syfert is a Real Estate Mogul, Speaker, Author, Mentor, Husband, Father, World Traveler and Co-Founder & Visionary at RealEstateInvestor.com. He is an innovator in the real estate investment industry who creates software, tools, and services that enable real estate investors to do things better and faster. He’s passionate about being part of the solution and finding answers to the problems that hold real estate investors back from growing and scaling their businesses. Robert is a highly sought out speaker in both real estate investing and software solutions. He’s a philanthropist, and he gives back to the industry through his mentorship program and business coaching services.
For more information visit, https://realestateinvestor.com.
To get a discount on RealEstateInvestor.com visit jeffsfavoritetools.com.
Even in the midst of a pandemic, real estate investing is thriving, and for curious agents, now might just be the best time to take the plunge. The problem is, many agents are still apprehensive of getting involved in investing because they’re not sure where to start, or which steps to take. More importantly, they don’t have a clear idea of how to make a profit. Is there a universal blueprint for successful investing? How can agents be sure they’re implementing the most profitable strategies from the start? In this episode, co-owner of Dynamic Properties, Clint Bartlett returns to share his top investment strategies.
Three Things You’ll Learn In This Episode
How to wholetail our way to successWholetailing involves cleaning out a property and getting it on the market in the space of 5 days. It’s a no-fuss option with massive opportunities for return, and sometimes we’ll end up making more on these deals than traditional options like flipping. The truth about our ROI on flippingFor most people, flipping is the first thing that comes to mind when they think of real estate investing. Luckily, it’s also one of the most profitable activities in the space, especially when inventory in our markets is low. How to implement the MOST profitable investment techniqueRental property can be the most lucrative place to invest, as long as we use the BRRRR strategy: buy, rehab, rent, refinance, and repeat.
Guest Bio-
Clint Bartlett is the co-owner of Dynamic Properties. After beginning his career in the food industry, he first went full-time with Dynamic Properties in 2016 and he hasn't looked back since.
To find out more about Dynamic Properties, head to:https://www.cashofferomaha.com
Books mentioned on this episode:Buy, Rehab, Rent, Refinance, Repeat: The BRRRR Rental Property Investment Strategy Made Simple by David M. Greene.https://www.amazon.com/Buy-Rehab-Rent-Refinance-Repeat/dp/1947200089
We live in an age where access to information is at an all-time high, and there is no shortage of resources for aspiring leaders. That being said, filtering through everything available to us can be a challenge at times. Where do we even begin to decide what applies to us and what doesn’t?
The truth is, not everything out there is relevant to our personal experiences, and what works for one business owner doesn’t always work for everyone.
So, where do we draw the line? How can we continue to be inspired by those who have gone before us without trying to recreate their journey, step by step?
In this episode, Director of Operations at The Riley Smith Group, Karl Fong Yee shares why staying true to our unique situations is the key to success.
Three Things You’ll Learn In This Episode
Why we need to think of culture as a lifestyleWe can’t stop at just talking about team culture, we have to live it. Company culture is a direct reflection of its leadership, so if we’re expecting certain values to shine through, we have to embody them ourselves.
How to be proactive in our businesses without going overboardDon’t wait to hit a wall before recruiting new talent, hire before demand hits. That being said, it’s also important to stay mindful of where we are and base hires on our team’s size and capacity.
The importance of staying focused on our own journeysNo matter how motivational another leader is, their path isn’t always the same as our own. Instead of trying to copy the blueprint of another’s success, focus only on the lessons that apply and find a unique, individualized way forward.
Guest Bio-
Karl Fong Yee is the Director of Operations at The Riley Smith Group. Since joining the organization in 2016, he has actively managed several departments within the group, including recruitment, sales and training, income organization and transaction improvements.
Karl is passionate about finding new, effective methods in order to establish, improve and grow successful business transactions. Prior to entering the real estate space, Karl spent a decade in banking at Regions Bank.
To find out more, visit:https://www.rileysmithgroup.com/agents/87667-Karl-Fong-Yeehttps://kafyslimitlessminds.comhttps://www.linkedin.com/in/karl-fong-yee-70930171https://www.instagram.com/karlfongyee
You can also email him at karl@rileysmithgroup.com
As real estate professionals, we hear a lot about marketing, but most of what we’ve heard is the same reworked, old advice. It’s 2021, so where are all the 21st-century ideas?
What does the audience of today want to see, and what we can do to go above and beyond their expectations?
Are there any marketing trends we should be taking note of? How should we go about incorporating them into our real estate businesses?
In this episode, the founder of the Real Estate Rockstars Podcast and industry legend, Pat Hiban joins me to discuss how to approach marketing in today’s world.
Three Things You’ll Learn In This Episode
How to get more creative with our marketingGo beyond verbal communication to show potential clients why we’re the obvious choice. Audiences may understand that a competitor charges 1% more than us, but visually demonstrating what that means helps them put the difference into perspective.
How giving back can supersize our marketing resultsConvert the % increase of what competitors are charging into a dollar value, and use that same amount to give back to someone in need. By doing this and documenting it, we’re making a positive impact and a statement.
Where we should be connecting with our audiencesGone are the days when TV was the most effective way to reach potential clients. Stick to social media instead, and prioritize visual platforms like Instagram.
Guest Bio-
Pat Hiban is a real estate veteran. Having started his career in the 1980s, Pat was the owner of the Pat Hiban Real Estate Group for over 2 decades and made a name for himself as the #1 Team Leader in all of REMAX in 2004, and #1 Keller Williams agent in units sold nationwide in 2006.
He later went on to found the Real Estate Rockstars with Pat Hiban podcast, serving as the show’s host for over 4 years. Pat is the author of 6 Steps to 7 Figures and Tribe of Millionaires, and is one of the founders of GoBundance.
To find out more, go to:https://www.linkedin.com/in/pathibanhttps://www.gobundance.comhttps://www.tribeofmillionaires.com/checkout-page
And to attend the events mentioned in this episode, go to www.growwithers.com.
As team leaders, we’re all motivated to grow our businesses, and most of us have impressive big picture goals. The question is, how do we turn those goals into our reality?
What can we do now to ensure we achieve everything we set our minds to, and how long will the process take? Should specific timeframes be guiding our process?
What are the obstacles we might face along the way, and what can we do to surmount them?
In this episode, we invite you to an ERS coaching call where we discuss these big picture goals and how to achieve them.
Three Things You’ll Learn In This Episode
Why we need to re-think our race to the finish lineWhen thinking about our goals, many of us think in terms of a final destination, but the truth is we’ll never be ‘done’. Our lives will always be filled with new challenges, so focus on enjoying the journey.
How to keep our teams motivated on their big picture goalsAsk agents to share their vision boards at the start of each year. As soon as they start showing signs of stagnation, hold them accountable by asking which goals they’re willing to remove, odds are, they’ll choose to keep them and get back into game mode.
How to counter resistance from agents when making the necessary tweaksMany times, agents will resist new tweaks like a broker fee because they see it as a money grab by us. Change that perception by giving them a clear explanation of where the money is going and how it will serve them.
Traditional brokerages and teams fail the average agent because they don’t provide a solid foundation for them to build their dreams.
There’s often no coaching or structured curriculum to help them become the best version of themselves or infrastructure for that agent to build a sustainable business. As leaders, it’s our job to provide the systems, tools, support, and coaching for them to achieve at the highest level.
We need to create an environment for excellence and make the organization big enough to hold the dreams of our agents. Without this, it’s impossible to retain top talent.
What is the CAP coaching experience, and why is it instrumental to the success of our agents? How do we empower and equip our agents to become the best version of themselves?
In this episode, I’m joined by operating partner and co-founder of KWElite, Paul Richardson. We talk about the coaching program we’re implementing in our own brokerage, and why it’s a key part of the value we provide to our agents.
Three Things You’ll Learn In This Episode
The 3 mindsets of a traditional agent There’s a dependent mindset, an interdependent mindset, and an independent mindset. As agents grow, they might want to move towards the independent mindset. If we give our companies the ability to provide all these structures, we create a big enough world for agents to become the best version of themselves.
Why recruiting should be about the agent, not us Most of us recruit to our needs, but that does a disservice to the people we hire. If we start with the DISC profile and use Career Visioning, we can put people in roles where they can make an impact and grow. If we hire based on where the agent can be the best version of themselves, they will go further.
How to create an environment for successIf we’re not intentional about the environment we create, we can end up with a life that’s programmed for us, not the life we want. Our surroundings can program the results and outcomes we get. When we do the Career Visioning process, we have to look at the surroundings clearly and make sure they’re aligned with where we want to go.
Guest Bio-
Paul Richardson is the operating partner and co-founder of KWElite. To learn more about career opportunities at KWElite, visit https://career.kwelite.com.
Social media is a powerful tool, but it can only take our marketing so far. Unless we’re using it the right way, we’re just wasting our time and resources. The question is, what is the right way, and where could we be going wrong?
While we’re all aware of the importance of using social media for brand awareness, not enough of us know how to do it. As a result, we end up following the lead of influencers and online trends, and that’s only taking us further away from the real reason we’re on the platforms: to connect with our audiences.
How can we use social media to build genuine relationships with our followers that ultimately lead to business growth?
In this episode, Elite Real Estate Systems’ Director of Marketing and Events, Kathryn Nizzi shares the secrets to successful social media marketing.
Three Things You’ll Learn In This Episode
Why we have to change the way we think about social media marketingSocial media alone can’t help us grow a business, so it’s crucial to keep prospecting in more traditional ways. Think of social platforms as an enhancement to the tried-and-tested activities we’ve always done.
How to stay true to our brands in the face of social media trendsIt’s easy to get caught up in social media fads, but not all of them align with our company message, and that’s okay. Stick to creating genuine, authentic content that feels personal.
How to keep social media marketing authentic when hiring a third partyRunning our own social media on top of leading a business is unrealistic, so hire the role out. That being said, whoever takes the reins can’t be disconnected from the companies brand. Be sure to keep them as involved in the business as possible through regular check-ins.
Guest Bio-
Kathryn Nizzi is the Director of Marketing and Events at Elite Real Estate Systems. Passionate about what she does, Kathryn holds degrees in Advertising, Public Relations, and Applied Communication and Marketing from the University of Nebraska at Omaha.
To find out more, go to: https://www.linkedin.com/in/kathryn-nizzi-69423a127
Other links mentioned in this episode: https://www.cashofferomaha.com/https://www.eliterealestatesystems.com/growwithershttps://hootsuite.com/https://www.hubspot.com/
Accountability is a key part of effective success management for our teams. As we set goals for the year ahead, we have to do a better job of tracking the numbers and key performance indicators that feed into those goals.
We have to actively track the things we hold our agents accountable to.
It’s impossible to have true accountability without analytics. Tracking gives us more power in our decision making, and provides a benchmark for the most important activities in our business.
What are some of the key things we need to be tracking? How do we make our analytics more actionable?
In this episode, I’m joined by CEO of Elite Real Estate Systems, Kevin McGowan. He shares the pivotal role tracking played in our ability to scale a fast growing real estate team.
Three Things You’ll Learn In This Episode
How to reverse engineer our success Tracking our prospecting is critical if we want to hit our sales goals. By knowing the exact prospecting numbers we need to reach, we can reverse engineer our activities and the hours we need to work to meet a specific target.
Why agents appreciate us tracking their successIf we set up the KPI tracking correctly, our agents won’t feel like we’re keeping tabs on them, they will appreciate the effort we make in helping them reach their goals. It also empowers them by giving them a singular focus and a simple path to what they want to earn and achieve.
The importance of having actionable analytics Numbers can live and die in a spreadsheet if we don’t have a front-end dashboard or a visualization tool. If we have somewhere to display our KPIs, we make them a part of every single work day. Having a dashboard motivates and inspires the sales force, and makes it more likely that information will be applied and used.
Guest Bio-
Kevin McGowan is the CEO of Elite Real Estate Systems. Elite Real Estate Systems is a modern coaching company created for the modern agent and forged from the nation's fastest growing real estate companies, kwELITE.
For more information, visit https://www.eliterealestatesystems.com.
Resources Mentionedhttps://www.geckoboard.com/https://sisu.co/
Holding our agents accountable to their goals is a vital part of building bigger, better teams. However, because accountability is so often tied to negative connotations, it’s something many leaders struggle to implement and enforce in their businesses.
We often view constructive criticism as an attack, but that couldn’t be more wrong. Accountability is about building our agents up to become the best versions of themselves, not to berate and belittle them.
Where does the negative outlook stem from, and what can we do to shift people’s perceptions for good? What can we do to ensure we’re pushing our agents to be the best they can be, without losing their trust and enthusiasm?
In this episode, kwELITE’s own Chief Success Officer, Andy Kueny shares his strategies for keeping agents on track with their goals.
Three Things You’ll Learn In This Episode
How to build trust with those we’re holding accountableThe key to becoming dependable in the eyes of the agents we are coaching lies in follow through. It’s not enough to say we’ll check in, follow up, and, where necessary, call out bad behavior: we have to make good on our promises and actually do it.
How to help agents shift their perceptions of accountability coachingA success manager’s duty is to help others make their dreams a reality. Remind agents that accountability sessions are intended to serve them, not anyone else.
What we can do to qualify as an effective success managerIf we want to encourage our agents to become the best versions of themselves, we have to keep raising the bar in our own lives. Pour into self-development and lead by example.
Guest Bio-
Andy Kueny is the Chief Success Officer for kwELITE and one of the lead coaches and owners of Elite Real Estate Systems. He is passionate about helping agents in Nebraska and beyond set and achieve their goals, using accountability and data.
Andy has also been a licensed agent in the state of Nebraska for over 8 years, and has been involved in over 1500 transactions as the Team Lead and Productivity Coach for agents.
To find out more, go to:
https://www.kwelite.com/agents/19718-Andy-Kueny/https://www.facebook.com/AndyKuenyRealEstate/?rc=p
Books and links mentioned in this episode:
https://www.amazon.com/Dream-Manager-Matthew-Kelly/dp/1401303706 http://growwithers.com/
When it comes to building wealth in real estate, one of the best bases to build from is the system of earning, amplifying and investing. However, there’s no one-size-fits-all solution, and if we want to see massive results, we have to tailor the system to our needs.
Which order of earning, amplifying and investing will work best for our personality types? Is it even necessary to do all 3?
How can we work the system into our businesses when we’re just starting out, and should anyone be avoiding any of the steps?
In this episode, co-host of the BiggerPockets podcast, David Greene shares how he’s implemented the system in his own business.
Three Things You’ll Learn In This Episode
How to amplify our finances with flippingAs agents, there’s no one more qualified to flip properties than us. We have all the expertise necessary to do it successfully, so dive in!
Why we need to overcome our fears of investingNo one who has ever invested in property regrets taking the plunge, and that’s because the benefits vastly outweigh all the smaller inconveniences. We have to stop letting fear of the unknown hold us back from massive reward.
How to get started in investing when we’re new to the spaceThe best way to make the right moves is by listening to those who have been through it before. Stop listening to the people who haven’t done it, and shift attention to those who truly know what they’re talking about.
Guest Bio-
David Greene is the CEO of The David Greene Team and co-host of the BiggerPockets podcast. Passionate about helping others build wealth through real estate, David is an avid writer on the subject and in addition to running the GreeneIncome.com blog, he is the author of the bestselling books, Long Distance Real Estate Investing and Buy, Rehab, Rent, Refinance, Repeat, as well as Sell Your Home for Top Dollar.
David is a nationally recognized authority on real estate, and has been featured in multiple platforms including CNN, Forbes, HGTV and over 25 podcasts.
To find out more, go to:https://www.davidgreenemastermind.com/welcomehttps://www.biggerpockets.com/https://www.linkedin.com/in/davidgreene24Buy, Rehab, Rent, Refinance, Repeat: The BRRRR Rental Property Investment Strategy Made SimpleLong-Distance Real Estate Investing: How to Buy, Rehab, and Manage Out-of-State Rental PropertiesSell Your Home For Top Dollar: A Behind The Scenes Look Into Successful Real Estate Agent Strategies and Secrets
And to contact him, set up a profile on https://www.biggerpockets.com/ or shoot him a DM on Instagram at https://www.instagram.com/davidgreene24/?hl=en
Other links mentioned in this episode:https://store.biggerpockets.com/https://www.eliterealestatesystems.com/growwithers
To Download two free PDF's: Jeff's Business Plan and his Lead Generation Guide, Click Here.
Investing in real estate is one of the best ways to build wealth, so entering the space should be a no-brainer. However, many agents are still shying away from investing because they just don’t know where to start.
There are so many systems and tools on the market that promise to help us succeed as investors, and as a result many of us end up feeling overwhelmed before we’ve even bought a single property. However, investing is simpler than we’ve been led to believe.
How can we find willing sellers when we’re first starting out as investors? Is it possible to make a name for ourselves without buying into all the fancy add-ons on offer?
In this clip, co-founder and visionary at RealEstateInvestor.com, Rob Syfert shares the simple way to start investing.
Three Things You’ll Learn In This Episode
How to take the leap into real estate investingAs agents, we’re all aware of the benefits of owning real estate, but many of us are too scared to take the first step. Nerves are normal, but if we want to get started we have to push past our fears and just do it.
Why we need to change the way we think about investing leadsJust the thought of looking for investing leads on top of traditional leads is exhausting, but it’s also completely unnecessary. Every lead in real estate is the same, and many investment opportunities actually come from traditional leads.
Why no one should feel pressured to buy leadsBuying leads is a great way to boost business and level up, but it’s not a prerequisite for success when we’re just starting out. Don’t hold back from the investment space because of a smaller budget, just zone in on existing leads.
Guest Bio-
Rob Syfert is the co-founder and visionary at RealEstateInvestor.com, founder of USA Portfolio Real Estate and host of the REI Huddle podcast. An innovator in the industry, Robert creates software, tools and services that allow real estate investors to get bigger results in less time.
With over 10 years in the space, he has sold and managed hundreds of investment properties, and built 3 successful startups from the ground up. Robert is a firm believer that investors can achieve astronomical success without sacrificing their free time - all they need is the right tools to get there.
To find out more, head to:https://realestateinvestor.com/https://www.linkedin.com/in/rsyfert
To get a discount on any of the products on RealEstateInvestor.com, use the code ‘ERS’. Alternatively, mention this episode in a call with any of the RealEstateInvestor.com team members.
Links mentioned in this episode:https://www.forsalebyowner.com/https://www.labcoatagents.com/
Growing our businesses and simultaneously making provision for our own exit isn’t complicated. All we have to do is double the size of our teams while charging a 50% commission. However, convincing our teams that this is the best way forward isn’t always so easy.
If we put ourselves in our agents’ shoes, it’s easy to understand their hesitations. They’re comfortable with existing dynamics and feel nervous venturing into the unknown, but as team leaders, it’s our job to put their minds at ease.
How can we help them understand that a bigger team will bring bigger results for them, too? Is expanding our teams worth the risk of agents walking away?
In this episode, founder of Matt O’Neill Real Estate, Matt O’Neill shares how to overcome our agents’ objections to a bigger team.
Three Things You’ll Learn In This Episode
How growing our teams empowers our agentsGreat leaders teach their followers how to be just like them, and by empowering our agents to build teams of their own, we’re doing just that. Make sure every agent is aware of the massive benefits they’ll get as a result of a bigger team.
How to deal with team members who aren’t receptive to changeWhenever there are changes, some people will be resistant. Be open to hearing their concerns, but if their energy continues to clash with the rest of the team, or they undermine the changes being made, let them go swiftly.
How to stop taking it personally when agents leaveNo one wants to lose top talent, but it’s important to remember that not everyone wants to be in a big team. An agent’s decision to leave when we restructure our business has nothing to do with who we are as people, it’s purely business.
Guest Bio-
Matt O’Neill is the founder of Matt O’Neill Real estate in Charleston, SC. Ranked as the #1 high end real estate team in South Carolina by The Wall Street Journal, Matt’s team sold over $1 Billion in homes.
Matt credits much of his success to the core values of honesty, hugging and hard work. Instilled in him from a young age by his mom, today he’s implemented each of these values in his company, and the results speak for themselves.
To find out more, go to:https://www.mattoneillrealestate.com/https://www.linkedin.com/company/matt-o-neill-real-estate
As team leaders, we all want to take our businesses to the next level and get bigger, better results. However, while we may share the same ambition, many of us have ended up unable to move forward because we’re using the wrong approach.
Growing a business requires an all-round focus. We can’t stop at investing in our agents, we need to put the same energy into our own development as leaders. To move our businesses forward, we have to hone in on the right skills.
The question is, what skills do we need, and how do we develop them? When will our learning be complete so we can exit our businesses altogether?
In this episode, President of Real Estate Training Breakthroughs, Brian Moses shares why developing ourselves is a lifelong task.
Three Things You’ll Learn In This Episode
Why skill is more important than motivationMost of us are motivated to succeed, but without the skills to implement our ideas, we’ll get stuck in one spot. Don’t rely on ambition alone to succeed, grow knowledge along the way.
How to maximize the possibility of profitabilityTons of real estate teams do hundreds of transactions without being profitable, and that’s because they haven’t developed the skills required to run a business. To get bigger results, we have to stop thinking about where our next deal is, and start thinking about where our next hire is.
How stepping back can propel us forwardsAs team leaders, stepping back from operations can be the action that pushes our businesses to new heights. However, taking the right steps backwards is a skill we need to develop - we have to make educated moves if we want to maximize our potential.
Guest Bio-
Brian Moses is a real estate trainer, coach and speaker. The Founder of Real Estate Training Breakthroughs and Customized Coaching & Seminars, Brian has an extensive background in the industry, and while still in production he was ranked as the #2 Coldwell Banker agent worldwide.
Today, Brian is passionate about making a bigger impact on the real estate industry, and many of the world’s most successful agents in production credit Brian’s coaching for their success.
To find out more, go to:https://brianmoses.mykajabi.com/https://www.linkedin.com/in/brianmoses
And to coach with Brian, visit:https://www.brianmosescall.com/coaching-consultation
To find out more about our upcoming events, go to:Ersdemocall.com
Books and documentaries mentioned in this episode:
Can’t Hurt Me: Master Your Mind and Defy the Odds by David Goggins https://davidgoggins.com/book/
Between a Rock and a Hard Place by Aron Ralston https://www.amazon.com/Between-Rock-Hard-Place-Publisher/dp/B004SNP0X2/ref=pd_lpo_14_t_0/145-6616262-0676060?_encoding=UTF8&pd_rd_i=B004SNP0X2&pd_rd_r=4099e8c5-71fb-445c-b491-141645ed67c8&pd_rd_w=M3KWS&pd_rd_wg=rRK6h&pf_rd_p=7b36d496-f366-4631-94d3-61b87b52511b&pf_rd_r=6Z5NECDCR49EKYWSC551&psc=1&refRID=6Z5NECDCR49EKYWSC551
Living with a SEAL: 31 Days Training with the Toughest Man on the Planet by Jesse Itzler https://www.amazon.com/Living-SEAL-Training-Toughest-Planet-ebook/dp/B00U6DNZB2
Rich Dad Poor Dad by Robert Kiyosaki https://www.richdad.com/
The Social Dilemma Netflix Documentary https://www.netflix.com/za/title/81254224
As we edge towards 2021, it’s time to put together our business plans for the year ahead. We have to start thinking about which systems we’re going to implement, and arguably, one of the most important is a CRM.
With so many CRMs on the market, we’re spoiled for choice, and selecting one can feel overwhelming. That being said, were all CRMs created equal?
Which features should the ideal offering have, and how can we be sure we’re choosing the right one for our businesses?
In this episode, Co-Founder and CEO of BoomTown, Grier Allen joins me to explain what sets BoomTown apart from its competitors.
Three Things You’ll Learn In This Episode
Why we’re thinking of CRMs all wrongMany people see CRMs as a lead gen tool, but while offerings like BoomTown have a lead gen component, the real value is in its conversion arm. BoomTown keeps us connected to our databases so we can turn existing leads into clients.
Why we shouldn’t expect to see results immediatelyNo matter how high-tech our CRM is, it takes time to see results because the consumer cycle is so long. Give the system 6-12 months to work its magic before evaluating its performance.
How BoomTown uses drip campaigns to help us nurture relationshipsLeads are never limited to one transaction, but if we want to increase our chances of repeat business we have to stay in contact with our spheres over time. BoomTown uses long-term drip campaigns to make sure we stay top of mind in all things real estate-related.
Guest Bio-
Grier Allen is the Co-Founder and CEO of BoomTown. After earning his degree in Computer Science at Clemson University, Grier channeled his energies into real estate, an industry notorious for not making the most of digital technology.
Today, BoomTown is creating a more consumer focused real estate industry that connects buyers and sellers with knowledgeable, forward thinking real estate professionals across the US and Canada. Grier is a member of the Young Presidents’ Association.
To find out more, go to:https://boomtownroi.com/https://www.linkedin.com/in/grierallen
And to take advantage of Grier’s incredible offer mentioned in this episode, mention ‘Jeff Cohn’, ‘ERS’ or ‘Team Building Podcast’ when you request a quote.
Leave a review for BoomTown at: https://www.g2.com/
To get 50% off team leader training, visit: http://ersdemocall.com/
As leaders, we spend a lot of time thinking about how to take our businesses to the next level. However, we’ll never be truly successful if we aren’t paying attention to what’s going on outside our businesses.
Our personal relationships have a bigger impact on our success than we may realize. If we let our families, marriages, and relationships with loved ones fall by the wayside, we’re only doing ourselves a disservice.
That being said, it’s not always easy juggling time with loved ones when we’re running time-intensive businesses.
How can we give our relationships the time and dedication they deserve while establishing successful teams? Is it possible to blend the two effectively?
In this episode, coaches at Titan Elite Coaching and husband and wife team, Dr. Sheri Fluellen and JP Fluellen share what it takes to achieve holistic success.
Three Things You’ll Learn In This Episode
Why our love language isn’t the only one to learnWe all have our own love languages, but it’s important to remember that ours isn’t necessarily the same as our spouse’s. When we learn what will fill their ‘love banks’, we can show our affections more effectively.
The importance of being intentionalIntentionality is non-negotiable for successful relationships. We all need to be mindful of how we’re showing up for our spouses, friends, family and even team members and focus on being present with them.
How to establish a healthier dynamic with our loved onesStrong relationships require both parties to be vulnerable about their needs, insecurities and triggers. They also require the other person to listen to those vulnerabilities and remember them for the future.
Guest Bio-
Dr Sheri Fluellen is a consulting psychologist, licensed Realtor and high performance coach at Titan Elite Coaching. Having spent the past 18 years in the business of changing people’s lives, Sheri is passionate about helping real estate investors, brokers and agents achieve their full potential in all areas of life. Sheri began her career as a psychologist in the US Air Force and served as an Officer for 4 years.
To find out more, head to:www.drshericoaching.comwww.drsherifluellen.comhttps://www.linkedin.com/in/drsheri
JP Fluellen is a Team Leader and Associate Broker at Titan Real Estate in Cheyenne, Wyoming. He is also the author of Real Estate Brain: 7 Hacks for Buying Like a Pro, and host of the Success Agent Podcast. Prior to entering the real estate space over a decade ago, JP served as a mechanic in the military for 13 years and did a 13 month-tour in Iraq.
To find out more and to connect with JP, go to:www.drshericoaching.com/pages/aboutwww.facebook.com/jfluellenwww.linkedin.com/in/buycheyennerealestatewww.amazon.com/Real-Estate-Brain-Hacks-Buying-ebook/dp/B07Q5BBNL7https://podcasts.apple.com/us/podcast/success-agent/id1449625857
You can also email him at james.fluellen@gmail.com or call or text him on 307 772 1184
Books and links mentioned in this episode:
The Five Dysfunctions of a Team by Patrick Lencionihttps://www.amazon.com/Five-Dysfunctions-Team-Leadership-Fable/dp/0787960756
The Dream Manager by Matthew Kellyhttps://www.amazon.com/s?k=the+dream+manager&i=stripbooks-intl-ship&ref=nb_sb_noss
7L: The Seven Levels of Communication: Go From Relationships to Referrals by Michael J. Maherhttps://www.amazon.com/7L-Levels-Communication-Relationships-Referrals/dp/1942952473/ref=sr_1_1?crid=HE350K3GK0IA&dchild=1&keywords=7+levels+of+communication+by+michael+maher&sprefix=7+levels+of+communi%2Cstripbooks-intl-ship%2C417&sr=8-1
The 5 Love Languages® by Dr Gary Chapmanhttps://www.5lovelanguages.com/book/the-5-love-languages/https://www.tonyrobbins.com/disc/Ersdemocall.com
https://www.eliterealestatesystems.com/
Our main purpose as team leaders is providing the environment, support, systems and coaching that makes it possible for our agents to crush their own goals. When we help them achieve success, the goals of the business are also achieved.
What people are craving is leadership and a plan to achieve their goals. We have to help them tap into their ‘Big Why’, and then lead them to make it happen.
In a pandemic market, our ability to create a high-performance environment becomes more critical. Agents need the leadership that will help them navigate a chaotic market, and continue to grow their sales.
What strategies are being implemented by the teams who have doubled their business? How can leaders facilitate the success of their agents?
In this episode, team leader and CEO at Keller Williams Preferred Realty, Melissa Lombard talks about the most important responsibility of a real estate team leader, and how her brokerage has helped their agents achieve a 60% increase in sales.
Three Things You’ll Learn In This Episode
How to get leverage from our very first hire Your first hire is the most important hire you’re going to make. They’ll become your partner in bringing other people onto the team. If you hire the right person from the get-go, you’re going to experience the joy of leverage in the hiring process.
The true purpose of a team leader Our job as leaders is to create the culture, support and accountability that allows our agents to achieve their goals. Showing up, supporting and encouraging our agents and making it possible for them to continue working in a safe way makes a huge impact on their morale and performance.
Why we need to set goals on imagination, not history The goals we set are often informed by where we’ve been and not where we really want to be. We stop living out of our imagination and we begin setting goals based on our history. This only limits us. Our goals should be based on what true success looks like for us.
Guest Bio-
Melissa Lombard is a coach, trainer, team leader and CEO at Keller Williams Preferred Realty. She leads, trains and coaches the top real estate professionals in the Greater Minneapolis area. Melissa’s #1 objective is GROWTH.
Agent Growth – by bringing in the most relevant training presented by experts and delivered in a high-energy, big impact way. Also, by making coaching, masterminds and accountability available to every agent, at every level and stage of their business.
Market Center Growth – by getting into conversation with people looking for a bigger opportunity, either already in real estate at a different brokerage, or looking to get into real estate. Melissa has an eye for talent and recognizes that 90% of people in real estate are looking for a real estate job. She’s looking for the 10% looking to start or grow a real estate business.
Leadership Team Growth – by creating a business that’s big enough to continually provide opportunities for everyone to grow within and alongside the company.
For more information, visit http://www.kwprmn.com/ and email melissalombard@kw.com. To Download two free PDF's: Jeff's Business Plan and his Lead Generation Guide, Click Here.
A lot of us got into real estate with the intention of making money, but once we’ve achieved financial abundance that stops being our chief motivator.
As we begin building and scaling our own businesses, success in the industry comes down to more than just selling houses. The truth is, money will never be the thing that truly fulfills us, so what will?
When we shift our ‘why’ from making money to making a difference in other people’s lives, everything changes for the better. How can we make a bigger impact on our clients, agents and communities?
In this episode, bestselling author, coach, podcast host and Broker/Owner at One Community Real EstateⓇ, Leigh Brown shares how to build a service-minded business.
Three Things You’ll Learn In This Episode
Why collaboration beats competition every timeMany Realtors get hyper-focused on being the best in their market, but we should never lose sight of how symbiotic this industry is. By looking at the other Realtors in our market as inferior, all we’ll do is hamstring our business in the long term.
How to create a better work environment for our teamsA lot of team leaders assume everyone is wired the same way, but not everyone thinks like an entrepreneur. Stop holding agents to unreasonable expectations, and start serving them in a way that makes sense for their needs.
How to keep our clients at the center of every transactionWhile it’s tempting to share all our accolades with a client in early communications, we have to remember that it’s not about us. We’re here to solve our clients’ problems, not to talk ourselves up.
Guest Bio-
Leigh Brown is an internationally renowned sales and motivational speaker, established coach and Broker/Owner at One Community Real EstateⓇ. She is also an author of three books, including the Amazon #1 bestseller, The 7 Deadly Sins of Sales™, and host of the Crazy Sh*t In Real Estate podcast. Leigh is passionate about helping other Realtors make their mark as both service providers and community advocates.
To find out more, head to:https://www.leighbrown.com/https://www.leighsells.com/https://www.linkedin.com/in/leighthomasbrown/https://www.youtube.com/channel/UC11stDD0nfFUYfhPB-E1nLghttps://www.instagram.com/leighthomasbrown/?hl=enhttps://www.facebook.com/leighthomasbrown
Investing is a great addition to any real estate business. It offers an incredible amount of opportunities and opens the door to building wealth.
A lot of agents are hesitant to break into the space because they’re just not sure how to get started.
The truth is, there’s no one formula to being successful in real estate investing. It all comes down to our individual goals but there are some patterns we can learn from.
How can new investors enter the space successfully, and is there any way to avoid failure? Where should we be finding investment properties in the first place?
In this episode, co-owner of Dynamic Properties, Clint Bartlett joins an ERS coaching call where we dive into how we started a successful real estate investing business.
Three Things You’ll Learn In This Episode
- How to get into investing when we’re new to the space
Listening to podcasts and reading books is a great way to build knowledge on investing, and it can also give us the confidence to move forward. However, be mindful that each state has its own laws and check local regulations before putting anything into practice.
- How to get deals without competition
We wouldn’t go looking for leads in the same place as every other agent, and the same should apply to investment deals. Hunt for off-market deals to avoid competition and to see a larger return.
- How to get over the fear of failure
The fear of losing money is what holds most would-be investors back, but it shouldn’t be a barrier. Once we’ve lost money once, we’re unlikely to lose it the same way again. Go into deals with the intention of failing to learn important lessons for future deals.
There are so many ways to make money in real estate, but far too many people in this industry are playing it safe by sticking to just one avenue of business.
What’s stopping us from making the most of everything real estate has to offer? How can we start diversifying our activities and reap bigger rewards?
In an industry with so many options, the only thing holding us back from success is ourselves. So how can we break down our self-imposed limitations?
In this episode, Vice President and Real Estate Agent at Compass, Lior Rozhansky shares how he’s made a name for himself as an agent and investor.
Three Things You’ll Learn In This Episode
- How to change lanes in real estate
Whether we’re new to the business or looking to enter a different aspect of the industry, we have to do it with intention. Don’t switch in a snap, do the research and do it right.
- How to overcome the fear of losing money on investment properties
Many agents shy away from investing because they fear losing money, but the truth is we’re never really losing. Even a loss can be beneficial in the long run, as long as we’re learning from our mistakes.
- Why people considering real estate investing shouldn’t hesitate
30 years from now, no one will regret investing in property today. Real estate is the best way to build wealth, and as long as we’re intentional and diligent, we can’t go wrong.
Guest Bio-
Lior Rozhansky is the Vice President at Compass. He is also a licensed real estate professional at the company, and personally sold around $12 million in 2019 alone.
After initially studying to become a doctor, Lior first entered the real estate space when he purchased an investment property. Since then, he’s built an almost $10 million investment portfolio - all while in his 20s.
To find out more, visit:https://lior.taylorandlior.com/
https://www.liorrozhansky.com/
https://www.linkedin.com/in/liorrozhansky/ Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
What defines the most successful people in our industry is a desire to learn, seek information and attract influence into their lives.
The books we read, the podcasts we listen to, the events we attend and the people we surround ourselves with make all the difference. If we want to go from average to outstanding, we have to be selective with our tools for growth.
What are top producers reading and listening to that other agents aren’t? How can we make sure we’re networking with the right people - and is that even possible for newer agents?
In this episode, we share the books, podcasts and events that have made the biggest impact on our lives and our success levels.
Three Things You’ll Learn In This Episode
- The podcasts we should all be listening to
Aspiring agents should be listening to podcasts hosted by other agents, but don’t get caught up on listening to exclusively real estate-related shows. Podcasts that focus on human development can also make a huge impact on our overall success levels.
- How to surround ourselves with the right people
Our network is our net worth, so it matters who we spend our time with. Approach top producers at events or reach out to them in other ways, but do the work to get into their inner circle.
- Which events promise the biggest takeaways
Going to big, established events gives us the opportunity to mingle with top producers, but we shouldn’t discount smaller, newer events. Often, these allow us the freedom to tackle new trends head on, because there is less red tape.
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
Many people stay trapped throughout their lives because they don’t think their goals are attainable, but that simply isn’t true. We are capable of achieving anything we put our minds to.
Only we can dictate if we’ll reach our full potential. So to make our dreams a reality, we have to be willing to look inside ourselves through a process of personal development.
What do we need to change to ensure we become the best versions of ourselves? Can we shift our inner programming to guarantee our success in business and in life?
In this episode, author of Real Estate Evolution: The Ten Step Guide to CPI for Real Estate Agents, Dan Rochon shares how to fine-tune our inner game and maximize our chances of success.
Three Things You’ll Learn In This Episode
- How to start taking steps towards the lives of our dreams
Having a clear understanding of where we are now and where we want to go is vital. When we have an end goal in mind, it’s easier to fill in the blanks and start taking action.
- Why it’s so important to know our ‘why’
It’s easier to follow through on our goals when we understand the motivations behind them. We have to think about why our dreams are so important to us if we want to bring them to life.
- Who we should be sharing our dreams with
The most important person we should be sharing our plans for the future with is ourselves. No matter how many people support our dreams, self-belief makes all the difference.
Guest Bio-
Dan Rochon is the Head Coach and Visionary at Greetings Virginia Sales Network. He is also the author of Real Estate Evolution: The Ten Step Guide to CPI for Real Estate Agents and host of The CPI Community Podcast. Having seen hundreds of agents fail in this business, Dan is passionate about helping people not only stay in the business, but thrive in it.
To find out more, head to:https://www.danrochon.com/
https://www.greetingsvirginia.com/dan-rochon
https://www.greetingsvirginia.com/
https://www.linkedin.com/in/danrochon/
https://www.therealestateevolution.com/ https://www.facebook.com/groups/RockSolidAgents/
And to get a free copy of Dan’s book (minus shipping), head to:
http://bit.ly/RealEstateEvolution
Other links mentioned on this episode:
Growwithers.com
Eliterealestatesystems.com
The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM) by Hal Elrod https://www.amazon.com/Miracle-Morning-Not-So-Obvious-Guaranteed-Transform/dp/0979019710
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
As team leaders, marketing presentations are something we need to use, whether for listings, buyers, investing or recruitment purposes. However, it’s not enough to just passively give the presentation.
Marketing presentations are tools, so we need to use them the right way.
What should we be including in our presentations to make them stand out? Is there anything we shouldn’t be sharing?
In this episode, sit in on an ERS coaching call to see how other team leaders are creating marketing presentations that bring massive results.
Three Things You’ll Learn In This Episode
- Which numbers we should be sharing in our presentations
Track analytically to see how many showings it takes to get an offer and include those numbers in a presentation. Sharing statistics is a great way to entice a client and let them know what to expect.
- What new agents should be including in their presentations
New agents might not have an established track record, but that doesn’t mean they shouldn’t add statistics into their presentations. Include numbers from the brokerage, or even the neighborhood being served.
- How to help agents find the right marketing presentation style for them
It’s important to remember that what works for us might not work for all our agents. Instead of encouraging everyone in the organization to follow our models, we need to help them find a way to express their personal brands.
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
Life is filled with twists and turns, and we never really know what’s around the corner. To protect ourselves against market shifts or unexpected events in the future, we have to start thinking about diversification today.
It’s not enough to just be a great agent anymore. We’re lucky to be in an industry with many different avenues for success. What are the options available to us, and which stand to get us the highest return?
If we feel overwhelmed by all the choices, how can we move past our feelings of anxiety and start taking actionable steps towards diversification?
In this episode, host of the Real Estate Rockstars Radio podcast, Aaron Amuchastegui shares how to get started on the process of safeguarding our incomes.
Three Things You’ll Learn In This Episode
- How to stop letting self-limiting beliefs get the better of us
It’s normal to feel overwhelmed when getting started in a new area of real estate, but we need to push through our feelings of self doubt. Remember that no one starts out knowing everything and we generally learn as we go.
- How to overcome the fear of failure
It’s not only okay to lose money on our first deals, it’s great! There is power in failing forward and losing money is one of the best ways to learn the important lessons we need to know.
- The importance of putting what we learn into practice
Reading great books and listening to the best podcasts is a great way to learn more about all the opportunities in real estate, but we can’t stop there. The only way to get started is by taking action.
Guest Bio-
Aaron Amuchastegui is the host of the Real Estate Rockstars Radio podcast. He is a serial entrepreneur, and today he serves as the CEO for Fubakaze LLC and AMA Construct Inc., respectively.
Aaron is also the Principal and Co-Founder of Homerock LLC., as well as the bestselling author of The 5-Hour School Week: An Inspirational Guide to Leaving the Classroom to Embrace Learning in a Way You Never Imagined, and co-author of Bidding to Buy: A Step‑By‑Step Guide to Investing in Real Estate Foreclosures, alongside David Osborn.
To find out more, go to:
https://www.aaronamuchastegui.com/
https://www.facebook.com/RealEstateRockstarRadio/
https://hibandigital.com/author/aaron-amuchastegui/
https://www.amazon.com/Bidding-Buy-Step-Step-Foreclosures/dp/194720033X
https://www.amazon.com/5-Hour-School-Week-Inspirational-Classroom/dp/1544512252
And to find out more about our upcoming event, head to:
Eliterealestatesystems.com
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
There are many ways to make money in real estate, and if we want to take advantage of everything the industry has to offer, we can’t limit ourselves to just one avenue.
Adding investing to the list of services we provide does more than increase our number of revenue streams. By offering clients the opportunity to sell their homes through us and to us, we pave the way for tailor-made value.
The problem is, many agents are nervous about entering the space. How can first-time investors get started, and what obstacles might they face? How can we build confidence in ourselves as we go?
In this episode, Director of Operations and Vice President of Acquisitions at Open Door Capital, Ryan Murdock shares how agents can establish themselves as investors.
Three Things You’ll Learn In This Episode
- Why all real estate agents should be investing
No one understands real estate better than agents, why not take advantage of the knowledge we have and enter the investment space ourselves? We’re more than capable of great results, so stop giving opportunities away.
- How to create an investment business that works for us
One of the greatest things about real estate is the number of paths we can take. Carve out a niche - there’s no reason to get boxed in to something we don’t enjoy.
- How to build confidence when we’re new to investing
The only way to get more comfortable in the investing space is by getting started. Stop procrastinating, get the funds and just do it!
Guest Bio-
Ryan Murdock is the Director of Operations and Vice President of Acquisitions at Open Door Capital and Marketing Team Member at Bigger Pockets. Ryan spent 10 years in the electronics manufacturing industry before transitioning to real estate investing and property management in 2007.
He has extensive management experience in many facets of real estate including retail, office, multi-family, HOA, and especially mobile home parks - including nationwide consulting and turn-around projects.
Ryan has been a licensed real estate broker since 2008 and owns and operates a portfolio of residential rental properties. His specialties lie in rental property acquisition, management and consulting.
To find out more, go to:
http://opendoorcapitalllc.com/
https://www.linkedin.com/in/ryanmurdock/
https://www.biggerpockets.com/users/RyanM177
https://www.instagram.com/ryan.murdock21/?hl=en
To take advantage of the referral fee mentioned on this episode, go to:
http://opendoorcapitalllc.com/bringbrandonadeal
And to join in our upcoming event, head to Eliterealestatesystems.com and click on ‘events’.
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
With over 70% of the American population using Facebook platforms every day, there’s no better place for agents to connect with their market. However, if we want to maximize our results from Facebook marketing, we have to do it the right way.
Given how many agents already use the platform for marketing, we need to stand out in the eyes of our ideal client. It’s not enough to share content mindlessly. If we want to break through, we have to meet the consumer where they are.
Which Facebook features get the highest engagement, and what content does the average user want to see? How can we ensure our ads are seen by our target audience?
In this episode, Client Partner at Facebook, Scott Shapiro shares how to take advantage of everything the platform has to offer.
Three Things You’ll Learn In This Episode
-
The technology our content needs to be compatible withForget the myth that mobile is only used by younger demographics. Buyers in every age group use it to look for real estate information, so if we want our content to be seen we have to ensure it’s mobile device-friendly.
-
How knowing what we want to achieve makes all the differenceWhen agents don’t see the results they’re expecting from their Facebook marketing, it’s likely they haven’t had clear objectives in mind. Facebook Ads can only do what we tell it to, so it’s important to have a crystal-clear idea of the end goal.
-
Why organic content isn’t enough to capture a wide audienceWhile organic posts can capture some attention, their reach is fairly limited. This is because only those actively looking for our content will see it. Blast engagement to new heights by investing in paid advertising in addition to regular posts.
Guest Bio-
Scott Shapiro is a Client Partner at Facebook in their Real Estate industry vertical. In his role in Industry Relations, Scott assists clients with developing and implementing multiple platform solutions on Facebook, for maximum engagement and maximum results.
To find out more, go to: https://www.linkedin.com/in/scott-shapiro-964b4b
And to join our upcoming event, go to https://www.eliterealestatesystems.com/ and click on ‘events’.
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
We hear about company culture all the time, but many of us haven’t grasped what that means in the context of our teams, and why it’s so important to have clearly defined organizational values.
Culture plays a vital role in any successful business. The atmosphere we create impacts every part of the organization, from the people working in it, to the clients we attract and the results we see.
What is the difference between good and bad company culture? How do we create something that aligns with our personal values as leaders?
In this episode, we invite you to an ERS coaching call on the importance of culture, and how to create one that works for you and your business.
Three Things You’ll Learn In This Episode
-
How to create a culture that aligns with what we believeThe first step to establishing a company culture is knowing the ethos we want to create. If possible, we can base this on a team that shares our values. We also have the freedom to create the dynamic we want ourselves.
-
How our culture shows up in the environment we create The way our offices are set up shows the world what we stand for. An informal, café-style seating arrangement suggests a relaxed atmosphere, while a more traditional, corporate layout will have the opposite effect.
-
How clearly-defined culture lets us avoid bad-fit peopleHaving distinct values helps root out the people who should, and shouldn’t be in our organizations. It’s easier to identify if someone is a bad fit when we’re straightforward about our principles.
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
With so many tech terms being thrown around, a lot of team leaders are understandably confused. As real estate professionals, why do we need to know about API’s, bridges and integrations?
The reality is, technology will become increasingly more important in the years to come - so it’s in our best interests to find ways to understand it and use it to our advantage.
For businesses to make it in the future, we have to start embracing integration. What does that mean - and how can we use it in our operations?
In this episode, Head of Sales and Marketing at Real Synch, Scott Sillari joins me to talk technology in the real estate space.
Three Things You’ll Learn In This Episode
-
Invest wiselyAnyone looking to invest in the tech space needs to make sure they’re being offered true integration. Team leaders need to know they’ll have the capacity to connect with unique tools as they’re developed.
-
Prioritize pluginsWe already spend so much time in front of our computers - we shouldn’t be adding to that. Plugins allow us to get more things done in one place. So, for example, instead of opening our CRMs and emails separately, having the right plugin can let us do both at once.
-
Get an integration partnerWe can’t do everything on our own - if we try, we’re likely to fall behind. We have to focus on what we’re good at, and outsource everything else. To run successful businesses, we have to have integration partners.
Guest Bio-
Scott Sillari is the Head of Sales and Marketing at Real Synch, a company dedicated to helping business owners keep lead generation systems in sync with their CRMs. Prior to joining Real Synch, Scott served as the Director of Business Development at Vyral Marketing.
To find out more about Scott and Real Synch, head to:https://www.linkedin.com/in/scott/sillarihttps://www.realsynch.com/
You can also email him at scott@realsynch.com
And to take advantage of the promotion mentioned on this episode, use the code ‘elite’ when checking out products from realsynch.com
Books and links mentioned:
The ONE Thing by Gary Keller- https://www.the1thing.com/
Getvirly.com
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
If we’ve learned anything from the COVID-19 shutdowns across the country, it’s that tomorrow’s business is never guaranteed. To safeguard our success, we have to diversify our portfolios.
Building ancillary businesses is a great way to put our eggs in more baskets. Through investing, we can diversify our business without adding hours of extra work to our schedules. By setting up investment companies, we get maximum reward potential - all while serving our customers better than ever before.
How can we start investing? How does diversification impact our customers? In this episode, host of the Real Estate Rockstars Radio podcast, Aaron Amuchastegui joins me to discuss the investment opportunities real estate professionals should be taking advantage of today.
Three Things You’ll Learn In This Episode
-
The types of property we should be investing inThanks to inflation and a lack of inventory, the rental market is set to explode. Single-family, multifamily and storage rentals offer great investment opportunities - so explore the options to make the most of the boom.
-
Where to buy investment properties with a high returnAs more people begin working from home full-time we’re seeing a shift in the consumer’s needs, but there will always be some amenities they have to access in person. Look for properties near hospitals and government offices.
-
How diversification impacts the consumerOwning ancillary businesses is about more than filling our pockets, it also helps our clients. By building an investment company we have the opportunity to tailor solutions to the consumer’s needs, whether they want to put a home on the market or sell directly to us.
Guest Bio-
Aaron Amuchastegui is the host of the Real Estate Rockstars Radio Podcast. Over the past decade, he has built multiple companies and currently serves as the CEO of both AMA Construct Inc. and Fubakaze LLC. He is also the Principal and Co-Founder of Homerock LLC.
Aaron is the author of the bestselling book The 5-Hour School Week: An Inspirational Guide to Leaving the Classroom to Embrace Learning in a Way You Never Imagined.
To find out more, go to:https://www.aaronamuchastegui.com/https://www.instagram.com/aaronamuchastegui/?hl=enhttps://hibandigital.com/author/aaron-amuchastegui/https://www.facebook.com/aaron.amuchastegui
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
Leveraging tasks to a virtual assistant is one of the most effective ways to scale our business. But if we want our VA to become a valuable resource, we can’t skip the foundational training that helps them understand how our business runs.
We have to ensure we’re putting in the necessary time to train our VAs. Even the best assistant on the planet will struggle to deliver without clear expectations and procedures.
How can business owners at any level coach virtual assistants effectively, and are there any shortcuts?
In this episode, CEO of Sphere Rocket VA, Justin Nelson joins me to discuss how to onboard virtual assistants in our businesses.
Three Things You’ll Learn In This Episode
-
Why employers need to understand the systems they’re delegatingWhen hiring an assistant, train alongside them to have a grasp of all the processes and software they’ll be using. If the captain can’t lead the ship, we’re bound to go off course.
-
How to compensate assistants fairlyAvoid the risk of paying low rates and getting low quality work, or high fees to companies that only pay assistants a fraction. Companies like Rocket Sphere VA charge only an onboarding fee and let business owners and assistants decide on a rate themselves.
-
How to incentivize virtual assistantsOffer virtual assistants bonuses when the business does well. This is a great motivation for high-quality work, and helps build team spirit.
Guest Bio-
Justin Nelson is the CEO of Sphere Rocket VA, a company dedicated to helping real estate agents find virtual assistants. Justin is passionate about coaching and the real estate industry, and has served as Partner/Owner of the Franklin Team at eXp Realty and Team Lead and Buyer Specialist at Mike Nelson Team Keller Williams 1st Realty.
To find out more about Justin and Sphere Rocket VA, head to:www.sphererocketva.comhttps://www.linkedin.com/in/justin-nelson-82b98412a
And to take advantage of the offer mentioned on this episode, use the code ‘Elite’.
Purchase your tickets to the Elite Real Estate Systems Workshop - Sunday October 18th 2020 - at https://www.eventbrite.com/o/elite-real-estate-systems-18000932614.
And be sure to check in and sign up for the Team Building Summit at www.theteambuildingsummit.com.
Real estate leaders will struggle to grow their teams if their schedules are overloaded with low value tasks. It makes it impossible for us to scale effectively and takes our focus away from more lucrative duties.
Bigger teams do mean more management, but that doesn’t necessarily mean all the management responsibility has to be on our plates.
To maximize our results and our profits, we have to stop trying to do everything ourselves. Leverage is essential for scaling and running a successful business.
How do we hire people we can confidently trust to help us run our businesses? How do we determine what we should be leveraging out?
In this episode, I explain how leverage helps business owners build powerful teams without distracting them from high income-producing activities.
Three Things You’ll Learn In This Episode
- Who to hire first when building an effective team The first role to fill is a transaction coordinator. A full-time office manager handles admin tasks, so we can use our time to focus on high income-producing activities like prospecting.
- How to hire the right person for the jobFor our teams to be managed effectively without adding to our own schedules, we have to hire managers. Constantly seek out top talent. This could even be someone already within our organizations.
- How to work out which tasks should be leveraged List all the tasks done in the organization, and ask which ones we’re bringing the highest impact to. If we’re not taking them on with the best possible energy, pass them on to someone else.
To Download two free PDF's: Jeff's Business Plan and his Lead Generation Guide, Click Here.
Real estate is always changing and evolving. To see great results both now and in the future, we need to create workflows and systems that harness effective innovation.
This means embracing digital technologies that are revolutionizing the customer experience, and shifting how we list properties to appeal to an increasingly visual audience.
What does the future of our industry look like and how can we start offering it to our clients today? In this replay episode, I join the Real Estate Uncensored podcast and share what we can expect to see in tomorrow's real estate world.
Takeaways + Tactics
-
Buying and selling properties is an involved process, so instead of looking to simplify it, Uber-style, we should be finding ways to offer our clients amazing, innovative experiences.
-
Offer higher quality images. The client of the future wants to see every part of a property virtually, so postcard-sized images aren’t going to cut it anymore.
-
Create a virtual reality experience. By providing our clients with an opportunity to tour a home no matter where they are, we can offer convenience and value like no other.
As real estate team leaders, it’s our duty to provide our agents with as much value as possible. Most people worry that this will become expensive. But true value doesn’t have to come at a cost.
There are ways to provide our agents with excellent resources and our clients with stellar service with zero overhead cost, we just need to find someone else to foot the bill. We can support our agents, without lowering their commissions or dipping into our own pockets.
We shouldn’t need to make the difficult decision between value and profit to provide our people with the assistance they need.
In this episode, we invite you inside an ERS coaching call to learn how to ensure everyone on our teams wins without compromising on quality.
Three Things You’ll Learn In This Episode
-
Broker admin fees provide the resource for excellent client service Implement a system where agents charge clients a broker admin fee. This money goes towards admin support, so the agent gets the assistance they need, while the client gets the value they deserve.
-
Create mutually beneficial partnerships to zero-cost marketingIt’s possible to have our marketing costs zero-rated if we approach private lenders. That being said, be sure to seek local legal counsel before entering into any agreements.
-
Turn real estate related services into ancillary businesses When bringing any services in-house, consider whether there’s an opportunity to run that business at a different location. If the answer is yes, turn them into ancillary businesses and have them contribute towards deals they stand to gain from. The amount they pay will depend on the service they offer and the profit they stand to make.
We hope you gained valuable insight from our weekly high-level team leader training. If you would like more information on our leadership program, visit www.eliterealestatesystems.com or schedule your customized interview call today at www.ersdemocall.com.
Links mentioned on this episode:https://www.vulcan7.comhttps://www.homesnap.com
As business owners, we have to leverage the activities that take up too much of our time. This way, we can focus on higher income-generating tasks. Leverage is a key aspect of a well-run organization.
Most successful team leaders would agree that we couldn’t achieve great results without the correct people in admin and support roles. With that in mind, how can we show our clients that we run the show when we’ve leveraged so many of our tasks?
Is it possible to stay in front of our clients, even if we’re not involved in every aspect of the transaction process?
In this episode, President of Penney Real Estate Co, Will Penney shares how to show our clients we’re still involved in our teams, even if we’ve leveraged many of our tasks.
Three Things You’ll Learn In This Episode
- Be present It’s important for team leaders to be present at certain times in the sales process. Be sure to visit a property at least once before selling it, and check in at more formal parts of the process.
- Leverage the right tasksWhen leveraging activities, we have to ensure we’re stepping out of the tasks that take up too much of our time. One of those activities is open houses - so hire a showing agent. Don’t worry about not being present at an open house - if anything, many clients feel more comfortable with a junior employee.
- Build relationshipsStay in front of people and build connections wherever possible. Real estate is a relationship business, so never turn down an opportunity to meet new people.
Guest Bio-
Will Penney is a Realtor® and President of the Penney Real Estate Co. Since earning his real estate license in 1988, Will has professionally overseen the purchase and/or sale of over $250,000,000 worth of local real estate.
He is a Certified Residential Specialist and in the Top 5% of Realtors, nationally, and was also a recipient of the OAR President's Sales Club Pinnacle Performance Award from 2015-2017. Will is the highest rated Realtor® in Northeast Ohio on Zillow.
To find out more about Will, head to:http://aplace2live.com/ https://www.linkedin.com/in/will-penney-192529145/
Links mentioned on this episode:https://www.homesnap.com/
A lot of team leaders choose to stick with traditional brokerage models but it’s not always the best choice for our business. Creating a non-traditional brokerage model can help us create a working environment where everybody wins.
Traditional brokerages typically stop team leaders from offering certain incentives, causing top agents to look elsewhere to advance their careers. This causes a lot of team leaders to train agents for retention, rather than to allow them to survive on their own.
Is there an option that allows team leaders to invest in their agents, without the threat of losing them to other teams?
On this episode, host of the Massive Agent Podcast, Dustin Brohm joins me to discuss how to maximize our businesses with non-traditional brokerages.
Three Things You’ll Learn In This Episode
-
Choose the system where everyone winsNon-traditional brokerages like eXp and Keller Williams allow team leaders to bring agents into the brokerage and keep them in their downline. This means that even if the agent chooses to leave the team but stay in the brokerage, leaders will continue to benefit from their success - and the agent continues to benefit from great training.
-
Invest in the futureNon-traditional models allow team leaders to benefit from their downlines, even if they choose to retire - or in the event they pass away. Models like this are willable, so team leaders taking this route can plan for their futures and provide for their families.
-
Stay in controlOne of the major reasons so many team leaders stay with traditional brokerages is because they want to ensure they have control over their agents’ activities. In a non-traditional model, we can encourage agents to participate in training and workshops by offering leads as an incentive.
Guest Bio-
Dustin Brohm is the host of the Massive Agent Podcast and Co-Founder of the Industry Syndicate real estate podcast network. Dustin was a finalist for the 2019 Inman Innovator of the Year Award and he has spoken on stage at Gary Vaynerchuk’s Agent2021, Inman Connect, HousingWire, and more. He is a columnist for HousingWire. Dustin has been a Realtor in Salt Lake City, Utah since 2011.
To find out more about Dustin, head to:https://searchsaltlake.com/ https://massiveagentpodcast.com/ https://www.linkedin.com/in/dustinbrohm/ https://www.instagram.com/dbrohm/ https://www.facebook.com/DustinBrohmRealtor/
Books mentioned on this episode:The Five Dysfunctions of a Team Patrick Lencionihttps://www.amazon.com/Five-Dysfunctions-Team-Leadership-Fable/dp/0787960756
COVID-19 has brought unprecedented uncertainty into our world, but it doesn’t have to limit our productivity. We can actively choose to stay busy during this time - all it takes is some tweaks to our mindset.
A lot of agents are understandably concerned about their futures - but the onus is on us as leaders to help them move forward. How can we encourage our agents to also stay positive during the pandemic?
The Coronavirus has caused a lot of confusion across industries - but there is hope and opportunity for those willing to shift and lead effectively.
On this episode, Founder and CEO of The Redux Group, Chris Craddock joins me to discuss leadership, mindset and how to stay positive in a time of uncertainty.
Three Things You’ll Learn In This Episode
- To inspire our agents to stay positive and productive, we have to begin with ourselves. Create a more effective morning routine and lead by example.
- While it’s vital to be informed of what’s happening in the world, watching and reading the news can be emotionally draining. Limit your news consumption time to 30 minutes each day.
- Tell agents how to spend their time. A lot of agents simply don’t know what to do at the moment - as leaders, we need to guide them in the right direction.
Guest Bio-
Chris Craddock is the Founder and CEO at The Redux Group. He is passionate about leadership, and in addition to being a nationally certified Life Coach, he holds a Doctorate in Leadership from Regent University.
Chris is a multi-millionaire Realtor and entrepreneur who runs multiple successful businesses in the Washington DC Metro area and Richmond, Virginia. He is the recipient of multiple Quadruple Platinum Awards, and a member of Gary Keller’s Top 100.
Chris is the host of the Uncommon Real Estate podcast.
To find out more about Chris, visit:
www.chriscraddock.com
https://www.linkedin.com/chris-craddock-92100171
Facebook and Instagram are saturated with agents advertising their services - to stand out we have to take our marketing to a platform virtually untapped by our industry: YouTube.
YouTube is one of the biggest search engines on the planet, which makes it a great place to gain exposure. The fantastic thing is, it’s completely free.
How can we create the type of YouTube videos that generate tons of business?
On this episode, CEO of The YouTube Agents and eXp Real Estate Broker, Jackson Wilkey shares how to create YouTube videos that bring us business.
Three Things You’ll Learn In This Episode
- Lead with value
To have a successful video, we can’t start by giving our names and listing our achievements - that will only make viewers tune out. Lead with value by letting the audience know exactly what to expect, and then give an introduction.
- Highlight the city
Instead of using our videos to talk about real estate, our content should show the audience what it’s like to live in our markets. Go out into different neighborhoods and shoot vlogs highlighting the pros and cons of living there.
- Have a call to action
People won’t work with us unless we tell them to. We have to tell the audience to contact us if they’re considering moving to our market. Let them know we’re open for business.
Guest Bio-
Jackson Wilkey is the CEO of YouTube Agents, a platform designed to help agents expedite the process of creating a successful YouTube channel to generate business from relocations—without paying for ads.
With relatively little experience as Realtors, Jesse and his business partner Jackson Dau did $15M in business in 2019, and they attract about 1,000 hot leads per year from their YouTube channel, Living in Portland, Oregon. Jackson is a Real Estate Broker with eXp Realty.
To find out more about Jackson and YouTube Agents, head to:
https://www.youtube.com/channel/UCg4hXpBg94Kyc0hEUDTKIqQ
http://theyoutubeagents.com
https://www.linkedin.com/in/jackson-wilkey-b78465133/
The key to running a successful team lies in building great systems. If we want to see great results, we have to ensure we have the best systems in place.
How should we be structuring our teams, and what systems do we need to have in our businesses?
To ensure our operations run smoothly, it’s important to set up a management chain that allows agents to get all the support they need - without overwhelming them as team leaders. One of the best examples of a system like this can be seen in military command structures.
In this episode, EXP Real Estate Broker, author, speaker and Marine Corp veteran, David Kurz shares how to run a team like a military platoon.
Three Things You’ll Learn In This Episode
-
Learn from the best: the most successful teams in any industry are those with great systems and strict regimens in place.
-
Split the team into squads. This makes every step of our business more manageable; from training, to communication, to holding agents accountable.
-
Make sure each squad has a manager. By giving small teams someone to report to, we can streamline our systems and give ourselves the opportunity to work on ourselves and level up as leaders.
Guest Bio-
David Kurz is the President of the Kurz Team at EXP Realty and the coach and CEO at Enterprise Coaching. In addition to being an entrepreneur, David is a public speaker, motivator and author. He is a US Marine Corp Veteran, and is passionate about giving back to his community wherever he can. David is the host of The REAL TALK Podcast.
To find out more about David, head to:
https://www.davidadamkurz.com/
https://www.linkedin.com/in/kurzdavid/
https://www.instagram.com/davidadamkurz/
For David's Books, visit:
https://www.amazon.com/Books-David-Adam-Kurz/s?rh=n%3A283155%2Cp_27%3ADavid+Adam+Kurz
And to listen to the The REAL TALK Podcast, head to:
https://podcasts.apple.com/us/podcast/the-real-talk-podcast-with-david-adam-kurz/id1041632226
Craigslist is often overlooked by agents as a lead generation source, but it’s a great candidate for generating leads affordably. In fact, Craigslist posts often convert just as well as typical Facebook or Google Ads. In a time like this where we’re looking for ways to pivot and shift our businesses, Craigslist is a worthy option to create another business stream.
How can we start using Craigslist as a lead generation source? How can we build systems that leverage Craigslist lead gen?
On this episode, Founder and Owner of Just Realty List, Alberto Mejia shares how to use Craigslist as the ultimate lead source.
Three Things You’ll Learn In This Episode
- Why Craiglist leads need patience
Craigslist posts can take longer to convert, but they offer a massive return on investment. Use the platform as a powerful, cost-effective tool.
- How to bring leverage to Craighlist lead gen
Instead of handling Craigslist posts ourselves, we can outsource them. Just Reality List can post on our behalf - all we need is a dedicated computer with TeamViewer installed.
- A common misconception about Craiglist leads
A lot of agents tend to think homes listed on Craigslist are lower-priced properties, but that’s not the case. Use the platform to post houses at any price point.
Guest Bio-
Alberto Mejia is the Founder and Owner of Just Realty List. For the past 10 years, Alberto and his team have assisted real estate agents with Craigslist postings, helping them get a massive ROI. While based in the Dominican Republic, Alberto and his team can work remotely - and today they serve over 50 top teams across the US and Canada.
To find out more about Alberto and Just Realty List, email him at altekworld@yahoo.com
Or go to: https://www.facebook.com/groups/1876888672568367/
Links mentioned on this episode:www.teamviewer.com
Given our current state of uncertainty, a lot of people are beginning to feel anxious about what the future may hold.
Even though we’re facing challenging times, we can continue to push forward.
By consciously using our time to think about success and committing to small improvements, we can overcome any obstacle life presents. Success comes from within, and if we want to move forward, we have to cultivate the right mental and emotional state.
How can we stay optimistic during this period? Is it possible to make positive changes without overwhelming ourselves in an already stressful environment?
On this episode, motivational speaker, bestselling author and coach, Rock Thomas shares how to make positive changes and pave our own way to success, no matter the obstacle.
Three Things You’ll Learn In This Episode
- Why we need to be open to feedback
A lot of people are hesitant to ask for evaluation because they fear criticism, but the most successful people are those who welcome feedback and take action to move forward.
- How to avoid feeling overwhelmed
We don’t have to make huge strides to move forward. Just one small positive change a day, everyday, makes all the difference in the long term.
- How we spend our mornings and evenings is vital
We have to use that time to set up our foundations for the day ahead, and evaluate what we could do better in the future.
Guest Bio-
Rock Thomas is a motivational speaker, bestselling author and coach. As seen on Goalcast, Rock Thomas has impacted over 100 million lives. Rock is the host of the top-rated #IAmMovement Podcast. After achieving financial success, Rock embarked on a quest for personal growth, traveling the world and studying with acclaimed teachers. He absorbed success systems, life and business strategies, and countless life-changing experiences. After assimilating all he’d learned and talking with people from all walks of life who were seeking more too, he founded Rock Thomas International to help others realize the power of their identity.
To find out more about Rock, head to:
Rockthomas.com
https://www.linkedin.com/in/rockthomas/
And to listen to IAmMovement Podcast, visit:
https://podcasts.apple.com/pt/podcast/iammovement-podcast/id1482317029?l=en
Books mentioned on this episode:
As a Man Thinketh by James Allen https://www.amazon.com/As-Man-Thinketh-Complete-Original/dp/1523643536
The Miracle Morning by Hal Elrod https://www.amazon.com/Miracle-Morning-Not-So-Obvious-Guaranteed-Transform/dp/0979019710
With so many people self-isolating at the moment, it’s become more important than ever to offer our clients virtual ways to view homes through tools like Facebook Live. How can we bring attention to our Facebook Live videos - and will we still be offering these kinds of virtual tours once COVID-19 has come to pass? How can we create videos that resonate with our audiences and set us apart from our competitors? On this episode, Client Partners at Facebook, Mustafa Kweku and Scott Shapiro share how to use Facebook Live videos for real estate.
Takeaways + Tactics
Advertising is vital in raising awareness for our brands. Put some ad dollars behind live videos to ensure they’re high up on people’s feeds.
Even after COVID-19 has come to pass, people will want to have the option to see homes virtually - so use this time to embrace and master the process of creating virtual tours.
Don’t try to create the ‘perfect’ live video: people are drawn to authenticity. With so many options available to our customers, being ourselves is really the only thing that can set us apart in a saturated market.
Guest Bio-
Scott Shapiro is a Client Partner in Global Marketing and Industry Relations at Facebook. He works with Fortune-500 level clients in the Real Estate industry vertical, helping his clients take advantage of Facebook's omni-channel marketing solutions.
To connect with Scott, follow him on Instagram: @scottshapiro23
Mustafa Kweku is also a Client Partner at Facebook.
To connect with Mustafa, head to facebook.com/mustafakweku
Links mentioned on this episode:
eliterealestatesystems.com/podcast
Live.fb.com
facebook.com/facebookmedia/best-practises/live
Apps mentioned on this episode:Quik
Videoshop
Mojo
Market shifts are an inevitable occurrence feared and dreaded by many in this business.
It is possible to survive and thrive through them, but we have to be optimistic and focused on finding opportunities in the chaos.
Why is mindset so important during a shift? How do we maximize our output during this uncertain period?
In this episode, Founder of PorchLight, Mark Pattison shares how to make the most of a market shift.
Takeaways + Tactics
One of the biggest barriers to success is negativity. Instead of thinking of all the things that could go wrong, think of what could go right.
If we want to thrive both during and after this market turn, we have to double our efforts while everyone else is slowing down. Don’t stop paying for lead sources now.
Don’t use lockdowns and quarantine as an excuse to stop working, see it as an opportunity to get even more done.
Guest Bio-
Mark Pattison is the Founder of and Team Lead at PorchLight, a team led by the top 1% of agents in San Diego County. After graduating with honors from Seattle University’s Albers School of Business and Economics, Mark went on to work for a range of prestigious brands before setting his sights on real estate.
Mark has an exceptional work ethic and optimistic mindset, and devotes himself to each individual client.
To find out more about Mark, head to www.exploresdhomes.com
You can also follow him on instagram: @MarkSellsSanDiego
Links mentioned on this episode:
https://growwithers.com/https://sisu.co/https://jeffsfavoritetools.com/ http://ersdemocall.com/
If you’d like to take advantage of ERS’s 2-month FREE offer, head to: https://www.eliterealestatesystems.com/livestream
COVID-19 has dropped a massive question mark-shaped bomb on us all, so to ensure our businesses survive the pandemic, it’s vital we start adapting our strategies immediately. Do we need to stay productive while sheltered in place? How can we reach out to both buyers and sellers during this time? In this episode, Prashant Vanka and Danny Burgess of Doors Advisors Keller Williams share how to handle the question mark-shaped bomb that is COVID-19.
Takeaways + Tactics Stay disciplined and keep grinding. COVID-19 has divided us into two camps: productive and unproductive - if we want our businesses to thrive once this passes, we have to ensure we’re in the first group.
Reach out to buyers from the past 5 years and let them know the houses they couldn’t close on at the time will be available to them now.
Boost inventory by using Airbnb. In light of travel restrictions and uncertainty in the tourism industry, Airbnb owners will be extremely motivated sellers both now and in the immediate post-COVID-19 period.
Guest Bio -
Prashant Vanka is the co-founder of and principal agent at Doors Advisors.
He is also the Managing Partner at Doors Developments, which identifies, acquires and manages income-producing properties that help investors collect monthly cash flow.To contact Prashant, email him at: prashant@doorsadvisors.comDanny Burgess is the co-founder of and lead sales agent for Doors Advisors . Having grown up the son of an architect contractor, Danny’s passion for real estate was instilled in him from a young age. As the lead sales agent at Doors Advisors, Danny believes in educating his clients every step of the way, to ensure they feel comfortable and cared for throughout their transaction.To get in contact with Danny, email him at danny@doorsadvisors.comYou can also follow him on Instagram at @travel_realestate_magnetFor more about Doors Advisors, visit doorsadvisors.comAnd if you’d like to keep up-to-date with Jeff, follow @jeffmcohn on InstagramTo take advantage of a 2-month FREE membership, head to https://www.eliterealestatesystems.com/livestream#joinBooks mentioned on this episode:The Miracle Morning by Hal Elrod https://www.miraclemorning.com/books/
Building teams allows us to provide value across the board, so it’s important that as leaders, we know what we’re bringing to the table. When should we be formulating our unique value propositions? Are there any ‘right’ or ‘wrong’ ways to provide our agents and clients added value - and why do we have to make sure we let people know the services we provide? In this episode, founding members of EZ Sales Team, Greg Erlanger and Mike Zinicola share how to build a team that brings phenomenal value to clients and agents alike.
Takeaways + Tactics
Before starting a team, we have to come up with a unique value proposition that sets us apart from everyone in the industry. This value will be used to attract not only clients, but agents too.
There are no wrong or right ways to run a team. The key to success lies in consistency: we have to do what we believe in and keep doing it to see great results.
Make sure agents know what we bring to the table. If we’re bringing them insane value, we have to let them know. This can help with recruitment and retaining top talent.
Guest Bio-
Greg Erlanger is a founding member of EZ Sales Team. With over 14 years as a top Realtor in the Cleveland area, Greg successfully led the EZ Sales Team to become the #1 Keller Williams Real Estate Team in Ohio. Greg has a corporate background selling data technology, and heads up the technology and marketing efforts at EZ Sales Team.
Mike Zinicola is a founding member of EZ Sales Team. After spending 17 years practicing law, Mike is a skilful negotiator and today heads up the negotiations and creative problem solving for clients at EZ Sales Team. Mike has been a successful Realtor in Cleveland for over 19 years, and helped take EZ Sales Team to the #1 Keller Williams Real Estate Team in Ohio.
To find out more about Greg and Mike, head tohttps://www.ezsalesteam.com/ez-leadership/https://www.facebook.com/mike.zinicolahttps://www.linkedin.com/in/erlangerhttps://www.facebook.com/gregerlangerhttps://www.youtube.com/user/gregerlanger/about
The key to a successful business lies in effective systems, so it’s important we put the right ones in place. How can we simplify the organization of our teams?
How can we reward our agents for great results, and what can we do to help them take their own business up a notch?
In this episode, Broker/Owner at Better Homes and Gardens Real Estate Innovations, Misty Soldwisch shares how to put more effective team systems in place.
Takeaways + Tactics * Leverage systems that simplify organization. Tools like Trello work wonders for any business. * Categorize agents based on what they’ve achieved. By doing this, we not only motivate them to get to the next level, but ensure they feel valued for their contributions. * Offer agents support. The best thing we can do as leaders is to provide our teams with the tools and systems to take their business to the next level.
Guest Bio -
Misty Soldwisch is the Broker/Owner at Better Homes and Gardens Real Estate Innovation. Licensed to sell real estate since 2000, Misty has been a Broker/Owner since 2007.
She enjoys the challenge and the honor of helping buyers and sellers achieve their real estate goals, and works alongside her team of dedicated agents who all have specialized roles for their part of the real estate process. She also loves the opportunity to work with her husband Keith as Chief Operations Officer for their business— the two have been married since 1995, and have 4 kids together.
While Misty had great success with her prior brand affiliations (she was the No.1 Team Leader for 4 years), she jumped at the opportunity to partner in 2017 with Better Homes and Gardens Real Estate. It is an incredible combination of a trusted, quality brand backed by a media powerhouse – great technology, grounded in the traditions of home!
To find out more about Misty, head to:http://www.soldincentraliowa.com/https://www.facebook.com/MistySOLDTeam/https://www.linkedin.com/in/mistysold/https://www.youtube.com/channel/UCe3FouBF2N__Y7zTnL9wELA
You can also find her on Facebook at @MistySoldTeam and @MistySold, ad on Instagram at @MistySold
And if you’d like to keep up-to-date with Jeff, follow @jeffmcohn on Instagram
To build successful brokerages, we need to focus on empowering our teams. What is a ‘team-erage’, and how can building one bring us great results? How should we be managing and distributing leads between our team members? On this episode, Founder of Matt Curtis Real Estate and host of the Double Your Real Estate Sales podcast, Matt Curtis shares how to build a successful team-erage.
Takeaways + Tactics
- To see great results, consider building a ‘team-erage’. This is a team-oriented brokerage that depends on the value each individual team member brings to the table.
- A team-erage is most effective when agents are working leads brought in by the brokerage (instead of individuals). While agents should be allowed to work their own spheres, keep this to a minimum by offering plenty of brokerage leads.
- Motivate team members by distributing leads accordingly. The most attractive lead source is hand raiser leads - give these to the team members who put in the most work.
Guest Bio-
Matt Curtis is the Founder and Visionary of Matt Curtis Real Estate in Madison, Alabama. In a span of 7 years, they have grown 2,000% with 65 team members and over 1,100 annual sales (as of 2019). They are the #1 Reviewed Real Estate Team in Alabama with over 3,000 reviews - more reviews than all other local real estate agencies combined!
Matt Curtis Real Estate has been named a nationally-ranked award winning team with awards including Real Trends Top Real Estate Teams; Huntsville Chamber of Commerce Service Business of the Year; Madison Chamber of Commerce Best Overall Business; RISMedia 2020 Real Estate Newsmaker; and Best Place to Work Award Winner in 2019.They have also been the recipient of Real Trends Top Ranking Real Estate Website for 2 years in a row in multiple categories, and made the Inc5000 List 3 years in a row (2017, 2018, 2019).
Matt is also passionate about helping others build their own real estate teams, and is the host of the Double Your Real Estate Sales podcast.
To find out more about Matt, head to
http://www.mattcurtisrealestate.com/
https://www.linkedin.com/in/matt-curtis-28194435/
https://doubleyourrealestatesales.com/
Other links mentioned on this episode:Homebot.com
KWElite.com
ERSDemoCall.com
Eliterealestatesystems.com
GrowwithERS.com
The key to a successful real estate business lies in hiring top agents, so as team leaders and broker owners, we have to ensure we’re attracting the right people. Who should we be aiming to recruit, and how can we attract the right people for our company culture? What can we do to ensure more agents know about us? In this episode, co-founder of Recruiting Bridge, Adam Roach shares how to recruit top talent.
Takeaways + Tactics * Have a good idea of the agent we want to recruit. We have to know what we’re looking for before we can go looking for it. * Share company values. If we are open about our company culture, we’ll attract the type of people who will thrive in the workplace. * Create an attractive environment. People are drawn in by a vibrant physical environment - so create a space that will attract recruits organically.
Guest Bio- Adam Roach is an entrepreneur, and the co-founder of Recruiting Bridge - the only pipeline system used by Keller Williams team leaders and agents. Adam strongly believes the best way to grow a business is through recruiting great talent. He is passionate about helping team leaders in any industry recruit the best people for the job. Adam is in the process of re-launching his brand to I Love Recruiting. Find out more about this on the new website: iloverecruiting.com
The real estate market is always undergoing changes, so to keep up with the times we have to embrace new technologies. Which technologies should we be taking advantage of? How can we use virtual reality to our benefit and is it really something we should be investing in? In this episode, producer and 2019 co-host Matt Johnson joins us to discuss the possibilities for virtual reality use in real estate.
Takeaways + Tactics
- Stay ahead of the curve. The future consumer will demand a virtual reality experience, so get involved in VR while it’s still under-utilized by other agents.
- Use VR to show buyers properties that haven’t been completed yet. Very few people can look at a swatch of flooring or finishes and visualize the finished product - use VR to help them visualize the finished property.
- To protect our commission percentage, we have to go the extra mile by offering a specialized service like VR. Don’t lose out on great results while trying to save money.
At the start of this episode, we discussed why the future client will want a virtual reality option when searching for a house. After discussing the costs involved in setting up a virtual reality room, we heard how Elite KW is helping agents in their market to set themselves apart.
We also discussed:
- How virtual reality options can empower agents
- Which ‘virtual tours’ have become laughable
- Why agents need to see this as a worthwhile investment
Guest Bio-
Matt Johnson is the founder of Pursuing Results, a podcast launch and production agency that helps entrepreneurs use done-for-you podcasting to grow their audiences. Matt is the author of MicroFamous and is the host of the MicroFamous podcast. He is also a speaker and has delivered speeches to audiences across the US, Canada and Australia.
To find out more about Matt, head to pursuingresults.com.
If you’re a builder and you’d like to take advantage to the $2500 offer for virtual reality renders mentioned on this episode, head to getvrly.com
Follow @jeffmcohn on Instagram
As we take our real estate business into the new decade, team leaders and owners must start adapting to suit the needs of our consumers and agents. What can we do to simplify the real estate space? What role will technology play in our industry? In this episode, we discuss some of the trends and how team leaders are adjusting.
Takeaways + Tactics
- Start offering hybrid options to agents. The future agent will demand both virtual and physical work spaces.
- Neither clients, nor agents want to go through a long process. We must simplify by providing a one-stop solution for everyone involved.
- The consumer will demand technological advancements in the real estate space. So we must constantly learn and stay flexible to new innovations.
Books mentioned:
Millionaire Real Estate Agent by Gary Keller
Millionaire Real Estate Investor by Gary Keller
Shift: How top real estate agents tackle tough times by Gary Keller
Flip: How to Find, Fix, and Sell Houses for Profit by Gary Keller, Clay Davis and Rick Villani
HOLD: How to Find, Buy, and Rent Houses for Wealth by Steve Chader, Jennice Doty, Jim McKissack, Linda McKissack, Jay Papasan and Gary Keller
Many agents think lead conversion just applies to internet leads, but every single lead category we focus on requires a system and a nurture strategy. What percentage of your business should be internet leads? What does the first conversation with a lead need to be about if we want to convert at a high level? What are the 4 levels of leads based on quality? On this second part of our Big Picture 2020 webinar, we discuss the lead categories we need to be considering to convert at the highest level.
Having the right foundation that’s going to help us have success in our business primarily comes down to having clarity. What are the lead opportunities we can leverage? How can we make a 10X return on the market with internet leads? In this first training of 2020, we take a 10,000 ft view of where time should be spent within our organizations, from lead generation to lead conversion and sphere engagement.
As we move into a new decade, we have to start focusing on how we’ll take our businesses into the future. Who should we be looking to attract as agents, and how can we retain them once they join our teams? How can we ensure we grow alongside one another? On this episode, owner and broker at Courtney Valley Wide, Randy Courtney shares how to build and nurture the team of the future.
Takeaways + Tactics
- Look for agents who want to achieve more and who are willing to be held accountable.
- Once we’ve attracted agents, we have to give them the resources to keep improving their skills. Offer continual training and empower agents to replicate our success.
- To retain top agents well into the future, we have to start offering them the choice of working virtually.
Guest Bio-
Randy Courtney is the owner and broker at Courtney Valley Wide. He is a Premier Broker and recognized Best of Zillow agent. Originally from Indiana, Randy was licensed in 1986, and has been working full-time as a real estate professional every year since. He received a Brokers License in 1995, and is experienced in all aspects of relocation, REO (real estate owned), trustee sale/foreclosure, short sales, investment rental property acquisition, re-hab, and sales. 60% of Randy’s business comes from Past Clients and 17% from Past Client Referral. Randy specializes in multi-million dollar estates to campus condos, nothing too big or too small.
Randy’s office has 26 Real Estate agents throughout the Valley to help clients with all their real estate needs. He and his team are focused on providing clients with the best results and service in the industry. They listen carefully to understand clients’ real estate goals and work hard to create solutions that make sense for them. Whether new to the market or experienced investors, Courtney Valley Wide have the expertise, proven track record, and resources to help clients achieve their real estate goals.
As is often said, real estate is about location, location, location. Randy and his team have extensive knowledge of the greater Phoenix area and can help anyone find the right home - or the right buyer.
To find out more about Randy, visit:
https://www.courtneyvalleywide.com/about
https://www.linkedin.com/in/randycourtney/
As we near the start of a new decade, it’s important for business owners and team leaders to take stock of their current positions and think about what the future holds. How can we get out of full-time commitments and start focusing on our ownership duties? Which activities should we distance ourselves from - and what should we be basing our decisions on? On this episode, owner of Full Sail Real Estate, Steve Satterlee shares how to make the jump from a full-time job to CEO.
Takeaways + Tactics
- Decide what to be great at. It’s easy to be good at a range of activities, but to be truly great at something, we have to narrow down our focus.
- Base decisions to leave certain activities on personal fulfillment. The things we dedicate our time to should be what make us happiest.
- It can be difficult to narrow our scope and decide what to stop doing when we enjoy every activity. In this case, walk away from the more time-consuming activities.
Guest Bio-
Steve Satterlee is the owner of Full Sail Real Estate, a successful real estate company ready to help at a moment's notice. As one of the top highest producing agents in the Treasure Valley, Steve's number one priority is impeccable communication with his clients.
Putting his client's interests above his own is what has helped him build a successful career in real estate. The level of experience in the agent and administrative team is what sets Full Sail apart from other teams in the area.
Full Sail Real Estate is the premier real estate team servicing Boise, Meridian, Eagle, and the surrounding areas. Many of their agents have lived in the Treasure Valley most of their lives, and the Full Sail team is brimming with knowledge about the area.
To find out more about Steve, visit
https://www.fullsailboise.com/
https://www.linkedin.com/in/steven-satterlee-5461a544/
And email him on Steve@fullsailboise.com
There are so many opportunities to get ahead if you’re willing to take the first step. How can you boost your business using social media while being active in your local community? What should you be sharing on your social platforms? On this episode, Brie Stephens, an award-winning Realtor from the Lake Life Realty Team at Keller Williams, shares advice on maximizing your social media content to reach your market.
Takeaways + Tactics
- Use social media for your lead generation. Creating consistent content is key, so make sure you choose a few big platforms and post to them regularly.
- Connect with your local community online. You’re not only boosting local businesses by doing this, but benefitting from their customer base as well.
- Don’t shy away from sharing your personal life online. You and your team should be visible on all your platforms to make sure your audience has a personal connection.
A few years ago, professionals were advised to avoid sharing their personal lives online for fear of not being taken seriously. Today, that notion has been flipped on its head: you need to be using social media to build a bigger database. Post regularly, mention businesses in your area, and don’t be afraid to share your personal interests and life online.
Guest Bio-
Brie Stephens is a Realtor at Keller Williams’ Lake Life Team. in 2018, she was listed as one of the 30 Under 30 Realtors in the USA by Realtor Magazine - the first NH agent to do so. Brie is proof that you can do anything you set your mind to, and is passionate about using social media to bring attention to her business and to others in the community she serves.
To find out more about Brie, head to: https://www.lakeliferealty.net/
And: https://www.linkedin.com/in/briestephens/
A lot of entrepreneurs fail to scale their businesses because they believe the dangerous myths surrounding recruitment and stepping out of production. Is it true that to scale our business we must recruit more agents - and what is the overall cost to our business as a result of this growth? Once we get out of production, is it true that we should be removing ourselves completely from daily operations? On this episode, CEO of Beer Home Team, Dan Beer shares the 6 myths that hold us back from scaling.
Takeaways + Tactics
- Stop obsessing over agent count. Too many entrepreneurs believe they need to take on a lot of agents to grow. That’s simply not true - or feasible - in the early stages.
- For a business to grow, everyone in the team needs to grow. We have to keep offering team members value as we expand.
- Don’t believe the myth that getting out of production means no more involvement. As leaders, we have to continue leading our teams.
Guest Bio-
Daniel Beer is the CEO and Owner of Beer Home Team, the top producing sales team in the entire Southern California Region by volume at eXp Realty of California. His team is ranked as one of the Top 150 Teams in the U.S.A. per The Wall Street Journal and Real Trends. While at Keller Williams Realty, they were recognized as the #1 real estate team in Southern California.
Dan has a trademarked 5 Day Blitz™ home selling process that has helped produce 222 homes sold and nearly $164 million in sales in 2017 alone. He also offers a menu of services and flexible commissions that fit every client’s situation and circumstances.
Dan is so confident in his ability to deliver the best possible results to his clients that Dan exclusively offers a Minute-to-Minute Listing Agreement and will guarantee, in writing, to sell a home at 100% of the asking price within 29 days – or he will pay the difference!
To find out more about Dan, visit:
https://agentacademy.com/
https://www.soldbydanbeer.com/
https://www.linkedin.com/in/sandiegohomefinder/
https://www.facebook.com/RealEstateSocialLLC/videos/the-moment-daniel-beer-ceo-beer-home-team-exp-realty/959023097598633/
While the ‘broker shop’ would have us believe working from franchise hubs is the best way to get great results, satellite offices also offer amazing opportunities. Where should we be buying office space - and how can moving to a satellite office impact our company’s culture? Can operating from a secondary location allow us to do more within our communities? On this episode, founder of the Hermes Realty Group in Atlanta, Matt Hermes shares the benefits of satellite offices.
Takeaways + Tactics
- Buy offices in local hotspots with lots of visibility. This makes it more likely for you to get walk-in customers from within the local market.
- Use a smaller space to entrench a stronger culture. By having a smaller space and team, we’re able to engage with agents and build a better team dynamic.
- Take advantage of the autonomy satellite offices provide. Having autonomy means we can host more events that strengthen our ties to the community.
On this episode, we discussed how satellite offices can improve our relationships with community members in our local markets. We also shared insights on how hosting community-specific charity events and outreach programs is important for the area’s upliftment- and how it can bring our businesses recognition.
We also discussed:
- How to give back to the community without spending money
- How outreach and charity improves our teams’ culture
- How to get recognition for giving back, without it looking like a business strategy
Guest Bio-
Matt Hermes is the founder of Hermes Realty Group in Atlanta and a national speaker on the topics of real estate, entrepreneurship and team building. He is in the Top 1% of all Keller Williams agents worldwide, and is a Top 100 agents in the Atlanta Market. Under Matt’s leadership, the Hermes Realty Group has become known for its expertise in buying, selling and investing in real estate. Matt believes it’s his and his teams job to know about the latest market conditions, government regulations and upcoming developments, so the client doesn’t have to.
Matt is a strong advocate for giving back to the community, having received help from his church in his own personal time of need. The Hermes Realty Group prides itself on being actively involved in assisting local charity programs.
To find out more about Matt, visit
http://www.atlantahomesguru.com/
Hermesrealtygroup.com
https://www.linkedin.com/in/matthermes/
As we approach a new year and a new decade, we have to start gearing up for changes to the industry in general, and our businesses in particular. How can we maintain a high level as we enter the new decade? Should we be worrying about the move towards iBuyers, and how can we keep our clients interested in us as the market increasingly shifts towards online alternatives? On this episode, Broker/CEO at Medway Realty, Andrew Clark shares how we can take our businesses into an exciting future.
Takeaways + Tactics
- Keep agents happy by allowing them to work from home. There are so many great ways to communicate virtually, there’s no need for them to come into an office.
- Stop worrying about iBuyers. When it comes to big investments like home ownership, consumers will continue to trust real agents with expertise in the industry.
- Use virtual methods for consumer interactions. Clients want convenience, so we should be offering them the choice to see homes and meet with us virtually.
On this episode, we spoke about why it’s important to stay ahead of the curb in terms of industry changes. We mentioned ways to keep both clients and agents happy in the face of iBuyers, and spoke about the changes we need to make in our business models.
We also discussed:
- The pros and cons of salaried models in the future of the industry
- Why hybrid fee models are so effective
- How to empower agents in the face of i-buyers
Guest Bio-
Andrew Clark is the Broker and CEO of Medway Realty in Sarasota. Andrew has extensive international experience in real estate, having worked in the industry in the UK, Spain and the US. He is a proactive agent with a record that speaks for itself- and has been placed in the top 5% of Sarasota County agents for the past 7 years. Andrew is passionate about helping his team achieve the best results possible, and personally trains team members to offer exceptional service and ethics.
To find out more about Andrew, visit
https://www.movetosarasotafl.com/agents/7142-Andrew-Clark/
You can also email him at andrew@medwayrealty.com or call him directly at (941)929-4223.
Having a work-life balance is vital for holistic success, but not enough of us know where to begin to achieve that balance. How can we build businesses that allow us to pursue other interests and spend more time with our families? Is it possible to set boundaries with both clients and team members and still be successful? On this episode, co-host of The Boom Podcast and team leader at Ferris Property Group, Todd Ferris shares how to achieve a better work-life balance.
Takeaways + Tactics
- When planning each day, start by scheduling the things we want to achieve. This makes it easier to accommodate every commitment we make, both work and family related.
- Set boundaries with clients. Most people will be understanding and respect our communicated business hours. Let them know your availability upfront and be mindful of your delivering on your commitments.
- Always try to create a great culture with both team members and clients. As business owners, we get to choose who we work with - so make sure your team respect yours and each other boundaries.
At the start of this episode, we discussed how taking time off work regularly helps us achieve a better balance, as well as energize us. We then spoke about the importance of confidence, and why we need to show our clients we aren’t worried about losing them if they don’t respect our time.
We also discussed:
- How to hire recruits that work well with our existing company culture
- When to start setting expectations with new recruits
- Why having a set company culture is non-negotiable for success
Guest Bio-
Todd Ferris is a Realtor and the team leader at Ferris Property Group, as well as a podcast co-host and national speaker. Todd has been involved in real estate since 2008. During his tenure, he’s consistently been ranked as one of the top-producing agents in the greater Indianapolis area, has been a branch manager, and is the team leader for the F.C. Tucker Company’s largest real estate team. Todd grew up in Edina, Minnesota, went to college at the University of Evansville, and has spent his adult years in the greater Indianapolis area. He is married to Megan Ferris, and they have four wonderful kids. His passions include everything real estate, family, friends, sports, and music. Todd was also the winner of a Norwegian reality show called Alt for Norge!, and his superpower is being able to communicate with fruit.
To find out more about Todd, visit:
http://www.ferrispropertygroup.com/
https://www.linkedin.com/in/toddferris/
You can also find him on social media at:
https://www.youtube.com/channel/UCPyUFVY-LbcsB_aCnb9rtJA
https://www.facebook.com/FerrisPropertyGroup/
Reach out to Todd via email on:
toddferris@ferrispropertygroup.com
Building a business that spans multiple states is a dream for a lot of entrepreneurs, but it can be challenging if we service a relatively niche market. How can we ensure we benefit financially from the work of our out-of-state expansion teams? If we’re in a small niche, like recreational land, what systems should we be using? How can we effectively target our services to a smaller market segment? On this episode, Bryhn Craft of Midwest Land Group shares how to build a business that spans states, even in a small niche.
Takeaways + Tactics
- A great way to ensure we benefit financially is to implement a referral fee. Build an internal referral system with an easy to understand commission structure.
- When expanding across the country, systems are vital. We need to ensure we have accurate, reliable systems in place so we can track success and replicate it.
- Niche areas need very targeted marketing. We need to find ways to capture the attention of our audiences and keep them interested.
At the start of this episode, we discussed why building a hugely successful business doesn’t need to take as long as we think. We also discussed how commission structures can work in the recreational land space, and discussed how to build relationships with our target market.
We also learned:
- Expert marketing ideas
- The importance of professionalism
- Why traditional CRMs aren’t always the best option for recreational land
Expanding our businesses into a countrywide operation is exciting, but understandably stressful. When we specialize in a niche area, it is vital to have systems in place to ensure operational excellence. We have to create commission structures that benefit us financially, and remember that our marketing efforts need to be very focused. Running a business that spans states can be daunting - but also very lucrative and rewarding if we utilise the right systems.
Guest Bio-
Bryhn Craft is a serial entrepreneur and broker at Midwest Land Group. Born and raised in Mississippi, he first became involved in land sales after moving to the Midwest to follow his passion for hunting. Bryhn combines his passion and expertise to provide his clients with professional, specialized service.
To find out more about Bryhn, visit https://midwestlandgroup.com/agent/bryhncraft/
And to contact him directly, email him on bcraft@midwestlandgroup.com
Creating video content for social media is vital for success, but agents are apprehensive because they don’t know what content is impactful. How can we gain a following online, and when we do, what content should we be consistently creating? Do we need to spend hours tackling the biggest issues in real estate, or is simplicity key? On this episode, CEO of Shelton Wilder Group at Compass, Shelton Wilder shares how to excel with video content.
Takeaways + Tactics
- Consistency is key. If we want to gain a following on social media, we have to stay top of mind by constantly sharing quality content.
- Differentiation makes all the difference. By sharing meaningful content where no one else in our market currently is, we’re already setting ourselves apart from our competitors.
- Don’t overthink content. So often we hold ourselves back because we second guess what to share with our audience. Creating for social media doesn’t need to cause anxiety - in fact, simple topics are key.
On this episode, we discussed why branding is so important. We also explained how agents can get started with their own content by looking at what their peers in other markets are sharing, and suggested topics agents may consider talking about in their videos.
We also learned:
- Why staying top of mind is vital
- The value of authenticity
- How engaging with followers on social media boosts our impact
Online videos are absolutely vital for agents looking to get ahead and stay relevant in this crowded real estate market. We need to commit to creating content on a regular basis in order to stand out. If we clearly focus on creating quality content with simple talking points, we will showcase our expertise and drive traffic to our business lines.
Guest Bio-
Shelton Wilder is the CEO of Shelton Wilder Group at Compass. A Los Angeles native, Shelton Wilder’s knowledge of the local schools, neighborhoods and subdivisions is accentuated whenever she assists her clients in achieving their real estate goals. A veteran entrepreneur with many years of experience serving the needs of affluent clientele, she has a talent for negotiating and marketing, as well as a complex understanding of real estate and customer service. She specializes in residential and commercial real estate in Malibu, Santa Monica, Beverly Hills and Pacific Palisades, making exceptions to travel to other areas where her clients have interests.
Shelton prides herself on her ability to provide clients with a positive experience and hassle-free transactions. Her enthusiasm, positivity and approachability, combined with her creative eye for design, years of real-world experience and a degree in Marketing from the University of Georgia endear her to clients, adding value to their processes. Having worked in sales for most of her career - which began at the age of 16 - and as a business owner for the last 13 years, she leverages her focused, detail-oriented, problem-solving mentality and has a proven track record of success in helping investors, developers and sellers of estate properties.
To find out more about Shelton, visit
https://www.sheltonwilder.com/
https://www.linkedin.com/in/shelton-wilder-900a8921/
And find her on Instagram at @sheltonwilderestates
Far too often, team leaders complain that their agents and staff are failing to deliver - but most of the time the root cause of poor performance is bad hiring practice. How can we start recruiting more effective agents for our teams? Is it enough to hire someone who is willing to perform a poorly-articulated role, or should we be looking for specific personality traits? On this episode, CEO of WizeHire, Jay Niblick shares why leaders need to be more active in the hiring process.
Takeaways + Tactics
- Stop settling. Often, as leaders, we settle on hiring someone who is willing to do the job but may not be the best fit for the position. We need to start looking for talent, not just willing workers.
- Know what the position entails. CEOs need to narrow down what they’re looking for if they want to find the right talent for the job.
- Pay attention to personalities. DISC assessments unearth more about people’s skills, which can help us find the best possible candidate for a role.
As leaders, it’s up to us to build teams that reflect our company’s values. To do this, we need to be more involved in the recruitment process, and ensure we’re not just hiring agents willing to work, but who are dedicated to their roles. We can attract better talent by tailoring job descriptions more effectively, and by paying attention to personality traits. As team leaders, we need to do more to ensure we build better teams.
Guest Bio-
Jay Niblick is the CEO and Co-Founder of WizeHire. He is also the Founder and CEO of Innermetrix Incorporated, a consulting firm with a presence in 42 countries. Jay is the author of The Profitable Consultant and What’s Your Genius: How the Best Think for Success. He is passionate about helping small business owners recruit more effectively.
To find out more about Jay, head to Wizehire.com or connect with Jay on LinkedIn: https://www.linkedin.com/in/jay-niblick-669856. You can also email Jay directly on jay@wizehire.com.
As businesses grow, the people in our teams often start wanting to go out on their own and make names for themselves - which can be frustrating. How can we build businesses that allow our team members to grow as much as they want, without putting any limitations on them? Is there a way for our businesses to keep seeing great results, while our agents continue to grow as individuals? In this episode, broker/owner at RE/MAX Nexus, Ron Rocz shares how to retain a great group of real estate professionals.
Takeaways + Tactics
- The thought of agents leaving our businesses to branch out can be frustrating - unless we change our mindset. Start seeing growth as an opportunity for everyone to win.
- Sometimes a hybrid real estate model is needed to take our company forward. Allow agents to grow without limits, and adapt the business model along the way.
- Never underestimate the power of training and resources. If we offer our agents value, they’ll be more likely to stay with us even as they grow.
The thought of losing star agents is frustrating for most broker owners and team leaders. However, there are ways to allow our agents to grow without them needing to leave our teams. We need to start thinking of all the ways we can benefit from a growing team, and stop being so focused on set models. Adaptation is key - and as long as we grow alongside our agents, growth can be a win-win for everyone.
Guest Bio-
Ron Rocz is the broker/owner at RE/MAX Nexus. After growing up with a mother who owned a real estate company, Ron first entered the industry in 2003 and he hasn’t looked back since. He is consistently ranked in the Top 1% of Realtors nationally, and has been recognized for years by Hour Detroit Magazine as one of the top agents in the Metro Detroit area.
To find out more about Ron, visit https://www.nexushomesearch.com/agents/48585-Ron-Rocz/
You can also email him at ron@ronrocz.com or call him directly on 248-798-4404.
To find out more about joining RE/MAX Nexus, visit Joinnexusrealty.com
To get ahead and stay at the top in real estate, we have to offer our clients a phenomenal service. What should we be providing our clients with? If we’re considering a concierge, what does the service include? On this episode, Marissa Boyle and Alison Alston of Lodestone at Costello Real Estate and Investments share why they’ve hired a concierge for their team.
Takeaways + Tactics
- Offer clients more value by providing a service most teams don’t have: a concierge.
- A concierge should go above and beyond - from picking up laundry to registering a client’s children at school in the new neighborhood.
- Put the clients’ experience at the forefront. Concierge services are expensive but will take our businesses into the future.
A concierge service is a high expense, but a worthwhile one. By offering our clients an exceptional service like a concierge, we elevate our businesses and ensure we bring in referrals for years to come. Customer experience is vital for success, so let’s provide the best offerings we can.
When we’re building teams, recruiting top talent is important - but so is finding people who fit seamlessly into our company’s culture. Does that mean we should be looking to hire like-minded people like our friends? What do we do if we find our recruits aren’t reflecting the qualities we would like to see? On this episode, top producer at the number one team in Indianapolis, Meighan Wise shares how we can build our dream teams.
Takeaways + Tactics
- Be wary of hiring friends. We may have a lot in common with them socially, but that doesn’t mean they’re the best fit for our company’s culture.
- Be what we want to attract. If our agents aren’t shaping up, we need to look at ourselves and see what we’re doing to attract the wrong recruits.
- Make culture a priority when hiring. Our current agents should never feel that they need to change their behavior to get along with new recruits.
Hiring people who fit into our team’s culture is vital for success. It’s important that we hire great cultural fits, because we should aim to create an environment where everyone is happy to come into the office. In some cases, that may end up disqualifying people who are close to us socially, as we need to prioritize our teams and keep our current agents in mind when we hire new recruits. We also have to exhibit the qualities we’re looking for in our agents - we are what we attract.
To take our businesses to the next level, we have to build and nurture teams of talented agents. How can we recruit great talent that will ultimately allow us to step out of some roles? What role does training play in growing our businesses, and what value can we offer agents to ensure they stay on our teams? On this episode, team owner at Lincoln Select Real Estate Group, Matt Mick shares how he used the three pillars of growth to boost his business.
Takeaways + Tactics
- Recruiting talent is vital when growing a business. If we’re not good at recruiting by ourselves, we should partner up with people who can connect well with recruits.
- Training should always be prioritized. Ensure agents are constantly learning as they go by providing them with access to educational resources and training sessions.
- Retain talent by offering value. To keep agents on our teams, hire a transaction coordinator and an ISA to assist them.
Teams are the cornerstone of successful brokerages, so it’s important that we hire the best agents we can, and invest in them as much as possible. We have to offer our agents so much value that they’re able to outgrow us, but choose to stay on the team that invested in them. Growth is crucial for success, but for that to happen we must build effective, well-trained teams.
Hosting events is a great way for us to generate leads and increase our spheres of influence. What mistakes are we making when throwing events, and how many functions should we be hosting every year? How can we use appreciation parties to benefit not only us, but our partners as well? On this episode, author, speaker and entrepreneur Michael Maher shares why we need to host more events, more frequently.
Takeaways + Tactics
- One of the biggest mistakes we make is not hosting events at all. We should be hosting parties for our clients; prospective and existing alike.
- Hosting just one function is not enough. To gain momentum and keep our clients’ attention, we should aim to host 3-4 events every year.
- There are opportunities for networking in client appreciation parties where our lenders, warranty and inspection partners are present. Both we and our partners can gain referrals from successful events.
To generate excitement around our businesses, we need to offer our clients and target market something special. Hosting events is a great way to do this. Not only does it give us an opportunity to meet prospective clients and build lasting relationships with existing customers, but it also gives our partners a chance to network. We need to host events frequently, and see them as an opportunity to build relationships and get referrals.
Often the reason we’re not seeing major results in our businesses is because we don’t know the steps we should be taking to get to the next point. If we want to maximize our success, we need to use methods that pay attention to multiple areas. Why is culture such an important element of our businesses? How should we approach lead generation and conversion in order to maximize our success? On this episode, we learn how the CLASS method can take us from 70 deals a year to 700 a year.
Takeaways + Tactics
- Invest in your team and create a great company culture. By helping our agents on their journeys, we can retain top talent and get more business.
- Find a CRM that works, and don’t focus on cost. While top CRMs like Boomtown may be more expensive, the results we’ll see are definitely worth it.
- When converting leads, treat them all the same way. Conversion doesn’t apply to internet leads any more than it does to prospecting or sphere leads.
At the start of the episode, we heard about the importance of mindset and why success in real estate is dependent on a passion for serving not only our clients, but our agents. We then discussed why we need to be willing to put ourselves in uncomfortable situations if we want to see great results.
We also learned:
- Why team leaders are responsible for holding agents accountable
- Which systems we can use for follow-ups with leads
- The strategies we can implement to serve our agents
To take our businesses to the next level, we need to have methods in place to help us. This method should include instilling the best company culture for our needs- something that reflects us as team leaders. We also need to be willing to invest- whether in our businesses, our lead generation and conversion processes or in our agents themselves. Investment is crucial for success.
A lot of broker owners struggle to see their businesses overcome stagnation. How can we grow our teams - and our businesses - faster? How can we recruit the best talent possible for every role in our businesses, and can we use social media to boost our results? On this episode, real estate educator and broker owner, Mike Mazyck shares the 3 pillars of successful growth.
Takeaways + Tactics
- Hire the right leadership. One bad egg can have devastating effects on our businesses - especially if that bad egg is in a leadership role.
- Share video content through social media everyday. By offering free content that highlights our core values, we can recruit those whose core purposes match ours.
- Consider gamification. Offering incentives for agents to recruit in a fun way makes goals more achievable.
At the start of the episode, we discussed why it’s so important to foster great teams - no matter the size of our brokerages. We explained that without team dynamics in place, brokerages will fail to stay relevant and ultimately stagnate.
We also learned:
- The information we should be sharing in our online marketing
- The value of creating partnerships with our agents
- A bonus fourth pillar of growth - salaried agent models
Stagnation is something most business owners have dealt with at some point, and to surpass it we need to implement tried-and-tested strategies. Teams are the most important part of any business, so to grow our results we need to recruit the best talent for every position we offer. By offering incentives to our recruits and existing agents alike, we’ll not only start seeing the results we need: we may even have too much growth to handle.
Guest Bio-
Mike Mazyck is the founder of Mike Mazyck Realty; a high-powered residential real estate team that services the Dallas-Fort Worth metroplex and surrounding areas. Founded in 2003, the team gained quick recognition for being able to sell the expired listings that other agents couldn't, with 20% growth during the first year.
Since then, the team has received recognition in nearly all areas of listings and selling residential property due to the development of their unique and effective marketing programs. They are able to generate demand for their listings and sell homes. Their team concept has allowed them to provide better customer service to both buyer and seller clients.
Mike Mazyck currently spends most of his time teaching and training his team in all areas of residential real estate and developing innovative marketing programs for his clients. His vision is for his team to be known as the elite team in residential real estate sales by making raving fans out of his customers and his team members.
To find out more about Mike Mazyck Realty, visit
https://mikemazyck.com/
http://www.mikesrealtygroup.com
https://www.linkedin.com/in/mike-mazyck-ab643a16/
And https://www.facebook.com/themikemazyck/
https://www.careerswithmike.com/optin24218142
Real estate investment is a great way to create a passive income, but there are so many investment strategies that choosing the best strategy can be overwhelming. What different types of investment should we consider? Which is the best option, and how can we determine the most relevant strategy for our needs and abilities? On this jam-packed episode, co-owner of Dynamic Properties, Clint Bartlett shares the best strategies for real estate investment.
Takeaways + Tactics
- Entry-level investors should consider wholesaling: acquire a property under contract and reassign it to the end buyer - then charge an assignment fee.
- When flipping properties, keep renovations minimal. Investors might also opt for ‘wholetailing’- cleaning up properties for under $1,000 before listing them.
- Holding the right properties in great neighborhoods and using them as rentals should be our end goal.
At the start of the episode, we discussed why real estate investing is effective for creating passive wealth. We also discussed when it’s best to pass on certain properties - like if there’s too much work involved or it’s not financially viable.
We also learned:
- The necessary team members for a successful investing business
- The top 8 mediums for finding deals
- How to fund deals
There are many options for team leaders who are interested in real estate investing - we just need to find what fits best for our businesses. Some options - like wholesaling - are more appropriate strategies for entry-level investors; while holding rental properties should be an end goal for us all. The great thing about the key investing strategies is, once we master them, they become easily replicable and can help us generate passive wealth for years to come.
Guest Bio-
Clint Bartlett is the co-owner of Dynamic Properties, alongside Jeff Cohn. He first entered the real estate investment space when he decided he wanted to acquire passive wealth. After ensuring there was enough in the pipeline to justify leaving his corporate job, Clint made the jump to real estate investing, and he hasn’t looked back since.
To connect with Clint on social media, find him on Instagram under @theclintbartlett.
Join us, Monday, September 23 - 24, 2019, for The Team Building Workshop and The ERS Investor Workshop
For the first time ever, this September and October, we are offering The Team Building Workshop and ERS Investor Workshop. Not only do we dive deep into the key aspects of building and scaling a real estate team, but for the first time ever Jeff and Dynamic Properties will host a whole day real estate investing workshop.
Planning on coming to both Workshops? Reach out to us for exclusive package discounts! info@eliterealestatesystems.com
To sign up for next year’s Team Building Summit, head to
Theteambuildingsummit.com
To download Jeff’s tools to take you from top-producing agent to CEO, visit:
https://www.eliterealestatesystems.com/jeffsbusinessplan
As business owners, we want to be able to scale our operations so we aren’t forced to stay in the day-to-day. How can we create systems that allow us to train and lead our team with less time and effort? How can we uplift our internal leaders in the process? How can we ensure accountability of our agents? On this episode, Success Manager and ERS Elite Coach Andy Kueny explains how video recordings of training sessions and subject matter experts can be used to scale our teams.
Takeaways + Tactics
Anything that forms a part of the process in our business should be documented through video. These videos can be easily shared with the rest of our team for years to come.
Have full-time agents record trainings of their own. This not only leverages their time, but also raises them up as subject matter experts.
For accountability, quiz team members on the content of the videos.
With so much technology at our fingertips, there’s no reason we shouldn’t be leveraging our time and knowledge. Take advantage of platforms like Google Drive and do away with time-consuming activities that could easily be recorded once and shared multiple times.
To sign up for the Elite Real Estate Systems workshops, visit https://www.eliterealestatesystems.com/
Links mentioned in the episode:
Omahaseliterealestate.com
Jeffsbusinessplan.com
To transition from business owner to CEO, we need to put certain pieces in place. What steps did we put in place to go from 70 to 700 deals a year in 6 years? What steps can any real estate team owner replicate in their own business? On this episode, we talk about the 4 things we need to build and scale a dominant real estate team.
Takeaways + Tactics
The number one thing that will attract new agents is leads. If we create a good enough incentive for them to work the leads, that can allow us to earn money while easing ourselves out of production.
The national average of internet lead conversion is less than 1%, but any team can raise their lead conversion to 2-3%. They key is installing the right systems.
Inspect what you expect. Agents needs regular communication, support and accountability before we can expect them to work any leads correctly. Teach agents to treat leads from all sources with the same level of care and follow up - even referrals from family and friends.
Growing a successful and dominant real estate company isn’t complicated, and there’s no need to reinvent the wheel. We need the simple processes of lead generation, conversion, coaching and accountability; and if we take the time to be intentional and implement these pillars, we can build a powerful real estate team that gives us high income and high degree of freedom.
To schedule a free call with our Director of Growth www.ersdemocall.com
To get email updates about new episodes go to https://www.eliterealestatesystems.com/podcast/tag/podcast
To download two free PDF's: Jeff's Business Plan and his Lead Generation Guide, go to jeffsbusinessplan.com
A lot of people are hesitant to invest money because of the perceived uncertainty. Where can we invest without putting ourselves at risk? How can we get started with real estate investing? On this episode, Kristy Moore of Local Expert Realty in Washington D.C. shares how she brought her business back to the top after losing everything.
Takeaways + Tactics
Invest money in real estate. If we buy property today, with 2019 money, in a few year’s time it will be worth more.
If we don’t want to sell our assets, we should follow the BRRR strategy- Buy, Renovate, Refinance, Repeat. This is a great option, as refinancing has no tax implications.
We can educate ourselves on real estate investing and join a community of investors. There are so many ways to learn about strategies online and in local communities in every market.
At the start of the episode, Kristy explained her hiring process and shared what her current team looks like. She also explained that her business is in the early stages of scaling again, so paying attention to who was on the team was crucial.
We also learned:
- Why we should know exactly who you’re looking for, before advertising a position
- The challenges and benefits of having a virtual team
- Where we should be looking for new team members
Real estate is one of the best places to invest money- especially if we’re worried about uncertainty and risk. Use the resources available- whether on social media, in books or in our own communities. Real estate investment offers so many opportunities- we should be taking full advantage of them.
Guest Bio-
Kristy Moore is the owner and principal broker at Local Expert Realty. Specializing in listing homes in the DC Metro area, Kristy leads a real estate team that's in the top 1% nationwide. She's a professional real estate consultant with extensive background in financing, appraisals, internet marketing, investments, and real estate sales. Kristy always strives to stay ahead of the competition with continuous education on new technology, market trends, and sales skills.
Kristy is also a best-selling author and is featured frequently on WAVA 105.1 and Real Estate Radio Washington.
To find out more about Kristy, head to:https://www.localexpertrealty.com/Agents/Kristy-Moore
https://1000callsaday.com/
https://www.linkedin.com/in/kristylynam/
You can also email her at kristy@localexpertrealty.com
Or call her on (571) 384-3501
To find Kristy on Instagram, follow @thekristymoore
Books Mentioned on this Episode:
Rich Dad, Poor Dad by Robert Kioysaki
MONEY Master the Game by Tony Robbins
The Road Less Stupid by Keith Cunningham
Courses mentioned:
The Rich Life Academy- www.therichlifeacademy.com
Not all agents want to be independent contractors and would rather have the stability and support that comes with being employed, and this might require structuring a team in a non-standard way. How should we structure this type of team? How can we make sure our employees are producing enough return? How can we motivate our employees to stay when they become top producers? In this episode, Kay Houghton discusses how we can manage and retain a successful team of employed agents by offering security, training and incentives, and shares what she did to get to $70 million in just three years.
Takeaways + Tactics
When we give people job security and the incentive to earn bonuses when they produce more, they’re happier at work, our retention rates are higher and people work harder to earn those bonuses.
When we run our company like an actual business with employees, we need to make sure that our people are producing otherwise we’re losing money. By giving our employees the training and support they need to generate profit, we can determine who to retain and who to let go of based on the return they’re making.
By hiring a strong administrative team before taking on any agents, we make sure that we have the right foundation to bring agents onto our team. This also allows us to scale our business more effectively as agents have access to the support staff and resources they need to produce.
On this episode we discussed how Kay Houghton structured her team of agents as full-time employees, and how she manages to create an environment of support and incentives so that they are happy and generating profit. Kay also shares her top strategies for farm real estate.
We also discussed:
- How to give agents job satisfaction
- How to ensure we have a high-producing team
- Why we need an administrative team first
Being an agent can be an inconsistent and unstable job when we work mainly as independent contractors dependent on commissions and the state of the market. However, the traditional team structure is proving to be less and less effective because the mindset is now centered around running a business. This means that team leaders need to make sure that agents are generating profit, otherwise they’re losing money. By setting up our teams as employees and offering stability, support and benefits as well as incentivized bonuses, we can make sure that we have a happy and high-producing team.
Guest Bio-
Kay Houghton, Owner and Realtor of Kay Houghton & Associates, is set to close almost $70 million with a team of seven people after being in the industry for only three-and-a-half years. Kay worked as a National Sales Director for ten years and then left her job in 2015 to become a residential real estate agent with Keller Williams Realty. After just three years, she became a top-producing agent, closing transactions throughout Virginia, DC, and Maryland. Kay believes that knowledge is power and she works to give her clients the information necessary to make the best decisions throughout the buying process. In 2016, Kay Houghton & Associates was launched to meet the needs of Kay’s expanding client base. Her company is centered around one guiding principle: It’s all about you. Your needs. Your dreams. Your concerns. Your questions. Your finances. Your time. Your life. Their focus is on complete client satisfaction.
https://khassociates.com/
Most Real Estate team leaders would agree that there’s a significant shortage of agents in the market. How can we hire more team members to ensure we keep up with the high number of leads? What’s the best way to approach the recruitment process? On this episode, interview expert and Bestselling author, John Pyke shares his insights on recruiting more effectively.
Takeaways + Tactics
Stop relying on the face-to-face interview so much. While meeting someone in person is helpful in assessing their values and personality, the information we’ll get is only surface-level. The interview is merely the tip of the iceberg.
Look for sales DNA. Research has shown that some people’s brains are hardwired in a way that benefits sales. For those who don’t have the DNA, no amount of training will push them to become top producers.
Recruit existing agents who are already licensed. As soon as an agent has the foundation, they’ll be more easily molded by any training you provide.
There is no shortage of leads at the moment, but there simply aren’t enough agents to work on them. It’s vital that as team leaders we hire agents that stay with the team for long enough, and who exhibit the right talents. The only way this can be done is by focusing on the bottom of the iceberg- that is, more than personality.
Guest Bio-
John Pyke is an Assessment and Peak Performance expert at The Talent Genius. He’s also the Bestselling author of The Talent Genius: How the Top 1% of Realtors Build World-Class Teams and Hire Fast Fire Fast: How Scientific Breakthroughs Minimize Costly Hiring Mistakes. John is passionate about the recruitment process and has cracked the code for hiring talent using science and extensive research.
To find out more about John, head to: https://www.thetalentgenius.com/sales-recruiter/
To receive a FREE copy of John’s book, The Talent Genius: How the Top 1% of Realtors Build World-Class Teams, email him atjohn@thetalentgenius.com
It’s always great to hear success stories, but sometimes it’s the stories about failure that make the biggest impact in our lives. How should you approach the recruitment process? What do you need to know about working with family? On this episode, I’m joined by Scott and Bryan Colemere to hear where they’ve gone wrong and how they’ve improved.
Takeaways + Tactics
If you’re considering working with family, make sure you have a buy/sell agreement in place.
In any business, it’s important to respect the time of your peers. Make sure you’re staying respectful of everyone you’re surrounded by. This applies when you work with family, as well.
Never forget that your employees follow your lead in terms of behavior. If you’re late to meetings or seem disinterested, your team will base their behavior on that model.
At the start of the episode, Bryan and Scott shared some of the issues they’ve experienced in business from a family perspective. After explaining that they took each other for granted a lot of the time, they mentioned how they managed to correct their course.
We also learned:
- How to recruit effectively
- Why it’s more important for your team to assimilate into your company’s culture than to make sales
- That it’s crucial for you, as the boss, to keep asking the team how you can improve.
Company culture is extremely important. Even if you’re seeing great results in terms of numbers, the reality is most people won’t remain in a culture that makes them unhappy. Make sure you’re offering value to everyone involved in your business and never underestimate the role happiness plays at work. Look for people who embody your values, and enact those values in front of them. Then, do whatever you can to retain them.
Guest Bio-
Scott Colemere joined the real estate industry in 1997. In addition to being recognized for his success and professionalism, The Salt Lake Board notes him as being in the top 5% of Realtors. Today, he’s a co-owner of Colemere Realty Associates, alongside his brother and father.
To contact Scott, email him on scott@colemererealty.com
Bryan Colemere is a co-owner of Colemere Realty Associates. Like his brother, Scott, he’s a third-generation Realtor, currently placed in the top 5% of agents on the Salt Lake Board. Bryan is active in the Salt Lake, Utah and Davis Counties.
To contact Bryan, email him on bryan@colemererealty.com
To find out more about Colemere Realty Associates, head to: www.olemererealty.com
Building a team from scratch sounds overwhelming, but it doesn’t need to be. How can you go about building the most effective team possible? What should you be looking for in the recruitment process, and how can you maintain a great team? On this episode, Matt Bohanon shares how he built his own team at Keller Williams and the tactics that led to his team's success.
Takeaways + Tactics
- Focus on recruits with customer experience. It’s more important to find team members who know how to give great customer service than years of experience in the real estate industry.
- Have your staff write down every activity they do, and how long it takes them. From there, you can assess what should be done by a virtual assistant.
- Don’t forget the importance of a great company culture. While systems are what build your business, culture is what allows it to grow.
Starting a business with the CEO model can be a daunting task, but if you’re training a talented team of recruits, you can see great results. Take your business a step at a time and make sure you’re constantly striving for improvement. Don’t be discouraged if you fail along the way. The most important thing is learning from your mistakes and correcting your course.
Guest Bio-
Matt Bohanon is the Owner, Team Lead & Director of Operations at House Match. As a former Team Leader for a KW Market Center, when Matt stepped out of that role he knew he wanted to build not just a team, but a business.
Matt has been in the real estate field for over 10 years. He first obtained a bachelor's degree in finance from Cleveland State University. He then leapt into the world of mortgage lending right when the market took a nosedive. Soon after, Matt became an avid investor and to this day loves to flip homes and pick up new rental properties. With a passion for learning, Matt is always striving to find new and innovative ways to help out buyer and sellers.
To contact Matt, email him at matt@housematchfl.com
A lot of agents are comfortable staying in the single-family sector, but a significant number want to grow out of that and don’t know how to. How can we scale our business? How can we manage numerous projects effectively? Should we be focusing our efforts on one area? In this episode, Greg Dickerson explains how we can build our business successfully, which sectors we should focus on, and what we need to be careful of when doing so.
Takeaways + Tactics
When you have leverage with the right people and outsource the work, it will be easier to effectively manage, maintain and build numerous projects simultaneously.
If we focus our efforts on one or two key areas, we’ll make more money faster. We do, however, need to utilize educational resources in order to do this successfully.
If you are an agent trying to scale your business, the best way to start is to gain an understanding of investors, and then to find a real estate investor and become their agent.
On this episode we discussed how Greg Dickerson effectively and successfully manages and leads multiple businesses, as well as what we need to be doing in order to scale our businesses. Greg also explains how agents can earn more and manage less properties by moving into the commercial space.
We also discussed:
- Using leverage and outsourcing to handle numerous projects
- How to build success by focusing on key areas
- How to best scale your business as an agent
When it comes to scaling a business, we need to have leverage with the right people and we need to outsource the work that we don’t have the time or ability to do. By building a team, we leave ourselves more time to focus on the high-income activities while our team focuses on the administrative details. It can be daunting moving from residential to commercial real estate, but with an effective leader and the right team, the transition will make for higher-earning transactions.
A lot of agents find themselves struggling to get past a certain point of success. How can you go further, and do it faster? To be successful in your field, who should you be networking with? On this episode, Andy Kueny and I share how to Mastermind more effectively, and we discuss our upcoming event in Omaha.
Takeaways + Tactics
Network with people in your industry. It’s good to know what your peers are doing. If you’re making mistakes, you’ll learn how to fix them. If you’re doing something right, you’ll get the validation you need.
Make sure you’re networking with the right people. This doesn’t mean you have to stick within your industry. Doctors, lawyers and other business owners will have valuable insights.
Get out of your comfort zone. To experience growth, you have to try new things and get out of your box.
We also learned:
- How to approach industry leaders for guidance
- Why masterminds should have a thought leader- but also allow everyone a space to speak
- The core pillars for growth
Growth is essential for success- but growth is only possible when you’re surrounded by concepts that challenge you to do more. Engage with others and hear what your peers are doing. It’s also a good idea to hear what other industry leaders are doing- they may not be in your business, but they’re thought leaders nonetheless. Remember, you can only grow if you’re outside your self-imposed box.
As agents, we need to consistently maintain valuable relationships with our clients. How can we bring more value to people who have bought homes with us? How does Homebot benefit agents and loan officers? How can Homebot help us engage and empower our client base? In this episode, Nina Hein shares how the Homebot platform brings more value to our clients and helps us manage our business.
Takeaways + Tactics
When we provide our clients with the tools and information that is specific to them, they find value in us. This eliminates the need for them to look elsewhere for help.
Most homeowners don’t know how to manage their home because they are intimidated by the financial conversation around it. By providing valuable data specific to their property, we can empower them and help them build their equity.
Empower clients to make the right decisions about when and how to put money in and take money out of their property.
We can generate better engagement with homeowners when we give them data and information specific to their property. Homebot is a unique engagement tool that allows us to do this, and we bring more value and empower our clients through providing them with this property and financial analysis. We as agents and loan officers also benefit from this platform as we can further build our relationships with clients and grow our business.
As aspiring leaders in the real estate industry, there are many things we need to think about in terms of ourselves, our team, our business, our consumers and our market. What mindset do we need to have? How can we support our continual growth? How can we develop a good company culture? What systems and strategies can we use to help us grow?
In this episode, Ryan O’Neill talks about his growth and experiences as a team leader, and what we need to do in order to have a team that feels valued and adds value.
Takeaways + Tactics
One of the first things we have to determine as a team leader is what’s valuable to agents in our market. We need to develop and structure our organization so that we can give support that is legitimate and helpful.
Building anything meaningful requires a lot of effort. Rather than racing to get to where we want to be, we should be working slowly and steadily.
Always try to look at value from the consumer’s perspective. What may seem valuable to you is not always valuable to others.
When managing a team and growing a business, we as team leaders need to make sure that our team feels valued and that our business is providing value. By determining what our team needs, prioritizing steady and consistent growth, and really understanding what our agents and consumers find valuable, we can set ourselves up for meaningful growth and success in our business.
Millennials expect something a little different from previous generations when it comes to the work they do. What is the mindset of a millennial? What are their expectations and standards? How can we engage and retain millennials as employees? In this episode, Josh Cunningham explains how he built and implemented culture tools that helped with bringing in and retaining top millennial talent.
Takeaways + Tactics
- We need to be purposeful about our company culture and the time we spend at work. If we create a space where people feel recognized and motivated, we will be able to better retain and engage millennial employees.
- Professional environments should encourage us to constantly improve ourselves. We shouldn’t just be clocking in, clocking out, and getting a paycheck. Instead, we should be clocking in, improving ourselves, and clocking out a different person to when we started the day.
- If our business relies on part-time workers, we need to establish that working at our organization is not just another holiday job. We can do this by creating a sense of unity and purpose for employees using simple tools like daily huddles.
On this episode we discussed how Josh Cunningham used culture tools to retain and engage his part-time millennial employees, as well as how gamification can be a useful initiative to this generation in the workplace.
We also discussed:
- How recognition and motivation helps with retention and engagement
- Why growth is important in a professional environment
- How to make part-time workers feel included and valued
Previous generations viewed work as a requirement, and they never quit their jobs. Millennials are a generation that have placed more emphasis on having meaningful work and not just following the status quo. We must have systems in place that give recognition, purpose, growth, motivation and accountability. If millennials feel fulfilled by the work they do, we have a better chance of engaging and retaining them.
Guest Bio-
Josh Cunningham is the CEO and Founder of rokrbox, a company that specializes in online lead conversion. He is the person to talk to about millennial engagement and building and scaling a business. By 2025 75% of the professional workforce is going to be made up of millennials, and rokrbox has grown into a multi-million dollar organization with 100% of the efforts being from part-time millennials. Josh will be the keynote speaker at this year’s Team Building Summit in June.
http://rokrbox.com/
https://www.theteambuildingsummit.com/
For years, we've been hearing business owners say they're struggling to retain their teams. How can you make sure you don’t have that problem? What incentives and benefits should you be offering? On this episode, we discuss how you can offer value to your team and retain your talent.
Takeaways + Tactics
- Your business should be the vehicle for your team members that allows them to make more money, while using less time and energy.
- Make sure you’re offering value to your team members. Bring more value to your talent than any other brokerage would be able to.
- When agents mention that they want to leave, be sure to remind them of the value you offer. Make sure they know what they would be giving up.
At the start of the episode, I discuss how so many agents across the country are struggling to retain their talent. Some agents struggle to retain because, while they attract the right people, they aren't offering enough value for them to stay. Many agents are also doing themselves a disservice by not investing in real estate.
We also discussed:
- Why and how you should split your team into thirds
- The benefits of paying veteran agents more
- Why you should be a 'glorified telemarketer'
There are so many distractions in the world that it can be easy for business owners to feel overwhelmed when scaling their businesses. How can you prevent yourself from being overwhelmed, and start creating a business that will last? Can you apply the same tactics for success in all areas of your life? On this episode, I talk with the owner of The West Experience Real Estate Group, Aaron West, to hear how he’s become successful with his business, family and health.
Takeaways + Tactics
Create ‘black-and-white’ commitments. Don’t allow for any gray areas when setting goals.
Get out of your comfort zone. You’re not growing if you’re not in the pain zone.
Stop putting time pressures on yourself. There is no ‘right’ time to achieve your goals.
At the start of the episode, Aaron explained how the lessons he learned while completing a triathlon helped him in his business. Aaron then went on to share how he approaches family life, and why you need to be intentional in everything you do.
We also learned:
- Why stepping out of your business is difficult, but necessary
- Why being the best version of yourself is more important than being the best in your field from day one
- The importance of building a business that serves the customer, rather than your ego
While your business is important to you, it should never become the only focus of your life. Remember, the key goal as a business owner is to be able to step out of your business at some point. Focus on being intentional in every area of your life, and don’t neglect your family for the sake of your business. Stay in tune with yourself, and you’re one step closer to success.
Successful real estate professionals know that there are a lot of factors that go into scaling a business. What should you be focusing on to make sure you get massive leverage?
Which tasks should you be leveraging to other people?
On this episode, I talk with real estate investor and founder of REIVault, Gary Boomershine, who shares stellar advice for taking a real estate business to the next level.
Takeaways + Tactics
If you want to build your business, it’s crucial that you use other people’s time instead of your own.
Give sellers the option of selling their home at the ‘investors price’. While it’s lower than what they’d get for a traditional listing, share the benefits of selling at the investors price.
Create an integrated, shared marketing team. Streamlining the process allows you to offer great value to clients at lower rates.
Teams are extremely important in real estate, so make sure you’re building them effectively. Build teams that can handle marketing across various platforms, and through a number of strategies. You also need to make sure you’re creating awareness for the possibility of selling to an investor. There are many benefits to this, and your clients should be aware of the option.
We’ve all been told that teams will become the biggest players in real estate in the near future. With such an emphasis on building teams, how can you make sure yours stands out from the crowd?
Which model should you be following to stay ahead of your competitors?
On this episode, we discuss the importance of blended approaches to business.
Takeaways + Tactics
- Your model should blend traditional real estate with investments. Don’t separate the two.
- Hire an appraiser for your team and have them shoot videos of their findings. This will attract investors.
- Empower your agents by offering to buy properties from your clients. By doing this, your agents and your business are bringing a unique service that sets you apart.
To be successful in real estate, you need to blend approaches. Doing this will ensure you have two ways to capitalize in your business. This will be especially helpful when the market shifts. Make sure you start building a blended system like this as soon as possible, so you can stay ahead of the curve and join the ranks of the most successful people in the industry.
When it comes to investing in real estate, many people are discouraged by a lack of available money. How can you overcome this perceived barrier?
Is there money out there that you just haven’t found yet? Where can you start looking for it?
On this episode, I talk with Chris Naugle, star of Risky Builders and the CEO of Flipout Academy, about finding and accessing money for real estate investing.
Takeaways + Tactics
- Opt to invest in single-family, rather than multi-family units. By doing this, if you ever need to sell a property, you won’t lose all your investments at once.
- Stop approaching banks for funding. Instead, raise money from private sources.
- There are ways to keep doing business even when the market is unfavorable. Structure your outreach to attract a range of clients.
Much of what we think we know about money is completely false. We’ve been raised to believe that money is in short supply, and that only certain gatekeepers have access to it. The great news is, that’s not true. There is an endless supply of money out there, coming from untapped markets of new investors. You just need to know where to dig for the gold.
Guest Bio-
Chris Naugle is the CEO of Flipout Academy. In addition to teaching people where to find capital through his Money School, Chris is also known for his appearances on Risky Builders. Despite coming from humble beginnings, through 12 years of hard work and strategic moves to avoid using traditional methods, Chris has generated over $30 million in investor money. Chris is passionate about teaching others how to get passive income and stop worrying about their money.
We often talk about the importance of teams in your business. What makes them so vital? How can you make the most of your team once you’ve got one in place?
How can looking at personality types help you craft an effective team?
On this episode, Omaha’s Elite Real Estate Systems Success Manager, Andy Kueny, compares notes with Matt Cavanaugh of Team Cavanaugh Real Estate. We talk about building a dream team based on people’s personalities.
Takeaways + Tactics
- You need to build a team to build a business. In turn, you’ll stop being another cog in the machinery that is the real estate industry.
- Build a team supportive of individual interests. By doing this, you’ll maximize the time and energy everyone spends on tasks.
- Personality tests allow you to assign tasks to people based on what they are likely to be good at. Don’t waste time assigning tasks to someone who would never be able to complete them.
The key to having a productive and successful team lies in your ability to assemble one effectively. Pay attention to what people want to do, not what they say they can. By considering personality types, you’ll be able to identify whether someone is a salesperson or not. Building teams early on in your journey may be a risk, but if you do it the right way, you’ll have a group of dedicated people who grow alongside you and your business.
Guest Bio- Matt Cavanaugh is a professionally trained salesman and negotiator armed with a bachelor’s degree in Mathematics. Prior to real estate he spent over 3 years selling and negotiating over 100 industrial service contacts a year with some of the largest companies in the country. The skill sets he has developed, along with his experience as a professional negotiator, allows his clients to have an unparalleled advantage. After having great success in industrial sales he decided to begin his journey in real estate.
As a business owner, your team is one of your most important assets. How can you organize your team to make sure they’re doing their best and maximizing your company’s overall success? What can you do to ensure you’re training a team of leaders, and not just employees who are reliant on you?On this episode, I talk with Jim Keaty of Keaty Real Estate about how he’s achieved his fantastic results, and we compare notes on how to organize highly successful teams.
Takeaways + Tactics
- The entry-level category should be salaried to ensure the agents are working for you, and not just commission they may be happy to forfeit at times.
- Encourage your team to meet with everyone they can, even those not interested in selling right away. By offering property evaluations far in advance, then can build a relationship with a future prospective client.
- Offer training to your team throughout their employment with you. Your goal should be to create new leaders with as much expertise as possible..
Dividing your team is a great way to foster growth of the company. By categorizing the team, you’re providing a structure for accountability. Keep in mind that trust is vital for the company as a whole to move forward. Make sure you’re constantly educating and training your agents to become leaders within your company.
Guest Bio- Jim Keaty is the founder of Keaty Real Estate, based in Lafayette, Louisiana. Keaty Real Estate strives to provide expert service to its customers, primarily by simplifying transactions to ensure everyone involved is aware of the process. Jim’s approach to real estate has taken his business to great heights, and his team is currently one of the top in the country.
For business owners, consistent growth is an expected goal. How can we ensure that becomes a reality for our companies? What must we do to ensure that our business continues to thrive without adding more work to our own schedules? On this episode, we talk with Rob Ellerman who shares insights on how he has built a successful team and what it’s done for his business.
Takeaways From This Episode * Build a team and continue to grow it by training new agents. * Never stop marketing your services. Even in times of recession, people are buying and selling property. Make sure you’re the agent they come to. * Aim to be involved in more than one area of real estate. Start as an agent, and then own rentals and flip houses. There are so many opportunities.
The real estate industry is filled to the brim with opportunities, and it would be a shame not to take them. Start by developing a team and you’ll open up more time for yourself to explore new prospects and find more success. Work with the intention of not needing to work as hard, and keep investing yourself. There is so much to achieve- you just need to attain it.
Guest Bio- Rob is the team leader of The Rob Ellerman Team. He started his career in real estate straight out of college. Every year since, he’s seen phenomenal growth. That growth was facilitated by a growing team that allowed him to work strategically and maximize the hours he wants to work. Rob credits much of his success to having honorable intentions, and emphasizes the importance of having your client’s best interests at heart. Learn more about Rob here:https://www.therobellermanteam.com/
Internet-based communications are often hailed as a massive opportunity for businesses, regardless of industry. Yet, a lot of people view the internet as a place to strictly promote business, rather than actively conduct it. How can real estate entrepreneurs use technology in a way that will reap tangible rewards? What advantages does the internet have to offer for real estate? On this episode, I talk with Gino Blefari on his own podcast as we discuss these questions.
"Treat your client like you treat your family." -Jeff Cohn
Takeaways + Tactics
-
The best approach to a growing business is a combination of learning and implementing. The two should never be mutually exclusive, and you should always feel like you need to do more of both.
-
Invest in online marketing. Social media and internet advertising are here to stay.
-
Establishing relationships is important when learning. It’s valuable to be able to phone a friend when you need advice.
Appealing to a growing market is one of the most powerful things we can do with our businesses. By making use of the technologies and principles celebrated by the current generation, you can see exponential growth in your client list. To apply this to your own business, pay attention to your consumers. At the end of the day, it is the way you interact with your market that will determine how successful you’ll become.
Guest Bio-
Gino Blefari is the chief executive officer of HSF Affiliates, which operates the real estate brokerage networks of Berkshire Hathaway HomeServices, Prudential Real Estate and Real Living Real Estate.
The success of a real estate team is tied closely to how well you track your numbers, but that’s not easy to do when all your information is on different platforms. How can Sisu be used to bring all the information together to track everything in your business? How can this make us better leaders? What are some of the problems in the current system that led today's guest to pursue new solutions?
On this episode, Sisu founder and CEO, Brian Charlesworth shares how to use Sisu for better tracking, motivation, and having a bird’s eye view of the whole business.
Takeaways + Tactics
- Tracking numbers frequently improves results.
- With Sisu, you can easily track the number of closes an agent needs to make in order to meet their income goals.
- While you can’t eliminate a transaction coordinator, the right tracking system will make their job a lot easier.
At the start of the show, Brian shared on his background and how he came to build Sisu. Next we talked about where most CRMs have fallen short in providing information to agents. Brian also shared on the pain points that led to him building his company. We also discussed: - How Sisu can change the way we manage people - If Sisu will eliminate a transaction coordinator- How to use the program to motivate agentsIn the real estate space, CRMs have found the solution to managing client relationships, conversion, and front-end websites that help with lead generation. What the entire real estate space did not have is a one-stop-shop to help agents with return on investment, return on time, logging calls, keeping track of progress and staying on goal. Sisu serves that process by allowing you to track every metric in one place, even down to the most nitty-gritty detail. As a leader, it changes the way you manage people and run your business. It makes keeping track of all the important information an easy addition to your operations.
Guest Bio
Brian Charlesworth is the founder and CEO of Sisu, an accountability software service for real estate brokers, team leaders & agents. Connect with him on LinkedIn https://www.linkedin.com/in/briancharlesworth.
As hard-charging entrepreneurs, it can be easy to focus so much on our business that we neglect our personal lives. What can we do to improve our marriages and relationships with our kids? Why is it so important for us to focus on our health and be consistent? What are some apps and tech tools we can use to be more efficient?
On this episode, Josh Smith joins us to discuss the behaviors, disciplines, and actions that can help us have success in all areas of our lives.
Takeaways + Tactics
- With the commission suppression coming in the industry, we have to do more volume— and that means means being more efficient.
- Do a DISC test with your partner and learn their love language. It will make it easier for you to understand each other.
- Have a designated time window to discuss concerns in your relationship so that it’s not a daily thing where you are dwelling on issues all the time.
- When it comes to your health, be consistent. However, if you fail and have a moment of weakness, don’t use it as an excuse to keep failing.
At the start of the show, we talked about how we can prepare ourselves as entrepreneurs and individuals for the changes coming in the industry. We talked about correlating the success of your marriage to the success of the business, and the importance of health and fitness in personal development. We also talked about time-saving and efficiency boosting apps. We also discussed: - The power of doing informational interviews- How to bring gratitude to your marriage - How to teach our kids about health Success in business isn’t separate from success in our personal lives. All the pieces in our lives have to be optimized and dialed-in for success, including our relationships and health. In order to grow and improve, self-confrontation is important. We have to be okay with admitting the ways we’re not showing up and stop blaming our failures on other people. If we want to be more efficient with every moment of our lives and get away from things that aren’t the best use of our time, we have to be really intentional and always put energy towards what truly matters and moves us forward.
Many leaders don’t know how to lead when it comes to effective goal setting. Do we set goals based on where we want to go, or based on where our people want to go? How do we help people go towards what they want with systems and models in our business? What can we do as leaders to help our people become hardwired for success?
On this episode, we talk about how leaders can help set goals for people on their team and provide the tools to turn those goals into achievements.
Takeaways + Tactics
- The emotions of our people are not hardwired for success so we have to help steer them and celebrate success.
- Our job as leaders is to deliver the vehicle that allows our people to achieve their dreams.
- If anything in your life isn’t contributing to achieving what’s on your vision board, cut it out.
The first step to achieving a goal is having the vision, and then inputting the data of what needs to be done to get them there. For real estate agents, it starts with the outbound call goal which feeds into the unit sale goal which feeds into the life goal so that they can live the life of their dreams. As leaders, our job is providing the vehicle that helps them get to where they want to go.
For most team leaders, the only path to more production is recruiting more agents to the team. However, we can use other vehicles to earn more money. How can an investment business that complements our team increase production and wealth without more work or more agents? How can the team and the investing side share resources in a sustainable way? What strategy can we use to get the most out of real estate investment? On this episode, Jennifer Spencer talks about doing more transactions without adding more people, investing in real estate, and creating more freedom in our lives.
Takeaways + Tactics
If you want a lead generation source in buyer’s agents, you have to hire high S-personalities. Excellent negotiators and relationship builders.
If an organization grows by adding more people, it’s important to get the buy-in from the people who were already there. There has to be something in it for them.
Aim for 50% leverage on investment properties because even if there’s a shift, you’re still covering your debt obligation.
At the start of the show, Jennifer shared how her the team is set up, and the compensation structure she uses on her team. We talked about why it’s so important to have buy-in from the existing people on our team when we’re trying to grow production. We talked about how we can invest in our first ten homes on a 30-year fixed conventional loan. Towards the end, we discussed what working 2 days a week has done for Jennifer’s family and her business.
Jennifer also shared:
- The importance of selecting the right team members for the buyer’s agent role
- How they are incorporating the investment side into the team
- Finding the ideal leverage point for investment properties
The evolution of a real estate entrepreneur starts with how to sell real estate, and then how to run a successful team of people selling real estate. The final stage is creating wealth by investing in real estate. This is a great strategy when we want to make to make more money without adding more people into the team. There are a lot of opportunities in this space to increase productive and do more per deal, and there’s an opportunity for us to increase quality of lives and get freedom.
It takes a certain kind of team and leadership to do a billion dollars in sales, but that’s what Creig Northrop did at age 35. How does a team achieve such an amazing feat? How do we lead a team with a culture that puts talent at the center? What are the most important things to hold agents accountable to on a weekly, monthly and yearly basis? On this episode, we are joined by the Billion Dollar Agent, broker owner, and multiple team leader, Creig Northrop to discuss culture, leadership and accountability.
"Knowledge is competence, competence is trust, trust is a sale." -Creig Northrop
Takeaways + Tactics
- The “Apple Approach” to Real Estate: Build the systems that free your agents up to do nothing but sell.
- Run your team like a brokerage within a brokerage.
- It's critical to be a Player's Coach— staying in the trenches yourself so you can authentically coach your people.
At the start of the show Craig talked about what it took to become a billion dollar agent, and his future goal of becoming a billion dollar broker. Next we talked about the importance of a team leader and coach who has been in the trenches. Craig shared on the training facility his company is building for their agents, and we discussed why it’s a mistake to think of CRMs as lead machines.
We also discussed;
The power of a CRM and using it to hold people accountable
Lead conversion and how to respond to millennials
The value of being a servant leader
A team cannot grow and retain talent if there’s no value being offered to the agents. The value comes from training and actually caring for their goals. Agents also value being given the chance to just focus on selling homes, generating leads and working with clients because that’s the most valuable use of their time outside of building their own businesses. The key ingredient is a servant leader who puts their people first. Ultimately the energy and time we give them is more valuable than any money.
Guest Bio-
Creig Northrop specializes in residential real estate throughout the greater Baltimore/Washington Metropolitan area with five office locations throughout Maryland. Recognized for displaying a high standard of professionalism, Northrop’s thorough knowledge of real estate stems from more than 25 years of experience in the industry. The Creig Northrop Team achieved peak performance in 2016 with the completion of 1,772 transactions for a combined value of $765.5 million, leading REAL Trends, to find it to be the nation’s largest for an unprecedented third time.
Go to www.northropteam.com for more information, and connect with Creig on LinkedIn https://www.linkedin.com/in/creignorthrop/.
Many team leaders hope to hide the issues in their businesses with virtual assistants and other solutions attempts. How does this doom any strategy to failure? How can we structure the leadership and team when we’re out of production? How can we build a team that runs itself? On this episode, team leaders Adrienne Lally and Attilio Leonardi share on their systems and how they use ISAs and VAs to enhance their business.
Takeaways + Tactics
- Don’t be afraid of strategic partnerships. There will always be someone who knows more and someone who can help.
- If we prioritize internal accountability and build a team that can manage itself, it cuts down the burden on the leaders.
- ISAs and VAs won’t solve problems you already have in your business. They are an enhancement, not a solution.
At the start of the show, Attilio and Adrienne shared how got started and began working together. Next they talked about how the business works with both of them out of production. They also shared on how they structure their leadership, and how they get the most out of their VAs and ISAs.
We also discussed:
- The expander and container model Adrienne and Attilio’s team runs
- How commission splits change according to who nurtures the lead
- What they learned about bringing on an ISA
VAs and ISAs are a great way to enhance something that’s already there. If we have a good team built on the right systems, hiring them will only make us go higher. If we have problems in our businesses, they will get worse even if we bring in the best people. We need to leverage these solutions to take us to the next level, instead of avoiding the hard work of building a strong team. Once we have the right structures in place, the VAs and ISAs can be utilized to their full potential.
Guest Bios-
Adrienne is the owner of Team Lally in Hawaii. She has been a full time Realtor on the island of Oahu since 2004. Go to https://www.linkedin.com/in/adriennelally/ to connect with her.
Attilio is co-leader of Team Lally. Go to https://www.linkedin.com/in/attilio-leonardi-84a95046/ to connect with him.
When it comes to setting goals, most leaders set high ceilings that make it easy for people to get off track. How does setting a minimum requirement produce better results? What is the best industry to hire people from? How can we create a steady supply of talented recruits to our business? On this episode, Dan Holt shares on developing high levels of accountability, hiring strategically, and staying on track with goals.
Takeaways + Tactics
- Goal setting and accountability: If you don’t set a floor and a minimum expectation that people commit to never to drop below, they will eventually get off track.
- Set goals for talent conversations. If we can have 100 conversations a year, we can find at least one talented person. If 4 people do that, that’s 400 conversations and 4 new talented hires.
- Pharmaceutical salespeople are great for careers in real estate because they do a lot of personality background analysis, and are typically high “I” and high “D”, and results-driven.
At the start of the show, Dan shared on his team structure including the struggles they’ve had with listing coordinators and communication, and how they fixed them. Next we talked about the 411 weekly meeting they do with agents, and how it helps them. We also discussed one of the best ways to make sure people reach and stay on their goals.
We also discussed:
- Why Dan hires from outside the industry and why the pharmaceutical sales industry is great to hire from
- How Dan’s team hires systematically and intentionally
- How to earn more freedom through productivity
When we set goals according to someone’s ability to reach a ceiling, we make it more likely that they’ll just fall behind, because any action below the goal won’t be excellent, just very good. This easily kills motivation. It’s more effective for us to create a minimum “floor” that people shouldn’t drop below. This is a type of accountability that drives people and allows us to see the fruits of our investment in them.
Guest Bio-
Dan is the owner of The Dan Holt Team at Keller Williams Realty. His team is the #1 KW team in the Heartland Region. Go to https://www.thedanholtteam.com/ for more information or connect with Dan on LinkedIn
The success of our team depends on the systems we put in place. How do we manage a large team while keeping turnover rates low? What makes agents more likely to succeed in a team structure? What are the ways we can enable our agents to sell more homes? In this episode, Chuck Fazio talks about his journey from being almost broke to building a business that has $2 billion in production.
If you work your database the right way, you are set in business. -Chuck Fazio
Takeaways + Tactics
- We have to be capable of providing a work environment that gives agents all the reasons to stick with us.
- Supporting our agents or being available for questions goes a long way. This is especially true when many agents have experience in corporate real estate or corporate franchising where all the doors are shut.
- We can’t expect agents to do real estate like we do if we don’t teach them our methods in the first place.
At the beginning of the episode, we talked about how being passionate attracts agents to our team and how important it is to provide our agents with a work environment they love coming back to.
We also covered:
- What makes agents stay loyal to us
- How we can transform our office into the ideal place for the agents to meet with prospects
- Why it’s so important to teach agents how to work their sphere of influence
As team leaders, our job is to enable agents to reach their goals. One of the first steps to this is teaching our team how to work their database and providing them with the right setting to meet with their prospects. If we have offices that offer live entertainment, drinks, and a beautiful atmosphere, we can accomplish two goals at once. Our agents will love coming back to our offices, and when agents ask their prospects for a drink, they can invite them to our headquarters.
Guest Bio-
Chuck Fazio and his wife, Angela, built a real estate business that is now #1 in the East Valley. His real estate business has been awarded the BREA Award for Top Producing Brokerage in the East Valley, for two consecutive years, along with several others awards over the years.
Chuck is constantly looking to expand his team and grow his business. He does so by offering training and all the tools necessary for his agents to succeed.
Many of us are guilty of spending time on activities that don’t make us happy or give us more freedom, fulfillment or money. How do we begin to do away with those things and prioritize the right activities? How can we hold ourselves accountable? What do the world’s most successful and fulfilled people have in common? On this episode, Bettina Sastoque shares on the importance of having the right priorities in everything we do, and how that influences the results we get.
If I prioritize where I put my energy, it gives me a lot of time to give back to the people I want to give back to— and that’s my family, friends and clients. -Bettina Sastoque
Takeaways + Tactics
- Our families hold us accountable because the consequences hurt when we don’t do the things we’re supposed to.
- A vision board is too focused on the path of getting the thing, but a success board allows us to focus on the end result— which inspires action.
- If we dream small, the action processes will be small. If we dream big, the processes will be big.
At the start of the show, Bettina gave us a snapshot of her team and shared how she’s able to focus on the right activities every day. Next, she talked about some of the tools she uses to stay accountable, and why it’s important for us to remember that not doing what we need to do affects our families. We also talked about the importance of having an accomplished vision board to keep track of our successes.
We also discussed:
- The difference between a vision board and a success board
- The power of investing in our children
- How our lives change with each season
When we start to get more intentional about how we use our energy, we get more of what we want out of our lives. At the beginning of each day, we have to ask ourselves what activity on our to-do list will make other tasks easier or completely unnecessary. This way, we’re saving our energy for what matters and removing distractions and limitations from our lives. This provides a clearer path toward our goals.
Guest Bio-
Bettina Sastoque is an agent at eXp Realty, and team owner at HomeStar Sellers. Go to www.HomeStarSellers.com for more information.
Traditional brokerages are lagging behind when it comes to providing value and the support that agents really need right now. How has this made teams more relevant? Why are so many companies hesitant to abandon the brick and mortar model, or even try a hybrid? How does the virtual model give us more opportunities to reach more people and scale? On this episode, Darryl Baskin shares on the evolution of real estate business models and how we can leverage the shift.
"If we don’t adapt to the changes that are taking place in the real estate world right now with all the threats rocking the boat, we won’t survive." -Darryl Baskin
Takeaways + Tactics
- The brokers who don’t know how to train agents in this new world of real estate are causing people to leave the business. There has been a drop in the value brokerages offer, and teams have stepped into this gap.
- The use of virtual offices and availability of livestream options has eliminated the cap of who we can reach and bring value to.
- The consumer is demanding more efficiency and reduced cost. For us to survive, we have to specialize and offer more value.
At the start of the show Darryl shared on his team structure, why he didn’t have a team for some time and how he has built up a team intentionally. Next, we talked about the disconnect between older agents and younger agents who are new to the business. We discussed why this disconnect is causing so many people to get out of the business in less than two years. We also talked about the multitude of live streaming options we have at our fingertips, from the super high-end to the more standard.
We also discussed:
- How we should rethink leadership as business models evolve
- The ease of scaling content and a virtual team
- Why specialization is so necessary right now
In order for us to survive the market forces threatening to make us less relevant, we have to rethink the business models and ideas our industry has leaned on for so long. One of the greatest opportunities we have right now is in the adoption of virtual teams and virtual services. It gives us the chance to go beyond our own local market. We can very easily become national companies, and even international brands by livestreaming and sharing content. We can eliminate the cap of how many people can engage with us, and this gives us greater relevance to a larger market.
Guest Bio-
Darryl Baskin is a 30 year veteran in Tulsa real estate and host of KRMG's Future of Real Estate advising Saturdays at 1pm. He is a Broker/Associate with eXp Realty. Go to darrylbaskin.com for more information or find Darryl on Facebook to get in touch.
Many real estate teams are not selective enough in their hiring, and fail to properly invest in their people. This leads to low retention rates and other problems. How can we expand our hiring pool to find people who are good fits for our teams? What is the future of hiring in real estate going to look like? Why are people with an athletic background such great hires? On this episode, Nicole Dufala talks about building and managing the best systems, and plugging the right people into them.
We love educating our agents, not just on traditional real estate. My goal is to make sure they are well-educated and are going to be in the business for a long time, making good money. -Nicole Dufala
Takeaways + Tactics
- In the future, real estate teams are going to invest in recruiting people who match the culture in terms of personality and behavior instead of hiring just anybody with a real estate license.
- Athletes are great for real estate because they are coachable, have a great mindset, and they push through the pain.
- If our agents aren’t having more conversations, they won’t get more business.
At the start of the show, Nicole shared why her team shifted from specialized agents to letting them work both sides of the transaction. Next, we talked about why real estate agents should be investing in property themselves. We also talked about what it takes to turn an agent into a highly productive and profitable individual.
We also discussed:
- Why Nicole thinks buyer's agents are going to be a thing of the past
- Why no piece of technology can replace the work we do
- How Nicole’s team holds agent accountable
If we want highly productive teams made up of people who are focused, accountable, and driven, it starts with how and why we hire. It’s more about finding people who match the culture, because they’ll thrive when plugged into our systems. There’s no system that will make the wrong people succeed, so it isn’t just about throwing bodies onto our team and hoping some will stick. It’s important to be intentional about how we grow our team and to keep developing as leaders.
In the winter, many agents give up prospecting and connecting with leads altogether. How do we keep the leads flowing when only a small percentage of people are looking for homes during this time of the year? Should the marketing message change during slow seasons? How can a roadmap for our agents help us avoid leaking money? In this episode, Byrd Bergeron shares how team leaders can take advantage of the slower season and holidays.
If you wait until January to evaluate what you are doing, it’s too late. You are way behind the curve. -Byrd Bergeron
Takeaways + Tactics
- Organic leads come more slowly during the winter, but if we constantly invest in paid leads, we’ll still get results.
- Our marketing message has to be different in the winter. Branding and adding value become more important.
- We have to keep in mind that the average incubation time for a lead is 6 months, so if we nurture people in the winter, we may prepare ourselves for a busier summer.
- Charity work is also a good tactic for connecting with like-minded people and meeting them face-to-face.
At the beginning of the episode, we talked about how the prospecting process changes during the winter and how the marketing message should shift as well. We also discussed how we can lay the groundwork in the winter for leads that will contact us in the summer.
We also covered:
- How to use gamification to keep agents motivated
- Why every team leader needs to develop a roadmap
- Why it’s important to plan for the next year during the early winter
We must first experience the tasks we delegate to others. This way, when we set expectations for someone else, we do so with empathy. One of the biggest mistakes many of us make when building a team is failing to provide a roadmap for agents to follow and holding them accountable for it. As team leaders, it’s our responsibility to make sure each agent is aware of how things should be done. And the only way we can make sure this happens is by creating a system that takes all the guesswork out of the equation.
Guest Bio-
Byrd Bergeron is an experienced development manager in real estate and a strategic partnerships manager at dotloop. Currently, she manages the partnerships in real estate at one of the nation’s leading broker softwares and collaborates with top real estate brands in the US and Canada. Her mission is to help agents provide an excellent customer experience for their clients. Go to https://www.linkedin.com/in/byrdbergeron/ for more information.
Recruiting isn’t always something teams take an intentional approach to, but it should be. How can we build a system that will bring people to us? How do we reach out to people to get them into our world? How can we create content both for new agents and seasoned agents who’ve been in the game longer? On this episode, we lay out the model and execution of attracting recruits to our team through training content.
"You must have one level of training for new agents that don’t know the business, and a whole other level for agents that have been in the business a long time." -Jeff Cohn
Takeaways + Tactics * The top 3 pillars of building and scaling a successful real estate business are recruiting, retaining by offering value, and continual training. * Brokers typically control the emails their agents receive to prevent them from getting recruiting messages. Emails can get blocked, but Facebook messages can’t. * Don’t just focus on content for newbies. It’s equally important to create content for agents who’ve been in the business for a long time.
At the start of the show, we talked a bit about the whole system of using events to recruit, and how to reach out to people to attend your event. Next, we talked about why sending emails directly to agent’s might not be the best strategy, and what has happened as a result of the industry’s attitude towards lead conversion. We also discussed topics to train seasoned agents on.
We also discussed: * Why Facebook pages are better than groups for recruiting messaging * 2.0 training material and how to craft it
Intentional recruiting is the most powerful way we can make sure we’re bringing in people who match our culture. Instead of waiting for people to come to us, we can put out content that allows people to learn more about us, and then hook them with the right message. It’s a matter of getting the systems set up. Ultimately it will compound and consistently deliver quality recruits.
Entrepreneurs often make the mistake of focusing only on business growth while neglecting personal growth. How can you program your mindset to align with your goals? What are the dangers of attaching our self-worth to a dollar value? How can we improve mentally to allow for a high level of growth in every area of our lives? On this episode, Bob Wells talks about building his businesses and shares how he has developed to be able to execute at such a high level.
When you focus entirely on growing your business without growing yourself as a person, it’s unsustainable. -Bob Wells
Takeaways + Tactics
- Set ONE goal for the year, and then ONE habit that will move us toward that ONE goal.
- As team leaders, our job is to create opportunity for others. People don't leave when they're happy— and progress is happiness.
- It's possible to use profit-sharing, and residential & commercial syndication to create wealth-building opportunities for our people.
At the start of the show, Bob shared how he got started and built his businesses and how he adapted his perspectives during the market shifts. He also talked about how he programmed himself for success, and the 8 key areas of his life he focuses his energy on every year.
We also discussed:
- Bob’s ancillary services and why insurance is a winner for them
- Bob’s mindset practices
- Why retention starts in the hiring process
Our businesses will only grow to the extent that we grow as individuals. When we get stuck in our work, we need to evaluate our mindset and beliefs. We also have to be willing to put time and energy into things that matter more than money. When we set a bold goal, we will be driven to continually find solutions to get to that point. Ultimately, if we focus on increasing our capacity to succeed, we'll be equipped to overcome the challenges we face.
Guest Bio-
Bob is an Operating Partner of Keystone Partners Group. His primary focus is to help leadership put key systems in place in the real estate offices to help the companies run more effectively. Bob is a world class trainer and educator for Keller Williams agents. He teaches courses on Financial Mastery, Building Successful Teams, Buyer and Seller Mastery, and more.
Go to http://keystonepartnersgroup.com/ for more information.
As rainmakers, there comes a point in our careers where we are more valuable to our teams as leaders and coaches. How do we find the star players who can run the team with us and grow into leaders? What is the real differentiating factor between the people that do 100 deals vs. the people doing thousands? How do we break the 300-deal mark? On this episode, Ron Wexler, a team leader who’s been in the business since 1984, shares how he exited production 3 years ago, how his team sold 240 homes last year, and what it takes to go from rainmaker to leader.
"The key is finding someone else incredible that wants to play the game with you at a high level and then together figuring out where you want it to go, and building from there." -Ron Wexler
Takeaways + Tactics
- A lot of the challenges we encounter as we build teams will require us to be better leaders and business people who learn to look at numbers the right way.
- When you develop as an expert and become self-actualized, you earn the privilege to teach others.
- Don’t hire people who are far below you in talent level because you’ll spend all your time trying to bring them up closer to your level.
To build a really strong team with operational systems in the backend, leadership is critical. That requires us to become the leader and coach on our teams. After we’ve walked the walk, the greatest value we can offer is teaching our people and building other agents into successful people themselves. Ultimately, what separates the teams that can do 100 deals vs. 1,000 deals is the belief they can do it, as well as the coaching and leadership.
Guest Bio Ron is the owner of The Wexler Group in Chicago. With over 30 years of experience and having taught thousands of agents, Ron knows how to get the job done. He uses his knowledge to help guide and advise The Wexler Group on a daily basis. Go to https://www.thewexlergroup.com/ for more information. To join his referral network, go to his Facebook Group here.
Everyone’s heard of the concept of creating salable brokerages, but what about salable teams? How can we cultivate leaders that are capable of guiding the team to success even if we aren’t there? How do we keep talent turnover low? In this episode, Wes Madden shares how he built a salable team and what he learned throughout the process.
Be somebody that makes people feel like somebody. -Wes Madden
Takeaways + Tactics
- Focusing on our team’s growth is a way for us to build towards stepping out of production. Our job is not personal development, but the team’s development.
- If we want to sell our business, we need to determine our profitability. The first step is to make a formal evaluation. This can shed some light on who’s making the most profit in the company.
- Our companies shouldn’t be built only on people. We also need systems and a database to keep everything together even if some of the key agents decide to leave.
In the beginning of the episode, we talked about stepping out of production, creating a team that can be sold, and knowing your profit margin.
We also covered:
- How to make agents feel like they’re part of the company, not just working for the company
- What the most important assets of a business are
It’s not just brokerages that can be sold— teams can be too, if they have systems, a database, and loyal agents. We start building a salable team when we make our agents feel like they work for themselves and for their growth, rather than the company’s growth. When we find people who share our vision, it’s our job to share our knowledge and develop leaders instead of fearing that they might leave after we coach them. As long as we build a pleasant work environment and give people enough financial incentive, our rockstar agents will stay with us.
For most teams, the path to growth is bringing on more agents. Yet, this risks possible negative impacts on your team culture. How can we still grow without expanding the team? How can we increase the productivity of the agents we already have? If we choose to take on independent agents, how can we bring value to them? On this episode, Amanda Howard shares how she is implementing the plan to increase production while still keeping her team the same.
"A driven person who wants to succeed in life needs mentors they can count on." -Amanda Howard
Takeaways + Tactics
- When we remove ourselves from production, we have to take that time and put it into our agents.
- When we go into a new market, there’s going to be difference between what we think they are going to value and what they actually value.
- How people react to the word “accountability” indicates whether they will actually perform and work hard, or for fail to meet their goals and make excuses when that happens.
At the start of the show, Amanda shared how her business is set up and the main pillars of lead generation her team leans on. Next, we discussed how they manage having an abundance of leads, and why she chose to take on indie agents instead of adding more agents to her actual team. We also talked about bringing value to the indie agents, and towards the end Amanda shared on the resources she uses to improve herself so she can pour into her own people.
We also discussed:
- How Amanda sets up her day to help her agents
- Amanda’s rebranding plan
- How to tell if accountability is going to be an issue for someone
When we want to increase our numbers without adding people to our team, coaching and accountability become more crucial to the organization. As leaders, that means we need to be willing and able to pour more into our people so they can improve the results they are getting. Your day and your habits have to be set up for you to meet that goal and really help your people.
The ISA model is something a lot people in our industry have spent time and money on, to varying degrees of success. What does it take to actually make it work and succeed? How do we maximize the benefits of overseas callers? How has our guest’s team integrated technology into his ISA model? On this episode, Gary Boomershine is back to talk about what he’s doing to actually get results from ISAs.
Takeaways + Tactics
- When you launch a new strategy, it’s not enough to just feel like it’s working. You have to use numbers and metrics to inform whether or not you’re on the right track.
- You want an ISA who is sharp, knowledgeable, and friendly.
- On calls, using the word “property” instead of “house” can actually help you convert at a higher level.
At the start of the show, Gary shared on recent developments in his business and how to figure out how much every single phone call your ISAs makes worth. Next we talked about some of the ways you can improve your ISA department and increase your results. We also talked about the mindsets and actions that will help you solve the limiting factors in your business.
Even though a lot of us have sworn off the ISA model after not seeing results, the truth is that there is a solution for whatever issues we might face with it. In order to solve these problems, we must have the internal belief that it can be solved. We also need an extremely disciplined, systematic, metric-based approach. We have to give the numbers the time and space to give us actionable information, instead of being led by how we feel about it.
Guest Bio-
Gary is a real estate investor and entrepreneur. He is the founder of REIvault, a two-time Inc. 5000 company which helps Real Estate Agents and Investors. Go to https://reivault.com/ for more information.
Successful people have all experienced challenges and failures, but it takes humility to admit it and grow. What is one of the most common mistakes team leaders make with their first wave of hires? How do you start implementing tactics that will actually get the wheel of success turning? Why should team leaders include the rest of the key staff in masterminds? On this episode, we talk to Erik Hatch about failing and starting over, to now running North Dakota’s #1 team.
I’m a student of leading people, of empowerment, and how to give my best to people. This intrinsically leads them to give their best to me. -Erik Hatch
Takeaways + Tactics
- Just because you know how to sell houses, doesn’t mean you know how to lead people.
- Our first wave of hires leave because we’re still too focused on ourselves. We have to realize that we’re there to work for our people, not the other way round.
- High level training and education shouldn’t just be for the rainmaker. It leads to a situation where the rainmaker comes in and dumps a new strategy on the team without giving them a chance to understand it and buy in.
- The open door policy is not for the people to go to the leader; it’s for the leader to go to the people. Unscheduled check-ins can be a lot more effective that scheduled ones.
At the star of the show, Erik shared how he found his way into real estate and some of the biggest mistakes he made when we started out. He shared on the importance of being a leader who serves their people, not the other way round. We also talked about how Erik has made coaching a big part of his business.
We also discussed:
- The importance of knowing when you should and shouldn’t take business
- Why prioritizing learning and education is essential
- How to make sure everyone on your team feels valued and seen
A lot of the failures we experience as leaders stem from how we handle the people in our team. More than anything, our job isn’t to make our team pick up the table scraps of what we do. It’s our job to feed them and care for them. We have to make sure that as we grow, we’re also making growth possible for the people around us. It’s also necessary to remind the people on our teams that they are valued, listened to and seen. This doesn’t just keep people loyal to us, it affects the work they produce too. By bringing the right energy to people, we get great energy back.
Guest Bio-
Erik is a Realtor and Owner of the Hatch Realty. He’s also a Minister, Public Speaker, Writer and Coach. Go to http://hatchrealtygroup.com/ for more information.
To connect with Erik on the coaching side, go to hatchcoaching.com.
Unlike previous generations, millennials want more than a paycheck. They want to be part of something meaningful. How can we provide this type of work environment for millennials? What kind of team culture do they respond to? Why is the DISC profile test an important part of the hiring process? In this episode, Josh Cunningham shares how he built a successful real estate lead nurturing business by hiring and training millennials.
"People aren’t looking for a career where they just clock in, sell their 8-9 hours per day for a paycheck, and go home to actually be who they are." -Josh Cunningham
Takeaways + Tactics
- Millennials are looking for more than just a way to give 8 hours of their time in exchange for a paycheck. They’re looking for a team environment and immediate feedback from their superiors.
- Testing all candidates using the DISC profile is quite useful both for employees and candidates to know what motivates them.
- Individual contests and constant feedback are what keep turnover rates low. It’s about making them feel like they work in an environment where their superiors care about their success.
In the beginning, we talked about how millennials are different from other generations and what business owners can do to keep turnover rates low. We also talked about some of the things a workplace should offer in order to attract and retain millennial recruits.
We also covered:
- Why we need systems put in place before we make any hires
- Why training materials and coaching are a must
- How gamifying work can incentivize employees to give their best
Use a chart to track the performance of your employees. “Gamifying” the whole work experience will make everyone strive to move up, including low performers. Reward the top performers, celebrate their successes, and hold regular contests to keep the team motivated all year long. When we constantly strive to make our team perform better in a fun way, they know they’re getting more than a paycheck. The more you invest in the personal development of your workers, the higher the chance they will stay on your team for longer.
Sometimes we’re so focused on running our businesses, we forget about setting larger goals for ourselves and our teams. What are some of the key traits of people who “play bigger”? How do you allow yourself to truly experience the freedom that comes from implementing the CRM strategy? What is the best way to get involved in other businesses without getting distracted? On this episode, we talk about how to start thinking bigger and putting ideas into action.
Those who play big find ways to intertwine work with pleasure. -Jeff Cohn
Takeaways + Tactics
- For successful people, work and life are not an “either/or” choice. It’s just about maximizing opportunities to build a really big lifestyle.
- You don’t have to be the best at everything. Hire the best for those other things.
- Choose to leverage into other businesses that are synergistic with the business that helped you become successful. This way, you won’t be as distracted by trying to learn a completely new industry.
- Your net worth will be the average of the net worth of your 5 closest friends.
At the start of the show, we talked about how you can travel the world and still have your business running well. We then talked about how work for really successful people is intertwined with their lives. We also discussed the importance of building the right relationships and investing in synergistic businesses.
We also covered:
- Proximity mentorship relationships and how to bring value to them
- How to leverage yourself and invest in your growth
- The value of pushing yourself to implement strategies that will allow you to level up
Playing bigger isn’t just about the goals we set. It’s about who we spend our time with, how willing we are to learn and grow, and what we invest in. When you’ve got great systems in place and great people running the systems, that gives you the freedom to keep playing bigger. You also have to be in the right field. If the thing you’re doing is something that you’re wanting to walk away from everyday, and you can only handle it for a few hours-- you’re doing the wrong thing.
In order to thrive for the long-term, a team must be built on a set of core values. Is the team or the brokerage model going to change? What role does branding play in attracting highly-skilled agents? Why is it important that agents in a team support one another? In this episode, Michael Carr discusses what keeps a team together, how to reward your agents, and the role branding plays in attracting both agents and clients.
Takeaways + Tactics
- The people who are more likely to be successful in the future will be those who use a hybrid model. This consists of a broker who is also leading a high producing team and a few satellites of successful agents.
- Agents shouldn’t compete against each other but instead be aware that if they put the company first, they will be rewarded and taken care of.
- You want people who believe in your culture so strongly that when a new agent tries to make changes in the dynamic, the other agents will resist it without you having to step in.
- Branding also makes it easier to attract the kind of people who are willing to be your representative rather than taking their own approach to real estate.
In the beginning of the episode, we talked about what keeps a team together and how you can attract the right fit for your team. Next, we talked about the role branding plays both in attracting clients and in enforcing your own approach to real estate.
We also covered:
- Why you have to find the people who can make decisions on their own without being micromanaged.
- Why profit sharing is a good motivator for many to put the company first
Guest Bio-
Michael Carr is a top real estate auctioneer. He started his journey as an auctioneer in 1991, and in 1994 he got licensed as a real estate agent and made a shift towards selling homes. During his 24 years of experience, he has been involved in over 68,000 home sales across the country. Currently, he is the CEO of Michael Carr & Associates.
Inside sales agents can take the heavy lifting from the hands of agents, but only if they receive proper training. Should an ISA be licensed? Is hiring an untrained ISA ever a good idea? How can you keep turnover rates low? In this episode, Robyn Hayes shares how training an ISA can bring business and build relationships with past clients.
Takeaways + Tactics
- Most ISA’s (inside sales agents) aren’t given the proper training, and their lack of experience shows in the results.
- Ideally, an ISA should be unlicensed and paid well. Otherwise, they will chase the commission like agents do.
- ISA’s who are focusing on the lending aspect should prioritize building relationships and asking questions about how they can help.
- The best way to keep turnover rates low is to have a good work climate, with everyone working from the office and make investments in their training. ISA’s have to feel like you are constantly trying to help them and make their lives easier without micromanaging them. They have to love coming back to the office every day.
In the beginning of the episode, we talked about how an ISA can bring business to both lenders and agents. Next we talked about the importance of training, investing in your inside sales people, and mentoring to keep turnover rates low.
We also covered:
- Buyers usually forget about their agent’s contact info after one year
- What kind of content past clients find useful and how often they should receive it
- How to ask for a referral
The best way for agents to get business from their past clients is to keep in touch. Unfortunately, most buyers forget the contact info of their agents one year after the sale. An ISA can help maintain the relationship by sending over property reports with the value of the home every 6 months and ask if they would like them to give them a referral to their friends and family in case someone is interested in buying or selling real estate.
Prospecting is one of the hardest parts of acquiring a listing. On top of this, many inside sales agents want to leave this role and move up to being an agent taking a bigger cut. How can we keep turnover rates low when it comes to our ISA’s? What are the personality traits that makes someone a good fit for this position? And what should we train them to do in the prospecting process? On this episode, Jeff Coats shares how to keep ISA turnover rates low and build a successful prospecting system.
Takeaways + Tactics
- The ideal ISA already has two streams of income in his/her family and is happy with a base salary plus commissions. If the ISA is not happy with their salary, they will try to move up the ladder or leave the team.
- Make sure you share some lead-generating costs with your ISA because many new ISA’s come on the team not knowing how expensive it is to get leads.
- Being risk averse is a trait that makes an inside sales agent perfect for your team.
In the beginning of the episode, we talked about the ideal ISA. Next, we discussed how important it is to teach your inside sales agents to treat their prospects with humanity and find out which means of communication work best for different generations.
We also covered:
- Why and how you should use a drip campaign
- The importance of having a follow-up program in place
Finding the right ISA isn’t easy, especially when many of them assume that they can take a bigger cut by themselves. What they don’t take into consideration is the price a team leader pays for leads as well as the price for the systems that work those leads. The perfect candidate for an ISA position is someone who is risk averse and already has two income streams in his or her family. It’s someone who is happy with their base pay and a smaller commision, and who doesn’t have the desire to risk everything and leave the team to do everything by themselves.
Guest Bio-
Jeff Coats it’s a ISA Coach at Keller Williams Realty, Inc. and the CEO of Rain City NW. His beginnings were humble, from spending time in prison at 14 years old and working as a dishwasher to becoming a top real estate agent and coach. Today, he is working on an autobiography filled with practical advice for anyone who happens to go through hard times but wants to make a change in their lives.
Stepping out of production can be scary. What if our team isn’t ready? How do we prepare ourselves and our agents for us to step out of production and focus on other aspects of our business? How can we help our agents thrive, and what’s the best way to reduce turnover rates? In this episode, Mark Anderson shares his story about how he went from having a foreclosure on his home to being a team leader with over 170 homes sold per year, now aiming for 300.
You are supposed to hire people who are smarter and better than you in different positions. That’s the only way you'll grow out of that position. -Mark Anderson
Takeaways + Tactics
- Driven team leaders tend to believe everyone should be a top agent. Some people move at a slower pace. Keep in mind, it’s not about you. It’s about you helping them reach their personal goals.
- Make your agents aware of the number of homes they need to fund the lifestyle they want. Discuss goals and monthly expenses to get an idea of what direction they are heading in.
- Help them identify what areas of the business they thrive in. Some people excel in administrative positions. Not everyone is meant to be a salesperson.
In the beginning, we talked about helping each member of your team reach their personal goals. Mark Anderson also talked about the importance of finding people who are better than you in certain aspects of the business.
We also covered:
- What the team leader does to keep their team accountable
- How the compensation has to make sense in order to retain rockstar agents
- Why you need to find people who can replace you, or you will never stop out of production
If we ever want to retire, we have to make smart hires and retain them. It’s important to figure out where our team members are best suited. Usually, this takes a little bit of trial and error. Our end goal is to train and hire people who know more than we do, and are better than we are in certain positions. This is the only way to retire without leaving a mess behind.
To retain our good people, the compensation and team culture has to make sense for them. Our top agents won’t leave if we make their lives easier and provide them with a place that they love coming back to.
Guest Bio
Mark Anderson went from having to deal with foreclosure on his home to helping his wife grow her bookkeeping and consulting business to selling over 170 homes per year and then stepping out of production. He spent more than half of his life being an entrepreneur and 21 years in the real estate business. His goal for 2018 is to sell 300 homes.
When you are happy in your personal life, it reflects on your business as well. Why don’t more leaders invest in personal development? If working on yourself makes you a better leader, why not apply the same principles to your agents as well? Should you train and focus on each agent equally or pour your resources into those that look promising to you? In this episode, Clayton Gits speaks about his experience with personal development and business success.
What we feed our mind, soul and body is what we put out to the world. -Clayton Gits
Takeaways + Tactics
- Personal development training for agents is a must.
- Your level of success will never exceed your level of personal development. Your emotional health, mental state, and motivation are all reflected in the quality of your work.
- As a leader, you have to give everyone in your team equal opportunity to grow. However, keep in mind that only 1 in 5 people-- maybe less-- will take you up on that offer.
In the beginning, we talked about the importance of personal development and how it increases our productivity and impacts our success. Next, we discussed how to nurture agents towards a better version of themselves.
We also covered:
- Why motivation can’t be taught
- How to hire and fire agents
- Which people you should surround yourself with
- What percentage of your revenue should be poured into personal development
Make sure the problem is not you. Take a good look in the mirror and ask yourself how you can work on improving yourself every day. When the leader is not motivated enough and doesn’t have a big enough “why?”, it’s impossible to attract people who are motivated and have a positive outlook. Even if you already have a skilled team, you should be constantly leveling up. Otherwise, good agents will leave when they no longer need your help.
Guest Bio-
Clayton Gits is the owner of Mission Realty, and has over 15 years of experience in the real estate industry. He managed top teams and created his own team in 2011. His approach to real estate is focused on personal development and giving each agent equal opportunity for growth.
You can contact Clayton at rentals@missionrealty.com
Training new agents is usually a hassle, and at times it can be expensive and time-consuming. It doesn’t have to be this way. How can we incentivize senior agents to become mentors for new agents? When is the right time to put new agents into sales? Should we let them decide on what they want to focus on? In this episode, team leader Dewey Golub shares his experiences with building a team from scratch.
By being in coaching, I’ve taken other people’s pain points and removed them from my future life. -Dewey Golub
Takeaways + Tactics
- Each junior agent should go through a training process as a buyer agent after they graduate. From there, they can determine what area suits them based on their interests.
- The purpose of training is to prepare junior agents to help senior agents, not burden them.
- Instead of having new agents constantly approaching the team leader with questions, you can train them upfront and incentivize senior agents to take care of the juniors after they finish the training program.
- You can motivate senior agents by giving them an extra 10% from the junior’s split. This way, the newer agents accelerate their career by at least 2 years by giving a small percentage away.
In the beginning, we talked about business expansion, how to build teams within teams, and the importance of training newer agents and incentivizing seniors to look over the juniors. We also spoke about the importance of observing what your team members want from their career. Not everyone is wired to grow non-stop. Some enjoy their current position. But it’s your duty to give equal opportunity to everyone, just in case they want to climb the ladder.
We also covered:
- The importance of understanding the motivation behind your agents and their entrepreneurial pursuits
- The secret to a high retention rate
- Virtual learning materials and how easy it is for agents to review them
Training and helping your agents grow builds loyalty. Continuous training is not expensive, especially when it comes to digital materials. Make sure the junior agents are always reading and won’t be a burden to senior agents. On top of this, giving an extra 10% from the split to the top agents can be a good idea to incentivize them to help the new agents with their questions and concerns. Providing juniors with learning materials in a digital format and pairing them up with top agents will help you get the best out of them.
Guest Bio-
Dewey Golub is a team leader at Keller Williams Realty. He started his real estate journey in 2004, and since ten he has worked in luxury residential sales and commercial development. In the present, he is the principal and team team leader of Found Properties Group.
The dream of every team leader is to have a strong team that can consistently set enough appointments and attract buyers. But how do you help newer agents who work with buyers? Should you hire seasoned agents instead? What kind of mentors do you look for in order to become a better leader? In this episode, Andy Kueny shares his insight on finding the right coach, growing a successful team, and attracting more buyers.
Sometimes we almost deconstruct these teams to start with the basics and implement the lead generation. Then they can start to scale the right way. -Andy Kueny
Takeaways + Tactics
- It’s your job as a team leader to provide agents with reasons to come to the office. If you want a stable team, you need to invest in the education of your agents.
- If you are a team leader who wants to grow, you need to identify your problem area first. Just finding a coach who made more money than you in real estate won’t help you out with your specific problem.
- You need someone who is an expert in what you are experiencing at the moment, and after you’ve sorted out your problem, you can work with someone who will scale up your team.
- Take the low achievers and give them the tools and systems to become rockstars. The fact that you helped them grow will enable your team develop loyalty.
In the beginning, we talked about the importance of getting specific training and identifying your strengths and weaknesses. Andy also shared what he learned from Jeff Cohn when it comes to looking like a professional and installing buyer consults.
We also covered:
- Why being face-to-face with a potential buyers increases conversion rates
- Educating the customer to prevent problems before they arise
- Treating yourself as a professional will make you appear like one
A leader should be capable of taking someone who is in survival mode and help them grow to 20-25 deals per year. Many team leaders are looking for seasoned agents, but the rockstars don’t really need you. You can offer them incentives, but they are hard to keep on your team. If you manage to build a training system that will transform low achievers into top agents, you won’t have to worry about retention rates again. The agents that succeeded because of your training will remain loyal to you.
We might be tempted to copy someone else’s team model, but will that make us successful? Will their model work for our skills and personality? Are there any patterns that lead to success across all team types? In this episode, we speak about team models and how to find out which is best for you!
"The best way to follow-up with a lead is to follow-up in the same form in which they communicated with us." -Jeff Cohn
Takeaways + Tactics
- There are 3 types of team models: the community team, the rockstar team, and the CEO team. There are different manifestations of these models, all of which can lead to success, but only one structure fits you.
- Our team should be an expression and amplifier of our own strengths. At the same time, we have to find the right people to cover the areas where we aren’t excelling.
- The future of real estate lies in finding out how each generation wants to be approached and using technology to weed out the people who are “just looking” from the solid leads.
At the beginning of the episode, we discussed the importance of determining what team model suits your personality and skills. Just because you can emulate someone else’s model doesn’t mean it will make you happy. Find your ideal medium. If you are a people person, build your team around being face-to-face as soon as possible. If you are an introvert, limit the time spent both with clients and your team. We also spoke about how most internet leads we have today are just people who want to see content, and in order to do so they have to share their contact information.
We also covered:
- The importance of finding out how people want to be contacted
- Using artificial intelligence to communicate with internet leads that aren’t prepared for a call with an agent
Our team model should fit us like a second skin. It doesn't have to be a copy of another successful team, as this fails to take advantage of our unique skills and knowledge. Success comes in many forms, but there are four patterns seen across all types of teams: a lead generation philosophy, a strong culture, accountability, and lead conversion. Different teams have different ways of implementing these patterns, but all of the successful teams have made it a priority.
Many agents find themselves having no weekends or holidays. They are constantly on the phone-- and if they stop taking calls, they fear losing clients. Is there a way to step out of production and still make money? How can a top agent make the switch from being constantly on-call to leading a team? On this episode, Jeff Quintin, a former top agent, speaks about how he went from doing everything himself to building a team and regaining his free time.
By us being in production, we are handcuffing the growth of our team because we don’t have enough time to pour towards them. -Jeff Quintin
Takeaways + Tactics
- Many rainmakers face the same issue: the money is great, but they end up working 60-70 hours per week. They miss out on spending time with their families, and they trade all of their free time for money.
- Before you think about building a team, you need to experience the grind and learn the “in’s and out’s” of this business.
- The number of transactions that should make an agent think about getting help starts at 35 transactions per year.
- To attract the right people to your team, you need to always be willing to give back value. Focus on their growth, and give them enough financial incentive and tools for them to stay.
In the beginning of the episode, we covered the importance of goal setting and finding the right team. Jeff also shared on goals for the next year, as well as his insights on:
- The traits of successful agents
- How to save time by recording yourself and then using videos to coach
- The importance of surrounding yourself with highly determined people with a high economic drive
Goal setting is one of the most important steps towards success. You have to know where you are headed before you start building your strategy. Goals give you clarity and keep you focused on one thing. In the real estate industry, there are many tools and strategies that appear every year, but goal-setting helps you ask the question, “Will this help me accomplish my goal?” Think about where you would like to be 5 years from now, and ask yourself if your goals are realistic. You can’t be a team leader without experiencing the grind first.
Recruiting the right people on your team is crucial for the success of your business. But how do you reach the right people and filter out the wrong people? What are the mindset changes that need to take place for you to become an agent magnet? How can you provide real value to your potential hires? In this episode, Vyral Marketing CEO, Frank Klesitz shares how you can recruit agents the DIY way.
The main pillars of growth are recruiting talent, retaining by offering value, and training. -Jeff Cohn
Takeaways + Tactics
- You don’t need a recruiting agent as long as you have systems in place that show the benefits of joining your team to the right people.
- Start building a platform where you make the switch from being a rainmaker to a leader that shares their journey and knowledge with others.
- Relationships can’t be scaled, but messages can. When you do well on a sale presentation, make sure you record it and publish it to get more traffic by working only once.
At the beginning of the show, Frank shared the importance of making a switch between being an exhausted rainmaker to a team leader and a coach. He also spoke about how content that can be distributed online and events bring more people in and increase the credibility of a team leader.
We also shared insights on:
- The minimum amount of houses you should sell before you start coaching others
- How to use ads to get people interested in your offer
- The effectiveness of online seminars vs live events
The mistake many team leaders make is hiding their knowledge from others and not presenting themselves as a source of growth for their team members. When you want to recruit more agents to your team, you’ve got to make the switch from being a top agent to someone who can help his or her team grow. It’s not about you. It’s what about you can do for them. Write down an offer of what you can do for your potential hires, and run ads to get agents to sign up and get to know you better via your newsletter, live events, and ultimately a one-on-one meeting.
Guest Bio-
Frank Klesitz is an entrepreneur and CEO of Vyral marketing who isn’t afraid to admit he learned “the hard way.” After years of struggle and marketing experiments he finally learned what it takes to build a successful service company. You can find out more about how he uses video marketing to help businesses grow at http://www.getvyral.com/
Scattered initiatives confuse teams, while systems save time and help agents know what steps to take next. What can you do to organize the arrival of new team members? What’s the best way to keep them accountable and help them trust you? Is there a way to navigate through the chaos created by too much work and too few resources? On this episode, Adam Stark shares how he used systems to put team management on autopilot.
Takeaways + Tactics
-
Always look for new talent, but be aware of the changes in the dynamics of your team.
-
When you’re dealing with too many leads and can’t follow-up as you used to, outsource the work to specialized companies instead of burdening your agents with superficial follow-ups.
-
Managing a team can be a daunting task, but the more transparent you are and involved in your team’s training, the higher your level of self-accountability.
At the beginning of the episode, Adam shared how he didn’t have the resources to create a skilled team himself and talked about his struggles with not having enough time to create his own systems from scratch. We also discussed the importance of always looking out for new talent, and why you shouldn’t burden your agents with too much follow-up.
We also covered:
-
What to do when you can’t find the right people for your team
-
Prospecting system (e.g., Mojo)
-
Time blocking as a scheduling tool
The biggest challenges for team leaders is to find the right people who fit your culture. Each team member can change the dynamic for better or for worse. The challenge appears when you’re getting more leads than you can handle, yet can’t hire new agents right away. To fix this, many team leaders outsource lead follow-ups to specialized agents outside the company.
In an industry where there are so many roads to success, finding a key metric to track can be daunting. How do you form your business plan around a single metric? Are systems a necessary? What can you do to improve your conversion rates without increasing your spending? On this episode, Lance Loken shares how he built a successful real estate business around a key metric and how you can do it too.
You build an organization to compliment your deficit. -Lance Loken
Takeaways + Tactics
- The one key metric that makes a real difference is the conversion rate.
- Each year should be planned in advance. The 1-3-5 method helps your team focus on one goal, three priorities that help with reaching that one goal, and five tactics for each priority.
- Most real estate agents have one weakness: they hate systems. Taking people from corporate America who are already accustomed to systems can be a good idea if you have a strong learning system for newcomers.
- Bring the “wow factor” to the table. Retaining clients is much more affordable than acquiring new ones.
At the start of the show, we talked about why it’s powerful to track one key metric, and some of the ways you can work around the fact that agents hate systems. We also discussed how to motivate your team to focus on conversion rates and the 1-3-5 formula.
The best way to motivate your team to focus on a key metric is to get them involved in the development of the plan. Make sure you always remind them of the goal for the year, and schedule meetings where progress is discussed. Use the 1-3-5 formula to define one goal. Find out what are the three priorities that you need to achieve the goal and one to five strategies for each goal.
Guest Bio-
Lance Loken is the CEO of the Loken Group, former CFO of Francesca's Collections Inc and Johnson Companies. You can find more details about his work at http://www.thelokengroup.com/
When it comes to increasing your conversion rates, availability is key. But how do you know what method of communication your leads prefer? How much time do you have after they show interest in your virtual store? Does the lead source makes any difference? On this episode, Josh Cunningham shares what helps his company stay on top of the game when it comes to converting leads.
Any time you see a common weakness or frustration shared by the top people in the industry, it smells like an opportunity -Josh Cunningham
Takeaways + Tactics
- Outbound is all about productivity and generating calls. Inbound is all about being there for the customer when they need you.
- Lead sources do not influence how humans respond to persuasion. No matter where your leads come from, the way you choose to interact with them determines your conversion rates.
- A few years ago, contacting your leads within 5 minutes was the ideal. Now, it’s under 2 minutes after they’ve expressed interest in your website.
- Make sure the person taking care of the hiring process has experience in converting leads. You can’t hire talent if you can’t recognize it.
At the beginning of the show, we talked about what’s important in outbound vs inbound marketing and how millennials are expecting to be treated. We then shared the importance of the human element that can be exploited via calls instead of emails or text messages, which are more impersonal.
We also discussed:
- How many times you should approach a lead
- When you should approach a lead
- Why being available non-stop on working days is key
Potential clients have less patience than ever, and instant gratification is one of the opportunities companies should tap into instead of being scared by it. Availability is one of the most important components of inbound marketing. If you don’t have someone who can take calls and nurture leads under 2 minutes after a website visitor shows interest, your conversion rates will not prosper.
Guest Bio
John Cunningham is the CEO of rokrbox, a professional real estate system that helps agencies nurture their leads and increase their availability up to 80 hours, 7 days a week. You can find out more about the lead nurturing system at http://rokrbox.com/#howitworks, or you can contact Josh directly at josh@rokrbox.com.
When you have to generate leads for people other than yourself, it’s a whole other ball game. What is the mindset you should have towards establishing a new lead source? When things go wrong, where should the blame go? How much money should you put towards successful lead sources? On this episode, we discuss how to go about determining buckets of leads, and the right way to go about adding a lead source.
"Leads are leads, people are people. Find the lead source where you can essentially buy a person’s phone number and email address for the least amount of money." -Jeff Cohn
Takeaways + Tactics
- Different types of leads: sphere of influence leads, prospecting leads, expireds, FSBOs, just listed, just sold, open houses, mastermind groups and internet leads.
- Anytime you’re going to deploy capital into a lead source, you need to give it at least 12 months.
- When a lead registers, it takes an average of 7 months for it to go to contract.
- Put 70% of your marketing spend towards your top 3 lead sources.
At the start of the show, we talked about why generating leads becomes a little more complex when you want to generate more income and hire more people. We also discussed common mistakes people make with lead sources, and why it’s so important to let a campaign bear fruit.
We also discussed:
- How long you should test a lead source and how much capital to deploy
- How to get more clarity with your lead generation
When a lead doesn’t close as quickly as people expect it to, they blame it on the lead source. However, the blame lies on the person operating the lead. One of the biggest mistakes people make is not allowing the campaign to actually prove itself. If you haven’t found flow or clarity in your lead generation efforts, put your money towards 2-3 sources. Work them for a year and then decide whether to put money towards something new so you’re not just focused on what you’re already doing. This will lead you to better results.
A lot of teams have found massive success hiring talent from outside of the industry. What are the base skills and traits you should be looking for in an agent? How do you create value in team meetings so that people want to actually attend? What’s more important in real estate, sales or customer service? On this episode, we are joined by leader of The Buffington Real Estate Group, Rob Buffington, who shares how he’s staffed his team with solid talent.
There’s only one sale in a real estate transaction, and it’s not the sale of the house. It’s the sale of convincing a buyer or seller to work with you. -Jeff Cohn
Takeaways + Tactics
- Team leaders: Ask yourself if you could be profitable if you weren’t in servicing or trading.
- People get so caught up in how many houses sold when the focus should be how many calls made.
- Sales can be taught but customer service can’t. It comes from within.
At the start of the show, we talked about the importance of evaluating whether a team would be profitable if the leader got out of production. Next, we talked about the necessity of focusing on a niche and how to create value through team meetings so that people actually want to come. We also shared why we have to focus on lead generation and not just the number of houses sold.
We also discussed:
- The psychology of weekly meetings
- The importance of the servant-leader mindset
- Why leaders have to motivate their agents
As a leader you have to bring personal development value to the relationship. If you can’t motivate them or don’t have the ability to train them, it’s going to be tough to build a team and retain talent. Remember: agents may have the best intentions to do the work they need to do but you stepping in as a leader is what will get them to their goals. If you can offer value, the money and growth will follow you automatically.
Guest Bio
Rob is the leader of The Buffington Real Estate Group. Go to http://www.lansingarearealestate.com/ for more information.
Most people don’t get into real estate saying they want to be a team leader. What are the hurdles and mistakes you go through when you start growing faster than anticipated? What can happen when you start paying too much attention to culture and the brand? What are the biggest pain points teams experience as they step into another level? On this episode, we are joined by Mary Maloney who shares these and other insights on growing a team.
A lot of people see opportunity as risk, and we all have a different threshold for that. -Mary Maloney
Takeaways + Tactics
- Never neglect your bench. Don't assume that people will always stay with you, no matter how great your culture is.
- As you grow bigger, it's OK to make less as a percentage.
- Don't go independent just because of the “sexiness” of running your own brand. Unless you're prepared to take on the liability and admin work of a brokerage, you're better off staying under a brokerage.
At the start of the show, we talked about Mary’s team breakdown, and how you fail forward and learn when you run a business. We also discussed: why it’s important to focus on more than your team culture, why people leaving will always be part of the equation, and how client servicing activities can keep you from your full potential.
We also talked about:
- The challenges you may face in a partnership
- Why the bench is the biggest struggle team leaders face
- Going Indie vs. being under the umbrella of a franchise
Nothing prepares you to run a business like running a business, and you will experience a lot of pain points that are a side effect of the growth. It’s important to put recruitment, retention and training at the center of your business. Company culture matters but it isn’t everything. Don’t lose sight of continuing to change your model and change with agents as they continue to grow their own businesses. Retain talent by continuously offering more and more value, and helping others level up.
Guest Bio
Mary is the founder and owner of Hometown Realty. Go to hometownnorthcounty.com for more info or find Mary on Facebook and Instagram.
People often get so focused on one thing in their life that they begin to ignore other important components. What are the principles and pillars of a well-rounded life? How do you overcome your demons, turn things around and self-actualize? What is the strongest accountability you can get in life? On this episode, we talk to GoM1 founder, Rock Thomas who shares how to become a whole life millionaire.
Takeaways + Tactics
- Say yes to things that are going to be painful, because they will make you a better version of yourself.
- When you’re under the gun, you perform better. You feel more alive and focused.
- No one created anything great by only doing things when they feel like it.
At the start of the show, we talked about how we all have demons and limiting beliefs, but we also have the ability to turn them around. Next, we talked about how Rock was able to self-actualize and how you can grow from pain. We also spoke about the importance of positive peer pressure, and why so many people get addicted to doing important tasks under the gun.
We also discussed:- The importance of finding cheerleaders - The importance of paying attention to nutrition, energy and attitude- How to have it all You can hire a great coach, but that is just one piece. You also have to have a tribe, a peer group, and a goal-setting system that is pointed and structured. When you put these strands together, you will start to weave something that is indestructible, and you can build a life that is legendary. Most people are missing the ability to visualize what they are going to do and use the pillars of pain and pleasure to amplify this. Learn to visualize the good thing you will get from doing an important task and also understand the pain that will come from not doing it. Those crucial moments where you don’t feel like doing anything really matter. They determine your strength and ability to rise above your comfort zone.
Guest Bio
Rock is the founder of GoM1, Rock Thomas International, a personal development and training company. Rock has now taken his passion for life and keen entrepreneurial skills to the world. Go to rockthomas.com.
A lot of people getting into real estate don’t have prior sales experience, and they need to be coached on the fundamentals. What do a lot of teams get wrong about this process? How can you build accountability into your team without being oppressive? How do you get your team to invest in your events? On this episode we are joined by Finch Team sales manager Troy Brimmer, as we dig into the back office systems that helped the team sell over 540 homes in 2017.
Takeaways + Tactics
- You have to re-market to your own team, selling them on the benefits of team building, culture events, and your ongoing training.
- Hold agents accountable to THEIR goals-- not yours.
- Consistently train on sales fundamentals.
At the start of the show, Troy shared on the culture events his team takes part in and how they are able to get people emotionally invested in them. We discuss why sales training is so important for the people coming into real estate, holding agents accountable to what they are executing, and encouraging participation.
Troy also discussed:
- The different options available to join the team
- Their commitment to sales training
- How to get a large team on the same page
When you’re running a large company, it’s hard to get many people on the same page, so whatever you implement has to be simple, yet effective. If you can deliver an accountability system that is clear, requires a reasonable amount of time, and has personal ownership behind it, you’re going to get a high level of participation. It’s important to note that the teams that produce at the highest level are different to everybody else because they are consistent, and do the simple stuff over and over again.
Customers are taught to have the wrong business conversations with agents. How do we start educating them so they know what’s important? Why is asking about commissions the wrong thing to do? Why is lead conversion something so many people fall short on? On this episode, we talk to Aaron Hendon, who answers questions on these topics.
Takeaways + Tactics
- If you’re in production, you can have up to 5 people in your pod. If you’re out of production and just offering support and mentorship, you can have 12.
- If you think of the way you communicate only, you’ll end up only attracting people in the same demographic as you and you’ll miss out.
- A lot of agents are moving away from the brick and mortar model to instead communicate virtually.
- Most agents don’t know what their average conversion ratio is-- and it’s half a percent.
At the start of the show, Aaron shared on the pods within his team, and how they all do live lead generation. Next, we talked about why agents doing calls from home with virtual team check-in is so powerful. We also discussed the opportunities you miss when you only hire people in the same demographic as yourself.
We also discussed:
-
How to use a book to grease the wheels of conversion
-
How to sell the value your team offers
-
The biggest dysfunction agents have
Society has created the expectation that the only conversation we should be having is around commission, because consumers don’t see the difference in value from what one agent offers over another. That’s why it’s our role as team leaders to train our people to encourage the right conversations. As we offer value to retain, train and recruit the agents within our organization, we need to empower them with the ability to engage with their leads and sphere of influence in the way they like to communicate. We need to always empower our agents by giving them the very best tools out there.
Guest Bio-
Aaron Hendon is a Seattle Realtor, real estate investor, author, educator and speaker. He is the managing partner of Christine & Company. Go to https://christine-and-company.com/ for more information or email aaron@candco.me.
A team leader has the responsibility of always achieving at a higher level. How do your priorities influence the quality of your team? What are the biggest mistakes leaders make? Who should you be serving? On this episode, we talk about expectations, responsibilities and what a leader should truly provide to the people they lead and serve.
"A team leader has two responsibilities. One is to the agents they serve, and the second is to the clients their agents serve." -Jeff Cohn
Takeaways + Tactics
- Every great organization has an ongoing, systematic approach to training.
- Lead generation isn’t enough. If you're not converting the leads, you’re just wasting money.
- We’re competing in two marketplaces: the one for talent and the one for clients.
At the start of the show, we talked about the importance of constantly innovating and improving, and the necessity of training. Next, we talked about the importance of remembering the two things you’re competing for and why accountability is crucial. We also talked about how to “control the uncontrollable” in your business, and how leaders can always anticipate obstacles.
We also discussed:
- How leaders inspire superior performance
- Why lead generation isn’t enough
- The importance of a team leader’s ability to remove obstacles
All real estate teams and brokerages compete for clients and talent. If you want to build a team that goes the distance, you have to have a unique selling proposition for both. What makes your team valuable to employees will not translate to what is valuable for clients. If you want to know that you have good service, sales alone won’t cut it as a metric. Surveys, repeat business and referrals tell you if your agents aren’t providing a great service to their clients. You have to equip your agents with a unique and superior selling proposition, so they can take to that consumer.
A team leader has the important role of showing agents how they can get to their goals. How can you play your part without compromising culture? How do you hold people accountable through team meetings? In what ways can a leader be more intentional about the conversations they have with their team? On this episode, we talk to team leader Robbie Breaux, who shares how he and his team doubled in volume.
Takeaways + Tactics
-
For every team or individual meeting on your schedule, set aside a mirror time on your calendar to prepare and decide how to bring value.
-
Fiercely protect your culture-- it's very expensive to hire the wrong person.
-
Accountability is a two-way partnership. It's not about cracking the whip on your team.
At the start of the show, we talked about how Robbie and his team were able to double their volume in a year, and why it was so important for them to get better with their team meetings. We talked about how making your team track metrics improves the dynamic for the whole company.
We also discussed:
-
How to think and prepare for meetings
-
The virtual brokerage phenomenon
-
The key things Robbie’s team put in place that led to their success
Team accountability meetings don’t have to be groundbreaking. The fact that people have routines and metrics they are in charge of makes them accountable and keeps the meeting top of mind for the whole week. Ultimately as the leader, the amount of value you provide matters. That’s why you have to take the time to prepare and plan for the meetings and the one-on-ones you have.
Guest Bio
Robbie is the leader of the Robbie Breaux team, Lafayette, Louisiana’s Top Rated Local Real Estate Team. The team specializes in innovative marketing and advertising to get homes off the market in an average of fewer than 45 days. They work tirelessly to streamline the many tasks involved in real estate transactions. Go to http://www.robbiebreaux.com/ for more information or email robbie@robbiebreaux.com.
A lot of teams don’t really have a clear vision for how they manage their paperwork in their back office. How can tech help teams deal with this problem so they don’t max out at a certain number of transactions? How are CRMs motivating agents to engage with internet leads faster? What are we planning for as we look to the new year? On this episode, we answer these and other questions.
"If you’re an individual agent engaging leads, you should always be reaching out to your sphere. That’s going to be your biggest return on investment." -Jeff Cohn
Takeaways + Tactics
-
The most successful lead conversion with an internet lead happens with the first 3-5 minutes of the lead registering.
-
Define how much it costs to generate one lead, and how much profit you can make from each lead you generate.
-
An internet lead typically takes 6 months in incubation until it goes under contract.
At the start of the show, we talked about tech trends that caught our eye, and how CRMs are trying to come up with strategic ways to motivate agents agents to make initial calls to leads. Next, we talked about challenges in process management and the importance of tracking and being clear with your numbers. We also discussed how much time you should be willing to put towards a lead source you’re testing out.
We also discussed:
-
How we plan to help our agents maximize their lead sources
-
Our 2018 focus from a business standpoint.
-
Hiring a full-time recruiter
We always want people to have realistic expectations of what we should be accomplishing because it empowers agents and teams to do better. You should know how much it costs to acquire a lead, and how much you get back from it. We have to choose between investing on time and investing on money. We all are limited on time, but we’re not always limited on money. If you can find a way to spend money on lead gen that is a systematic approach, that will return a positive turn on investment.
Many people equate a business that runs systematically with being the McDonald’s of real estate. How should we think about systems in the business? How can you bring value so that your brokerage does well? Why is it so necessary to execute on your value proposition well? On this episode, we are joined by Jack Cotton who shares how he’s been able to build long-term success and a business that goes the distance.
"The more you can create systems that make the agent’s life easier, the less turnover you’re going to have in your business." -Jack Cotton
Takeaways + Tactics
-
Most people who want to buy teams won’t want to buy a C-corp. They’d much rather buy an S-corp because they want to do an asset sale instead of a stock sale.
-
Vacation markets with longer seasons typically do well.
-
Real estate agents are always going to be relevant.
At the start of the show, Jack shared how he manages his team and gave some background information on selling it. Next, he gave us some information on the Cape Cod market and other vacation markets. Jack also talked about how his team adopted technology early, and one of the biggest things agents get wrong about the business.
We also discussed:
-
Valuation of teams vs. brokerages
-
How to deploy capital so you can keep getting a return after selling your team
-
Why creating systems reduces turnover
Some people in real estate don’t understand the importance of having a value proposition. Not only is it critical to have a value proposition, but it also must be clearly communicated and executed. Too many brokers fail to offer great value to their agents and their clients, and can’t get people to stay. It is necessary to have a clear value that you bring to the market, because that will attract people more than any splits and commissions.
Guest Bio-
Jack Cotton is a Luxury Real Estate Expert, Agent and Author. He founded Cotton Real Estate, now Sotheby's International Realty, in 1974 and has overseen thousands of purchases and sales of Cape Cod properties. Go to http://www.jackcotton.com/ for more information or to buy his book.
Every expansion office is a new business and should be treated as such. Why is it so critical to expand with people you align with behaviorally? What indicators can you use to identify a good expansion partner? What are some of the key factors you need to know about a potential expansion office? On this episode, we are joined by broker, COO, coach and expansion expert Lisa Archer, to discuss lessons she’s learned from 3+ years of expansion.
"You can’t manage what you don’t measure." -Lisa Archer
Takeaways + Tactics
- There are two reasons you fall out of business with someone: you’re either no longer on the same business plan or you have a culture issue.
- Treat every expansion office like you’re starting a new business.
- Always look out for people who are willing to get educated, learn and grow.
At the start of the show, we talked about why it’s so important to find people who are like you when it comes to expansion, and Lisa shared the two reasons that lead to business partnerships breaking down. Next, we discussed how to attract the right people and the best ways to find them. Towards the end, Lisa spoke about why appointments are so important.
Lisa also shared:- Why she doesn’t like the word “recruiting”- How to enter a new market - Her “Fail Forward Friday Call”
Expanding into new territory can be complicated when people don’t have similar behavioral profiles. This can easily lead to culture issues or differing visions and plans. It becomes so much easier when you work with people who align with you. Before you enter into a new market, make sure you know the details of your own business. Every number that you track tells a story about your business, and you have to be adept at reading them. It’s also beneficial to know everything you can about the new office, nuances included.
Guest Bio- Lisa is a licensed NC & SC Realtor and COO of Live Love Homes with Keller Williams. Currently Live Love Homes has expansion teams in multiple markets. Lisa was named as one of Inman News 100 Most Influential in Real Estate 2013 and 2014, Swanepoel Power 200 and sits in Gary Keller's top 100 Mastermind Group. Go to livelovehomes.com for more information or go to http://unbouncepages.com/book-lisa-to-speak/ to book Lisa.
Many agents find themselves frazzled by the process of trying to grow. How do you break out of the hamster wheel and start running less as a job and more as a business? How do you set up the accountability piece for your team? How can you increase the conversion of your leads? On this episode, Logan Boyce joins us to talk about putting the right pieces in place to grow beyond 40-50 deals.
It’s just about plugging in 100%. Do not, under any circumstances, reinvent the wheel. -Logan Boyce
Takeaways + Tactics
- If you’re a visionary, finding your “implementor” will unlock massive success.
- When you have designated lead days, conversion goes up because your team is dedicated to that one thing, and they can reply immediately.
- You have to prove that you can actually implement the system without changing it.
- 80% of the value of one-on-one meetings is the broker subconsciously knowing they have to get things done before the accountability meeting.
At the start of the show, we talked about the struggle agents face to break out of the 50 deal trap. Next, we talked about why you shouldn’t reinvent the wheel, and the limiting beliefs that hold people back from leveling up. Towards the end, we talked about the golden rule that will get more people interested in your team.
We also discussed:
- Lead days and how they increase conversion
- Why team leaders don’t have purposeful weekly trainings
- How to hold agents accountable
Getting over the 40-50 deal mark is hard, and it must start in your mind. Many people have limiting beliefs that they’re not capable of more, so instead of choosing to aspire to greatness, they just choose a life of mediocrity. Succeeding can be simple if you apply yourself over a long period of time and create great systems for you and your team. You need to know the value your team offers, have the processes and leads that will make you more successful, and have a strong accountability piece in place. This is how you’ll attract more people and get more of the market share.
Guest Bio-
Logan runs the Boyce Team out of Quebec, Canada. To get in touch or learn more go to http://teamboyce.ca/ or find him on Facebook.
There are a lot of millennials and Z-generation agents in real estate who are starved of good leadership. How do you build the kind of culture that attracts these people and makes them want to stay? What does it take for you to be the kind of leader that can carry this kind of organization? On this episode, we talk to Rhyan Finch, a team leader who has managed to build a culture that truly provides value.
Takeaways + Tactics
-
Brick-and-mortar real estate agencies aren’t going away, but they will likely condense as virtual agency structures develop.
-
For a team to function, the leader has to step in and provide the value a brokerage would provide.
-
People want engaged leaders, even if it means being told they’re not doing something correctly. They understand the need for good coaching and appreciate the time spent.
When it comes to deciding whether to break away on your own or join a brokerage, you need to understand your individual business and look at the value a brokerage can offer you. If you’re already doing coaching and process management, a brokerage might not be necessary. The future of teams is being able to appeal to Z-gen and millennials because those agents will attract the people that are buying property now. Millennials and Z-gens who are currently buying homes need to have people who can appeal to them and be at their level. To stay relevant, you need to start hiring those people.
A lot of brokers and potential team leaders fear that they’ll lose people if their leadership isn’t the right fit. How do you know if people will be happy with you running the show? What is the right mindset you should apply to this limiting belief? What is the trajectory of going from broker owner to CEO? On this episode, team owner, author and podcaster Karen Briscoe shares how she got back in the game and ended up buying a team that now does 100+ deals a year.
Takeaways + Tactics
-
Make sure that what you’re pouring your marketing money into is actually serving your target market.
-
A lot of business books are information heavy, but they don’t inspire you to change your behavior.
-
Charity events can help you define the kinds of people you want on your list.
You don’t live in a vacuum, and can’t expect to drop back into the workforce without keeping up with things like tech and trends. Coming in with your own leads is one of the most powerful ways to start the game ahead of everyone else, and it’s part of what made Karen a candidate to buy her team. Don't let the fear of losing personnel deter you from making a move like buying a team. If you are valuable and put the right people in place, more people will be attracted to your team
Teams are built on recruiting, training, and retaining by offering value. What is the best way to create value for the leaders within your team so they don’t leave? What is a virtual boardroom and how can it help you improve as a leader and as a team? How do you generate up to 1,000 […]
Team leaders want their operations to run so smoothly that the business can still run in their absence. How do you build the infrastructure that can allow you to grow your team? How can you determine whether you should recruit more people or not?
The majority of people in real estate aren’t taking advantage of the opportunities in additional businesses. Why is vertical integration such a powerful thing when you run multiple businesses? What are the three key roles of a business owner/CEO?
A lot of real estate team owners discourage their top agents from running their own teams in fear of creating competition. Why do the best leaders strive to create other leaders? What is the practical process of transitioning out of sales?
Most people take the path of least resistance or give up way too quickly when challenged. How do you stay motivated and follow through with the actions that will lead to success? Why do you need to find the right people to associate with?
99% of residential real estate agents help other people buy houses, but don’t invest in real estate on their own. How can you start using your disposable income more effectively? How do you build your team, get the right people on the bus,
9 out of 10 entrepreneurs don’t have a plan for investing their disposable income in anything other than their own businesses. Why does this leave you at great risk when the market shifts? Why is finding the right people to leverage so important if you...
People assume agents are going to love the leads and work them the same way, but they usually cherry pick them. How do you nip this team dysfunction in the bud? How do you build a cohesive culture? Why is it valuable to run your team like a brokerage?
A lot of people think once they are producing $50 million, they need to start their own brokerage or franchise. How can this mindset actually steer you in the wrong way? How can you fine-tune recruitment to increase retention?
Most expansions are typically based on the generation of massive buyer leads. Is it possible to expand on seller leads? How do you simplify managing ISAs? What’s the key to building a successful team? On this episode, CEO of RealEstateInvestor.com Gary Boomershine shares his perspective on team building and lead generation lessons from sending 450K […]
Some of the most successful teams take a lot of time and effort to build. What are the best recruiting practices to follow? How can we make sure that newly hired agents will fit the bill? And what happens when you go up a level and recruit a full-time ...
What are the biggest lessons you can learn from your biggest failures? What is the “sell a home, save a child” initiative? Why is culture fit so important in getting your team dynamic right? On this episode,
Agents who don’t want to work the leads they have don’t have respect for themselves. How can teams prevent having people like that in their ranks? What type of leads are most effective for teams to leverage? What are the pillars of a successful growth business? On this episode, we are joined by Tom Cafarella […]
Most real estate organizations don’t have leaders, they have managers. What are the pieces they are missing that affect how dialed in agents are, and how successful the team will be? How do you incentivize agents to work on the business as much as they work in the business? On this episode, we go deep […]
An ISA can keep between 3 and 5 sales agents busy. What salary and commission should they be working off? What traits should leaders look for in an ISA? Should you build that department first? On this episode of the Team Building podcast, Andy Herrington shares his experience with ISAs, tactics to optimize the department […]
Real estate agents need babysitting. How do you provide the culture and environment that makes them want to work and stay with you over the long run? What are the pros and cons of opening your own brokerage? On this episode, Kyle Whissel, founder of the #1 real estate team in San Diego County, talks about running […]
Mega-agents and mega-teams need mega support. How do high level EAs differ from COOs? How can mega-teams grow fast enough to keep the personality profiles of COOs occupied and engaged? On this episode we go deep on what makes stealth COOs tick, how to hire for the role and the common mistakes people make. Christy […]
After opening several traditional expansion locations in 2016 with varying degrees of success, Andy shares his takeaways on behavior profiles, getting agents to take action and the difference between hunting for business and hunting for relationships. https://s3-us-west-2.amazonaws.com/eliterealestatesystems/AndyKuenyMarch2017.mp3 We want to foster the kind of group environment where [our expansion agents] get 15 ideas from 15 […]
How do you systematically build a team without taking on too many agents? Can the same model work for building a brand in the luxury market? On this episode, Kelly Cook talks about the engine of his business, what he’s learned through building his own team, what he implements, and learning leadership from football coaching. […]
Real estate teams often struggle to take on and train new employees while maintaining momentum in a growing business. In our latest episode, Greg Dallaire, a successful broker with a corporate background based in Green Bay, Wisconsin joins us to share his alternative team building strategies. https://s3-us-west-2.amazonaws.com/eliterealestatesystems/GregDallaire.mp3 The reason we have a team is that […]
Most expansion teams we run across are built on buyer lead generation or teaching agents to work their sphere. On this episode Scott Kooiman, VP of Operations, shares the farming strategies they use, and how they’ve made it profitable to expand though farming and direct mail advertising. https://s3-us-west-2.amazonaws.com/eliterealestatesystems/ScottKooiman.mp3 TThe goal of farming is doing it […]
How did the Josh Vernon group double their sales in just one year? On this episode, Josh Vernon Group partner, Jamey Reynolds goes deep on the technology, systems and training behind their success, including how they cater to their Southern market and lifestyle-oriented agents while still going for big volume goals. https://s3-us-west-2.amazonaws.com/eliterealestatesystems/JameyReynolds.mp3 To build a […]
How do you build an ISA team that generates high-quality appointments while staying profitable? Are you even fishing in the right pool when you hire an ISA? In our latest episode, ISA team leader, expert and consultant Dale Archdekin shares how providing ISA’s bridges the gap between what a traditional broker provides and what a modern […]
The executive assistant/operations manager drives a team’s goals forward, runs with the system and solves problems. What are the key values and traits required in this key hire, and how can teams integrate personalities and get the most out of the dynamic? On this episode of the Team Building Podcast, we discuss this with Picket […]
What’s the foundation of your expansion? Is it lead generation, talent, location, consulting or coaching? In our latest episode, Chris Suarez shares how his group has expanded to every quadrant of the country by building a coaching and consulting platf...
How do you scale up a team based on referrals and repeat business? Andy Peters’ team in Georgia has done just that. In this episode of the Team Building Podcast, Andy takes us behind the scenes on the systems, structure,
As a business grows it experiences lots of shifts, many of which are in staff roles and team responsibilities. From an operations standpoint, what are some of the key challenges to team alignment and communication? Lori Little,
In growing a team that closes $90 million in volume in a year, what are the building blocks that make the team strong and hold each member, from leaders to agents accountable? On this episode, we talk to top producing agent and team leader Brett Tanner...
The modern workplace has become more flexible, and nothing shows this more than the rise of the remote employee. When you run a team of people based in different places, how do you pull all the pieces together and create cohesive whole?
When you’re running a team or a brokerage, what’s the best approach to leverage, recruiting and talent development? If you start a brokerage what should you expect when you’re starting out and how do you choose between buying into a franchise or settin...
Teams are made of up people with different skill sets, personalities, needs and ways of working. How do the different personality profiles get on the same page and partner up to achieve the vision for the business? This week,
Without solid systems in place and excellent tracking of people and numbers – teams can find themselves plagued with communication issues and crossed lines about roles, duties, tasks and processes. What are the key metrics and details an operations per...
Many agents get into the business for scheduling flexibility and family time, but struggle to get the support they need. How can team owners and companies motivate these agents and allow them to thrive? This week’s guest Marguerite Crespillo answers th...
A lot of agents get into 50-50 partnerships because they believe it’s a way of avoiding risk, but how does this misunderstanding affect how well partnerships actually do? We talk to Karen Cooper about how she built her own partnership,
How does a new Operations Manager handle the challenges of moving to a new CRM, training agents and implementing systems? On this episode we discussed this with Orlando-based manager Sahara Embry who provided her go-to tactics,
What does it take to scale your team around the country? Krista Vanderford of the Five Doors Network shares some of their keys to success, from systems and departments to metrics and financial tracking. x https://www.youtube.com/watch?
What are the main challenges for the Operations Manager in a real estate office? The role requires a person who pays attention to productivity, systems and planning, to ensure goals are met. Gain insight into how Kevin McGowan and Michael Wolters handl...
Lead conversion comes down your follow up system, but how do you make sure your agents are following that system? Andy Kueny, Success Manager for Elite Real Estate Systems, explains how his weekly one-on-one meetings improve lead conversion and exactly...
Instant response and systematic follow up. According to our guest experts, that’s where the money is in lead conversion. Where the industry standard is about ½ of 1%, putting systems in place to execute in these two areas could explode your ROI and cha...
Everyone talks about rockstar agents, but is that your best-case scenario? In the first episode of our Team Building Podcast, Jeff Cohn shares the 3 types of real estate teams and why you should strive to be a CEO, not a rockstar. x https://www.
Watch the On-Demand Replay After 2 years out of production, Jeff has started taking listing presentations again in 2016. Even for a team owner, a listing presentation is your highest dollar activity if all you do is the list pres and turn it over to yo...
Watch the On-Demand Replay Many mega agents and team leaders struggle to keep their pipeline filled with potential agents. Others find good agents and then struggle to retain them. In this special mastermind hangout,
Watch the On-Demand Replay You’ve worked hard to master the business and you finally have a model that scales. Now it’s time to plug in amazing people and take over the world. So how do you create a culture of success that attracts and retains those pe...
Watch the On-Demand Replay As a solo or rainmaker agent, it’s up to you to generate leads and bring in new clients. In our latest hangout, we share some of our strategies to generate leads that are either free or low-cost enough to be accessible to sol...
Watch the On-Demand Replay As a team leader, you’re looking for every advantage in the market, and in our latest Hangout we shared a few high-leverage, low-cost marketing strategies you can implement across your team. x https://www.youtube.com/watch?
In the latest installment of the Elite Real Estate Systems Hangout we’re talking internet lead generation. We go in depth on which lead sources are the foundation of our flagship team, Omaha’s Elite Real Estate Group and even show our actual ROI tracke...
In the latest edition of the Elite Real Estate Systems Hangout, we go deep into the first of Gary Keller’s two keys to expansion – a leveraged, transferrable lead generation machine. Click to Play the Audio version,
In our latest Team Building Hangout you’ll learn how to generate and convert real estate leads at 3% consistently with great systems and accountability. Click to Play the Audio version, or click the download icon to listen later: https://s3-us-west-2.
In this special Google Hangout for new and up-and-coming agents, you’ll learn how to build a six-figure real estate business by training your sphere to refer people to you, how to add prospecting in 5 different “buckets” to hit every major lead source ...
In this special live Google Hangout, we go deep into team building, new real estate agent training, accountability and systems that allow you to build a dominant team without recruiting or relying on rainmaker agents. Click to Play the Audio version,