The Elite Realtor Experience: Recent Episodes
John Darden
In a world full of mediocrity, we're all about helping Full Time Realtors become elite! From mindset to lead generation to scripting to objection handling to presentations and questioning skills to the day to day grind, the Elite Realtor Experience is here to help you take a small step toward becoming ELITE!
Hope will put you in the business gutter. It will destroy your real estate career. It is the thing that creates eternal peace but it ruins a Realtor who leans too heavily into it. Let's take that H word and switch it to HUNT. Let's learn how to hunt instead of hope in Real Estate.
Realtors tend to overcomplicate their days. Let's make it really simple. Here are the 4 things you should be doing EVERY DAY to generate ready, willing and able buyers and sellers that are URGENT to make a move now.
We're back! After over a year away, we're stepping back into the content, training, coaching and teaching to help you thrive. Things have gotten really challenging really fast. Will you survive the exodus that's happening amongst Realtors?
After a nearly five year run, The Elite Realtor Experience is retiring. We're shifting gears to a new podcast. Listen up to find out what's next.
Realtors should have a podcast. Yes, you should. UNLESS it's full of market stats, because no one cares about market stats. Here's why you should have one, what it should be about, equipment to use, and how to get it uploaded to the podcast world.
Real estate is one of the hardest businesses, but it's also one of the biggest mental challenges. Anxiety. Stress. Chaos. Confusion. It's part of the business. Is it pushing you out, or do you press on?
Want to explode your business in Q4 and start Q1 off strong? These three simple tasks with your SOI can set you up for insane success!
Real estate "slows" in the Fall and Winter, but why? Why should Realtors have to store up for the winter? And why do clients believe this is the worst time of year to sell? I believe this is the BEST time to buy and sell. Here's why...
Real estate success is not allusive. It is really a simple process to make a lot of money as a Realtor. The problem is, most people don't want anything to do with what we're talking about today.
Why approach the career so sheepishly? You didn't get in this to be mediocre. Yet your confidence in yourself is less than stellar. Here are 4 ways to build so much confidence in yourself you'll be able to tackle any conversation and any situation!
America's foreign policy ineptitude is on full display in Afghanistan as we let down the people of Afghanistan and the thousands of stranded Americans desperate to flee the country. Our military, despite their absolutely heroic efforts over the past two decades, teach us two incredibly crucial pieces of wisdom.
We get into real estate for our freedom, but that freedom has to be earned. You have to live in the monotony and boredom until you've earned the right to no longer live a robotic lifestyle. Too many agents try to live in that freedom day one and sink their ship before it's even out of the harbor.
It's a fatal flaw of our culture, but it certainly kills the careers of a lot of Realtors. We tend to become everything but ourselves. Yet, the agents that do the best embrace everything that they are and use it to their advantage instead of trying to be someone they are not.
Realtors have a big problem with being "busy", but busy rarely means you're doing EFFECTIVE work that moves the needle of your business forward in legitimate ways. Here is a specific strategy to make sure you're being effective and not just wasting your time being busy.
Your logo doesn't matter. Neither does your website. Wasting time on busy work gets you out of the industry. There really, truly is only ONE thing that matters every day as a Realtor. You'd better be doing it...
A clash of titans! Dave Ramsey pulls all leads from eXp agents overnight. Was there any merit to this? Was Dave out of line? Does eXp have an image problem? Where do each parties go from here?
There are subtle differences between open and closed questions, but these subtleties can be the difference in a closing or a lost client. Knowing when to use certain questions at certain times is a skill. And it can be learned!
You need clients. You starve without them. If you have no ready, willing and able buyers or sellers, you have no money. So how do you find them? Here is what we call our XPLODE Challenge! It's a 7 step blueprint to exploding your pipeline. It's intense! But it works.
In this market, every real estate agent should be eating well. But if you aren't, take a look in the mirror. Agents that fail say, "It's not my fault." Listen in and see if you're making this fatal mistake.
I know you hate cold calling. It feels gross. It feels nasty. And you hate getting hung up on and cussed out. The problem isn't the cold calling, the problem is what you're saying. It feels bad because it is bad. But it doesn't have to be. Here's how your cold calls SHOULD go in order to convert.
This is a compilation of all the thoughts and things I've experienced over the last month as we've taken some time off of any content creation. Sitting down with a WWII Vet on top of the sickness I experienced in the last month has caused some reflection. Maybe, Realtor, these reflections can help create perspective in your business.
You can do this. You deserve to do this. You have a greatness inside of you that you don't even realize. But everything in your nature and nurture is trying to convince you that you can't. Today, take a deep breath, and realize that you can and you deserve success.
It's the ocean that used to be crowded. Realtors used to mail thousands of letters a month and sometimes a week. But that ocean seems to be unoccupied. The question is, should it be? Is there a massive market for direct mail to make your business boom?
Are you using escalation clauses in your contracts to help assure your buyer "wins" the home? If so - are you doing it legally and ethically? Maybe you don't know what an escalation clause in real estate means. Here are your answers!
Most agents are missing the mark when it comes to our stories on FB and Insta. We're either being way too personal and not enough, if any, business OR all business and just annoying our followers. There's a delicate balance, but you are being branded based on your stories. Are you doing the right things?
I'm not a call out guy, but I will call out bad methodology. Here's some advice a real estate coach is giving that won't set you up for success in this crazy market.
Are you skipping the most important step in representing a buyer? Especially in this market! Buyer interviews set the stage for how the transaction is going to go. And most agents completely gloss over this step. Today, here is a full buyer interview and ideas for you to have easy buyer transactions, even in this market.
What a crazy market it is. Wildest we've ever seen. There are 2 big problems to solve. The first is where to put our buyers since there is no inventory. The second is how you get your name in yards when people don't want to sell. How are you solving these 2 problems?
As we continue into a record seller's market, having listings is more important than ever. Here's one strategy for getting off market listings that help your buyers and grow your business.
There are a lot of things to fear in our real estate industry. It's hard being a Realtor. And situations present itself that put us in fear mode. How do you handle fear?
Listing agents cutting commissions are oftentimes pushing that commission reduction to the buyer agent. This is weak and not a good trend for our industry. Listing agents, here is why you need to shoulder the brunt of YOU cutting commissions.
Real estate is really, really hard. It can be discouraging. From the 25 year veteran to the brand new agent, this industry can bite back hard. I bet you've thought of quitting a time or two. Here's what you need to make sure you've got to keep from actually quitting...
There are only two ways to get listings. Everything you do to generate a new listing falls under one of these two categories. Are you being systematic in your approach?
We do a great job of selling all the things we do, but we forget to tie it back in to the benefit to the consumer. We list feature after feature, but we rarely close the loop back to what the customer actually wants. Here's what to do instead.
Are you constantly asking for business and turning your SOI and leads away? Or are you being valuable? Here are 2 things to stop doing and 5 things to start doing to increase your value and lower your annoyance!
Real estate is as easy as it's ever been to be successful. Yet so many agents complain about how hard it is. Let's take a quick look at what it was like selling during the Great Recession just a little over a decade ago!
There are thousands of agents in your market. How are you standing out? What makes you different? I have a feeling you're saying the same things everyone else is saying. So how do you stand out amongst the crowd?
There are several stories and moments we all have that taught us a lot about ourselves and pushed us to be better. Here are three real estate stories that forced me to level up.
Do you have a strategy for internet lead conversion? Internet leads don't suck. Your follow up strategy sucks. Here are some helpful tips and tricks to never letting an internet lead slip through the cracks ever again.
Dual Agency used to be the only way people could buy or sell a home, meaning there was no such thing as buyer's agents and buyer representation. A current lawsuit could push the real estate industry back to these dark days...
There are two very different ways to price a home. One way is the normal, everyday method that most agents and home owners use, but the second is rarely used but MUCH more effective in driving up a price.
What's life going to be like for Realtors in a Biden/Harris Administration? Will things get better? Worse? Are things going to change? What should we be looking forward at?
It happens. We get overwhelmed. Clients beat us up a bit. We have things in our personal lives. Constant expectation of excellence combined with the fact that we're human and eventually we burn out. Not gonna lie, I've been there recently. Here's how I get myself back out of the funk!
Real estate has an unbelievably high turnover rate. You're more likely to survive Navy Seal training than you are real estate. But why? Here are six things Realtors do that ensure their failure in the industry.
For decades, companies have been trying to undercut the agent and put you out of a job. Whether that be the discount, flat-fee, or now the cash to purchase without an agent option, "disruptors" fizzle in and fizzle out. At the end of the day, will they end your career? That depends on what the client wants. And what the client has proven OVER and OVER again, is they want local market expertise and relationships.
Wow. That was ugly. But guess what? The candidates got squeezed and we saw who they really are. Real Estate squeezes us, and shows us who we REALLY are!
This is a tough career. And it's made even more challenging by the fact that we don't take good care of ourselves. One of the best ways to disconnect is to actually disconnect and get out of town. Here is a piece of advice a veteran agent gave me when I first got started that I still apply to my real estate life 12 years later.
What are you willing to sacrifice? Success takes sacrifice. Period. And there are two very distinct paths to attain success. There's the Gary V approach and there's the Jay Shetty approach. Which one fits you best?
If you have to relive your last work day perpetually, and that's all you could ever do, would you be successful? Or would you have to fire yourself because your day lead to bankruptcy and a horrible business?
There is only one thing that MUST happen every single day as a real estate agent. This is the most important task, but it seems to fall off of everyone's radar. Nothing is more important. Nothing should consume your time more than this...
We sabotage ourselves. We get in our own way. We are the ones that keep ourselves from obtaining the things we want and becoming the people we want to become. We want to blame other people and our circumstances, but at the end of the day, it's on us! Here are six things you're doing that are killing your success.
Give me a brand new agent that's willing to build a personal brand on social over an agent with 25 years of experience any day of the week. Your brand is the most important thing you have...or don't have.
You don't post because you don't know what to post. And what you post is probably all about you getting what you want from other people. So what do you post? Let's create your COMPLETE content strategy for Instagram!
Lillian Salem from Coldwell Banker Southern Partners in Mississippi gives her perspective as a new agent who has had quick success in the business. What's her schedule look like? What does her personal branding look like? What does she love about the business? What's wearing her out in the industry? Get the scoop from a new agent who's doing well very quickly!
Real estate growth is important, but what's more important is being a good human being and citizen of the world. Racial inequality has come to the forefront of many of our minds, but white people talking to white people about racism is pretty pointless. Today I sat down with my family, Sean. He's a black man who shares his thoughts and experiences with racial inequality.
You can't be all things to everyone, but you can be all things to your dream customers. Identify who your ideal client is, and then build your brand around connecting to the things that are important to them!
Hang around 5 idiots and you become the 5th. Hang around agents in your office that complain about the business and you'll grow to resent real estate. Managing who is in your ear is almost as important as a morning routine. Protect yourself from the negativity that happens in real estate.
Are you having the success you want as a Realtor? If not, you probably aren't following a daily formula for success. Here are my ten steps to creating the business you want!
We like to blame everyone else for our lack of success. But the truth is we are rarely willing to look internally. Are there times you should change companies, yes. Absolutely. But look inside first before you make an external change.
We've all been there. A family member uses someone else. A buyer you've been working with for months buys a FSBO. Your best friend hires a builder and doesn't mention it to you. Real estate can be full of disappointment and straight up heartache. The question is, how do you handle these things?
Do you know exactly where your next paycheck is coming from? If you don't. You're in trouble...
It's one thing to sit back and let the news control your mind. It's another to continue to live your life, safely of course, and continue to move forward during "the times". Courtney Yant, owner of Power Realty Group in Phoenix, Arizona, gives us all a little dose of reality along with some wise words for brokerage owners.
Your problem has been around for a lot longer than Covid-19. It didn't just start. It's now being exposed. You're being exposed. And your mindset about the business is utterly destroying you.
If I were to start selling all over again, there are a few things I'd be doing in the midst of our current situation. We can't all go out and drum up new business right now, but there are a few things I'd be doing to get ahead during any climate.
It's the mantra inside my brokerage, "Be around for the rebound." What's after this season is brighter than any real estate market we've ever seen. If you can hang on tight, you'll be glad you did, because you're going to experience opportunities you didn't think existed.
Ashley Nagy with North & Co. in Scottsdale, AZ shares wisdom and practical things she's doing in the midst of the current market and state we're in.
There is a lot of misinformation and hysteria floating around our world. This is completely different than we we experienced in 2008. Listen for 5 COMPLETE MYTHS and 6 Facts you can hang your hat on.
I started real estate in the worst recession since the Great Depression. Here are the tactical steps I took to survive and then THRIVE in the industry.
You can sell in a great market? Cool! Can you do the same when the market is down. Buckle up. It may be coming. Here's how to recession proof your business.
Dips happen in the business. It's important to know why they happen and what to do to get out of the "slump" of a slow time in your business.
Do you have a foolproof, systematic method to listing a home? Never lose a listing ever again with these six steps!
Your success is directly linked to the quality and quantity of your daily conversations. Here are the four types you should be having daily in order to succeed in the business.
What you believe about yourself, your business, your clients, and your future has everything to do with how those things actually play out in reality.
It's an incredibly difficult question to answer, but it is important that we're able to answer it. Who are you?
Searching for the "best" decision is exhausting. Sometimes we need to reflect on the great things we're already doing.
Just because you had a great summer doesn't mean you get to take an entire season off! NOW is the time to hit the gas pedal.
Your life has a bucket. And that bucket gets full of ish. The question is, what do you do with your ish? Do you deal with it in a healthy manner, or do you fling your ish into everyone else's bucket which creates an ish slinging party?
Digital Marketing Strategist Kelly Kingston tells us the three things agents are doing wrong on social media and three things to do instead!
How do you solve your problems? Do you escape them? Do you self-indulge to make yourself feel better in the moment? Are you seeking advice from people with a selfish agenda?
When you have a problem, you need a strategy for how to solve the problem. Here are some do's and don'ts for problem solving.
It's difficult being a parent. Add trying to run a successful business to an already difficult task of life and the odds stack up against you. However, it's possible to succeed at both!
It's a tough truth, but people let people down naturally. Don't put your faith and happiness into something that could completely crumble. This goes both in business and personal lives. It gets positive, trust me. Just listen.
A former detective who specialized in interrogation techniques gives insight into how interviews and interrogation methods can be used to help agents in their business.
Two agents tell you things they wish they new when they had first started in the career.
You get a lead, now what? Here's what an agent who destroys internet leads does to convert leads to friends to clients to closed sales!
Technology supplements your business. It shouldn't BE your business. Don't allow technology to replace your relationships...
It's hard to be authentic when you're newer in the business or when things are slow. We're afraid of what other people think, so we tend to try and convince people we are something we are not. That is a BAD idea!
My son joins me on this episode. Hear from the mouth of a five year old that you can be a great parent and a great real estate professional!
Here are some things that have worked and some things that have not worked from an agent who has been successful very early in his career.
Here's a quick look at what you should be doing EVERY DAY as a real estate professional!
Hear from a brand new agent what drives him, what pushes him, and what keeps him going. This is powerful. Listen!!!
I get asked a lot what I would do if I were brand new in the business. The reality is that most people are looking for an "easy" or "quick" fix in the real estate industry. No one ever likes my answer, but it's the truth. Here are the things I would do if I were starting all over in real estate.
In this session we'll discuss specifically what each part of your day looks like. The real estate day is broken up into six distinctive parts.
Part 1 - Morning Routine
Part 2 - Morning at the "office"
Part 3 - Lunch meetings
Part 4 - Afternoon Routine
Part 5 - Evening Routine
Part 6 - Nightly Routine
Each part is vital and completely in YOUR control. Don't buy the bull that you can't control your life in real estate. If you'll schedule it, you can dominate the day!
Successful agents live their lives based off of a SCHEDULE! I know it's not fun. I get it. You're a free spirit and a creative. Your life should be fly by the seat of your pants, right? Well sorry, not if you want to be successful.
We'll take a look at the things that MUST be in your schedule. We'll break your day into specific parts: morning routine, morning at the office, lunch, afternoon, evening, and night routine.
Each aspect of your schedule is important and can't be skipped.
If you want to be successful, mimic other successful people. You don't always have to blaze new trails. The path is already laid out.
So what do top achieving agents look like? What is their mindset? Attitude? Habits? Listen listen!
The three main aspects of real estate are CRUCIAL to your success and the foundation for which all of training will be built on.
Key #1 - SOI (Sphere of Influence or Database)
Key #2 - Appointments
Key #3 - Skills
Master these three things and you will master Real Estate.
It's a well known statistic - 87% of Realtors fail in the first two years. Here are the main reasons why. Check yourself. Are you falling into any of these traps?
Here are six reminders why Real Estate and being a Realtor is the best career that exists! At times you'll get overwhelmed, overly stressed, and begin to wonder why you decided to do this. Come back to this video and remind yourself why this is the ULTIMATE career!
Let's get real. This business is hard. You better know WHY you're in Real Estate and it better be powerful in your life. When clients get mad, when the prospecting doesn't seem to be working, when deals fall out and your real estate world seems to be falling a part, you better know your WHY!
Are you new in the biz? Do you need a refresher? Are you a Broker or Manager and need a place to send agents to learn how to be good Realtors? Have you been in the business for a while but need some new strategies on how to compete in an oversaturated Realtor market? This is for you! Real Estate Agent Training!
The relationship between agent and LO can be a beautiful one! In fact it's better when it's that way. So here are three tips from a loan originator to keep in mind when working with clients and lenders.
You want to post engaging content. We know. The problem is it's hard to know what is engaging to your audience. What do the peeps want to see? What will they interact with? Are you wasting your time posting a bunch of houses no one cares about? We cover all this and more!