The Real Estate Sales Podcast: Recent Episodes
Jimmy Burgess
The Real Estate Sales Podcast is designed to provide actionable strategies that can be applied immediately in your real estate business. We will strive to educate, inspire, and entertain you in a way that helps you build the real estate business of your dreams! From interviews with top producing agents and industry leaders to quick tips on how to grow your business. There has never been a better time to build and grow a real estate sales business! This podcast will help you grow and build faster.
Are you a real estate agent looking to revolutionize your business in today's digital world?
With Chat GPT, the possibilities are endless. Imagine having the power to generate leads, craft compelling property descriptions, and even optimize your social media presence—all at your fingertips.
Today, Jimmy Burgess dives into the top ten Chat GPT prompts designed to elevate your real estate game. Tune in and explore how to efficiently leverage AI to supercharge your real estate business and leave your competition in the dust.
Prompt 1: Generating Listing Leads
- “Act as an expert real estate agent business coach. I'm a real estate agent who would like to generate two monthly listings in 2024. Provide me with 20 strategies to help me generate the seller leads needed to take the two listings per month I have set as my goal.”
- Jimmy shares that providing a foundation such as roles, specific goals, and expectations allows you to receive better results from Chat GPT. So, be sure to include specific roles, goals, and expectations when writing your prompt.
Prompt 2: Buyer Lead Generation
- “Act as an expert real estate marketer and provide me with 20 creative ways to generate real estate buyer leads in the current market environment.”
- You may receive more details on specific ones; if others need to be more detailed for you, go back and tell Chat GPT to clarify.
Prompt 3: Online Review Generation
- “Act as an expert copywriter specializing in work with real estate agents. My goal is to increase the number of reviews on my Google Business profile page. Provide me with an email to past clients thanking them for their business and asking them to click on the link provided to leave a Google Business Review. The tone for the email should be conversational and gratitude-driven, based on them doing business with me in the past. Also, provide me with three email subject line options for this email.”
- Jimmy discusses that reviews are not only for businesses. The more reviews you have, the more likely buyers will work with you because it gives them confidence that you’re the right agent for them.
- You can use this prompt to develop an email template to request Google Business reviews from past clients.
Prompt 4: LinkedIn Article Creation
- “Act as an expert real estate copywriter and provide me with a LinkedIn article with seven things a seller should do before listing their home for sale in your city in the spring. Number seven in the article should be to call and insert your name for free, no-obligation valuation analysis, and a list of things that can be done to the home prior to listing it to maximize the sales price. Number seven in this list should be a strong call to action.”
- Acting as a real estate copywriter allows you to craft LinkedIn articles tailored to your target audiences, such as potential sellers in specific market conditions.
- This prompt encourages the creation of engaging content with a strong call to action, enabling real estate professionals to attract potential clients.
Prompt 5: Social Media Content Creation
- “Provide me with 20 Instagram post ideas to showcase me as the local real estate expert in [insert your city]. The goal of these posts is to increase engagement with the actual post and followers to my page.”
- You can use ChatGPT to develop 20 social media ideas to position yourself as a local expert, ultimately boosting engagement and follower counts.
Prompt 6: Business Growth Strategies
- “Act as an expert real estate business coach. My goal is to increase my real estate sales business by 20% in the coming twelve months. Ask me as many questions as you need to understand my current business so you can provide me with the strategies and a plan of action that will help me achieve my goal of growing my business by 20% in the next twelve months.”
- “Feel free to ask me as many questions as you need to get an understanding of my business so that you can provide me with the best answer possible.”
- Jimmy recommends using ChatGPT to develop strategies for growing a real estate business by 20%.
- This prompt encourages agents to work with ChatGPT to understand their current business and develop customized growth strategies.
Prompt 7: Optimizing Social Media Bios
- “Act as an Instagram expert specializing in helping real estate agents grow their Instagram following. Ask me any questions you need that will help you write a compelling bio for my Instagram page that will increase my follower count.”
- Real estate professionals can increase their follower count across various platforms by requesting assistance in creating compelling social media bios and a strong online presence.
Prompt 8: Client Appreciation and Referrals
- “Give me 20 creative ways to say thank you and to show my appreciation for that and their business.”
- This ChatGPT prompt allows real estate agents to foster client satisfaction and generate valuable referrals for future business.
Prompt 9: Compelling MLS Home Descriptions
- “Act as an expert real estate copywriter specializing in writing MLS home descriptions. Provide me with three MLS descriptions: one written in a conversational tone, one in a professional tone, and one in a luxury tone. Use the previous MLS description below for details of the home, but make sure the descriptions you provide are unique. Here is the previous MLS description, and then you enter it there.”
- Real estate professionals can leverage ChatGPT to develop three unique MLS descriptions tailored to conversational, professional, and luxury tones to make listings stand out.
Prompt 10: Marketing Price-Reduced Properties
- “Act as an expert marketer specializing in real estate marketing. Give me 20 creative ways to market a home with a recent price reduction.”
- Lastly, ChatGPT can help real estate marketers develop innovative marketing strategies for properties with recent price reductions, ensuring increased visibility and potential sales.
Embracing ChatGPT's capabilities in real estate, as demonstrated by Jimmy, provides a vast array of tools and strategies to elevate a business. Using the prompts in this session, real estate professionals can create efficiencies, generate leads, enhance client appreciation, and expand their online presence, propelling their success to new heights.
"The opportunities to create efficiencies in your business, and also to generate ideas on how you can better serve your clients are right at our fingertips like never before with Chat GPT." - Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
You must have a plan to succeed in your real estate business. Going into it blindly will set you up for failure; of course, this is something you want to avoid.
Listen to this episode of "The Real Estate Sales Podcast" to help you develop a strategic plan of action to thrive in the changing market. Host Jimmy Burgess emphasizes that the best in the is yet to come and provides a comprehensive approach to ensure continued success and growth.
Let's dive into the key points and actionable steps outlined by Jimmy.
Believe in Possibilities
- Jimmy stresses the importance of belief in one’s potential and the possibilities for success in the real estate business.
- He encourages realtors to observe others who have achieved greater success, acknowledging that belief influences actions, prompting individuals to pursue uncomfortable tasks confidently in future results.
Educate for Success
- Jimmy highlights education as a crucial component of success.
- He prompts real estate professionals to enhance their skills, knowledge, and understanding of the market to align with their beliefs and improve the chances of achieving desired outcomes.
Take Action
- Taking action is vital, and Jimmy advises against waiting for the perfect moment.
- He encourages realtors to take steps, expressing that momentum builds as actions are initiated.
Control Your Schedule
- Jimmy underlines the significance of purposeful scheduling, outlining the value of time-blocking for prospecting, learning, and client follow-ups.
- Taking control of one’s schedule is foundational to advancing a real estate business.
Identify and Serve Ideal Clients
- Understanding and identifying ideal clients is critical in providing valuable services.
- Jimmy emphasizes the importance of studying ideal clients, learning about their preferences, and seeking to add value to their lives.
Differentiate with Unique Value Proposition
- Real estate professionals must define their unique value proposition to set themselves apart from the competition.
- Jimmy explains the significance of differentiating oneself as the obvious choice for potential clients.
Total Immersion in Client's World
- Real estate professionals are encouraged to immerse themselves in their ideal client's world, participating in activities and clubs where their clients are present.
- This strategy facilitates building strong connections and understanding client needs, thus enhancing the ability to provide specific and valuable services.
Try and Host Open Houses
- Jimmy advocates for trying various business activities and actively hosting open houses.
- He highlights that open houses engage potential buyers and sellers and provide insights and opportunities for building a client database.
Create Systems for Follow-up
- Establishing a robust follow-up system to ensure no leads fall through the cracks is essential in converting potential leads into successful business transactions.
- Jimmy emphasizes the need for consistent follow-up through various communication channels.
Overcome Setbacks
- Dealing with setbacks is part of the real estate business, and Jimmy advises facing challenges head-on, maintaining a forward-moving mindset, and consistently adding value to the market.
Make Calls and Commit to Consistent Effort
- Create a habit of making real estate-related calls.
- Jimmy highlights the direct correlation between these conversations and business transactions.
Immerse in Business for 90 Days
- Jimmy suggests dedicating 90 days to going all-in on one's real estate business, focusing on outbound calls, client understanding, and content production.
Jimmy's strategic plan provides a roadmap for realtors to thrive in the current market and surpass previous levels of success, ensuring the best is indeed yet to come. Embrace a higher level of action, continuously improve your skills, and take steps to enhance client service. These actions will help you see the results you want in your business.
"The people that overcome anything that this business throws at them, that keep moving forward, that keep adding value, that keep finding ways to bring value to the marketplace, are going to be the people that will have a future that is brighter than their past." - Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
It's difficult to grasp some concepts when starting in a new field, no matter how many times you review them. In this episode of "The Real Estate Sales Podcast," host Jimmy Burgess shares six paradoxes in real estate. Tune in to discover what they are to help grow your real estate business.
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Giving Paradox
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People nowadays believe that if they want something, they have to go get it.
- However, Jimmy discovered this may not always be the case. Instead of always being out there selling, figure out how you give value.
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Jimmy shares ideas and examples within the episode.
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Growth Paradox
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The time it takes to build your real estate business will take longer than you thought it would. However, you'll start seeing growth quickly once you put in the work.
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Think back to when you felt as though you were stuck in life, and then, out of nowhere, everything you wanted came to fruition. Apply this concept to your business, and you'll see growth within no time if you're doing the work.
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Problem Paradox
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You may view problems or difficulties as something negative, but in reality, they’re opportunities.
- Challenges are chances to deepen relationships, show value, and prove that you can move your business forward.
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Always trust the process and create relationships to bring positive opportunities.
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Selling Paradox
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The less you try to sell to someone, the more they will try to buy from you.
- When you’re not pushing someone to decide, clients can determine what they feel is best for them.
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Jimmy shares how you can give information to clients to help them make their own decisions.
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Money Paradox
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To make money, you have to spend money. You may think of holding onto the money once you start making it, but investing it into your real estate business is better.
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For example, if video production brings you money, consider investing more in it. Eventually, it will help you grow your business and triple your income.
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Fear Paradox
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What you fear the most is what you must do to help your business grow.
- What are you afraid to do? Is it making phone calls, making video content, or putting yourself on social media?
- Whatever it is, push your fear aside and start doing it, as it will help you take your business to the next level.
Jimmy Burgess always shares excellent real estate sales advice. Subscribe to the podcast to help you succeed in your real estate business.
“The more that you give, the more you will receive.” - Jimmy Burgess
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Don't you hate it when someone doesn't tell you everything you need to know, especially within the real estate industry?
You want a broker who is honest with you no matter how hurtful the truth may be. However, most don't have the heart to tell the truth when the real estate market isn't going so well.
In this "The Real Estate Sales Podcast” episode, host Jimmy Burgess shares five things real estate agents need to know. Subscribe and hear what your broker is too nice to tell you.
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The Market Is Getting Tougher
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Jimmy discusses how the real estate market is challenging, and most agents cannot handle the difficulties.
- When things get tough, don't become soft; push through the challenges you're facing.
- Jimmy also says it's better to face the challenges because when you wait for life to give you whatever, it will typically give you the worst.
- Start being proactive. Make those phone calls or host that open house you've been putting off.
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Now is the time for you to take action and bring positive changes.
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You’re Blaming Everyone and Everything
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Take ownership instead of pouting about what someone did or a bad situation.
- You can't change what happens or make others do something they don't want to do.
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Focus on what you can do to create a better outcome.
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You’re Playing Small
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Stop with the negative self-talk. It's holding you back from achieving your goals.
- You may be afraid that someone will hang up or be angry that you called them. Even if it happens, it's not the end of the world. You can always call another prospect.
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Those who push past their fears while others stay in them will be more likely to succeed.
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Agents Are Reacting Incorrectly to Adversity
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Remember, adversity means opportunities.
- How will you handle things when things don’t go your way? Are you going to freeze and throw the towel in? Are you going to figure out solutions? What about increasing your communications with clients?
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Jimmy shares that this is the perfect time to build deep relationships with brokers, sellers, and clients.
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Do Different Things in 2024
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The things you did in 2023 may not work in 2024. Pay attention to your actions from last year and figure out how to expand on them.
- The real estate market is constantly evolving, so you must be willing to make positive changes to keep your business afloat.
- Also, consider the things you have yet to try that you can do this year. Jimmy shares some ideas that real estate agents can do to help improve their success.
Jimmy shares these tips to help struggling agents. Now is the time to take action in your real estate business. If you want different results this year, subscribe to The Real Estate Sales Podcast.
“Remember, four fingers are pointing back at you when you're pointing one at someone. You're in control of your situation. Take action, and things will change.” -Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Don't you hate it when someone doesn't tell you everything you need to know, especially within the real estate industry?
You want a broker who is honest with you no matter how hurtful the truth may be. However, most don't have the heart to tell the truth when the real estate market isn't going so well.
In this "The Real Estate Sales Podcast” episode, host Jimmy Burgess shares five things real estate agents need to know. Subscribe and hear what your broker is too nice to tell you.
-
The Market Is Getting Tougher
-
Jimmy discusses how the real estate market is challenging, and most agents cannot handle the difficulties.
- When things get tough, don't become soft; push through the challenges you're facing.
- Jimmy also says it's better to face the challenges because when you wait for life to give you whatever, it will typically give you the worst.
- Start being proactive. Make those phone calls or host that open house you've been putting off.
-
Now is the time for you to take action and bring positive changes.
-
You’re Blaming Everyone and Everything
-
Take ownership instead of pouting about what someone did or a bad situation.
- You can't change what happens or make others do something they don't want to do.
-
Focus on what you can do to create a better outcome.
-
You’re Playing Small
-
Stop with the negative self-talk. It's holding you back from achieving your goals.
- You may be afraid that someone will hang up or be angry that you called them. Even if it happens, it's not the end of the world. You can always call another prospect.
-
Those who push past their fears while others stay in them will be more likely to succeed.
-
Agents Are Reacting Incorrectly to Adversity
-
Remember, adversity means opportunities.
- How will you handle things when things don’t go your way? Are you going to freeze and throw the towel in? Are you going to figure out solutions? What about increasing your communications with clients?
-
Jimmy shares that this is the perfect time to build deep relationships with brokers, sellers, and clients.
-
Do Different Things in 2024
-
The things you did in 2023 may not work in 2024. Pay attention to your actions from last year and figure out how to expand on them.
- The real estate market is constantly evolving, so you must be willing to make positive changes to keep your business afloat.
- Also, consider the things you have yet to try that you can do this year. Jimmy shares some ideas that real estate agents can do to help improve their success.
Jimmy shares these tips to help struggling agents. Now is the time to take action in your real estate business. If you want different results this year, subscribe to The Real Estate Sales Podcast.
“Remember, four fingers are pointing back at you when you're pointing one at someone. You're in control of your situation. Take action, and things will change.” -Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
How can you make more money in real estate in 2024?
Subscribe to the Real Estate Sales Podcast to find out. In this week’s episode, host Jimmy Burgess shares a top 5% blueprint to build a thriving real estate business in 2024.
He outlines seven specific skills that hold the potential to elevate one's entrepreneurial journey to unprecedented heights. Tune in to hear how personal development helps real estate agents make more money.
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Embracing Artificial Intelligence and Chat GPT
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Real estate agents must leverage AI technology to streamline business operations and enhance marketing strategies.
- Jimmy emphasizes the significance of creating efficiencies in the real estate business by seeking knowledge through podcasts and online resources.
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Taking the time to become an expert in Chat GPT will maximize your business opportunities.
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Producing Engaging YouTube Video Content
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Remember, YouTube is the second largest search engine. Jimmy shares that agents must create searchable video content to establish a compelling personal brand.
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He encourages understanding the specific topics that potential clients search for, such as neighborhood insights and provides examples of successful agents who have harnessed this skill to generate significant listings and contracts.
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Crafting Compelling Social Media Content
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Jimmy highlights the unparalleled potential of social media in building a personal brand and staying top of mind with clients.
- He recommends observing successful agents in diverse markets and learning from their strategies to tailor engaging social media content.
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Learning from successful real estate agents helps emphasize the value of consistent posting to foster client relationships and generate brand recognition.
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Sharpening Negotiation Skills
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In light of the evolving real estate market, Coach Jimmy stresses the importance of honing negotiation skills to navigate the challenges of securing and maintaining contracts.
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He advocates for a win-win negotiation approach to add value for clients and distinguish oneself as a trusted professional in the industry.
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Cultivating Referral Relationships
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Jimmy emphasizes the art of seeking referrals in genuine client relationships and positioning oneself as a trusted friend rather than just a salesperson.
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Agents who build a personal brand encourage satisfied clients to become enthusiastic advocates, resulting in a steady influx of high-quality referrals.
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Optimizing Google My Business
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Having a Google My Business page will help bring organic traffic to your real estate business.
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Jimmy shares strategies to maximize reviews, upload compelling photos, and integrate social media content to enhance visibility and attract organic leads.
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Enhancing Communication Skills
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One of the keys to a successful real estate business is developing effective communication skills.
- Start by improving your public speaking, try phone communication, or email outreach.
- Jimmy shares that clear and confident communication will engage potential clients and establish professional credibility.
This week’s TRES episode shares a powerful message that will transform your restate business skills. Jimmy's top 5% blueprint will help you evolve and hone essential skills to achieve success.
"Make sure that you're following up with these folks, you're checking in, you're giving value and make sure that you're the agent they think of when they get ready to possibly list their home for sale." - Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The new year is here, and you have no reason to still struggle as a realtor. It’s time to boost your marketing skills to ensure your bills stay paid throughout 2024.
The best way to do this is to listen to this episode of “The Real Estate Sales Podcast.” In this episode, Jimmy Burgess emphasizes the importance of personal development in growing your real estate business.
He shares seven crucial skills that real estate agents should focus on developing in 2024 to take their business to a whole new level. These skills involve leveraging technology, creating engaging content, mastering negotiation, and building strong client relationships.
Skill 1: Mastery of Artificial Intelligence and Chat GPT
- Coach Jimmy stresses the significance of becoming astute in artificial intelligence, specifically Chat GPT, to optimize business efficiency.
- He encourages listeners to explore various resources, such as podcasts and online tutorials, to understand how to leverage Chat GPT in real estate.
- Agents can maximize content creation, marketing, and promotion opportunities by becoming experts in artificial intelligence in 2024.
Skill 2: Creation of Engaging YouTube Video Content
- The episode highlights the importance of producing compelling video content for YouTube, the second-largest search engine.
- Jimmy recommends creating searchable content that aligns with potential clients' needs, such as information about specific neighborhoods and essential considerations when moving.
- He references Noah Escobar, who generated substantial business through YouTube videos, underscoring the potential impact of mastering this skill in 2024.
Skill 3: Development of Engaging Social Media Content
- Real estate professionals must leverage social media to build their brand in 2024.
- Jimmy suggests seeking inspiration from successful agents and influencers in other markets to understand effective social media strategies.
- Additionally, he recommends following industry leaders like Jason Pantana, Tom Ferry, and Haley Ingram to learn the best practices in social media content creation.
Skill 4: Mastering Negotiation Techniques
- Jimmy emphasizes the significance of honing negotiation skills, especially in the current real estate landscape.
- In 2024, buyers are discerning, and sellers are demanding higher prices.
- Jimmy references the book "Never Split the Difference" by Chris Voss, which advocates for finding win-win opportunities in negotiations.
- Enhancing negotiation skills increases the likelihood of successful transactions and satisfied clients.
Skill 5: Effective Referral Generation
- Jimmy discusses the art of asking for referrals in a genuine and non-intrusive manner.
- He emphasizes the importance of building relationships and creating a personal brand that organically motivates clients to refer business.
- Agents can build a network of raving fans by leveraging trust and rapport.
Skill 6: Optimization of Google My Business Page
- Jimmy discusses the importance of optimizing Google My Business page as a real estate professional. This will enhance your online visibility and attract organic leads.
- He provides practical tips, such as accumulating positive reviews, maintaining an active presence, and sharing relevant content on the platform.
- Agents can effectively drive potential clients to their websites by leveraging Google My Business.
Skill 7: Enhancing Communication Skills
- Finally, Jimmy emphasizes the importance of effective communication in all aspects of the real estate business. This includes client interactions, marketing, and public speaking.
- He encourages agents to improve their ability to communicate clearly and confidently through phone calls, emails, or public presentations.
- Enhanced communication skills can elevate an agent's professional image and contribute to business growth.
Continual self-improvement and skill development can help you achieve better results within your real estate business. Adapting these seven skills will elevate your performance in 2024 and significantly impact the industry.
“The best opportunity is to create a personal brand and become searchable where business begins to chase you instead of you chasing it." - Jimmy Burgess.
Resources
Google My Business for Realtors Explained
Realtor Google Business Profile Setup/Optimization for Higher Ranking
“People By You,” by Jeb Blount
“The Millionaire Real Estate Agent,” by Gary Keller
"Never Split the Difference" by Chris Voss
Toastmaster’s Communication Program
Jason Pantana
Tom Ferry
Haley Ingram: Coffee & Contract
Noah Escobar
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
One of the hardest things to do as a realtor is building leads. Sometimes, your methods get you five new clients a week; other times, you receive none.
But in this episode of “The Real Estate Sales Podcast,” you’ll discover 24 valuable methods to generate leads for real estate businesses. With the current market environment, having a steady flow of leads is crucial for success. Jimmy provides insightful strategies to help businesses grow and succeed in today's real estate landscape.
Using QR Codes to Attract Buyers
- QR codes have become more prevalent in the real estate industry, especially during the pandemic.
- They can be used on listings to provide additional details, capture leads, and promote content such as untold secrets for first-time homebuyers or crucial investor knowledge.
Producing Real Estate Searchable YouTube Videos
- Utilizing YouTube, the second largest search engine, to create location-specific content can attract potential buyers and sellers.
- Generating informative videos about neighborhoods, home selling tips, and local real estate trends can help establish credibility and attract leads.
Rocket Home Leads
- Jimmy introduces Rocket Home Leads, a lead generation tool where agents pay a referral fee at closing instead of upfront costs.
- This platform connects agents with pre-approved buyers who are actively searching in their area, providing a potential source for new leads.
Reengaging the Database
- Reconnecting with existing leads who may have become stagnant is essential.
- Sending personalized messages to reengage potential clients can reignite interest and lead to new opportunities.
Sending Unsolicited Video CMAs
- Personalized video CMAs can effectively showcase an agent's expertise and commitment to providing exceptional service.
- This method helped Jimmy generate over $11 million worth of listings in just a few months, demonstrating its effectiveness in lead generation.
Hosting Open Houses
- With an increasing number of people attending open houses, hosting these events can attract potential buyers and sellers.
- Promoting open houses to the local community and following up with attendees can lead to new leads and listing opportunities.
Reaching out to Airbnb Owners
- Engaging with Airbnb owners presents an opportunity to explore potential real estate transactions.
- Some owners may consider selling or acquiring additional properties, making them valuable leads for real estate agents.
Utilizing the Redfin Referral Network
- The Redfin Referral Network allows agents to receive leads without upfront costs, paying a referral fee at closing instead.
- This platform can potentially connect agents with motivated buyers and sellers, expanding their lead pool.
Geographical Farming
- Establishing expertise and consistency in a specific neighborhood can lead to a steady flow of listing opportunities.
- Jimmy emphasizes the importance of becoming the go-to expert in a particular area for potential leads and referrals.
Utilizing Chat GPT for SEO-Optimized Property Posts
- Leveraging AI tools such as Chat GPT to create search engine-optimized social media posts for property listings can significantly enhance visibility and engagement, attracting potential leads.
These are only ten lead generation methods, but if you want to hear more, be sure to listen to this TRES podcast episode. Jimmy's comprehensive strategies provide agents with actionable steps to generate a steady flow of leads, ensuring long-term business success and prosperity in the real estate industry.
"Having those conversations with those folks or if it's something that has just recently sold. Hey, this is Jimmy Burgess with Berkshire Hathaway Home Services Beach Properties of Florida. We just sold the house four doors down from you. Not sure if you saw the details of this, but it's absolutely going to affect the value of your property. Did you get those details? This leads into conversations and allows us to find those opportunities for not only buyer leads, but also for potential listings as well." - Jimmy Burgess
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Are you ready to take your real estate business to the next level?
Geographical farming is a proven strategy for attracting potential clients and solidifying your presence in a specific neighborhood. But how can you ensure that your content not only adds value but also captivates the attention of your target audience?
In this episode, Jimmy shares invaluable insights on how real estate professionals can effectively engage their geographical farms through strategic content pieces. These seven essential content types are designed to add value and attract potential clients to your business, ultimately maximizing your geographical farming strategy.
Content Strategy Tips
- Before diving into the seven content pieces, Jimmy emphasizes two crucial factors to consider for every piece you send out.
- Firstly, ensuring that each content piece adds real value for the recipients is vital.
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Secondly, incorporating a clear call to action is essential to encourage engagement and interaction from the targeted audience.
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Visual Sales Update
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The first recommended content piece is a clear visual update on sales activities within the neighborhood.
- Jimmy provides insight into the specific information to include in this visual piece, such as the number of homes sold, average sales price, days on the market, and average price per square foot.
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Real estate professionals can effectively capture the attention of farmers by presenting this information visually.
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Local Vendor List
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Creating and distributing a local vendor list is the next valuable strategy discussed by Jimmy.
- He recommends compiling a list of trusted local service providers, including landscapers, plumbers, electricians, and handymen.
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Not only does this showcase your commitment to adding value to the community, but it also positions you as a trusted resource for essential homeowner needs.
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Testimonial Piece
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Utilizing testimonials from satisfied clients can be a powerful tool for building trust within the geographical farm.
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Jimmy underscores the significance of capturing client testimonials with accompanying photos when possible, as these authenticate your expertise and service quality.
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Community Video Link
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To fully establish oneself as an expert in the neighborhood, Jimmy recommends investing in a community video showcasing the area's highlights and attractions.
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Real estate professionals can demonstrate their deep knowledge and investment in the community by providing a link to this video through marketing materials and utilizing QR codes.
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Just Listed Postcards
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The time-tested strategy of sending out just listed postcards remains effective for showcasing your active involvement in the neighborhood.
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Jimmy explains how these postcards build trust and create opportunities for expanding your client base through potential referrals and buyer leads.
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Open House Flyers
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Jimmy provides insightful tactics for leveraging open house flyers into powerful engagement opportunities within the geographical farm.
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Real estate professionals can foster meaningful connections and drive attendance by strategically promoting exclusive viewing sessions for neighbors and conducting door-to-door visits to inform residents about upcoming open houses.
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Just Sold Flyers
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The final recommended content piece revolves around just sold flyers, highlighting successful transactions within the neighborhood.
- Providing proof of past success can solidify the credibility of real estate professionals and prompt homeowners to consider their services in the future.
Geographical farming remains a fundamental aspect of real estate business growth, and Jimmy's detailed guidance on maximizing this strategy through strategic content sharing is invaluable. By consistently delivering content that adds value, demonstrates expertise, and engages the local community, real estate professionals can cultivate strong relationships and ultimately secure valuable listings within their geographical farm.
"Geographical farming is fundamental to your business growth. But if you're going to do it the right way, you have to make sure that you're positioning yourself to have the trust that you get those listings when the opportunity comes." - Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Your dream is to have a thriving real estate business that provides you with a luxury lifestyle. However, you have been in the industry for a year now, and everything is going differently than planned.
You grind hard daily to sell homes, but your real estate business is far from what you initially pictured. How can you design your dream business to help you live the perfect life?
Start by listening to this week’s episode of The Real Estate Sales podcast. TRES host, Jimmy Burgess, speaks with another real estate agent, Price Rainer, on tips for building a successful business. Tune in now and hear what they have to say!
Creating a Business Plan to Support the Dream Life
- Price shares how a coach he hired in 2001 inspired him to start his business.
- Price discussed his "life of dreams" with a mentor, who asked him to time block his daily activities to support his goals.
- He filled out a time blocking sheet based on their values and priorities, and the mentor provided guidance on how to tailor his business to support his lifestyle.
Tailoring Business to Fund Dream Life Through Daily Activities
- Price wanted to generate enough money to fund his dream life through real estate, but recognized the need to balance work and personal life.
- He identified three communities to target based on sales price and commissions, and developed a plan to penetrate each community.
- Price used a specific formula to determine daily activities to achieve his goals and dreams, modifying them each October as needed.
- Consistency in following this practice led to meeting or exceeding goals and dreams every year.
Prioritizing Life Goals and Avoiding Sacrifice
- Jimmy emphasizes the importance of prioritizing life goals and values over work, avoiding sacrifice for the sake of being a workaholic.
Accountability in Real Estate Business Growth
- Jimmy shares that he often struggles with managing his time and tasks, leading to a reactive and unproductive work style.
- Price emphasizes the importance of accountability in maintaining a plan and staying on track, with the help of a mentor or coach like the assistant.
- He also emphasizes the importance of accountability in achieving business goals, citing personal coaching and mastermind groups as helpful tools.
- Jimmy agrees, highlighting the value of daily practices and delegating administrative and marketing tasks to grow the business and free up time for high-priority activities.
You deserve to have it all - the thriving real estate business and the high luxury lifestyle. One of the best ways to achieve this is to be accountable for your daily actions.
This will help you achieve the growth and results you desire. Also, subscribing and listening to the TRES podcast will help you reach your real estate goals faster.
“I had to get control of my time to really be able to operate in a measured, you know, consistent way to really grow a real estate practice in a professional, well-organized manner.” -Price Rainer.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
There’s a reason why positive affirmations suddenly became popular. If you’re not taking the time to say them daily, you’re keeping yourself from becoming a successful real estate agent.
In this episode of “The Real Estate Sales Podcast,” host Jimmy Burgess discusses the importance of positivity and effective communication in the real estate industry. Successful realtors understand the power of words and how they can shape their mindset and relationships with clients.
Realtors can create a more fulfilling and prosperous career by adopting specific phrases and mindset shifts. Let's delve into the seven daily phrases that happy and prosperous realtors say.
"Today I Get To"
- Happy and successful realtors approach each day with gratitude and excitement.
- By shifting from "I have to" to "I get to," they acknowledge the opportunities to serve and positively impact their clients' lives.
- Whether it's showing houses, marketing properties, or spreading joy, this mindset shift brings a renewed sense of purpose and enjoyment to their work.
"Can I Help You With Anything?"
- A key aspect of being a successful realtor is serving clients genuinely.
- By consistently asking how they can assist, realtors go beyond words and demonstrate their commitment to providing exceptional service.
- Realtors create stronger relationships with their clients by genuinely seeking opportunities to help.
"I Saw This and Thought of You"
- Building relationships is crucial in real estate.
- Happy realtors recognize the importance of staying top-of-mind with their clients.
- They demonstrate thoughtfulness and consideration by looking for things that resonate with their client's interests or needs. This simple phrase shows that clients are a priority, fostering stronger connections and client loyalty.
"Tell Me More About That"
- Successful realtors actively engage in meaningful conversations to deepen relationships.
- By asking clients to expand on a topic, they show genuine interest and a willingness to understand their clients' motivations and desires. This approach allows realtors to tailor their services more effectively and provide personalized solutions.
"Thank You"
- Gratitude is a powerful tool in building relationships and cultivating a positive mindset.
- Happy and successful realtors embrace the magic words of "thank you."
- Expressing gratitude not only sets the tone for appreciation but also helps create a culture of reciprocity.
- These realtors proactively find reasons to thank their clients and colleagues, allowing for a more harmonious and mutually beneficial working dynamic.
"I Love"
- Passion is contagious, and successful realtors know how to harness it.
- These realtors create an irresistible magnetism by openly expressing their love for their work, properties, and assisting clients.
- They convey enthusiasm and dedication through their words, attracting clients who appreciate their genuine passion and zest for the business.
"Today I'm Going To Even Though I Don't Want To"
- Growth often lies just outside our comfort zones.
- Happy and successful realtors recognize that embracing discomfort is necessary for progress.
- They confront tasks or activities they may not enjoy, such as making phone calls, hosting open houses, or door-knocking.
- Acknowledging their resistance and taking action, they push their boundaries and experience personal and professional growth.
In the real estate industry, words can shape attitudes, build relationships, and drive success. Realtors can create a more fulfilling and prosperous career by adopting the phrases and mindset shifts discussed in this session.
Happy and successful realtors understand the importance of gratitude, genuine service, and embracing discomfort to achieve their goals. Realtors can unlock their full potential and find joy and success in their profession by consciously choosing their words and working on their mindset.
“Life isn't just all about selling more real estate. It's about enjoying what you do. It's about having joy with the things that we get to do daily.” - Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Here’s a secret foundation for building your real estate business. It’s an acronym that most real estate agents don’t know about, but it's essential to creating a successful business.
This episode will discuss the importance of setting up, optimizing, and engaging your database or CRM (Customer Relationship Management) system to generate a steady flow of deals for your business.
Your database is not just a tool for an organization but a valuable asset that can be sold if you decide to exit the real estate industry. Listen to this week’s episode of The Real Estate Sales podcast to learn more about it!
E - Everybody Goes in Your Database
- To ensure a comprehensive database, you must include everyone you know who could be a buyer or seller.
- This includes renters, homeowners, and your sphere of influence.
- Having a wide range of contacts in your CRM system allows you to reach out to them consistently and build relationships over time.
N - Notes on Every Person
- As your database grows, remembering every detail about each contact becomes challenging.
- Therefore, taking notes on each individual is crucial, capturing vital information and personal attributes that will help you deepen your relationship with them.
- This includes interests, future plans, and anything discussed during conversations.
- The more information you have, the better you can serve your clients, making your database more valuable.
G - Generate Automated Property Emails
- By setting up your CRM system to send automated property emails, you can provide consistent value to your contacts.
- For homeowners, these emails can feature updates on properties that have come on the market, gone under contract, or sold in their area, directly impacting the value of their home.
- Potential buyers and renters can also receive property updates based on their preferred price range and preferences.
- Prospecting becomes effortless as your CRM system generates property emails regularly.
A - Add Personalized Value
- While automated emails are valuable, adding a personal touch can make a significant difference in building relationships.
- Identify opportunities to reach out individually to contacts.
- For example, if you come across a property that might interest a homeowner, send them a personalized email mentioning how it could affect their home value.
- Similarly, if you notice milestones or achievements on social media, sending a congratulatory message demonstrates your attention and care.
- Personalized value goes beyond automated systems, transforming your CRM into a relationship-building tool.
G - Get Systematic and Social with Your CRM
- Establish a systematic approach for consistent communication to take full advantage of your CRM system.
- Besides automated property emails, consider sending regular newsletters with community updates, featured properties, and local activities.
- Highlighting events and happenings outside of real estate helps to engage your contacts on a more personal level.
- Additionally, leverage social media platforms to connect with your contacts on a deeper level.
- You can find them on social media, follow them, and engage with their posts.
- Blending systematic and social elements makes your CRM a powerful referral machine.
E - Every Interaction Prompts the Next Conversation
- Ensure no contact falls through the cracks by promptly recording and scheduling follow-ups for every interaction.
- Each time you engage with someone, whether through calls, messages, or social media interactions, note it in your CRM system and set reminders for future conversations or actions.
- Set specific to-do tasks for each contact, such as sending an unsolicited CMA to a homeowner in six months or suggesting properties to a potential buyer in three weeks.
- By following a systematic plan, you can maintain consistent communication and maximize deal opportunities.
Effectively utilizing your CRM system as an ATM for your business requires an intentional and strategic approach. Following the ENGAGE framework, you can create a database that consistently drives deals for your real estate business. Stay proactive, organized, and engaged with your contacts to build a valuable asset that supports your business growth and success.
“Your database or CRM is actually the opportunity of a lifetime for you. It is where you have the foundation of your business. It keeps you organized and allows you to have a sellable asset when and if you decide to exit real estate. As long as it is set up properly, it is set up to be systemized.” - Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Do you pay attention to other's mistakes? If not, you may want to start.
Learning from other agents can be the one thing that saves you from making mistakes within your real estate business. In this episode of the TRES podcast, host Jimmy Burgess delves into the critical factors that can make or break a real estate agent's business.
Drawing from the experiences and observations of a top-producing agent, he explores the common mistakes that can potentially hinder the success of real estate professionals. The actionable insights in this episode aim to guide agents in making strategic shifts to propel their businesses toward growth and sustained success.
Avoid Waiting and Take Action
- The first crucial point highlighted is the detrimental effect of waiting on an agent's business progression.
- Jimmy emphasizes the importance of taking proactive steps and seizing control of controllable factors, such as the number of phone calls made and overall activity levels.
- The message is clear - waiting for the perfect conditions will not yield progress; action is key to driving the business forward.
Overcoming the Trap of Making Excuses
- Jimmy addresses the tendency of agents to make excuses instead of taking responsibility for their progress.
- Whether it's blaming external factors like interest rates or lacking the necessary skills, the speaker highlights how excuses can hold agents back.
- He encourages agents to leverage today's abundant resources, such as online learning platforms, to acquire the knowledge and skills needed to excel in their roles.
- By reframing their mindset, agents can transcend excuse-making and instead focus on tangible actions that drive momentum and create opportunities.
The Power of Listening and Providing Value
- Jimmy emphasizes the art of active listening and the significance of understanding clients' needs to provide genuine value.
- It urges agents to shift from talking excessively to developing a deep understanding of client's requirements.
- Agents should ask insightful questions and listen carefully to their clients to foster trust and long-term relationships.
Focusing on Relevant Value
- Jimmy exposes the pitfall of fixing macro-level issues beyond an agent's control.
- Instead, agents are encouraged to prioritize adding value to their immediate clients by addressing their specific needs.
- Concentrating on controllable factors and responding actively to clients' needs allows agents to minimize distractions and direct their energy toward meaningful interactions.
Balancing Planning and Taking Action
- While planning is pivotal, the episode emphasizes the danger of becoming stuck in a perpetual state of planning without executing.
- Agents are urged to balance setting goals and translating them into actionable steps.
- Daily activities are the building blocks of long-term success, emphasizing the need for consistent action over excessive planning.
The Crucial Element of Keeping in Touch
- The episode underscores the significance of maintaining regular communication with clients, stressing that consistent engagement is essential for nurturing relationships and preventing missed opportunities.
- Agents are encouraged to stay connected with active buyers and future sellers, recognizing that a lack of communication can result in opportunities slipping through the cracks.
The Influence of Surroundings
- The episode concludes by addressing the impact of the people agents surround themselves with.
- Jimmy highlights the significance of engaging with productive individuals and seeking mentorship from top performers.
- By spending time with active, high-achieving peers, agents can elevate their own performance and outlook, fostering a culture of growth and self-improvement.
This insightful episode uncovers the crucial elements that can spell success or failure for real estate agents. Agents can navigate away from business-killing behaviors by embracing a proactive mindset, overcoming excuse-making, delivering genuine value, and maintaining consistent client engagement. These lessons can be helpful for agents looking to chart a path toward sustainable growth and success.
"We can't control interest rates, so why are we focusing on interest rates instead of how interest rates affect those buyers or sellers we're working with? Decide not to focus on the big things that you can't control. Focus on the things you can control." -Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
QR codes gained popularity during the pandemic because companies sought touchless alternatives to spread their content. Those within the real estate market can use these codes in numerous ways to help boost their clientele.
In this episode of the TRES podcast, host Jimmy Burgess explores eleven ways real estate agents can effectively use QR codes. Listen to learn how to use QR codes in your real estate business.
Lead Capture Capability
- You can use QR codes to capture leads by offering valuable content.
- Examples include providing access to slides from a presentation or offering industry-specific tips.
- Agents can collect email addresses and names by directing users to a Google form or landing page to build their email lists.
Property Signage
- Incorporating QR codes on property signage can lead potential buyers to various destinations.
- Agents can customize the QR codes to provide information about the property, direct users to their website, or display all active listings.
- QR codes on signage allow for lead capture, even from passersby who may not contact the agent.
Home Financing Calculator
- Agents can create QR codes that direct users to home financing calculators.
- This helps potential buyers determine monthly mortgage payments and highlights hot leads.
- Integrating QR codes with websites that capture user information can convert calculators into lead-generation tools.
Neighborhood Home Searches
- Agents can generate QR codes that provide access to home searches for specific neighborhoods.
- These QR codes can be shared on flyers or social media to attract potential buyers.
- Another suggestion is to purchase a domain name related to a specific neighborhood, such as "liveoaksubdivisionhomesforsale.com," which redirects to a capture page.
Downloadable Guides
- QR codes can lead users to downloadable guides, offering valuable resources and information.
- Guides can range from checklists to lifestyle planning guides, providing specific content to different market segments.
- Agents can use QR codes on flyers, in open houses, or as take-one options to engage potential leads.
Property Flyers
- Agents can maximize the back of property flyers by utilizing QR codes.
- These QR codes can link to additional listings, guides, financing calculators, or capture pages.
- By adding value to the flyers, agents increase the likelihood of capturing leads and engaging potential buyers.
Business Cards
- QR codes on business cards can direct potential clients to specific platforms or content.
- Agents can drive traffic to newsletters, social media profiles, videos, or other personalized marketing materials.
- QR codes on business cards facilitate further connection and interaction beyond the initial meeting.
Local Service Provider Guide
- Agents can use QR codes to create a guide featuring trusted local service providers.
- This resource helps newcomers or residents needing services in the area.
- Agents can collect leads by offering recommendations and building credibility.
Video Walkthroughs and Floor Plans
- QR codes can lead users to video walkthroughs or detailed floor plans of listed properties.
- This feature helps potential buyers explore properties remotely and captures their interest.
- QR codes can be used on property flyers or marketing materials.
Review Sites
- Agents can create QR codes to gather more reviews that direct users to review sites like Google Business, Realtor.com, or Zillow.
- Making it convenient for clients to leave reviews enhances the agent's online reputation and credibility.
Email Signature Line
- Agents can add QR codes to their email signature lines to direct recipients to various destinations.
- This can include websites, review sites, videos, or any other content the agent wants to promote.
- Agents can drive engagement and capture leads by effectively utilizing the email signature line.
QR codes offer various opportunities for real estate agents to enhance their marketing efforts. Implementing these eleven strategies can help agents capture more leads, provide value, and build a strong online presence. Utilize QR codes effectively and adapt them to suit your specific business goals and target audience.
"QR codes are really kind of an interesting case study on how applications of things can really become in vogue." - Jimmy Burgess.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Recent research shows that 90% of real estate agents don’t have a Google business profile. If you’re a part of the statistics, you might not know what it is and how it can benefit your business.
In this episode of The Real Estate Sales Podcast, host Jimmy Burgress speaks with Karina Caraballo, a tech specialist in the real estate industry, on building a Google business profile. Learn how to optimize your Google My Business profile and different strategies to help boost your clientele.
Google My Business Profile: What Is It?
- It’s a free business profile to help business owners or real estate agents showcase their services and products.
- You already know Google is the number one search engine. This makes it even more essential for you to utilize its products to help potential customers find your business online.
Optimizing Google My Business Profiles for Real Estate Agents
- Jimmy recommends including the name of the real estate agent and the company they work for in the Google My Business profile to establish credibility and Google juice.
- Karina advises using the primary category of real estate agents and choosing relevant secondary categories to improve search visibility.
- Jimmy suggests including a website URL in the profile to provide a direct way for users to contact the agent and verify their authenticity. He emphasizes the importance of capturing leads through a clear call-to-action on the website, such as a link to a specific page or a form to fill out.
- Karina notes that 98% of consumers read online reviews for local businesses and that review quantity and quality are critical factors in search rankings.
- Jimmy suggests gathering reviews on Google by asking satisfied customers to leave reviews on the business's Google My Business profile.
Leveraging and Managing Google Reviews
- Jimmy suggests asking past clients for Google reviews by making it easy for them, such as sending a link and offering a reward. He also discusses reviews with other service providers to increase visibility and credibility.
- Next, Jimmy emphasizes the importance of responding to good and bad reviews to show engagement and build credibility. He shares an example of turning a bad review into an opportunity by asking for additional feedback and offering a solution.
- Jimmy suggests setting business hours to be readily available, such as 8 am-8 pm, to show professionalism and avoid killing potential deals.
- Karina recommends using Calendly or Google to book appointments online and including contact information on the website for those who prefer to schedule appointments offline.
Specific Tips to Help You Build Your Google Business Profile
- Karina suggests choosing the most important text for Google My Business Profile and utilizing chat GBT.
- Jimmy advises including years of business experience and business attributes, such as women-owned or veteran-owned, to improve search visibility.
- Utilize a mix of lifestyle, community, and listing photos to show consistency and add variety to your profile.
- Utilize your existing content on your Google Business Profile by adding one post per week, or even better, one post per day to keep your profile active and engaging.
- Get Google verified to present yourself professionally and increase credibility with potential clients.
Building a business profile is a challenging task, but luckily, for real estate agents, Jimmy is here to offer advice. Listen to this week’s episode of the TRES podcast to hear Jimmy and Karina’s conversation on optimizing your Google My Business profile. Tune in now to start leveraging a free Google tool to boost your real estate business.
“Google allows you to kind of connect with people in a different way. So if you want to choose if your business is women-owned veteran-owned, that kind of thing, you have the option to turn those on and not can really connect someone with your business.” - Karina Caraballo
Resources
Google My Business Profile
Karina Caraballo on LinkedIn
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In some industries, AI tools are frowned upon, but those within the real estate industry proudly use them to their advantage. However, many agents don’t understand how to use online tools such as ChatGPT to help them stand out among their competitors.
If you’re a real estate agent struggling to understand why you need to start using ChatGPT or just need new strategies to win clients, you must listen to this week’s episode of The Real Estate Sales Podcast.
Your host, Jimmy Burgess, speaks with Andy Beal on how real estate agents can leverage the power of Chat GPT to enhance efficiency and elevate business. Within this episode, you’ll learn why you need to use the paid version of Chat GPT, its benefits, and different strategies to get the most use out of it. Tune in now!
Efficiency with Chat GPT
- Chat GPT sets agents apart from others in the industry by helping them complete tasks in a fraction of the usual time.
- Jimmy and Andy highlight the significance of using social props and video prompts in their strategy.
- Utilizing Chat GPT can help agents complete tasks that typically take longer in just a few clicks.
- They both discuss the unique advantages of Chat GPT, such as standing out in the marketplace and creating efficiencies in listing appointments.
- By following a comprehensive plan that includes assessments, goals, daily activities, marketing plans, and potential partnerships, agents can achieve a remarkable growth of 33% in transactions.
Creating Conversations
- The foundation of any successful real estate business lies in building relationships.
- Andy emphasizes the importance of creating content that sparks conversations.
- While embracing new technologies like Chat GPT, it is crucial to balance them with the purpose behind the effort.
- A follow-through system and a call to action are essential for desired results.
Unlocking Chat GPT's Potential
- Andy shares his experience of Chat GPT being a game changer, bringing efficiency and improved communication to their business
- Upgrading from the free version to the paid version offers more updated content and better performance.
- The custom instructions feature in the paid version saves time by tailoring Chat GPT's responses to specific needs.
- The paid version also allows plugin capabilities, enabling integration with other organizations, software, and platforms.
Enhancing Listing Presentations
- Andy discusses how to improve listing presentations, highlighting the increasing competition agents face due to market shifts. He shares a specific plan of action to make agents the preferred choice for listings.
- They introduce a comprehensive list of 25 ideas to attract buyers for a listing and narrow them down to the most impactful 10 or 15.
- The chosen ideas can be included in the listing appraisal and presented to clients during listing presentations, either in person or virtually.
Building Future Business Prospects
- Andy emphasizes the importance of setting the table for future business prospects during separation season.
- Jimmy and Andy provide an example of asking for a game plan based on previous achievements to create a plan of action, marketing strategies, and daily activities to increase transactions.
- The power of Chat GPT's custom instructions is highlighted, allowing users to provide background information tailored to their business, personality, and ideal client for more personalized interactions.
This episode of The TRES Podcast explores how agents can leverage Chat GPT to enhance efficiency and positively impact their business. By utilizing the power of Chat GPT, agents can streamline tasks, improve communication, and achieve remarkable transaction growth. The episode reflects Andy's commitment to keep exploring new ways to maximize the potential of Chat GPT and advance their real estate strategies.
"Chat GPT has been a game changer for me, bringing efficiency and improved communication to my business." - Andy Beal
Resources
Andy Beal on LinkedIn
Andy Beal on Facebook
Say for Real Estate Agents by Phil M. Jones
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Undoubtedly, artificial intelligence is changing how every industry conducts business. This includes the real estate industry.
In this episode of The Real Estate Sales Podcast, host Jimmy Burgess highlights five AI tools revolutionizing the real estate industry. These tools are game-changers, helping agents streamline their businesses and enhance their communication with clients.
The possibilities with AI are endless, from video captioning apps to AI-powered market reports. Let's dive into the details and explore how these tools can take your real estate business to the next level.
Captions for Talking Videos
- Jimmy introduces the concept of using captions for talking videos, an AI-powered app that adds captions to videos.
- The app goes a step further by incorporating AI eye contact, eliminating the need for constant script reading.
- The AI technology intelligently adjusts the video to create the illusion of eye contact, resulting in a more engaging and personal experience for viewers.
- Additionally, the app can translate the video into different languages and even synchronize the lip movements in the translated version.
RPR Market Reports
- RPR (Realtors Property Resource) is a valuable resource available to all National Association of Realtors members.
- Traditionally, this tool provided detailed market reports, but recently, it has integrated AI capabilities to enhance its functionality.
- Jimmy demonstrates how to access the AI-powered research page and create scripts for various tones, such as professional, engaging, or conversational.
- These scripts can generate SEO-optimized social media posts, blog posts, or video scripts.
- Agents can now present comprehensive market details tailored to their audience with minimal effort.
AI Virtual Assistants
- Virtual assistants have become indispensable in the real estate industry.
- Through AI technology, these virtual assistants can handle various tasks, such as scheduling appointments, answering client queries, and providing property information.
- Jimmy emphasizes the efficiency and convenience of AI-powered virtual assistants in automating repetitive tasks, allowing agents to focus on more productive activities.
AI-Powered Lead Generation
- Gone are the days of manual lead generation. AI algorithms can now analyze vast amounts of data and predict potential buyer or seller leads.
- Jimmy discusses how AI-powered lead-generation tools help agents identify prospects, analyze their preferences, and target them with personalized marketing strategies.
- Agents can optimize their lead generation efforts through data-driven insights, ultimately increasing their conversion rates.
AI Home Staging
- Virtual and augmented reality technologies combined with AI algorithms have transformed the concept of home staging.
- Jimmy explains how AI home staging tools can virtually stage a property, allowing potential buyers to visualize the space with different furniture and decor options.
- This technology saves time, money, and efforts associated with physical staging, while still achieving the desired impact on potential buyers.
Artificial intelligence is reshaping the real estate industry, offering diverse tools to help agents optimize their businesses. As technology continues to advance, it is crucial for agents to adapt and embrace AI tools to stay competitive in an ever-evolving industry. By leveraging the power of AI, agents can effectively streamline their processes, generate leads, and enhance customer experiences, ultimately propelling their business to new heights.
"Artificial intelligence has absolutely changed the game in real estate." - Jimmy Burgess
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
When starting in the real estate industry, you may be daydreaming about the future of your business. However, you’re unsure of the steps you need to take to make your dream become a reality.
In this episode of The Real Estate Sales Podcast, host Jimmy Burgess explores the concept of future growth and how it applies to business and personal development. He will dissect the key steps and delve into the importance of understanding where you are, reviewing past activities, and charting a path for the future.
Understanding Where You Are
- Jimmy emphasizes the significance of starting from a place of awareness.
- Evaluating your current position, whether in your profession or personal life, is crucial.
- By assessing your circumstances, successes, and challenges, you can gain valuable insights into the factors that have brought you to this point.
- This understanding lays the foundation for charting your path toward future growth.
Reviewing Past Activities
- To move forward successfully, you must reflect on the actions that have led you to your current situation, both positive and negative.
- By identifying the daily activities that have contributed to your achievements or setbacks, you can gain clarity on the habits and strategies that work effectively.
- This step allows you to refine your approaches and focus on replicating the actions that yield positive outcomes while tweaking or discarding those that hinder progress.
Charting a Path for the Future
- It is essential to envision and articulate where you want to be in the future, both personally and professionally.
- Jimmy advises setting short-term, medium-term, and long-term goals to establish a direction and a sense of purpose.
- Having a clear vision of your ideal future, you can strategically plan the necessary actions and activities to propel you toward those goals.
Focusing on Leading Indicators
- Leading indicators are the daily activities that serve as predictors of future success.
- These activities vary from person to person and depend on the context, such as the real estate industry or any other field.
- Jimmy recommends identifying the leading indicators that align with your goals and consistently incorporating them into your daily routines.
- Examples may include making targeted phone calls, engaging in social media marketing, or hosting open houses, all contributing to eventual achievements.
Doing Future Leading Indicator Activities Daily
- Jimmy emphasizes the importance of taking action consistently to achieve different results.
- Committing to at least one future leading indicator activity daily creates momentum and progress toward your goals.
- These actions build a solid foundation for future growth and ensure you continually progress.
Jimmy’s insights on future growth highlight the significance of intentional planning and daily action, regardless of the field or industry. Understanding where you are, reviewing past activities, and charting a clear path for the future are vital steps in developing a growth mindset.
Focusing on leading indicators and engaging in these activities consistently will fuel your progress and help you realize your visions. These strategies can help you create a successful future that exceeds your expectations.
"Your future should always be bigger than your past." -Jimmy Burgess
Resources
The Four Disciplines of Execution
Today Matters
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In this week’s episode of the TRES podcast, Jimmy explores the concept of belief and its impact on success in the real estate business. He debunks common myths and misconceptions that hold back many agents from reaching their full potential.
By understanding and challenging these beliefs, agents can take actionable steps toward achieving their goals. Listen to the seven lies unsuccessful agents often believe and discover how to overcome them.
Top agents get all of the business
- Many agents believe that top performers dominate the market and hinder their chances of success. However, Jimmy reveals that top agents were once in the same position as struggling individuals.
- The key is to believe in your own potential and learn from those who have achieved success.
- By studying and emulating successful agents, you can shift your mindset. This will lead to taking actions that propel your business forward.
The market is too difficult to gain market share
- The perceived difficulty of the market can discourage agents from taking the necessary steps to grow their business.
- Jimmy challenges this belief by emphasizing that a changing market presents opportunities for those willing to do things differently.
- In a down market, agents can stand out by doing what others are not doing.
- Regardless of market conditions, agents can grow their businesses by providing value, staying proactive, and leveraging current market dynamics.
Cold calling does not work
- Many agents believe that cold calling is ineffective and outdated.
- Jimmy shares that approaching cold calling strategically can be a powerful tool for generating leads and building relationships.
- Agents can initiate meaningful conversations by sharing market information or seeking referrals during calls.
I don't have enough money to market myself effectively
- Agents often believe that significant financial resources are required to market themselves and stand out from the competition.
- Jimmy emphasizes that social media platforms provide cost-effective avenues to enhance visibility and attract clients.
- By leveraging free marketing tools, such as shooting videos or engaging on social media, agents can effectively market themselves without having to rely solely on a substantial marketing budget.
I need more money to make more money
- The belief that more money is a prerequisite for success can be limiting.
- Jimmy highlights that sustained growth in the real estate business is achieved through hard work and consistent effort, rather than relying solely on financial investment.
- Agents can achieve their goals by adopting a hustle mindset and focusing on activities that generate results.
"Taking action in your business really starts with what you believe. If you believe something, then you take actions or don't take actions based on that belief." - Jimmy Burgess
Belief plays a crucial role in an agent's success in the real estate business. By debunking common myths and challenging limiting beliefs, agents can unlock their full potential and take the necessary actions to grow their businesses. With the right mindset, determination, and daily effort, agents can overcome obstacles, achieve their goals, and become top-producing professionals in the real estate industry.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In the fast-paced world of real estate, mindset plays a crucial role in determining an agent's success or failure. A person's beliefs and attitudes shape the actions they take, which ultimately impact their outcomes. In this episode of the TRES podcast, Jimmy explores the different mindsets that can lead to success or failure in the real estate business.
Ignorance on Fire
● When starting in real estate, many agents experience a phase called "ignorance on fire." This refers to the excitement and passion that draws people in.
● New agents, or even experienced ones trying something new, can quickly gain traction by leveraging their energy and enthusiasm.
● However, it is important to remember that this phase is not sustainable in the long run. To truly succeed, one must evolve from ignorant enthusiasm to informed passion.
Knowledge on Ice
● The opposite of ignorance on fire is knowledge on ice. This mindset refers to agents who possess the necessary expertise and experience but fail to utilize it effectively.
● Often, these agents become complacent and stop adding value to their clients' lives. This lack of proactive engagement can lead to burnout and hinder business growth.
● To reignite their passion, agents must find ways to innovate, personalize their approach, and tap into activities they enjoy. Rediscovering their energy will help them provide exceptional service once again.
Be Proactive
● Success in real estate stems from being proactive.
● Proactive agents take control of their schedules and prioritize activities that drive their business forward. They employ strategies like time-blocking for prospecting, staying in touch with past clients, and executing well-planned marketing campaigns.
● Proactive agents create growth opportunities and distinguish themselves from the competition by actively shaping their businesses.
Avoid Reactivity
● On the other hand, being reactive is a mindset that often leads to failure.
● Reactive agents lack control over their schedules and find themselves constantly addressing urgent, last-minute issues instead of proactively driving their business. A reactive mindset breeds inefficiency, leaving agents feeling exhausted and unproductive.
● To break this cycle, agents must shift their mindset to become more proactive. In order to regain control and achieve better results, agents need to proactively plan their days and focus on adding value.
Embrace Persistence
● Persistence is a vital trait for success in real estate. Challenges are inevitable, and agents must be resilient in the face of obstacles.
● Approaching setbacks with determination and a problem-solving mindset is crucial. Successful agents view obstacles as opportunities for growth rather than reasons to give up.
● By overcoming challenges promptly, agents can build trust with clients and position themselves as reliable professionals.
In the world of real estate, mindset is everything. Agents who possess the right attitude and beliefs have a higher chance of achieving success.
Jimmy shares eleven mindsets that can set you up for success within the real estate industry. Listen to this week’s episode to discover the rest of his advice to help you become a successful real estate agent.
“Remember, developing a mindset focused on growth, positivity, and proactive action is essential to thrive in the ever-evolving real estate industry.” - Jimmy Burgess
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
With 35 years of experience, Jimmy Burgess has sold over $500 million in real estate. That’s pretty impressive!
But what are Jimmy’s secrets to being so successful in real estate?
In The Real Estate Sales Podcast episode, host Jimmy will share some of these secrets. Here are the eleven lessons he learned from selling $500 million in real estate.
The Client Isn’t Always Right
- Jimmy quickly discovered the client is always right isn't true. When he first became a real estate agent, he spent a lot of time trying to please everyone. However, he quickly discovers that this is impossible.
- Now Jimmy knows that if he is working with a problematic client and nothing is pleasing them, it's okay to fire them. Don't be afraid to do this; have the guts to tell them it's not going to work. You can then refer them to an agent who can assist them better.
- If your gut tells you this client isn't right for you, let them go. Working with ideal clients who will need your services again is better.
There Are No Losses
- Did you lose money due to a careless mistake? Think of it as a lesson instead of thinking you missed an opportunity.
- You find the perfect client and show them different houses for sale. However, you forgot to ask them if they were working with another agent. The next day, you called to make an offer, and the potential buyer said their agent already handled it.
- Jimmy learned that committing with a client is best before showing homes. The loss will hurt, but it provides a better long-term game and teaches you to be wiser in your decisions.
Most People Won’t Support You Until They Need
- Just because someone likes your posts on social media doesn’t mean they will support you.
- Most people watch from the sideline to see how you run your business. Then, they’ll wait to support you when others do so.
- The lesson to learn is to earn business from people and don’t expect it to happen. How can you make those watching from the sideline start doing business with you?
Your Business Can Only Grow if You’re Growing
- Your business will only grow as far as you allow it. You may find your business stalling if you’re not trying to grow personally.
- How are you trying to grow physically and mentally? Are you attending conferences or listening to podcasts?
- By investing in yourself, you’re investing in your business. Bush up on your skills to bring more value to your clients and business.
Jimmy always shares insightful advice for the real estate business. In this episode, he shared eleven tips from his experience working in this industry. Subscribe to The Real Estate Sales Podcast to hear the rest of his knowledge.
“This business will test you, this business will try you, but ultimately, this business is refining you in a way to makes you a better agent and gives you the business of your dreams.” - Jimmy Burgess
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
It’s hard trying to stand out in the real estate market!
The competition for new agents is tough since they compete against agents with years of experience. They have already made their name in the market, so buyers may decide to work with them instead of you.
How can you stand out within the real estate industry?
Listen to this episode of the Real Estate Sales Podcast for advice. Your host, Jimmy Burgess, shares seven actionable tips on outperforming your competition.
Work Hard for One Season
- You’ll go through different seasons within your real estate career. You’ll have to work harder than ever in one of these seasons.
- Jimmy discusses the importance of separating yourself from others for a season so you can focus on business.
Give Without Expectations
- Sometimes, sharing information with others for free is a good idea.
- The more you give without expectation, the more you'll see the benefits in other business areas.
- Start by sharing blog posts on real estate and research on social media. You can even go door to door to speak with potential buyers.
- Ensure the information you share gives value and will help another person better understand the real estate industry.
Focus on the Client’s Needs
Yes, you need to meet sales goals to pay your bills. However, there will be moments when you should focus on the client's needs instead of yours.
You may have clients who already bought a house from you, but need to catch up on payments due to a financial crisis. Try taking the time to figure out a way you can help them during this challenging situation.
Again, when you focus on other needs and bring value to them in return, you'll see positive results for your business.
Don’t Forget to Set a Time for Learning
- Just because you have your real estate license and are selling homes doesn’t mean you should stop learning.
- The real estate market is constantly changing, and you must stay current with these rapid changes
- Look to see if there are new resources for first-time buyers or if there are any ways you can improve your marketing skills.
These are great tips on how to become a top-performing real estate agent. However, Jimmy shares three more tips in the episode to help you stand out among your competition.
Do you want to know the three other tips to help you shine? Subscribe to the Real Estate Sales Podcast to find out what else Jimmy has to say about outperforming 99% of other agents!
“The best investment you can make is investing in yourself. What is it you're doing to invest in growing yourself when you grow yourself, your business is going to grow, your life is going to grow, and ultimately, investing in yourself is going to be the best investment you could possibly make in your entire life.” - Warren Buffett
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Many real estate agents struggle with hosting open houses and make simple mistakes that make them lose potential buyers. In this episode of the TRES podcast, host Jimmy Burgess shares insightful tips for conducting open houses. Listen to these seven expert tips for mastering the art of open houses.
Stage the Home for the Client You Want
● Consider the type of client you want to sell to. Is it a first-time buyer or someone near the retiring age? Take the time to stage the home to their liking.
● Maintain the landscaping, unclutter the counters, and clean the house.
● If the home is not looking the best, you’re not putting your best foot forward.
Let the Neighbors Know You’re Hosting an Open House
● There are two reasons why it’s a good idea to let the neighbors know about the open house.
○ One, it increases the opportunity to let others know about the open house
○ Two, it lets other homeowners know you can help them sell their homes when ready.
Spread the Word in Every Possible Way
● There are different ways you can let everyone know that you’re hosting an open house:
○ Social media
○ Direct mail
○ Phone calls
○ Going door to door
● To make your open house a success, you should promote it in as many ways as possible.
Put Directional Arrows Leading to the House
● On the day of the open house, have directions leading to the house to let others know about the event.
● You are maximizing not only the opportunity for this home seller to sell their home, but also your own exposure as a result of placing all these signs.
Have Marketing Takeaways
● What if potential buyers come to the event and decide the home isn’t right for them?
● Create lifestyle guides for different life stages, such as those wanting to downsize or being first-time home buyers. The guides allow you to create conversations and build relationships with potential buyers, so they’ll have you in mind when they decide to buy.
● Another idea is to have other properties available. They can view these properties and decide if it’s a better option for them.
Provide Valuable Feedback on the Open House to Your Listing
● If you're hosting an open house for someone else, they will want full details on what the potential buyers thought of the home.
● Create a detailed list of everyone who came to the event. What did the buyers like or didn't like about the house?
● Communicate with the other agent on the event so they'll let you host another one in the future.
Make Sure to Follow Up
● Following up with potential buyers within 24 hours of the open house event is best.
● Send emails letting potential buyers know you have lenders that can approve them or provide programs to first-time buyers.
● Some potential buyers view multiple open houses in a day. You can send a video to help them remind you that your listing is the right one for them.
● Doing follow-ups also allows potential buyers to ask questions or let you know if something keeps them from taking action.
These seven actionable open housing tips will help you win over potential buyers. But be sure to take the time to listen to Jimmy Burgess on how to utilize these tips.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Are you looking for different ways to generate revenue within the real estate industry?
One of the best ways to do this is by building agent-to-agent referrals. Your host, Jimmy Burgess, will share essential tips on generating revenue by utilizing agent referrals. In this episode of the TRES podcast, learn the five secret tips for building an agent-to-agent referral machine.
Use Social Media to Build Relationships
● Don’t create a social media account only to use it for scrolling through when you’re bored. Instead, take the time to develop authentic relationships with other agents.
● Search other agents within your area and see what type of content they create. Then, take the time to comment on their posts or send them messages saying you enjoy their content.
● Also, create content that adds value to your audience and other agents.
Send Out I Love Paying Referral Fees to Feeder Markets
● Jimmy shares a story of a friend who took the time to write handwritten notes to other agents within her feeder market.
● Within the cards, she offered to pay a 25% referral fee. This little trick did wonders for her and can do wonders for you too!
Follow Up With Phone Calls
● If you’re ever in a specific feeder market, take the time to reach out to agents within the area.
● Tell them, “Hey, I’m in the city and wonder how your business is going.” Then at the end of the conversation, remind them you offer a 30% referral fee.
● Not only does it allow you to contact another agent initially, but it also allows you to build a relationship with them.
● The key is to add value, so they’ll always think kindly of you.
Farm Agents the Same Way You Farm Geographical Areas
● Build a database of agents’ email addresses within the feeder markets you want to target.
● Use the database to send a postcard or other content that adds value to their market.
● This will allow you to build relationships with the agents within these market areas.
● You can use CRM, MailChimp, or Constant Constant to help you build an agent database.
Attend Conferences
● Attend different conferences in a state where there’s a feeder market coming to the convention.
● Take the time to chat with different agents to build trust and relationships with them.
● Remember to get their email, so you can add them to your database and reconnect with them later.
Now is the time to start building your agent-to-agent referral system. Everyone wants to generate revenue within this industry, so start now and stop wasting time!
Do you want more real estate advice? Subscribe to the TRES podcast to hear what Jimmy Burgess says about the real estate industry!
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Most people believe that four letters words are bad. However, this isn’t always the case!
Your host, Jimmy Burgess, will share seven four-letter words that are ideal and safe for real estate.
- CALL
Learn how to pick up the phone to talk to people. This is how you build relationships with potential clients.
- HOST
Being a host at an open house will help you find your ideal clients. Decide how many you plan on doing per week. Be sure to conversate with others!
- POST
Don’t just post your own content! Take the time to look at your past connections and comment on their posts.
- FARM
This is short for geographical farming. Are you doing anything to position yourself as an expert in your area?
- LIST
Are you taking the time to list home for sale within the area? Remember, people who control the listings also control the market!
- SHOW
Are you going out showing people the homes you have for sale? You can either walk them through a home or show them on video.
- WORK
Nothing is going to happen if you’re not doing the job! Ignorance on fire is always better than knowledge on ice.
You get up every morning to turn those locks, host open houses, and make more calls. If not, then there’s no point in learning anything to help you grow as a real estate agent. You might make a mistake, but at least you're trying.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Right now is the ideal time to build a personal brand in real estate! But how can you do it?
Discover these seven easy tips for building your brand with your host, Jimmy Burgess.
1. Who is your ideal client?
Take the time to think about who is the ideal client you want to work with. You should also consider how you can add the most value to them.
If you need help with this, consider what type of homeowner excites you the most. Is it a first-time homeowner? Is it a family looking for a bigger home? Whichever option makes you excited, then that's your ideal client.
2. Develop your unique selling proposition
Figure out how you can stand out to help you attract your ideal client. You may want to look into your own life to see if there's anything about yourself that'll help you attract clients. Jimmy provides excellent examples of how you can find your unique selling proposition.
3. Crafting your brand story
People like to do business with people. This means you must connect with others on an emotional level. You can do this by sharing something personal about yourself.
What about YOU that will help create a brand story so clients will feel a connection with you? Remember to think outside of the box!
4. Identify where your ideal client is spending their time
Not every single client will spend time on the same social media platforms. For example, newlyweds may spend most of their time on Instagram or TikTok.
In contrast, older adults may spend most of their time on FaceBook. Figure out what social media platform is your ideal client using the most.
5. Build a consistent visual identity
When people see your content on social media, you want them to know that’s it you. This helps builds trust with your audience and know that you’re the real deal. Consider creating branding colors, fonts, or a logo to help your visual identity stay consistent on all platforms.
6. Create valuable content
This is how you start building your brand on questions your ideal client may have. What do first-time home buyers need to know? Or what type of questions do retired people may have?
Once you figure this out, you can create engaging and entertaining content. This helps clients recognize your brand as an expert in a particular subject.
7. Grow, engage, and nurture your social media audience
You always need new people coming in, so consider how to grow your audience. Once you can do this, be sure to engage with your audience.
This means replying to those who comment on your posts. Over time, nurture your long-term relationships, as you never know if they may need you when buying a house.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In this episode of The Real Estate Sales podcast, our host Jimmy Burgess sits down with his team’s marketing director, Karina Caraballo. They discuss the tools they’ve been testing and having success with so that you don’t have to try to keep up with all of the changing technology. If these tools aren’t in your toolbox yet, it’s time to upgrade your marketing strategies!
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ChatGPT
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Use ChatGPT to create SEO-optimized hashtags, captions, and bios on social media.
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Captions
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This app will create captions for your short-form videos. It gives you tons of options so you can be creative and even offers eye-contact adjustment!
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BoxBrownie
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Stop people from scrolling past your posts with beautifully edited images. This app offers virtual staging and decluttering.
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Pivo
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This device sits atop a tripod and makes videos using facial and body tracking. Use it to make professional-looking virtual walkthroughs on your own.
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VideoAI
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If you’re doing video marketing, this tool is a must. Use this to split your long-form content into shorter-form videos. It will do the hard work for you!
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Instagram Reels
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Do all of your editing in the app – Instagram will suggest trending music and effects you can add to your videos (don’t forget to add an optimized description)!
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Insights and Analytics
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Pay attention to which of your posts are doing well with your target audience. Once you know what works, you can use ChatGPT to help you come up with more ideas for content.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In this episode of The Real Estate Sales podcast, our host Jimmy Burgess is here to bring the truth. Stop leaving deals and money on the table. There are so many things agents can do right now to connect with new and past clients. No more excuses!
- Optimizing Your “Google My Business” Page
o This is often the first thing a potential client sees. Make a strong first impression.
o Make sure you’re getting Google Reviews! If your testimonials are somewhere besides Google, take screenshots and upload them as photos.
- Organize Your Database
o An organized database is a useful database.
o Segment your data in a way that works for you to track where you’re at with your SOI.
- Start a Weekly Newsletter for Your Database
o Create a template for your newsletter so it’s easy to plug in new content each week.
o Offer video and readable content so you reach as many people as possible.
- Producing Video Content
o The agents out there who are making video content are the top producers.
- Geographical Farming
o Already have a farm? Consider starting another! Become the regional expert in a new area.
- Checking In With Past Clients
o Your past clients already love working with you. They might be ready to sell or know someone who is.
- Adopt “Orphaned” Clients
o As the market gets more challenging, some agents are leaving the business. Take on their clients!
o Ask realtors you know might be leaving the business, or talk to your broker about current clients who may no longer have an agent.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In this episode of The Real Estate Sales Podcast, our host Jimmy Burgess gives you a list of 40 ChatGPT prompts all realtors should be using. Avid ChatGPT users know just how powerful this tool is and how much easier life and business can be if we can manage to start with the right prompts. If you’re new to ChatGPT or you’ve never used it before, you’re in for a treat!
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C - Client Attraction
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5 reasons people love moving from (Feeder Market) to (Your City)
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7 reasons buying is smarter than renting in (Your City)
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5 things homeowners wish they would have known before buying in (Your City)
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7 things every homeowner should do before listing their home for sale
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5 biggest mistakes home sellers make before listing their home for sale
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7 biggest regrets homeowners have after listing their property
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7 things divorced couples should do before listing their homes for sale
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7 ways executors of estates can leverage real estate agents to make their job easier
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7 things empty-nesters should consider when thinking about selling their home
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7 things engaged couples should consider before buying their home together
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How growing families can buy a bigger house without breaking the bank
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7 reasons buying a home rather than renting while staying at (a nearby military base) might make sense
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7 reasons selling a home in (current season) is attractive
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7 reasons buying a home in (current season) is advantageous
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H - Help With Social Media Optimization
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Give me an SEO-optimized Instagram profile for a realtor in (Your City) with the following designations and accolades
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Give me an SEO-optimized LinkedIn profile for a realtor in (Your City) with the following designations and accolades
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Give me an SEO-optimized Facebook profile for a realtor in (Your City) with the following designations and accolades
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Give me an SEO-optimized YouTube profile for a realtor in (Your City) with the following designations and accolades
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Give me an SEO-optimized Facebook post for (insert the MLS description and address of the home you’d like to post)
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Convert (#19) an SEO-optimized Instagram post.
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Convert (#19 or #20) to a 1000-word article that is SEO-optimized for LinkedIn
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Convert the above to a script for social media content like Instagram reels
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A - Answering Tough Questions
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Give me 5 reasons homebuyers should buy even though interest rates are going up
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Give me 3 reasons buyers should buy NOW even though home prices have gone up
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Convert (#23 and #24) to an SEO-optimized LinkedIn article
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Convert (#23 and #24) to an SEO-optimized Instagram Reels script
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Convert (#23 and #24) to an SEO-optimized Facebook post
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T - Taking Your Listing Presentation to the Next Level
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Use ChatGPT to get an MLS description for (insert address). After you get an initial description, have ChatGPT change the tone or voice of the article to give you multiple options
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Convert your MLS to an SEO-optimized Facebook post
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Convert your MLS to an SEO-optimized Instagram post
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Convert your MLS to an SEO-optimized LinkedIn article
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Convert your MLS to an SEO-optimized YouTube script
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Convert your MLS to an SEO-optimized Instagram Reels script
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G - Generating Ideas
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Give me 20 ways to uniquely market a real estate listing to attract a first-time home buyer
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Give me 20 ideas on ways a realtor can grow their social media following
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Give me 20 SEO-optimized YouTube video titles a real estate agent should do to increase their following on YouTube
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Give me 20 ways a realtor in (Your City) can promote their business
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P - Past Clients
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Give me 20 ways realtors can show appreciation to past clients or referral partners
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T - Telling Your Community’s Story
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Give me 5 things people don’t know about (Your City)
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Give me 7 interesting facts about the history of (Your City)
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In this episode of The Real Estate Sales podcast, our host Jimmy Burgess gives you 40 back-to-back quick tips for generating leads. Whether you’re struggling to find prospects or you’ve already got a few tools in your toolbox, listen in to hear how you can build up your contact list even more and add to the top of your funnel.
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“Little Help” Posts
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Post on social media to ask friends, family, and even past clients if they know of anyone who is looking to buy or sell.
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Meet Up With Past Clients for Coffee
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You don’t have to ask them to help you out – eventually, they’ll ask you how business is going! The referrals will come your way if you focus on deepening those relationships.
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Host an Open House
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While you may meet some buyers interested in the property, you might also meet people who are just casually interested but may be looking to buy soon.
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Expired Listings
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Listings can expire for many reasons – the seller may just need to find the right agent!
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6 to 18-Months Old Expired Listings
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They may still be interested in selling, and you’ll face less competition.
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Host a First-Time Home Buyer Seminar
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Offer them value! In our current market, many buyers are first-timers. Let them come to you.
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Develop a Free “Buyer’s Guide for Newly Engaged Couples”
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Newlyweds and engaged couples are already thinking about settling down and planting roots. They’re likely to be interested in buying for the first time.
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Optimize Your “Google My Business” Page
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Buyers looking for an agent are going to search on Google. SEO optimization ensures that you show up first.
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Host a Going Away Party For Your Seller
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While you’re there, you’re the hero for helping them make their amazing life change, and they are sure to have friends who are interested.
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Host a Housewarming Party For Your Buyer
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This gives you and your buyers an opportunity to meet people in the neighborhood and deepens your relationship with your buyer.
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Join a Lead-Sharing Group
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The price of admission for these groups is to have someone to refer to someone else in the group.
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Call FSBOs
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FSBO (For Sale By Owner) properties shouldn’t slip by you! Come prepared with information on how you can help sellers – they need us now more than ever.
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Get Free Leads: Veteran’s United Realty
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This is a vendor for qualified leads. The referrals you’ll get are ready to buy and are pre-approved for their loans.
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Get Free Leads: OpCity (If Your Broker Is a Member)
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Opcity is run by Realtor.com, where leads are nurtured until they are ready to purchase. Get access to leads at no cost to you.
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Get Free Leads: HomeLight
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HomeLight has no upfront costs, but there are some minimum requirements to join so make sure you do your research.
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Get Free Leads: OJO
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OJO also doesn’t have upfront costs, but it requires 3 years minimum experience before you can join.
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Get Free Leads: Estately
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Like OJO, Estately requires 3 years of experience. They offer both listing and buyer leads.
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Get Free Leads: RedFin Referral Network
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RedFin Referral Network allows you to take advantage of situations where RedFin has more leads than they can respond to.
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Get Free Leads: RocketHomes
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This is an offshoot of RocketMortgage. These leads are also qualified and ready to buy.
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Get Free Leads: UpNest
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These leads are on the listing side, so UpNest asks a little more from you. Be prepared to submit a video to leads.
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Get Free Leads: Agent Pronto
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There are no minimum requirements for experience for agents, so if you’re newer to the game, this is a great option.
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Get Free Leads: Fast Expert
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This is only for agents who are in the Top 5 in your local network, so if you’re bringing your A-game, you can leverage that into more leads.
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Buy Leads: Zillow.com
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Zillow.com will help you find leads that are further down the funnel.
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Buy Leads: Realtor.com
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You’re only going to find leads here if they’re already looking to speak to an agent. Your leads are only as strong as your follow-up!
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Geographical Farming
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This is a foundational skill in lead-generating. If you find a region that works for you and stay educated and present there, you’ll be sure to get some leads.
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Ask for referrals
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Talk to everyone you know and encourage them to keep you in mind if they hear of someone looking to buy or sell.
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Post a Listing or Property in a Local Facebook Buy/Sell Group
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There are often tens of thousands of people in these groups, and people who see your listings will often tag friends and family in your comments section. Private message the people tagged to see if they’re interested in working with you.
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Circle Prospecting With a New Listing
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Call neighbors in an area where a new listing just went on the market to see if they know anyone who is looking to move into the area.
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Circle Prospecting With Recently Sold Homes
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Let homeowners know about a nearby sale and help them understand how this affects their home’s value.
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Use Buyers as Bait
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If you have a buyer that has their sights set on a particular home size and area, call homeowners in that area to see if they have a neighbor looking to sell.
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Probate Listings
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In situations where a homeowner passes away and hasn’t named an executor, the court names one and this executor is charged with liquidating assets. Check your county clerk’s office for contact info, and offer free quotes as a service.
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Go Live on Social Media - Virtual Open Houses
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Hosting open houses online can give curious people a chance to see what’s out there. This may generate interest in seeing the house in person and, if you have your live on social media, it will remain available for anyone who wants to see it.
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Call Buyers From 2019
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These homeowners have accrued a lot of equity in a short period of time, and they may not even know it!
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Call AirBNB Owners
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These folks are usually investors. They are not sentimental about the homes they own and are oriented towards growth and change. Their contact info is often listed on AirBNB!
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Help Agents That Have Left the Business
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Difficult economic times come and go, and so do agents. If an agent is looking to leave the business, they may have clients that still need help. Offer to pay a referral fee.
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Targeting Folks in Feeder Markets
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Talk to agents in feeder markets to the market that you serve. When you’re willing to pay more than the typical referral fee, you’re sure to catch their attention.
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Help Overwhelmed Agents
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Agents that are top producers often have more leads than they can handle. Show up for these folks and they will show up for you.
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Call Renters
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Get access to lists of renters’ names and contact information in your area. Give them information about the merits of homeownership.
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Produce Video Content
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Producing short and long-form videos about your local area position you as a resource and expert.
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Unsolicited Video CMAs
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Record your screen to show people the value of their home, even if they haven’t asked!
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
When your business generates more on the listing side than the buyer side, you’ve gone from being a real estate agent to running a real estate business. In this episode of The Real Estate Sales Podcast, our host Jimmy Burgess identifies the most common reasons agents struggle to take on listings.
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They don’t have enough market knowledge.
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Competence breeds confidence! You can become a regional expert if you’re willing to hit the books.
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They don’t have a unique marketing proposition for selling.
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If you’re hoping a listing will fall into your lap, it’ll never happen. Study how successful listing agents market themselves and create a written plan of what you will do to help clients sell.
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Their CRM is full of buyers instead of sellers.
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It’s not hard to get buyer leads – that’s why everyone does it! Focus on contacting buyers through door-knocking, cold calling, or whatever works in your region.
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They don’t have a geographical farm (or farms).
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Become the real estate expert for an entire region. Find an area that doesn’t have a dominant agent or an area where it makes sense for you to invest your time and money (in the form of mailers, events, sponsorships, etc.)
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What we focus on expands.
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If you aren’t focusing on listings, they’ll never grow. When you place your intent and attention on connecting with sellers, you’ll see your business start to change.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Everyone runs into creative blocks. In this episode of The Real Estate Sales podcast, Jimmy Burgess is here to help you break through and generate amazing content ideas for your social media presence so you can build engagement, provide value, and generate leads.
1. Don’t recreate the wheel.
- Find agents in your market who are fairly similar to you. Study what makes their content great and try making similar content yourself!
2. Leverage Google.
- Look up “(your local area) + realtor” and find out what the MOST-SEARCHED terms are. Use those for inspiration!
3. Look directly at the camera.
- Connect with viewers using eye contact, OR use an editing app like Captions to adjust your eye-line.
4. Use ChatGPT to optimize your social media post.
- Boost engagement by taking your regular MLS posts and using ChatGPT to SEO-optimize new posts for different social media platforms.
5. Study and utilize your own data.
- Identify what the subjects and types of posts that got the most engagement and make more of those.
6. Check out Coffee and Contracts.
- Haley Ingram helps agents create content and generate leads.
7. Jump on trending topics.
- Stay aware of current news. Use a green screen in your videos to put a trending article behind you. Interpret and explain it to your audience or community.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Don’t sit back and wait for business to come to you! In this episode of The Real Estate Sales podcast, our host Jimmy Burgess connects with Jay Johnson on how creativity and a willingness to try new things help him make the most of his open houses.
1. Jay committed to doing open houses EVERY DAY.
- Rather than having exhausting 5-hour open houses, Jay found he could host an open house every day for a couple of hours.
2. He started working out in the parking lot, talking to passers-by.
- When things were quiet but people were walking by outside, he found that standing out front was a great way to connect with neighbors.
3. In a traditional market, prepare for your open house.
- Add it to your local MLS and share the information with other agents.
- Social media is also an effective way to get the word out.
4. On the day of the open house, capture the neighborhood’s attention.
- Get the word out by putting up signs.
- Safety first! Door-knocking can be a great way to get in touch with neighbors.
- Maximize your opportunities by offering amenities – try a food truck!
5. After your open house, follow up!
- Try to get contact information from the people who stop by.
- Rather than putting ALL relevant information in pamphlets, offer to send it to them via e-mail.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Growing your influence is key to building your business in the long term. In this episode of The Real Estate Sales podcast, Jimmy Burgess gives you seven tips on how you can become known as a trusted resource and valued member of your community.
1. Build an Email List
- Start with a strong foundation of people who like and trust you. Add people consistently – on a weekly basis if possible!
2. Create Searchable Content For Your Area
- What are people going to search for before they move to your area? Answer their questions in written or video form.
3. Use Location Tags and Hashtags on All Social Media Posts
- Using location tags may help you show up in the feeds of people in that area, driving new traffic to your posts.
- Relevant, location-based hashtags make your content easy for potential clients to find.
4. Interview Local Businesses and Leaders In the Community
- Provide value to local community members by promoting small businesses, events, and leaders.
5. Geographically Farm a Local Neighborhood
- Where do you LOVE to sell? Dive in and become an expert there. Show up consistently in that area and your SOI will grow.
6. Leverage Your Testimonials
- Show prospects how much value you have provided to past clients by asking for testimonials. Don’t be afraid to ask for them!
7. Get Involved!
- Offering up your time as a volunteer can help you build relationships with folks who will see your commitment to service and supporting their community.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Videos work while you sleep! In this episode of The Real Estate Sales podcast, your host Jimmy Burgess interviews Noah Escobar of Berkshire Hathaway HomeServices about using different types of video to become known as a regional expert and trusted resource.
1. Community Videos (Sample Community Video)
- Target communities that you work in (or want to work in)! Become known as the expert on the region to build trust and provide value to community members.
- Use SEO-optimized search terms to create a title and keep the run time short to maximize the clicks AND watch time.
2. Infrastructure Updates (Sample Infrastructure Update)
- Escobar uses drone photos and video with voiceover to show current developments in the area.
3. New Community Updates (Sample Community Update)
- Give up-to-date, timely information to clients and other community members to position yourself as a resource.
4. Listing Videos (Sample Listing Video)
- Inspired by HGTV, Escobar wants to impress his potential clients with every walkthrough.
- This type of video allows people to see you and get to know your personality. Your vibe attracts your tribe!
5. Interviews With Builders (Sample Interview)
- Help get builders connected with the correct properties and people.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Bring value to your customers by telling them all they need to know about selling in the current market. In this episode of The Real Estate Sales podcast, your host Jimmy Burgess goes through 5 talking points you can use to help your clients understand why it might be time for a price reduction.
- Understand Your Numbers.
· Get fluent in the current statistics and how they compare to the stats of the past. Then communicate those stats to your sellers.
2. Economics: Demand.
· Speak about the number of transactions, which can help you see how many buyers are out there. Compare with numbers from previous years and months to help your clients understand the state of the market.
3. Economics: Supply.
· Speak about the current competition. How many houses are on the market and how does that compare to previous years or months? When supply goes up, it can be harder to sell.
4. Buyers have to see the perceived value of a property.
· In a competitive market, buyers will want to see low prices, or they will be willing to wait for lower prices when they come along.
5. Communicate that the next sale will probably be the highest-price sale.
· The most recent sale sets the “ceiling” for what the next sales in the area will be. If demand is lower than supply, each sale price will continue to decrease.
6. Explain your job.
· Your seller has probably heard that agents want to make “quick sales” and make their commission. Let them know that you just want to give them up-to-date information so they can make their own decisions about what to do.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Are you GROWING through this recession, or just GOING through it? In this episode of The Real Estate Sales podcast, your host Jimmy Burgess gives you the seven things you need to keep in mind if you want to not only survive but THRIVE during tough times.
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There will be winners.
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Time to step up your marketing game and your education. Become the first person your community thinks of when they think of real estate.
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Grit will be revealed.
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People who persevere despite hardship and keep some perspective will see success, while those who give up at the first sign of difficulty will weed themselves out.
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There will be losers.
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When agents exit the real estate industry, that will make more room for you to succeed.
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Agents will understand the value of a referral.
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Referrals from clients and other agents will bring you more business and also help you build connections.
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Commission will be compressed.
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Some agents will act out of desperation and reduce their commissions to make a deal. Wise agents demonstrate their value so their clients understand exactly what they are paying for.
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Agents will understand the difference between value and price.
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Make sure you’re working with the people who help you sell more, not just the ones who offer you a bigger split. Also, look at how much return you’re getting for your marketing and assess how much you should budget for it.
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The strong will get stronger and the weak will die.
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Once you make it through a recession, you emerge on the other side stronger and more confident in your ability to persevere.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Out with the old social media strategies, and in with the new! In this episode of The Real Estate Sales podcast, your host Jimmy Burgess talks about the latest social media news, trends, and tips to help you reach more people and increase engagement.
Instagram and TikTok are extending the description box.
- The apps will now use descriptions to judge whether your content is relevant to search terms, so make sure you’re spending time on those descriptions and not just hashtagging!
Use ChatGPT to optimize your social media posts for each different platform.
- Each platform has its own specialized algorithm, and ChatGPT can help you create SEO-optimized content for each one without you having to go through the trouble of learning how each algorithm works.
Instagram is going back to its foundation.
- If you’ve been missing the old days of sharing still lifestyle and aesthetic pictures on Instagram, you’re in luck. Try sharing personal and lifestyle content again – you will see it gain more traction than in recent years.
Screenshot Twitter posts and post them as an image on Instagram.
- This allows you to use the content you have created for Twitter to connect with another audience. These types of posts have been gaining popularity.
Use your Location Tags on Instagram and TikTok.
- If your post is most relevant to people in your area, adding your location tag will increase their chances of seeing it.
Use green screen backdrops to show headlines behind you.
- Jimmy demonstrates how you can use Instagram Reels to create a green screen effect and display an article that you want to talk about behind you.
Organic traffic is increasing on Facebook.
- Facebook Reels are gaining popularity, so if you already create Instagram Reels, you can upload them to Facebook at the same time. Creating them without Instagram is also a very easy process and Jimmy walks us through it.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Chances are you didn’t get into the real estate game because you want to spend your time figuring out the ins and outs of every social media platform. Thanks to ChatGPT, you don’t have to! In this episode of The Real Estate Sales podcast, your host Jimmy Burgess is here to share five cutting-edge ways you can use ChatGPT-optimize your content for social media.
Generate SEO-optimized descriptions for your Facebook posts.
- Facebook descriptions are increasingly becoming sources of organic traffic. In the past, Jimmy’s company would create Facebook posts and use the same description they would use in their MLS. Using ChatGPT to create a short, optimized Facebook post led to increased views AND engagement.
Increase your engagement on Instagram.
- Instagram is going back to its roots as a photo-sharing app. The search function will also be using descriptions to get the right content in front of whoever wants to see it. This change in the algorithm is an opportunity to use ChatGPT to SEO-optimize descriptions.
Increase your engagement on LinkedIn.
- As a platform, LinkedIn is best suited for sharing blogs, articles, and other written content. When you offer this type of content and use ChatGPT to SEO optimize it, it will come up in searches and you will be seen by customers as a valuable resource for information about your area.
Increase your engagement and views on YouTube.
- YouTube uses descriptions to judge whether a given video is relevant to search terms. YouTube will also use the audio of the video to make sure it matches the description. Use an SEO-optimized description AND script to bring clarity to the algorithm and show up more readily in search results.
Compound all the content you’re making.
- Once you have created one form of content, go down the line and ask ChatGPT to create optimized content for YouTube, LinkedIn, Facebook, and Instagram. Each platform has its own unique algorithm, so optimize your content for each one specifically.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Wonder what to post on social media as a realtor? In today’s episode of The Real Estate Sales Podcast, our host Jimmy goes over 7 different pillars of successful real estate content.
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People to highlight.
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Sometimes social media content shouldn’t be about ourselves, but instead about other people. Use your social media content to highlight others from time to time.
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Some examples of people to highlight include New homeowners, certain people or organizations in the community, or people who just sold their homes.
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In the know.
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Are there any events happening in your community? Post about them, almost like a news reporter would.
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By promoting different events in your community, you can cement yourself as the real estate resource in your community.
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Local listicles.
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A listicle refers to a numbered list. By posting listicles, you’ll capture people’s attention by providing them with information on certain places or businesses in your community.
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You could make a listicle about virtually anything, whether it be restaurants to check out or social gathering spots.
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Listings.
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People want to get information on local listings to understand their local real estate market.
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You could post photos of new listings or short-form videos on new listings. You could also highlight particularly interesting listings. Mix it up.
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All access.
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If you have an open house coming up, post some content that gives people a behind-the-scenes look at you setting everything up.
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You could show yourself setting up signs, cleaning the house, show activity during the event, etc.
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Reviews and testimonials.
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Over 80% of people nowadays go online to look at reviews and testimonials for real estate agents that they’re working with.
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By posting different reviews and testimonials, you can show potential buyers and sellers that you’re the right real estate agent to work with.
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Stats.
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Providing different information and stats to potential clients can help you be seen as a real estate resource, but the presentation is important. Include pictures or videos.
- Highlight valuable information like the selling prices of houses, how the market is, etc.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
You know you should be farming a geographical area or neighborhood, but you’re unsure of what to send them. In today’s episode of The Real Estate Sales podcast, our host Jimmy goes over how to effectively farm an area.
Consistency is key to geographical farming.
- Whatever you send, you have to send it on a regular basis. How often you send it will vary, but focus on remaining consistent.
Send a yearly market report.
- On a certain date every year, send out a market report to your clients. Offer valuable information that can add value to them.
Send quarterly reports.
- Just like an annual report, sending quarterly newsletters is also valuable. Information on how long listings stay on the market or the average selling price could be included.
Rotate different cards more frequently.
- Between quarterly and annual newsletters, you can also send out letters on a more frequent basis. An example is sending out letters monthly that describe upcoming events.
Utilize subtle, but direct calls to action.
- If prices in a neighborhood begin to rise or fall, send out a newsletter to that area. Offer a free market evaluation to help add value to your particular area.
Send out customer testimonials.
- Send out testimonials from clients that you’ve worked with before. However, use testimonials that are specific to the area you’re trying to farm.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
True success comes from surrounding yourself with the best people possible. In today’s episode of The Real Estate Sales podcast, our host Jimmy goes over 11 different people that all realtors should surround themselves with to reach true success.
- A coach or mentor
Having a coach or mentor lets you get an outside perspective on your business. Perhaps they notice something that you miss or have some valuable insight. Either way, invest in a good teacher.
- Someone you’re pouring into
It may seem counterintuitive to help out other agents or invest resources into someone, but investing in another agent or person provides insight. It can also lead to a future return on that investment.
- Support Staff
Every realtor that builds a genuine business has people involved. By hiring others to take care of tasks, you can spend more time focusing on things like growth or adding value to clients.
- A trusted lender
Having a go-to lender allows you to know your client is in good hands. It also allows you to provide the level of service you want to your clients.
- A trusted inspector
Just like a trusted lender, having a trusted inspector allows you to know your clients are being properly cared for. It also lets you provide a consistently high-quality service.
- A dependable handyman
When a buyer gets a new home, they may need repair work done or something done to properly settle in. By having a reliable handyman, you can provide whatever your client needs.
- An accountability partner
Having someone to hold you accountable is a huge boost for your business. Whoever your partner is can make sure you’re following through on your words and actions to help boost your business.
- A professional accountant
If you have an accountant who you fully trust, you can focus on growing your business instead of things like taxes. Just like support staff, if you’re able to delegate tasks to someone else, do it.
- A trusted title company/closing attorney
Transactions are the most volatile during closing. By having a trusted attorney or title company, you can prevent issues and ensure the closing process goes smoothly.
- A friend to share with
Having someone you can share your success stories with is hugely important. It’s also important to be able to have someone you can talk to when you’re struggling with your business.
- An agent to lean on/pass things onto
When you’re on vacation or out of town, it’s important to have someone who can handle things while you’re gone. Whether it be a team member or someone you trust, have someone to pass things onto.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Success is a process. In today’s episode of The Real Estate Sales podcast, our host Jimmy goes over 7 different rules in real estate that are guaranteed to help lead to your success.
- It’s not who YOU know, it’s who knows YOU.
Social media, communication, and following up with clients is all key in today’s real estate market. Prioritize people knowing you, instead of vice versa.
- The more you give, the more you get.
By adding value to the market, whether that be through relationships or providing information, you are guaranteed to get things in return. Focus on adding value to receive value.
- The more adaptable you are, the more your business will grow.
Real estate is a volatile industry that’s constantly changing. You have to be able to adapt to changes in the industry to see success.
- The more you learn, the more you earn.
As a real estate agent, people are going to ask you questions. If you want to be able to earn their business, you have to be able to answer these questions. Continually learn about the market to become a better resource.
- Hard work beats talent, when talent doesn’t work hard.
No matter how talented you are, if you don’t actively put in work, you’ll get nowhere as an agent. Utilize your talent, but don’t be afraid of hustling.
- Consistency leads to contracts.
To achieve great things, you have to put in the continual effort. By being consistent, your progress will grow upon itself, and you’ll see more success.
- Authenticity is attractional.
In real estate, you have to sell yourself, yes. But top real estate agents attract more business than they chase. By being authentic, you will attract more business, just like those top producers.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Wondering how to better communicate how things economically are in the real estate market? In today’s episode of The Real Estate Sales podcast, our host Jimmy meets with David Childers to discuss exactly that.
Understand the market
- Inflation continues to be an issue, and several banks have faced failure or the threat of failure. The federal treasury continues to raise interest rates in an effort to help combat this.
- Remain opportunistic and optimistic. Let your clients know about the potential future and how it can ultimately benefit them.
Share your opinions
- Having opinions is equally important to being educated. Buyers and sellers will want your opinion, so you have to be ready to provide it.
- Understand that the market is volatile and interest rates can either raise or lower depending on your neighborhood. For some buyers, now is a perfect time to buy, especially long-term homeowners. For others, renting might be the better option.
Think and prepare for the future
- Childers predicts that, despite the challenges buyers are currently facing regarding being able to afford the home, there are still buyers on the market.
- As we enter spring, keep this in mind. Position yourself to be the best real estate resource in your market.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Jimmy’s going to take your real estate business to the next level. In today’s episode of The Real Estate Sales podcast, he goes over 7 different activities that will help your real estate business explode.
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Surround yourself with doers
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You are the sum of the people you spend the most time with. The top agents surround themselves with doers.·
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Doers are the people who are consistently putting in the effort through prospecting, adding value to clients, being a top resource, et cetera. Surround yourself with them to learn from them and boost your own business.
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Count your conversations
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What we inspect is what we can expect to get better at. Have as many conversations with people as possible.
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After having these conversations reflect on them. What went well, what didn’t? Use these insights to help yourself grow.
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Take inventory of your past sales
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Look at the past few years of your transactions and study them. What started the transaction, what generated that lead?
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By studying past transactions, you discover patterns. You can then repeat these patterns to help generate more leads and transactions.
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Learn a new skill
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What are you good at and what do you wanna learn? Think about your strengths and weaknesses and try to minimize your weaknesses while elevating your strengths.
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Learn about a skill then put it into practice.
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Leave testimonials for other people
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When we do something for people, they subconsciously want to return the favor.
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Testimonials are one of the BIGGEST tools in your toolbox. Give other people testimonials and they’re likely to return the favor.
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Choose a niche
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A saying Jimmy grew up with is “There’s riches in the niches.”
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By choosing and specializing in a niche, you face less competition and are able to become an expert by focusing on something small. This translates to experience that will let you broaden your horizons.
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Wake up one hour earlier and go to bed one hour earlier
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People are naturally more productive closer to their wake up time than they are closer to bedtime.
- By shifting your sleep schedule by one hour, you can not only get a literal headstart on the competition, but you’re also able to start being productive earlier.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Wondering if you should start a team or stay as a single agent? In today’s episode of The Real Estate Sales podcast, our host Jimmy interviews Kyle Upton to discuss his experience building up a team.
Starting the Team
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Upton was a solo agent from 2016 to the end of 2022, when he finally decided to start his team. However, as he continued on as a solo agent, he realized he was wearing too many hats and needed a team.
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Upton started his team by hiring a few people he was already close with. As things scaled however, Upton hired people as necessary.
Growing the Team
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After hiring his first team members, Upton focused on his sphere of influence. He connected with people he already knew for both lead generation and team members.
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As Upton continually got more and more leads, he would hire more team members as necessary. If an issue arose that he couldn’t face, he would hire someone to assist him.
Lessons From Scaling
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The first thing Upton wished he knew prior to scaling his business was to have your systems in place beforehand.
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While working as a solo agent, Upton would work on over 50 deals using only an Excel spreadsheet. This obviously isn’t practical when scaling your business.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In order for our real estate business, and us as people, to grow, certain things have to change. In today’s episode of The Real Estate Sales podcast, our host Jimmy goes over 7 different things that realtors need to change to succeed.
- The low barrier of entry into the real estate business
· When everyone is able to become a realtor, the profession’s reputation and professionalism go down from lackluster realtors.
· Be the most professional realtor in your area and offer the most information to clients.
- Self focused marketing
· Too often, real estate agents use marketing to highlight THEMSELVES instead of using marketing to focus on the needs of clients.
· Provide clients with what they want to know, and make THEM the hero of your marketing, not the other way around.
- Non-professional photos for listings
· In today’s environment, people scroll through listings. Pictures and videos are the first thing they see. If a picture is unprofessional, you by extension are viewed as unprofessional.
· Again, think of the low bar for entry. If you can make your photos look professional, you’ll stand out against the competition.
- PPP marketing
· PPP marketing refers to simply putting a sign in the yard of a listing, promoting it online, and praying someone buys it. This marketing is outdated.
· You need to develop and use a marketing plan that helps sellers sell their house as quickly, and as profitably, as possible.
- ABC conversations with clients
· ABC stands for “always be closing” which, just like PPP, is incredibly outdated.
· In the current market environment, RELATIONSHIPS are what matters, not transactions. Focus on building relationships with clients that will lead to transactions.
- Single agent mentality
· It’s not IMPOSSIBLE to succeed as a single agent, but you have to have some other people around to help you.
· It can be a formal team, or people that you trust for certain services. Whatever it is, you NEED people to help you.
- Shiny object infatuation
· Too often people look for the easy way to do something, or the “shiniest” object.
· Real estate is built off of labor though. If you want to succeed, you HAVE to be willing to put in effort. Otherwise, your business will go nowhere.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
ChatGPT is absolutely a game-changer for real estate agents. In today’s episode of The Real Estate Podcast, our host Jimmy goes over 23 different ways that realtors can use ChatGPT to help their business.
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Ideas for Instagram posts
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Social media is an invaluable tool for realtors, however, most of the time they don’t know what to post. Simply get some ideas for social media posts from ChatGPT!
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Ideas for Facebook posts
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Just like Instagram, ChatGPT can also help you produce different posts for Facebook. Simply ask for a certain number of real estate posts for your city.
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Ideas for TikTok content
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A unique feature that ChatGPT has is it understands the differences between content for different social media platforms. The ideas for Instagram content will be different from the Facebook posts, which will both be different from TikTok.
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Ideas for LinkedIn posts
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Since LinkedIn is more post-heavy, after you see an idea you like, you can have ChatGPT create that post which you can then upload to LinkedIn.
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Ideas for video content
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This is a bit broader and can cover different video formats. For example, you could get ideas for YouTube videos or ideas for Instagram reels.
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Ideas for blog posts
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This is also broader than social media posts. Ask ChatGPT for blog post ideas in your particular city. If you like a certain idea, you can then have ChatGPT also produce a blog post.
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Listing descriptions
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ChatGPT can write a listing description with certain features that you want to be promoted.
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Rewrite a listing description
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If your listing description is looking a bit stale, ask ChatGPT to rewrite it. It can be rewritten to be shorter, funnier, more professional, etc.
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Write a Facebook post on a listing
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After you’ve created a listing description, you can ask ChatGPT to produce a Facebook post on it. It will satisfy the Facebook algorithm and help reach a wide audience.
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Write an Instagram post on a listing
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Just like Facebook, ChatGPT can also create an Instagram post about a particular listing that will hit all the requirements for a good Instagram post.
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Write a TikTok script on a listing
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ChatGPT can write a script for a TikTok short that is designed PERFECTLY for TikTok and its audience.
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Write an email on a listing
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Give ChatGPT some details on your listing or a description, and it can write a great email with a call to action that will promote the listing.
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Write a video script on a listing
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Ask Chat GPT to create a video script on a listing and then record a video. If necessary, you can have the script rewritten to be shorter or more professional.
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Write creative ways to promote a listing
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After you’ve posted about a listing, ChatGPT can suggest creative ways to promote it. ChatGPT could then write the copy for those promotions.
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Write creative ways to promote an open house
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Provide ChatGPT with some details on a particular listing and ask it to write something that gets people interested in an open house. Again, it can then be tweaked as desired.
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Reasons why people love living in your city
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When people are looking to move into a particular area, if they see a video on some positives about the city, they’re far more likely to engage with the video.
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Shorten a script into an Instagram reel
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After you’ve created a long script, ChatGPT can then shorten it into a form more appropriate for something like an Instagram reel.
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Write some content on why now is a great time to buy
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ChatGPT can be used to create blog posts as well as scripts. Ask it to write something explaining why now is a good time to buy real estate.
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Write some content on places to visit in your city
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Ask ChatGPT to create a script or blog post on something like popular restaurants in your city. This adds value to your clients and the area you service.
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Write some content on current interest rates
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This is especially relevant to the current real estate market. By providing information like this, you’ll be seen as a valuable real estate resource.
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Write some content on what homeowners should do if their listing expires
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With the current market, expired real estate listings are becoming more and more common. ChatGPT can write some content explaining why listings expire or what to do after an expiration, which adds value to the community and to those clients.
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Ideas for showing appreciation to past clients
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ChatGPT can also create some unique and fun ways to show appreciation, and add value, to past clients.
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Ideas for marketing myself
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ChatGPT can give you some unique and effective ways to not only add value to clients but also to help promote yourself and your real estate business.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Wonder what to do for your business in this current market? In today’s episode of The Real Estate Podcast, Jimmy meets with Gino Blefari to discuss ways to survive and thrive in the current real estate market.
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Have a strong mindset
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A strong mindset is ALWAYS important, even more so in the current market. We don’t know how long the current market will last or how deep it will go, but we do know it will pass.
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You have to remain mentally strong in this market to thrive in the upcoming market.
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Follow your schedule
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Don’t make a commitment without first checking your schedule. If it can’t fit, then don’t make the commitment.
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By creating and following a schedule, you can prioritize what’s important and dedicate your time and energy to it.
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Focus on your MEDS
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Meds stand for meditation, exercise, diet, and sleep. When you take care of yourself and your mental health, you’ll feel good and perform better. Again, think about strengthening your mindset.
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Blefari says these are small cornerstones that lead to winning habits. Focus on the small, daily things that will lead to big changes.
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Focus on strategy
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Blefari would farm realtors who were leaving the real estate business. Whatever you do, create a strategy and follow it. Whatever worked for you in the past, focus on that.
- Contact all of your clients, add value, and focus on lead generation. Whatever strategy you choose, follow it and tweak it as necessary.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
A lot of the time, EVERYTHING we need for success is right in front of us. In today’s episode of The Real Estate Podcast, Jimmy goes over 7 CRUCIAL things most realtors miss about setting their business up for success.
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It’s not about the houses, it’s about the people.
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Oftentimes, when someone is wanting to get into real estate, they think the business is about houses. Real estate is about PEOPLE, it’s NOT about houses.
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When you focus on houses instead of people, you push YOUR thoughts onto clients instead of letting them think about what THEY want. Instead of adding value, this subtracts it.
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It’s not about the number of leads, it’s about the quality of the conversations.
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Leads are vital in real estate, yes, but if you only have names and emails, it amounts to NOTHING. Quality is more important than quantity.
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You have to identify people who are genuinely interested in doing business with you, then DEVELOP deep relationships with them. Otherwise, you won’t generate leads or turn any profits.
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It’s not about how impressive you are, it’s about the value you bring.
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The market only rewards people who bring value to it. If you want to get more income, you HAVE to add more value to the market.
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Instead of focusing on being impressive, focus on things like becoming the go-to knowledge source in your area and adding value to clients. This will ultimately reward you and your business more than just being impressive.
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It’s not about your split, it’s about how much you make.
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Instead of focusing on maximizing your split, focus on generating as much value and income as possible.
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If you have 1 deal and get a 100% split, that’s 100% of the profit, sure, but only a single deal. Compare that to 10 deals with a 50% split. It’s less money per individual deal, but more income overall. Prioritize getting more and more deals over maximizing the profit of each individual deal.
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It’s not about how much you make, it’s about how much you keep.
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This isn’t specific to real estate, this is relevant to LIFE. Income is important, yes, but you’ll only grow your business and your personal wealth through SAVING that income.
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If you bring in a million dollars but spend it all, you have nothing. However, if you save 75% of it, you’ll still have something. Save your money and put it to work.
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It’s not about the closing, it’s about the follow-up.
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Adding value to clients is one of the fundamentals of real estate, and people often neglect it. However, it's fundamental for a reason, following up and adding value is KEY for business growth and success.
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Every deal you close presents an opportunity for future business. Don’t neglect to follow up, otherwise, you’re neglecting the possibility of future leads.
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It’s not about you, it’s about them.
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This one should go without saying. The core of ANY business, whether real estate or not, is focusing on your CLIENT, not yourself.
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If you want to continually grow, you HAVE to add value and focus on the needs of your customers. Otherwise, your business will fail. It’s not a matter of if, it’s a matter of when.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Wonder if there’s still any opportunities in real estate? In today’s episode of The Real Estate Podcast, Jimmy has an interview with Noah Escobar, who in his first full year of real estate, made $16 and a half MILLION dollars.
How Escobar Got Into Real Estate
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Escobar first started in real estate when he turned 19. He did video production for a church, before Jimmy reached out to him for a video. From there, Escobar began to learn more about real estate.
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After two years of working with Jimmy and learning about real estate, Escobar got into the market. It started when we began generating leads and talking to people he had met from video editing.
Generating Business on His Own
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Although Escobar focused on adding value to people he already knew, the BULK of his business actually came from things like cold calls and networking. He would attend different events and introduce himself to new agents, and regularly did cold calls.
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Something unique that Escobar did, just like Jimmy, was actually call LANDOWNERS to talk about building real estate. Since Escobar started so young, he aimed to do things that other realtors were NOT doing. If something was too easy, he left it to someone else.
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One of Escobar’s most memorable moments was when he called a broker. After getting sent to voicemail, he called another number. The broker picked up and begin to actually cuss Escobar out. After explaining his situation, the broker understood and helped Escobar begin developing real estate.
Escobar’s Fundamentals For Business
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Throughout his first year, Escobar focused on the fundamentals of real estate. Specifically, adding value to clients and focusing on lead generation. Of course he was naturally fearful, but Escobar understood what he wanted was BEYOND that fear.
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After selling his first lot via the broker, he once again did circle prospecting, to turn that singular transaction into multiple transactions. That first deal actually turned into 4 separate deals. After each transaction, once again, Escobar would circle prospect.
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The biggest mistake that Escobar believes he made, actually, was STOPPING the circle prospecting. After he stopped making those calls, he stopped generating leads. He had the 4 deals, sure, but nothing beyond that.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The real estate game has changed. In today’s episode of The Real Estate Podcast, Jimmy goes over 4 different ways that you can use ChatGPT to help grow your business and get transactions.
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Social media content
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A lot of real estate agents understand the importance of posting on social media, but they don’t know WHAT to post. ChatGPT can help agents figure out what to post on social media.
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You can go into ChatGPT and give it a prompt asking about social media posts about certain things people in an area should know, or social media posts for realtors, etc.
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Listing descriptions
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Listing descriptions have to be unique AND engaging to help generate interest for a particular listing. Writing individual descriptions by hand can become mundane, but ChatGPT can easily produce listing descriptions.
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Go into ChatGPT and give it some basic information on the listing. Things like amenities it includes, its location, the number of beds and baths, or whatever else you want to include. ChatGPT will then produce a high quality description for that listing.
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Video content
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Just like social media content, ChatGPT can also help write content for videos, whether that be ideas for videos or full on scripts for you to follow.
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For example, you could ask ChatGPT to write a script on certain things that make your area attractive to buyers, or things that make your city unique. ChatGPT could write scripts for these ideas or help you think of ideas for scripts.
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Blog content and newsletters
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Just like social media content, realtors also know how important it is to regularly send out newsletters and produce blog content. ChatGPT can streamline both of these processes.
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You can ask ChatGPT to produce blog posts, or create ideas for those blog posts. ChatGPT can also help take information on new listings, or other information included in newsletters, and create an informative and engaging newsletter for your clients.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
There will be winners and there will be losers in this current real estate environment. In today’s episode of The Real Estate Podcast, Jimmy goes over 7 different moves that the top agents are using right now, that you can start using.
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Evaluating their expenses
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With the current state of the market, you HAVE to ensure that you’re getting maximal return from your investments. Top agents are going through their expenses and evaluating what they’re spending money on.
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If the investment isn’t bringing you much in return, stop spending money on it. If it IS bringing in profit, however, double down on it.
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Evaluating where their revenue is coming from
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Top realtors are going back through their records, and figuring out where they were able to generate the most profits. Once these profitable ventures are identified, the realtors are then RETURNING to those ventures to ensure profits continually come in.
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Building systems
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With the current market, top agents know they HAVE to adapt and prepare themselves. We don’t know how long the market is going to last or how deep it’s going to go. Top realtors are building systems and platforms that prepare them for the market’s eventual upswing.
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Upgrading their current talent
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We hear it a lot, but we really ARE the sum of the 5 people we spend the most time with. As a result, the top agents are spending more time with coaches, with other high performing realtors, and the people who are going to teach them the most.
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Going where the puck is
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Top realtors go where the business is going to GO, not where it currently IS. These top producers are focusing on what’s going to explode in the future and become a major part of the real estate market, and then honing in on that.
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Having more conversations than ever before
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You can’t do any business if you don’t actually talk to people. Top realtors are talking to clients, leads, partners, ANYONE who can help them start and end transactions. With the current state of the market, they’re doing these business conversations more than ever before.
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Getting greedy while others are nervous
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This comes from a quote from Warren Buffet. When other investors became nervous, Buffet became greedy, and vice versa. Focus on building your business and creating leads NOW while the market is down, because there’s less competition. You’ll be better off when the upswing comes.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
You got your listing, but how are you going to make that one listing turn into multiple transactions? In today’s episode of The Real Estate Podcast, Jimmy goes over 23 different ways you can generate multiple transactions from single listings.
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Teaser videos for upcoming listings
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Don’t reveal the ENTIRE property, but go over an overview of the upcoming listing. Provide information like the address as well as how many baths and beds. Tell people to contact you if they’re interested in the property.
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Circle prospect the neighborhood
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Go around the neighborhood and inform people of the upcoming listing. This helps you add value to that particular area and build rapport with potential future buyers and sellers.
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Door knocking the neighbors
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Instead of calling neighbors and telling them about a new listing, go to them in person. It helps you build an even better relationship with potential buyers and sellers and is an IMMENSE way to add value.
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Send teaser videos to your database
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After you record the teaser video on an upcoming listing, send that teaser video through your database. This gets the video out to multiple eyes and puts you and your listing at the top of several different people’s heads.
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Call people in your database
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If you know clients within your database are going to be buying or selling within the next year, or would specifically be interested in an upcoming listing, call and let them know.
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Make a social media post
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Once the listing is actually up, make a post on social media announcing the listing. This gets people thinking about the listing and puts you, again, at the top of their heads.
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Send a just listed postcard
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Sending out just listed postcards does two things: Helps agents find potential buyers but more importantly it also BUILDS VALUE with those same potential buyers. Building value is, of course, key.
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Host an open house
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Hosting an open house lets you meet with a large number of potential buyers and sellers. You can gather the information of people who come to the open house and add them to your database.
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Door knocking
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We’ve already covered door knocking, but after a listing is up, do some more door knocking. Let them know the property is on the market and ask them to send leads your way.
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Circle prospecting
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We also already talked about circle prospecting before listings went up, but circle prospecting after a listing is posted is another way to generate more transactions. This builds value and rapport and puts you on people’s minds.
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Behind the scenes content at the open house
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Buyers and sellers WANT to see what’s going on with listings. By providing them with this information on what happens at open houses, you deliver content that they specifically want.
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Short form video about listings
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Create a 15-30 second video, around the length of a TikTok, and provide a very brief overview of the listing. Make sure to tag your location as well.
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Unboxing of the listing
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Jimmy saw a video from Brad McCallum where he “unboxed” his listing. Essentially, McCallum opened up a box, pointed the camera inside of the box, and inside of the box was his main video about the listing.
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Post on a Facebook group
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Look for a Facebook group about listings in your local area, and post listings. This not only helps you connect with people in your local area, but it also builds up your reputation as THE real estate agent in that area.
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Have an attention grabbing sign
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Use take one signs or have signs with a QR code that sends people to videos about listings or your latest listing.
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Instagram story
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This is similar to using short form videos. Post a video on your Instagram story about a new listing and put a LINK into the story that directs people to information about your newest listing.
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Short form videos about listing amenities
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Do a short video, around 15 seconds, DAILY FOR A WEEK, on different amenities that the listing has.
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Native full form videos
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Instead of sending potential leads to another platform like YouTube, create a full form video about a listing. Post that video on a single platform and showcase different clients' houses.
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Create a graphic saying the listing is now under contract
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After you’ve found someone to buy the property, make a post on social media, telling everyone that the house is under contract or in escrow. Congratulate the new owners, don’t brag, to help build rapport and add value to that community.
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Host a going away party for the new owners
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After the owners have bought a new property, host a going away party for them. This builds value with those clients, but also gives you the opportunity to meet NEW leads as people come to the party.
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Send a pending card
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After a listing has been sold, send a PENDING card. Let all of the recipients know that, although that particular listing is sold, there may be other listings that these new leads can purchase.
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Send a just sold card
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Just sold cards are a FANTASTIC way to show your value to new leads. By sending out just sold cards, you show the recipients that you were able to provide their neighbor with EXACTLY what they wanted, and that you could do the same for them.
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Get testimonials from the buyer
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After you’ve finally made the sale, get testimonials from that client. Use these testimonials to then show your value to future clients.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Chaos creates opportunity. In today’s episode of The Real Estate Podcast, Jimmy meets with David Chiders to talk about the greatest way to generate listings in the current real estate market.
The State of The Market
- Inventory is shifting as we start this new year due to several different factors. Demand is also decreasing.
The Best Method For Generating Listings
- In this current market, you HAVE to be a smart seller and work with smart buyers. Inform and educate not only yourself, but your clients as well.
If you want to learn more about David Chiders or the current real estate landscape, check out his website at https://www.keepingcurrentmatters.com/.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Tech is an INVALUABLE tool for real estate agents to use. In today’s episode of The Real Estate podcast, Jimmy goes over 23 different tools that will generate CRAZY growth for you and your business.
- ChatGPT
ChatGPT is an AI that focuses on creating natural, human-Esque speech based on a prompt.
- Testimonial Tree
Testimonial Tree is a platform designed to help you manage your online reputation, a VITAL aspect of being a successful agent.
- BombBomb
BombBomb is an online service that lets you send highly personalized and value-adding videos to clients.
- BoxBrownie
BoxBrownie is a service designed to provide real estate agents with PREMIUM quality pictures and drawings for virtually every need.
- Keeping Current Matters
Keeping Current Matters is a service that takes relevant, informative content and breaks it down into easily understandable terms for clients.
- HomeBot
HomeBot sends out monthly letters to homeowners about their property with personalized branding for you and your business.
- CapCut
CapCut is a free service that gives agents the ability to quickly create and edit videos, PERFECT for social media posts.
- Clip On Ring Lights
Clip on ring lights, especially for phones, is a fantastic way to get INCREDIBLE lighting for your videos.
- RedX
RedX is a service that offers agents lists of phone numbers they can call to generate leads.
- Spacio
Spacio is a tool that helps agents market their listings and open houses that is optimized for social media and click-through.
- co
co is an AI that actually provides HANDWRITTEN notes for real estate agents, to help them provide value for clients and generate leads.
- MileIQ
MileIQ is an app that lets agents EASILY track how many miles they’ve traveled for both business and for personal reasons.
- Canva
Canva is a platform that gives real estate agents TERRIFIC graphics for social media posts.
- TurboScan
TurboScan is an app that lets real estate agents QUICKLY scan any documents they may need to scan.
- Forewarn
Forewarn is an app that lets agents punch in information and receive detailed background checks on people they may meet with, to ensure their safety.
- Hootsuite
Hootsuite is a platform that allows agents to create content calendars, so they know EXACTLY when to publish content and can focus on meeting with clients.
- ShowingTime
ShowingTime is a time management tool and data provider used by PLENTY of real estate agents, and for good reason.
- Coffee and Contracts
Coffee and Contracts is a website that provides several different formats for social media posts, as well as a content calendar.
- Adobe Premiere Pro
Adobe Premiere Pro is an app that provides agents with professional editing software for their videos and content.
- Audible
Audible is a platform that provides users with thousands of e-books and is a fantastic source of information for realtors.
- Calendly
Calendly is a time management platform that lets you set and easily track appointments and open houses.
- Waze
Waze is an app for your phone that provides directions for real estate agents when they’re traveling.
- Quickbooks
Quickbooks is an online accounting app that gives real estate agents VALUABLE information and makes accounting simple.
We live in an age FULL of wild and important technologies. Use some of these technologies in your real estate business, and you’ll be SHOCKED by how much growth you’ll see.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Lost momentum in your real estate business? In today’s episode of The Real Estate Podcast, Jimmy goes over 5 different ways to generate momentum for your business in ANY type of real estate market.
Get back to where you first had momentum
- Even if you haven’t personally had momentum, SOMEONE in your area has. Ask them where they first started seeing momentum, and get yourself to where they were.
Take inventory of all the business you’ve done in the past
- Go back a few years and look at clients you’ve done business with. How did contact first begin, and what did the process look like? Utilize all of this information to start generating momentum again.
Start doing whatever generated business for you in the past
- Instead of focusing on new avenues, go back to form. Utilizing the data you got from taking inventory, find what generated the most momentum and go back to it.
Block your time
- We waste FAR more time than we tend to realize. Instead of mindlessly wasting time, set specific blocks of time to do specific activities. Make sure you actually utilize this time to do things to generate momentum.
Pick up the phone and make phone calls
- Momentum only comes from more conversations. You HAVE to actually talk to people ABOUT real estate in the real estate market. Call contacts, make outbound calls, and UTILIZE your phone.
Momentum is key in real estate. Use these 5 tips to generate MORE momentum for you and your real estate business.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
2023 will be a year of opportunity. In today’s episode of The Real Estate podcast, Jimmy goes over 5 different predictions he has for 2023, and how YOU can take advantage of these predictions for maximum profits and business growth.
Less Transactions
- In the last half of 2022, for multiple different reasons, the market has slowed down. There’s a disconnect between prices that sellers are willing to sell at, and that buyers are willing to buy at. Jimmy predicts that for the first half of 2023, this stagnation will continue.
- Since there are going to be less transactions, whatever transactions you do have, you have to MAKE SURE they don’t fall through the cracks. Make a list of the clients who are most likely to either buy with you, sell with you, or send you leads. FOCUS on these clients.
- You also have to prioritize relationships. ADD VALUE to your clients. Transactions may be slow going into 2023, but by adding value to clients you make it more likely they’ll do business with you, whether now or in the future.
More Inventory
- All throughout 2022, there was a rise in inventory. Especially in the springtime, as homeowners are looking to move or make a change for the new year. Even though there’s more inventory however, there’s also been less demand.
- Be VERY selective on your listings. If a seller is setting an unrealistic price, then don’t take that listing. Don’t be afraid to say no! With less demand and less transactions, it’s CRUCIAL that you only take the listings most likely to sell.
- In particular, look for EXPIRED listings. Why? Expired listings put you in a position to tell the seller what they need to hear instead of what they want to hear. Listings expire for a reason, and you can tell the seller why their listing expired, and how to prevent it from expiring again.
Look For Sellers Who Have To Sell
- Over his 30+ years in the business, Jimmy has noticed that whenever a client has some major life event, they’re more likely to sell. In particular, even if it sounds morbid, death can be a trigger for a sale.
- After major life events, people are emotional. You can take advantage of this by being a helper for the client. Provide them with a list of services, whether that be moving companies or clean-up crews.
- Death isn’t the only event to look out for. Divorce, job transfers, retirement, and children are all things that can prompt someone to sell their house.
A Lot of Agents Leaving Real Estate
- When the market is good, a lot of people get into real estate because they believe it’s easy and quick money. When the market slows down, however, agents tend to leave.
- For the people looking to get out of real estate, you can help them park their real estate license. You can also offer to pay these agents a referral fee. This lets them continue to monetize all of the work they’ve done, and will make YOU seem like a better real estate agent.
Superstar Agents Will Emerge
- The real estate business has a natural rotation of agents. Just as agents are going to step away from the business, new top-tier agents will emerge. The top 5% of agents now probably won’t be in the top 5% in the next few years as they naturally rotate out.
- Don’t treat real estate as a hobby. If you want to be one of these emerging superstars, you HAVE to put in the effort and the work. Go all in NOW so you can have a solid foundation once the market picks back up.
As the market continues to slow down going into 2023, RECOGNIZE these trends. Once you’ve recognized them, you can then take advantage of them. Put in the effort and focus on what matters and you WILL keep seeing profits going into the new year.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Video, video, video is ALL we hear as real estate agents. In today’s episode of The Real Estate Podcast, Jimmy goes over 23 different video ideas you can use to get some high quality content out for 2023.
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Seven Things To Know Before You Move To This Area
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Whenever people are getting ready to move into a new city or new area, oftentimes they’ll go onto Google or YouTube beforehand to get an idea of both open properties as well as things to know about the area.
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If someone is thinking about moving to an area, and they see your video, they’ll be FAR more likely to click on it and watch it. It’s a fantastic way to generate some traffic for your channel and get out to people.
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Five Things People Love About Living In This Area
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Just like the seven things video idea, this is another clickable and watchable video that people WILL WANT to check out.
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This video gives potential buyers an idea of WHAT an area they’re interested in is actually like. It’ll give them an idea of whether or not they’ll actually like the area, as well as an idea of some things that are popular in the area.
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Five Things People Hate About Living In This Area
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Negativity is clickable. Just like things people LOVE about living in an area, people will also click on a video showcasing some things people don’t like about a particular area.
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This video will also give buyers some insight into a particular area, specifically some of its more negative aspects. It allows them to know the pros AND cons of a city before they make the commitment of moving there.
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Three Most Popular Neighborhoods In This Area
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Providing people with information on the best or most popular neighborhoods is a great way to add value to them. After all, why wouldn’t a buyer WANT to live in one of these three neighborhoods?
This video also presents an opportunity to get TRAFFIC to your website. In the video description or in the comments, you can link your website and provide some listings in one of the neighborhoods.
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How Much Home Can You Get For This Amount of Money in This Area?
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Whether it’s real estate or some other product/service, price is a VERY important piece of information for buyers to know.
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A video like this not only gives VALUABLE insight for buyers, but it also presents an opportunity for a series of videos. Make a video about what 1 million dollars can buy, one about what 50k can buy, one about what 10k can buy, etc.
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Five Facts Most People Don’t Know About This Area
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People LOVE knowing secret information or feeling like they know something exclusive. This type of video is another hyper clickable one that will get traffic to your channel.
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Whether it be stories, places to hang out, or something else just highlight some little known facts about a particular city. This gives information to buyers as WELL as helps build trust with them, since you’re sharing exclusive information.
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Three Things To Consider When Buying/Selling In This Area
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One CRITICAL thing you should focus on when making real estate videos is: Being a resource. Present yourself as the ultimate resource for information to buyers and sellers to help build trust with them.
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Videos like this not only make you come off as a resource, but also helps to set you apart from other real estate agents. Go over some sort of information that buyers and sellers should consider before they consult you.
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Seven Service Providers Everyone In This Area Should Know
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Beyond presenting yourself as a resource to buyers and sellers, another KEY concept to consider when making videos is: Make them shareable.
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One INCREDIBLE way to make your videos more shareable is by focusing on information or ideas that are local to a particular area. Go over some important service providers for your specific area to get people engaging with, and sharing your videos.
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Interviews With Local School Representatives
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Something that families in particular are going to want to know before moving into an area is what the local school system is like.
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Whether you interview the principal, some teachers, or other faculty members, these types of videos are a FANTASTIC way to give potential buyers insight into what the school system is like.
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Community Overview Videos
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Just like information on schools, something else people HEAVILY consider before moving into a particular city is what the community is like.
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Neighborhood videos like this are something you SHOULD utilize to help garner organic traffic and leads. Jimmy knew a real estate agent who, at the request of a buyer, made a video describing some information about a local neighborhood. Without ANY effort, a few weeks after the video went live, someone called her and asked about information about a particular house. She sold that house for 450k.
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Restaurant Owner/Manager Interviews
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Videos like this give you two advantages: Not only do they allow you to come off as a resource for a particular neighborhood, but they ALSO put you in good standing with local businesses. If you help local restaurants, they’ll be likely to help you.
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Buyers moving into a particular city will look at videos like these, and others providing information about the place they’re moving to, and are likely to share them with other buyers.
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Now That Your Home Is Listed
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Jimmy utilizes videos like this to keep communication with clients. The NUMBER ONE issue that buyers and sellers have with agents, according to polls, is they don’t communicate enough.
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Once a seller has listed their property, send a video like this to them. It not only ENSURES communication continues, but it also presents you as a resource to the seller.
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Now That Your Home Is Under Contract, What To Expect
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Just like sending a video to sellers once their home is listed, videos like these get sent to people whose houses are now listed. Systematic videos like these are GREAT for keeping up communication while also providing information to clients.
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After someone’s house is under contract, videos like these do one thing in particular: They prevent any surprises. By telling someone EXACTLY what to expect, you’ll avoid any unforeseen issues in the future.
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Now That You’re Under Contract To Buy
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Sellers and buyers will have different questions once they’re working with you. Again, the BIGGEST cause of issues between agents and clients is a lack of communication. Systematic videos like these ensure good communication.
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Go over some information that buyers need to know, specifically the next steps to take. Tell them the process to keep communication up and help establish a relationship between you and the buyer.
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Client Testimonials
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People look at results. You CAN claim you’re the best real estate agent, but a video of one of your clients saying that is far more likely to be believed by other clients.
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Get some of your best clients and have them describe the process of buying and selling with you. Once people hear about how ENJOYABLE it is to work with you, they’ll be more likely to come to you for buying and selling.
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About Me and Team Video
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Buyers and sellers are CONSTANTLY looking for information to help them decide which real estate agent they should work with.
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Make a video describing how you got into the real estate business and your story. Provide a basic overview of yourself as well as one of your team members. Give clients the information they’re looking for to help generate future business.
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The Story of my Favorite Closing
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This video idea essentially combines the idea of an about me video as well as a client testimonial.
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Go over some challenges you had to face with closing a deal and how you overcame said challenges. Describe what made that closing SO GREAT to give viewers an idea of why you’re a great real estate agent and why they should go with you.
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Virtual Open House
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One of the BEST ways to help grow your real estate business is through hosting open houses. Hosting one virtually, though, allows ANYONE to come to your open house.
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A virtual open house allows anyone to get an idea of open listings, regardless of whether they can attend the in-person open house or not. Doing a video walkthrough of a house is the best way to generate momentum for the in-person open house.
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New Listing Video Walkthroughs
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This type of video is specific to one, or a few, different clients. If there’s a new listing that is PERFECT for certain clients, then do a video walkthrough of it.
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VIdeos like this not only help you build a relationship with those clients, but it also presents the opportunity to set up an in-person meeting with you and the client to go over the listing. It helps generate that momentum that’ll help you start and close the deal.
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Check In Videos
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We all know as real estate agents just how IMPORTANT adding value to clients, whether current or past, is. Check in videos are one way to add that value.
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Create a little video asking how a client is doing and thanking them for either choosing you or working with you in the past. It could be sent over text or email, but however you send it, it’s an INCREDIBLE method for adding value.
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Quarterly Market Updates
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Beyond adding value, something else that’s key in being a real estate agent is coming off as a resource. Market updates show you’re watching the market AND that you’re a resource.
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You could send this video out in the form of a newsletter or some other consistent video. Go over trends in the market to provide insight to buyers and sellers and go over general information they should know.
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Updates on Listings
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This is another video type that can be sent out consistently, whether it’s on a weekly or monthly basis, that will provide VALUABLE information to buyers and sellers.
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Consistency is key, in real estate and in life. Make a video describing whatever’s going on with your listings and send it out to clients. Not only does this ensure consistency, but it also ensures you keep communication up.
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Video Unsolicited CMAs
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A video CMA just refers to a video going over recent sellings or new listings that you send to people in your sphere of influence who’ve mentioned they might be buying or selling in the future.
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If you hear about a potential lead, send that lead a CMA. This jump starts the process of setting up a deal with them. Provide that lead with some valuable information on the state of the market.
Video is something EVERY real estate agent should utilize. As we go into 2023, take some of these video ideas and create content using them. You’ll ABSOLUTELY see growth and profits.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Markets may change, but principles stay the same throughout time. In today’s episode of The Real Estate Podcast, Jimmy goes over 7 different principles you can apply to your real estate business to see EXPLOSIVE growth.
The Rule of 5
- If there’s a tree growing in your backyard and you want it gone, take an ax and hit the tree with it 5 times. Eventually, that tree WILL fall. The rule of 5 is pretty simple: It says that if you do 5 actions CONSISTENTLY, sooner or later you WILL find success in them. It may take a long time, or be quick, but doing it consistently will make it happen.
- Instead of chopping down a tree, think of 5 things YOU can do for your real estate business to see growth. The things that Jimmy personally recommends for any agent to focus on consistently are: Maintaining a consistent flow of leads, maintaining a follow-up system for past clients, ensuring a constant flow of new listings, having daily real estate conversations, and finally working with the hottest potential leads. Whether or not you focus on THESE, do 5 things consistently to see success in your business.
The Power of One More
- The power of one more is another pretty simple, but POWERFUL principle. It states that doing ONE more thing, whether that be finding one more lead or adding value to one more client, it’ll generate compound interest. Compound interest is VITAL to growing your business.
- Just like the rule of 5, find something you can put just a LITTLE BIT more effort into each day. It may be finding new listings or following up with clients, but just do one more additional thing and you’ll generate compound interest for your business. A famous saying says “Compound interest is the 8th wonder of the world”, so take advantage of that world wonder!
“If you can help just enough people get what they want, you can get whatever you want.”
- Instead of focusing on what’s in it for YOU, focus on what your clients are getting out of your deals. A common motif in the sales world is to focus on being an ADVISOR to your buyers, not a salesperson. This builds trust with your client and helps close deals. Focus on answering questions your buyer may have and offer guidance through the entire deal. If they’re first-time homeowners, give them PLENTY of information. If they’re renting, let them know if they can buy, if they’re selling then let them know the value of their property. Offer tidbits of information like that.
- With real estate, if you focus on giving your clients what THEY want, instead of what you want, you’ll start to build a relationship with them. From this relationship, you can get leads and expand your sphere of influence. This ALL translates to growth for your business.
The Compound Effect
- The compound effect is basically a combination of the power of one more and the rule of 5. What does it say? The compound effect says that the more effort we put into something, and the more consistent we are with it, the more success we’ll see. You HAVE to do something consistently that will bring you success.
- They say practice makes perfect. So practice! Make SURE you’re being consistent in your efforts. It could be ensuring you make calls often, follow up with clients, or generate new leads. Regardless of what it is, do it often and do it consistently. Your success will compound over time, meaning INSANE growth for you and your business.
Your Past Doesn’t Define You, It Prepares You
- Markets change, as do careers. This is ESPECIALLY true in the real estate world. Think about the 2008 recession and how it changed the market. Think about how 2020 changed the market. What worked in the past won’t NECESSARILY work in the future.
- As a real estate agent, you have to remember that everything in your past has PREPARED you for your present, and future. Take whatever lessons you’ve learned in your past experiences and utilize them. However, be willing to learn new things as well. Constantly learn from your experiences to maintain business growth. You will face setbacks, but view them as a learning opportunity.
“The harder I work, the luckier I seem to get.”
- No one becomes a successful real estate agent by being lazy and not working. All of the growth and success that Jimmy has seen during his real estate career came from times that he was working HARD and CONSISTENTLY, as is the case with every other real estate agent.
- You HAVE to be willing to get your hands dirty and focus on building your real estate business. The harder you work and expand your sphere of influence, the MORE OPPORTUNITIES you will get. As the saying says, you’ll get luckier.
“The path to success is to take massive action.”
- This quote from Tony Robbins is just as POWERFUL as it is TRUE. If you want to see massive growth in your real estate business, you have to take massive action.
- If you take massive, bold actions and work hard and consistently, you’ll see the growth you’re wanting for your real estate business. Be willing to take big deals or find huge amounts of leads. Whatever action you take, make sure it’s a big action to see growth.
As the new year begins and we work through the volatile real estate market, keep these principles in mind. Times and markets change, but principles remain true throughout time. Use all of these and you will ABSOLUTELY see your real estate business grow.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Sometimes you have to SEE something before you can BE something. In today’s episode of The Real Estate Podcast, Jimmy goes over 4 different interviews he’s conducted with 4 different top real estate agents.
Heidi Harris (1:45)
- Heidi Harris is the owner of the real estate business Home Sweet Heidi, based in Raleigh, NC. Harris runs, with 5 others, a real estate business that services SEVERAL different cities in North Carolina.
- Harris’s story begins in 2012 when she began working as a solo agent. For a LONG time, she remained solo. Before working in real estate, Harris sold radio ads. However, these ads were DRAINING. One night in bed, her husband suggested getting a real estate license.
- After getting her license, Harris began work by researching the TOP producing realtors in Charlotte and sending them letters. The letters included some of her business cards and asked for referrals. Specifically, Harris wrote, “If any people are moving to the Triangle, give me a referral.”. The success this got her can’t be overstated. Even TODAY, Harris is STILL getting those referrals.
- Some of the BEST advice that Harris got while she was just starting out was from a top realtor whose office was next to hers. She came into his office CRYING and asked just HOW EXACTLY he stayed in the business. His answer? “Remember this moment.”. He reminded Harris to focus on the basics. They were painful, yes, but they were the things that were going to drive her toward success.
- The next step Harris took was to focus on building her BRAND. She started creating business pages for Home Sweet Heidi on platforms like Instagram, Facebook, and LinkedIn. By posting consistently and building her brand, a whopping 30% of ALL of her sales have come from social media.
- Throughout her entire career, Harris kept focusing on the basics. Whenever self-doubt would arise like if she ever felt video shy, she would push through it. If you’re ever feeling doubtful on camera, push through. As Harris said, “The worst thing that happens is you don’t watch the video a second time.”. Lean into your strengths and prioritize them. Utilize them!
- Harris has two children, a 5 and 3-year-old. As she focused on mothering her kids, she began to outsource some work. Specifically, as she was pregnant with her 3-year-old, she interviewed a new real estate agent. The agent asked Harris “Can I be on the team?”, and Harris said yes. 3 months after making her first hire, Harris hired the second team member. The momentum continued and now, Harris works with 5 different team members.
You can connect with Harris on Facebook at Home Sweet Heidi and on Instagram, under the same name. She’s also available on LinkedIn. Her email is heidi@homesweetheidi.com and her phone number is 919-946-3292. Harris loves paying referral fees, so send her your referrals!
Andrew Undem (39:45)
- Andrew Undem is one of the LARGEST real estate agents in the country. Most people can’t relate to that level of success, sure, but they CAN relate to his story of working up TO his current status.
- Undem started out with a simple, but POWERFUL idea: He wanted EVERYONE he personally knew to know that he was a serious real estate agent. However, he also didn’t want to come off as too pushy or salesman-like. Undem focused on getting his name out while ALSO keeping his personal touch and personality intact. Specifically, whatever his competitors were doing, he did the OPPOSITE.
- Undem started out by going onto Facebook Messenger and sending everybody who was active a message. He told everyone that he was now working as a real estate agent and he was looking forward to catching up with them or just talking. Although the messages he sent to everyone were similar, Undem made SURE that there was also some personalization between different messages. Again, don’t appear too corporate or salesman-like.
- Just like Heidi Harris did with her letters, Undem did this CONSISTENTLY. Every day he would go onto Messenger and send a message to the people who were active. How successful were these attempts? In his first year ALONE, Undem made over 30 deals! A lot of real estate agents, and people in general, forget to focus on the basics. THOSE are what build you up to Undem’s RADICAL level of success.
- Another thing that Undem focused heavily on was: Giving his buyers VALUE. In the sales world, one of the most often touted pieces of advice is to act like an ADVISOR instead of a salesperson. Undem focused on treating his leads like genuine humans and focused on HELPING them instead of simply closing deals with them. This is a GUARANTEED way to help generate leads and build up your business!
- What’s a method for adding value? Focus on being local, hyper-local even. Work within your community, network with people in your neighborhood, whatever you can do. Why is this important? It puts you at the top of people’s minds. Just like adding value to buyers, adding value to your community will also generate leads. Whenever someone in your area is looking to buy or sell a home, they’ll think of you.
- The third thing that Undem focused on to help generate success was: Being willing to study and learn the real estate game. REGARDLESS of the work you do, how can you possibly expect to be successful if you’re not willing to learn?
- One of the things that Undem did to help expand his knowledge was to work under a mentor. If you can find a REALLY good mentor, you can learn from them. What made them successful? What tips and tricks do they utilize? Undem would work under these mentors, learn as much as he possibly could, then UTILIZE those same tips and tricks to jump-start his career.
Andrew Undem didn’t utilize some magic bullet to get to where he currently is. Instead, he simply focused on the basics. There’s NO REASON to overcomplicate things. As the saying goes, keep it simple, stupid. Focus on the basics and your real estate business WILL grow.
Molly Slagle (51:00)
- Molly Slagle works with realtors WORLDWIDE through her business, Berkshire Hathaway HomeServices, based in Houston, TX.
- Slagle began her real estate career in a pretty funny way. She wanted to renovate her kitchen and knew it’d be costly. How was she going to make that money? Through real estate. However, Slagle also knew that just because she got a real estate license, she wasn’t going to automatically start getting clients.
- To help generate her leads, Slagle took a similar approach to Undem. After having some wine, she went onto Facebook Messenger and looked for people who had, in the past, reached out to her about workout supplements and equipment. Slagle messaged them, asking if they would send her ANY referrals looking to buy or sell real estate.
- It took Slagle around 40 different messages, but she got her first 3 leads out of it. After she got her first few leads, Slagle started to work on social media. However, similar to Undem, she made SURE her posts didn’t come off as too pushy or sales-y. The posts were simple and personalized. Along with posting on social media, Slagle would reach out to people and different leads. If it was someone’s birthday, Slagle reached out to them. If someone just graduated or achieved something significant, she would be there to congratulate them.
- Along with reaching out to potential leads, Slagle made SURE she gave back to her community. One example she gives is the time she bought coffee for teachers and parents. On the first day of school, Slagle loaded up a gift card for a coffee place and posted the card’s details on social media. She let everyone know that they could use the card to get some coffee, and asked them to post and tag her when they bought their coffee. Just like adding value to clients, this got her name and business out into the community.
- Beyond adding value to her community and remaining consistent, another INSANELY VALUABLE tool that Slagle uses is Community. Specifically, Slagle is part of a group called the National Rethink Council. This council can help develop ideas as well as give motivation. An all too common issue real estate agents and business owners in general run into is burnout. If you have a community or group of people to remind you of WHY you initially started, however, you can avoid this burnout and continue growing your business.
If you have any referrals, or just want to get in touch with her, you can reach Slagle at her website www.mollysoldit.com or reach her on Instagram under the handle mollysoldit, or her Facebook account. If you want to text her, you can contact Slagle at 713-471- 0527.
Brad McCallum (1:14:30)
- Brad McCallum, based in Canada, has been in the real estate game for 5 years but has only worked in the business full-time for around 3 years. Around that same time, he began to do the MAIN thing differentiating himself from his competition: Uploading videos onto YouTube.
- McCallum started his career during a RECESSION. During his beginning years, only around 38% of sellers could actually SELL their homes. More than half were unable to because of the market environment.
- Just like ALL of the other agents on these show notes, McCallum focused on the basics. He focused on being consistent with his uploads and business and providing GENUINE value to his clients. Compound interest in your personal brand is what BUILDS that brand.
- There are several different ways to build your real estate business and generate leads. The way McCallum did it, however, is GENIUS. Although his channel started out very small and with little watch time, through compound interest and consistency, McCallum began generating leads THROUGH his videos.
- Beyond just generating leads and business, building his brand had another INCREDIBLE effect: Passive income. Instead of having to constantly reach out and make cold calls, potential buyers and sellers would COME TO McCallum through his videos. Even on days when he didn’t work, he was STILL able to generate leads and build his business, simply through his compound interest.
- If you’re going to build your business through YouTube, there are a few KEY things to keep in mind: First and foremost, YouTube is an ad platform designed to show viewers ads. Making entertaining content that keeps viewers watching is key. McCallum’s content is designed to capture his viewers' attention within the first 5-10 seconds and then KEEP them watching. Evoking emotion or showing something exciting is one way McCallum goes about this.
- After getting someone to watch the first few 5-10 seconds, you have to get people watching past the 30-second mark. How do you do this? SHOW THE VIEWER THE HIGHLIGHTS UPFRONT. Too often, YouTubers will wait to showcase the most exciting part for the end, thinking it’ll keep viewers watching until then. This, however, just isn’t the case. Show them EXCITING things first, this will keep the viewer watching.
- There are a million things we all COULD be doing, but that doesn’t mean we SHOULD be doing them. Something else that McCallum focused on was providing genuine value to his clients. In regards to his channel, that meant providing entertaining, informative, and high-quality content to retain viewership. For you, this might mean being genuinely helpful and giving clients everything they need to buy or sell their properties. Other agents offer value by giving back to individual clients or their community as a whole.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Warren Buffet is one of the most prolific investors in history. In today’s episode of The Real Estate, Jimmy goes over 8 different things Warren Buffet has said in the past and how they can relate to your real estate business.
“Risk comes from not knowing what you’re doing.”
- Real estate is a risky business. Success is absolutely NOT guaranteed. So, learn more about the business. Gather as much information as you can to avoid unnecessary risks and see your real estate business grow.
“There seems to be some perverse human characteristic that likes to make easy things difficult.”
- Have you ever heard of the KISS principle? It stands for “keep it simple, stupid.”. Too often, real estate agents VASTLY overcomplicate things that simply don’t need to be difficult. When things are overly complex, you’re more likely to not understand them, thus promoting risk. Whatever you can simplify, simplify it.
“It’s not necessary to do extraordinary things to get extraordinary results.”
- Similar to the KISS principle, sometimes basic is best. There’s no easy button in real estate. If you understand and apply, the basics like adding value to clients, following up, remaining consistent, and generating leads then you’ll see results. There’s no need to do anything crazy to see results.
“When others are fearful, be greedy. When others are greedy, be fearful.”
- When other agents start to get fearful and pull out of the market, prices begin to drop. Take advantage of this! Get greedy as Buffet says, and then once agents begin to get greedy, start holding onto listings. Think of it like the stock market: When people get fearful, stock prices drop. It’s at THAT moment you buy, so you can then sell for profit.
“The best investment you can make is an investment in yourself.”
- Investing in yourself does a few things: Builds yourself up professionally and builds up your career, as well as builds your business. Spend time and money on developing yourself to see great returns. Whether that be attending conferences or seeking out new leads, put SOMETHING into yourself to see returns.
“Price is what you pay, value is what you get.”
- A lot of people confuse the meaning of price and value. Look for things that have a lot of VALUE, not things that necessarily have a high price. What things are going to generate referrals, leads, listings, etc.? Those are high value, so focus on them.
“Better to hang out with people better than you. Pick out associates whose behavior is better than yours, and you’ll drift in that direction.”
- The saying goes: You’re the sum of the 5 people you spend the most time with. The people you’re around influence your actions, which influence your outcome. So make SURE that you’re surrounding yourself with positive figures, especially agents who are more successful than you. This will rub off onto YOU and help grow your own business.
“Only when the tide goes out do you discover who’s been swimming naked.”
- Tough times create strong men and strong men create good times. Whenever the market gets rough, like it currently is, it’s VERY telling. You see who is a competent agent and who isn’t. During markets like this, study the agents and businesses that are succeeding. Then use those lessons to make sure that YOU’RE not swimming naked.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The lifeblood of real estate businesses is generating leads. In today’s episode of The Real Estate Podcast, Jimmy goes over 23 methods he KNOWS will generate leads for your business.
The 23 Different Methods
- Social Media “Little Help” Posts
Social media is one of the MOST potent tools you can use as a business owner, real estate or not. The idea is you make a post on social media asking for help in finding listings. This gets people talking and generates leads for you.
- Open Houses
It’s repeated over and over, but it’s repeated for a reason. Open houses are the MOST EFFECTIVE way to meet potential buyers and sellers. Host some open houses and you’ll come face to face with people looking to buy and sell listings. Instant leads!
- Buy Lunch, Not Leads
This doesn’t necessarily mean LITERALLY buying lunch for a client, but try and DEEPEN your relationship with existing clients. Whether it’s an actual lunch or something simple like a gift, do something to keep yourself in the mind of existing clients. Not only does this mean you’re more likely to do MORE business with them, but you’re also more likely to get new leads.
- Hosting A First-Time Homebuyer Seminar
Similar to hosting open houses, this is another FANTASTIC way of meeting new leads in person. Hosting an event like this gets people actively looking to BUY homes for you. You can then do some discovery and figure out what exactly they’re looking to buy or sell and then act on your new customer!
- Geographical Farming
Having a particular area where you are actively KNOWN as the ideal real estate agent is foundational to generating leads. After all, when buyers and sellers trust you, they’re likely to come to you for business and refer you to others. Spend time adding value to a particular area to build up that trustable reputation.
- Farming For Referrals
Just like geographical farming, farming for referrals is a great way to generate leads for your business. Reach out to people who can give you those referrals and have them send people your way.
- Optimizing or Starting Your Google My Business Page
Whenever someone is considering consulting you to buy or sell, they’re likely to google your business. By OPTIMIZING or establishing that presence online, you ensure there’s information freely available to you and get people interested in working with you.
- Unsolicited Video CMAs
An unsolicited video CMA is just a video you send out that lets clients know the value of their houses. This is another way to generate leads and give potential leads information on you and your business. Think of it like cold emailing.
- Circle Prospecting
Circle prospecting is an older method, but one that’s time-tested. By calling up people near recent buys or sells, you get information on a particular area AND also stay on top of potential buyers’ minds.
- Using Buyers As Bait
When you’re working with a client that’s looking for something specific, put in EXTRA effort when working with them. This does a few things: It might expose new leads to work with AND helps build rapport and potential future referrals for you.
- Host Housewarming Parties
Similar to the “buy lunch, not leads” method, this is another way to generate leads for your business. When you go that extra mile for someone you just finished a deal with, not only does it make it more likely THEY’LL do business with you in the future, but it also increases the odds of them REFERRING you to other clients.
- Host Going Away Parties
This is the EXACT same idea as housewarming parties but held for people LEAVING instead of moving in. Not only does it build rapport, but it also lets you see people interested in buying or selling properties in the area.
- Expired Listings
Consistency is key with this one. Create a newsletter or some packet of information and send it out. Expired listings are WANTING to sell, but the client didn’t have the right agent. That’s where you come in.
- Post Listings In Facebook Groups
Just like social media help posts, posting listings in Facebook groups is another way to generate leads. By posting ABOUT listings, you’ll remain on top of people’s minds. Clients may tag their friends on your posts or reach out to you directly.
- Referral-Based Lead Generation Companies
There are PLENTY of companies out there that gather clients together and then, once they’re ready to buy or sell, connect them with agents like you. Utilizing one of these companies equates to GUARANTEED leads.
- Call For Rent By Owners
For Rent By Owners is a website that gathers up different listings available for rent. If you contact them, you can gather data about people looking to rent or rent out their properties. You can then CONTACT these leads directly and begin a business.
- Contact Airbnb Hosts
Just like For Rent By Owners, AirBNB is another FANTASTIC source of people looking to buy or sell properties. Simply contact some hosts and talk to them. This lets you gather data about potential future leads.
- Door Knocking
Although you shouldn’t just go door to door and ask if people are wanting to sell, by going around and talking to people or offering the information you do a few things: You make sure you’re on clients’ minds and you can gather data. You can also get the names of people who are actively looking for an agent.
- For Sale By Owners
Just like For Rent By Owners, For Sale By Owners is another GREAT database. Contact owners and get information. Ask if they’re wanting to sell or if they know anyone who does.
- Join A Leads Group
Joining a leads group is another INCREDIBLE way to generate leads. This is a group that meets up, either weekly or monthly, and discusses different leads. Joining this group will ensure you’re up to date on leads in your area.
- Zillow
Although Zillow does get some hate, it’s a great resource for agents. If you can CONSISTENTLY close deals, you’ll get better and better leads.
- Realtor.com
Realtor.com is another website that offers leads to agents. Make sure you can EFFECTIVELY close deals on the site to ensure you get consistent, quality leads.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Leads are the lifeblood of real estate businesses. In today’s episode of The Real Estate Podcast, Jimmy goes over 10 different leads with no upfront expenses to help your business grow.
- Opcity
Opcity is owned by Realtor.com and gathers up leads either looking to buy real estate or sell their existing properties. Once you connect with Opcity, you’ll get placed into one of two grounds: New real estate agents or experienced real estate agents. The more deals you close with Opcity, the more profitable leads you’ll be given.
- Redfin
Redfin is mostly known for being brokers, but they ALSO offer referrals to leads. Redfin prioritizes agents who close a lot of deals, typically around 6-10 per year. Positive reviews are also KEY for being eligible for Redin’s referral program. Make sure you close frequently and receive good feedback from your client if you want to utilize Redfin.
- Rocket Homes
Rocket Homes is an affiliate of Rocket Mortgage. All of RH’s leads are already qualified to receive mortgages and are ready to purchase homes. Just like Redfin, to qualify for RH’s leads, you have to have been in the business for at least 2 years and closed 8 deals in the last year. Just like Redfin, positive customer reviews are essential with RH.
- Estately
Estately requires agents to have AT LEAST 3 years worth of experience although 5 years is preferred. They also look at customer reviews, so make SURE you are receiving quality reviews from your clients. Estately is also selective; they only partner with one agent per area. In exchange though, you will receive VERY high-quality and profitable leads.
- Veterans United Realty
VUR is an affiliate of Veterans United and works specifically with veterans. If you live near a large number of veterans or a military base, VUR would be a great agency to partner with. VUR looks for agents with positive reviews as well as a history of working with military buyers.
- Home Light
Home Light utilizes an algorithm to match clients with agents. Just like the rest of these agencies, Home Light is looking for experienced and well-reviewed agents to partner with. They look into several different statistics to match clients with agents.
- Ojo
Ojo looks for agents with at least 3 years of experience in the industry and 25 transactions within the last year. Despite the high entry barrier, Ojo delivers HIGH QUALITY and profitable leads. If you’re an agent with a solid history, Ojo is definitely an agency to look into.
- UpNest
UpNest requires agents to have made at least 6 transactions within the last year and also have at least 3 years of experience. UpNest is a bit different from the others, though. Through UpNest, you have to COMPETE with other real estate agents to secure leads. A strong online presence is a necessity if you use UpNest.
- Agent Pronto
Agent Pronto doesn’t have any requirements, unlike all of the other agencies. However, AP does take your AP profile and specialties HEAVILY into consideration. If you want to utilize AP, make sure you have a strong and solid profile. AP will then match you with ideal clients, depending on your specialties.
- FastExpert
Out of all of the agencies discussed, FastExpert is the toughest one to partner with. You have to be within the TOP 5% of agents to receive leads. Your ranking depends on your performance in your specific market. Although you can create a profile as long as you’re within the top 25%, only the top 5% of agents will receive leads.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Visualization is one of the MOST POWERFUL tools you can use to help grow your business and close sales. Jimmy has personally used it to close more than $5 million dollars worth of deals. In today’s episode of The Real Estate Podcast, Jimmy discusses what visualization is, and why and how you SHOULD be using it.
What is visualization?
- Visualization is a tactic where you simply imagine something happening or repeatedly view something. Jimmy had a whiteboard with a list of his top 10 clients, referrals, and listings that he would look at every day, but it could be something as simple as imagining a sale or a new client.
- On this whiteboard, Jimmy would also have some different information in view. Things like what his client was looking for, their price range, and the type of home they were looking for, among others. He did this to keep his most valuable clients at the forefront of his mind. If a new property came up that matched a client’s requirements, he could quickly contact them because Jimmy would’ve already had them visualized.
What are the advantages?
- One other piece of information Jimmy included on his whiteboard was the last time he spoke to each client. This forced him to keep in contact with them and limited the likelihood that a promising client would end up purchasing a different piece of real estate. Not only were they at the top of Jimmy’s mind, but Jimmy was also at the top of their mind.
- Jimmy’s whiteboards were organized in a top 10 fashion, with the most promising buyer at the top and the least at the bottom. This allowed him to focus ALL of his attention on the sale that would make him the most amount of money in the least amount of time. Every day, that information was right in his face and constantly kept in mind.
The main appeal, and benefit, of visualization is how it streamlines EVERYTHING. Having a viewable list, or something similar, keeps clients on the forefront of your mind and helps limit distractions or anything else that might detract from your business. Try it out for yourself, and see just how much your business grows!
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Systems lead to business success. In today’s episode of The Real Estate Podcast, Jimmy goes over 7 different systems he’s seen INCREDIBLY successful real estate business owners use to expand their business. If you implement these systems, you too can see the same consistent and systematic growth.
What are the 7 different systems for long-term business growth?
- The first thing that drives business growth is consistent business leads. Every day, you need to have a good amount of potential leads. Jimmy personally recommends aiming for between 3 and 5 different leads per day.
- The second driver is having personalized conversations with leads as they’re coming in. This lets you see EXACTLY what the lead is looking for and puts you in a better position to begin, and close, a profitable sale. It’s easier to close a sale if you know the exact thing a buyer is looking for.
- The third driver is following up with leads and keeping on top of sales with any promising buyers. Things like automation really help here, as it lets you stay on top of deals while also letting you focus on new leads.
- The fourth driver is utilizing a top 10 list. This ties into the idea of visualization. Keeping a list of your top 10 most promising buyers keeps them on the top of your mind and limits any distractions and prevents deals from falling through.
- The fifth driver is maintaining and taking advantage of your sphere of influence. Keep in touch with both contact and leads to expand your sphere of influence, and continue to bring in leads and make new contacts.
- The sixth driver is keeping in contact with past clients. Just like maintaining your relationship with leads and your sphere of influence, past clients can offer you referrals, repeat business, and provide word of mouth advertising, all of which are boosts for your business.
- The last major driver of business, and perhaps the most important one, is having a persistent mindset. Even the best of sellers go through rough periods, but the ones who are able to push through are the ones who ultimately see success.
The aim of any business owner is to ultimately grow their business and increase sales. Try implementing these 7 different drivers and see just how much growth your business can receive. It will make an absolute WORLD of difference.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Listings are the name of the game in real estate. Today you will learn about a step-by-step system that over the next 12 months, you can build a funnel that will be chock full of opportunities for you to generate listings, no matter what the market is doing. It starts with some of the basics.
Your daily activity plan:
- Gather three email addresses of homeowners every single day, five days a week, and 50 weeks a year. That will give you 750 new email addresses each year.
- When you call a lead to share something of value with them about the market in their neighborhood, ask for permission to get their email for future updates.
- Provide your buyers with a monthly update on the valuation of their homes. This lets them know you are thinking about them.
- Release a monthly or weekly newsletter.
- Set up a personalized conversation follow-up plan,
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- Send a text, confirm that it is okay to send a message, and ask about the frequency of the message.
- Once a quarter, call your prospect. Record details in your CRM.
- Video email illustrating what’s happening in the market.
- Personalized touches – once a quarter – four times a year.
As you implement the steps above every day, five days a week for 50 weeks a year, your business will look completely different than it does today.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
If you do these seven daily activities, you will set your business on fire! Be consistent each and every day and your efforts will be compounded.
Counting from 7 to 1 – they are the following:
- Seven conversations with seven homeowners each and every day.
- Speak with six prospective buyers. Share information about properties, get them in touch with a lender.
- Check-in with five of your past clients or people that are in your sphere of influence.
- Send four hand-written notes to agents in potential feeder markets.
- Either show or preview three different homes each and every day.
- Send a text, email or video walkthrough of homes that you have previewed to two potential buyers each day. This lets your buyer know that you are working for them and going the extra mile.
- Send an unsolicited video CMA to a homeowner each day. Provide value – illustrate that you are their real estate expert on what their home could be worth should they decide to list.
By applying these seven daily habits rigorously and consistently, you will see your business build and be profitable next year and beyond.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
If you do these seven daily activities, you will set your business on fire! Be consistent each and every day and your efforts will be compounded.
Counting from 7 to 1 – they are the following:
- Seven conversations with seven homeowners each and every day.
- Speak with six prospective buyers. Share information about properties, get them in touch with a lender.
- Check-in with five of your past clients or people that are in your sphere of influence.
- Send four hand-written notes to agents in potential feeder markets.
- Either show or preview three different homes each and every day.
- Send a text, email or video walkthrough of homes that you have previewed to two potential buyers each day. This lets your buyer know that you are working for them and going the extra mile.
- Send an unsolicited video CMA to a homeowner each day. Provide value – illustrate that you are their real estate expert on what their home could be worth should they decide to list.
By applying these seven daily habits rigorously and consistently, you will see your business build and be profitable next year and beyond.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Are you wondering how you can give back to your community? On today’s episode of The Real Estate Sales Podcast, Jimmy chats with Lynne Kelleher about how to grow your business by giving back to your community.
How did Lynne get her start at giving back?
- She has always been a believer in supporting the community that supports you.
- Lynne leads a group of women who meet four times a year and donate $100 to a charity nominated by the members of the group. At her first meeting she started with 35 women, she now has 250 women. Lynne donates $100,000 a year and spends 4 hours doing it.
How exactly do these meetings work?
- Lynne has an email list and sends out email reminders to her members. They can attend in person or on zoom.
- They meet in a country club and start with announcements. Then the three selected members get 5 minutes to talk about their charity and a small question and answer period.
- The votes are then cast and tallied, and the members write a check directly to the charity organization.
How does this help Lynne’s business?
- Lynne has expanded her center of influence by doing great things for her community. She receives lots of press and people now associate her with her group.
Episode Resources
- For more information from Lynne you can reach out to her by email or phone at Lynne@lynnekelleher.com or 215.813.6655
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
On today’s episode of The Real Estate Sales Podcast, Jimmy talks with Jason Gruner to discuss the process of how to farm a luxury neighborhood.
How did Jason choose a specific area?
- Jason’s end goal is figuring out how to get a seller to call him.
- He picks an area that makes sense, has $10 million in volume trailing 10 months, a turnover of at least 6%, that he wants to work in, and that he gets excited about.
What does the typical monthly output look like?
- The biggest thing that Jason has committed to is the first of every month he sends out a bright yellow market report for that area. The physical component of sending mail to someone is a huge opportunity and can set you apart.
- Jason also films a market report and posts them to his social media each month.
What would Jason have done differently?
- He would have done half the size of what he did and made sure to send 12 postcards in the first 12 weeks.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Thanksgiving is a great time for you to say thank you to those who have made a positive impact on your life. On today’s episode of The Real Estate Sales Podcast, Jimmy shares seven ways that you can show gratitude this Thanksgiving.
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Send video thank you texts
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On Thanksgiving morning Jimmy makes a list of individuals who he wants to thank and sends them a personal thank you video.
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Showing gratitude is a two-way street, it always comes back to you.
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Deliver a pie to your best clients
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Think of your 10 best clients and hand deliver them a pie with a handwritten thank you note.
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Handwrite thank you notes
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Personalized hand-written thank you notes really stand out.
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Say thank you through a charity donation
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Donate to a cause that is important to your clients.
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A check-in call
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Give a gift card
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Think about an expense your clients will have during Thanksgiving and give them a gift card for it.
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Send fresh-cut flowers
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Flowers never make things worse, they always help.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
On today’s episode of The Real Estate Sales Podcast, Jimmy talks with Heidi Harris about the seven things you can do to make sure that next year is your best year.
1. Unsubscribe from unnecessary emails
- Unsubscribe from anything that isn’t giving you value so that you can clear your mind and start your day on the right foot.
2. Create a master sphere of influence list
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Use Homebot.ai
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Homebot allows you to take data points and send a detailed report to homeowners with your own personal branding.
- If you do not have a CRM, this is a great place to start.
4. Get a coach
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Invest in Quickbooks
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Take a morning walk
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Take time for yourself and calibrate yourself. Heidi uses her time to listen to audiobooks, most recently she read Traction and highly recommends it. Jimmy recommends I Love It Here by Clint Pulver.
7. Be in front of people
- If you believe this business is built on relationships, make building relationships your business.
If you would like to hear more from Heidi, email her at heidi@homesweetheidi.com, and follow her on Instagram, Youtube, Facebook, and her website.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The biggest question right now is if right now is a good time to buy a house. Seeing the rise in interest rates and prices, many people have questions.
The decision to buy a home is a very personal decision for everyone. There are two things everyone should ask themselves. What do you believe about interest rates and what do you believe about prices?
Interest Rates
Since the first week of this year, interest rates have shot up. It has been the fastest rise in interest rates in 50 years. This has added, on average, $1,000 to mortgage payments across the country.
In the short term, experts are forecasting rates to go higher - because of inflation - and this is driving us toward a recession. Historically, recessions have meant a fall in interest rates.
Pricing
A rise in interest rates is causing demand to pull back which is reducing the downward pressure on prices. There are not many reputable sources calling for a crash in the market.
David believes that next year will be relatively even.
Long-term benefits of home ownership
In the last few years, we have gotten too used to appreciation in price. That is not a normal market.
For many individuals owning a home is a major life event and ultimately it is about the American dream.
David's advice to agents
In David’s office, they have a large wall that reads “Every family should feel confident in buying a home”.
Check out Keeping Current Matters and learn how to create credibility in your market.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The tools that we have can help you grow your business in an amazing way. On today’s episode of The Real Estate Sales Podcast, Jimmy gives you 7 underutilized tools that can take your real estate business to the next level.
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BombBomb
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Allows you to send videos and embed videos in email with good movement. If a picture is worth a thousand words, a video is worth millions.
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Homebot
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Allows you to take data points and send a detailed report to homeowners with your own personal branding.
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BoxBrownie
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A great tool to upgrade your photos and to virtually stage a home.
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CamScanner
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Something you can download on your phone that gives you the ability to scan all the documents that you need.
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Social media management tools
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Jimmy uses hootsuite, but he also recommends Buffer.
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Helps you to schedule content and not fall behind on social media.
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Grammarly
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This tool corrects your grammar and helps you to be viewed as a professional. When you send professional texts you are viewed more professionally.
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ShowingTime
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Allows you to systematically make sure you are asking for feedback from your sellers along with scheduling showings.
Ultimately this is a relationship business, but if you utilize these tools you can help take your business to the next level.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
On today’s episode of The Real Estate Sales Podcast, Jimmy talks with Jason Gruner, a luxury home agent from Nashville, about how to generate more luxury listings through video storytelling.
What does Jason do?
- Jason has found that every home is unique, especially luxury listings. Jason tells that home's unique story to the buyers through long-form, agent-on-camera, video.
- He films a 10 to 15-minute walk-through of your home and tells the personal stories that make this home special.
What is the framework of Jason’s videos?
- There has to be a great hook within the first five seconds and then something to keep them watching till the end of the video.
- He tries to imagine he is showing the house to one of his friends. He tells the personal stories of the house and hits the emotional side of things.
How does Jason distribute the video?
- They post long-form videos on Facebook, Youtube, and LinkedIn. They spend the majority of their budget on Youtube because of the ability to easily target active homebuyers.
- On Facebook, they focus on people within a specific location who have recently viewed real estate websites.
- LinkedIn is more expensive than Youtube and Facebook, so Jason focuses on organic traffic.
What do the results look like?
- Jason pays 5 to 10 cents per view. He sees it as a no-brainer because the views are so cheap and sellers are going to be expecting this for their homes.
How does Jason pitch to sellers?
- He has a 20-page guide of his specific “Tell Your Story” method.
- He takes 1% of the list price and spends it on marketing to sell the home.
How does Jason film short-form videos?
- They film short-form on an iPhone in vertical format. They pick 15 spots in the house and film a video in each.
- A 7 to 59-second video in each spot tells a story, then the CTA is directing people to the full video.
- They post the videos on five platforms; Facebook reels, Instagram reels, Tiktok, LinkedIn, and Youtube shorts.
- Jason recommends putting good captions on the video because lots of people watch without sound.
Connect with Jason on Instagram, Facebook, Youtube, and his website.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
There are certain times in our business where if you are going to move to the next level it is going to get uncomfortable. One of those things is spending money. On today’s episode of The Real Estate Sales Podcast, Jimmy tells you the 5 biggest investments that top producers never regret.
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Coaching
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It is never a bad idea to add accountability to your life. Adding a coach keeps you accountable and pushes you further.
- Investing in a coach gives you another set of eyes to see things you might not.
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Find a coach that has done what you want to do.
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An assistant
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If you are at a place where you are having difficulty keeping up with your business, now is the time to hire an assistant.
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Have a very specific job description before you hire an assistant.
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Invest in your CRM
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This is a financial investment and a time investment. Your CRM is the lifeblood of your business.
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Do you have a CRM and is it optimized? The best CRM for you is the one that you will utilize.
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A videographer/content creator
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You are going to need to become a media company that happens to sell real estate.
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Client gifts and client appreciation parties
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If you believe that this business is about relationships, start making relationships your business. The best way to do that is by saying thank you.
- Try doing something with a local business, make a donation to a charity that they love, or have a painting done of their house. Make it personal.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
There are certain times during the year that we separate ourselves from the competition and who we used to be. In today’s episode of The Real Estate Podcast, Jimmy gives you 7 ways to separate yourself from everyone else.
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Focus on your health
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If you don’t have good health, everything else is irrelevant.
- Drink enough water, get enough sleep, exercise, and think about your diet.
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Your health is the building block for moving everything else in the right direction.
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Get your mind right
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Are you reading books, listening to podcasts, and broadening your mind?
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When your mindset is right you can take your business to the next level.
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Show more gratitude
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Who is it that you should be saying thank you to? How long has it been since you wrote a thank you note?
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Showing gratitude is the right thing to do and it puts the law of reciprocity into motion.
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Provide more value
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If you give more value into the marketplace, more value comes up.
- This industry is based on the fact that the more value you provide the more your business grows.
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Social media gives you the opportunity to provide value to your ideal clients. Video gives you the ability to connect in a different way.
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Have more conversations
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The more people you talk to the more opportunities you have to deepen relationships and have more business.
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Focus on adding value through genuine conversation.
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Have more in-person meetings
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Invite people to coffee, lunch, or happy hour.
- There is nothing more important in our human relationships than connecting with people.
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Set on your schedule to meet someone in-person each day.
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Work harder
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If you want different results, you’ve got to do different things.
- What are you doing in your business that works? Double it.
- Don’t just do extra hours, do extra effective hours.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
There is power in words and on today’s episode of The Real Estate Podcast Jimmy shares the 11 magic words for success in real estate.
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Who
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Who is your ideal client?
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When you understand who your ideal client is you will add more value.
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What
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What pain points do your clients have?
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Where
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Where is your ideal client? Are they on Facebook, Instagram, Youtube, at community activities, etc.
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Position yourself to be in the best possible place to serve them at the highest level.
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When
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Now that you know who your client is, what they need, and where they are - ask when are they there?
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When do you need to post on social media or send emails?
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Value
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What is the value that you can add?
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Consistency
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Consistency is key to conversion.
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Growth
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If your business is not growing, you are dying. Is your business moving forward?
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Staying where you are is not an option.
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Feelings
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What do clients feel about you?
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Are you showing how much you care about your clients?
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It’s my pleasure
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Whether you are at Chick-fil-a or the Ritz-Carlton they let you know that it is their pleasure to serve you. That’s what you want in your business.
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Thank you
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Thank you seems so simple, but don’t overlook it. How long has it been since you sent a thank you note?
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When you take the time to say thank you, it sets the tone that your business is built on generosity.
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Wow
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That’s what you want every client to say after the transaction is over.
- When people say “wow” they can’t help but tell other people about it.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The more you know the more your bank account will grow. In today’s episode of The Real Estate Sales Podcast, Jimmy explains 11 real estate understandings that can change your tax bracket.
1. It’s not about you
- It’s about solving problems and meeting the needs of your clients.
- When you shift the focus from yourself to your clients, your business will begin to grow.
2. Relationships are greater than transactions
- If you can shift your focus and understand that you need to build deep relationships, the transactions will follow.
3. The more you know the more you grow
- Become a student of your contract.
- Become the person that understands what's happening in your city, what are the numbers for your market, what are the average days on the market, etc.
- When you know more your business will grow.
4. You are a marketing company that happens to sell real estate
- The basics of this business are marketing.
- The better you get at marketing, the faster your business will grow.
5. Your vibe attracts your tribe
- Be authentic to who you are.
- This will attract the exact right person for your business.
6. Video is a must
- When you send a video message there is no doubt about who you are and the message you are sending.
7. There is no such thing as a past client
- You are building clients for life.
- The value that a client has is in a lifetime relationship.
8. Leads are a 3-step process
- Lead generation, lead nurturing and lead conversion.
- Understanding this three-step process will change everything.
9. The money is in the follow-up
- If you don’t follow up, nothing is going to happen.
- You have to be the person that will initiate the follow-up and continue to add value.
10. Consistency is key
- Whatever it is you are doing, you need to commit to doing it consistently.
11. Platinum is better than gold
- The platinum rule says, “Treat other people the way that they want to be treated.”
- Consistently give people what they want in the way that they want it.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Sometimes, life is about regrets, so maybe by hearing the regrets of others your business can move faster than theirs did. Jimmy talked to top-producing realtors and asked them; what do you wish you would have done sooner? In today’s episode of The Real Estate Sales Podcast, Jimmy tells you the 7 things that top-producing realtors wish they would have done sooner.
1. Hire an assistant
- Hiring an assistant gives you the ability to do the things that you are good at.
- An assistant can help you with follow-ups, systems, closing transactions, marketing, and staying consistent.
- Are you doing the activities that an assistant could be doing for $15 an hour that would give you the ability to focus on more important things?
2. Become a student of the game
- There is a moment in most top producers' businesses when they realize they don’t need to reinvent the wheel. They realize the need to do the things that other top producers are doing.
- You can’t be something until you see something.
- When you change the actions you take you to change the reactions you get.
3. Start Geographical farming
- Top-producing realtors wish they would have become an expert in one neighborhood and become the go-to person for that neighborhood.
- Focusing on a farm, it has helped them focus on a niche portion of their business that allows them to actually expand.
- You grow with the clientele as they grow in their lives.
4. Go all-in on video
- We are moving into a time where video is critical, it isn’t an option anymore.
- Are you sending texts or video texts? Emails or video emails?
- Every top producer that Jimmy knows has gone all-in on video
5. Optimize their database sooner
- Do you have your data organized in a way that you can segment a specific group of people and give them specific messaging?
- Think about the business and what is the end result.
- Having an optimized database provides value and helps your business build.
6. Join a mastermind or hire a coach
- You can’t build the business of your dreams without other people.
- Find someone who has already done the things that you want to do with your business.
7. Build relationships with other agents
- When you have a relationship with other agents you can bounce ideas off of each other, know what is going on in the market, and help each other put deals together.
- Make sure you are connecting with other agents from other markets.
- Try creating an email list to agents and provide them with value so that they think of you when thinking of your market.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
A clearly defined set of goals (and putting plans to paper) is the best way to ensure you accomplish what you want in both your personal and professional lives. In today’s episode of The Real Estate Sales Podcast, Jimmy walks through his goal-setting process to plan the actions and directions necessary to succeed.
Use SMART goals:
- Specific, Measurable, Achievable, Relevant, Time-bound
- Start from the amount of money you want to make, and divide your desired yearly income by a single average transaction income to get the average number of transitions you’ll need for the year.
- On average, it takes 50 real estate conversations to garner a transaction. Therefore, multiply the number of transactions by 50 to determine how many discussions you’ll need over the year to receive the desired income.
- Consistency is key. Just because you don’t have enough conversations one day doesn’t mean it should prevent you from making those conversations happen the rest of the week.
- Try to have more conversations at the beginning of each week to generate momentum.
- Plan to make more calls in the beginning - double the calls for the first few months to start strong and make it more likely to reach your goals
What are you going to do to generate these conversations?
- Overhear people in your community, whether at the church, grocery store, or coffee shop.
- More importantly, generate leads to generate conversations.
- Have seven different sources of leads, so you have multiple streams.
- Start with past clients - they already know, like, and trust you.
- Talk with your sphere of influence and use the existing relationship to quickly determine how you can be of service to them.
- Identify how you generated your past clients. Was it a purchased lead, or was it through open houses or other events? Whatever sources generate the most leads, increase your activity in those channels.
Budgeting:
- Investing is a systematic approach to garnering a routine return.
- Top agents understand how much they can expect their earnings to generate for their business. Understand your figures, and reinvest at least 10% of your generated income for marketing and other assets for your business.
- Invest in events and training. There are many benefits to being around other agents and thought leaders in the real estate industry.
- Find conversations that surround yourself with other top producer real estate agents. There are opportunities to both learn and network with other top agents.
- Mastermind groups and skill-related online courses geared toward powerful real estate tactics are potent tools that will give you the knowledge and information to be a better agent.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Now that the market has changed, what can real estate agents do to maintain momentum in their business? In today’s episode of the Real Estate Sales Podcast, Jimmy is joined by Raleigh-based realtor Heidi Harris to learn how she has shifted her strategy to make more real estate connections.
The market is adjusting from the chaos of the last couple of years.
- Realtors have gotten complacent because of how easy it was. However, we need to get back to basics - make relationships and be a resource for your community.
- What’s the easiest way to make connections? Get face-to-face with people. She schedules lunches.
- Once she does lunch, she schedules another one to keep the train moving.
- It could be people from social media, your kids’ school, or church members.
The sense of community and a need for it has never been stronger.
- If realtors invite the people around them to participate in that community, they remember it.
- Do a quick breeze-through of their social media to learn the updates and significant events in their lives. But, more importantly, ask how you can be of service to them.
- When Heidi books a lunch, she schedules them at noon and then says she was a 1:30 appointment to ensure the lunch doesn’t drag on too long.
- Be authentic and show up for the people around you. People crave community, and realtors have the tremendous capacity to foster and build those relationships people want.
You can’t have relationships without time.
- You don’t know how many referrals might be generated from these lunches.
- When people ask Heidi about her take on the real estate market, she talks about the normalizing market. She then tells them about the client appreciation events happening soon, so they feel free to participate.
- If you don’t have events happening soon, ask these clients what they’d like to see from their realtors. So if you don’t have anything planned, just ask!
For more content from Heidi, follow her on Instagram at @homesweetheidi or send a referral email to heidi@homesweetheidi.com. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Social media is critical to see your business grow. Whether it’s to find clients, deepen relationships, or create new connections with others in the industry, social media is a powerful tool at every realtor’s disposal. In today’s episode of The Real Estate Sales Podcast, Jimmy details seven of the best social media tips for real estate agents to help everyone use the platforms successfully.
Master one platform at a time.
- Mastering a platform allows you to generate a following, which bleeds into other platforms.
- Start where you’re comfortable. Whichever platform you think you’ll be best at is often the best channel to use first.
Have a plan and a set of goals.
- The plan of action is just as important as the execution.
- Create a content calendar to understand what content you need to create.
- Ideate weekly content themes to post similar content on specific days to make it easier and consistent.
Be authentic.
- Being yourself attracts your ideal client.
- Talk about what interests you, whether that’s numbers, humor, or whatever other facets interest you.
Be consistent.
- Consistency leads to conversions.
- Don’t overwhelm yourself. Do what you know you can do, and then push yourself to do a little more.
- The more people see you, the more they trust you with their real estate business.
Document your journey.
- Share your journey with your followers. Tap into the interest people have in real estate, and you’ll begin to accumulate people interested in your content.
- What do you do daily that people find interesting?
Respond to every single comment.
- If you’re working on getting engagement, why wouldn’t you respond to that comment?
- Responding assists the algorithm, creates a connection with someone, and encourages them to comment more.
Implement the $1.80 principle:
- Find ten relevant hashtags, and comment on nine different posts within that hashtag.
- You’ll see content similar to what you want to make, and you’ll begin to create connections with people creating similar content.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In life, you’re either growing or dying. In today’s episode of The Real Estate Sales Podcast, Jimmy explains five comforts that kill realtors in their efforts to find success.
The comfort of a good market.
- A thriving market made many agents stagnant in their work because deals would just come to them.
- If you don't time block your schedule or spend time reaching out to new prospects, you must develop those good habits now.
The comfort of past success.
- Never let your ego impede the habits that generate success.
- The most challenging thing to overcome is the notion that your past successes will not single-handedly lead to future results.
The comfort of a large database.
- Just because you have an extensive database doesn’t mean you provide value to them.
- Databases full of clients and prospects must be nurtured, interacted with, and provided for to ensure you follow up and add value.
The comfort of one excellent lead source.
- No matter how great your lead source is, things can change.
- Time and time again, we see lead sources dying and new ones arising - have a backup plan in place.
The comfort of money.
- Every time a real estate market comes down, it’s followed by a more difficult time.
- Things change, and you should utilize that money to set yourself apart from other agents as the business adapts.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
What can you do to exceed the expectations of the real estate industry? In today’s episode of the Real Estate Sales Podcast, Jimmy explains seven ways any agent can become above average in their work.
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Know your market better than anyone else.
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How can you add value to the marketplace if you don’t know the market yourself?
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Be familiar with home-selling statistics and trends in your area so you can share them with your clients to help them make more informed decisions.
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Have a clear understanding of your vision and goal
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Determine who you can add the most value to because they are your ideal clients.
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Control your schedule
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Time blocking is essential for success, yet many people don’t do it.
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Chatting with coworkers, putting out fires, and scrolling on social media are easy. However, the most influential realtors are the ones who designate time to talk to prospects and engage in needle-moving activities.
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Give above-average service.
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Set your business apart from other agents by providing service at a higher level.
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Be the realtor that adds the most value to the marketplace to get the most value back.
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Add more value through video.
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Video conveys the nuances and passion that face-to-face interactions create.
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Making video content is more engaging and effective than written content, which will ultimately help you provide more value once implemented.
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Find above-average clients.
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Providing great service attracts great clients. The more you devote yourself to giving value to those you serve, the more likely you attract and retain your ideal clients.
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Work harder than anyone else.
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An above-average agent has an above-average work ethic.
- Determine what you can do to make the most change, get the best results, and become better than you were the day before.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Life is all about give and take, and real estate agents are no exception. In today’s episode of the Real Estate Sales Podcast, Jimmy explains seven sacrifices every agent must make to find success in their real estate career.
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Sacrifice Comfort
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Comfort and growth cannot coexist. Identify what you don’t want to do that you know will assist in your growth and do it.
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Sacrifice Money
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Taking your business to the next level might mean delaying personal purchases you want to make.
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Reinvest in your business to see more success, and take a percentage of your income and automatically put that money into your business for training, support or tools.
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Sacrifice Time
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Every top producer, at some point, had to sacrifice their time to get where they are now.
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Be willing to be the last person in the office or the first one there.
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Sacrifice Ego
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Don’t be worried about what other people think of what they might say.
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Think about what efforts helped you build momentum in your business, and focus on those. Never think you’re “past” strategies that led to your initial success.
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Sacrifice Passivity
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Are you waiting on the phone to ring instead of calling people directly?
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Actively interact with and look for buyers and sellers to help.
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Sacrifice Relationships
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We all have people around us who don’t help or even actively bring us down.
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Surround yourself with passionate, hardworking people who will encourage and help you to achieve your goals.
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Sacrifice Limiting Beliefs
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Do you believe you can have the business of your dreams?
- If not, find the people who’ve accomplished it and emulate what they did to move their business forward.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Few things are as powerful as strong momentum. So how do you create momentum in your real estate business? Find out on today’s episode of The Real Estate Sales Podcast, where Jimmy explains how to F.O.C.U.S.
F - Find someone with a need.
- Are there buyers who need help in a challenging market, or sellers with expired listings?
- Look for people in your community who have a need that you can help. The more people’s problems you solve, the more momentum you’ll experience.
O - Optimize consistent communication.
- Communicate to those people you’ve identified, and understand how they like to interact.
- The more information you can provide, the better equipped they’ll be to solve the problem at hand.
C - Create a plan of action.
- Once you’ve helped one person in need, others likely have similar problems. So what is your plan to connect with them?
- Have a system to optimize a plan that helps people as quickly as possible.
U - Update them regularly.
- Notice how the people respond to your updates. If they tend to text, text them rather than call.
- Make sure you communicate in a way that best serves the client, not the other way around.
S - Staying engaged.
- We started by identifying a client’s need. Stay focused on what matters the most - solving the client’s challenge.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Realtors should look for ways to maintain momentum to reach their goals as the market begins to slow down. In today’s episode of The Real Estate Sales Podcast, Jimmy discusses some of the strategies and tactics he used when he sold as an agent to generate quick sales.
Shift focus and look to lots for builders.
- No emotions link to raw land the way sellers might carry feelings with properties and homes they own, meaning it is often easier to acquire.
- Builders pull back on starting construction at certain times, usually when the market slows. The next two years will signify this time when builders will accumulate land for when the market rises again.
Out-of-town owners are a great place to start:
- While a title company is likely able to provide the necessary information, you can also view an aerial map to determine where vacant lots are in your community.
- Build a list of people who own these lots, and inquire if they’re interested in learning more about the evaluation of the lot (not a sale.)
- Or, consider asking what they plan to do with the lot to see if there’s a long-term strategy behind owning it and build a relationship based on that.
Building relationships with builders:
- Connect with builders to find people who want to construct on the acquired empty lots.
- See who in your community is building homes and see if they are interested in building other homes beyond the ones they are currently building.
- If you can’t find people in your community, go to your local building department and see who has pulled permits for new construction and who is developing on land near you.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Top producers work differently than the average agent. In today’s episode of The Real Estate Sales Podcast, Jimmy discusses seven things top producers do that sets them over the top (and that you can do as well.)
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Top producers track their numbers.
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They understand how many conversations they need to generate a transaction, the ROI of their advertising spend, and what tactics and strategies lead to the most new listings.
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By tracking your numbers, you can determine where your business comes from and how you can build your business with those tactics in mind.
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Top producers reinvest.
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Those that see growth are the people who are disciplined with the money they put back into their business.
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Depending on your goals, know how much money you should allocate toward your real estate efforts to ensure you take the next step.
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Top producers time block their schedules.
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Have specific times set aside to interact with past clients and make outbound calls.
- The more time you dedicate to lead-generating activities, the more successful you’ll be.
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It takes discipline to take control of your time. Be specific and designate time for the activities that generate revenue.
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Top producers study the market.
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Top producers know what trends affect their community and the real estate market.
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Know your community and know how to explain trends and changes to be seen as a leader.
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Top producers communicate.
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To represent their clients as best as possible, top producers are transparent and honest with their clients.
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Lean on your network to overcome challenges, and spend time studying how to apply new tactics and strategies to your work to make everyone more successful long term.
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Top producers hire for their weaknesses.
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They understand that their job is to serve their clients in the best way possible, often by hiring people to do the jobs they aren’t as good at.
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Top producers work harder than anyone else.
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At some point in their careers, top producers have worked harder than everyone else.
- While it might seem like every top producer operates exclusively from referrals, they didn’t start that way.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Leads are the lifeblood of any real estate business. In today’s episode of The Real Estate Sales Podcast, Jimmy dives into seven avenues for realtors to generate leads for a consistently full pipeline.
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Farming
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Geographical farming is the most sound and consistent way to generate real estate leads.
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To learn more about creating a farm for your real estate business, tune in to our previous podcast episode.
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Online Leads
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While they boast only a 2% conversion rate, buying leads is a valuable way to generate massive amounts of potential buyers.
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Have a systemized plan to maintain consistent communication with any purchased lead to build and nurture the relationship.
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Referrals
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Many realtors encounter a plateau where they find it difficult to maintain growth. So why not use your past successes to fuel your future wins?
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Your sphere of influence is some of your most valuable connections. Add value to them, and they’ll be willing to bring others to you.
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Expired Listings
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Build a campaign adding value to expired listings and see which sellers are interested in re-evaluating their current selling strategy.
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Circle Prospecting
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Call, knock on doors, and interact with the people living around a home that was recently sold.
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Check-in and add value - don’t ask for a transaction.
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FSBO Listings
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Most buyers who sell on their own end up using an agent before the transaction closes.
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Buyers need your professionalism and knowledge now more than ever. Be a resource to help them sell their product, and the clients will come.
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Agent Referrals
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Follow agents on social media and post content about your local market to be seen as an expert.
- Build connections and relationships with other agents to send referrals, and they’ll return the favor.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Farming is one of the best strategies to ensure a steady supply of clients and contacts. In today’s episode of The Real Estate Sales Podcast, Jimmy shares an open discussion with BHHS Realtor®, Craig Duran, to learn his secret to locating and implementing high-quality farming neighborhoods that drive results.
Why did Craig choose farming?
- Farming is simply a group of people, united by geography or other demographic, to market to regularly.
- Craig began selling real estate in 2003 but soon realized he didn’t know how to generate leads.
- He didn’t want to cold call expired listings, but he wanted to proactively acquire new business.
Communications sent to farms:
- Each month, Craig focuses on specific information to share with the target demographic of the farm.
- The more specific you can get, the more personalized the information will be to the people reading the communication.
- In your messaging, start with basic statistics explaining why you’re the right person to sell in the area or with that group of people.
- Bring other relevant information to the people that they might not know.
- Use a combination of messaging focused on information, activity, tips and practical implementation to keep people engaged and invested in the content you send out.
Farming is more than direct mail:
- In the old days, direct mail was the best (and only) way for real estate agents to interact with potential clients.
- Craig creates curated video content specialized for particular audiences to drive engagement and interaction with his materials.
- Email and social media are great tactics to garner attention to particular farms and broaden distribution to other channels.
Craig’s major takeaway for someone looking to farm? Think about it from a content creation standpoint - you can choose to buy leads, or you can put systems in place to bring leads to you. Farming, when done the right way, is a great way to do the latter.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
What does real estate success mean to an agent? The answer might not be what you expect. In today’s episode of the Real Estate Sales Podcast, Jimmy explains what success looks like and dismantles the misconceptions newer agents might have about real estate success.
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It’s going to take you longer to find true success than you think.
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Success doesn’t happen overnight; it takes long periods of work and effort to achieve it.
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You will have difficult clients.
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Every agent has at least one unbearable client interaction or story.
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However, use that as a learning experience. See the warning signs, and use that knowledge to better identify your ideal client.
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It’s going to be harder than you think.
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Whatever effort you think you’ll put into your business, it’ll likely take more. Be willing to do whatever it takes to make success happen.
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You will burn out.
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Every person will have a period where they want to leave the business. However, focus on the elements of real estate that you love and allow the passion to reignite.
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Consider finding an assistant or partner who can help you with the jobs you dislike or struggle with.
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It will all be worth it.
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Every top producer who passes through their challenges and overcomes their obstacles will say it was worth it.
- If you persevere and work hard, you’ll achieve a higher level of success than you could ever imagine.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
There are key signs realtors can see to understand if their business is about to explode with growth. However, there are also indicators to help us know if our business needs support and realignment. In today’s episode of the Real Estate Sales Podcast, Jimmy identifies and explains some of those factors to help us course-correct when our business is in jeopardy.
1. Your database is not growing.
- If you’re going to get more growth, you need a steady stream of new people coming into your business.
2. You are not making outbound phone calls.
- Our business is built on the number of conversations we have. The more you prospect, the more business will come back to us.
3. You only have one source of leads.
- If you are focused on just one lead source, you’re taking a great deal of risk. Have multiple sources to diversify your lead generation efforts.
4. Living beyond your means.
- Make sure the money you have going out is always less than the amount of money coming in.
- Change your lifestyle when the market turns south or if you have a season with low sales.
5. You believe your business is bulletproof.
- It’s easy to think your business will last forever in the current market.
- Every single time, things change. Don’t let your ego and pride give you too much confidence.
6. Your communication is inconsistent.
- It doesn't matter how extensive your database is if you don’t use it.
- The more you communicate with your people, the more likely they convert to sales.
7. You are not personally growing.
- If you aren’t continuing to learn and grow, you stagnate. Invest in your health, wellness, and education to better yourself and your business will follow.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
A changing real estate market requires a changing set of skills to maintain momentum and growth. So in these shifting trends, what skills are most important for agents to know? In today’s episode of The Real Estate Sales Podcast, Jimmy identifies seven needed success skills every agent should cultivate for the upcoming market changes.
1. Identify trends and patterns early before anyone else does.
- The agent who identifies trends and best explains them to their clients will see the most success.
- Surround yourself and study the people who’ve seen market changes before. It’s been nearly 14 years since the market last shifted; learn from those who witnessed those prior events.
- Find early adopters and study what they’re doing to gain early momentum.
2. Clearly communicate market data in a way that is easy to understand.
- Use simple economics (backed by hard data) to explain why things are priced a certain way to buyers and sellers.
- Help them understand from a place of information rather than emotion.
3. Generate marketing that generates momentum for your business.
- Get back to the foundations of the business - the person who controls inventory is the person controlling the market.
- Handling listings is the name of the business - running your real estate business means to focus on listings.
- Have a plan of action to generate momentum for your sellers, and document your day on social media to define your personality and deepen relationships with more people.
- Agent relationships are critical. Use your social media accounts to build relationships and have a network of people to reach out to if needed.
4. Create rapport with someone you meet very quickly.
- Read How to Make Anyone Like You in 90 Seconds or Less by Nicholas Boothman.
- Be able to identify people who can make you better and who will help contribute to a successful business transaction.
5. Master the systematic follow-up
- Have systems to automatically reach out to people after an open house, meeting, or event.
- Keep in touch with as many people as possible to be top-of-mind and to generate the most opportunities.
6. Storytelling
- Are you comfortable telling the stories of your real estate career? The agent who can entertain and interest an audience with their past experiences will perform the best.
- When you understand how to tell stories, you will attract more of your ideal client.
7. Hard work
- Hard work outperforms talent when talent doesn’t work hard. If you work hard, everything else will take care of itself.
- Read The Power of One More by Ed Mylett for motivation and encouragement to put in that extra effort to reach your goals.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Every top producer has a steady stream of referrals driving their business, and the best way to gain those referrals is by showing appreciation and maintaining communication with past clients. In today’s episode of The Real Estate Sales Podcast, Jimmy shares 22 different ways you can show client appreciation to get more referrals.
- Make a donation to their favorite charity.
- Give personalized gifts by using resources and companies like Mamigon.
- Create a personalized jigsaw puzzle of a family or home with Pictorem.
- Host a housewarming party for your buyers.
- Host a going-away party for your sellers before they move away.
- Give the family a painted home portrait.
- Recognize a child’s achievements, whether it’s academic or athletic.
- Buy a landscape or cleaning service for buyers to help with move-in.
- Gift them a personalized wood cutting board.
- Buy them a personalized home anniversary cake to celebrate their anniversary.
- Systemize your follow-ups through platforms like SendOutCards.
- Offer a family photography service to your sphere of influence.
- Offer a pet photography day.
- Host a pre-Thanksgiving pie day before the holiday.
- Buy tickets to local events your clients would love.
- Host a client appreciation night at a movie theatre.
- Send fresh-cut flowers to celebrate your clients’ special occasions.
- Buy a local membership for a community space.
- Provide babysitting services for a date night.
- Offer a personal chef for new home buyers.
- Provide a local gift basket full of personalized community gifts.
- Send handwritten notes with gift cards from local organizations.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Every agent has felt it; the gut-wrenching sense of negativity when a deal you expect to move forward just doesn’t come through. In today’s episode of The Real Estate Sales Podcast, Jimmy explains how to overcome and push through those obstacles by using his MOVE ON strategy.
Be (M)indful of the mistakes or opportunities you might have missed.
- If you’re going to fall, fall forward and learn something from it to prepare you for the future.
- Are there any learnings or takeaways you can apply to future transactions to help avoid it happening again?
(O)pen or close communication with your client.
- Decide whether you should continue communicating with the client in this transaction or in later opportunities.
- If the relationship can be built deeper for long-term gain, continue.
(V)isit with past clients.
- After a difficult conversation or experience with a contract cancellation, visiting people you know support and like you help you move past that past situation.
(E)ffectuate a plan of action.
- After evaluating that failed transaction, devise a plan of action that will help you move forward. Then, put that plan into action.
O)verwhelm the market with activity.
- Regroup and refocus on the activities you know will help you bring success.
(N)ever let one transaction keep you from everything you are supposed to have.
- Don’t let one situation get in your way of accomplishing your dreams.
- Remember, you are so much more than just one difficult situation.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
What should a realtor do in today’s changing real estate environment? In today’s episode of The Real Estate Sales Podcast, Jimmy shares with us one strategy he would encourage every realtor to begin implementing.
You guessed it - unsolicited video CMAs.
- Their premise is simple - record your screen, walk a homeowner through their home evaluation, and email it to them with no strings attached.
- This powerful tactic led to Jimmy generating nearly $11 million worth of homes.
Start generating your email list for CMAs:
- Every homeowner you know should be on this list, especially if they’re interested in selling their home or moving to a new location.
- Use Google Earth, a CMA, and your recording software to create a unique and in-depth home analysis from your computer.
- Walk through the homes, and explain the average price per square foot. Speak in a range - don’t offer an exact estimate, and explain that you’d be able to provide a more accurate estimate by seeing the house in person.
- Using BombBomb, Jimmy could see which prospects opened these emails, allowing him to send follow-up emails to those who needed them.
For more information about this powerful tactic, reach out to Jimmy! Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Communicating with sellers during a shifting market is critical to helping people make the best decisions for themselves and their future. In today’s episode of The Real Estate Sales Podcast, Jimmy shares a local sales meeting discussing how to frame information in the best way to your community.
Signs the market is changing:
- The capital market begins to tighten, whether residential or commercial. When businesses can’t access more capital, business growth stagnates.
- Volatility in the market as a whole. Are new jobs being created? Are stock prices changing?
- Consumer sentiment - Because people use pending and projected numbers to estimate real estate, it is often one of the last elements of the economy to shift. How the people around you are feeling, and the consumer sentiment around the economy can be powerful predictors.
- There are three types of people in a changing market: people who make things happen, watch what happens, and wonder what happens once it’s over. Be the first type.
Discussing market information with clients:
- Know your stats, including average days on the market and average company statistics. Your competitive advantage lies in knowing more about the industry and our communities.
- Gary Keller’s book Shift discussed the market shift earlier in the 2000s. While it doesn’t all pertain now, it does deal with managing prospective sellers and maintaining the relationships through conveying information.
- Maintaining information based on historical data alone wastes time and money because it doesn’t corroborate with the current market information.
- Pull up acting, pending, and sold homes within the last month. If a seller’s comparable home is priced far above that, and you bring that to their attention, they’ll be much more capable of making an informed decision for their future.
Conversations are still the foundation of real estate:
- Whether through phone calls, open houses, or lunch with a prospective client, those conversations fuel the transactions that make real estate possible.
- People like hearing from realtors - we have the information they need to know.
- Make phone calls, have conversations, and use these interactions as seeds to obtain new clients when the market shifts again.
The shift in the market requires a shift in mentality. If you can master that change, you’ll be prepared and ready for success later. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Want to learn how to generate more online leads through Facebook and social media channels? In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by the Co-Host of Elite Agent Secrets, Andrew Dunn, to learn how to keep your pipeline full of quality and relevant leads.
Why should agents use online channels to find new leads? Predictability.
- Many agents look for referrals from friends and family when generating leads. When you put yourself in that position, you’ve put stress on a relationship that isn’t needed.
- On average, say you’ve spent $5 per lead and received 100 leads. Statistically, about 30% will pick up.
- Suddenly, you’ve spent just $100 for 35 quality conversations with interested leads.
- Social leads generate many leads that prevent agents from putting all the stress on a single conversation that must lead to the right outcome.
Use the social media channels that work best for your business:
- For Andrew, the majority of his work lies on Facebook and Instagram. However, whichever ads yield the best leads for your business. YouTube and Tik Tok are other potentially powerful channels.
Walking through the basic steps for online social ads:
- Select ‘special ads’ in housing, start with a spend of just $10-15 per day (which generates about 100 leads per month), and implement a lead generation campaign.
- Select the people living in a location via an area pin drop. Because a good starter campaign has a low ad spend, keep ads to just Facebook and Instagram main feeds.
- Draw attention through your ad copy. Explain the location and the available houses in the area with a call to action.
- On the click-through form, the more questions you ask, the better-quality (but fewer) leads you’ll get.
The follow-up is everything:
- The secret to converting online leads? Get in front of them as soon as possible.
- These are real human beings, and setting up the meeting is the main contributor to conversion.
- Once you have leads, you must have a system to organize and structure them, like a CRM.
Andrew’s final takeaway? Fail fast and fail often. The biggest obstacle you’ll face in online ads is just getting started. Tune in to the Elite Agent Secrets Podcast on Spotify, Apple Podcasts, and anywhere else podcasts can be found. For examples and strategies for how to coordinate online ads, follow Andrew on YouTube.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Leading a business often takes a keen eye and a willingness to learn new things. In today’s episode of The Real Estate Sale Podcast, Jimmy is joined by the CEO of The Ebby Halliday Companies, Chris Kelly, to help teach real estate professionals how to identify opportunities for growth and change for a better client experience.
Panic is the tendency during real estate shifts.
- There are many things realtors can learn by observing changes, tactics, and strategies used outside real estate.
- When you get excellent customer service, ask yourself how you could incorporate similar elements in your own business.
- It isn’t about the product but the attitude in the communication exchange.
Personalize your interactions:
- Whether online or in-person, creating a personalized voice demonstrates authenticity and trustworthiness.
- You can solve someone’s problem, even if you aren’t ‘the person.’ People will remember that type of service.
- Look for inspiration to make yourself better, regardless of the industry.
For more information and content from Chris, connect with him on LinkedIn and follow Ebby Halliday on Instagram at @ebbyhalliday_realtors.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
John Maxwell’s book “The Five Levels of Leadership” and blog post “The Rule of Five” are powerful and influential tools to gain inspiration for lifelong success. In today’s episode of The Real estate Sales Podcast, Jimmy applies this methodology to real estate to explain how we can use just five principles in our real estate careers to make a lasting impact.
Rule #1: Sharpen your ax
- Study, learn, and understand how to create opportunities that generate results. The better you prepare, the more powerful your swing will be.
Rule #2: Speak to one past client or one person in your SOI
- Starting with the low-hanging fruit is the best way to get the ball rolling; your past clients already know, like, and trust you.
- By speaking to one person per day, you’ll maintain relationships that generate referrals and get your day started on the right foot.
Rule #3: Add value to five homeowners personally each day
- This could be done in several ways - sending unsolicited video CMAs, checking in by circle prospecting, or sending newsletters containing market updates.
- Focus on adding value to homeowners to get new listings.
Rule #4: Add value to give potential buyers personally every day
- Check in and offer value and insights to buyers in the market. They’ll be more likely to like and trust you to conduct their transaction when they’re prepared to buy.
Rule #5: Add five people to your database every single day.
- The more people you can add value to, the more opportunity you have for business.
- Whether it’s through circle prospecting, open house, or people you meet at your kids’ track meet, create a systematic approach to add value to them.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The Power of One More by Ed Mylett teaches you to reach your goals by doing ‘one more.’ It’s the compounding effect of one more thing in anything in life that will help you succeed. In today’s episode of The Real Estate Sales Podcast, Jimmy explains seven situations where the power of one more can project your real estate game to the next level.
One More Conversation:
- Adding just one more conversation in your day can yield 300 more calls a year (depending on how many days you work.)
- On average, every 50 real estate conversations yield a transaction; six more closes is a great additional income you can channel into your business.
One More CMA:
- This is an opportunity to add value to a current homeowner, putting you in motion to generate more listings down the line.
- Providing an updated market analysis makes you top-of-mind when the homeowner is looking to buy or sell in the future.
One More Open House:
- The more face-to-face interactions with customers, the better. It generates buyers and other potential sellers, giving you the opportunity to generate leads from both sides of the transaction.
One More Meal:
- Your relationships with your sphere of influence will grow if you spend more time with them. When is the last time you’ve taken those individuals out for breakfast, lunch, or dinner?
- Check-in, ask them how they’re doing, and stay top-of-mind to encourage referrals and recommendations.
One More Farm:
- Geographical farming is the best tactic for steady real estate clients.
- Find another neighborhood that fits your criteria of expertise and see which areas are potential candidates for listings and business.
One More Video:
- Shooting video gives people the opportunity to know you better.
- Compound your marketing efforts by shooting evergreen video content people can watch for years.
One More Thank-You:
- This could be someone you know professionally or personally. Who are the people you should take the time to express gratitude toward?
- The Law Of Reciprocity is real, and it is all the more powerful by integrating more gratitude throughout your day.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
It’s no secret that creating high-quality video content is the key to unlocking the next stage of your real estate business. But how do you start creating content your audience wants to consumer? In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Realtor and Video Influencer Brad McCallum to discuss his approach to creating high-engagement content people want to see.
Every realtor can use video content:
- Whether you’re in a large, competitive market or the only agent in a small-town community, video content is good for you.
- Growing a channel of viewers can seem like a daunting task. But just like you invest in your finances, investing time and effort into building a youtube channel yields compounding returns.
- Video content is perfect for realtors because the low-hanging leads are the people who regularly watch and engage with your content because there is an existing and established rapport.
Practical nuances of video creation:
- YouTube is an ad platform - its primary goal is to sell. Keeping users watching your content encourages YouTube to show your content to more people.
- Hook their attention as soon as your video begins, whether through an opening line or relevant information; anything to evoke emotion or interest.
- Get someone past thirty seconds by showing them the best things first.
Brad’s process for making great content:
- Make numerous pieces of content focused on the features you know will interest people.
- Ask questions to engage your audience throughout the video, and film multiple forms of content at once to save time and money when shooting.
- Create a basic, reusable filming sequence that generates the listing content that shows you’re a competent realtor.
- Make content focused on the benefits, not the features.
Agents who better engage and interact with their communities will find great success in the coming change to the real estate market. Check out Brad’s YouTube page to see how he creates his content, and follow him on Instagram at @the.real.brad.mccallum for more content.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
There is a triangle in real estate success, and combining these three elements is the key to unlocking your full potential. In today’s episode of the Real Estate Sales Podcast, Jimmy explains the triangle that can set any realtor apart from the rest.
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Mindset
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If you believe you can add value to your clients, you will. However, if you don’t feel confident, you don’t have the training and market knowledge to add that value to those around you.
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Confidence comes from competence. Know the real estate market, especially in your neighborhood, and be prepared to share that knowledge with your clients.
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Community
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Surround yourself with growth-minded people who can lead you toward success.
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Create a workplace or office environment that feeds you and other realtors the knowledge, coaching, and education you need to provide value to those around you.
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Strategy
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Successful realtors have a definitive strategy in place to reach their goals.
- Don’t just write down your goals for the future; include action steps to make that dream a concrete objective.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
How might shifts in the real estate market affect your business? In today’s episode of the Real Estate Sales Podcast, Jimmy explains five of the most important truths to understand as we prepare for changes in the industry. No matter what the market does, there are still ways to grow and progress in your career goals if you have the right approach.
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People want to deny change is happening.
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If there’s one thing we can count on, it’s change.
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Nobody grows by drifting; acknowledge the change to adapt your lifestyle, tactics, and strategies to prevent yourself from coasting and using things that no longer work.
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Ego is going to kill a lot of businesses.
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As sellers require more direction and buyers require more solutions, the agents who focus on themselves and not their clients won’t be able to compete.
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Humble yourself, teach yourself, and educate yourself on the industry.
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The influence around you will be amplified.
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When stress is present, you’ll see the true nature of those around you.
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Surround yourself with growth-minded individuals who are in your corner and have your best interests at heart.
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In times of adversity, there is a flight to safety.
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Consumers want to know they have someone they can trust, and your brand evokes that trust.
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Come from a place of professionalism. When clients are unsure, they’ll look for a place of safety. Be that place.
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Players are separated from the pretenders.
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There are winners and losers In every cycle of real estate.
- Whoever spends the time investing in your business the most, you should be able to give them a professional answer.
- The time to be a pretender is over. Step up your game and be the agent people need.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In today’s content-driven market, every realtor knows they need to produce and create great real estate content to see growth in their business. But how should you start? In today’s episode of The Real Estate Sales Podcast, Jimmy dives into different strategies and tactics for content creation that you should keep in mind when producing content for your real estate business.
Step #1: Define your ideal client.
- Know who you’re making content for before you start making it. If you’re unsure who you should target, look at your sales over the past two years.
- Are you selling to first-time buyers, luxury buyers, or exclusively sellers? Is there a particular area you focus on? Use your past client demographics to inform your content strategy.
Step #2: What does that client want, and how can your content add value?
- Your content will look drastically different if it’s for a first-time buyer versus an investment buyer.
- Determine what content your ideal client should know, especially if that information is common pitfalls clients have to overcome.
Step #3: How does your ideal client consume content?
- You can utilize multiple online channels, but only some will be places your ideal audience frequents.
- Determine how they consume content, whether that’s through YouTube, social media, blogs, or podcasts.
Step #4: Where does your ideal client spend time?
- Determine the specifics of where your ideal client spends time online.
- Do they watch videos on Tik Tok, read blogs online, or listen to podcasts on Spotify? Know the platforms, apps, and websites you should be familiar with.
Step #5: Make sure your video content is visually appealing
- Good-looking content makes people stop scrolling and pay attention to what you have to say.
- Clear, concise video will always keep people engaged longer than lower-quality content.
Step #6: Audio quality matters
- If your audience can’t comprehend what you have to say, they won’t stay engaged.
- Focus on audio quality, remove background noises, and the trust and relationship your audience feels with you will grow.
Step #7: Consistency is key
- You need to commit to consistency in your content.
- Whether that’s even just a monthly email newsletter or a weekly Tik Tok post, stay engaged with your audience.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Whenever there’s a shifting real estate market, the agent that best explains it to their clients and community will win the most business. In today’s episode of the Real Estate Sales Podcast, Jimmy (along with Berkshire Hathaway HomeServices BPFLA member Price Rainer) explain what numbers and trends to look for in a shifting real estate market. And, more importantly, how to best explain those trends to your sphere of influence.
Determine the facts and figures about the real estate market.
- Compare data points from year to year regarding active single-family homes in a particular area.
- Analyze the average price, price per square foot, and the days on the market within the last year. (Do the same thing for pending and sold properties.)
- Look at how many sales have happened in each month of the year; you’ll notice themes that give you input to share with your community.
- Watch the pricing trends each month and share that knowledge with your clients. In a shifting market shift, clients need this information now more than ever.
The Federal Funding rate influences everything in the economy.
- The Federal Reserve intervenes in monetary policy to achieve job growth and maintain our economy, and one of their tools to accomplish this is the federal funding rate.
- That is the benchmark rate all short-term variable interest rates are based, and it drives our economy.
- We’ve been in a period of historically low federal funding rates, which has impacted every other facet of loan funding.
- Stock traders base their deals on what they believe the federal reserve will do, because stocks reflect what people think the price will be worth within 12-24 months.
- It’s essential that realtors are aware of this because these variables directly correlate with how the real estate market will be impacted.
Communicating the information to your clients:
- The first thing a client might ask now might be, “is now the right time to buy?”
- If their goal is to buy and sell in one year, maybe not. But if they’re looking for a legacy place for generations to come, there are still historically low-interest rates and increased inventory than the previous year.
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If someone is waiting for prices to drop before purchasing, the market might drop. Or, it might not. So educate people on the true price difference they’re likely to experience, because it likely isn’t the savings they envision.
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For sellers, demand is still through the roof. And as we approach a level market, sellers will still have the advantage if the home is priced correctly.
- Price to the market. Determine the best price by analyzing sold prices for comparable properties recently on the market.
Remember, the most power you have is the ability to say no. Step back if a potential buyer or seller urges you to reduce commission or raise the price. Remind them that you’ll be there if they can’t find someone to do it for them.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
YouTube is a great place to find inspiration from other agents, training on different strategies, and ideas for growth in the ever-changing market. In today’s episode of The Real Estate Sales Podcast, Jimmy shares 22 different YouTube channels every realtor should check out for fantastic video content.
- @Tom Ferry delivers high-caliber tips, interviews, and strategies to help you grow your business.
- @Christophe Choo is a Beverly Hills-based agent who conducts open houses, drive-by neighborhood tours, and other tactics through video.
- @Karin Carr is the author of the book YouTube For Real Estate Agents, and her content lives up to that expectation.
- @The Boutique Real Estate Group creates high-quality property tours and company meet-and-greets.
- @Loida Velasquez provides value to real estate agents by making her content as transparent as possible with authentic and real content.
- @Living in Vancouver, B.C., represents Vancouver well with the pros and cons of each neighborhood to help people find the best area for them.
- @Katie Lance specializes in lead generation through social media and online channels.
- @Smith Group Real Estate creates high-quality videos with paid actors, showing homeowners' post-purchase real estate situations.
- @Bryan Casella is a treasure trove on business growth.
- @Monica Church dropped out of college to pursue online content, documenting her journey to becoming a real estate agent.
- @Broke Agent Media is a combination of many types of content that educate, entertain, and inform watchers of the real estate industry.
- @Jessica Riffle Edwards creates authentic content about property updates, market trends, and FAQs from her audience.
- @The Whissel Way pioneered a lot of the real estate content we make today, creating content for consumers and other realtors.
- @Ryan Serhant uses video to build his business and his personal brand. He uses a mix of comedy, professionalism, and authenticity to set a tone for industry video content.
- @Mike Sherrard shares the secret to generating leads through social media and online ads
- @Alisia Krastel brought her years of sales experience to real estate, creating a specific mix of skills perfect to look to for inspiration.
- @Mariah Kristine Realtor has been in real estate since she was just 18, and she uses an out-of-the-box style to create highly personalized content.
- @Tom Toole, III has audio, video, and other interview content, so you’ll find something of value.
- @Ricky Carruth doesn't tell you what you should do; he shows you what to do.
- @Kevin Ward | YesMasters creates super practical advice videos to show people how to do real estate
- @Jamie Resendiz gives practical advice for creating ads, which metrics he analyzes, and how you can do it for yourself.
- @Chastin J. Miles documented his journey as a first-year agent, and now he creates videos filled with advice for new realtors.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In today’s episode of The Real Estate Sales Podcast, Jimmy shares a meeting from his time at the National ReThink Council. This meeting focuses on great social media tactics and strategies that top real estate professionals use.
Get connected with this episode’s participants:
- Kyle Oberlin at Canton, Ohio, @kyleoberlin
- Duncan Foster at Jacksonville, FL, @JaxRunsOnDuncan
- Sierra Reed from St. Louis, MO, @sierraareed
- Curtis Mitchell from Scottsdale, AZ, @curtmitchell
- Andrew Undem from Baltimore, MD, @undem
- Molly Slagle from Huston, TX, @mollysoldit
- Gharib Silivaney from Nashville, TN, @g_nashville
- Heidi Harris from Raleigh, NC, @homesweetheidi
How can social media best help increase business?
- Instagram reveals your personality and offers interactive engagement through story posts, bringing potential clients along for your journey.
- Don’t just focus on your location; add content geared toward other realtors to increase referral engagement.
- Engagement starts with consistency; continually posting sets a precedent for followers engagement.
- Using captions is essential, especially in stories. Many people listen to social media without audio, so maintaining captions is essential to keep engagement up.
- Most people know many realtors. Do something to make them think of you before the others.
Marketing yourself on social media:
- Consider changing your communication style depending on your platform. For example, Facebook users prefer more details and information, while Instagram users need a hook to stay interested.
- If a tactic or style of posting isn’t working, stay consistent in your communication, and success will come. Don’t give up because you have a period of low engagement.
- What works at some points (like a spray-and-pray approach) might not work in the market today.
- The platforms change so frequently, study and understand the platforms to know how to present yourself well on the platform.
- What is your goal with real estate? Determine KPIs and metrics first, then use that information to inform you on which platforms will best help you reach those goals.
All realtors have the power of production:
- Video content is the most powerful form of content you can make it. And, thanks to smartphones, everyone can make compelling and interesting video content.
- The Conversion Code by Chris Smith is a great book to learn modern lead generation with social media and online presence.
- Some realtors produce better with a video producer on-hand, while others prefer creating content themselves. Do whatever works best for you.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Trust has two components: character and credibility. Establishing those elements to build your real estate business is critical to success; today, you’ll learn how to master it. In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Berkshire Hathaway HomeServices Florida Network Realty CEO Kevin Waugaman to discuss his three-step process to win every appointment you schedule.
Step One: How am I going to resonate?
- Ask great questions, and care about the answers.
- One of the x-factors of great agents is their ability to empathize with their agents.
- Know why you do what you do. What made you choose to be in the real estate business, and how can you convey that passion to your potential client?
- This job is about helping and supporting people as they reach for their real estate goals. Convey a passion for that goal to resonate with your clients.
Step Two: How does my company (and myself) differentiate?
- What do you do better than anyone else that sets you apart?
- Once you know your advantage, apply it specifically to a client’s property.
- Point to the specific things that directly show the client how that differentiation matters to them and their property.
Step Three: How can I substantiate?
- Once you’ve established a difference between you and other agents and companies, show the relevant and tangible evidence to back it up.
- This could be marketing collateral, testimonials and referrals, and video content on behalf of a buyer or seller.
- It could also be charts, reports, or statistics that back up a claim you make about your business. If you have a lot of experience, consider plotting a map with pins for every home you’ve sold to show just how much experience you have to bring to the table.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
For things to move up in your life, you might need to decrease things holding you back. In today’s episode of The Real Estate Sales Podcast, Jimmy discusses seven things you should look to cut back on or remove from your life to make more room for professional and personal growth.
1. Your ego must be decreased.
- Once you’re in the real estate business for a while, you might feel all-knowing regarding the industry.
- Your ego tells you that you don’t need to know or learn more. But there’s always something new to build upon your current skills.
2. Reduce wasted time.
- It can be easy to enter the office, waste half a day, and then feel overwhelmed or unproductive. Come to the office prepared to know what you need to work on!
- Make to-do lists and schedules the day before, and prepare your desk or room for the next day before you leave to ensure you’re set for success.
3. Decrease your fear of the phone.
- The first call you make is the toughest, and it gets drastically easier once you get the ball rolling.
- Make a list of the numbers you’re going to call the day before to remove a lot of the stress you might associate with talking on the phone.
4. Reduce your time in the office.
- People no longer walk into real estate agents looking for help; they’re out in the community.
- Look for local places, events, charities, and establishments to work to gain exposure in the community and generate business.
5. Eliminate useless marketing
- Do you maintain various marketing initiatives because you think they are the right thing to do?
- If you aren’t gaining engagement from specific tactics, switch it up! Take the data you have from the things you spend money and time on, and determine which items do (or don’t) generate your business.
6. Decrease time with buyers over listings
- Buyers are easier to work with, but working with listings takes more skill and can make you more money.
- If you can develop the skill, you’ll be a business owner rather than a salesperson.
7. Eliminate your passivity.
- We all have something we know we can do to gain more growth and exposure. Stop making excuses and make it happen!
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Geographical farming is one of the best modern real estate tactics to launch your business and help you reach the next level. In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Molly Slagle, Realtor at BHHS Worldwide, to discuss her approach to geographical farming.
Data drives geographical farming.
- Research is the best way to increase the opportunity for success and helps you understand your breakeven point.
- Know your cost-per-lead, if there are dominant agents, and how much community events will cost. Understand your expenses.
Disseminating content:
- Molly sends three mailers to community members each month. One is a newsletter that includes specialty information about the area. Recent sales, new homes on the market, and other information that isn’t about real estate.
- She sends postcards, one at the beginning and one at the beginning and one at the end of the month. One is focused on real estate, and the other is about a different initiative or fun event that will interest the audience.
Planning community events:
- Each December, she plans and executes a holiday hayride. She also sets
- Pet portraits
- The end-of-school water balloon ride and snow cone truck.
- Gets people together for wreath-making, winetasting, and cocktail hours.
Funding neighborhood events:
- She reaches out to neighborhood moms, who are also pillars of the community just like real estate agents.
- Molly also brings ideas to her financial advisor, title company, and other vendors to see if they’d be interested in sponsoring to keep costs down and exposure high.
A year is not enough time. Be prepared to be there until at least two years.
If she doesn’t get a listing and an additional, she’ll reconsider the neighborhood. If she isn’t getting those transactions, she thinks she’s likely doing something wrong.
Mollysoldit on Instagram, Facebook, and her website.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
What exactly is a mastermind, and how can you make the most progress with your business. On today’s special episode of The Real Estate Sales Podcast, Jimmy gives a recording of one of his mastermind groups for you to see what takeaways and growth opportunities you can have by making your own!
Heidi Harris joins Jimmy for today’s episode of The Real Estate Sales Podcast to learn five different strategies that can help you find more transactions within the next year.
Be proactive in your sales.
- Suppose a buyer has a hard time finding a house. Instead of waiting for something to hit MLS, be proactive and look at people who’ve bought five or six years ago.
- Reach out to the buyer’s agent, which gives them a bridge and an income opportunity they aren’t expecting.
- Finding a house for the buyer (especially in the current market) builds a lifelong relationship that will be a great source of referrals and opportunities for the future.
Listen to other people’s conversations.
- Don’t be afraid to insert yourself into a conversation if real estate comes up. Whether at the bar, restaurant, or any other public place, you have information to share.
- Don’t be creepy, but just be present in the community. You’ll find that there are far more opportunities than you realize.
Know simple (but interesting) facts.
- Heidi empowers her people to know facts to talk about if the opportunity arises.
- If real estate enters the conversation, tell them your interesting fact to bring up around their friends.
- You share valuable information that clients will want to share with their friends.
Go to events and create gatherings.
- Even in a down market, real estate is fascinating. It’s a great topic to weave into your conversations, events and get-togethers.
- Put yourself in front of the people in your community to make more opportunities.
It’s not just luck.
- Luck isn’t what creates great realtors; work does. Finding every opportunity you can to get in front of people widens your network and establishes your presence in the community.
Listen to past episodes with Heidi:
- Heidi explains some of her favorite events for client retention in Episode 166.
- Episode 161 is a social media strategy panel featuring Hieid
- Episode 086 features Heidi’s expert advice on Instagram and social media growth.
To connect with Heidi and learn more about her work, find her on Instagram at @homesweetheidi. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
How does social media generate business on a national scale while maintaining a consistent stream of referrals and contacts? Join Jimmy in today’s episode of The Real Estate Sales podcast featuring real estate agent and social media maven Glennda Baker to learn her top tips and tricks for social media success with short-form video.
Glennda’s social media beginnings:
- After getting frustrated during an inspection, Glennda got on Facebook live in her car to vent.
- The inspector had told her the building’s brick was moist, and she needed a mason expert to investigate it. (Overlooking that it had been raining for the past three weeks.)
- A viewer recommended she make it a series and call it “Posts from the Porshe.” So, she did!
Video creation is a powerful tool.
- Glennda learned she could be whoever she wanted to be online, and she can magnify it through video!
- It was May of 2021 when her first video went ‘viral,’ and she had just 122 followers. After that video, she had 34k. And now, 640k followers are engaging with her content and looking to her for real estate advice.
- Glennda doesn’t do trending dances or use trending sounds. It’s just all real estate.
Short-form video offers an immediate relationship with the person.
- Because her audience views her as a real estate expert, Glennda has built connections with agents across the country.
- Redfin shows feeder markets that buy into an area - use that as a resource to find potential networking opportunities.
- Tag locations you frequent when you post. You’ll be seen as a community member and can use other people’s pages as a resource to gain visibility.
Creating great content.
- Glennda doesn’t look solely at real estate content for inspiration, but she looks at it a lot.
- She notes everything she does throughout the day and sends ideas to her video producer as she thinks of them.
- She shoots at home, where she’s comfortable. She also wants her viewers to feel like they’re friends, not strangers - they’re welcome in her home.
- Make sure you’ve got a process as you shoot content. Know when you can make the best content, and schedule it to make it happen.
The secret of post-production:
- She is not a video editor. Instead, her producer, Denver, shoots, produces and edits her video content.
- Even if you’re shooting it - give it to someone to edit. As a real estate agent, you likely don’t have the skill, time, or talent for video production. Passing it off is one less thing you need to worry about.
- Live video is great if you’re concerned about filming ‘perfect’ content. People love the authenticity of raw video, and live content makes that happen.
Engaging with content:
- Glennda’s average watch time is 31.9 seconds, while the average watch time is just 9 seconds.
- Engage directly with comments and direct messages to make the experience more personal and authentic.
- She has also started posting reply videos to content that has high engagement.
Tik Tok tips:
- You have to produce 7-8 Instagram reels to garner the exposure you’d receive from one Tik Tok.
- When it comes to posts, people come for the story but stay for the character.
- Audiences like you more when they can relate to you and when you aren’t perfect.
- Don’t share multiple posts on the same day; spread out your content.
- You can now post videos up to 10 minutes long; most of Glennda’s stay under 2.
- Reels require you to be under 60 seconds, and Reels do better when they’re shorter.
Glennda’s final and most important takeaway? Be your authentic self, and the audience will come. For more content from Glennda, check out her website.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
It’s no secret that video content is the best type of content to create. However, you can do more than just post videos on a YouTube page; you can create video advertisements as well! In today’s episode of the Real Estate Sales Podcast, Jimmy is joined by Andrew Undem from Sure Sales Group to explain how he uses YouTube preroll ads to gain 33,000 views for only $200.
A realtor needs to learn how to market their real estate business.
- There are many ways to market a listing, and some are obvious, like adding it to the MLS, Zillow, and taking good pictures.
- The next level is creating curated content with the homeowner, filming videos, and exposing that content to the world.
The best way to expose audiences is through YouTube pre-roll ads.
- YouTube pre-roll ads don’t need a CTA; you just need to show your product.
- Visit studio.youtube.com to see the videos you’ve uploaded to YouTube, and select one to promote. It will prepopulate the video and direct people to a designated landing page (like your website.)
- When choosing your location, target the city the home is located to target people within the community who might be interested.
- Keep the ‘interests’ broad because you’re hyper-targeting through location, and set your campaign cost to $10/day for ten days.
- Once you can show the overwhelming value, the results speak for themselves.
Get the property owner involved:
- The timeline is essential - people want to know what will happen before it happens.
- Let the owner know what they’re going to speak about (if anything) and what information and questions they should know before filming begins.
- You can target both the public and the buyers' agents, so capture a variety of content that could potentially appeal to multiple viewing audiences.
To see examples of pre-roll videos, visit suregrouprealestate.com or @undem on Instagram to see what’s working now and tap into new marketing strategies.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Above all, real estate is a people-first industry. Today’s guest, CEO of Berkshire Hathaway HomeServices Christy Budnick, joins Jimmy to explain the one thing you should do to see growth in your real estate business.
Relationships are where our efforts should be focused.
- The single most impactful thing an agent can do is real estate portfolio reviews.
- We want to be seen as financial planners because we’re working with a client’s largest asset. So to not be seen as one is detrimental.
Perform a market analysis.
- However, don’t do it through an email because 80% get thrown out and deleted.
- The best way to walk a client through a market analysis is through face-to-face interaction. This doubles as an opportunity to catch up and learn what’s happening in their life.
- It’s a service-oriented approach - bring extra copies for their CPA and financial planner to use the information across their financial lives.
For newer agents with fewer past clients:
- The best network is people you have a past relationship with because they’ll be more inclined to trust you.
- If you haven’t sold anything, take a look at your sphere of influence and talk with those who want to see you succeed.
- Complete one each week. That’s just 52 conversations a year!
Preparing for a portfolio review:
- Hopefully, you’ve stayed in touch with past clients after the purchase. (If not, that’s a separate conversation altogether.)
- Pick up the phone and ask if they’d like to meet to share where they stand in the marketplace (and catch up.)
- Yes, it’s really that easy. If you know the market, know your community, and know your clients, it’s a simple but powerful tactic that helps you remain top-of-mind with your past clients.
Today’s takeaway? The market has seen a complete frenzy. The market is changing, and it’s essential we make connections with as many people as possible. For more content and information from Christy, connect with her on LinkedIn.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
How does nature parallel success in the business world? There’s likely more than you think! In today’s episode of The Real Estate Sales Podcast, Jimmy discusses how the world's natural cycles correlate to real estate and business growth, inspired by his and his wife’s recent trip to Napa Valley.
To make great wine, you have to start with great soil.
- Certain types of soil best yield different things.
- What type of soil do you have as the foundation of your business? Determine if it’s the soil that will yield the business pursuits you want to fruition.
Who are you grafted to?
- Surrounding yourself with motivated people, mentors, and coaches will help you achieve the motivation and confidence to reach your goals.
- Even if you’re naturally a great realtor, your success is dependent on who you spend your time around.
- What content are you watching? What podcasts are you listening to?
Who are the “suckers” in your life?
- Remove the things that aren’t providing value to your life.
- Whether that’s a real estate tactic, a way of thinking, or the people you surround yourself with, don’t be afraid to cut those ties to make more room for better things.
Are you controlling the environment you are in?
- Decide if you’re at a place where you need to add someone to your team, block out time to better schedule your day, or include more educational opportunities.
- The better you add value to your environment, the better off you’ll be.
What do you need to do to prepare for your growth?
- Create a checklist or process for your work to ensure you don’t miss the foundational elements of your business.
- This can look different from agent to agent, depending on where you are in your career goals.
Where did your business come from?
- Identify which tactics best contribute to your bottom line; you’ll be surprised that the elements of your business that contribute the most to your business might not be the ones you think.
- Cut out the things you’ve always done that might not work as well as you thought they did.
Trust the process and be patient.
- Just like wine-making, the real estate process can be long. Today's efforts likely won’t contribute to your bottom line within the next week, but consistently making an effort will lead to long-term success.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Getting your business to the next level doesn’t have to be difficult, especially when you take the advice of those who’ve already found success. In today’s episode of the Real Estate Sales Podcast, Jimmy is joined by the CEO of Berkshire Hathaway Homeservices Ambassador Real Estate, Vince Leisey, to discuss his secret to success.
Be willing to learn and grow within the market.
- Commit to being a part of a mastermind, a group of people who brainstorm problems and challenges to learn and grow alongside one another.
- If you’re in a mastermind group and have an attitude of abundance, you’ll grow through the encouragement of the people around you.
- Vince’s teams with the most transactions make the time commitment to learn from one another.
- These groups frequently produce the best solutions because multiple people come together to solve a problem one person might not be able to do.
Find a mastermind of your own (or join one):
- Like-type mastermind groups are great because each participant is at a similar point in their career.
- Groups should be at least 12, but ideally, 14-16 individuals and meetings should be long enough that everyone has an opportunity to speak and be heard.
- When speaking, each agent should focus on one thing to grow their business.
- Consider starting the first 30-45 minutes by discussing current market predictions and what details the group should communicate to its buyers.
- One of the benefits of being a Berkshire Hathaway member is that if no mastermind group is present, you can easily find a group of willing participants to join your group from across the country.
- Depending on your group and its experience level, consider having a facilitator join to ensure everyone has an equal opportunity to speak. Otherwise, a common issue is one or two agents dominate the conversation.
Likeability is the most essential trait for connecting to new clients.
- Because of technology and social media, realtors can build relationships and stay connected in a meaningful and valuable way with many more people.
- While digital communication is important, sphere-of-influence parties and face-to-face interactions are the most productive way to build relationships. They should always be a part of an introduction strategy when meeting new clients.
For more content from Vince, connect with him on LinkedIn. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Farming is a successful tactic that allows you to focus on a specific area and community. But how do you determine which area is right for you? In today’s episode of the Real Estate Sales Podcast, Jimmy outlines five things you should know before choosing a location.
Step #1: Evaluate the area’s sales volume
- Determine if there is enough sales volume to warrant the effort that farming takes.
- If there isn’t a high enough sales volume, you likely won’t produce the number of sales that make it worthwhile.
Step #2: Is there a dominant agent?
- A dominant agent has listed at least 20% of houses within the last year. If there isn’t a dominant agent, it’s a great area to consider!
- While you shouldn’t shy away from competition, understand that a dominant agent has already built trust and relationships with the community, so farming the area might be more difficult.
Step #3: How much GCI is available?
- Determine how much gross commission income is available and if that number works with the time and money you’ll spend while farming.
Step #4: Is it worth our time?
- Outline what marketing materials, events, and other expenses you’ll need to fund.
- Assume you’ll spend $2 per household per month. Is this cost less than the expected income generated?
Step #5: Do you have the capacity to focus?
- Many people want to farm, but they’re not ready to have the time and financial commitment.
- You’ll be far more likely to farm successfully if you like the neighborhood! So finding your ideal farming area isn’t only which is profitable; it’s which you want to see grow and improve.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Instagram is a vital part of any social media strategy, especially for real estate agents. In today’s episode of the Real Estate Sales Podcast, Jimmy identifies 22 different Instagram accounts you should follow to learn, grow, and emulate for social media success.
Teachers:
- Tom Toole, @tomtoole3rd interviews agents and goes behind the scenes in his work.
- Tom Ferry, @tomferry publishes beneficial and educational real estate content.
- Byron Lazine, @byronlazine posts valuable interviews, tips, and strategies for real estate.
- Luke Acree, @lukeacree shares his insightful podcast interviews.
- Keeping Current Matters, @keepingcurrentmatters publishes statistics and information that gives you intelligent talking points for market details.
- Jimmy Machin, @jimmymackin focuses on publishing actionable steps for realtors to follow.
- The Broke Agent, @thebrokeagent brings humor to the business and helps lighten tense topics.
- Scott Betley, @thatmortgageguy_ shows trending topics for your social media pages.
- @ninjasellingofficial is an account that focuses on the value of building relationships.
- Tony Robbins, @tonyrobbins gives us the ability to stay motivated and focused on our goals.
Innovators:
- DJ and Lindsey, @djandlindsey are a real estate team that shares stories and training.
- Heidi Harris, @homesweetheidi is a master of connecting with audiences and is a great model to follow.
- Stuart Crowell, @stuartcrowell gives great talking points to explain to your local audience on the market.
- Andrew Undem, @undem posts a variety of content that can give you ideas for something new.
- Marley Presswood, @thingsmarleydoes connects with her audience and centers on her authenticity.
- Katie Day, @movemetotx educates agents with a variety of informative content.
- Brad McCullum, @the.real.brad.mccallum combines great video content with quick real estate tips.
- Lynley, @lynleyresidential applies scenarios to different points in the real estate industry.
- Mario Mitchell, @mariomitchellteam utilizes stories to document his day.
Influencers:
- Glennda Baker, @glenndabaker is authentically who she is, and her audience loves it.
- Ryan Serhant, @ryanserhant sets up a professional appearance but takes the time to keep content personal.
- Ricky Carruth, @rickycarruth chronicles how he works, grows his team and lives outside of work.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The people who work in real estate are the ones who like to draw outside the lines. However, there is comfort in knowing what efforts can push you in the right direction. In today’s episode of the Real Estate Sales Podcast, Jimmy discusses his seven rules to building a successful real estate business that anyone can apply.
Rule #1: A growing database is a healthy database
- Have a group of people you consistently add value to. Doing so establishes a continuous source of leads who know, like, and trust you.
Rule #2: Consistently compounds conversion
- What are you doing to grow that database and position yourself as a thought leader in your community?
- You want to consistently interact with past, present, and future buyers to be seen as the go-to real estate leader.
Rule #3: The more you help, the more you will be helped
- By adding value to the market, the market will give value back to you.
- Participate in local events, organizations, and nonprofits to help your community.
Rule #4: What we focus on expands
- It’s a rule that applies to everything in life, not just real estate.
- Take efforts to continue your education, learn more, and focus on bettering your business.
Rule #5: You’re only as good as the team around you
- Whether a title manager, building inspector, or contractor, the people you work with will either move you forward or hold you back.
- Find the people at the level you want to be at to find the support to get you there.
Rule #6: The deeper your relationships, the wider your business will grow
- The deeper your relationships, the more referrals and repeat clients who want to support you.
- Focus on providing value to the people around you rather than focus on the next transaction.
Rule #7: Self-awareness creates efficiency
- We are prone to making assumptions in our work.
- Take the time to determine where your clients come from; you’ll likely determine some efforts aren’t creating any momentum. If you ditch those and focus on what works, you’ll be able to reprioritize your work to develop more growth.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Having a thriving real estate business is easier than you think; all it takes is identifying your ideal client. But who exactly is your ideal client? After answering the four simple questions in today’s episode of The Real Estate Sales Podcast, you can figure out how to double your business by connecting with your ideal client.
1. Who are your ideal clients?
- Identify what makes your perfect client, and work to bring that audience into your sphere of influence.
- Determine if you prefer buyers or sellers or certain types of neighborhoods or houses to refine and understand your perfect client.
2. Does this tactic help me serve my ideal client?
- Filter your real estate efforts based on what best applies to your ideal client.
- Add value to that group in the way they want to receive it, not the way that is most comfortable for you.
3. How can you add value?
- Once you understand how to communicate with that audience, determine what to say to them.
4. Tell your client’s story.
- People do business with those they know, like, and trust.
- Make your clients the hero of their stories. By focusing on the clients rather than yourself, you’ll likely attract more people like them to your business.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The key to more business isn’t always more leads. Sometimes, it’s just paying attention to the leads you already have! In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Tom Toole to discuss maximizing your engagement with existing leads to find more business.
Many agents forget about the nurturing process.
- Data shows it takes at least six contact points to convert a customer, yet agents frequently follow up only one or two times.
- While you don’t want to overwhelm someone, you must accept that more communication is necessary to build relationships.
Innovative strategies to prompt engagement:
- If you call and leave a voicemail on someone’s phone, send them a text.
- It’s hard getting people on the phone now. If you want their business, you need to embrace a motivation to transact.
- When meeting a seller, ask where they’re planning on moving to next. They probably aren't ready to sell if they don’t know where they’re going.
- For a buyer, ask where they want to move, their price range, and if they’re approved. The market moves fast, so get dialed in on what they want.
- If you can’t get a commitment, send them a text saying you’d like their business. If they signed, let them know what’s happening next and when they can expect to hear from them next.
Maintain the connection after the sale:
- In 2021, 34% of real estate transactions were done through a referral or past client.
- Have planned outreach events to maintain relationships with those past clients to help ensure they’ll use you again for their real estate needs.
- For more great content from Tom, visit his YouTube at Tom Toole III for weekly streams and helpful videos.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In today’s episode of The Real Estate Sales Podcast, Jimmy discusses seven core strategies you can implement to build a thriving real estate business. Some are old, some are new, but all will help you create a lasting and impactful business.
Farming a neighborhood
- Have a place where you’re consistently adding value to a specific community.
- To learn the ins and outs of farming, check out Jimmy’s prior podcast episode.
Circle prospecting
- This tried-and-true tactic still works today (and especially in today’s market.)
- Circle prospecting helps you discover new prospects in the neighborhood who might be prompted to sell.
Database growth and consistent communication
- Your database should include everyone in your sphere of influence and people you meet through your other methods.
- Add people on a daily basis to help ensure there’s a constant flow of prospects to provide value to.
A separate database for realtors in other markets
- Build a database of realtors to provide value to in addition to your prospects. Not only does this help them, but it also makes you the top-of-mind realtor if they’re looking for a referral.
- Consider following them on social media, sending a card, or any way that builds relationships with people like you.
Social Media Marketing
- Whether on Facebook, Instagram, or Tik Tok, there are limitless ways to connect with your audience.
- Social media marketing can be $0 and engages new and existing customers. What’s not to love about that?
CMA A Day
- Homeowners always want to know the value of their property. So if you send an unsolicited message detailing that information, they’ll value the information you provide.
- Jimmy prefers videos because they’re a unique and helpful strategy.
Develop an MVP group of people
- Have a group of your favorite customers who continually send referrals your way.
- Send them thank-you notes, a gift card, or anything that shows your appreciation and dedication to them, and they’ll return the gesture.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Approximately 91% of realtors never contact the client again after completing a deal. In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by real estate professional Heidi Harris to discuss how she keeps up that communication (and yields fantastic client retention as a result.)
What keeps her clients supporting the brand?
- She does three “friends and family” events each year (note: it’s not called customer appreciation: The events are a Girl’s Night Out, Family Picture Day, and Pie Day for past clients.
- These events keep her in contact with people in her database and target key groups to maintain positive relationships.
Girl’s Night:
- This event invites women to come with two bottles of wine. One is to taste, and the other is given as a prize. The women taste the available wines, and whoever gets the most correct wins the bottles at the end.
- The event is women-only specifically to target women (who are more likely to make a real estate decision.)
- This past year, she had 150 women come with a guest, costing $14,600 and covered by sponsors.
- It used to be a mail invitation, but now it’s by email invitation. Email works better, is cheaper, and serves as an excellent reminder for people.
Family Photo Event:
- Paying an hourly rate for a photographer, Heidi sends out an invitation to schedule a block of time for their family to get their picture via SignUpGenius.
- The event also has ice cream for kids, sponsored by local businesses.
- Before the event, she emails her entire database outlining the event and how to schedule a time.
Pre-Thanksgiving Pie Day:
- Exclusive to past clients, Heidi emails her database and offers a thirty-minute pickup window to get a free pie at her home.
- She sets out signage leading to her cul-de-sac. Some people get out and chat; some people just pull through. This in-and-out event style is very successful, especially if COVID is a concern.
- There are always people who can’t go that day, and she handles those instances on a client-by-client basis.
How does she approach sponsors?
- The first sponsor was her mortgage lender, and he simply offered to sponsor an event.
- When she took him up on that offer, she ensured he got over-the-top sponsorship.
- For new sponsors, she stresses that it isn’t a cash grab; it’s an opportunity to build a community.
- There are always awkward conversations in the beginning, but the worst they can say is no!
Other Engagement Tactics:
- Heidi sends postcards with the pie recipe after Thanksgiving and dresses up for Halloween. Her team has a Google sheet where they plan for the year ahead.
- On social media, Heidi’s mentality is to add value and show her face each day.
- She finds ways to introduce behind-the-scenes content that intrigues and interests people.
- Heidi’s daily “Power Hour”: Makes sure she’s meeting new people or spending time in her sphere.
For more great information from Heidi (or to buy or sell a home), find her via the contact information below:
- @homesweetheidi on Instagram and Facebook
- Email: heidi@homesweetheidi.com
- Phone Number: 919-946-3292
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Brain Tracy is one of the most influential motivational speakers and authors. In today’s episode of The Real Estate Sales Podcast, Jimmy looks at some of his greatest quotes and how we can apply them to our real estate business.
Successful people look for opportunities to help others; unsuccessful people ask, “what’s in it for me?”
- You can tell when someone is in the real estate business purely for the commission check.
- Being a service to others is the best way to build a long-term business.
To earn more, you must learn more.
- Grow your knowledge base to provide more value to your community and clients.
- When you become the market expert, people in the community will know to come to you for answers and insights into the market.
Your true success in life begins only when you commit to becoming excellent at what you do.
- The market is becoming more challenging, meaning realtors who never built their skills will fall by the wayside.
- Be confident in your skills and ability to list, sell, and market a home. When you have confidence, you can better deliver successful results for both buyers and sellers.
Successful people are simply those with successful habits.
- Set a good pace for your morning to move toward your goals.
- We are what we do consistently. Add things that move you forward and look to cut back on those that move you backward.
You become what you think about most of the time.
- Focus on whatever drives our business forward. Then, as you focus on those particular aspects, your actions will follow.
Develop an attitude of gratitude. Say thank you to everyone you meet for everything they do for you.
- Gratitude sets the framework for the day we want to have. When you’re thankful for others, they’ll want to return the favor.
The key to success is action.
- It doesn’t matter how much you plan; action is required to step up your game.
- While planning is valuable, taking massive action will launch you forward and help you reach your goals.
If you’re looking for great reading material to help you learn more for your real estate career, The Psychology of Selling by Brian Tracy is a classic. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Your business can only grow as big as your dreams. In today’s episode of The Real Estate Sales Podcast, Jimmy shares various ideas from the book The Magic of Thinking Big, which emphasizes the importance of big beliefs. What principles apply to your business? Find out on today’s episode.
Believe you can succeed, and you will.
- Do you believe you can do the things you’ve indicated in your real estate goals?
- If you’re looking for ideas to reach those goals, find local realtors or realtors online who’ve accomplished those goals and ask them for ideas or how they did it themselves.
- Once you know you can do something, your actions lead to better results.
Cure your excusitis.
- We live in a world where you can learn anything with a few clicks on the internet.
- Don’t use a lack of resources or financing as an excuse to prevent you from reaching your goals. What are you letting hold you back?
- The momentum builds when you shift your mentality and leads to more business.
Create an environment for thinking big:
- Our inputs shape our thinking. Find books, courses, or people who grow your mind to grow your business.
Think right towards others.
- Start every agent interaction off on the right foot. Setting the tone for a positive interaction makes you better to work with and encourages collaboration between you and other realtors to secure the best deal for your client.
- The better your relationships with other people in the industry, the more room you have for growth.
Invest in your thinking.
- Spend time reading books, training, and investing in opportunities to hear new ideas.
- Investing doesn’t just mean monetarily; it can also mean your time. Don’t feel like you need monetary investments to grow.
Use small goals to set momentum.
- We frequently get caught up in big goals that seem impossible to reach. Instead, break down those large goals into smaller targets you can achieve each day to stay motivated.
Think bigger.
- Someone in real estate will have their best year in the business. Why not you?
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Social media is one of the most powerful tools a real estate agent can use to generate new business, scale growth, and build relationships with your ideal clients. In today’s episode of The Real Estate Sales Podcast, Jimmy dives into eleven ways you can increase your social media engagement.
1. Use hashtags - Hashtags act as a filter to help people find the content they know they’ll enjoy or are interested in viewing. When you utilize hashtags, more interested audience members will find you.
2. Utilize polls - Asking your audience a question leads to an answer! Asking easy questions via polls sparks engagement and might give you unique insights into a property.
3. Use more video - Current social media platforms explicitly indicate they’re pushing video content to more people. Using Tik Toks, Instagram reels, and quick story videos is a great way to start generating video content.
4. Tag people - If someone is with you in an image or video, tag them! That content will be shared with their audience, greatly expanding your reach and exposing you to a new audience.
5. Use scroll-stopping photos - What images make your audience stop scrolling and look at the image? Maybe it’s a sunset photo or a multi-million-dollar beach house. Post pictures that make your audience stop scrolling.
6. Tag where you are - Tag your current location or neighborhood to increase exposure to new people. More importantly, tag local businesses or restaurants to find new audiences and encourage shared content.
7. Tell a story - What’s happening in your world that people would find interesting? By sharing great stories, people will be encouraged to stop and listen.
8. Post family photos - One of the best ways to build relationships is by sharing your life outside of real estate. And what better way to do that than by sharing family photos?
9. Document your day - Give a behind-the-scenes tour of a typical day for a real estate professional. This conveys the authenticity that makes you seem like an actual person people would want to work with.
10. Highlight a local business - Showcasing your favorite local businesses helps someone else grow, and that kind gesture is often returned.
11. Be authentic - Be who you are! Social media gives us the chance to be our true selves. So whatever you enjoy, show that and let people who resonate with those interests find you.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
One of Jimmy’s favorite authors, Og Mandino, authored the book The Greatest Salesman in the World. In today’s episode of The Real Estate Sales Podcast, Jimmy shares some of his favorite quotes from Og and explains how you can apply them to your real estate business.
“Always do your best. What you plant now, you will harvest later.”
- It’s the picture of real estate today. What you do now likely won’t impact your business next week. Instead, the work you do now plants the seeds of success in the future.
“Always strive to make the next hour better than this one.”
- Refinement is everything. Continually evaluate what is vital to your business to make improvements and see success.
- Determine what you do efficiently to focus on areas that provide more value.
“Always render more and better service than is expected of you, no matter what your task may be.”
- When you focus on providing service and value to others, that good deed will work its way back to you.
“You will move in the direction you are facing.”
- What do you think about and focus your efforts toward?
- Whatever efforts you focus on dictate the direction your business moves. So, make sure that action is directed towards something of value for you and your clients.
“If I persist long enough, I will win.”
- The real estate business can be defeating, especially when you feel your efforts and work aren’t leading to success.
- The people who win don’t always succeed; they just persevere through the obstacles they face.
“This is the time. This is the place.”
- You aren’t in the real estate business by accident. You have the opportunity to be in an industry with unlimited upsides, and it’s this time and place where you can make it happen.
“Use wisely the power of choice.”
- We always have a choice. Do you surround yourself with people who move you forward? Are you focusing on efforts that lead to growth?
- Growth and success can’t come far behind when you start making the right decisions.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In a recent event, Jimmy organized a panel featuring three top real estate producers in the social media space. Alicia Cop, Molly Slagle, and Heidi Harris join Jimmy in this panel discussion to learn the best tips, tricks, and strategies for social media success in real estate.
Each participant realized social media would be integral to their real estate success.
- Molly has a system for her Instagram pages to engage with best practices. She utilizes a mix of carousel posts, videos, and personal posts to drive engagement.
- People want authenticity. The “perfect videos” no longer seem to get the most engagement.
- Heidi realized authenticity is everything. It creates trust and engagement with her clients because what they see online is what they’ll see at a listing appointment.
Utilize whatever platform reaches your audience.
- Instagram is a great tool, but it isn’t the only tool. LinkedIn, Facebook, and TikTok are all great platforms that can put your voice and message in front of an audience.
- Molly tailors her content for LinkedIn by stating the facts and using a simple story to expand engagement.
- Alicia says if you don’t share something, someone else will. It’s simply today’s version of prospecting.
- People search for hashtags on Instagram. Therefore, capitalizing on hashtags exposes your content to more people and ultimately will generate more clients.
Social media is an opportunity for referrals.
- As a real estate professional, have your location easily visible and accessible on your profile. If people aren’t sure where you operate, they likely won’t contact you for work opportunities or referrals.
- Use a Google My Business page to upload and tag photos. People use Google to search and will find you through this platform.
- Don’t be afraid to talk about things unrelated to real estate. That content, whether entertaining or informative, makes you more engaging.
Optimizing your Google My Business:
- Check out our past episode with Heidi discussing Google My Business best practices.
- Think of Google My Business as your resume - this is the space for a professional page.
- Have your hours set, photos uploaded, and account information filled in to make the most use of this free resource.
Their ultimate takeaways for social media success? First, just get started! You’ll learn to refine your content over time as you grow your business. Second, create more video content to drive engagement and see the most success.
Find these panelists on Instagram at @homesweetheidi, @mollysoldit, and @thealiciacopteam. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The best way to learn is through stories. In today’s episode of The Real Estate Sales Podcast, Jimmy shares one story that has helped him in his real estate business: the story of the sower.
The sower started with a good seed.
- Starting your process and strategy with a foundation for success makes your business successful.
- Determine your “seed” and what factors will most efficiently lead to your success, and you can’t help but grow.
Realize that not all seeds will work out.
- Your work might not always pan out the way you want it to.
- Some seeds will fall by the wayside, get eaten by birds, or just not sprout the way you intended.
- Accept that that’s part of the business.
There will be times when the roots of your relationship aren’t deep enough.
- There will be times the relationship is not strong enough to withstand another open house, another offer, or another contract.
- Accept that no matter your intentions or dedication, that will occasionally happen, and they happen to everyone.
Some seeds will be choked out by the thorns.
- In the real estate industry, thorns can be frustration, negative feelings, and difficulty in the market.
- When these issues arise, keep moving forward.
Some seeds fall on fertile ground.
- If you keep sowing, you’ll eventually find the fertile soil that leads to success and growth.
- Once you find the fertile ground, you know what and where to strategize that shows the growth you want and deserve.
Continued and consistent effort will be what leads to your business growth. Overcome the various obstacles and issues that arise, because you’ll eventually find your fertile soil.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The real estate market is an ever-shifting industry. So how can you prepare and be ready for inevitable changes that might affect your day-to-day? In today’s episode of The Real Estate Sales Podcast, Jimmy shares seven ways to thrive in a shifting market.
1. Re-engage with past clients
- As the market shifts, share your knowledge and information with others.
- Investing in relationships with your clients carry you, no matter what happens with the market.
2. Review your expenses
- If fewer transactions are coming, review what you’re spending money on and determine if it affects your bottom line.
- Make a list of all your outgoing transactions every month, and determine if you can cancel or reduce your expenses.
3. Refocus on the fundamentals
- When your business began to take off, what were you naturally successful at doing?
- Whatever tactic or strategy made you successful, refocus on those elements to rebuild the momentum you might have lost.
4. Respect exiting agents
- When markets shift, some part-time agents will exit the business. Offer to pay them referral fees if they’re willing to introduce you.
- You’ll help them, help their clients, and ultimately help your business!
5. Refresh your online presence
- Produce a content calendar to plan out your online content to maximize your online opportunities over the next month.
- If you have yet to create your Google My Business page, now is the time to do so.
6. Renew your mind.
- It'll be difficult to grow if you feel stagnant in your knowledge and education.
- What are you doing to continue to learn? Go to conferences, watch YouTube videos, and read books to learn something that will further your business actions.
7. Remember your why.
- Why did you enter the real estate business? Tap into your why to renew and refresh your dedication to your work.
No matter what happens to the market, this year will be some agents’ best year, no matter what happens to the market. So why can’t that be you? Double down on your goals to see growth, regardless of what happens in the market.
One listing doesn’t have to mean just one transaction. In today’s episode of The Real Estate Sales Podcast, Jimmy shares his seven tips to turn one single listing into multiple transactions over time. How can you multiply your results to see more success? Find out on today’s episode.
1. Professional photos and videos
- Even if the home sells quickly, those assets will serve as your resume to obtain your following listing.
- If a potential client sees the quality of work you produce, they’ll be on board for this and future listings.
2. Run ‘just listed’ campaigns.
- Let all the neighbors know the home just went on the market.
- Informing the neighbors helps you market the home in a way to find a buyer through nearby owners.
- A neighbor might question the value of their own home, and you can be more than willing to help them figure it out.
- Consider getting “just listed” cards for the neighborhood to remain top-of-mind after that deal closes.
- If you don’t want to door knock, call phones or leave an automatic voicemail with a tool like Slybroadcast to touch people quickly.
3. Host an open house.
- Let all the people in the existing neighborhood see the house to speak specifically to nearby owners.
- Depending on the number of expected people, consider bringing an assistant to ensure you collect the contact information of every who shows up.
4. Social media posts
- Let people walk through the journey of listing with you.
- Showing behind-the-scenes content conveys authenticity, interests the viewer, and showcases the house. (It’s everything you need!)
5. Tell the story of the seller.
- It’s not always about you! Sharing the experiences and history of the seller explains the strategy behind your process.
- Make the seller the hero; your target audience will connect with that material and want to work with you for a similar result.
6. A ‘just sold’ campaign.
- Like the ‘just listed’ campaign, talk to people in the neighborhood (by phone or in-person) to see if anyone is interested in their home’s value.
7. Maximize testimonials
- Ask happy clients if they’d be willing to film a short video answering a few quick questions.
- Use platforms like Testimonial Tree to automatically collect written testimonials you can share online.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Today’s episode of The Real Estate Podcast features Doug Edrington. As the CEO at Berkshire Hathaway Home Services J Douglas Properties, Doug is the perfect source to explain how to connect correctly to create more closings.
Leverage your educational opportunities.
- Many past agents don’t have the educational resources we have today. Be a sponge and constantly learn.
- You don’t have to have special connections or financing to learn - you can do it all with your phone or laptop.
- Understand yourself and your personality type to know what kind of resources and materials best teach you.
- Knowing your communication style also helps you best identify and mirror the communication style of your clients.
Focus on making connections with both your clients and the right people.
- The agent should always mirror the communication style of the client.
- Be empathetic, not sympathetic. Addressing someone’s problems without glossing over them is a better communication strategy that yields better results.
- The book “Who, Not How” is a compilation of case studies that show how meeting the right people and assembling the right team helps you accomplish goals.
- However, it’s not just meeting people; it’s partnering and working together to bring out the best results for your clients.
The critical first hires a growing agent should consider:
- If you have your nest egg set up, your first hire is an assistant. A full-time personal assistant who can help you, your family, and is (essentially) an extension of you.
- If you don’t have the money set aside, it’s important you leverage someone who can supplement the skills you lack. It could be another agent, a business development rep, anyone.
- Figure out your weakest point, and supplement your team to help overcome those areas.
Focus on what brings you long-term happiness, and you can’t go wrong. To send Doug a referral (or just to find more great content), find Doug on Facebook and Instagram, send an email to doug@jdouglasproperties.com, or give him a call at 423-802-3430.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Are you looking to revamp your real estate career, just starting out, or looking to move into a brand new market? In today’s episode of The Real Estate Sales podcast, Jimmy talks through the seven things he would do differently if he had to restart his career.
1. Make a database.
- Identify the family, friends, and acquaintances in the new area you can use as a foundation to start creating a database.
- This group will likely refer you to their own circle if the opportunity arises.
2. Preview houses
- Until you see the properties in the area, it’s almost impossible to understand the market fully.
- Previewing houses means you’ll be ready to buy or sell when the opportunity comes.
3. Call your database.
- Now that you have a database foundation, call and check in with those people.
- This gives them the understanding that you’re here to provide value and solutions for them and people within their circle of influence.
4. Host an open house.
- If you don’t have any listings, ask another agent if you can host an open house for them.
- An open house provides face-to-face interactions that help you add value to both buyers and other agents.
- Make sure you send an email to the agent immediately after the open house explaining the number of attendees, the positives, the negatives, and other important details.
5. Circle prospect based on buyer needs.
- If a buyer has a specific requirement their current agent cannot find, ask the agent if you can make calls for them.
- If they want to live in a specific neighborhood, call the people there and ask if they know anyone who might be interested in selling.
6. Document your journey on social media.
- One of the best ways for new realtors to gain exposure is social media.
- Document what you learn about the market to both provide value and show the authenticity people want to see in their realtor.
7. Work harder than anyone else.
- Ultimately, hard work pays off. If you add the most value to the marketplace, your business can’t help but grow.
- If you’re looking for massive results, take massive action.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In today’s episode of The Real Estate Sales Podcast, Jimmy’s friend Mario Mitchell shares how he went from homeless to selling over 160 homes each year. This episode is a partial recording of Mario’s speech from the Berkshire Hathaway Florida Realty 2022 Elevate Summit.
Mario was born in 1975 and brought illegally to the United States.
- After his mother’s passing when he was four, Mario began to face physical abuse from his father.
- His neighbor noticed Mario’s bruises, and she called Child Protective Services. His dad was arrested, and Mario and his brother went to an orphanage.
- Mario ran away and was homeless from ages 8-10. A homeless man, Stacy, showed Mario how to hustle and survive on the street.
- However, Stacy was arrested when Mario was 10, and Mario was again left on his own.
- He broke into schools’ air conditioning ducts at night to play basketball, where an officer eventually identified Mario’s shoe print.
The police took him in, and Mario went to a rehabilitation center.
- At the center, Mario met a man named Alex, who taught Mario how to be a team player.
- Mario knew he wanted to join athletics when he entered the school system. However, he was cut from every program he tried.
- He didn’t fit in, no one talked to him, he was always behind. So, Mario went back to the facility.
- His freshman year, Mario tried out for the baseball and basketball team again. He worked harder than anyone else, and he made it.
Mario’s hard work resulted in a full-ride college scholarship for basketball.
- The day Mario turned 18, his foster family kicked him out. So, Mario took his $1,800 government check, bought an old car, and drove to college.
- Without parents or any support system, he learned that he could choose to be positive or dwell on his challenges.
- He built his business based on the compassion and empathy he learned to appreciate. It’s not about how many contracts you write but the relationships you build.
The positives he has today are because of the negatives he overcame.
- When you have a dream, you have to protect it. Protecting a dream means focusing on the positives that arise from overcoming the negatives.
- Find a way to give back to a community because the more you give back, the more you’ll succeed.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Great days don’t just happen; they occur when we set ourselves up for success. In today’s episode of the Real Estate Sales Podcast, Jimmy explains seven ways to prepare for the day to ensure it brings the best results.
Prepare a to-do list the night before.
- What are the most important things you need to do the following day?
- Having a to-do list ready when you enter the office will make it easier to start working through those tasks.
Time block for prospecting each day.
- You should always be prospecting. Whether or not you have people further along in your pipeline, creating a list of potential clients keeps your business moving forward.
- Designate a time each day to prospect, and stick to that schedule.
Schedule lunch with people in your sphere of influence.
- Building relationships is the key to a successful real estate business, and regular interactions with the people close to you are how relationships are built.
- Everyone has to eat lunch anyway; why not use that time to invest in your business?
Set (and track) a daily goal for conversations.
- On average, it takes roughly fifty real estate conversations to generate one transaction.
- If you know, allocate time for sufficient conversations to yield whatever your transaction goal may be.
Schedule and record five videos each day.
- For the uninitiated, five videos a day can sound challenging. However, using resources like BombBomb can help make the process easy and time-efficient.
- Check out Jimmy’s past episode on filming video CMAs to learn the best practices.
Set a database growth goal.
- Determine how many new people you’d like to add to your database, and figure out how many new people that would equal each week or day.
- Setting daily or weekly goals help you visualize what needs to be done each day to move you towards that larger goal at the end of the year.
Evaluate your value-adding activities.
- At the end of each day, review what you accomplished. What added the most value to you, the marketplace, or your prospects?
- By understanding what measures led to more successful results, you can better allocate your time and resources in the future to focus on those activities.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Everyone starts somewhere, and that couldn’t apply more to real estate. Whether you’re a beginner or a veteran realtor, it’s never too late to set the foundation for a thriving business. In today’s episode of the Real Estate Sales Podcast, Jimmy is joined by Andrew Undem to discuss his foundational principles for real estate success.
Ensure your audience knows you’re a serious real estate professional.
- When he first started real estate, Andrew went on Facebook and sent a direct message to every friend who was online.
- Roughly ten percent of those messages resulted in leads, referrals, and support because they already knew, liked and trusted him.
- Give people value, start a conversation, and they’ll want to help you.
Bring value to other people.
- Ask local business owners or people in the area if there’s a way you can provide value. Even if they say no, this interaction establishes a connection.
- Don’t just talk about real estate; share the stories of your community. People love to be associated with positivity, and sharing stories shows you’re a community leader.
Learn as much as you can.
- Know the real estate process, learn the contracts inside and out, and be an informed agent.
- Don’t just read and move on; learn. Find a mentor or teacher you can ask questions and learn from when you don’t understand a particular practice or document.
Get in the game.
- For Andrew, he did four open houses each weekend.
- While open houses are a great tactic, other strategies can greatly impact your real estate efforts. Try out different things to see what works best for you!
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
What are the similarities between running a race and successfully running a real estate business? It turns out there’s more than you might think! In today’s Real Estate Sales Podcast episode, Jimmy explains the similarities he noticed as his son joined the cross country team and how the lessons he learned apply to a real estate business.
The more you run, the faster you get.
- If you go out and run two miles per day for thirty days, you’ll be noticeably faster.
- The same holds true for real estate. Improve a skill for the next thirty days; you’ll be shocked how much you can improve!
You have to be prepared to perform.
- The better you prepare for a race, the better you perform. Similarly, are you setting yourself up for real estate success?
- Get enough sleep, exercise, and learn the needed skills to be ready for the work you need to do in your real estate business.
Find your pace and run your race.
- A new runner might start too fast and burn out before they finish.
- It’s the same in real estate. Don’t compare yourself to other agents because their strategies and tactics might not be effective for you.
- Find your own pace and keep up consistently over time to do your best.
Push through the pain.
- The pain you feel in your real estate business won’t last forever.
- When many people come upon pain or challenge, they back off. But top producers don’t stop at the wall; they push through and overcome.
Sprint when others are fading.
- We’re at a point in the real estate cycle where agents who’ve seen success might begin to fade. When others fade, that’s your signal to sprint.
- Don’t let the market be the sole dictator over your success; finish strong regardless of the market to see continual success.
Whatever you see in your future, have the discipline to set yourself up for success and run the real estate race with confidence. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
“Good to Great” by Jim Collins identifies what successful people do to set themselves apart from the rest. In today’s episode of The Real Estate Sales Podcat, Jimmy discusses these principles and explains how you can apply them to your own real estate business for the best results.
Good is the enemy of great.
- It’s easy to settle when things are good.
- If you’re at a place where you think your business is good, pushing through that mentality is the only way to be great.
- Learn a new skill or set a larger goal to continue to search for greatness.
First who, then what
- When you try to serve everyone in every way possible, you lose sight of the ideal client.
- Who is your ideal client? Whether it’s first-time, luxury, or any other type of buyer, understanding your clients allows you to develop a more comprehensive and actionable plan of action.
The Hedgehog Concept
- In this concept, a fox tries to catch a hedgehog, trying multiple tactics to accomplish this. But each time, the hedgehog just protects itself and moves on.
- When you’re good and trying to be great, you might be doing too many things. Instead, focus on one thing to develop a specific niche.
Develop a culture of discipline
- Do you have time blocked off for prospecting and other critical elements of your business?
- Creating time blocks will allow you to add discipline that leads to great results over time.
Built to last
- Fleeting success is trivial, but longstanding success leads you to become great.
- When you identify what you do well, further developing that skill consistently builds long-term success that allows you to become great.
Read Good to Great to really identify what else you can do to get to that next level in your real estate business. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Open houses are a great tactic to generate business with both buyers and sellers. In today’s episode of The Real Estate Sales podcast, Jimmy is joined by managing partner at Sure Sales Group Andrew Undem to discuss what you can do to host an impactful open house as we enter the spring season.
Open houses are one of the most optimal opportunities for real estate.
- To be successful, you have to know everything about the house to tell its story.
- Know the dynamics of the neighborhood and market information for houses with comparable costs to provide value to attendees.
- Don’t just be a value to the attendees, be a value for the listing agent (if applicable.) For example, consider creating a report that details the number of attendees, best and worst feedback, and most interested buyers.
How do you get an attendee’s contact information:
- Most importantly, be a normal human. Create a natural conversation that builds rapport and allows the prospect to relax.
- Ask them what information they want to know. If you ask them what would make the best use of their time, they’ll be willing to share. Remember, it’s about them, not you.
- As you give information, ask for their contact information. They’ll almost always give it.
- When an attendee leaves, ask them if they’d be willing to give feedback on the house to help the seller improve. They’ll be instantly at ease and provide valuable information.
Have direct interactions with every attendee.
- If you know the open house will be busy, consider bringing an assistant or second realtor to ensure someone interacts with every attendee.
- Be aware of any local homeowners at your open house. Chances are, they’re looking to sell as well!
- Depending on the neighborhood, consider door-knocking and offer the local people a private open house before the actual event.
The prospects who visit might go to five open houses that day, and the open house that will stand out the most is the one with the best follow-up. Reach out after the event and maintain consistent contact to be the most memorable. If you’re looking to buy or sell in the Baltimore area, contact Andrew at (410) 322-3670 or andrew@suresalesgroup.com.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Video content is the best type of content to add value to others and increase your exposure. But what if you don’t know what content to talk about? In today’s episode of The Teal Estate Sales podcast, Jimmy dives into 22 different video ideas you can use to create great real estate content that helps drive business.
- Use a platform like BombBomb or Zoom to record and share unsolicited video CMAs that explain each individual person’s home evaluation. (To learn how to create a five-star video CMA, check out this past episode.)
- Send happy birthday video texts to past clients and people in your sphere of influence.
- Keep a log of anniversary dates when past clients bought a home to send them a home anniversary message.
- A video about hot sheet new listings shows open properties that inform prospects of potential home matches.
- An extremely powerful video format, if available, is testimonial videos from clients.
- Testimonial videos for other businesses will add value to your community and grow your following.
- A “things to watch for” series will give consistent video content that informs a buyer or seller about things they should look for in a potential home.
- When it comes to sharing information about properties, Friday Favorites is a great series idea that gives your audience a dependable time and location to see new properties.
- Tuesday Tips can share information and ideas to help ease the transaction process for both buyers and sellers.
- Share about your farm area with a community video to be seen as a community leader and a great resource for community information.
- A “7 things to know before selling” video will utilize the leverage you have on YouTube and catch people before they’ve fully thought through selling.
- Similarly, “7 things to know before buying” is a great piece to have available. To find other great YouTube content ideas, use TubeBuddy.
- Out-of-town “pop by” videos are a great way to target out-of-town owners who can’t easily access their homes.
- Parents looking to move will search for an overview of local schools. Talking about this information will be incredibly helpful information to share with parents.
- You have to start on the right foot to generate listings from more listings. Professional listing videos are a great way to do just that.
- Each time you gain a new listing, create a video walkthrough on your phone to give anyone access to an in-depth look at each home.
- A virtual open house walkthrough is a similar tactic that could premiere as a live event or showcase before the in-person open house to build momentum.
- Shooting before and after videos are successful because they utilize people’s natural curiosity to get more views.
- Creating video content about sales updates for the local market builds your reputation as a reputable and knowledgeable agent. (Especially when it's short and to the point.)
- A neighborhood sales update is similar but with a more refined neighborhood. This could be a more in-depth look that will interest the people who live in the area.
- What is the biggest obstacle facing sellers? Explain common struggles sellers face that you can help them overcome.
- You can’t shoot the previous one without including the biggest obstacles facing buyers.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
After watching thousands of real estate agents find success in their business, Jimmy understands what it takes to succeed. And, on today’s episode of The Real Estate Sales Podcast, he dives into those skills. Find out in the episode the seven skills realtors should learn that will pay off forever.
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Build Rapport Quickly
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If you can quickly establish trust with others, you’ll see more success.
- Jimmy recommends the book How to Make People Like You in 90 Seconds or Less” by Nicholas Boothman to build this skill.
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Between smiling more, asking questions, and listening more than you talk, there are easy communication changes you can make to help build rapport more quickly.
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Time Management
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If you don’t manage your schedule, your schedule will manage you.
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When you start allocating time to specific tasks, you’ll find yourself much more productive and able to see success.
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Shoot video
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Your ability to communicate through video is a relatively new skill, but it is vital.
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It’s not going to be easy, but you’ll get more comfortable with practice.
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Social media marketing
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If you want to learn how to master a specific skill like LinkedIn, Instagram, or Facebook, go to YouTube and watch content about it!
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Because people spend time on social media, that’s where we should be as well.
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Show gratitude
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What do you do to express gratitude? Is it sending handwritten notes, sending a text, or even giving a gift to people who send referrals?
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Whatever you choose to do, make it a kind and authentic gesture.
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Self-awareness
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Determine what channels yielded you the best results in your business over the last one or two years.
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If the majority comes from a specific area or tactic, lean into those things. But, on the other hand, be self-aware of what channels or tactics you need to grow and improve.
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Delegation
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Things don’t have to be perfect to move forward.
- If you’re spending time doing tasks you could delegate to someone else, you’re wasting time on efforts that don’t yield the best results.
Five years from now, how your business looks will entirely depend on the skills you develop now. What do you need to lean into to make the most significant difference?
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Do you know seven daily habits you can develop as a realtor for game-changing results? That’s exactly what Jimmy discusses on today’s episode of The Real Estate Sales Podcast. These habits are specific strategies you can integrate into your daily routine to see lasting success later down the line.
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Call two people in your sphere of influence each day.
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People in your sphere of influence already know, like, and trust you. So, why not stay top-of-mind as their go-to realtor?
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Reaching out to these people might be the difference that results in new clients later on.
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Send one video unsolicited CMA each day.
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Yes, Jimmy talks about unsolicited video CMAs every week. But for good reason!
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People love receiving unexpected value. In sending these unsolicited CMAs, you are sending them valuable information, unprovoked, in a way no other realtor is doing.
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Post on social media at least once per day.
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Find a cadence like motivation Monday, Tuesday tips, or whatever interests you to develop a consistent posting rhythm.
- However you share your story, it will help you stay engaged and top-of-mind with your audience.
4.) Add people to your database
- What are you doing to grow the group of people in your database?
- Everybody is looking for information - be the source that provides the information people need in a consistent manner.
5.) Send handwritten thank-you notes
- Thank people each time they send you a referral; this encourages them to do it again.
- If someone provided exceptional service to you, thank them! This creates an environment where people want to reciprocate and thank you.
6.) Call two people on your next ten list
- Your “next ten” list is the ten people most likely to buy, list, or send a referral. You should interact with at least two of these 30 people each day.
7.) Start your day off right
- Get up early and get your day started on the right foot.
- Prepare yourself to be mentally ready to win your day, whatever that may mean for you.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
John Maxwell is an author and speaker known for his knowledge in leadership, sales, and just life in general. In today’s episode of The Real Estate Sales Podcast, Jimmy dives into some of his favorite John Maxwell quotes and explains how you can apply them to your real estate business.
“You will never fulfill your destiny doing work you despise.”
- If you aren’t excited about what you do each day, either find a new job or focus on the aspects you enjoy. Those elements are likely strengths you possess.
“The secret of your success is determined by your daily agenda.”
- Setting a purposeful plan each day is a recipe for success.
- The night before your next workday, try laying out your schedule to know exactly what you need to do throughout the day.
“Pride deafens us to the advice or warnings of those around us.”
- Humbleness comes before the rise. You should constantly seek to learn and understand new facets of the industry.
- You’ll never know everything, and you can always learn more from the people around you.
“Dreams don’t work unless you do.”
- When you first start anything, you never be the smartest person in the room.
- To make up for this, be the first person in the room. What you lack in experience, you can make up in dedication.
“When was the last time you did something for the first time?”
- What got you where you are won’t be what brings you to where you want to go.
- Trying new things to go outside your comfort zone will help you grow.
“If we are growing we are always going to be outside our comfort zone.”
- Comfort and growth cannot co-exist. Find an opportunity each day to be uncomfortable.
- Is it cold calling? Reaching out to past clients? Shooting video? Whatever it is, the success you want is on the other side of that discomfort.
“Collaboration is multiplication.”
- Building the success you want probably involves the work of more than one person.
- If your dream doesn’t involve the work of more than one person, that dream is too small.
If you haven’t had an opportunity to consume content from John Maxwell, you really should. Read books, listen on audible, or even watch speeches on YouTube to learn something that helps you grow as a person.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The four disciplines listed in the Four Disciplines of Execution can be applied to any industry (and of course, that includes real estate!) In today’s episode of the Real Estate Sales Podcast, Jimmy goes through the overarching concepts in this book to see exactly how anyone can apply these principles to their own real estate business.
1. Wildly important goal
- This could be any goal you want, and it should be specific for what you want to achieve in your business.
- What are you focused on that you know will develop a strategy to execute?
2. Act on leading measures
- Real estate is a lot like life. The activities we do each day affect what happens in the future.
- What are the leading indicators for a scenario in the market?
3. Keep a compelling scorecard.
- If you don’t record your progress, how do you know if you’re heading in the right direction?
- Each month, evaluate if you are moving towards your goal to see if you need to adapt or change your strategy.
4. Create a cadence of accountability
- Jimmy’s groups meet once per week to report on their goals and leading indicators to maintain accountability.
- Have a group you can meet with to stay accountable in pursuit of your goals.
Whether you purchase the book or listen to it on Audible, it can positively affect your life. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Jim Rohn was an American businessman, author, and speaker who understood how to succeed. In today’s episode of The Real Estate Sales Podcast, Jimmy dives into seven quotes from Jim Rohn and applies them to finding success in your real estate business.
“Success is nothing more than a few simple disciplines practiced every day.”
- Long-term success comes from daily practices that we complete each day.
- What can you break down into a daily activity that will lead to your success?
“It is the set of the sails, not the direction of the wind that determines which way we will go.”
- There will always be those who do well and those who don’t.
- What are you doing to add value in each specific season and time of the market? They won’t always need the same resources and information, so adjusting your content in a way that benefits them will help shift you to the side of success.
“Formal education will make you a living; self-education will make you a fortune.”
- While having a formal education adds value, it’s just as important you constantly educate yourself with informal methods.
- This could be reading books, listening to podcasts, or watching YouTube videos; educating yourself on the market helps you share more relevant content with others.
“You cannot change your destination overnight, but you can change your direction overnight.”
- In real estate, things take time. Some tactics might take days, weeks, or even months before seeing results from those efforts.
- You can start making those changes at any point to start seeing better results later down the line.
“You don’t get paid for the hour. You get paid for the value you bring to the hour.”
- Just spending an hour at the office isn’t going to make anything happen.
- It’s what you choose to do in that hour that matters. So how are you spending your time to best yield results?
“Whoever renders service to many puts himself in line for greatness.”
- There is no top to this business; it all boils down to how many people you can help.
- So what are you doing to bring in as many people as you can?
“Things that I felt absolutely sure of but a few years ago, I do not believe now.”
- The pace of change in real estate is dramatic - what got you from point A to point B in the past likely won’t have that same effect today.
- Evolve and evaluate your business to move towards what is new and provides value to the marketplace in a unique and interesting way.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Have you ever noticed that top-producing real estate agents seem to attract business rather than chase it? In today’s episode of the Real Estate Sales Podcast, Jimmy shares his five strategies to help every realtor attract business to achieve more business growth. (While everyone chases business at first, we want to help you reach that tipping point where you have more inbound calls than outbound.)
1. Build your database
- Without a database, you can’t consistently add value to the people in it.
- Building it with relevant tags and segments can help ensure you provide information each individual wants without bombarding them with stuff they don’t.
2. Communicate consistently with that database
- Whether it’s newsletters, videos, or just personal messages, there is a communication style that works for you and your contacts.
- Make sure people receive information about new properties, market trends, and other relevant information they want to know.
3. Provide valuable content
- If you consistently put out valuable content, people find it.
- You can create videos, blogs, and social media posts - any valuable and specific content that people want to know.
4. Grow your social media following
- The broader your social media following, the more people you can expose to your content.
- Start with your database - connect with your database contacts on social media to deepen your relationship and be seen as something other than a salesperson.
5. Promote others on social media
- Highlighting local heroes and businesses is a great way to expose your audience to influential community members.
- Shining a light on others eventually brings people back to you and establishes you as a community leader.
In reality, you won’t be able to do all of these things every day. But if you focus one on the few that best fit your business and location, you’ll be sure to find the success and business growth you deserve.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Zig Ziglar was a fantastic coach, leader, and speaker who could inspire anyone with his words. In today’s episode of the Real Estate Sales Podcast, Jimmy applies seven Zig Ziglar quotes specifically to real estate to learn the takeaways and tips Zig can provide.
“You don’t have to be great to start, but you have to start to be great.”
- It’s easy to get caught up in the goal of perfection. But to get to a place where you’re great in the business, you just have to start.
“If you aim at nothing, you’ll hit nothing every time.”
- How many calls are you trying to achieve each day? How many listing appointments? You need to set daily, monthly, and annual goals to ensure you continue to move forward.
“You can have everything you want in life if you’ll just help enough other people get what they want.”
- When you focus on what other people want and need, you’ll find the same results.
“Remember that failure is an event, not a person.”
- Real estate is a roller coaster. While you’ll inevitably experience stumbling blocks along the way, you can push through and focus on your goals.
- Just past your obstacles is the success you want and deserve.
“You can change who you are and what you are by changing what goes into your mind.”
- Feed your mind with encouragement and motivation because filling your mind with these sentiments makes you more likely to see them in the world.
“There is no traffic jam on the extra mile.”
- While it might seem like there’s an endless amount of realtors, you can rise above the competition by going the extra mile in your work.
“Success is the maximum utilization of the abilities you have.”
- Play to your strengths and abilities to find success. Everyone is excellent at something; just find the talents you have to capitalize on them!
Listening to Zig can excite you about your business and its future. Finding your best opportunities can be right around the corner when you apply these quotes to your life.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Success comes from discipline and consistency. In today’s episode of The Real Estate Sales Podcast, Jimmy provides 22 different things you can do to develop good habits that will lead to business growth when done over time.
- Send a thank-you note to start your day with gratitude.
- A growing database means a growing business, so add people to your database.
- Set up an automated email property detail to a prospect to ensure they continually see homes they might like.
- Email someone a property off the hot sheet for a specifically targeted opportunity.
- Prepare and mail a CMA each day. A prospect will be more likely to trust someone who prepares this resource for them.
- Find new listings by sending unsolicited video CMAs to prospects in your database.
- Connect and add contacts on social media to connect more personally.
- Post “help me out” posts on social media to attract interested parties to homes.
- You’ll be more likely to gain referrals and testimonials when you check in on past clients.
- Private message “Happy Birthday” to a prospect rather than post in their general feed to kick off a conversation.
- Add a photo to your Google My Business profile. (To learn how to set that up, listen to this previous episode.)
- Look at and preview homes on the market in your area.
- If someone pops into your mind, send a quick video to them.
- Practice and execute a phone script to improve your conversion rates.
- Call an aged expired listing.
- When a house sells, call the neighbors to offer the details of their home evaluation.
- Send mails to the neighbors of “just sold” homes. They might be interested in selling once they realize the increase in equity.
- Find 50 people near a recently sold home and leave voicemails to each of them (for only about $5.) Slybroadcast allows you to record one voicemail and drop it into prospects’ inboxes automatically.
- Send a request for an online review to past clients by creating authority for your business.
- Call for sale by owners. They’re ready to sell but just haven’t found the right realtor yet.
- The best way to improve yourself is to consume at least 15 minutes of training each day.
- Shoot “FAQ” videos to answer buyers' and sellers' questions before them ask them.
In reality, you won’t be able to do all of these things every day. But if you focus one on the few that best fit your business and location, you’ll be sure to find the success and business growth you deserve.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Dr. Robert Chialdini’s book “Influence: Psychology of Persuasion” applies to many facets of life. However, it can also be applied specifically to real estate. In today’s episode of The Real Estate Sales Podcast, Jimmy breaks down the six core principles discussed in Dr. Chialdini’s book and how you can apply these principles to your real estate business.
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Principle of Reciprocity
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If someone gives, we naturally want to give back. What are you giving to your potential or future clients to foster this principle?
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In a similar vein, what are you doing to thank past clients? If you want to get referrals, give them something first, like a card or small gift.
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Principle of Consistency
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Consistency is how people will get to know you better, and it tells people who you are as a person.
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Provide a monthly newsletter and consistently add to your social media platform to encourage trust in your audience, ultimately leading to more business.
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Principle of Social Proof
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Online testimonials and recommendations are an easy example of social proof - they encourage people to work with you!
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When you close a home, share the story of how you helped someone reach their goal of owning a home rather than bragging about closing the sale. This is social proof encourages observers to want the same.
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Principle of Liking
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We’re in the know, like, and trust business.
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People won’t want to work with you if you're not likable. It’s as simple as that.
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Principle of Authority
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People like doing business with authority figures (who are people who know and understand what they’re doing.)
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You can set yourself as an authority figure in real estate by providing updates, market reports, and other information that provides value to prospects.
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Principle of Scarcity
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People make decisions based on a fear of missing out.
- Since the pandemic, we’ve seen this; people want a house because they’re scared they won’t be able to otherwise. Plus, Interest rates are also lower than they’ve ever been, further encouraging people to buy out of fear.
- While it might be a seller’s market now, the market is constantly fluctuating, and there’s always a need for realtors to make the buying and selling process happen.
Applying these principles allows you to serve your clients better, get in touch with more people in your community, and have a more significant impact on your business. If that’s not reason enough to implement them in your everyday work, we’re not sure what is.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
How can you optimize your database for business growth? Find out on today’s episode of The Real Estate Sales Podcast, where Jimmy interviews operations coordinator Katie Crowe to discuss best practices for improving your database for better performance. (While Jimmy and his team at Berkshire Hathaway BPFLA use BoomTown for their databases, these principles can be implemented across any platform.)
Ensure leads are categorized correctly.
- Don’t just categorize them; determine where in the buying process they are.
- Categorizing allows you to establish the proper messaging frequency so prospects and clients get the right amount of information from you.
Set up automated campaigns with your categorized groups.
- These campaigns should be a mix of newsletters, simple check-ins, and generic messaging that aims to start a conversation.
- Campaigns should also be a mix of channels; communicate with your audience through email, text messaging, and phone calls to ensure you’re reaching as many people as possible.
- Include your website or contact information in all messaging, so people have a source to refer to for additional details.
Optimize your database as much as possible.
- Fill in fields like physical address, contact information, and where they’re at in the buying process.
- As your contact list grows, you’ll likely forget essential prospect information. Recording notes about each person helps maintain your relationship with each prospect and remember what you discussed in previous messaging.
How to re-engage with infrequently contacted prospects:
- Create a re-engagement script asking if the prospect is satisfied with the current messaging cadence or if they want it altered in any way.
- You can then use additional scripts to understand where they are in the buying process and what information they might want to receive in future messaging.
If you’ve let your database fall into disarray, it’s a challenge you can overcome. Simply set aside time to focus on it, because cleaning out your database (and then keeping it clean) is the best way to find business growth you wouldn’t believe.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Generating leads is the lifeblood of real estate. In today’s episode of The Real Estate Sales Podcast, Jimmy shares 22 strategies to find new buyer leads that will kick off your new year with a positive and productive note. Some have upfront costs, some involve referral fees, and some require more work. But all of them, when used correctly, will help you find the leads you want.
- Opcity - Nurtures lead to a certain point and then offers that lead to various realtors. With Opcity, you’ll pay anywhere from a 30-35% referral fee only if the deal goes through.
- “Can you help me out?” posts - This is a great tactic to find a specific home for a potential buyer; ask your network if they know anyone whose home fits that description!
- Join a leads group - Typically run through your local chamber of commerce, it’s a group of business owners who want more clients. If one doesn’t exist in your area, start your own!
- Target renters - Because most rentals are one-year leases. Targeting landlords whose tenant’s lease is about to expire can yield great results.
- Throw house warming parties - If someone just bought a house, their friends and family are likely considering buying as well. Throwing a party creates an event where you can target those around the new homeowner (all while celebrating a big milestone.)
- Redfin - While it isn’t available everywhere, Redfin regularly sends leads for a 30-35% referral rate.
- Referrals from feeder market agents - Developing relationships with agents from other markets (and offering a referral fee) is a great way to establish connections and clients from a feeder market.
- Door knocking is a great strategy to inform everyone in a particular area if a specific home is for sale. Often, some people are also considering selling.
- YouTube videos - Creating videos about the buying process and your community is a great tactic to reach people interested in your area.
- Post listings on Facebook buy and sell groups - These groups often have thousands of members, and it’s a great way to reach people in a particular area. People will tag those they think are interested, giving you targets to prospect.
- Zillow leads - If you’re willing to invest money, Zillow is a great resource.
- Hose open houses - This is the best way to reach potnetial buyers. If you don’t have a current listing, ask an agent in your network or brokerage if they’d be interested in you running one.
- Google My Business - Google is the most-used search engine in the world. And Google offers business pages to help generate free organic traffic.
- Add value in Facebook groups - Answer questions and clarify information (but don’t spam people) to provide value for people interested in joining your community.
- Instagram reels and TikToks - Create quick 1-minute videos about information buyers will be interested in. It’s a great way to generate organic traffic.
- Buy Facebook Ads - If you don’t know how to do this, hire someone who can. (Or look it up on YouTube.) Take advantage of this easy opportunity!
- Call for rent by owners - Even if they aren’t interested in selling their investment, you can see if they’re interested in acquiring more properties.
- First-time home buyer seminars - Get together with a lender, credit specialist, and other important figures to teach first-time home buyers about how they can start their purchasing journey.
- Realtor.com leads - While this involves an upfront cost, investing in realtor.com leads is a great way to fill your pipeline with impressive ROI.
- Coming soon post on social media - If you are allowed to do this (depending on your MLS), these posts are a great way to generate interest and share with people before it reaches your market.
- Run Google Ads - This is a great tactic to focus on your ideal buyer. Hire someone or learn if you don’t know how.
- Friday favorite posts - Consistently posting your favorite property currently listed gives people a consistent source to visit to see available homes.
Generate and convert leads to buyers through using these 22 strategies. Make this your best year yet by engaging and developing a robust list of potential new homeowners!
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
What are the most critical numbers in your business? Once you understand them (and apply them successfully), you can find the business growth you want and deserve to see. Today on The Real Estate Sales Podcast, Jimmy shares his tips to know the numbers that will lead to real estate success.
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Where is your business coming from?
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Evaluate where your business comes from. Identify which sources produce the most leads, and focus more of your effort on those methods.
- Make a list of every transaction, price, date closed, and source. Was it a referral, open house, direct mail, or something else? When you break it down, you’ll realize what methods are most effective for you.
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Many realtors come to realize they’re spending a disproportionate amount of time in activities that don’t foster successful results.
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Know the numbers in your database.
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How many people are you communicating with regularly?
- How many people are homeowners or buyers receiving up-to-date information about the market?
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The typical homeowner (in the United States) stays in their home for roughly ten and a half years. That means approximately 10% of your database of homeowners are likely interested in selling their homes. So how are you adding value to those people?
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How many conversations do you have each day?
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On average, every fifty real estate conversations generates one transaction.
- Knowing how many conversations you have each day gives you an idea of roughly how many transactions you’ll have throughout the year.
Once you understand the numbers behind your business, you’ll be able to use them to your advantage and move closer to your goals.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Are you trying to stay on pace to hit that New Year’s goal? Here are 22 different social media post ideas to reel in business and connect with potential buyers and sellers.
- Check this out - Show a remodeled kitchen, breathtaking backyard, or any cool living space people like to see.
- Testimonials - Aggregate testimonials from Zillow, Realtor.com, and other sources to promote on social media.
- What I love about this business - People love working with passionate people. What makes you excited about the industry?
- Can you help me out? - Ask your audience if they know anyone with a certain home type who might be interested in selling.
- My First real estate post memory - Reshare your first post as a real estate agent and share and reflect on what you’ve learned.
- Before and after - If a client has remodeled a home, take before and after photos.
- The reality of real estate - People believe real estate is an easy gig. Show the behind-the-scenes part of real estate that many people might not realize.
- Just listed - Use the opportunity to share new listings. (A great way to promote leads.)
- My favorite closing gifts - This shows that you’ve closed a deal and that you appreciate those you worked with.
- My favorite real estate tools - What apps do you use? How do you edit photos? Show your audience your real estate process.
- Under contract - Don’t post about properties all the time, but the occasional contract post shows you’re successful and growing. When posting, make it about the client rather than the simple facts of the sale.
- Tuesday Tips - Answer the real estate FAQs your clients have.
- My go-to business for ___ - A great way to cross-pollinate audiences and find new people in the community.
- Things you may not know about ___ - Share the history of your area or neighborhood.
- 7 Things to do before selling - Catch people debating to sell by sharing these tips. Whether you say to refresh landscaping, touch up paint, or declutter the house, you’re sharing the details and being a resource for people.
- 7 things to do before buying - Same as above, doing this will help you be seen as a go-to source for information.
- Video walkthrough of a listing - Give your clients a deeper understanding of a house on the market. At the end, include a CTA for any home in the market a viewer might be interested in.
- Friday favorites - What’s your favorite listing on the market? Share your top picks.
- Behind the scenes - What happens on the first day of a listing? Document the process to show people what you do as a realtor.
- My restaurant for ___ - Tag local businesses in your post, so they share you on their platforms.
- Just sold - Use this post as a thank-you for the people involved in the process.
- What I love about our community - Highlight and brag about your area. What do you love about it?
Consistent content that entertains and educates your audience leads to more conversations, which leads to more contracts. Be yourself and be transparent to create content that leads to more success.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Finding success in real estate is easy when you focus on providing value to your clients. But that’s only part of a successful formula for real estate. And, on today’s episode of The Real Estate Sales Podcast, Jimmy provides all the details. The goal? Finding more success and a bigger impact on your community. (And that goal is closer than you might think.)
Part One: Gain knowledge
- But how do you gain this knowledge? Start with a P.A.R.T.Y.!
- Podcasts - A great source of information for anything. Plus, you can listen wherever is most convenient for you.
- Audiobooks - Similar to podcasts, these are readily available, easy to consume and contain a wide variety of information.
- Read articles - Whatever website, platform, or tool you want to learn more about, there are online articles about it.
- Tour homes - You work in real estate, so go out and see the product yourself. Don’t be someone who just sits in the office.
- YouTube - This platform is full of free videos for you to later share with your community.
Part Two: Give freely
- Once you understand the real estate market (both in general and specific trends in your community), share that knowledge with others F.R.E.E.L.Y.
- Facts - Be the historian for your area. What facts can you provide to others?
- Really cool places - What places do you love in the area? What locations do your family enjoy?
- Expert market analysis - Everyone wants more market information. Provide that information on both a micro and macro level to be a comprehensive authority.
- Empowering information - Sharing information of value, even if it has nothing to do with real estate.
- Local stories - Share historical local stories or interview people in the community to share their stories.
- Your favorites - Talk to local business owners or community leaders and help them share their stories.
Part Three: Grow like wildfire.
- Provide an experience (with C.A.R.E.) that makes clients come back again and again.
- Create systems - DO you use a systematic approach to know what is happening with your buyers or sellers?
- Add support - Successful agents will eventually reach a point where they need to hire someone to maintain trajectory. Whether a transactional coordinator, administrative assistant, or another role, hire someone to fulfill that need.
- Reward - Encourage people to send business. If you express gratitude and reward those who send referrals with a thank-you note, donation, or small gift, they’ll likely do it again.
- Evaluate your business - Where are leads and closings coming from? If you identify what you’re best at, you can keep doing those things while swapping out less effective practices with others.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Real estate agents are plagued by common myths and misunderstandings of the industry. In today’s episode of The Real Estate Sales Podcast, Jimmy debunks seven common real estate myths so you can focus on what actually contributes to your bottom line.
Myth #1: Past buyers will call you
- Despite most buyers claiming they’d work with the same realtor again, only a small percentage do.
- It’s easy for you to get lost in the shuffle of life. If you aren’t communicating regularly with past clients to stay top-of-mind, they will not remember you.
Myth #2: Marketing is an expense
- If your marketing doesn’t result in a return on investment, you’re marketing wrong.
- Determine your marketing strengths, be it social media, video, or even lead purchasing, and focus on those elements rather than trying to do everything.
Myth #3: The higher the agent split, the better
- There is value, and then there is price.
- The support and coaching a brokerage offers can result in a higher bottom-line dollar, regardless of the difference in agent split.
Myth #4: You can sell anywhere
- While you can sell anywhere, that doesn’t mean you should.
- Focusing on a specific market (and staying within it) establishes you as the area expert, meaning you won’t have to rely on listings an hour away.
Myth #5: There is too much competition
- If you spend time developing your marketing and outreach strategies and focus on tasks that increase your bottom line, you’ll stand out from the competition.
Myth #6: The market will be good forever
- Prepare now for the market to shift and change.
- It will look different a year from now, and it will undoubtedly look different three years from now. So don’t let yourself be blindsided by that inevitable change.
Myth #7: What got me here will take me there
- If you’re not growing, you’re dying.
- You should constantly develop new skills or refine current skills to continue seeing results and driving your business forward.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Entering the year 2022 means it’s time for you to learn 22 real estate tech tools that will help any realtor find growth.
- Homebot.ai provides a detailed real estate report to clients each month that boasts an impressive 70% open rate.
- BombBomb records video for email, giving you an interesting and personal touch.
- Forewarn gives you peace of mind by checking and verifying the people you meet.
- Tubebuddy maximizes YouTube performance by optimizing titles, keywords and identifying growth opportunities.
- Camscanner turns your phone into a portable scanner to send and deliver documents quickly.
- BoxBrownie is a top-notch editor to enhance photos specifically for real estate by adding sunsets, furniture, and even clear counters.
- RoomScan Pro scans rooms in a home and creates a detailed floor plan.
- MileIQ documents your driving mileage (a critical way to save money when tax season rolls around.)
- Testimonial Tree aids in the process of requesting testimonials and recommendations.
- Adobe Premiere Rush gives you the ability to edit video quickly from your phone.
- Adobe Premiere Pro is a desktop editing software that can really take video to the next level.
- Spacio captures email addresses for people who attended an event or open house.
- Canva is a multipurpose editing tool that anyone can use. It’s simple and efficient!
- Lightroom is a photo-editing tool that can help touch up and export photographs.
- Drones are an excellent investment to add a bit of depth and professionalism to your marketing efforts.
- ShowingTime streamlines the process of setting up showings for listings. It also generates reports to help understand how to improve.
- Hootsuite is a social media scheduler that helps build your brand.
- Audible is the audiobook platform that helps you find personal and professional growth.
- A ring light ensures your photos and videos are properly lighted and focused.
- With the increased number of virtual calls we make, a webcam makes a huge difference in your video feed.
- Similarly, a microphone will upgrade your audio in your virtual meetings and videos.
- Grammarly is a virtual writing editor that corrects grammatical errors, misspellings, and other writing errs.
- Bonus Tool: The iPhone! Everything you need to be successful is on there. (Especially when you add the apps and tools discussed on the show.)
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The key to every successful realtor is a farm behind it. Most realtors sell through listings, and the easiest way to build your brand as a realtor is through geographic real estate farming. In today’s episode of The Real Estate Sales Podcast, Jimmy gives the seven farming fundamentals to help you see growth.
1. Choose the right farm area
- Identify the neighborhoods or even condos with enough homes to ensure your time and effort are worth spending in that area.
- Determine how many listings were bought and sold over the last 12 months. Is there a 10% rotation?
- Look for an existing dominant agent that might make it challenging to establish growth in the area.
2. Develop a budget
- Determine how much you’re willing and able to spend on marketing and other farming elements. Jimmy recommends spending about $2 per household per month.
- For example, if there are 100 people in the neighborhood, $2 times 100 homes is $200 per month total for general marketing.
- Remember, more listings mean both more opportunity and more expenses.
3. Get information about sellers
- The more information you have about sellers, the better.
- Obtain their email address, telephone number, and physical address to communicate with them in multiple ways.
- Check out this past episode featuring Mario Mitchell to learn more about his farming practices.
4. Develop a communication calendar
- It takes a minimum of 7-9 rounds of exposure before someone recognizes a brand. So, consistently communicating to your audience is paramount.
- Jimmy’s three-month mailer strategy:
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- Month One Mailer: Active and pending sales of the month
- Month Two: Highlight value in the community like neighborhood events
- Month Three: Provide an overall view of the real estate market beyond that specific neighborhood.
- Continue this cycle each quarter, and include a call to action in each mailer piece to encourage communication back to you.
5. Plan special events
- This is the time to get personal with people and stand out from others.
- At a minimum, consider holding an annual get-together provides an opportunity to see people and gain brand recognition.
6. Be seen in the neighborhood
- If you’re farming an area, you should be present in the area.
- Whether that’s your morning run, walking your dog, or going to the grocery store, perform regular day-to-day activities in the community to gain recognition.
7. Stay consistent
- The book Three Feet from Gold says most people stop right before reaching their goal.
- Stay consistent and continually add value to the neighborhood to see lasting results.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Finding new listings is the key to kicking off the near year with a great start. In today’s episode of The Real Estate Sales Podcast, Jimmy gives his top 22 strategies to generate listings in 2022.
1. Call expired listings (6-24-month-old)
2. Seen unsolicited video CMAs
- For more information on these, check out Jimmy’s previous podcast episodes.
3. Utilize Homebot.ai for past buyers
- It sends a detailed monthly report that provides a full-asset breakdown.
4. Make “just sold” phone calls (with Slybroadcast)
- Allows you to record one voicemail, call a group of people, and automatically leave that voicemail with them after just one ring!
5. Post social media “needs” post
6. Check probate listings
- Every time someone dies, they have to go through probate, and these listings are public information you can use to find someone who might want to sell the estate.
7. Farm your neighborhood
- You already know the market in your neighborhood; why not share that information with those around you?
8. Use predictive analytics (SmartZip)
- There are several actions people that someone wants to sell - SmartZip aggregates that for you.
9. Call “for rent by owner” listings
10. Circle prospect
- If a home had multiple offers, surrounding homeowners might be interested in selling.
11. Farm 3-7-year-old tract builds
12. Hold open houses
13. Use BoldLeads
- A website that creates and then sells leads typically results in a 2-3% return.
- While there might be a low return, it provides a database of homeowners who might sell in the future.
14. Find divorce leads
15. Contact “out of town” homeowners
- Folks who live in a different area, but own property, might be interested in selling.
16. Contact “for sale by owner” listings
- They want to sell but just haven’t found the right agent. Be that agent! Add value to their lives and provide support.
17. Contact “out of town” lot owners
- People might own properties in an area and not utilize them. These are great candidates to reach out to and see if they are interested in selling.
18. Build relationships with a builder
19. Join a leads group
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Find expired listings
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If you’ve added the most value to that person, you’ll be most likely to have the opportunity to relist it.
21. Door knocking
- It’s a tried-and-true tactic that can be used in so many ways
22. Create a “Top 25 Clients” list
- Build a list of your 25 contacts most likely to buy or sell, and make it a priority to call at least one contact each day.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
What can you do to make the next year your best year? It’s all about a change of habits and a change in attitude. Planning for your future is the best way to ensure you make the next year your best, but you won’t make it your best year in this business by thinking about yourself; you’ll do it by serving others. Today’s episode features Jimmy’s six steps to give back to the people around you.
1. Say thank you more
- I know, it sounds trivial. Thanking people might be easy, but do you have a systematic plan to thank people who’ve helped you, your family, or your business?
- You can go through life worried about what happens next, or you can come from a place of gratitude. (The latter is a much better way to enhance your business and life.)
- Hand-written thank you notes are always great, but it could also be a quick text, phone call, or even email. The gesture means a lot more than the method of sending.
2. Provide more information
- Think about the FAQs people ask you. How are the schools? What’s the crime rate? Where are your favorite restaurants?
- Provide this information to the general public, and you’ll be a valuable asset for people in the area.
3. Automate your communication
- People want information, and especially property information, from real estate agents.
- Automate this information to provide people information about their homes or perhaps when a house that fits their description enters the market.
4. Build relationships in feeder markets
- Connect with feeder agents at events. Research which areas are feeder markets for your neighborhood, and find agents you think you could build a relationship with.
- Developing a relationship will lead to great referrals and a contact you can share clients with to ensure everyone gets the best service possible.
5. Shoot more video
- Video is the best way to provide information to your audience.
- Film content that highlights the different parts of your area the general public might not know, like restaurants, local businesses, and parks; you’ll be top of mind as a knowledgeable community leader.
- Consider Interviewing local leaders. You’ll share audiences and likely be exposed to a whole new segment of the community.
- Give a monthly market update to be viewed as an industry expert.
6. Give more value
- Give more than you expect you’ll give back. When you provide service with no expectation of return, that’s when you’ll genuinely find value.
- Use your network to highlight nonprofits, fundraising events, and other heroes in your community that deserve to be recognized. You’ll be amazed how quickly it comes back to you.
From the words of Maya Angelou, “people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” When determining who to make the next year your best year, first ask yourself how you can do the same for others.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Cisco states that 82% of all internet traffic will be video-based by 2022. And with the right tools and mindset, you can take your video content to the next level to be prepared to enter the next year with great video content. Jimmy’s tip: Don’t worry about it being perfect. Filming authentic content is far better than a pretty video that doesn’t provide a valuable message. And, in this episode, he discusses his top video tech tools for real estate agents.
Find the right camera:
- Apple iPhone cameras are a great resource to film. If you haven’t upgraded your phone recently, this is a great time to do so!
- If you’re looking for professional quality, Jimmy uses the Sony A7III with an 18-105mm lens. However, he also started with an iPhone.
Nail the proper lighting:
- Natural lighting is the best form of lighting and should be used whenever possible.
- If possible, situate your camera so that you’re facing windows or other light sources.
- If natural light isn’t available, consider purchasing a selfie ring light to provide an even light around whatever target you want.
Capture ideal audio:
- Wireless mics (like a Saramonic blink 500 wireless mic set) are a great investment to ensure quality audio. And, if your video involves multiple people or interview-style content, having an extra mic is necessary.
- For professional-grade audio, the Sennheiser MKE 600 boom mic gives studio-quality sound and is well worth the investment to take your audio to the next level.
Use the right editing tools:
- Fiverr is a great resource to hire a freelancer to create an attention-grabbing intro for relatively little money.
- Apple iMovie is a free resource for mac users that allows you to trim, sync audio and more.
- Camtasia Studio is easy to use and a great tool to edit video content.
- Adobe Premiere is the ultimate tool and an excellent investment to get a comprehensive video editing platform.
Sometimes, we overthink video. But remember, it doesn't need to be perfect! Determine what messaging your ideal client wants, and make it happen. The quality will take care of itself.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
While there might be the 10 P’s of marketing, not all are as applicable to real estate. So, in today’s episode of The Real Estate Sales Podcast, Jimmy details the 7 P’s of real estate marketing you can utilize for growth in your business. These elements are what you can do on a marketing level to be the best candidate for potential clients.
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Product
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Remember that you are the product. So what can you do to set yourself apart?
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Understand exactly what you offer, and then capitalize on it.
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Pricing
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Are you a discount or luxury agent?
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There’s no right or wrong approach to pricing, but Jimmy advises to go one way or another. If you straddle the fence, you’ll run the risk of making some unhappy.
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People
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Determine who you love working with, and then target those people.
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In this business, you don’t have to say yes to everyone, so get to a place where you know who you want to serve.
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Packaging
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How are you packaging yourself to be appealing to your ideal customers?
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Determine what about you stood out that drove those ideal customers to you, use that to attract more customers like them.
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Positioning
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Once you’ve identified your ideal client, how can you position yourself in front of them?
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When selecting social media platforms and content types, your success depends on targeting messaging towards the ideal customer.
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Process
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When using social media marketing, create your content and schedule in a way that speaks to your client.
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Maybe post more motivational content or content geared towards other houses on the market, depending on what kind of client you want to attract.
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Purpose
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Why are you in this business?
- When you work for something bigger than yourself, you can move past the obstacles and challenges that arise in the business.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Think and Grow Rich by Napoleon Hill is regarded as one of the best professional development books anyone can purchase. In today’s episode of The Real Estate Sales Podcast, Jimmy discusses the concepts most applicable to real estate agents to give you a foundation for success and growth, focusing on the importance of mental preparation.
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Own your desire
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The stronger your desire, the harder you’ll work to achieve a goal.
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If you search for extreme growth, you’ll be more likely to find it.
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Do you believe it is possible?
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Have you found someone who has done what you want to do, and can you model that path?
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Once you know a goal is possible, you’ll feel better able to achieve it.
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Organized plan of action
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A loose plan is never as effective as a well-organized plan of action.
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Determine what steps are needed to ensure daily activities get you to your goals and accomplish them.
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Have faith
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Do you have faith that following those daily activities will get you where you need to go?
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Having faith that you’ll get your desired results will happen in just a matter of time.
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Resistance
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Do you have the understanding, faith, and organized plan to get something done?
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If you encounter obstacles or discomfort in your work, break through it to find new levels of success.
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The power of the mastermind
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Surround yourself with people looking to grow, and model yourself after them.
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Jimmy has different groups he meets monthly, weekly, and yearly to renew his spirit and keep his desire to move towards his goal.
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Power of your unconscious mind
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Our unconscious directs us and filters messaging we hear and see.
- It learns what to filter based on what we think about. So, if you worry about something, you’ll focus on more things to worry about.
- Focus on the positive elements that move your business forward, and you can expect more positive factors to come to mind.
If you’ve never read Think and Grow Rich by Napoleon, you should. It’s a great addition to any reading list that keeps you growing and maintaining momentum. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Do you have Instagram insecurity? In today’s episode of The Real Estate Sales Podcast, Jimmy explains how real estate agents can leverage the different content types within the app to curate a great Instagram feed that attracts clients (and conveys the professionalism you want.)
Realtors have to be actively involved on Instagram.
- In October of 2010, Instagram launched. Within a year, they had over one million subscribers. Within the second year, they were bought out by Facebook for $1 billion (that’s a lot.)
- In 2013, when Snapchat came along, they offered $3 billion, and they said no.
- With over one billion active users each month, Instagram is projected to hit two billion users by 2023.
Step 1: Fill out your profile
- Think of this as your resume. It’s the place where someone decides to follow you.
- Look through the “profile” section of your settings, and update it, so there are no blanks.
- Answer all the questions, including filling in your location and what you do.
- Because you can only place one link within your profile, Jimmy recommends using LinkTree to direct people to multiple locations, such as other social channels and your website.
Step 2: Upload Feed Posts
- Feed posts are the regular post type Instagram is based around. Because this content never goes away, use the FARM acronym to ensure you post diverse content.
- F - Family
- A - Associations
- R - Real Estate
- M - Motivation
Step 3: Post Stories
- Stories are gone within 24 hours and are more personal than regular post content.
- When Snapchat turned down its buyout, Instagram simply added a similar feature to its site. And that’s stories!
- It can be a video or static photo, and it’s an excellent opportunity to use humor, be yourself, and let loose without needing to feel overly professional.
Step 4: IGTV
- Instagram TV is their rough equivalent to YouTube - it’s a place for long-form video content.
- While it doesn't have nearly the same search engine power as YouTube, it is still a great place to house long-form content that stays on the platform.
- Whatever you post on YouTube, this is a great place to just re-post content to expose it to as many people as possible.
Step 5: Reels
- Jimmy believes this is the best content type to grow and connect to your ideal client.
- It’s essentially Instagram’s answer to Tik Tok - short-form video content.
- Instagram wants to push Tik Tok users to use reels. As a result, they promote that content more widely than typical feed posts (making it an incredible resource.)
Regardless of what type of post you choose to upload onto Instagram, utilizing hashtags is a great way to promote your page and expose your page to new audiences. Hashtags allow your posts to be searched by people looking for specific types of content. By creating various post types and using hashtags successfully, you’ll be sure to cultivate a growing page showcasing the great work you do.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
It is estimated that 82% of all internet traffic in 2022 will be video-based. So, what are you doing to ensure you’re a part of that growing number? In today’s episode of The Real Estate Sales Podcast, Jimmy explains how to create videos your clients will love.
Research:
- When thinking about topics, think of it like putting together a website. For example, on your FAQ page, what questions do clients typically have that you’d be able to answer quickly?
- Use Google as a tool to research and inform yourself of video topics.
- Find similar agents on YouTube and look through their most popular videos. If you put your own spin on it to make it unique, odds are those same topics will do well for you.
- Visit real estate websites. Realtor.com has an excellent database for trending content; look through recent articles to get ideas for your video!
Quality:
- Authenticity trumps everything. However, higher quality material performs better on average.
- Make sure your lighting is good by using a ring light or properly-positioned natural lighting.
- People won’t watch videos with poor audio. Consider buying a microphone to ensure high-quality audio.
- While smartphone cameras are a great start, there’s significant room for improvement to deliver a high-quality video people will want to see.
- There’s no shame in starting with your smartphone. However, investing in these resources will help push you to the next level.
Distribution
- YouTube is the second most-utilized search platform, second only to Google.
- While YouTube should be your “home base,” including video in your emails, newsletters, and other materials will help expose them to your database.
- When sharing on social media, upload videos directly to the platform (not linking through YouTube.)
- Instagram is one of the best places to post video content. Especially if your videos are less than 60 seconds, Instagram reels generate tremendous traffic.
- Using hashtags is a great way to drive new traffic from people searching for similar content you create.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Inspired by the book “The Seven Habits of Highly Effective People” by Steven Covey, today’s episode focuses on the simple habits top real estate agents emphasize to prioritize daily growth.
1. Be proactive:
- Ask yourself: What can I do to get ahead of the curve? Then, design your day to look like that.
- Look at what existing top performers in your area are doing to maintain momentum. What do they do to stay sharp and maintain growth and momentum?
2. Begin with the end in mind:
- What are you trying to achieve?
- Look at where you want to be one, three, and five years from now. When you start with the end in mind, you can plan your days to get you there.
3. Put first things first:
- What is the most important habit you can do each day?
- Set your schedule in a way that prioritizes the things most fundamental to success. For the majority of realtors, that means segmenting time to prospect.
4. Think win-win:
- What can you do to add value to future, current, and past prospects?
- If you can add meaningful value to their lives, they’ll want to reciprocate and do the same for you.
- Realtors will all be better if we work together. What can you do to be a collaborative agent that makes people want to work with you?
5. Seek to understand.
- Go into your meetings with an agenda, and that agenda should be to help your clients get where they want to go as quickly as possible.
- Ask questions and figure out what they prioritize in their real estate transaction. Is it price? Speed? Understand what they want, and utilize it.
6. Synergize your relationships.
- The route to being the best version of yourself is a path best walked with others.
- Start with your team: who helps you on a daily basis? Who provides a skill or service that you wouldn’t be able to accomplish alone?
- Consider having a list of people who can deliver top-notch service as a resource (like plumbers, electricians, and AC repairers) who the client will inevitably need.
7. Sharpen your saw:
- Continue to learn more about your business; what are you doing to learn and improve?
- Listen to podcasts (like this fantastic show), read, and identify people in the business doing something unique that can better help you provide for your clients.
Implement these seven habits to ensure consistent and effective growth in your professional career. Do you have any habits that help you be effective? Or do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Sometimes all it takes is adding a few simple practices to your day to generate a successful growth strategy. In today’s episode of The Real Estate Sales Podcast, Jimmy provides a strategy to answer one simple question: what can we do to keep our clients top of mind? The answer? Make lists of influential people to your business and develop a touchpoint plan to send them essential information.
List #1 - The Next Ten Sellers:
- Send an immediate email each time something happens that could affect their property value.
- Aim to contact this list weekly to ensure there are no gaps in communication.
- Let these sellers know trends from month to month (like inventory amount, time on the market, and major changes that might affect their evaluation.)
- Provide an updated monthly CMA, which gives a great avenue of communication and maintains an expert agent appearance.
List #2 - The Next Ten Buyers:
- Once you know what the buyer is looking for (and they’re pre-approved), create an automatic alert each time a home within their criteria hits the market. Include a CTA that encourages them to contact you.
- If someone is interested in a property, the worst thing you can do is ignore them for a couple of weeks. Once per week, send these contacts a text message, phone call, or email; whatever reinforces your professionalism.
- Inform them about updates on interest rates. Rates are variable, but on average, they’re rising. Let the buyer know how that interest might affect their purchase and create urgency.
- If they have a price range, go on the market and compare the applicable inventory month-to-month.
List #3 - The Top Ten Fans:
- Those people who give reviews, referrals and are essential advocates for your business? Yeah, it’s just as important to contact them.
- But don’t feel obligated to contact this group every week; instead, shoot for every other week or monthly.
- Depending on this group’s size, rotate people in and out or create a top 20 list instead.
- Use platforms like Homebot.ai to send a highly detailed real estate report to each person on this list.
- Provide unexpected surprises to this group every quarter to thank them for their support.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
What do top producers do to find and maintain success and momentum in the real estate business? On today’s episode of The Real Estate Sales Podcast, Jimmy has brought one of those top producers onto the show to learn the secrets behind his success. We’ll learn how Tom Toole, founder of Tom Toole Sales Group, plans his daily schedule to get everything done.
He wakes up at 4:45 a.m. every morning.
- Tom has a standing 5 a.m. call with a friend purely to develop the discipline to wake up.
- “Discipline will carry you when motivation can’t.” - Peloton Instructor Alex Dyson
- But waking up is only half the battle. After the call, Tom preps for his day so he doesn’t waste any of his workday.
- His philosophy: Mornings are a time to get stuff done.
Tom’s routine has a focus on efficieny:
- After exercising, Tom focuses on family. From 7:00-8:00 he helps get his three kids ready for school and out of the house.
- He was an accountability call at 8:15 three days each week, where he and his frined discuss their goals and how they’re progressing towards them.
- During his thirty-minute commute, he takes calls that don’t require a lot of brainpower. If he has no calls, he listens to business podcasts or educational audiobooks.
His office routine is (you guessed it) very productive.
- When he worked in production, Tom spent his first two hours making phone calls, no matter what.
- Once he’s working, he shuts out all distractions. The only tabs open on his computer were his MLS, Boomtown, dialer, and calendar.
- Tom’s goal was to secure two listing appointments each day, and his consistent and focused work made that possible.
- After that two-hour period, he focuses on handling issues from staff or clients and returning phone calls.
Tom’s top takeaway: fuel your body right.
- Tom attributes his ability to stay focused for so long to his diet. While working he avoids heavy foods that might lead to groggy or unproductive behavior.
- After lunch, Tom sends follow-up videos and supplementary materials he might’ve promised people throughout his calls.
Avoid time-wasting obstacles:
- He does not make an appointment before 11 am.
- Tom never goes to home inspections or settlements.
- He stopped watching the news, opting to instead read articles and direct sources.
- Most meetings go way too long - whittle down that hour-long meeting to thirty minutes.
Tom Herman’s Alter Ego
@tomtoole3rd on Instagram has all his team’s content
Message him and his team!
Tomtoole.com for referrals (or just for another method)
There are patterns in everything in life (and that includes real estate.) Luckily, we can use these patterns to positively impact our careers and our lives. Jimmy got the inspiration for today’s episode from author and business strategist Tony Robbins, and in today's episode, Jimmy identifies the six keys to finding growth in your real estate business.
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Spend 30 minutes learning each day.
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You’re either growing or dying. Find an opportunity to further yourself each day, whether learning a new skill or honing an existing one.
- It could be reading, listening to a great podcast (like The Real Estate Sales Podcast), or watching an educational video. The goal is to make yourself better than the day before.
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You could even contact other agents and see if you can look at their marketing materials.
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Feed your body.
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Feed your body, not just with anything, but with the right types of foods.
- Similarly, spend time exercising each day.
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If you want the energy and motivation to do your best for yourself and your clients, eating right and exercising will help you do just that.
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Get a role model
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Find a coach or mentor who has already done what you want to do, and emulate them!
- You’d never try to win an athletic event without a coach, so why aren’t you doing it with real estate?
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The key is to find someone who fits with you and your personality. Then, take your time and make sure the mentor or coach is the right fit for you.
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Create a clear plan of action
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Write and document specific S.M.A.R.T. goals that you can break down on a daily basis.
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Have a standard plan of action that you check each day.
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Take massive action.
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Every top producer either works hard or worked hard and no longer has to.
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Take action to fuel the effective aspects of your business, and take more action to revitalize the elements that might not be as effective.
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Give more than you receive
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Don’t go to work looking to make a check; go looking to help your next client.
- In life, the more you give, the more you get back. And this holds true while working in real estate.
If you keep these criteria in mind, you’ll be the leader of listings for your area in no time! Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The secret to running a solid real estate business is really no secret; generating more listings is the key to lasting and robust success in the industry. In today’s episode of The Real Estate Sales Podcast, Jimmy details seven steps you can take to start generating more listings to ultimately close more deals and make more money (which sure sounds like a win-win to us.)
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Have a database full of homeowners.
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Everyone you know should be in your database. (That is, anyone who owns a home.) Regular maintenance and upkeep of your database will pay dividends when you send different messages and tactics to people based on various criteria.
- The more homeowners you enter, the more people you can contact to stay top-of-mind.
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Enter as much detailed information as possible. With more detail, you’ll be better able to add value to their lives.
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Send email property updates.
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Consistently send out notices whenever there is a market change that could affect their evaluation.
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In general, keep these short and concerning their specific home, area, or neighborhood.
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Distribute a monthly newsletter.
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In your newsletter, include information and updates about trends in the overall market, sales in the area or changes that can affect their home evaluation.
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Because the previous tactic focuses on smaller-scale industry changes, this newsletter should focus on larger-scale items that affect a more significant number of people.
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Leverage Homebot.
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This system sends detailed, personalized real estate reports via email each month based on dozens of data points.
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The update discusses tax consequences, current equity, and other nuanced topics that give your contact an in-depth look at the financial elements of their property.
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Consistent video CMAs
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For an exciting and value-driven video CMA, record your screen, show relevant data, and give a personalized evaluation for your client’s home.
- Every six months, reach out to each person in your database to provide this CMA (including a range for their home’s evaluation.)
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These are unsolicited but highly personalized messages that keep you top-of-mind.
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Personalized phone calls
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Every 3-6 months, have a personal conversation with each person in your database.
- This is a great way to build conversations and relationships with people in a way email just can’t do.
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Plan these calls to be when the target is not receiving a video CMA to ensure they receive a consistent stream of messaging.
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Run Adwerx SOI campaigns
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WIth an SOI campaign, you simply enter your audience’s email addresses. Then, wherever they go on the internet, they’ll see banner ads for your business.
- You’ll be in front of the audience you want to be, for just pennies per day!
If you keep these criteria in mind, you’ll be the leader of listings for your area in no time! Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The real estate industry has provided and given a lot to many realtors. While it’s essential to grow and develop your own success, it’s just as important to give back! And the best way to give back in the real estate industry is by helping new agents get off to a great start. In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Mario Mitchell to discuss how he welcomes and celebrates new realtors to his team.
Even if you’re just a year in, you can provide value to those around you.
- You can provide those newer to the industry with insights from the top agents about what they wish they knew when they started.
- Celebrate someone as they start in the industry. Early on, many people might not have the confidence to be successful. By throwing a welcome party, they recognize they have people around them who want to see them succeed.
- As soon as Mario’s new members graduate from their “boot camp,” they throw a party for those people.
- They celebrate the person, give them a gift, and tell them information that will help them thrive and be confident.
Gather information from the top producers around you.
- Have top producers write one or two sentences about what helped them, what inspired them to join the industry, or what they wish they knew about it.
- Ask each top producer or current realtor three simple questions: What is their favorite tool or app? What is something they wish they knew when starting in the industry? If you were starting over, where would you focus?
You’ll get a wide range of information and a playbook for the industry, and that’s a fantastic way to support those around you. To contact Mario and his team, find them on all social media sites @mariomitchellteam, or contact him directly at (704) 284-8057.
If you keep these criteria in mind, you’ll be the leader of listings for your area in no time! Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Thanksgiving season is upon us, and that means there’s no better time to focus on the relationships around you. Sharing gratitude this Thanksgiving can help your business, especially if you use these three ways to grow! (Talk about a win-win situation.) Remember, growth isn’t just about money; it’s about relationships.
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Send a personalized selfie video.
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On Thanksgiving morning (when he’s frying the turkey), Jimmy records a personalized selfie video to send to each of his clients.
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Often, people will send one back thanking him for the kind message.
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Bake a pie for Thanksgiving
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Take the time to bake a pie and offer it to a client. It will create an impactful (and tasty) memory for anyone.
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Show gratefulness by giving to others.
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Donate to a local charity in the name of your client.
- The specific amount doesn’t necessarily matter. It’s the thought and the gesture that means more than the dollar amount.
While these situations were all depicted as a time to thank your clients, don’t stop there! These actions can be done for anyone, be it a client, coworker, family or friend. Whoever it is, take the time to send something beyond the traditional thank-you card, and it will really build your relationships with those around you.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In today’s market, houses continue to sell quickly after entering the market. So, if your home isn’t selling, the price might be a factor preventing it from receiving offers. And, depending on the circumstances, a price reduction could be the best way to get the client’s house to sell. But how do you approach the topic with your client? In today’s episode, Jimmy explains how to get a price reduction on your listing.
Be transparent and upfront about the situation.
- Before signing a listing agreement, explain to the client that the price might need to go down.
- Communicate what you're doing throughout the real estate process, like showings, marketing, and meetings. That way, if a price reduction is needed, you can back it up.
- If possible, use feedback from showings to reinforce that the price is too high.
When pitching a price reduction, go to your client with the facts.
- Explain: how the competition might’ve changed, feedback from the showings, and pending actions or situations in the area or the property that might affect their current appraisal.
- If you can provide these elements, you have credibility and can show why the price reduction is necessary.
How to suggest a price reduction:
- Just asking a client to reduce their price without backing it up makes you look unprofessional—instead, present information to show why a price reduction is essential.
- For example, if their house has been on the market for X days, and after X showings, there were X (likely zero) offers.
- Supplement that with statistics from the National Association of Realtors. For example, homes on the market for 3-4 weeks without an offer are likely 10% overpriced.
- Describe other factors affecting their position in the market, like closings in the area, trending prices for similar homes, and the trending duration of time houses are on the market.
- Finally, bring up personal factors that emphasize how a price reduction is the best course of action. The client still pays their mortgage (and thus taxes and interest) and maintenance fees.
Put the ball in their court.
- Remember, it’s their house and their decision if they agree to a price reduction.
- If they decide not to, that’s their prerogative. But after a while, if the house still isn’t sold, you can go back to them and use that to renegotiate.
- After a price reduction, you can relaunch and circle back to people who attended past showings to gauge their interest.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Communication is vital when it comes to real estate transactions. And, with videos being such a high-quality method to interact with clients, you can use video to maintain contact and demonstrate your communication style with clients throughout their transaction. Today’s episode features Jimmy’s seven video suggestions to demonstrate what you bring to the table when working with clients.
For Sellers: Getting their house sold
- For people one, three, or even six months away from selling, explain what they should be doing to be prepared for the process.
- This is a great video to demonstrate how you’ll communicate with clients while also providing value.
For Sellers: What’s next?
- After a listing agreement is in place, clients have a lot of questions.
- Create a video breaking down your process, explaining what they can expect and what they might need to do.
For Sellers: Under contract
- What happens once you’re under contract? Explain it in this video!
- As the sellers, you have to make it available for appraisers and inspections, among many other criteria.
- Communicate what you will do, what they might need to do to be ready for the next steps.
For Buyers: Just started looking
- Create a video explaining the seven things they should do before finding their perfect home.
- For example, explain financial elements a buyer should know.
For Buyers: Looking at homes
- Explain your process for finding potential homes for your client.
- Set a precedent for consistent and detailed communication.
- Help eliminate houses they don’t like to inspire confidence in you.
For Buyers: Under contract - what’s next?
- Talk about the process of moving from contract to closing to understand the inspection period, the loan approval, and anything else that might happen.
- Cover as many bases as possible so the client will have fewer questions about the transaction.
For Buyers and Sellers: Thank You!
- For anyone you work with, send a thank you video!
- Mention that you’d love a review from them (including links to the webpage), and encourage them to send any referrals your way.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
One of the biggest trends in real estate today is the utilization of lead generation platforms. In particular, a growing number of platforms feature no upfront costs and instead take a referral percentage of the final sale. This is an excellent strategy for realtors looking to grow their business without stressing about an upfront fee.
1. Opcity
- Registered brokers can invite you to join, and you can join regardless of your experience level.
- However, you will not be the only person sent leads; they’ll send out a text to 4-5 potential agents, and they are distributed on a first-come, first-serve basis.
- Remember, because Opcity only gets the money if you close, maintaining a constant stream of communication and updates will make you a better realtor in their minds!
2. Upnest
- You need to have at least three years of experience and at least six closings in the past twelve months to gain access to this platform.
- They look for people with positive reviews, great communication skills, and a solid social media presence. You’re likely to get fewer leads with this platform, but they’ll be much higher in quality.
- A great place to look if you are an established realtor or team looking to expand your business.
3. 55Places
- This platform focuses on communities of people aged 55 and older (hence the name.)
- While you don’t have to be that age to gain access, it does require you to be familiar with a specific community type that is a great platform to find leads if you’re already established and knowledgeable about real estate needs for these communities.
4. AgentHarvest.com
- AgentHarvest sends each lead to three to five agents, and those agents then compete for the client’s business.
- They look for people familiar with specific areas and then match potential leads based on your expertise.
5. Redfin
- While they are a real estate firm in itself, Redfin outsources clients when they have no available agents in the area.
6. Ojo.com
- Once they get a lead nurtured to a particular level, they’ll pass the lead to a realtor in real-time.
- Once you qualify on the brokerage level, you can distribute these leads to anyone on your team.
7. Estately.com
- A high-quality platform, Estately requires three (but preferably five) years of experience from their realtors.
- They stay Involved throughout the real estate process, continuously surveying their lead to ensure they have received the service they want.
- It is a high-touch, high-quality process that requires established realtors who understand the industry.
With any of these platforms, you’ll get better leads once you deliver results. While it might seem slow, persevere to receive those high-quality leads you deserve!
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
People do business with people they know, like, and trust. And trust is strengthened through authenticity. One of the best ways to display your authentic self on social media is through Instagram stories. But how can you create meaningful content through stories? In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Mario Mitchell to learn how to kill it on Instagram with stories.
Don’t post the same boring content:
- Mario’s best advice: Don’t be boring. Mix your personal life, interests, and hobbies with professional content to create varying content that shows your true self.
- Genuine, simple content gives people the ability to find a way to get to know someone as not just a realtor, but a person.
The Quick Lay-Down of Different Instagram Posts:
- Static posts: The classic images
- Reels: Video content (that is becoming increasingly popular)
- Stories: Content visible for only 24-hours, then vanishes unless you save it
You can use stories in unique (and less formal) ways:
- In particular, Mario documents how his meetings and listing appointments go once they are finished.
- He doesn’t just document the wins, however. He also is transparent (but puts a positive spin) on the losses to be as authentic as possible.
- He also takes videos, even short funny clips with clients, to prevent his page from becoming too standard.
- Just be yourself and talk about what’s going on in your life, professional or otherwise.
If people see you on Instagram or other social media, you’ll stay top-of-mind in their minds and be yourself. Remember, top agents don’t chase business; they attract it. To get in contact with Mario, find him on any social media platform at @mariomitchellteam or give him a call at 704-284-8057
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
John Maxwell’s book “The 21 Irrefutable Laws of Leadership” detail what practices and ways of living make an ideal leader that people will want to follow. For today’s episode, Jimmy narrowed those 21 laws down to the eleven laws of real estate, and how you can implement these eleven laws into your real estate mindset to develop a professional network and business.
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The Law of the Lid
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If you have a limiting factor (AKA a lid) preventing growth, create a system that overcomes that lid. If that lid is the only thing holding you back, you’ll find the success you couldn’t before.
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The Law of Process
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We are limited to a certain amount of time each day, so create processes that allow us to operate more efficiently and thus perform more.
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The Law of Addition
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How many people are you adding value to, or what are you contributing to the marketplace? Do something beyond what everyone else is doing.
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The Law of Magnetism
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We tend to attract and interact with people like us. So be the type of person you want to do business with!
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To find a good client base, focus on your community and be willing to send referrals so people will reciprocate.
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The Law of Your Inner Circle
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Spend time with the top producers and those more successful than you.
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The Law of Momentum
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The most powerful, unseen factor in real estate growth is momentum. Go and find easy wins, like talking to your favorite past clients, to be in a successful mood.
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The Law of Reproduction
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Once we win once, we experience more success.
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What have you done that you can reproduce that do it again? Results will build on themselves as you reproduce things you know succeed.
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The Law of Priority
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Focus on the highest-priority items first (AKA things that make your business grow.)
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The Law of Sacrifice
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At some point in your career (and especially for people new to the industry), you’ll have to sacrifice to see growth.
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That might mean less personal time or additional hours at the office, but putting in the work now will yield more long-term results down the line!
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The Law of Timing
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If you consistently add value to people around you and put in the work, the law of timing will take care of itself.
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The Law of Explosive Growth
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Have a group of fans who support you and send you referrals (and thank them for their efforts.)
- Have a team around you. As you see growth, you’ll need someone to help with transactions, marketing, and other people; you’ll need help! If your dream is only as big as you, it isn’t big enough.
Real estate is not a complicated business. But, if you follow these laws to a tee, it’ll grow into something you’ve never dreamed of. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
While it might come as a shock, realtors are salespeople too! (Surprising, I know.) But that simple fact means realtors benefit from applying sales techniques and strategies to their outreach efforts and when interacting with clients. In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by the owner and managing partner of SURE Sales Group, Andrew Undem, to learn his sales strategy process.
There is a ton of training for realtors on real estate basics, but little training on selling.
- If you can’t interact with confidence to help people move in the direction you need, you’ll screw up your transactions every time.
When you first meet someone, be confident.
- Build a bond and rapport: The nervous guy with sweaty palms probably won’t sell as much as the confident salesperson conscious of their energy levels.
- Have good posture, a warm smile, and a firm handshake. Be aware of your tone of voice and maintain eye contact. In general, just be mindful of how you present yourself to the people around you.
- Mirror your clients: If someone is relaxed and leans back - you do the same. If the prospect leans in and seems excited, you do the same. Once you match their behaviors, they’ll start to match you.
You pick your presence. You can choose how people perceive you.
- Set expectations: How do you get the customer what they want? Make sure everyone is on the same page to ensure your needs are met.
AATO: Agenda, agenda, time, outcome
- Should “agenda” be there twice? Absolutely. Ask people what they want to go over, and establish the criteria to make it an important meeting.
- Once you know what the prospect wants, say what you want and why. Then, everybody gets the information they need for the meeting to be beneficial.
- Be the authority and set a time limit.
- Give everyone an option to back out or leave if they aren’t feeling it, or establish what would happen moving forward.
Other important factors:
- Is there a compelling reason for someone to use your business? If not, then its probably not an issue you need to worry about
- Budgeting: Can the prospect afford what they are looking to buy?
Follow Andrew on Instagram to see how he presents this process through his social media platform! Slide into his DMs, send a message on LinkedIn, email at andrew@suresalesgroup.com, or call or text him at 410-322-3670 to learn more about his process (or if you have a great referral.)
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Sure, you should be familiar with and know your clients. But taking that relationship to the next level and getting to the point where they not only know you, but like and trust you, will pay dividends later down the line. In today’s episode of The Real Estate Sales Podcast, Jimmy shares his tips to connect with anyone in real estate.
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Smile
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People want to be around positive people! Be friendly, and people will mirror that positivity.
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Make eye contact with the people you’re talking to.
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There’s nothing more frustrating than talking to someone looking at their phone.
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Make direct eye contact with someone to let them know you’re paying attention.
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Ask questions
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People love talking about themselves; it’s a universal concept.
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Allow them to share and talk about things important to them to understand what’s important to them and what they care about.
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Mirroring
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It’s a psychological phenomenon that people near each other will mirror the reactions of the other.
- While it’s a subconscious action, you can use this to your advantage. Pay attention to how your client or coworker is talking and interacting, and match how they interact.
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Doing so creates a more intimate (but still professional) relationship.
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Give compliments
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If you’re the person bringing positivity to the relationship, you’ll create relationships with your clients more quickly.
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Complement them on their house or a particular decorating style; it’ll position you as a knowledgeable agent while also making them feel good!
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Follow up
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As soon as a first interaction with someone is over, send a quick message or video to that person.
- Thank them or say that you’re looking forward to creating a stronger relationship with them, and it’ll make for a great relationship down the line.
Above all, keep in mind that building great relationships takes time. But if you are patient (and put in the effort), you’ll create strong and durable relationships that lead you to the success you’re looking for. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Jimmy’s team uses a checklist to ensure each realtor’s social media and digital footprint are on point. Today he’s joined by Berkshire Hathaway BPFLA marketing coordinator, Karina Caraballo, to learn how to implement this checklist to find growth and develop a valuable social media strategy.
Website:
- Jimmy’s team uses BoomTown to create agent websites. But regardless of your platform, here are some factors to keep in mind:
- Use an updated headshot
- Add a short bio or “about you” section
- Add your MLS ID number, Office ID, and link any applicable social media accounts.
- Include your physical office location and contact information.
- Integrate your Testimonial Tree HTML and IDX feed (or whatever testimonial platform you use.)
Facebook:
- For your personal page, ensure your Brokerage is listed as your workplace, have an updated headshot, and share posts from your business page for additional exposure.
- For your business page, there are more criteria you should follow:
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- Use an updated headshot, add a cover photo, and list all contact information a client might need
- Post house listings and share photos and videos from agent media assets.
- Share company blogs and branding throughout your posts, and invite friends and family to like and follow the page.
- Share testimonial graphics from Testimonial Tree, and schedule out posts in advance (which you can do right on the Facebook platform.)
- Karina’s tip: Use a creator account, which differs from a typical personal account and gives you additional metrics and opportunities to work with.
- Similar to other platforms, use your headshot, contact information, and testimonials throughout the platform to increase your exposure as much as possible.
- Utilize hashtags and reels to build your audience. For more information about using Instagram, check out our previous episode with Heidi Harris.
- Because LinkedIn is essentially the professional version of Facebook, use the same tips from the Facebook section to generate similar results.
- When using LinkedIn, make sure you have a detailed and complete work experience section, as clients, coworkers, and other realtors will use that to see your past work history.
Testimonial Tree (or whatever testimonial website you use):
- Have an updated headshot and contact information
- Integrate the HTML feed Testimonial Tree provides (or see if it’s available on your platform) to put it directly on your website.
- Send testimonial requests to past clients.
Google My Business:
- Because Google is the most utilized search engine in the world, setting up a Google My Business page is essential.
- Like other platforms, ensure each section is filled out appropriately, including photos and contact information.
- This platform is often the first impression a potential client might have of you. For more information on optimizing your Google My Business page, check out our past episode.
If you’d like the complete checklist Jimmy’s brokerage uses, don’t hesitate to reach out to him for a free copy. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Most top producers rely on their sphere of influence, past clients, and referrals to maintain and grow their business. Because of that, you want to maintain positive relationships with those people, right? In today’s episode of The Real Estate Sales Podcast, Jimmy provides seven different strategies to wow past clients and generate the referrals you want.
Take one person out to lunch each week
- At these lunches, just find out how the person is doing. This conversation isn’t about building a real estate transaction; it’s about building a relationship.
- Spending more time with the people who know, like, and trust you will pay dividends later down the line.
Notice special events
- Consider using a platform like SendOutCards to create physical photos in cards, giving clients the opportunity to frame or keep a special memory of a major event they posted about on social media.
Celebrate with desserts
- Anytime there’s a major event, bring desserts to the office and invite people to stop by and celebrate with your team.
- Consider partnering with a local bakery to support local businesses while providing a free dessert for the community.
Hold a food truck client appreciation night
- A food truck event brings people together and helps you stay top-of-mind in a genuine way.
- Who doesn’t love a food truck, right?
Provide group tickets to special events
- Invite past clients to a minor league baseball game, concert, or any event they might be interested in.
- These events are great opportunities to develop relationships in an informal environment that builds a strong network.
Celebrate their anniversary
- Most homebuyers don’t remember the specific date they purchased a home. If you congratulate them a year after the sale, they’ll undoubtedly be surprised!
- Consider buying a cake or other celebratory dessert to make the event extra memorable.
Get a box truck
- A box truck is a great investment, allowing you to provide a resource to past clients, local businesses, and even local charities to move things from one place to another.
- Not only is this essentially a moving billboard, but it’ll generate positive word-of-mouth and provide a unique way to provide value for your clients.
- This is a pretty hefty investment, so make sure you can make it worth your while before investing in it!
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Mario Mitchell, the president of Keller Williams Realty. During the pandemic, he wanted to get his team in front of his farms in unique ways. And now, he’s here to share some of those farming strategies you can implement in your own business to grow your sales.
If you’re going to farm, start with your neighborhood.
- Understand the inner workings of your own community, get to know the HOA board (or even be a part of it if possible), so you know how you can provide the most value.
- His easy strategy that makes everybody happy? Foods trucks! Food trucks are an easy way to gain attention in a target community and generate traffic.
- You can look online to find out which ones are popular in a specific community. Mario’s tip: find one that the community will enjoy, ideally a family-friendly truck that doesn’t charge to appear in a particular location.
Advertise your events!
- Mario uses direct mail to remind the community where the truck and his events will be.
- The food truck also has its own social media following, giving you access to a realm of people you otherwise wouldn’t interact with.
- During the event itself, don’t focus on making real estate conversations. Instead, simply get your branding and name across so that you’ll be top-of-mind when the time comes.
- After Mario’s team used various local food trucks, Mario and one of his agents opened their own food truck, which they now use for events and to drive traffic.
- As a result of this farming effort, they have a myriad of people reaching out to them asking for real estate services.
The takeaway? Think creatively, and you’ll come up with a farming strategy that works for you. You can find Mario on LinkedIn or any social platform at @mariomitchellteam. Or reach out to him directly at (704) 284-8057. Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Success in the industry isn’t limited to where you come from; it’s all about having the right mindset. What are the differences between a successful and a struggling real estate agent? In today’s episode of The Real Estate Sales Podcast, Jimmy goes over the three main components of how top producers think.
Struggling realtors stop when they don’t know how to do something.
- Successful people study their craft and set out to figure out the skills they need to be successful. If somebody else can learn the skill, why can’t you?
Struggling realtors emphasize things they don’t have rather than things they do.
- When you focus on what you don’t have, you limit your beliefs and ability to find success.
- Instead of lamenting over your small sphere of influence, build your sphere, so it’s no longer an issue!
- Don’t be afraid to outsource or supplement with others’ help if you cannot do it independently.
Struggling realtors see successful people and simply don’t think they can do it.
- The more you do something, the better you’ll get at it.
- Don’t be afraid to do something poorly. The more you practice it and work at it, the better your skills will be.
- If you keep practicing, you’ll soon be the type of person whose business can’t help but grow.
Everybody has big dreams and a goal for their business. But especially for those just starting out, you won’t have the skills to get there. Each month, focus on developing just one skill that will help you in your efforts to achieve success.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Staying memorable with clients and referrals is one of the most important facets of your business, and it’s something that sets the tone for your professional relationships. So, here are ten different things to consider as a potential closing gift.
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Make a donation
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Don’t just donate to any charity; make it to one the client values and cherishes.
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If someone is particularly passionate about a particular cause, donate in their name.
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Make a personalized mug.
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If you know the client has a family or other group, place, or hobby they’re passionate about, make a mug out of it at Mamigon.com.
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Host a party for buyers or sellers
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If someone is buying or selling a house, they’re likely moving away from friends or family.
- Throw a going-away party, whether that’s out of the client’s home or somewhere else.
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The party is an opportunity to become not just a realtor, but a friend.
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Make a personalized puzzle.
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Check out websites like Shutterfly or puzzleyou to create puzzles from images.
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The perfect puzzle gift? Use a picture of the family in front of their new home!
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Provide landscaper or house cleaner for a day
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A cleaning service is a perfect solution to relieve stress and give the client some much-needed relaxation time.
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Gift cards to your favorite restaurants
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Jimmy’s pro tip: Send three or four different gift cards spread out over the first year.
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Sending every three or four months helps you stay top of mind, and consistency fosters trust.
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Closing cake
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Every special occasion in someone’s life has a cake, whether that’s a birthday, an anniversary, or a wedding. So why not add real estate to that list?
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Bring it to the closing, and make the closing an occasion the client will never forget.
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Systemizing your follow-up
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Platforms like SendOutCards allow you to set up, distribute, and organize customized card deliveries that are tailored with a handwritten note.
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Tickets to local events
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For buyers who are new to a community, consider providing tickets to significant events.
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The client will have access to important events in the area and have a place to meet new people and make new friends.
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Personalize it to your area
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Whether you choose to give at the end of the sale, make sure it’s tailored to your area. Whether it’s to preserve the memories with a seller or to feel welcome to the community as a buyer, providing area-focused items or information will make a memorable impact on the client.
Sometimes all it takes to win is to simply not lose. So, how do you stop losing? Here are seven mistakes all top-performing real estate agents avoid.
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Focus solely on buyers
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When you focus on buyers, you aren’t able to control your schedule.
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Agents who focus on listing as opposed to buyers find it easier to grow and scale their business.
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Don’t build a database
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Create a database and add new people on a consistent basis.
- When you don’t have a database, you’re reactive to people as opposed to proactive.
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Consistent communication gives consistent business.
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Not having a plan
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Every successful agent has a plan and strategy to reach their weekly, monthly, and yearly goals.
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Over time, that consistency generates the growth you’re looking for.
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Don’t understand the market
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Dive in and become the market expert.
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Understand where you are. Learn the average selling price, price per square foot, and every other component that demonstrates expertise.
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Spend time with unproductive agents
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Don’t come into the office just to talk about how bad the market is.
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Instead, search out those who can share information and ask questions to learn more. Find better agents than yourself and learn from them.
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Becoming complacent
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The current market makes everyone look better, even agents who aren’t that good.
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Don’t let easy success make you complacent. The efforts you make right now will pay dividends later.
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Staying in your comfort zone
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Everything you want is on the other side of your comfort zone.
- The agents who can make more phone calls or spend more time on video and learn new tactics and strategies find new opportunities.
All of these tactics are within your control. If you take action, make good choices, and focus on your business growth and success, you’ll see it pay off.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The real estate market is constantly changing. So what can you do to keep your business growing throughout these fluctuations? In today’s episode, Jimmy provides twelve strategies you should integrate into your business to be prepared for any real estate market shifts.
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Evaluate your business
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Break down your listings from the last 24 months. How did you get those transactions?
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This will give you key information on effective strategies that move your bottom line.
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Stay in touch with past clients.
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Reach out to your past clients, even those who you haven’t spoken to for a while.
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Don’t call for a sale, call just to see how they’re doing.
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Unsolicited video CMAs
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No strategy adds more value to your business and your clients than video CMAs.
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More importantly, you’ll add value in a way nobody else is doing.
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Evaluate your expenses
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Review your credit card statements and determine if there’s any recurring payment for something you no longer use.
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Canceling those subscriptions can save hundreds of dollars a year; money you can reinvest in more effective tactics for your business.
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Learn a new skill
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Listen to a podcast, watch a YouTube video, or read a book. The information is available; you just have to give yourself time to learn it.
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If there’s something you can learn to be a better realtor, why not do it?
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Double down on farming
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Become the expert in a neighborhood, especially in places where there isn’t an existing dominant player.
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Distribute a mix of information to people in the area. Send physical mailers, but also develop an email list to communicate in multiple ways.
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Network with feeder market agents
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Is a large population moving from or to your neighborhood from a particular place?
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If so, create relationships with agents in those neighborhoods to gain a fantastic amount of referrals.
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Shoot more video
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Video is only becoming more critical.
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Nobody is good at it to start - just start! You’ll get better as you continue to film and create content.
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Broaden your knowledge of the market
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Study the real estate figures for your area; how much are houses selling for? How has that changed since the last year? Understand your market to be a trusted expert.
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Have conversations with renters
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Rent is at an all-time high, often exceeding the price of a mortgage payment.
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Because they’d gain tax benefits and property ownership, renters are a great audience to target and share information with.
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Circle back with buyers
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Some clients give up on buying after multiple rejections. Now is the perfect time to circle back and reintroduce them to the buying process.
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Put a system in place.
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The market is slowing down a little bit, which is the perfect time for you to catch your breath and get prepared for the next wave.
The question isn’t if the market will change; it’s a matter of when. The takeaway? Focus on the basics, get prepared, and try different strategies to prepare for the next wave when real estate launches again.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Lead generation is the foundation of every real estate agent’s success. In today’s episode, Jimmy shares forty different lead generation strategies you can use to grow and scale.
Find new audiences.
- Connect with people who’ve rented 8-9 months ago (and their lease is about to expire.)
- Contact property owners who might consider selling, especially if their property’s lease is up.
- Reach out to past buyers to either gauge their interest in buying or selling or stay top-of-mind for referrals.
- Reach out to newly engaged couples.
- Reach out to couples who are recently pregnant or plan to start or grow their family.
- Contact new empty nesters to see if they want to sell.
- Check expired listings, specifically those 6-18 months old.
- Contact for sale by owner properties. They want to sell but just haven’t found the right agent.
- Work divorce leads.
- Work probate listings. Someone passes away, and somebody has to settle the estate.
- Contact for rent by owners. Get the details on the rentals, and see if they’re interested in selling or considering buying another property.
Utilize social media and the internet.
- Create community YouTube videos
- Share a property in a Facebook Buy/Sell/Trade group, and drive those interested to pages with more information.
- Build or add to your Google My Business page.
- Don’t be afraid to ask for referrals, and then share that on social media and your website.
- Create reels on Instagram to have successful short-form videos.
- LinkedIn articles are far more successful than other content forms on the platform.
- Buy Google Adwerx to generate online leads.
- Run Facebook Ads. It’s very easy to do so, whether you hire someone, take a course, or even just watch a YouTube video about.
- Buy Zillow leads.
- Buy Realtor.com leads
- Utilize Opcity, which sends you referrals and leads and only charges referral fees with a closing.
- Add value to Facebook groups. There can be thousands of people in these groups looking for answers to questions.
- Digital farming. Generate an email list of owners within an area monthly video newsletter that describes any changes in the market. Offer a free, no-obligation update on their home evaluation.
Don’t forget traditional tactics!
- Join a referral group to share referrals with other agents and industry professionals.
- Door knocking is a classic tactic for a reason.
- Farm neighborhoods.
- Host a first-time homebuyer seminar.
- Host open houses
- Contact your sphere of influence.
- Check on preforeclosure homes.
- Throw a house-warming party for your clients. Pay for the party and meet all their friends.
- Throw a going-away party for people you’ve sold with.
- Sign up to do BPOs. You’ll get a small amount of money but also find people who are interested in selling.
- Call tract build neighborhoods.
- Bold leads let you find seller leads who are interested in their home value. It’s a great way to build value for people.
- Build relationships with agents in feeder markets. Send letters and offer referral fees to get a constant stream of leads.
- Write articles for your local magazines or newspapers. Because you are writing and published, you’ll be considered a local expert.
- Circle prospecting is one of the most effective tactics to generate new listings.
- Unsolicited video CMAs. Record your screen and go through comparables.
Do you have a tactic that isn’t mentioned above? Tell us about it!
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
When it comes to the hustle of finding new clients, there’s a group of people largely left ignored: your own past clients. At the time of closing, 91% of people say they would relist with their current agent. However, only 24% of them actually do. The disconnect? Realtors aren’t maintaining communication with this important group of people. Here are seven things you can do to build clients for life.
1. Make sure they are in your database.
- Create a monthly newsletter and send it to your past clients every month.
2. Send property updates
- Right after their initial closing, send them information about changes in their property value once a month. After a few months, you might be able to send updates less frequently but maintain communication to keep the conversation going.
3. Utilize Homebot.ai
- Homebot.ai is a platform that sends people their equity, cost breakdown, and lots of other important information about their home.
- The open rates on these reports are through the roof. Why? Because they’re professional and information messages that contain helpful information for the person.
4. Send quarterly personal touches.
- Every three months, send a quick text just to stay up-to-date with the past client.
- Every six months, send them an unsolicited video CMA.
- The video CMA allows you to share information that makes people want to continue the conversation.
- Annually, after you send a video CMA, follow up with a personal phone call.
5. Automate digital marketing
- Make sure every single past client of yours is a friend on FaceBook or Instagram.
- Don’t just be a realtor, be a friend. Referring a friend is far more powerful than referring a realtor.
6. Utilize Adwerx
- Make a list of your past buyers, create a sphere of influence group, and run digital ads for that group.
- Brand yourself as the expert. And if they continually see your face and branding, they’ll think of you when they need an agent.
7. Make sure you celebrate.
- Send your past clients something on their home anniversary, their actual anniversary, or birthday.
- Make it as personalized as possible. Send a video text or a hand-written letter to make it as specific as possible.
- Platforms like SendOutCards create personalized hand-written letters based on a handwriting sample you send in.
Implement these different tactics to take your client relationships to the next level. And even better, make your past sales help create future opportunities.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
The easiest way to grow business? Sell more expensive houses! For the one-hundredth episode of The Real Estate Sales Podcast, Jimmy explains how to sell luxury real estate and how to do it successfully.
1. Choose your farm area
- You’ll want to focus on and become an expert in a specific area.
- Make sure there’s not already a dominant player (someone who takes at least 20% of the available listings within the past year.)
- Make sure there’s plenty of opportunities. If you take just 10% of the business, make sure that is enough to be financially viable.
2. Understand Your Market
- Know every sale that’s happened in the last three or four years.
- Understand the views, locations, and lot sizes.
- If you aren’t prepared, you’re going to miss out on opportunities.
3. Know Tax Consequences * Know tax codes and understand how much taxes people can write off. * If you can communicate and add value to someone, you’re viewed not just as a realtor but a consultant.
4. Be Where the Clients Are * If you want to sell more luxury property, you have to be around more luxury sellers. * Become a familiar face in the luxury neighborhood. Attend fundraisers or activities and be an active participant. That way, the people in the community will feel comfortable with you.
5. Step Up Your Marketing * Do you need professional photos? New videos? Do what you need to to provide the best service. * Take the things you see people doing well, put your own spin on it, and go for it!
6. Hustle * Attend every single open house and new home preview in the area. Send emails and establish drip campaigns. * Put effort into your work, and you’ll see people will want to work with you.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
If you aren’t shooting video content in today’s digital age, you’re missing a crucial element in your marketing strategy. But sometimes, coming up with a content idea can be difficult. In today’s episode of The Real Estate Sales Podcast, Jimmy provides 21 different video content ideas and titles to help you brainstorm your content.
Content Geared Towards Seller
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5 Things to Do Before Listing Houses: Provide specific things people can do before their house goes on the market.
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5 Biggest Mistakes Sellers Make
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5 Reasons People Love Living In (Target or Farming Area)
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Should I Sell My House Right Now? Break down the market, and emphasize why someone might want to sell their home right now.
Content for Past and Current Clients
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Unsolicited Video CMAs
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I Was In the Neighborhood: Check up on people or take a quick video outside their home that you sold them.
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Neighborhood Sales Update: List recent sales and houses currently on the market.
Content for Buyers:
8.5 Reasons You Shouldn’t Buy In (Certain Neighborhood): Instead of making it negative, however, use this as an exciting way to emphasize the good points of the neighborhood.
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Overall Market Update: This should be done at least every quarter, but preferably every month. Explain the general real estate numbers compared to the same figures from last month or last year.
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5 Things You Should Know.
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What People Love About Living In (Target Area).
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What People Hate About Living in a Neighborhood: Is there heavy traffic? Are there a lot of bugs? Being honest and transparent shows you want your audience to have as much information as possible before deciding.
Other Content Ideas:
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Should I Rent or Buy? This is an excellent video for targeting first-time home buyers.
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Check This Out: A great social media video where you quickly show an amenity, kitchen, or bedroom in a home.
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Coming Soon Video: Do this with each of your new listings. Give a quick 2-sentence description of a home with a short video explaining that more information will be coming soon.
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Open House Walkthroughs: This is a great strategy to get more people interested, especially if someone is unable to attend an open house.
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My Favorite Transaction
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My Funniest Transaction: People are attracted to funny people! Tell stories and be transparent to attract the ideal client.
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My Worst Transaction: Drama draws a crowd. But if you tell a captivating story and then focus on how you corrected it, people will be drawn to it.
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Reasons I Love Referrals: Sure, we love referrals. But show how much you appreciate it! And other people will want to send more.
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Frequently Asked Questions.
Do you have a video or content idea that is perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
We’re in a business with constant distractions and projects that don’t help the bottom line or move the needle. Or, if you’re constantly putting out fires, your actual opportunities will suffer. In today’s episode, Jimmy explains seven things top producers do to control their business and set themselves up for success.
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Top producers control their schedule.
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They set time blocks and set aside time for their daily tasks like circle prospecting, interacting with clients, and anything else they need to do throughout the day.
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Top producers control their focus.
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The ones controlling their business are the ones controlling the listings.
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Focus on listings, which is the side of the real estate business you can dictate.
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Top producers focus on their marketing.
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They are aware of the messaging they are sending out.
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They’re using video, create content schedules, and have checklists for their marketing efforts. That way, they’re proactive instead of reactive.
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Top producers control their money.
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Tax season is a dreaded time for realtors. However, intelligent agents have a separate account to put a portion of their checks specifically for taxes, so tax day doesn’t come as a shock.
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They allocate a portion of their pay towards retirement and savings.
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Top producers control their attitude.
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There are some things you just can’t control. But you can control how you let those variables affect you and impact the rest of your work.
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Top producers control their relationships.
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The people you’re around will influence your life.
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Are you spending time with people who drag you down or people who feed you and motivate you to be better?
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Top producers control their business growth.
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They have a set plan on how and where they’re going to grow. They have statistics, plans, and measurements in place to know if they’re reaching the level they want to achieve.
The bottom line: we can’t control a lot of areas we wish we could. But the people who do the best in this business focus on the things they can control.
Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Are you looking for new avenues to generate listings? Especially in the current market, finding listings before they even hit the market is a great way to generate immediate leads and plant seeds for listings down the road.
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Probate Listings:
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When someone passes away, the estate goes through a probate process through the court system to liquidate the assets.
- When an executor is named, they can sell or liquidate the property. (And it’s all public records.)
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Once you find those people, reach out to them and add value. An executor might need a list of people who can help with their estate sale. Offer to give them a no-obligation evaluation, so you know how much the house is worth.
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Expired Listings (6-24 Months)
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Call, check in and see what the owner’s plans are for their home.
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You might find listings people forgot about. It’s a great off-market opportunity.
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Rentals with Leases Almost up
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The majority of leases in America are one year long. With rent and the values of properties increasing, this is the perfect time to reach out to them.
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Call these owners, tell them how much more their value has gone up, and see if they’re interested in selling.
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Homes being renovated
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Folks are either upgrading their home or preparing it for the market.
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Open houses
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People are anxious to see their own home’s value. So, invite the local neighbors to come to a half-hour before the actual open house to make connections and see if anyone else is interested in selling their own home.
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Lis Pendens Properties
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These are formal, official filings that someone is bringing a lawsuit against property (like a foreclosure.)
- When these are first filed, this is an opportunity. Call them and tell them about a recent sale in the area and see if they’re interested in selling.
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You don’t want to explain their own problem to them, but simply try to offer value.
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Divorces
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In reality, most divorces in America lead to a property on the market within six months.
- These people need an updated evaluation, whether they want to sell or not.
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These situations might be a bit more complicated, but they are a great off-market opportunity.
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Utilizing existing buyers who have missed out
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Take your buyers who missed an opportunity, and contact the neighbors around the house they wanted.
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Ask those neighbors if there is a potential of them selling.
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Develop relationships with rental managers
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Long-term rentals managers might not want to sell, but they know investors.
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Those investors are constantly moving and constantly looking to buy and sell properties.
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Yard Sales
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Many times people are selling things so they can move and get their home on the market.
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Stop by, introduce yourself, and ask them if they’re interested in their selling options.
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Networking with investors
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Find an investing group! Many investing groups dedicate time for house flipping and other real estate discussions. Those conversations can help you find leads, especially opportunities that never make it to market.
- These deals never make it to the market, so this is a great place to start to find new listings.
The takeaway? You can find new listings with new methods. If a particular method works well for you, stick with it! But it can’t hurt to try and add some new strategies to the mix.
Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
In the real estate world, relationships are everything. And on today’s episode of the Real Estate Sales Podcast, Jimmy is joined by Alicia Cop, Sales Associate at SOMEWHERE, to talk about what she does to build authentic relationships that sustain growth.
The real estate industry has shifted.
- Alicia’s area of St. Louis has about a 12% increase in inventory and a 27% increase in failure rate (contracts not making it to closing.)
- Buyers are experiencing buyer fatigue because they’ve been beaten up over the last year by both the real estate market and life amid a pandemic.
Avoid the cotton candy diet:
- Kids would gladly eat cotton candy for supper instead of a meal. But even if they eat cotton candy all night long, they won’t feel full.
- Real estate agents are the same way with lead conversion, digital media, and other aspects of their business: spending time on strategies that don’t make their business full.
- The real source of nutrients for your business: relationships.
What made Alicia so aware of the importance of relationships?
- As a young agent, Alicia went against solid competition for a client’s business and was surprised when she landed the job.
- She asked the client years later why she went with her. The client responded, “Out of all the agents, you were the only one who remembered my son’s name.”
- This impacted Alicia and ingrained in her the importance of forging meaningful relationships beyond the transaction.
What are some of the things she does during the transaction process to help with stress?
- It’s all about listening to pain points. When conversing with a new client, the first thing she does is determine their primary concerns with their entire real estate process.
- Once she determines that primary concern, Alicia solves the problem. That could mean hiring a house cleaner, booking a hotel room, or a myriad of other solutions. It’s about performing unexpected (but helpful) acts.
Use social media to grow relationships.
- Alicia has focused on growing her Instagram in the last year, but she also uses YouTube, Facebook, and LinkedIn.
- It’s easy to make social media a resume. But it’s even better if you use social media as a way to check in with your sphere of influence to know if anything significant has occurred in their lives.
Throughout the pandemic, Alicia noticed a huge decline in mental health.
- She didn’t want people to think she had everything figured out because showing vulnerability makes people more likely to feel comfortable being vulnerable around you.
- Her more personal posts have the highest engagement, more so than her transactional content.
- Don’t have draining small talk, have a personal conversation.
- The takeaway: Authenticity and vulnerability foster meaningful connections.
What’s one thing Alicia wishes she had done differently? Focus on building relationships instead of marketing who she is. At some point, whether they tell you or not, you’ll tick off your client. Building a relationship creates a platform that helps manage that relationship. Find Alicia on YouTube, LinkedIn, Instagram, and Facebook.
Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Testimonials are the key to almost every successful realtor. We all need more testimonials. And in today’s digital world, over 80% of people trust an online review as much as a personal referral. So if you haven’t focused on obtaining online reviews, there’s no time like the present to start! And on today’s episode, Jimmy supplies seven different ways to generate testimonials.
But before that, make sure you are using Google My Business.
- Odds are, someone will look you up on Google before working with you.
- When people search on Google, it’ll automatically show your Google My Business page over other results, making it an invaluable tool for you to utilize.
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Reviews on Google My Business don’t necessarily have to be from verified customers, while platforms like realtor.com and Zillow require the testimonial to come from a client.
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Any testimonials you may already have.
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If you have a review on realtor.com, use that on your Google My Business profile!
- Take a picture on your phone to upload the image. Or, even better, send the reviewer an email, asking them to leave the review on the other platform.
- To make it easier for them, copy the review and include links to the review page for your other platform.
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And make sure to thank them for the trust they’ve given you.
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Add a review link to your email signature
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Your email signature is on virtually everything you send out. At some point, someone will click on it.
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Reach out to past buyers and sellers.
Ask the people you’ve worked with.
In your email, include the link to the specific review platform. Jimmy recommends only listing one area for the initial review to not overwhelm the person.
Let them understand the value of the recommendation and what the value is for you.
- Leave reviews for others
Is there an agent you’ve referred people to? Leave them a review! Don’t be weird tho and just force people to give one back, just send a simple text telling them you value them enough to review them, and kindly ask for one in return.
Lead by setting a good example and review them first, don’t just ask people for reviews to get one back.
- Run a review campaign
Go out and focus on this. Used personalized emails, identify a local charity. Say that for each person who leaves you an online review, you’ll donate a specific amount of money to that charity in their name.
- Turn complimentary emails into reviews
We’ve all received complimentary emails. Take advantage of that! Respond to those messages expressing gratitude for the gesture, and then ask if they’d be willing to leave that on whatever platform you’re pushing reviews for.
- Just ask!
Who is it that’s a friend, coworker, or client who you haven’t asked for a review? You’d be surprised how many people go and do something just because you’ve asked for it.
Say you travel to a new city and are looking to eat. If one restaurant has fifty reviews and one has one, which one would you rather eat at? Reviews give you the credibility and authority to pull more customers and clients, and put you in a better position to reach your real estate goals.
Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts,Google Podcasts, Spotify,Audible, and our website, The Real Estate Sales Podcast.
Are you unsure how, what, or when to post on Facebook? Today Jimmy is joined by Jay Johnson, who generated $6M in real estate sales via Facebook alone, all with zero dollars of ad spend. (And did we mention it was all in four months?)
Put yourself in a position to reach as many people as possible:
- Make sure you max out your Facebook friends, which is 5,000, so you can have the highest reach possible with your posts.
- You don’t have to max out in one day. Consistency is key. If you make just ten friends a day, you’ll have over 3600 friends within one year.
- Facebook does a great job suggesting people to friend, but you can also look through mutuals or find content with multiple people tagged and connect with them.
Content 101:
- Jay posts content once per day, typically posting in the morning or evening to avoid when his audience is likely to be at work.
- Provide a healthy mix of personal and professional content. Personal content receives higher engagement, so use that to build an engaged audience. Use that involved audience to promote business content.
- Once you’ve grown your friends and created posts, use groups to promote content further.
- Facebook boosts groups, especially those that have multiple friends inside of that group.
- Get involved in groups and communities, especially ones that aren’t about real estate.
Message people to make an impression.
- First, friend them. Then, like and comment on their post. Once they accept, send them a message.
- Take advantage of birthdays if you’re looking for an introduction.
- When sending a private message, ask a question. It is more likely to garner a response.
Navigating the algorithm:
- Facebook wants to keep you on Facebook, so put links that direct people off Facebook in the comments rather than the post itself.
- Jay’s tip: If it’s real estate, post a good picture of the house or property. Mention in the post that there is more information and photos in the comments.
- Start conversations in your comment section. Facebook likes comments with more than four words, so try to write in complete sentences.
- Use stories to your advantage. Interactive features like polls drive engagement. Plus, you can see who views your stories, which helps determine who is interested in your content.
If you need the inspiration to update your Facebook to drive business, check out Jay’s Facebook page at www.Facebook.jay.johnsoniv to see how you can create content that leads to sales and growth.
Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Social media is crucial for success in today’s digital world. It isn’t the only way, but it is a great way to interact and meet with your audience. The difference between getting where you want to be and being where you want to be on social media is just a few steps away. And in today’s episode of The Real Estate Sales Podcast, Jimmy shares the keys to success with social media marketing. How can you unlock success? It’s all in the word itself.
U: Understand your ideal client:
- Who is it that you could serve the best? Who do you love working with? Whatever it is, understanding who that group is will help you create content geared towards them.
- The STP formula: Segment, target, and position yourself in a way that will be top-of-mind.
N: Needs of the ideal client:
- You want to know now just who the ideal client is, but what they need. (And how you can provide that need for them.)
- The goal is to answer the questions they have before they ask them.
L: Limit focus to one platform:
- If you want to focus, concentrate on just one platform.
- Determine which social platform your target market most frequents. It could be tik tok, Snapchat, Instagram, or any other platform. Let your audience dictate where you start so you can create content for the right people.
O: Optimization:
- How are you going to find the people you want to target?
- Jimmy’s tip: Use hashtags, which people can search to find specific and thematic content, to reach people who search for the content type you create.
- Identify what content is successful, and mirror those creation strategies.
C: Consistency:
- If you go to the gym for the first time, you don’t expect to see change. But it’s the consistency over time that leads to results. The same is true for social media.
- Focus on creating quality content will lead to the growth and success you’re looking for.
K: Keep posting and engaging:
- Go out and find groups that are pertinent to your business. Be engaging, answer questions, and be helpful.
- People will view you as a valuable addition to the community and follow and engage back with you.
Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Working with a team yields dramatically better results when the team has a workplace culture supporting it. Not only will workers be happier and more productive, but you’ll see increasing rates of return when the workplace culture makes people excited and happy to go into the office. But how can you develop this culture? Tune in to today’s episode to learn how to build a real estate business culture of growth through the five C’s.
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Culling
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Do you have an agent that your coworkers just don’t seem to get along with?
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Even if that agent is the top performer, your entire team will suffer if they create an atmosphere nobody wants to work in. Removing the negative influences will work wonders for your team, and you’ll find everyone will be happier.
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Communication
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Jimmy’s team sends out a constant stream of communication so that his agents regularly feel appreciated.
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These could be thank-you notes, congratulations on significant life events, and even shout-outs after a successful closing. It’s not just professional; it’s building a professional relationship.
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Collaboration
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Teams share ideas. Jimmy visits other agents from other markets to constantly gather new ideas and then shares those with his team, so everyone is up-to-date on different tactics and strategies to be more successful.
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Jimm’s team also creates groups to share ideas and facilitate conversations geared towards reciprocating success.
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Celebration
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Every Friday, Jimmy lists out the opportunities and events over the next week people can participate in.
- On that call, Jimmy makes it a point to call out and recognize people who’ve been successful over the past week.
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People appreciate being recognized and celebrated, so providing an opportunity for anyone to access works wonders for community culture.
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Community
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Don’t just be a brokerage, be a team and a family
- Sponsor events your organization believes in and find ways to work together in your community beyond real estate.
- When you focus on your community, your business can’t help but grow.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
Quickly growing and scaling a real estate business all depends on one crucial factor: efficiency. You could always be doing something to develop your business, but finding the time to do it all can often be the limiting factor. To help alleviate the constant time crunch, Jimmy gives his 11 must-have apps for realtors to save time and get more things done.
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Forewarn
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A great tool that gives background checks for people and the ability to know some of the addresses of people you might want to reach out to.
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Stride
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This app tracks your expenses, income, mileage, and even provides an estimate of your taxes, so you know how much to save.
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Videolicious
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An app that lets you edit videos on the fly.
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You can compile different shots as you walk through a house, quickly combine them with transitions into one video, and add text and intro/outro graphics consistent with branding.
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Notes App
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Did you know you can scan physical documents right from your phone?
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Thanks to modern technology, you don’t have to remember paperwork or make multiple trips to the office.
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EasyMeasure
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You no longer have to remember a measuring tape to get the measurements and dimensions of a room or area; you can do it right on your phone.
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BombBomb
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The Bombbomb app specifically gives you the ability to create a pre-recorded video.
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With that video, you can send a video message to let them know you’ll contact them as soon as you can.
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Docusign
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Electronic signature platform to get people’s signatures right from your phone.
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You can write up a document right from your phone, send, sign, and share those documents right from your phone.
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Lightroom
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Lightroom is a photo editing app that lets you edit pictures directly from your phone, so they’re ready to send or publish.
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Audible
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While you’re in the car or out and about, audible lets you find resources and new information regardless to stay informed about the industry.
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Calend.ly
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Finding times to meet and set up appointments is easy, because you can have your calendar with specific time blocks available.
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Google Drive
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A centralized location where you can house your photos, surveys, documents, and anything you need.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
A key platform all real estate agents should use is Google My Business. As the number one search platform in the world, Google created this free platform for potential clients and customers to learn more about a business they might want or need. And today’s guest Heidi Harris shares her tricks to create a practical profile that generates business. This episode is a continuation of their discussion of Instagram, which you can find here.
The Google My Business Basics
- Navigate to Business.google.com (or just google Google My Business) and create a free account.
- To set up your page to be best optimized for Google, navigate to the “Info” tab on the left-hand menu and fill out your basic business information.
- Google likes businesses with unique addresses, so consider using your home address if multiple companies have a particular address. (But make sure you don’t go against any MLS rules.)
- When people search “realtors near me” or similar location-based searches, Google will use that and the “services area” sections to filter the closest people with the search results.
- For your hours, put whatever you’re comfortable with! Heidi’s business is open 24/7 so that people always feel comfortable calling or emailing her.
- Put all of your contact information in the appropriate fields so that people know how to contact you.
- When writing your company info, integrate keywords your audience searches for to launch to the top of a search result.
The best way to attract business: Google Reviews and images.
- Of course, getting reviews is important, but responding to them is even more important! Responding is an important place to integrate keywords in addition to your intro.
- To get reviews, Heidi’s transaction coordinator sends thank-you emails with links to Google, Facebook, and Zillow accounts so that people can easily navigate to the review platform.
- Google wants you to have at least 100 pictures and some video footage on the account - it shows Google that you’re serious about your page
- Need ideas? Tell stories with video, pictures of houses, or post pictures of other reviews from other platforms to have a content database.
- Google My Business also has an easy way to share your business profile with your sphere of influence by providing an easy link to send out to people for an easy way to fill out a testimonial.
Why are testimonials important?
- Heidi keeps her testimonials on a google doc to bring to listing appointments.
- Depending on the client, she’ll leave the document with a bottle of champagne and a hand-written note because the extra effort impacts the seller.
- Jimmy’s tip? If you know what is important to the potential client, list the reviews catered most toward them as the first few - they’ll probably only read a few anyways.
- Negative reviews are inevitable. And with Google, you cannot remove them. But instead of being upset about it, Heidi turned her one negative review into a marketing opportunity.
- She also responded to the review and showed potential customers that she is professional.
Heidi wants people to google her business and see the amount of positive feedback she has especially compared to other companies. For any business owner, consider Google My Business as a resume. Crafting one that best shows the strengths of your business will lead to the most success.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
It’s easy to lose focus when working in a chaotic industry like real estate. But Jimmy’s ten fundamentals of real estate success will help you grow your business, even if you don’t do anything else. And that’s what he’s going to discuss in today’s episode.
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Have a clear and concise set of goals
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To find achievable results, you need simple goals to understand, have a timeframe, and a way to be measured.
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Be the market expert.
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As a real estate agent, you should know the average sales price in your area, the average amount of time inventory is on the market, the change in inventory over time, and everything else that shows you know what you’re talking about.
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Have a lead generation strategy
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Leads are the lifeblood of your business. Whether circle prospecting, open houses, or whatever your process may be, you need to have some strategy in place to generate a consistent flow of potential new clients.
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Lead follow up plan of action
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You have the leads. But what are you doing to move them from a lead to a client? Have strategies in place to automatically send helpful and quality information pertinent to them.
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Have real estate-related conversations.
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Talk to new and diverse people daily. The more people you talk to, the more likely you’ll have a prospect turn into a client.
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Build and communicate with your database
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Your database is everything in this business. Building a database with past clients you communicate with regularly will ensure you stay top of mind.
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These individuals are likely not looking to buy or sell at the time. But when they are, you’ll be the first person they call.
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Regularly communicate with past clients.
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The industry average tells us 88-90% of people want to work with their agent again, but only 13% do. That’s because there isn’t communication after the conclusion of the initial sale.
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Interact with past clients regularly, whether through email, social media, or in-person.
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Build relationships
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The real estate market is no longer a purely transactional industry - it’s about building relationships.
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Being an involved member of the community and building relationships will help you find more people to work with.
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Rewarding referrals
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Encourage people to refer you by sending a hand-written note, small gift, anniversary card, or tickets to events.
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Focus on sellers
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In the current market, it is effortless to find a buyer. But the business is built on listings - buyers will come to you if you have the listings they want.
Evaluate each of these criteria and divide up your time to best accomplish everything you can. Once you have these ten strategies in place you can’t help but grow your business.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Real estate agents are in the relationship-building business. The key to success isn’t just showing people houses that they’re interested in, but building rapport, so people contact you for their real estate needs when the time comes. In today’s episode, Jimmy is joined by partner and owner of Berkshire Hathaway BPFLA, JD Sullivan, to learn how to create meaningful relationships with potential clients.
Focus on the conversation, not your goal.
- Create a relationship before you try to achieve your goal (whether that’s obtaining an email, a phone number, or anything else.)
- You can’t build an automated relationship. Learning about the individual you’re speaking to and understanding their thoughts and goals in life will help you realize how best to support them.
- When JD first meets someone, he waits until they ask to reveal he works in real estate. He lets the conversation flow there naturally instead of inserting it in the middle of an entirely different discussion.
- At the end of a conversation, don’t be afraid to give them your contact information. Allow them to reach out and talk about things that aren’t about real estate.
The more you act like a friend instead of a salesperson, the better.
- JD takes notes over different conversations he has with people to remember things about them, which he then uses to make follow-up messages as personal as possible.
- It could be how many kids they have, sports teams they support, or even their favorite brand of beer; just write down what you learn so that you can use it to make more connections down the road.
You’re selling the lifestyle.
- It is critical you don’t just sit in your office and cold call. You need to be social.
- Because he works in a vacation destination, JD meets people at the bar, the golf course, and even the pool. He meets people anywhere relaxed and relatable that shows the lifestyle they want to have.
- It’s about being genuine and staying connected with people, whether that’s a happy hour, cup of coffee, sporting event, or golf outing. If they’re from out of town, find out when they come into town to maintain a positive connection.
The final takeaway? The agent who makes the most relationships and has the deepest connections with those people will find the most success and do the most business.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Achieving growth as a realtor can be challenging enough, let alone maintaining it. In today’s episode of The Real Estate Sales Podcast, Jimmy explains five different temptations that can prevent realtors from maintaining momentum.
Complacency
- It’s easy to continue with your current strategy once you’ve seen success. However, trying new creative ideas is what encourages business growth.
- Make sure you aren’t just accepting incoming business but continually fostering new opportunities.
Reactive vs. Proactive
- Be the person that understands potential problems that might occur and account for those issues.
- Once you’re in a place where you no longer have to put out fires, you’ll be able to focus on other things.
Quit expanding your business
- Even if you’re comfortable with where you’re at, this line of thinking is dangerous to your business.
- It could be something as simple as determining a new prospecting system. Constantly look for ways to improve your business.
- From the wise words of Willie Nelson, “if I back it up, it’s just because I’m getting a running start.”
Stop following up with past clients.
- It’s easy to assume your past clients will automatically reach out to you when they have business.
- But not only are they your potential business, but they’re also your source of referrals, information, and testimonials. Having a solid relationship with them will make it easier to find and get these components.
Not saving enough money.
- Put more cash away than you think you should. The market is fantastic right now, but it might not always stay that way.
- If the market turns the other way, you’ll have enough money to take advantage of the opportunities that present themselves.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
In the current market, realtors can utilize multiple different channels to facilitate transactions. One of the most influential and easiest to start is social media. In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Heidi Harris, an agent who’s used her Instagram page to generate over $10 million in annual sales, to explain how any agent can use the platform to generate sales.
Why did Heidi start using social media?
- Originally from a small town in Maryland, when she moved to North Carolina she had a sphere of influnece of about eight people.
- She wanted to find people to share her career with, so she turned to Instagram.
- What initially drew her to the platform was lousy advice - somebody in marketing told her to stick to Facebook. But she noticed people in other industries do it, so she tried it out for herself.
- She doesn’t care about followers, and focuses on long-term growth rather than sepcific results from a particular post.
Heidi’s tips for anyone to start a successful account of their own:
- Instagram has a couple of different account options - personal, business, or creator. She had a business page, but ultimately switched to creator for some of its added benefits. But you can be successful with any account type.
- Use Linktree to connect your other social media platforms, website, and contact page so prospects can easily find anything they need. Because Instagram limits you to just one link, this is a good solution to contain everything you need.
- Have an inviting and informational desscription, and make sure you have your entire profile filled out.
Heidi started Instagram from humble beginnings.
- Check out her first post here. WIth six likes and four hashtags, social media is clearly learned over time.The secret to growth? Hashtags.
- Hashtags are either micro or macro, with macro being large, broad categories and micro being tags specific to you.
- Heidi now uses shortcuts to easily include all her contact information and hashtags for every single post, which can be found in “auto-correction” of your iPhone settings.
- Instagram wants to make caption text one block. To make it easier to read, Heidi uses the free app Spacie to space out her information the way she wants.
Maximizing Instagram engagement:
- People and pets get more engagement on Instagram than other posts.
- Instagram has features like reels and IGTV that offer different types of content. Having a variety of posts will help you get found by your audience.
- Cadence and post frequency is hard, especially in real estate. Because (if you’re anything like Heidi’s team), you’ll have nine closings one week and then zero the next.
- Heidi’s entire team posts on their pages twice per week. However, because they are personal accounts, they don’t post exclusively about real estate. There is a mix of professional and personal.
- Consider using stories (content available for only a limited time) for more informal posts, and actual timeline posts for the pictures you want at all times.
- When people get to a place where they’re organized and have consistency, you see dramatic growth.
Heidi’s final takeaways? If she knew in 2017 the amount of money she could make with something she considered a distraction in her pocket, for free, she would be mind blown. Ultimately, you can use content to make your business more approachable, and her social media success has given her more confidence in her ability to sell and be succesful.
To get in contact with Heidi, find her on Instagram.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Around once a quarter, Jimmy organizes an opportunity for agents to interact with top performers in the real estate industry to identify the tactics they’ve used to find growth. For today’s episode of the Real Estate Sales Podcast, Jimmy provides a segment of that panel featuring Brad Dahler, Tanika O’Brien, and Brad Reese.
How did you evaluate if something is working?
- Dahler: Dedicates at least one month on a new tactic to see if it works. You have to give it more time than just a couple of weeks, or else you aren’t setting yourself up for success.
- Being consistent is key. Track how much money you put into each tactic, and change course if you aren’t pulling out more than you’re putting in.
How do you balance creating content on both the construction side and selling side of real estate?
- Because Tanika spends time creating content and learning information on the construction side of new homes, her time on-site helped her develop processes to be a more disciplined agent. Without those processes, she just wouldn’t do the work required to generate sales.
- One of those processes was weekly Friday pictures, which resulted in huge payoffs. This also helped manage backlog and provided people an easy opportunity to reach out.
What mentally changed as you found success?
- Reese: He made the mistake of moving to a boutique brokerage, where he liked the broker but seldom saw another person in the office.
- Reese held on longer than he should’ve because he liked the broker. He eventually moved to Berkshire Hathaway and knew it would be a good fit.
- He went from just struggling to find success with the people around him. The environment, the tools, and the people around him help him perform better.
As a brokerage, there is value within the brokerage:
- Dahler: There are people both within and not within the brokerage that help lead to opportunities. That is why networking is so critical to the real estate business.
- O’Brien: Collaboration is one of the most important ways to find something for her buyers. It’s nice to have a group to reach out to and see if there are opportunities or listings available.
How do you keep up-to-date with your database?
- Reese: Using products like Boomtown, he’s able to maintain excellent customer connections. However, with the market as fast-paced as it is right now, it’s critical to stay in contact with people and move quickly to get your clients the house they want.
How do you market listings?
- O’Brien: It depends on the seller’s motivation. Some listings might be delayed to get more buyers coming in.
- She has a checklist to get things on the market (with social media, email marketing, and other components) so that people see it on multiple different channels and utilizes creative tactics. For Mother’s Day, she had her partner create mother’s day bouquets with mimosas.
What has changed since you started?
- Dahler: He has never liked cold-calling people, but he recently started cold-texting people and followed up two weeks later.
- He gave people time between messages, though, and that has seen results because people don’t want to be constantly bombarded with emails.
How do you generate referrals?
- Dahler: Closing gifts are a great way to gain referrals. Last Christmas, he gave a framed portrait of the purchased house to each buyer, and he got multiple referrals because of it.
- O’Brien: Agents can get so busy we forget about relationships. She takes a step back and goes out to lunch or has cocktails with past clients to avoid this. These clients develop into friends who refer her all the time.
- Reese: Focus on the good relationships he has. Not everyone will like you, but by focusing on good relationships, they tend to multiply. He has great relationships with a few people who push clients to him and send their friends.
What are you excited about in life or the market?
- Reese: He is excited about the market direction, from a work perspective. But he enjoys the relationships within the brokerage because it makes it seem less like work.
- O’Brien: She’s excited she’s at a point where she’s fine-tuning her business. Not expecting the real estate rush of 2021, she’s now figuring out how to relax while maintaining excellence. She and her husband are also launching their own construction company.
- Dahler: He simply loves working in a career where you get out what you put in.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Social media plays a vital role in every industry, but it is an absolute necessity in real estate. Agents can easily get overwhelmed trying to stay up-to-date on their social media pages while also doing all the great work they need to close a sale. So how can agents stay on top of their social media content? Set up a content calendar.
A content calendar helps relieves stress and creates a targeted strategy.
- Jimmy uses a content calendar to schedule his posts in advance to avoid worrying about posting each day.
- While some platforms (like Facebook) allow you to schedule in advance, you can also use tools like Hootsuite to prepare all your social media ahead of time.
Jimmy’s ideas for each day of posting:
- Motivation Monday - Post an inspiring quote, explain the value of home buying, or even show dream houses to motivate your audience.
- Tuesday Tips - Think of the questions you’re frequently asked, and use this day to share valuable information and keep yourself top-of-mind.
- Hump Day Heroes (Wednesday) - Feature someone in your community, like a teacher, nonprofit leader, or any community figure to establish yourself as a knowledgable member of the community.
- Testimonial Thursday - Show off some of the great work you’ve done by featuring testimonials. Testimonials are great because it isn’t just you saying how great you are, but someone else saying it.
- Friday Favorites - Show off a favorite property! Include different pictures to captivate your audience and get them to click to your website.
- Saturday Spotlight - Highlight different places in the community, like a business, park, location, anywhere that establishes yourself as someone knowledgable in the community.
- Sundays - Express someone or something you’re thankful for. Jimmy would use Sunday as a more personal day, showing parts of his own life to help people know more about himself.
Jimmy’s social media tips:
- Make sure you tag anyone you post about (be it a person, business, or location) to expand the organic reach of your posts.
- Don’t include an external link on a Facebook post that will kill the organic traffic on Facebook (post the link in your comment section instead.)
- Add content if you think of something your audience will like. Add to stories, post that great family picture from vacation, find ways to connect with your audience!
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
On average, 90% of people say they would work with their real estate agent again after a transaction. However, only 12-13% of people do. The key to generating repeat clients is to follow up after the transaction. And there are several ways to do this successfully! In today’s episode, Jimmy details the eight follow-up steps you need to take.
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Say thank you
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Write a personal, hand-written thank-you note immediately after the sale is over. Appreciate the confidence they put in you - people will like and respect that.
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Connect on social media
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Following a customer’s social media gives you the chance to stay up-to-date on what happens in their lives and share fun and helpful information with them as it comes available.
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Even if you don’t communicate with them regularly, you’ll at least know if anything is happening in their lives that might involve a real estate transaction, like a new job, a new baby, or other significant events.
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Set up drip campaigns
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Set up weekly, two-week and monthly reports of homes bought and sold in a customer’s neighborhood or homes that would be relevant to them.
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This campaign will give your customers a sense of their home value and establish you as a go-to source for information.
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Use Homebot.ai
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This platform is the most comprehensive way a client can get a full breakdown of their home value.
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It sends a monthly value on their home based on the mortgage, financing, equity lines, and what all their options are.
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Optimize your database
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If your database isn’t updated, how can you expect your newer clients to receive the informaiton you send out?
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On a weekly basis, check over your database and add any contacts you might’ve made over the past week.
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Reminders for personal follow-ups
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These personal follow-ups could be a text, private message, anything that works best for you and the client. It keeps you top of mind and also helps net referrals.
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There are even platforms that automate follow-ups to help save time and energy.
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Video unsolicited CMAs
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On at least a 6-month basis, create and send a video unsolicited CMA to your clients.
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For the full breakdown of how to do this successfully, check out our previous episode.
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Send or give gifts
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Whatever it is you can do, send them a gift, whether it’s cookies or something of value, on their one-year anniversary. That will go a long way in building relationships.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Testimonials are a great way to show potential clients that you’re right for the job. For an easy way to collect and display client testimonials on your social media, website, and even physical advertisements, Berkshire Hathaway offers Testimonial Tree to all its realtors. And on today’s episode, Jimmy is joined by founder and CEO of Testimonial Tree, Jason Dolle, to explain how you can take advantage of testimonials to grow your business.
How did Jason get started with the business?
- Jason’s wife is a real estate agent, and he got his real estate license to help with open houses and other aspects of her business. He grew to love the one-on-one connections he made, which didn’t happen at his computer engineering job.
- He developed relationships with some of their clients and wanted a way to easily get testimonials from them, so he created Testimonial Tree.
- He showed it to brokerages, who offered to pay for it. And the rest is history.
What sets Testimonial Tree apart from similar platforms?
- While Testimonial Tree is used across multiple industries, it has found the most success with realtors and agents.
- The platform has over 100,000 users, with 80% being agents and brokerages.
- It is incredibly easy to use and includes features that create graphics for social media and marketing.
Why you should use testimonials in your business:
- Testimonials are social proof that increases conversion rates because someone is advocating for you other than yourself.
- The ROI on morale generated from positive testimonials is indefinable, but it helps realtors feel supported and valued.
- While the transaction drives real estate, developing genuine connections with clients is more advantageous - testimonials convey that.
- 88% of people value an online review as much as a personal recommendation.
How to use testimonials successfully:
- When you share testimonials on your social pages, tag the actual person who provided the testimonial to expand the reach of the post.
- Everyone knows the impact of reviews and testimonials online - it can be the factor that helps you stand out and land a deal.
- Testimonials compound. As you build up a catalog of testimonials, you can use certain ones for specific ads and neighborhoods based on price, convenience, or whatever motivates the target to work with you.
Questions about Testimonial Tree? Find more details on their website. To get in contact with Jason, connect with him on LinkedIn or email him at jason@testimonialtree.com.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
With the real estate market as amazing as it is right now, agents need to ask themselves one thing: am I at the right brokerage? In today’s episode of The Real Estate Sales Podcast, Jimmy tells you questions to ask yourself to know if you’re at the right brokerage.
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Do you have the tools you need?
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Berkshire Hathaway Home Services provides Boomtown, Testimonial Tree, and other platforms free of charge to its agents.
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The best CRM (or any platform) is the one you’re using. If you have the tools you need and are actually using them, you’re set for success.
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What is the experience of leadership?
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You want leadership to make decisions based on experience in the industry, not just theory.
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Leadership can come in many different ways, but has your leadership been through different market sellers? Do they know how to lead, regardless of what the market conditions are? You need to be confident in their ability to guide you.
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Do you have support?
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A brokerage should offer support staff to help with things (like marketing) that you shouldn’t have to worry about.
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Support staff let you focus on what you should be doing - adding value to homeowners and potential buyers.
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Are you inspired or drained by the people around you?
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The people around you will either have a positive or negative impact on your job performance.
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You want to be at a brokerage where you feel excited to go to the office, or at the very least like you work well in the work environment.
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Are you receiving fresh ideas?
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Does your leadership team bring you fresh ideas about the industry?
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Your company should consistently come to you with ideas for improving your process and business.
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Is your business growing?
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If your business is stalling or dropping, you might just have to be in a different environment.
If you’re at a place where all these criteria are met, then you’re in the right place. And even if you don’t, make sure you lean into what is available. Because before leaving a brokerage, you should make sure the problem isn’t something you’re doing.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Almost 85% of real estate agents in the business only last two years. So how can you kill it right out of the gate? In today’s episode, Jimmy provides ten action steps for new real estate agents to ensure they start on the right foot for their business and generate the results they want.
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Build your database:
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Your database is a list of everyone you’ve done business with or had contact with, from your old coworkers to the fellow parents of your son’s little league team. If you can provide value to them, they should be in your database.
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Tune into this previous episode to learn more about growing your database.
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Private message people:
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More specifically, private message anyone you’ve bought or purchased from. The Law of Reciprocity should help you find success.
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Jimmy got this idea from Molly Slagle; check out her podcast episode for more fantastic ideas.
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Document your journey:
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Social media makes documenting easier, and people want to know what’s going on in your life. Show your process of growing your business or finding new listings - it’ll keep you top of mind without getting in someone’s face.
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Market to feeder markets:
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Many areas have feeder markets, places where people move from more frequently than others.
- Contact the top agents in that feeder market, build relationships with those agents and offer to pay referral fees.
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Visit Heidi Harris’ podcast episode to learn more about capitalizing on feeder markets.
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Join a networking group:
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Check your local Chamber of Commerce for a BNI or other group for networking professionals. If there isn’t, create one yourself!
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Find all the people you would typically deal with with a typical buyer or seller and give referrals for each other.
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Attend conferences:
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Tiffany Curry gave him this idea because she would go to events for different realtor events and introduce herself to everyone she met.
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You’ll learn a ton of new information at the conference and develop a growing network of agents.
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Host open houses:
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If you don’t have any listings, go to an agent in your office and ask to hold an open house for them.
- Real estate is a contact business - you need to be in contact with people. And open houses are the best way to do that.
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Want to know how to throw a perfect open house? Check out Jimmy’s previous episode.
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Choose a farm area:
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Choose an area that you’ll become the neighborhood expert. Learn everything about all the sales in that neighborhood. This could involve calling, circle prospecting, and even introducing yourself door-to-door.
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To learn how to become an expert in your neighborhood, check out this previous episode on effective circle prospecting.
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Call expired listings and for sale by owners:
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You, with expired listings, have people who want to sell but just don’t have the right agent.
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With houses for sale by owners, you have people who are looking to avoid the hassle. Reach out and offer your services! You’ll be surprised by the success.
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Have conversations:
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The industry average is that it takes 50 real estate-related conversations to generate one sale. So determine your goal number, and base your conversations per day around reaching that goal.
- The final takeaway? Take advantage of your opportunities and get creative to develop a foundation to grow for years to come.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
The right marketing strategy is what separates great realtors from their less successful counterparts. In today’s episode of The Real Estate Sales Podcast, Jimmy gives seven different marketing tools that you can use to develop a strategic and robust plan for growth.
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Moxiworks
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Moxiworks is the number one marketing tool for real estate agents because it pulls details from new listings into professional-looking charts, graphs, and reports.
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It then sends these reports to you, your clients, anyone you need in a monthly email.
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Content Scheduling App
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Something like Buffer, Hootsuite, or even internal processes like Facebook’s scheduler.
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With a scheduler, you can prepare strategic content that doesn’t change. These platforms also have performance tracking abilities, allowing you to pivot when necessary.
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Testimonial Tree
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The value of online testimonials is huge; 89% of people trust online recommendations as much as an in-person
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Testimonial tree automatically sends review requests to people who’ve recently closed on a deal and creates branded social media graphics based on those reviews.
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Homebot.AI
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Homebot.AI is the most comprehensive property report Jimmy’s ever seen.
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Can set it up to have it Sends a monthly report to your clients who’ve recently acquired a home
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Canva
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Canva gives you the ability to create professional graphics for anything you need.
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Regardless of what type of graphic you need, there are Canva templates to make the process easier.
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YouTube
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YouTube is 2nd most utilized search engine in the world (second only to Google).
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Posting videos on YouTube generates organic traffic, especially if you create videos based on topics you know people are searching for.
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Outsource
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If there’s something you don’t want to do, go out and hire someone!
- Look at platforms like Upwork and Fiverr to hire jobs you don’t have time to figure out.
Utilizing these platforms will help you develop a comprehensive marketing plan that will significantly increase your business growth.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Realtors today have many different platforms and tactics to attract new clients and spread awareness of their business, one of which being video creation. But how do people do it successfully? Today, Jimmy is joined by Glennda Baker, President and CEO of Glennda Baker and Associates, Inc., to learn her secrets to successful video creation and dissemination.
In October of 2020, Glennda professionally invested in video creation and Tik Tok.
- Glennda decided to create professionally created content because she wanted to reflect her brand. While filming on a phone is available to anyone, it wasn’t the standard she wanted for herself.
- Glennda batches her content creation, shooting an entire month’s worth of videos in one day.
What does this filming day entail?
- She films videos at her home. Her videographer arrives and sets up his equipment at 7:00, and the two plan the day’s content until 8:30.
- From 8:30-11:30, Glennda films all her Tik Tok videos. After a break, she films videos for Instagram reels, LinkedIn, and general marketing. All in all, she estimates it to be an eleven-hour day.
Video content generates results.
- Since April 14th, Glennda went from 50k to 300k followers on Tik Tok alone.
- With just one video, Glennda gained 50,000 followers and generated three million views.
- More importantly, that same video received 43,000 shares, meaning the video was sent to someone the original viewer thought would relate to the content.
- Additionally, Glennda receives direct messages across all her social channels of people looking to work with her.
How does Glennda think of content to make?
- She keeps ideas for videos throughout the month in her notes, and she sends ideas to her videographer when she thinks of them.
- Most importantly, she utilizes the Q&A function of Tik Tok to answer questions her audience has directly.
- Glennda’s ultimate tip for content creation: Just talk about what you know!
Getting started in content creation for real estate:
- The simplest place to start is live video. It’s authentic, in the moment, and you don’t have the luxury of critiquing it.
- Start with the platform that has your most devoted audience; it will be a safe place to start and see what style works for you.
- Glennda’s final takeaway? Rather than pictures, put everything on video, and be yourself.
- To get in contact with Glennda, find her on all social media platforms @glenndabaker and LinkedIn.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
In the current real estate climate, buyers are disappointed when they miss out on a multiple offer negotiation (and it happens all the time.) But how can you flip that script to grow your business and develop meaningful relationships instead? Tune into today’s episode of The Real Estate Sales Podcast to learn how.
Buyers need an advocate - someone to find new listings and opportunities.
- Say your buyer just missed an opportunity. What should you do? Use circle prospecting in the area around that missed opportunity.
- Play offense instead of defense to gain confidence with your buyers. Because of the current market volatility, realtors have the opportunity to develop relationships with clients that will pay dividends later down the line.
- Circle prospecting gives you a unique reason to call homeowners in a neighborhood - and helps people become more aware of their options if they’re looking to sell.
- When circle prospecting, get the contact information of the people in the neighborhood to have a database of potential sellers and neighborhood contacts.
Jimmy’s guide to the circle prospecting process:
- Use a platform like Truthfinder or forewarn to find the phone numbers for the people in the area.
- Give these new contacts a call and inform them of the recently sold home in the neighborhood. Say you still have interested buyers and ask if they know anyone in the community who might want to sell their house (potentially for a premium.)
- Alternatively, you can inform them that a house in their neighborhood recently sold and simply ask if they want to hear some of the sale information.
- Asking if they know anyone interested in selling is more efficient than asking them directly if they want to sell. If they’re interested, they’ll tell you.
What if they don’t know anyone looking to sell?
- This is the perfect time to ask if they’d be interested in keeping in contact so you can share changes in their local real estate market.
- If you’ve had a friendly conversation, chances are they’ll say yes. This is when you ask for their email address.
- The critical final line: Is there a price you might consider selling your house? Offer to contact them if the selling price runs up towards that range.
The main takeaway? Take advantage of missed opportunities to drive relationships with buyers and build relationships with potential sellers.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Sometimes all you need to revamp your real estate strategy is to discover the tactics of others. On today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Jennifer Murtland, real estate agent at eXp Realty and co-host of the Real Estate Fight Club Podcast, to learn the secret to listing success.
Be successful when knocking on doors.
- Jennifer’s favorite part of sales has always been cold calling and knocking on people’s doors. But how does she do it successfully?
- Well, Jennifer looks like a suburban mom. Ipso facto, she can knock on doors just about anywhere and nobody bats an eye.
- When you approach a home, simply say you’re a realtor, explain why you’re there and ask what you need.
- More people will answer the door for a female than a man. Jennifer’s tips for a male: Wear khakis and a polo, and carry a gift bag to store your flyers.
What to do when the conversation starts:
- The ultimate success is gaining their contact information. So if someone is interested in the conversation, just simply ask for the best way to contact them.
- Don’t be passive. Instead, ask for what you want, and people will usually give it to you.
- If Jennifer realizes someone has a motivation to talk with her, she’ll set the next step. Don’t push for information from someone who doesn’t want to talk or hear from you.
Jennifer’s Mainstays for Lead Generation:
- There are many shiny objects in real estate, and there are many ways to be successful.
- Jennifer’s tip is to find two ways that work for you. For example, Jennifer values time efficiency. The most time-efficient way to generate leads is cold calling. Ergo, Jennifer likes cold calling.
- In this market, you can’t wait for things to come on the market. So Jennifer uses tactics like circle prospecting and door-knocking to find houses before they’re listed.
Strengths and Weaknesses of Realtors Today:
- Math is many realtors’ biggest weakness. But when you deal with a client’s largest asset (AKA their home), they need and deserve an agent with math skills
- The biggest asset? Ability to communicate what’s happening in the marketplace for their community. To know that, you need to ask questions.
- Use platforms that give good results. Jennifer recommends the lead generation platform Vulcan7. For Jennifer’s coupon code for this platform, click here.
If you want to contact Jennifer, give her a call or text at (513) 400-1691 and tune in to her podcast, The Real Estate Fight Club.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
What is the biggest complaint of real estate agents? A lack of communication in the time between finding the perfect house and the completion of the contract. This is a problem because the client is left wondering what the next steps are and what needs to be done. Jimmy’s solution - create one email chain of all the people who need to be involved in the transaction.
Why should you create this email chain?
- If all communication is through this chain, everybody knows what is happening. There are no gaps of information.
- This chain will keep everyone aware of dates and expectations and a source to look at if someone needs information.
Break-down of the initial email:
- First, make sure everyone involved in the transaction is in the email chain.
- The subject line Address + “Contract and Contract Information” is concise and easy to remember.
- In your introduction, specify that this email chain is for everyone involved, and remind the people to “reply all” every time they communicate within the chain.
What should be communicated in the chain?
- In the first email, start with initial action steps for each person in the chain, asking them for information that everyone should know.
- Example: (Title agent’s name) - Please reply back with the important dates for the contract, including when the Earnest Money Deposit is due, inspection contingency removal date, financing contingency removal date, etc.
- Include the general information about the closing, such as the property address, purchase price, and closing date.
- Provide the name and title of all the people involved, as well as their contact information.
Giving updates in this chain will keep everyone informed and serve as a place to send reminders and ask people if they need anything from you. If something does go wrong, you can provide clarity and understand how the communication failure began.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Is your business stalled and just needs that extra push to increase profitability? Every realtor faces this problem at some point in their career. What can you do to fix this? Find a coach. In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Market President of Bethshire Hathaway Home Services, Guy Elazar, to discuss why you need a real estate coach.
Receiving coaching as an agent is valuable. But why?
- A coach helps you hold yourself accountable. Agents work hard, but they often don’t work as smart as they could. A coach pushes you to focus on income-generating activities essential for success.
- Coaches help you set realistic but beneficial goals. (And, more importantly, help you stay on track to achieve them.) A coach will review your monthly, quarterly, and yearly goals to ensure you’re attaining the growth you want.
- A coach helps you set up and maintain a schedule. The final step a coach assists with is the discipline of execution. Without a solid plan of action to achieve your goals, you probably won’t meet them. Your coach can help you schedule your day to maximize effectiveness from all your pipelines.
Coaching can take your business to the next level:
- Coaching will keep you calibrated. If you ever begin to look for the shiny object that doesn’t necessarily help your business, a coach guides you back on the right track.
- Guy recommends you focus on building your sphere of influence to at least 200 people.
- Because every fifty conversations yield one transaction, a larger sphere of influence means more sales.
- A common problem within the real estate industry: realtors lose their edge once they start attaining their goals. A coach inspires and motivates you to perform better and reach loftier goals.
- Guy’s advice? Don’t be afraid to pick the low-hanging fruit - the people who already know, like, and trust you.
What you should look for in a coach:
- You want someone who knows you well enough to understand how you get motivated and inspired.
- Look for someone who’s done what you’re looking to do. They can provide key insights into how to move towards your dream career.
- You don’t just want someone who’s had your dream career; you want someone who’s done it in a manner to your benefit, not your detriment.
Want to get in contact with Guy? Connect with him on LinkedIn.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
If your business isn’t growing, you probably don’t have a lead problem - you have a discipline problem. In today’s episode of The Real Estate Sales Podcast, Jimmy gives seven disciplines to find success in real estate.
Write one thank-you note per day.
- When you focus on things you’re thankful for, you’ll find thanks in other areas.
- Thank-you notes are a quick task that builds relationships and maintains connections with people, making it an easy discipline to add to your daily routine.
Add people daily to your database.
- Add anyone - people you’ve discovered through circle prospecting, that couple you met at your kid’s baseball game, anyone you can deliver value to.
- Don’t just add the people and forget about them; make sure you deliver valuable content.
Send a personalized property to at least one person per day
- Send these to people looking to buy or sell or who might want to in the future. This starts a conversation and builds a relationship that will keep you top-of-mind.
Create one video CMA per day.
- Every time someone is disciplined enough to do this, you see dramatic results.
- Jimmy did this for 72 days and generated 11 million dollars of listings.
- See our previous episode to learn how to create these successfully.
Build a top ten list.
- Create a list of your most likely buyers, sellers, or even referral partners. Put the list somewhere visible, look at it each day and ensure you’ve recently interacted with them.
- These are your most likely opportunities, so maintaining and strengthening these relationships will drive upcoming sales.
Have ten meaningful conversations per day.
- The real estate industry averages that every 50 conversations lead to one contract. If you have a goal, structure the number of meaningful conversations you have per day around that target to reach it.
Add a system to your business.
- Your business is only as good as the system in place.
- Determine your current process for moving a client through your funnel. Are there any weaknesses? Is there anything you can do to be more efficient?
- With systems in place, you can strengthen your foundation and find more time to accomplish more.
The final takeaway? Be disciplined and add layers into your daily routine to find success. Consistency is the greatest factor in achieving success, so be disciplined and consistent to grow your real estate business.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
The real estate industry is experiencing a loyalty gap - the phenomenon that 80-90% of people state they would use their realtor again, but only 13% of those people used their previous agent. In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Berkshire Hathaway Homeservices CEO Chris Stuart to understand this issue and explain how to grow your real estate business through influence.
What are some of the challenges facing the real estate market?
- What you focus on expands. Dedication to lead generation might expand your market of new leads, but that means your existing network doesn’t reap those benefits.
- Everybody knows how to find a realtor, so the loyalty gap is not a representation issue, a service issue, or an affinity issue.
So, why does this loyalty gap exist?
- In real estate, 90% of all transactions have a real estate representation on both sides. People do not go through the real estate process without a realtor.
- It all comes down to one thing: influence. How agents do (or don’t) influence how customers make their real estate decisions.
- When someone is making a real estate decision, most people talk to friends, family, neighbors, and coworkers before contacting an agent.
- To capitalize on this, the agent should aid initial decision-making to have a seat at the table.
How do you establish influence as a realtor?
- Demonstrate to your database that you’re a trusted advisor in any situation. Are there cracks in the foundation or water supply issues with their new home? You should know how to help them.
- Create a business where you aren’t tethered to a commission check, and quit expecting everything to come with a check - build relationships instead of transactions.
- Build your network and connections into your database. But don’t just leave it at that - add value to their lives.
Read to establish influence:
- Chris’s book Real Estate Influence to learn how to leverage social media and marketing intentionally as an agent.
- The best part? All the proceeds go to Sunshine Kids, a nonprofit organization dedicated to helping children with cancer.
- There are two fundamental premises to real estate: be in the service of others, and be in the spirit of accountability. When you need help, put aside your ego and ask for it.
Want to get in contact with Chris? Connect with him on LinkedIn to learn more.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
When you work in real estate, there’s one thing that drives business more than almost anything else: referrals. But how do you get them? On today’s episode of The Real Estate Sales Podcast, Jimmy supplies six strategies to generate referrals and grow your real estate business.
Send handwritten notes
- When Heidi Harris started her real estate journey, she had no contacts or referrals.
- She found the top agents in her primary feeder market for her area and sent them handwritten notes to generate leads and referrals.
- These notes said that she’d love to offer a referral fee and will treat any business they send her like family. To this day, she’s still reaping the benefits.
Stop by the offices of your feeder markets:
- Go into your feeder market and host an event. Even if it’s just a short time to introduce yourself to agents in the area, giving your business card and offering a referral fee will keep you top of mind while also building a great foundational relationship with those agents.
- If you don’t want to hold a formal event, just stop by the office of your feeder market. Drop off donuts with your business card, and offer a referral fee for anyone who refers you.
Message those you’ve supported
- Molly Slagle used Facebook Messenger to contact anyone she’s supported, be it for an event, charity, or anything.
- She urged those people to refer their friends and family to her if they were looking to buy or sell a home.
Build an email database for agents
- Just like any email database, consistency will build opportunity.
- Like your client database, focus on adding value to the agents by linking to videos and blog posts that give tips for growing their business.
- If possible, send a video of yourself to begin creating a more personal connection.
- End every email with a call to action, asking them to refer if someone is looking for that area with a referral fee.
Maximize recommendations:
- Make sure you ask every person you work with for a recommendation or review. Jimmy uses the platform Testimonial Tree to automatically generate and distribute customer satisfaction surveys, and they are tremendously helpful in legitimizing your business.
Reward past referrals:
- Most importantly, stay in touch with people who’ve already referred you! You already have a positive relationship if they referred you, so cultivating that relationship ensures they continue to send you leads when the opportunity arises.
- Thank them for each reference they give, be it with a gift card or even just a hand-written note to show your appreciation.
The bottom line? Your business grows through referrals. Using these strategies maximizes results and promotes the growth you’re looking for.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Working in the real estate world means one thing: communication is key. In todays’ episode of The Real Estate Sales Podcast, Jimmy gives us his tips to optimize your number one real estate communications asset for growth: your email database.
Your database is your most valuable asset.
- The most crucial component of this asset is continuously adding people you can deliver value to.
- These aren’t necessarily people looking to buy or sell immediately, but people you can build relationships with who might buy or sell down the line.
- The National Association of Realtors says that 90% of people say they would work with their realtor again, but only 13% of agents end up returning. Why? Because they aren’t staying top-of-mind.
- When cultivating your database, Jimmy’s number one suggestion is to get organized and segment your audiences so that you can deliver messaging tailored specifically for them.
Start with past buyer clients.
- Ensure your past buyer clients receive systematic property updates for their neighborhood.
- Tag these people specifically as property owners so you can offer to update their home evaluation and other tactics to develop a relationship.
- Provide value that might not even be about real estate; inform them of restaurants or locations in your community that give your recipients the chance to learn more about you.
- Que unsolicited video CMA every six months. For information on how to utilize this tactic successfully, check out this previous episode.
Current property owners
- This group is anybody you know who owns properties. Your neighbors, the people you’ve met at an open house, anybody you can impact with your knowledge of the market
- Tag as property owners, so they receive that messaging like the previous group.
- Consider using platforms like Homebot.AI, which gives a complete evaluation of a home for homeowners. While done in partnership with a lender, it comes with a full monthly report that explains equity, changes in value, and how payment updates shift if you were to refinance or alter mortgage payments.
Sphere on Influence
- These are people you know who could be homeowners, potential first-time home buyers, or really anyone.
- This all-encompassing group should receive generic market updates, blog posts, and other market information that keeps you top of mind.
- Also, send community information that helps the recipients learn more about you and the area.
Potential Prospects
- These people are leads from the internet, open houses, or any other source.
- Remember, these people are likely in multiple databases, so standing out is essential. Do that by sharing the information they want.
- That means property information, details about the community, testimonials, or other sources that build trust between you and them.
Jimmy’s pro tips:
- With all groups, more video is always better. It allows you to connect with people in a way no email ever could
- Go into your database, get organized, and systematically and consistently add value to your prospects to see growth like never before.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts,Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
One of the most challenging things a buyer faces in real estate today is standing out in multiple offer situations. How do we give our buyers the best chances of success? Today’s episode of The Real Estate Sales Podcast features Jimmy’s tips to win in multiple offer negotiations.
- Brad Nicks gave four points sellers look for when choosing an offer. Jimmy’s strategies revolve around capitalizing on at least one of these four components to win a sale.
Price
- In our current market, lowballing is not successful. Put your best foot forward because you might only have one shot.
- Add an escalation clause, which states a buyer will pay a certain amount above the top offer received.
- Utilize appraisal gap guarantees, where a buyer agrees to pay part of or all of the difference between the purchase price and an appraisal.
- Offer to pay the seller’s closing costs - If you’re in a competitive environment, offering to pay part of or all of the seller’s closing costs helps the seller’s bottom line and makes you stand out.
Time
- Let the seller choose the closing date, or give the seller a 3-4 week time frame to pick from.
- Have a closing date of Friday, but let a seller stay until Monday to give them time to move.
- Offer to lease the house back to the seller for the first month of acquisition.
Convenience
- Make a contract “as is,” so the seller doesn’t have to make repairs. However, make sure the buyer has an out if necessary for any significant issues.
- Provide a reverse contingency stating the contract is contingent on the seller finding a new house within a specific time frame.
Certainty of Sale
- The biggest obstacle of financing a home is competing with all-cash buyers.
- To learn how to become an all-cash buyer, look at programs like Home Partners, Home Wood, and Ribbon.
- Bridge loans an option if the buyer has equity in their existing home.
- Some agents offer a cash guarantee that the home will close on the date stated (but make sure you have a lender you can depend on.)
- Get your buyer approved as quickly as possible. Once you’ve got that approval, remove the financing contingency to give more certainty to your seller.
Jimmy’s other advice:
- A poor attitude with the seller’s agent makes the buyer’s opportunity goes down. Be nice and be understanding.
- If you’re on the listing side, respond to every agent’s offer to build goodwill and relationships. When you’re on the other side as the buyer, that agent will remember your helpfulness.
- Ask other agents for a recommendation for future agents, but purely for agent-to-agent communication, not marketing. This provides a reference point to assure a new agent you’re easy to work with and provide smooth transactions.
- If the buyer writes a personal letter to the seller explaining the reasoning and emotion behind a sale, it will put an emotional face to the otherwise data-driven name.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Today’s episode of The Real Estate Sales podcast features an interview with York Baur, CEO of Moxiworks. A real estate computer software company, MoxiWorks functions with CRMs and existing structures without your business to help capitalize referral sales. With his company, York now works with over 400,000 realtors to help implement strategies for success.
How did York end up in this position?
- MoxiWorks spun out of a brokerage technology unit, starting with about 6000 agents. Now they have 800 brokerages and over 100,000 agents.
- His advantage in real estate is the experience he gained outside of real estate - his 13 tech companies that helped give him a more well-rounded exposure.
Some quick stats:
- A productive agent gets 82% of their business from their sphere of influence, and the average agent has about 400 people in their sphere.
- Out of that sphere, only about 10% of people transact every year.
- Of those who go through a transaction, 9/10 people say they would recommend their agent and use them again. However, only 2/10 people actually remember their agent’s name the following year.
- The takeaway? Stop thinking of your business as a transaction and start thinking of it as a relationship with the benefit of the transaction.
Build relationships, not sales:
- The value the agent can provide to the consumer, completely independent from a transaction, is massive.
- Focus on ways you can provide direct value to the consumer without trying to make a sale. York recommends an annual property evaluation at minimum, but to be more present if possible.
- The consumer takes as much as 18 months to go through a transaction, but only three days to pick their agent.
- Keep consumers educated on their most financial asset (their house) to remain top-of-mind and demonstrate your value.
Use a data-driven approach.
- People don’t want to see data; they want someone to contextualize and interpret data.
- Live data sources (like MoxiWorks) are critical because they show expertise without having to say anything.
- Using data in the real estate market is difficult because of the rapidly shifting market.
- The beauty of Moxiworks software is they keep live data of real estate; when you make a CMA with their software, you’ll automatically have up-to-date information to inform you and your customer.
York’s parting advice:
- The key to success in any industry is a three-legged stool - training, systems, and coaching. You can do two or one of those things, but the stool probably won’t work out the way you want it.
- As you work through the rest of 2021, remember that the more things change, the more they stay the same. Concentrate on your sphere, and build your three legs of your stool.
- Focus on the fundamentals, and you’ll thrive in the market.
If you have any questions for York or want to know more, connect with him on LinkedIn.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
Today’s episode of The Real Estate Sales Podcast is all about an old-school technique that drastically increases outreach efforts: circle prospecting. This strategy doesn’t follow the ABC method (always be closing), but it does a conversation with your prospect. And, in the modern market, these conversations lead to relationships, which lead to conversion.
What is circle prospecting?
- Circle prospecting is sharing new information with people who own homes about their neighborhood.
- This information should be new data they aren’t aware of. The goal is to offer value to your prospects that they don’t realize they need.
- When Jimmy first started circle prospecting, he would circle potential houses to contact based on his recent listing or target house. Luckily, there are now tools that make this process more efficient.
How do you get the seller’s information?
- Check the property appraiser’s website or tax rolls for phone numbers, closing information, and more.
- There are also platforms like the Forewarn app, Cole Realty Resource, and Truthfinder to find the contact information you need.
- The takeaway? It’s a lot easier to get phone numbers than you might think.
Before you make the first call:
- Know the history of the neighborhood and the house you base you’re targeting around. Be aware of sold comparables, addresses, the price/square foot, and CDOM.
- Also be familiar with the neighborhood, like any houses available, market comparison, and the average price/ square foot.
Jimmy’s first-call script tips:
- Focus on building conversations and providing value for people down the line
- Let people in the neighborhood know when there’s a listing near them, and ask if they know anyone looking to buy a home.
- This helps you identify anyone looking to buy a house and plants a seed to contact you if they are looking to sell their own home.
- Ask the neighbors if their neighbors are interested in selling, but don’t ask about their own home. They’ll mention if they want to sell.
- Offer to give them information about their neighborhood and provide value to them.
After the call: develop your email list:
- The main point (besides relationship building) of these calls is to walk away with a list of email addresses for these people.
- Send emails to your list at least once a month. In these, provide relevant neighborhood information like when a house is bought or sold.
- Make sure you have a system set up to let them know the activity in their neighborhood.
- Give them an unsolicited video CMA every six months. If you want to know how to send the perfect unsolicited video, check out our previous episode.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.
On today’s episode of The Real Estate Podcast, Jimmy is joined in the studio by Berkshire Hathaway real estate agent Brad Reese to uncover how he increased his sales volume growth from $3 million to $30 million, all within one year!
Brad’s beginnings in real estate
- When Brad first started selling in 2016, his days revolved around cold calls from a white page account. With these people, he focused not on a sale but on learning about them and their stories.
- While this was great for relationship-building, it didn’t necessarily translate to direct sales; his career didn’t take off until he joined Berkshire Hathaway.
The importance of marketing
- As the real estate market shifted, Brad was prepared thanks to his database of relationships within his market.
- Online leads are expensive. Advertising is expensive. Especially when you don’t have a lot of money, marketing can seem like a gamble.
- But while marketing might seem risky, strategic implementation and consistent strategy find long-term success.
- Remember, you don’t see results right away. It’s a long-term play, and you don’t reap the rewards unless you keep consistent and stick with a plan.
Database management: How did he stay in contact with clients?
- Brad classifies people by their timeline and motivation level.
- It’s not about trying to make a sale but arming people with the proper knowledge to navigate the market.
- Because Brad now researches and understands the real estate market, he shares updates and information with his clients.
- He also makes it a point to invest in relationships with other agents, both in and outside Berkshire Hathaway.
- It’s not just about asking these agents about available spaces and opportunities; it’s about being a reciprocal resource for them as well.
What is Brad excited about in real estate now?
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He’s thrilled about the trajectory of his business. He’s made friends out of his clients, and he enjoys being a contributing member of his community and helping people’s dreams come true.
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You can find Brad on LinkedIn and connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, subscribe to the podcast and tell your network about us as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher and at our website, The Real Estate Sales Podcast.
This episode of The Real Estate Sales podcast features Jimmy’s explanation of how he listed $11 million worth of listings within nine months. How’d he do it? By sending unsolicited video CMAs. This unique expired listing strategy generates sales and is an easy but effective tactic that increases your value down the line.
Why is this method so effective?
- What’s the main market trend of 2021? There’s a lack of inventory (AKA houses.)
- Because of this volatility, prices are accelerating so quickly, nobody has any clue how much their property costs.
- Ipso facto, sending unsolicited evaluations is the information nugget nobody in your contacts knew they needed. (But they really did.)
Jimmy’ s unsolicited video CMA strategy:
- Target people thinking about selling their home within the next couple years, people you’ve sold to in the past, or really anybody you know who’s a homeowner.
- Using a screen recording platform, record a 5-10 minute walkthrough showing how you arrived at your evaluation.
- Make sure to include a hard number evaluation estimate, but with the disclaimer that you can be much more accurate with a full house tour later on.
What’s on Jimmy’s browser?
Have a few things pulled up into your internet browser
- Google earth with the address (it makes you look fancy)
- If you time it right, Google will zoom into their listing right when you start, which is pretty cool
- Tab open from the local MLS that has a list of sole comparable properties.
- CMA - take that data and break it town into the best ¾ sales that suggest what their house might be worth.
- Estimated seller net sheet - document that includes total costs and sale
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- Include a hard number of what their total takeaway could be!
Recording it
- Jimmy uses bombbomb
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- It starts a gif of the video directly in the email. (cost) it also lets you know the target person opened it
Alt- record a party of 1 from zoom and upload to youtube (free)
This strategy has a tail that other strategies don’t offer. This offers these people a simple yet impactful method to know their value, and keeps you at the top of mind.
Just do one a day, it’ll be amazing how much business you do on the listing size.
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, subscribe to the podcast and tell your network about us as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
On today’s episode of The Real Estate Podcast, Jimmy is joined by David Barr, broker associate at BHHS Florida Realty, to explain his strategy for lead generation. Rather than allocate money to marketing, he taught himself the knowledge that led to successful lead generation through SEO and organic channels.
Strategy is the key to consistent results:
- Strategically utilizing digital media is the key to generating leads in today’s market.
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When David first used digital lead generation techniques, he knew nothing about SEO or website building. As a result, he had successful but variable results.
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After implementing simple yet practical techniques into his digital strategy, David began to see consistent improvements and success.
- It boils down to one simple idea: the more relevant content you have on your page, the better.
Simple actions you can take to improve your digital lead generation and SEO:
- Create a Google My Business page.
- Add photos, an up-to-date description, and contact information to help potential customers find you.
- Google loves blogs, especially blogs that provide a clear benefit to people clicking on it. You can utilize blogs to tie content together with links to different elements of your business.
- If you can only use one social media platform, David advocates for Facebook. But if you have the time and resources, creating different accounts for different platforms will significantly expand your reach to a potential audience.
- Jimmy uses platforms like Keywords Everywhere and TubeBuddy for the best SEO results on his pages.
- When creating a video, make sure you’re using the correct aspect ratio. And by just carrying your phone around with you and filming house and neighborhood walk-throughs, you will have no shortage of content.
Get in contact with David at his website or his new real estate brand consultant business at agentbrandbuilder.com.
On today’s episode of The Real Estate Podcast, Jimmy gives us his YouTube strategy to drive success and generate web traffic. (And hopefully, get a few new clients in the process.) But before you start making the next viral video, there are two things to keep in mind.
Two keys to YouTube success:
- Identify if the area you’re filming already has a dominant agent. If there’s someone who controls 25-30% of the area’s listings, you might want to try somewhere else.
- Once you’ve found a location, check how many searches it has on YouTube. After all, you don’t want to create a video if there’s no audience for it.
- Use a platform like Keywords Everywhere for this; it’ll tell you how many times people search for specific keywords each month. The ideal search amount? Jimmy estimates between 100-1000 searches.
The ultimate video structure:
- The best real estate video has a short but engaging opening that clearly indicates your location.
- For the central part of your video, read and record a script with information you want your audience to know. Consider things like the number of availabilities, architectural themes, amenities, and what’s close by. Remember, this is audio-only!
- Once you have the audio, create b-roll. These are quality shots of the locations that attract an audience and help them see the area.
- Check out websites like Fiverr or talk to your local high school or church to find an editor to put the parts together. If you’re looking to edit your own footage, check out software like Camtasia or Apple iMovie.
- End your video with an exciting conclusion. Add a call to action and include your contact information so viewers can find you for more information.
- Jimmy recommends buying a URL from a website like GoDaddy to direct your audience to currently available listings.
So you’ve made an engaging video. Now what?
- The strategy doesn’t end with video creation. Now, you have to share it with the world.
- When uploading videos to YouTube, Jimmy uses TubeBuddy to test his tags and title- this helps maximize potential views and gets the video in front of the right audience.
- Ensure you have an engaging and branded thumbnail (AKA that image that appears before someone clicks on your video.)
- Consider using platforms like Canva to make your thumbnail or outsource with Fiverr.
- Most importantly, share your videos on social media and blog posts to spread the word.
Here’s the bottom line; Google and YouTube are the two largest search platforms on the internet. Creating content optimized for these platforms is a great marketing strategy that benefits for years to come.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
On today’s episode of The Real Estate Podcast, Jimmy goes through 20 tips to maximize video performance. From audio to post-production and publishing, check out his suggestions to elevate your video production efforts to the next level.
- But remember that you can get started with video creation right on your smartphone. While many of these tips and tricks involve using different software and equipment, if that’s out of your price range, just start shooting!
Recording
- Use Bombbomb to send video emails; it’s great for adding a personal touch to professional communication.
- If you’ve somehow lived the past year without hearing of Zoom, we applaud you. Nevertheless, it’s a great software that offers split-screen recording during virtual interviews.
- Want to step your recording up a notch? Jimmy uses a Sony A7III with an 18-105mm F4 lens, and it offers many capabilities beyond the iPhone, like light adjustment and background blur.
Audio
- Poor audio turns many people off of a video. Using a lapel mic is a great starting point to ensure quality audio, and they are portable and easy to use.
- The Saramonic Blink 500 receiver can shoot from a more extended range or walking, giving you great flexibility when recording.
- Sennheiser MK600 is a great boom mic that sets above and out of the shot to give excellent audio without being seen on camera.
Lighting
- In general, always face windows rather than have them behind you; front-facing and natural light sources are always the best options.
- If natural lighting isn’t an option, consider a clip-on selfie ring light. This small device can clip over your iPhone or laptop and provide a lighting source for anything you’re filming.
- Tall selfie ring lights are another option that allows a camera to sit in the middle of the light source, giving everything in the shot an even light coverage.
- Softbox lights offer more diffused lighting that can be easily focused on a specific area. However, they aren’t the best for lighting a moving target.
Post-production
- Use platforms like Fiverr.com to get professional intro and outro templates.
- Jimmy recommends various editing software for beginners, such as Videolicious, Camtasia, and Apple iMovie. However, the software he uses is Adobe Premiere Pro because of the immense versatility it offers, but it’s definitely for intermediate to advanced-level editors.
- If you’re looking for royalty-free background music, platforms like Epidemic Sound offer music in multiple styles for a monthly subscription fee that you can use on your projects.
Publishing
- Keywords Everywhere is a great tool that helps determine the best keywords to maximize traffic to your video.
- Tubebuddy helps generate compelling titles for your videos.
- Jimmy’s final publishing tip? Publish your content everywhere. The more place you post, the more eyes will be on your material.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
On today’s episode of The Real Estate Podcast, Jimmy goes through his top tips to make a good impression on the internet. Regardless of the platform, Jimmy provides his online real estate strategies to make a lasting impression on potential clients.
- In today’s market, most people search for their agent and real estate information online.
- How do we use that to our advantage? By putting our best foot forward.
Website
- Have an updated headshot or team photo, and don’t use one from 10 years ago.
- Update your bio. A well-written bio is a chance for people to get to know you. Let your audience know who you are and include any specialties you have or areas of expertise.
- Include your MLS feed and links to all your social media accounts.
- Add your office location, IDX feed, contact information, and any testimonials you might have.
- Avoid political posts on your personal page - it can cut out half of your target audience, regardless of the political stance.
- List your brokerage on your personal page, and share posts from your business page to give it more exposure.
- On your business page, mix in different content types—feature both business-centered and lifestyle content specific to your area.
- Have an updated headshot and contact information
- Post pictures and videos related to your work, like newly-listed homes, open houses, and even properties you’ve sold.
- Provide value, and let your page serves as a reference to others.
- Have an updated headshot and contact information.
- Post written articles and quick videos, and don’t be afraid to post personal content; it can develop a significant engagement.
- Connect with people! Whether it’s other agents, potential clients, or people you think will provide value, connections offer an opportunity for you to engage with others and grow your network.
Jimmy’s other tips:
- Consider platforms like Testimonial Tree that send past clients testimonial requests and then create post-ready graphics to share on your social profiles and website.
- Create a Google My Business page. This makes your website easy to find and easier to engage with on Google.
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
In this episode, Brad Patt joins Jimmy Burgess to talk about the top five common characteristics of top-producing real estate agents.
- Brad Patt has been in the business for 21 years. He is now a regional manager and the Senior VP of Berkshire Hathaway Home Services.
- They primarily serve the Philadelphia market and the suburbs surrounding northern Delaware and parts of New Jersey.
- His grandfather started a company in 1953. Along with his father and uncles, they grew the company based on integrity and professionalism.
- His father was an amazing mentor. He taught Brad early on using the golden rule when treating other people, and Brad uses that golden rule on how he treats the clients and the agents.
Traits of a Top-Producing Real Estate Agent
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Have a good goal and develop a clear business plan
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Top leaders know and understand precisely where they’re headed year in, year out.
- They already plan their next year before it rolls in. They’ve already established their financial goals and transactional goals for the next year by October or November this year.
- Most importantly, they monitor their plan throughout the year. They may do weekly, or monthly meetings where they review their business pipeline, their closed activity, and they step up where they need to.
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They fine-tune their plan throughout the year so that they can accomplish their goals by the year’s end.
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Prospect consistently
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One of the most positive traits of top-most producers is how they set aside time daily for prospecting.
- It’s crucial for sales agents to develop that ability to step out of the urgent and do the vital thing, which is prospecting. Nothing should get in the way of their daily prospecting.
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Along with prospecting is reaching out with genuine intentions and positioning yourself as a market expert.
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Put a system in place
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A system means understanding what their listing presentation is all about.
- It’s about knowing if they want to send out a pre-listing package in advance of the listing opportunity.
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Build a system for marketing efforts, your listing presentation, and your buyer presentation.
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Be a student of the industry
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Agents need to position themselves as a market expert and to know what’s going on in their local marketplace.
- Communicate with your sphere of influence - your client base, your family, and your friends.
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Know the basic statistics in the market - the supply of inventory, the time it takes for the market to consume all of the inventory of the current pace of sales, the days on the market, the current inventory year over year, etc.
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Give back to the community
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Give back to the community and be a champion of your local community.
- Don’t do something for the community because you want to cultivate business. Give back to the community without any ulterior motive but to help.
- Giving back to the community will bring your rewards and opportunities - you’ll get referrals and you’ll meet influential business leaders.
- Who you surround yourself with will either elevate you or bring you down. So, e charitable and be open-minded to attract like minded people. Be driven to attract driven-minded individuals as well.
“5 Common Characteristics of Top Producing Real Estate Agents'' episode resources
- Connect with Brad Patt on LinkedIn or call him at 610-360-5188 or email him at brad.patt@foxroach.com.
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube--channel.
- If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher and at our website, The Real Estate Sales Podcast.
In this episode, Jimmy Burgess brings us a few tips on how you can generate more real estate sales with expired listings.
- When you’re working with an expired listing, you’re competing against 30-40 agents depending on your area the day that a listing expires.
- Once a listing expires, the very same day, the owners will get tons of calls from agents asking if they want to relist again. This cycle will go on for about a week.
- When they decide not to relist, the calls they get will dwindle because agents are now moving on to the next recently expired listing.
Focus on the right kinds of expired listings
- Focus on the listings that have expired within three to 18 months. So, go to your MLS and search for the listings that have expired within three to 18 months. You also have to check whether these listings have been relisted or have been sold.
- You can also go to the tax records and check the property appraiser’s website to see if the property has been off the market.
- When you find these expired listings, you now have the opportunity to turn them into new listings.
What to do once you find expired listings
- Take your listings to a list of buyers that you have, then call the owners of these expired listings.
- You can use different apps like Forewarn and Truthfinder to look for phone numbers.
- Call the homeowners and introduce yourself. Ask them of their plans and inform them that you have a buyer looking to buy a new home and explain that their home is the right fit.
- If you can’t reach them via phone call, you can use other avenues such as sending them video unsolicited CMA (comparative market analysis). Let them know that you’re sending them a video unsolicited CMA by dropping a voicemail to them.
- Your goal is to add value to the homeowners who had their homes listed a few months back.
- You can use different platforms when making your CMA videos. Make sure to include a CTA at the end. This can be a simple phrase in the email that would prompt the homeowners to reply back.
- The third way to reach out to these homeowners is to set them up on schedule to get valuable information from you. Make sure that they’re getting valuable information and updates.
- Even when they’ve said that they’re not interested, you still need to list them up in your video CMAs every three months. When the time comes that they want to list their homes again, you’d be at the top of their mind.
“How to Generate More Real Estate Sales with Expired Listings” episode resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
- If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher and at our website, The Real Estate Sales Podcast.
Listen to the episode as Faina Shapiro joins Jimmy Burgess to talk about the new real estate agent training strategies.
Getting to know Faina Shapiro
- Faina Shapiro originally studied Pharmacy, not being a real estate agent. Her experience in real estate was limited to the courses she took as a landlord.
- She values research and education and that helped her become successful in her first year in the industry.
- You just can’t assume that people are going to work with you, because it’s a very competitive field. You want to beat the competition so you need to continue to be motivated and educated.
- During her first two months in the real estate industry, she took all the opportunity to volunteer herself to any open house situation and get in the office.
- She did a lot of things for free because for her, it wasn’t about whether she was paid for her effort or not. When she was starting out, it was about getting the education and having all the learning experience to do the right things.
Beginning in sales
- During her first year in sales, she got 16 sales and she also got an award at work for getting into the top 8% in the office. She exceeded what she thought and hoped she could get in her first year.
- As a real estate agent, you need to keep thriving. Even when you get multiple ‘No’s’, you need to try your best to turn the No into a Yes.
- In this pandemic, she transitioned into becoming a realtor. She also started teaching real estate classes and it’s been helping her to get some leads as well.
- All the real estate programs and classes she has aren’t only advertised online but also in every single home in the community.
- The classes and real estate programs allow her to meet other people and get leads.
- The most important thing when it comes to real estate is to do what’s best for your clients. The way to do that is to make yourself the best realtor that you can be.
- It’s important that you keep educating yourself and going beyond expectations. The aim is to provide true value to the people you work with and work for.
Surviving in the industry
- Many people often underestimate how much hustle is involved in real estate.
- Knowing that you have the knowledge, the ins and outs of real estate, and more give you the edge over other agents.
- You need to think outside the box instead of limiting yourself.
- In Faina’s first year in sales, even with less experience, she was able to work with some of the heavy hitters in the industry. She did that by thinking outside the box.
“New Real Estate Agent Training Strategies” episode resources
- Connect with Faina Shapiro on LinkedIn or give her a call/text at 617-820-0600.
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher and at our website, The Real Estate Sales Podcast.
Price Rainer joins Jimmy Burgess in this episode to talk about the four things that real estate agents should watch out for to know where the market is headed right now.
Pending contracts
- Pending sales is happening right now and it’s going to keep happening in the future.
- You are looking at a 30,60,90 day ahead view when you’re looking at pending contracts.
- As an agent, it gives you the opportunity to have the information that is almost six months ahead compared to the typical agent. It’s a great way for you to be able to communicate with the client and be the resource that they’re looking for.
Days on market
- We are now looking at days of the market and the average of moving up and down because this is the real estate agents’ barometer of demand.
- Compared to the average days on market in 2020 with 141 days, this year, 12 have 90 days on market through the first 325 sales through the 15th of March. There’s been a decrease of over 36% year-over-year. However, this also shows that there may be more demand now than at the peak in the last cycle.
Watching the average sales price
- We want to see growth and when it starts to rapidly move up and begins to deviate from the mean, we would start seeing some imbalance. We need to start asking questions such as why the deviation is happening.
- No matter which market you’re in, it’s important to find that mainline because that tells you where we are in the cycle.
Where we are in the mainline
- 2004 was a good barometer to where we are now. It was the year where the number of sales and the average price moved up the quickest. This trend continued further into 2005 and 2006.
- While history doesn’t always repeat itself but it’s a good way to know and gauge what would happen next.
- The other important things to watch are the total number of transactions and the price per square foot. All these are important information that would help you add value to the clients.
“How to Know if the Real Estate Market is Overheated” episode resources
- Connect with Price Rainer on LinkedIn.
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
- If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher and at our website, The Real Estate Sales Podcast.
Sometimes, real estate agents overlook one of the best ways to help more people and find more listings. Tune in to this episode and learn more!
- When Jimmy’s mother-in-law died, they were looking for a way to know the value of her property, but they didn’t know anyone in the neighborhood, and they couldn’t find any sales agent to help them.
- In times such as these, the emotions are still high, and when you get an inherited property, you won’t know exactly what you want to do with it right away.
- This is a critical time for real estate to add value to people. It’s a time when professionalism and help are a necessity.
The fundamentals when someone inherits a property
- Probate is the legal process following a homeowner’s death, and the property is transferred to the heirs or the people who are part of the estate.
- Someone has to file for the probate to allow the debtors to claim things that they own.
- In this day and age, the most significant asset is real estate.
- In the probate process, individuals need to file for someone to be the executor of the estate or to be the person that will act as the administrator for the estate. The judge then comes in and names that person as the estate’s administrator.
- The means that the administrator has the full right to sell or distribute the funds on behalf of the estate.
- The administrator also has the opportunity to list the property for sale. This is where the administrator can add value to the estate.
Looking for probate properties
- Every single probate case goes through the local county court record system, which means it’s a public record.
- In most areas, they don’t show you all the details, so you need to go to the courthouse and request the details on probate cases. You will see in the filings which properties already have administrators and which ones don’t. You can ask for all the details, including the name of the executor of the estate. You can also jump on your property appraiser’s website to start identifying the people that you can reach out to and begin to add value.
- You can also try the US Probate Leads. You can buy the leads instead of searching for them. They have an ongoing monthly option as well.
Speaking with the executor
- Put yourself in that person’s shoes. It means that you need to be careful when speaking with the executor. Be sensitive while getting the information that you need.
- You need to know the value of the property. Look into their desire: whether they want to sell to liquidate quickly and cash in the property, and you need to figure out if there are debts to be settled.
- The first thing you can do is call the executor and introduce yourself and your reason for calling. Assure the executor of your purpose and how you are of help to him/her. Make sure that he/she understands that you’re offering help. Make yourself an expert and the go-to person of the executor.
- In a typical situation, your goal is to add value over time. This is your drip campaign, and it includes emails, texts, videos. Your next approach is to send them an email with a valuation update. You can also follow-up via phone call.
- Provide them with all the things that they might need, especially when they aren’t able to look for solutions or answers to their needs.
- There’s a higher chance that the people you’ve helped and have added value to will come back to you, but even if they don’t, you will still do this because it’s the right thing to do.
“Take More Listings With This Overlooked Strategy (Probate Listings)” episode resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher and at our website, The Real Estate Sales Podcast.
In this episode, Tiffany Curry joins Jimmy Burgess to talk about the power of networking and confidence in real estate.
Getting to know Tiffany Curry
- Tiffany Curry is a broker/owner of Berkshire Hathaway HomeServices in Houston, Texas. Their company started two months before the pandemic.
- She was supposed to be a lawyer but she ended up in the real estate business when one of her classmates shared with her that she’s getting her real estate license. Tiffany wanted to try it too. It didn’t take much time for her to get her own real estate license as well.
- For the first six months after getting her license, Tiffany made about $4,000-$5,000. It wasn’t that big but it was enough to cement her decision of wanting to be in the industry instead of going to law school.
- She ended up finding an organization in Houston called YPN or the Young Professionals Network.
Improving her real estate game
- She leveraged social media to find new clients. Her three social media channels are Facebook, LinkedIn, and Twitter. LinkedIn is where she handles her online business and Facebook is where she is more sociable and where she’s able to share some personal things.
- She used social media to show that she’s unique from the other 25,000 realtors that were active in Houston three years ago.
- She posted on her social media channels and added value to people. She wasn’t only posting listings, she was posting other things that could be beneficial to others. Her aim was to become a resource person, the go-to real estate agent.
- The biggest upside to that was how she attracted realtors from across the country and how they were able to refer her to people coming to Houston. That referral is how Tiffany was able to build her business and maintained it through the recession.
- It’s important for agents to look for opportunities in other places and to try to think outside the box.
- Agents need to create their own networks because a network is a powerful thing.
- Tiffany’s drive enabled her to become the first broker formed by the Rethink Council.
Starting her online website
- Your professional website is your online representation. It’s about the image, the bio, what you write about yourself, and more. It shouldn’t be all about you, though, but about the services you can offer to the people.
From an agent to owning a brokerage
- Tiffany believes that there is a time and a season for everything.
- She didn’t shift into being a broker when people were telling her to. She made the shift when her mind was ready to make the move.
- There were many things that she couldn’t do as an agent and she knew that. When she saw an opportunity with Berkshire Hathaway, it enabled her to move her priorities and realize her visions and goals.
A brand-new business in the middle of the pandemic
- The company opened two months before the pandemic and when the impact of COVID19 really hit the industry, Tiffany was more confused than scared.
- The good thing is that they are in the perfect location, and the office was small and affordable.
- Her mantra was simple: “You need to know how to sell what you have even when you don’t have what you need.”
- Coupled with her negotiating skills as an agent, her faith and confidence allowed the company to grow amidst the pandemic. Her agents made big jumps in terms of numbers over the year before in their previous companies.
- It’s important to have a positive mindset because you can’t help people become great when they don’t have the mindset to be great.
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At the moment, Tiffany helps agents develop the confidence to work with people of a different price point. Using the same training she had when she went into a luxury brokerage, she teaches other agents how to properly show luxury homes. She trains them how to do it for every single home until they get better at it.
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Use social media and take full advantage of it.
- Pick up the phone and have real conversations with people. Don’t call them to ask about real estate. Call them to ask them how they’re doing. Call them and start adding value. Become their resource person.
- Use social media and web presence to launch your niche - choose to play with your strength.
- Do community events if you can. Bring your events to neighborhoods and try to build a network in a more relaxed environment.
“The Power of Networking and Confidence in Real Estate” episode resources
- Connect with Tiffany Curry on LinkedIn. You can also visit her personal website here.
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
In this episode, Jimmy Burgess talks about how to list more for sale by owner homes. Stay tuned to the episode!
- For sale by owner homes are one of the best sources for listing in the world for realtors but most people pass them by.
- There are so many different ways to find for sale by owner homes. One of the best ways is to go on sites like For Sale By Owner or Zillow.
- Zillow has a tab on its site with all the for sale by owners in your area depending on the zip code that you type in.
- It’s easy to spot who the owners are because when sellers advertise their homes, they put their names and phone numbers on just about every website giving you ready-access to their information.
- You can also check out REDX. It’s a tool that scrubs out all the phone numbers to make sure who’s on the Do not call list and which numbers are out there that are for sale by owner.
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Another way of finding for sale by owners is to reach out to the owners of the house by phone. You have three objectives when making the call:
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To find out if the house is still for sale
- If it is still for sale, you want to get an appointment or an opportunity to get in front of them and build rapport.
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Upon the first appointment, try your best to get all the pertinent information. It’s your time to add value to the sellers.
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Before leaving the appointment, make sure to ask the buyers if they have plans on working with agents. The typical answer is no but you can still leave with them your contact information and tell them of the resources you’d like to share with them.
- Follow-up is an important part of the process. You will want to send out a handwritten note with a card inside. If you have their email address, you can use BombBomb to send them a video email and attach in the email a list of service providers to help them. Perhaps a list of appraisers’ names and contact numbers, a list of an inspector’s name and phone number, and others.
- Send them an email again four days after you’ve been to the house. It should be a value-adding mail such as some tips to help them sell their house faster. Make sure that they understand that you can be a resource person for them.
- The idea is to keep reaching out to them and keep adding value. Use every opportunity you have to show them how you do your job.
- Continue checking and be consistent with your follow-up.
“How to List More For Sale by Owner Homes” episode resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
The Real Estate Podcast has come a long way since the first episode and now it’s already in its 50th! In this episode, Jimmy Burgess talks about the top takeaways from the first 50 episodes of this podcast. Tune in and learn more!
The Top Takeaways
Chris Stuart, CEO of Berkshire Hathaway Home Services, Episode 3
- Most times, agents are too busy looking for resources and other lead generation tools but in truth, that’s not what people want to see.
- Prospects and clients want to see you, the real estate agents. They want to see the commitment and how you go beyond in providing extraordinary services to them.
- Your ability to provide value to your clients is the greatest resource you have at your disposal.
Grier Allen, CEO and Founder of BoomTown, Episode 11
- While the speed of lead is important, it’s also critical to give the leads a little bit more time on the website.
- A prospect who registered on the website and a person who inquired about a property on the website are two different things.
- For people who registered, the ideal time frame for calling the leads is between six to nine minutes.
- For those who are asking about a property, speed is the key, so reach out to them within a two-minute time frame.
Heidi Harris, Episode 41
- Heidi Harris reached out to people by sending them referral letters.
- She got a phone call from one of the people she wrote a letter to in the past. Tony, the man she sent a referral letter to, called and asked her if she could help his friend look for a house.
- Needless to say, she went out and offered her service and she was able to close the deal two weeks after.
Craig Duran, Episode 5
- The basics of lead generation involve the following: lead generation, lead capture, and lead conversion.
- Knowing the basics of lead generation helps you find a way to capture the leads and be able to convert them into business.
Price Rainer, Episode 21
- The key to evaluating what neighborhood you should farm is the numbers. You need to look for a community without a dominant listing agent.
- Price Rainer calls it a fragmented market where there are several players with a little bit of market share each.
- Look for a neighborhood with enough homes where you can compete and win.
Molly Slagle, Episode 43
- Molly Slagle used her previous connections and that includes all those people who sold her various items in the past such as leggings, salon services, and other things.
- She went to Facebook and messaged them one by one and told them how glad she was to support their business in the past. Then she told them that she’s now in the real estate business and said that if they know someone who is looking to buy or sell a home, she’s the girl to call.
Sarah Davidson, Episode 25
- Sarah Davidson has a list of the top 10 people who are going to buy in the next three months, and the top 10 people who are going to buy in the next six months.
- She then focuses her attention on them and reaches out to them whenever a new property comes up.
- She pays attention to the people she’s engaged with and works to add value to them.
Brad Dahler, Episode 23
- For Brad Dahler, he thinks of everyone as potential buyers and leads.
- It’s his way of growing his database.
Glenda Baker, Episode 17
- For Glenda Baker, nothing accelerates credibility faster than proof.
- Being able to show someone how you’re going to do it and that you have done it repeatedly before is an effective approach.
Todd Crockett, Episode 15
- Todd Crocket uses pop-up parties on the properties to show people the house and let them get a feel of the home.
- It’s also a great way to network and socialize with other potential buyers and other agents in the market.
Kristyn Nelson, Episode 2
- Kristyn Nelson writes seven things on her to-do list. She numbers them according to priority. It’s been a good strategy to ensure that she remains effective even when she’s working from home.
Karin Carr, Episodes 37
- YouTube is an effective platform because it is a research tool and is owned by the biggest web search engine, Google.
- People don’t go to Facebook or Instagram when they’re looking for new homes; they go to Google and Google suggests YouTube videos as part of the search results.
Chris Jones, Episode 27
- The top mistakes that sales agents make are: not keeping a daily calendar and not knowing how to win.
- Without a calendar, you won’t be able to know your schedule and what you need to do.
- Without the ability to know how to win, you won’t be able to determine how to get in front of people, talk to them, and bridge the gap between you and the buyers.
Chip Collins, Episode 33
- Chip and his team do two annual drives - a food drive before Thanksgiving and a toy drive before Christmas.
- They started in non-gated communities where there were no restrictions and neighborhoods where their team members live. They also staple out flyers in the big boxes and they go by foot and put the flyers outside of mailboxes all the way down the street.
- The flyers have the information on their food drive, the schedules, and when they’re coming into the neighborhood to pick up the bags. There are a lot of opportunities to connect with other people in the whole process. It’s a great team-building activity as well.
Neal Schaffer, Episode 35
- Creating content is about being active on social media, offering value, and building up a great network.
- The goal is to become the go-to person in your community. When you put yourself out there and you give value to other people, things come your way.
Mario Mitchell, Episode 1
- Mario’s clients look forward to their annual review. They send their clients an annual review of their homes every year in order to stay connected with their previous buyers.
Doug Edrington, Episode 9
- Doug Edrington and Jimmy talked about where he’d be interested in investing money today. For Doug, he would invest it in himself to attend events. Because investing in yourself in making yourself better in the field means that nobody can take away whatever you’ve learned.
- Sometimes, it only takes one idea in an event to change the trajectory of the business.
Zach Sikes, Episode 13
- It’s important to have a sphere of influence. It can be your past clients in the community. This will serve as the database of your business. They are your referrals and most of your sellers will come from that sphere of influence.
Brad Nix, Episode 48
- There are four things that matter most to sellers: time, money, convenience, and certainty.
- Brad Nix taught his agents to ask what matters most to sellers and then they’d craft their offers depending on which of the four matters most to the sellers they’re talking to.
- If they say that money matters most, then the offer would include an escalation clause. There’s an appraisal gap guarantee to make sure that the money is going to come above the appraised value.
- If they say time then the offer includes having the freedom to choose the closing date. It’s going to include flexible clauses.
- If they say convenience, they won’t ask for any repairs. There may be a diligence period but they will be willing to take the property as it stands.
- If they say certainty then the offer means that they remove the financial contingencies, remove the appraisal contingencies, and other things. They make sure that the property the buyer is going to close is certain.
“Top Takeaways from the First 50 Episodes (Must Listen Episode!)” episode resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
- If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
There are five questions every real estate agent should ask themselves in order to build and grow a business. In today’s episode, Jimmy Burgess talks about these five questions.
- What are you great at?
Figure out the things that you are good at and capitalize on those skills to make sure that you’re heading in the right direction.
- What are agents doing in other markets really well that you are good at?
If you are good at social media then follow those agents who are using social media and draw inspiration from their social media strategies. Check out the posts that get attention and more.
If you’re in the listing business, check out how other agents communicate with clients and prospects.
- Who is your ideal client?
Identifying your client is critical to be able to shape what your business looks like.
- What do the numbers look like?
Identify the neighborhood you need to be farming. Look for certain groups of people that you can talk with and farm.
- How are you going to get in front of the right people?
Position yourself in a way that gets attention. Learn to add value and use other platforms where you can add value to your prospects and clients. Listen to podcasts and put your own spin on the strategies and methods that other agents are using.
“5 Questions Every Real Estate Agent Should Ask Themselves” episode resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
“How to Make Your Buyer’s Offer Stand Out From the Crowd” episode resources
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel. If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
“The Low to No Cost Real Estate Farming Strategy” episode
resources
Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
One of the most common questions that real estate people ask Jimmy is how to control their time and build an ideal daily schedule for real estate agents. In this episode, Jimmy talks about how you can control your schedule instead of your schedule controlling you.
- Do an audit of what’s the most effective use of your time. Take a look at your sales for the last 12 months and see where most of the folks are coming from. Make a diary of exactly where your transactions came from. That’s going to give you an idea of the most effective channels and routes to go through.
- The audit gives you the idea of the strategies that worked for you in the past.
- Make an hourly diary for your two-week schedule. Make an audit of what you were doing in certain times and check your efficiency. It acts as an outline of the things that you’re spending a lot of time on but not getting any results.
- Evaluate your schedule and if you find that your business comes more from transactions, then spend more time in transactions. If your business comes from referrals, then focus on those referrals.
- It’s critically important to set your day in a way that works best for you.
- It’s also good to fall into a type of routine. Make it a sign or a cue that prompts you to start moving and doing your tasks for the day.
- Time blocking. Use it to separate one task from another. Assign certain hours of the day for prospecting, for practicing your scripts, for administrative tasks, and others. Don’t proceed to the next task before your time scheduled for a specific job is done.
- Break your tasks in half hour-long segments. Doing a task for three hours straight isn’t as productive as putting a rest in between.
- Schedule your day and take control of the situations instead of just reacting to them.
“The Ideal Daily Schedule for Real Estate Agents” episode
resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
Do you use scripts for your prospects and clients? In this episode, Jimmy Burgess shares the 5 effective scripts for real estate agents. Listen and learn!
- Turning the buyers that missed out on multiple opportunities where they missed the offers on the properties they want.
What you’re going to do: Get the list of all the phone numbers of the people who live on the street. There are several ways to get those phone numbers and once you have them, you’re going to call the number, introduce yourself, and state your reasons for calling. Inform them that you have a buyer who missed out on an opportunity in their neighborhood. Ask them if they know somebody who's thinking about selling their property in the neighborhood. This is a great way to let the people in the neighborhood know that the value of their houses just increased.
- The 3-24 month old expired listings.
What you’re going to do: Now is a great time to check in with the people who listed their homes 3-24 months ago since all the other agents have most probably stopped calling them already. Just give them a call, introduce yourself and ask about the property that they listed before. Ask them about their plans for their house. It’s a great way for you to find people who have already raised their hands and are already ready to sell.
- Just listed neighborhoods.
What you’re going to do: It’s a good way for you to uncover opportunities and get both sides of the sale. Do some circle prospecting in the neighborhood. Call them, introduce yourself, and tell them that you’re ready to list a home in the neighborhood. Ask them if they know someone who wants to move in the neighborhood and give and tell them that it’s a chance for them to pick the neighbors they want.
- A follow-up script
What you’re going to do: Call the same people that you called when you mentioned that you’re listing a property on the market. Tell them that the property is now undergoing the contract and signing and ask them if there are still houses in the neighborhood that are already up for listing or if there are homeowners who are looking to list their properties. Doing this helps build your reputation and it helps you find the listings that others haven’t found yet.
- Re-engagement
What you’re going to do: Send a message to a couple of people. Introduce yourself and talk about how you’ve been sending them property updates for a while now. Let them know that you’re dropping by. Ask them if the frequency of the mail they get is okay or if they want to reduce it. This is a great way to let them know that you’re still on the market and that you’re still the go-to person for that neighborhood.
“5 Effective Scripts for Real Estate Agents” episode
resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
Let’s talk about the 7 strategies for new realtors to generate business. Check out this episode and learn more ways to grow your business!
- Nurturing feeder market agents for referrals. Go out and start building a network in your area. Put out handwritten cards and send them out to agents to get the ball rolling.
- Check out three to 12-month old expired listings. There’s an opportunity that most agents miss when they only go for expired listings. Tendency is, people often stop calling in expired listings after two months. They didn't know that the owners didn’t heed their call because they just didn’t find their agent yet but that doesn’t mean that they no longer want to sell.
- Use Opcity which is now called realtor.com. It;s a great way to get some lead generation happening for your business.You will spend but the leads that are passed to you are already high-frequency leads. They’re ready to buy and make the decision.
- Add value in local Facebook groups. There are people coming to your area that are coming to Facebook groups. Be active in these groups.
- Insert posts on local buy and sell trades and Facebook groups. Post listings in these groups and other buy and sell groups available to your area.
- Circle prospecting with specific buyer needs. You can also go to a top producer and find somebody with troubles finding something for and begging to make the call.
- Host open houses. There’s no other better way to get around people face to face than open houses. Look for someone in your brokerage who has houses for sale and ask them if you can help them host an open house.
“7 Strategies for New Realtors to Generate Business” episode
resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
Realtors always need to learn new things to excel, improve, and close more. In this episode, Molly Slagle talks about innovative marketing ideas for real estate.
- Molly is from Houston, Texas and she’s with Berkshire Hathaway Home Services Worldwide Realtors. Just last year, she finished number two in the company.
- She used to be an educational diagnostician but she fell in love with real estate.
Starting in sales
- When Molly got her license, she realized that while getting a license is easy, getting clients isn’t.
- Molly was proactive. She sent messages to the people whom she supported throughout the years, including those who sold her leggings, shakes, workout programs, and other things. She sent them a message telling them how happy she is that she was able to support their small businesses through the years. She told them that she was out in the market and would be the girl to help when it comes to buying and selling real estate.
- Her business took her two glasses of wine and a little bit of gusto.
- That first attempt represented over $600,000 worth of real estate for Molly.
Growing the business
- Molly used social media platforms to improve her business. She used Facebook, where she built a good foothold.
- She became very intentional in her posts online. She also tried sharing things that she learned along the way, including her sales journey, on social media.
- She also started with memes and photos because videos weren’t a thing then.
- She shows a personal interest in her prospects. She sends out birthday cards, greetings cards, congratulation cards, and others.
- Molly built her network by making sure that she was building strong connections with people. She’d send them notes and letters. Her goal is to let them know that she’s always available.
- Her CRM started on a spreadsheet and she eventually made the switch to Follow Up Boss.
- She does a lot of outreach. On the first day of school, she buys gift cards that parents and teachers can use to get a cup of coffee. She shares it then asks them to put the hashtag #MollySoldIt to their post.
- She then puts the posts on Instagram and Facebook.
- Molly does all different kinds of outreach and builds connections and stronger relationships because she wants her clients and prospects to feel that they’re loved and cared for.
- The people she gets from her events and outreach are then placed on various campaigns like holiday campaigns.
- For Molly, her business is all about the heart. She loves people and it shows in the way she treats prospects and clients.
“Innovative Marketing Ideas for Real Estate” episode resources
- Follow and connect with Molly Slagle on LinkedIn. You can also visit her official website. You can also reach out to her via her digits: 713-471-0527.
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
In this episode, Jimmy talks about the 12 real estate must-have for business growth.
- Have a next 10 list. This is the list of the next 10 buyers that are probably going to buy from you. It can also be your next 10 listings, or the people who are going to list with you. The list can also be the 10 people who are most likely to send you a referral.
- Have all the buyers that you’re working with on an electronic alert system or getting a notification when new properties come on the market. Give them an option to see new properties out in the market.
- Pick a neighborhood to farm and make sure that you become the expert in that neighborhood. Be recognized as the expert or the go-to person. This is the place where you get the majority of the listings.
- Set up a consistent communication line with your database. Make sure that you regularly add value to the people who already know you, the people you’re working with, and the people who trust you.
- Put your past buyers on an e-alert system. The homebot.ai gives you the ability to send updated information on where their value is and what opportunities are open for them. When the time comes that they wanted to sell the house, you’ll be at the top of their minds.
- Send unsolicited videos of comparative market analysis to your past buyers. Make sure that you’re not losing the people that you’ve worked with in the past. Don’t lose them in the timeframe where they’re all excited when you help them buy a house and when they’re excited to sell their home. Send them CMAs every six months to update them on the value of their homes.
- Put up an after-sale marketing plan. Make sure that you let the neighbors know of the moving values whenever you make a sale.
- Put up a social media content calendar. Consistency gives you the opportunity to stay at the top of your social media strategy. Use tools to schedule your posts and automate your posting system.
- Use video daily. Videos give you the ability to let people understand you. It acts like a filter. The videos could be of many kinds. It can be virtual home tours, virtual open houses, and the like.
- Have a mentor, a coach, or a mastermind group. You can only go as far as you can see. You need other people to guide you or help you see other ideas.
- Attend conferences. Conferences for real estate and mastermind groups will still happen. When they do, don’t waste your chances. Attend and meet new people.
- Make sure you’re spending time each day learning and expanding your knowledge about real estate.
Apply all these tips to your real estate strategies to help grow your business today.
“12 Real Estate Tips on ‘Must Haves’ for Business Growth” episode resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.
Heidi Harris joins Jimmy Burgess in today’s episode as they talk about the powerful strategies for building a real estate business.
Heidi Harris is from Raleigh, North Carolina, and the owner-broker of Home Sweet Heidi Realty. Her company has a team of five and all of them are good friends who hang out and they’ve got a good team dynamic going on. They all have high-energy and they love their clients. She’s been in the business since 2012 and was a solo agent for half of that.
Heidi’s beginning in the real estate
- It was her husband’s idea for her to get a real estate license. At first, it wasn’t an idea she was open to, but she eventually changed her mind and started entertaining the idea of what a realtor should be.
- Her sphere of influence supported her immediately and while she missed the people who were buying their first houses, she was able to get those who are looking out for second homes.
- She worked for a realtor company in Charlotte. She started in the month of January when the list of top-producers had just come out.
Being a realtor and starting a business
- There was a successful realtor in town that was next to Heidi’s office. She went into his office crying and asked how one can stay in this real estate business. She was putting in the energy but still, she didn’t have a commission check. He told her that what she was doing then was exactly what she should be doing. He told her to remember that moment, that pain, because that would help her keep pushing. Not everyone can be successful in real estate since not everyone has the backbone to persist against difficult times.
- Realtors need to be proactive and be out there.
- She started her Facebook page, then her Instagram page, and then she got into LinkedIn. What started out as a Facebook page for fun became a business.
- With social media, people think that they know you before they even meet you because they’ve already seen you or your social media profile.
- Social media also allows you to meet new people and realtors. It allows you to expand your circle.
- When it comes to real estate and basically any other career, it’s best to use your strength to further your success.
- Everything matters in real estate, from your clothes, to the way you speak, down to the way you present yourself in front of the clients.
- You don’t need high-end equipment before you start creating. You just need your phone. You need to practice it repeatedly to the point that you become comfortable in doing it.
- It is important to build value but you can only do that if you value yourself. When you do, it enables you to become an effective mentor for the members of your team.
“Powerful Strategies for Building a Real Estate Sales Business” episode resources
- Connect with Heidi Harris on LinkedIn.
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.
If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.