Keeping It Real - Real Estate Growth Tips, Tricks, & Techniques: Recent Episodes
Real Geeks
Keeping It Real is a hangout between real estate professionals where we share ideas on growing your business and getting more leads.
On this episode of Keeping It Real, we sit down with Chuck Richards, Senior Product Manager at Real Geeks, to discuss what role automation plays in real estate.
During our conversation, we explore:
- The basics of automation
- The difference between automation and workflows
- Creative ways to utilize automation - Best practices for workflows
- The future of automation
Whether you are new to incorporating automation in your business or a seasoned pro looking for exciting new ideas, you’re going to want to tune in.
Check out Chuck’s previous appearances:
Setting Up Your Website for Success: https://youtube.com/live/mmXFixZeBl0
CRM 101: https://youtu.be/ORx4GIwJBX4
You’ve got a CRM! Now What Do You Do?: https://youtube.com/live/VyzNv9ohQU0
On this episode of Keeping It Real, Dale Archdekin is back to help you prepare for and manage some of the new objections you might encounter related to the NAR settlement.
Despite the uncertainty around the NAR settlement, don’t wait until everything is in stone to start implementing some of the upcoming changes. Dale shares some of his master objection-handling skills to help you deal with some of these new obstacles you might face.
During our conversation we dive into:
- When to have the conversation about buyer agent agreements with online leads
- Setting expectations about compensation
- How to address the contingency of having the buyer having to pay what the seller doesn’t cover
- How the news cycle creates more objections
- A real-world example of how to address the “I don’t want to pay a buyer agent’s commission”
- How to handle common objections such as “So and so represents buyers for free”, “ I don’t want to be tied to one agent”, and “I don’t want to pay for a buyers agent”
For more of Dale's great insight check out his Youtube channel: @Smartsalescoaching or to work with Dale go to: http://www.smartsalescoaching.com
Last year, Theresa Bastian had her best year in her entire 25-year real estate career. On this episode of Keeping It Real, she joins us to share what she attributes to that success and some of the major lessons she’s learned along the way.
Theresa talks to us about the importance of:
- Approaching your business like a professional in any other field would
- Having control over your time
- Surviving the crash in 2008
- Getting to a skills-based model for a balanced market
- Having foundations in place
- Knowing the market well enough to be confident in the conversations you need to have
- How giving the perception we are always available devalues what you bring to the table
- Working with your ideal clients
- Operating with a business plan
- Standing out from the automatic responses
- Knowing your value propositions and articulating that value
- Understanding that you are a business owner
- Learning that you can work remotely
- How to successfully delegate
We sit down with Dr. Benjamin Ritter for a special mindset-focused episode of Keeping It Real to provide coaching many agents don’t usually get.
Dr. Benjamin Ritter is an international leadership and career coach, Sr. Talent Management Consultant, Top Career Development and Executive Coaching Voice on LinkedIn, international speaker, values-geek, online instructor, and host of two podcasts.
During our discussion, Dr. Ritter provides actionable steps for dealing with:
- Feeling a lack of control
- Self-leadership
- Holding yourself accountable
- The Three C’s: Clarity, Confidence, and Control
- Getting over the fear of calling your leads
- Managing your schedule
- Tackling an overwhelming to-do list
- Delegation
- Job satisfaction
- Managing change
- Comparing yourself to others
- Having difficult conversations
If you are feeling stuck in your career or want help optimizing your workflow, you’ll want to tune in.
On this episode of Keeping It Real, we sit down in person with Aymen Alobaidi at Pouch 6 Studios in Austin.
Aymen has been laser-focused on becoming a real estate agent since he was 14, strategically choosing jobs in sales and hospitality in order to accumulate skills in preparation for his career in real estate. Now he’s in his second year in real estate and is killing it.
In our conversation, Aymen shares some of the lessons he’s learned starting out, including:
- Learning how to handle objections
- The chaos of change creating opportunity
- Focusing on the client instead of the commission
- The payoff of making 100 calls a day
- Working with your clients on their timelines
- Working with difficult buyers
On this episode of Keeping It Real, Theresa Bastian is back with us in person at Pouch 6 Studios in Austin.
Theresa shares her takeaways from the proposed NAR settlement, including:
- NAR as a lobbying group
- Corporate home ownership
- How the NAR settlement could make it harder for individuals to get into homes
- Tough conversations we need to be ready for that may not even occur
- As an industry, we’ve not done a good job of showing our value to the media, our consumers, and the general public
- How we are not taking a good job of articulating the value we bring
- That this could be healthy and level the playing field
- Fears surrounding buyers rep agreements
Tune in to hear about what parts of the settlement you need to be aware of, take seriously, and will have the most impact on your day to day.
The announcement of the NAR settlement has caused quite a stir in the real estate world, leaving many agents unsure about their futures in the industry. In this episode of Keeping It Real, Todd Tramonte is back to share his insights on how this will affect the future of our industry and how to turn this into a major win.
If you can provide value and communicate it effectively, the opportunity is a massive. During our conversation we dive into:
- The basics of the NAR settlement
- Why consumers view buyers' agents this way
- Why the consumer is right
- How to turn this into an opportunity
- How to provide and communicate value
- How our industry has weathered much bigger storms than this one
- How NAR locked in higher compensation for higher-value agents
- And a whole lot more
Todd has also generously provided a digital download PACKED with valuable information to help you get through these changes, which you can download here: https://hub.realgeeks.com/nar-settlement-with-todd
If you aren’t sure what to do to prepare for these upcoming changes or just want to get ahead of them you’re going to want to tune in.
In this episode of Keeping It Real, Darren Woodard shares his journey in real estate and how he leveraged SEO to generate leads.
From door knocking and using a reverse directory book to find phone numbers to his first real estate website in 2006 which he quickly started optimizing for SEO with neighborhood-specific content and has been crushing it with SEO since.
Some of the topics we explore in this episode are:
- Creating neighborhood-specific content
- How his business took off during the 2008 recession
- What to do when you are hit with a Google penalty
- Why you need more than just a WordPress site
- Optimizing URL structure
- How technology has changed follow-up
- Recruiting opportunities
We also have a quick chat with Darren’s marketing director, Lisa Broussard, about going through a company rebrand.
Tune in to hear how Darren’s business has evolved and some of the lessons he’s learned along the way.
For this very special episode of Keeping It Real we are joined by Chicago based broker and podcast host D.J. Paris.
On D.J.’s podcast, also named Keeping It Real, he sits down and talks to real estate experts to share what is really working for them in their business and the state of industry.
In this episode, we dive into some of the hot button issues today including:
- The NAR lawsuit, including possible changes
- Portals like Zillow becoming major players in the real estate market
- The potential of A.I.
- Today’s interest rates
Tune in for some killer insights on some of today’s biggest concerns in real estate and also be sure to checkout D.J.’s Keeping it Real podcast at http://keepingitrealpod.com or wherever you get podcasts.
Click HERE to check out D.J.'s recent episode about the NAR lawsuit on his podcast.
In this episode of Keeping It Real, Scott Vancea, the co-founder of Optimize5, joins us to explain why your Google Business Profile is even more important than you may realize.
Scott dives into:
- The key elements to optimize your Google Business Profile
- Why your Google Business Profile important
- How to avoid common mistakes
- Ways to differentiate yourself by showcasing your unique offerings
- Additional tips to get your Google Business Profile to rank higher
If you want to get more organic leads and stand out above your competition, you will want to tune in for all of Scott’s killer tips.
To get a free branding consultation, go to https://optimize5.com/
A team is more than a group of people sharing a logo, a copier, and a website. Todd Tramonte is back to share his insights from almost 15 years of coaching and helping teams grow.
In this episode Todd goes beyond just sharing his essentials for launching a team.
Some of the topics we cover are:
- When to start a team
- How to have a healthy team
- Knowing when to subtract someone
- What systems your business needs no matter what
- Some differences between a brokerage and a team
- Leveraging technology you already have for recruiting
If you are considering building a team or just want some best practices that can help your team become more successful you’re going to want to check out this episode.
To learn even more about building a team check out Todd’s Team Scale Live event coming up on Feb 5th and 6th in Dallas Texas. Details at https://www.teamscalelive.com/
Download "The Commoditization of Man" by Todd Tramonte HERE.
Chuck Richards is back again to go over some best practices for your website. In this episode, we will cover:
- What information to include on your website
- Some of the pages you should build
- Tips for creating a positive user experience
- Basics for driving traffic to your site Whether you are setting up your first website or want some tips on how to optimize it you’ll want to tune in. Want more guidance? Download Real Geek's Real Estate Playbook here: https://hubs.ly/Q02gR5Kn0
On this episode of Keeping It Real, Haris Hadziselimovic joins us to share his Triple Rs: Relationships, Reviews, and Referrals. Haris is a top selling broker covering Vancouver and Southwest Washington who has seen every kind of market since starting as a solo agent in 2004.
The backbone of his business is having authentic relationships with the people he works with even if it loses him a sale. He gives you advice on how to break the ice with new people and how to stay in touch even after the transaction.
Haris is not shy about asking for reviews, they are a great way to get other people to tell your story. He shares how he approaches the ask, follow ups, and how he utilizes reviews to get more business.
An impressive 87% of Haris's business is referral-based, a testament to the robust connections he forges with past clients and those he's assisted in various capacities. This episode offers listeners actionable ways to fortify their relationships and unlock new business opportunities.
Join us for an enriching conversation filled with practical insights on strengthening relationships and generating organic business growth.
Connect with Haris on Facebook at https://www.facebook.com/hariskhadziselimovic or at 360-521-1615
For more information on SEO Fast Track go to https://www.realgeeks.com/seo-fast-track
Michael “Mo” Oden joins us for a special episode of Keeping It Real, recorded live in person at the 2023 Unofficial Real Geeks User Conference, to share his unique approach to combining institutional investors and affordable housing.
Mo works with a diverse range of investors, from small groups and mom-and-pop ventures to institutional non-profits that have received funding from HUD and other institutional sources.
Many of these organizations possess the financial resources but lack the manpower to actively engage with communities.
He notes that often, there are opportunities within the MLS that people fail to recognize due to a lack of understanding of potential disposition strategies. Shedding light on an interesting angle, revealing that parcels where churches are situated can often be repurposed for residential use. By tearing down these emptied churches and navigating local municipal regulations, one can transform these spaces into viable housing solutions without the need for rezoning.
Tune in for our enlightening conversation with Mo as he walks us through how you can make multiple deals at once while also improving your community.
For this episode of Keeping It Real, we have assembled a panel of experts to discuss some of the unique challenges and differences when working in resort markets.
Susie Ellis, Greg Harrelson, and Marc Plotkin bring their wealth of experience to the table, offering invaluable insights into the intricacies of working in these unique environments.
Join us as our expert panel shares their expertise on various aspects, including:
- How they work with absentee owners
- Being intentional with PPC
- Using SEO to get out-of-state leads
- How to pull data to prospect absentee owners
- Talking to clients about secondary costs and insurance issues on the second home market
- Addressing buyer concerns specific to the second home market
Whether you're already immersed in resort real estate or considering venturing into this dynamic realm, this episode is a must-listen. Tune in to gain profound insights that will elevate your understanding and expertise in the ever-evolving landscape of resort markets.
Roger Wakefield is being modest when he says he’s “just a plumber”. Roger runs the #1 plumbing YouTube channel out there! On this episode of Keeping It Real, Roger sits down with guest host Todd Tramonte to dive into how he got started with YouTube and gives you insights and actionable takeaways to get you there too.
He shares with you: - 3 easy tips to immediately improve your videos - The importance of posting on a consistent basis - How to repurpose your long-form content - Why every video needs to provide value Roger is making money and making an impact. If you want to hear more from Roger he will be speaking at the Real Geeks User Conference on Thursday October 19th. For more information on the Real Geeks User Conference go to urguc.com and for more of Roger check out his YouTube channel https://www.youtube.com/@RogerWakefield/
On this episode of Keeping It Real guest host, Todd Tramonte, turns the tables and interviews Chris Whitling and Sean McGuire from Real Geeks’ marketing team. They have an open conversation about their philosophies on marketing, some common mistakes they see agents making, and knowing who your target audience is. If you enjoy conversations like this join us at the Unofficial Real Geeks User Conference October 17-19th in Dallas, Texas. For tickets and more information go to urguc.com To go deeper into some of the topics covered check out these previous episodes of Keeping It Real: Become the Key Person for Your Niche w/ Daniel Priestley Working On Your Business Instead of In Your Business w/ Todd Tramonte
Want to take home more money? Tune in to this episode of Keeping It Real with Todd Tramonte where he gives you the mindset and tools for proving your worth. Not all real estate agents provide the same value, so why should they make the commission? Todd teaches you how to protect your commission by giving you tangible ways to prove your worth to your customers and suggests some new things you can add to your workflow to raise that value. If you want to hear even more great advice to help your business grow from Todd and a slew of other great speakers join us at The Unofficial Real Geeks User Conference October 17 -19 in Dallas, Texas. Tickets, Bonuses, Schedules, & More are all live at uRGuc.com NOW!
Guest host Paul Diaz, VP of Real Leads, visits Jason Simard at his office in Nanaimo, BC to discuss Jason’s remarkable journey to success and his transformative coaching initiative. Jason is killing it right now, his team is the number one team in BC and is on track to be the number one team in all of Canada by 2025. Jason divulges some of his coaching tips including what questions to ask to build rapport, how to understand your clients' needs, and what numbers to pay attention to when scaling your business. Both Jason and Paul have an unwavering commitment to propelling real estate agents to success. Tune in to this episode for just a sampling of the great insights they offer. For more info on Jason’s coaching, check out https://simscoachingsystems.com
In this episode of Keeping It Real we go through the absolute basics of what a CRM is. Chuck Richards, Product Manager at Real Geeks, joins us again to break down what a CRM is, why you would want one, and how it can help your business grow. If you’re not sure where to start with your CRM or would like a refresher to make sure you are making the most of your CRM, this episode offers valuable insights you won't want to miss.
In this special episode of Keeping It Real, we have an exclusive interview with two prominent CEOs in the real estate tech space: Dan Corkill, the visionary leader behind Follow Up Boss, and Kevin McCarthy, the driving force behind Real Geeks.
They dive into the inception of their respective companies, reflecting on the transformative journey from their beginnings to the present day. Including why they both decided to craft software featuring open APIs, thoughtfully designed to seamlessly integrate with other systems.
Both Dan and Kevin share their excitement for cutting-edge technologies that inspire them, pushing the boundaries of what's possible in their industry. They also reveal the features they've consciously chosen not to build and the reasons behind them.
This is an unmissable opportunity to gain an exclusive peek behind the curtain of Follow Up Boss and Real Geeks, witnessing the brilliance of these companies from an insider's perspective.
Silicon Beach’s own Erin Alls joins for this episode of Keeping It Real.
Erin runs an indie brokerage in Marina del Rey perfecting the art of customer service one transaction at a time.
She breaks down both her online and offline leads sources as well as some of her killer strategies for organic traffic like her SEO Happy Hours. On top of telling us about how her leads come in she also shares with us her relentless follow strategies including what she does when someone texts “STOP” to opt out.
If you want some fresh SEO tips and to learn how to convert quality over quantity you’re going to want to tune in.
Open houses can be an excellent source for highly motivated leads, but it isn’t worth much if you don’t have systems to maximize these opportunities.
Craig Schneider, Founder of NORCHAR, Rochester, New York, is back to share his systems for hosting open houses and some of his do’s and don’ts. From how to promote an open house through the following up after the fact, Craig covers it all.
Open houses aren’t just something you show up for when it starts and put up a sign. There is so much value in getting it done correctly.
So if you want to make sure you are making the most out of your open houses, you will want to tune in.
In this technology-focused episode of Keeping It Real, host Chris Whitling sits down with Real Geeks Co-Founder Kevin McCarthy to discuss Artificial Intelligence. AI has been a hot topic of conversation lately with some people quick to adopt it and others not sure what it is or how it works.
Here Kevin pulls back the curtain to tell us what AI really is, gives us some examples of how it works, breaks down some uses for it, and answers whether or not he thinks AI will replace real estate agents.
On this episode of Keeping It Real we are joined by Todd Tramonte, DFW-based broker, team owner, coach, and host of URGUC, and Dillon Simms, Director of Product at Real Geeks.
Texting has been a major topic of conversation lately due to the new opt-out language that's been popping up.
Join us as we discuss why we are starting to see this language, why we are going to start seeing even more of it, what this language means for communicating with leads, and how to adapt to these new guidelines.
You can also join us in person this fall at URGUC by going to www.urguc.com
Join us for part two of our very special two-part Keeping It Real where we sat down with Theresa Bastian in person at Pouch 6 Studios in Austin.
Theresa is an Austin-based broker and Certified Divorce Real Estate Expert (CDRE) with extensive experience selling, marketing, and pricing properties.
In Part One, Theresa talked to us about her unusual approach to social media.
In Part Two we focus on how Theresa has weathered the highs and lows of working in one of the fastest-growing markets in the country. Taking what she learned from ‘08 to inform the core structure of her business, Theresa discusses how she pivoted her business during both COVID-19 and the recent market shift.
Join us for a very special two-part episode of Keeping It Real where we sit down with Theresa Bastian in person at Pouch 6 Studios in Austin.
Theresa is an Austin-based broker and Certified Divorce Real Estate Expert (CDRE) with extensive experience selling, marketing, and pricing properties.
In Part One, Theresa talks to us about her approach to social media by adding layers of value to her community as a way to generate business. Theresa walks us through how she has started and managed different community groups on Facebook, describes the life cycles of the groups, and shares how she tries to keep the peace within them. Beyond just Facebook groups, Theresa also discusses how important it is to comment on posts in order to build authority as an actual community expert and how she gets engagement from sharing things from her own life.
Our conversation with Theresa will continue in the next episode, where she fills us in on what it has been like working in the booming Austin market during the last few years.
On the next episode of Keeping It Real, we welcome back Bob McCranie. Bob is A DFW-based broker and Tom Ferry coach expanding his business across Texas and Louisiana. Bob shares his plans for his expanding business model, how his business has grown, and how he is tying these new markets into his existing infrastructure. If you have been curious about expanding your business into even more markets, you won’t want to miss this. For more great insights from Bob you can check out his previous episodes here:
The Power of SEO and Area Pages w/ Bob McCranie: https://youtube.com/live/QNG_BeeQ7pU
Wrapping Up 2022 and Predictions for 2023: https://youtube.com/live/QIhzAY8emz0
Craig Schneider is a driving force in Rochester’s new construction residential real estate sector and a Real Geeks superuser.
Craig provides a roadmap for getting started with technology and scaling it alongside your real estate business. He emphasizes the importance of having a client-centric website and mastering the fundamentals of technology.
If you're uncertain about the technology you're currently using, Craig offers valuable guidance to help kickstart your real estate business.
Susie Ellis is neither a stranger to the real estate game nor to retiring. You are not locked into one market forever as a real estate agent. Susie is proof that with the proper skill set and work ethic, you can start over in any market and thrive. Join us as Susie shares her surprisingly nomadic real estate journey and what she’s learned along the way.
We are back with new Keeping It Reals, and to kick it off, we are bringing back real estate tech ninja Sascha Chatman.
Sascha is crushing it with videos. He does everything from using them for lead follow-up to social media posts to running a successful YouTube channel!
In this episode, Sascha will share what kind of videos he’s making, how he’s making them, and how he’s utilizing them for the best ROI. If you need help getting started with video or are looking for more video inspiration, you will want to tune in for this one.
Subscribe to our email list and never miss a new episode: https://www.keepingitreal.com/subscribe/
Connect with Sascha: https://poplme.co/hash/j1oss4Dq/2/share
Check out Sascha's YouTube Channel: https://www.youtube.com/@UCKpnrjyt3_aknYZhhxKf-Yg
On this episode of Keeping It Real, we invited back a few of our most requested guests to close out the year and discuss the changes witnessed in 2022, how to scale your real estate business successfully through 2023, as well as, some predictions for 2023 and beyond. Joining us from across the country are Brendan Bartic, Lisa Chinatti, Greg Harrelson, and Bob McCranie. 2022 has been a wild year! Join us as we discuss their highs and lows, hear how they adjusted their business with the shift in the market, and compare notes on plans for next year. Fill out the form here for a free December Checklist Digital Download on how you can make December a great month for your business: https://share.hsforms.com/1i9pLzS0iRjKoE1bof6WE1w5dqvo
On this episode of Keeping It Real, we talk to Agent Launch CEO and Collaborative Movement Co-Founder, Eric Preston. Many agents lose faith when leads from sources like Google PPC fail to convert right away. However, most leads DO convert; it can just take more than six months. The real money in real estate is made in the NURTURE process and the LONG TERM. Eric will give you some of the foundations you need and share his proven methods for converting online leads into clients. To find more great content from Eric: Bonuses: https://agentlaunch.com/masterclass-bonus YouTube: https://www.youtube.com/c/EricBPreston?sub_confirmation=1 Facebook Group: https://www.facebook.com/groups/2437073699753689 Website: https://agentlaunch.com
On this episode of Keeping It Real, we are joined by real estate coach and Smart Inside Sales founder Dale Archdekin.
Dale is a master at role-play. In this episode, he explains why role-playing remains essential in succeeding in the shifting market and share some of his top tips to get the most out of it.
Join us to find out how role-playing can help grow your confidence and convert more leads into clients.
Find out more about Dale's programs: https://www.smartinsidesales.com/dale-archdekin-training.../
Dale's podcast page, where you can sign up to join live: https://www.smartinsidesales.com/cash-call/?playlist=da6b7ef&video=fc5b09b
Dale's socials:
YouTube: https://www.youtube.com/c/SmartInsideSales
Instagram:https://www.instagram.com/smartcoachingandtraining/
Facebook: https://www.facebook.com/smartinsidesales
Linkedin: https://www.linkedin.com/company/smart-coaching-and-training/
In this episode of Keeping It Real, we hear from Pree Poonati, stress & anxiety coach, Founder of The Art of Nirvana and Nirvana Gym.
The Art of Nirvana, based out of Austin, Texas, has already helped over 1000 people transform their life.
In this episode, Pree breaks down how agents can best manage their stress, all while effectively prioritizing and scaling their business through a shifting market.
In this episode of Keeping It Real, we hear from Nick McLean, a real estate coach specializing in optimizing real estate agents' workflows and getting new agents to a closed deal in their first 90 days. Nick also has experience as a commercial airline pilot!
Join us for this episode for more onboarding best practices and real estate lead generation strategies to bring to your workflows or train up your team.
Download Nick's The Ultimate Onboarding Cheatsheet HERE!
In this episode of Keeping It Real we hear from Stephanie Jones and guest-host Todd Tramonte. Stephanie is a solo agent in Northern Michigan who is killing it right now! Tune in to hear how she doubled her GCI by using Real Geeks for just one year!
Stephanie will be speaking at the Unofficial Real Geeks User conference going even deeper into how she’s been able to grow her business using Real Geeks.
The Unofficial Real Geeks User Conference 2022, hosted by Todd Tramonte’s Real Estate Growth Systems, will be a gathering of over 300 real estate agents, team leaders, brokers, and owners from all over North America.They will share their best practices and lessons learned in growing and scaling a successful real estate business.
The Unofficial Real Geeks User Conference 2022 in Dallas, TX, is only a few weeks away on October 18-20, 2022! For tickets and more information, go to uRGuc.com
Download our Real Geek’s 2022 CPL Report that breaks down the real estate cost per lead in the top 10 most prominent markets, the top 10 lowest cost per lead markets, and the cost per lead breakdown of the 50 largest markets of the previous year: https://share.hsforms.com/1IieskR56Qj2uKuQQZsdzLw5dqvo
In this episode of Keeping It Real, we are joined by guest-host Todd Tramonte and Al Lewis.
Al doesn’t believe that every lead is a good lead, but that every lead is an opportunity. He breaks down his favorite strategies perfect for both teams and solo agents and shares some of his best practices.
Al will also be a keynote speaker at the Unofficial Real Geeks User Conference.
The Unofficial Real Geeks User Conference 2022, hosted by Todd Tramonte’s Real Estate Growth Systems, will be a gathering of over 300 real estate agents, team leaders, brokers, and owners from all over North America.
They will share everything from their best practices to lessons learned to grow and scale a successful real estate business.
The Unofficial Real Geeks User Conference 2022 will gather live in person in Dallas, TX, on October 18-20, 2022! For tickets and more information, go to uRGuc.com
Download our Real Geek’s 2022 CPL Report that breaks down the real estate cost per lead in the top 10 most prominent markets, the top 10 lowest cost per lead markets, and the cost per lead breakdown of the 50 largest markets of the previous year HERE.
In this episode of Keeping it Real with Todd Tramonte of DallasHomeRealty.com. We will discuss how taking a step back to learn about business can provide more efficiency, working smarter, and the upcoming Unofficial Real Geeks User Conference.
The Unofficial Real Geeks User Conference 2022, hosted by Todd Tramonte's Real Estate Growth Systems, will be a gathering of over 300 real estate agents, team leaders, brokers, and owners from all over North America. They will share everything from their best practices to lessons learned to grow and scale a successful real estate business.
The Unofficial Real Geeks User Conference 2022 will gather live in person in Dallas, TX, on October 18-20, 2022! For tickets and more information go to https://www.uRGuc.com
Get a FREE DOWNLOAD of Todd's Ideal ON vs. IN your business Residential Real Estate Professional Calendar HERE!
Let’s face it…most real estate sales strategy training is geared toward extroverts.
“Make more cold calls.”
“Go to more networking events.”
“Knock on more doors.”
While these methods work well for some, they do not work for everyone. This is where Ashley Harwood of Move over Extroverts comes in.
However, introverts make up 25% – 40% of the population, and you’ll meet many of them in the industry.
As an introvert, managing your energy in real estate is crucial to your success. If you don’t understand how your energy works, you will often feel tired and anxious.
What Is an Introvert? Introverts tend to feel more comfortable focusing on their inner thoughts and ideas than they feel when focusing on what’s around them.
Contrary to popular belief, it doesn’t necessarily mean they’re quiet, shy, or reserved. There are social introverts, and there are private ones, too. The trait that unites them is they replenish their energy by being alone.
If you’re unsure whether you’re an introvert or an extrovert, you can take a quiz to determine your personality type. Remember, major life events or persistent interventions can affect your classification.
Once you’re sure you’re an introvert, use the tips below to make managing your energy in real estate easier.
Think about your phone battery. 1. Identity Draining and Restorative Activities for You To better manage your energy, determine which activities drain you and which ones restore you.
Naturally, some activities can zap your energy more than others. For instance, prospecting might require more effort from you than staging and showing homes.
Also, some methods for decompression might be more relaxing for you than others. For example, you might find that a yoga class works better than taking a nap before joining a networking event.
Think of your energy as you would your phone battery. Some apps — like GPS-based ones — take more out of your device than others, and you need to recharge it from time to time for it to function.
2. Set a Baseline If you charge your phone the moment it hits 19%, you should also have a baseline for yourself. Listen to your internal gas light to determine if you have enough left in you to complete a task, such as performing appraisals or inspections.
Working below your baseline will leave you snippy, impatient, and irritable. Keep in mind that nobody wants to work with that kind of agent.
Recharge if you must to get through your activity. Go for a walk if necessary. If you don’t have the time for that, try to delegate the duty to a more suitable agent.
- Find a Lead Generation Strategy That Works for You Lead generation is the lifeblood for real estate agents and is a crucial part of long-term success. It may seem overwhelming at first, but it won’t be once you find the right strategy for you.
Some cost-effective techniques include cold calling, LinkedIn prospecting, and community events. These all take some getting used to, but you’ll eventually figure out which one makes you feel most comfortable.
If a super-draining approach doesn’t yield results, cut it out right away. On the other hand, if you discover a tiring method that attracts the right clients, go back to the drawing board to improve your action plan and make it work for you.
Get a FREE DOWNLOAD of a list of Ashley's lead gen ideas HERE!
Your marketing strategy has finally worked! Organic and paid leads are finally coming in. But now what? What is the next step to ensure that a new lead will go down the sales funnel and turn into a sale?
In this episode of the Keeping it Real podcast we sat down with Greg Harrelson to talk about what you should do as an agent. Keep these tips in mind so you’ll know how to take action and convert those leads into paying clients!
New Perspectives: The Right Ratio for Your KPI Before everything, let’s discuss your key performance indicators or KPIs. Most agents refer to the contact-to-close ratio, which frequently shows low numbers. That’s why we want to introduce a better KPI to help shift your focus: capture to contact.
This way, you can focus on increasing your number of conversations versus closings. You’ll be in touch with more people you can convert instead of contacting a few leads and converting even fewer.
Reaching Out to Your Leads Now that you have leads, it’s time to contact them using a method called double dialing or calling them twice. This changes their way of thinking and prompts them to answer you on the second call. However, if that doesn’t work, you can activate a workflow on the Real Geeks customer relations management (CRM) platform. That way, you’ll have as many touch points with the lead as you need to close the sale.
Make sure you’re in control of the platform or autoresponder and not the other way around. Your leads will be more willing to engage with you if there’s a recognizable human element to these communication efforts.
There’s No Dead Lead As a real estate agent, you’ll want to abandon the phrasing “dead lead.” They might be inactive, or maybe they’ve simply “ghosted” you, but they’re probably still looking to buy a property — just not with you. You need to activate a workflow that will reengage them or contact them manually so they can have a one-on-one conversation with you.
Nurture the Lead, No Matter What Phase They’re In You may encounter leads that are not ready to buy or leads that are just thinking of buying. Many agents abandon these leads in pursuit of those more likely to convert immediately. However, it’s essential to keep the three phases of a buyer in mind: dreaming, exploring, and buying.
If somehow a buyer calls you and is ready to buy, remember that they’ve probably talked to other agents who abandoned them early in the game, thinking that the buyer was still in the dreaming or exploratory phase. So be patient, nurture those leads, and take advantage of technology like the Real Geeks CRM to ensure that you manage them efficiently.
Realistic KPIs You Can Target For a contact-to-closing ratio, 16% – 18% is good enough for the average real estate agent, but it’s low compared to the potential of a capture-to-contact ratio. For that, you can focus on getting at least 30% before aspiring for 60% – 70%. That’s an almost 300% increase in contacts, with no additional expenses!
Contact Real Geeks! Ready to learn more about our real estate CRM? Contact us today and tell us how we can help! You can also watch this podcast episode on YouTube for a more in-depth discussion of the concepts above.
When COVID-19 hit in 2020, a lot changed — and is still changing — especially in how people use office spaces. The pandemic has forced many companies to adopt or enhance their work from home (WFH) policies. As a result, there’s been a decrease in the amount of time people spend in the office.
For some, this has been a difficult transition. Some workers — specifically the older generation — thrive in an office environment and find it hard to focus when working from home. Others experience the complete opposite; they work better in quiet environments, away from the hustle and bustle of an office.
Regardless of which side you fall into, there’s no denying that working from home has impacted how people use office spaces.
Companies Are Downsizing Workspaces In the past, companies were worried about how their employees would take to WFH. However, they are now more accepting of the idea. This has led many companies to downsize their office spaces or give them up altogether.
Companies are now more comfortable with single-story offices. Office spaces where people can easily go in and out have become more popular. CEOs prefer spaces with no elevators or common areas to ensure social distancing.
While companies know that many employees — especially the younger generation — prefer to work from home, they are still trying to find a balance. This is why high-end offices that have the “live, work, play” mindset have also taken a hit. Many companies are now choosing more suburban locations, assuring employees they can still have an excellent work-life balance.
Decisions Are Taking Longer Since the pandemic, buying property and leasing an office has become more complicated. In the past, companies made these decisions quickly. Now, they are taking much longer as companies want to ensure they’re making the best decision for their employees — and their budget.
Several factors come into play when making these decisions. For example, will the company allow WFH? If so, how often? What type of office space do they need? How many people will be working in the office?
All of these questions must be answered before a decision can be made. And even then, there’s no guarantee that the decision won’t change. After all, we are still in the middle of a pandemic, and things can change anytime.
Leases Are Falling Through There are also many cases where companies have signed leases, only to have them fall through. This is usually because the company has decided to change its business models, or they’ve realized that getting employees back into the office is more challenging than they thought.
This led to shorter-term deals, which have become more common in the office market. Two, three, or five-year deals have pushed ten-year deals to the side. It’s also led to more landlords being flexible with their tenants, offering more termination options.
The Future of Office Spaces It is not easy to predict the future, but it is safe to say that the pandemic has changed the office space landscape and will continue to do so. WFH has become the new norm, and companies are still trying to figure out what type of office space they need and how many employees they can get back into the office.
What is certain is that office spaces will have to be able to adapt to the ever-changing landscape. You will need to be able to accommodate WFH and social distancing and provide a good work-life balance for employees.
Join us for this episode of Keeping It Real where we discuss the importance of having a great schedule with Abe Safa.
Abe is a top real estate agent, real estate coach, and business owner based in Myrtle Beach.
As a real estate agent your day is filled with an array of activities. Staying focused and getting everything that you need to done can be tough.
Abe will walk you through how he structures his daily schedule in order to produce at a high level.
If your routine isn’t helping you to get the results you're after you are going to want to listen up as we discuss how to set a schedule to make the most out of your day.
In this episode of Keeping It Real featuring Chuck Richards, Product Manager at Real Geeks, he breaks down the best ways to get the most out of your CRM!
Having a CRM isn't enough if you aren't using it. Chuck provides some best practices and suggest ways to identify opportunities already in your database.
If you don't feel like you're getting the most out of your CRM or want to up your game, you will want to check this out.
Join host Frank Klesitz, CEO of Vyral Marketing, as he and Chuck discuss making your CRM work for you.
Vyral Marketing will interview you on an HD webcam to create helpful Q&A videos which they then edit, optimize, and promote for an effective 36-touch program to your database. This way more people call you to buy or sell a home (or work for you as a real estate agent). Go to www.getvyral.com for pricing, how it works, reviews, success stories, examples, and to request free strategy call.
In this episode of Keeping it Real, Sascha Chatman and Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.
Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.
Discovery Phase The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.
The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.
Agent Utility Belt
This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.
Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach.
Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.
Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.
Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!
To check out the video for this epsode go to: keepingitreal.com
For more of Sascha:
Email: sascha@chatmanrealtygroup.com
Coaching Website: http://realestatetechninja.com
Coaching Course: https://bit.ly/RETNCoaching
5 Steps to Set Up and Promote a Home Seller Workshop Many homeowners want to sell their homes but don’t know where to start. If you learn to help them achieve their goals, they’ll come to you for expert advice. However, this leaves us with one more question — how will they find you?
While there are several ways to find your audience, one of the most effective approaches is to set up a home seller workshop. Take a look at the five steps to creating and promoting your workshop.
Set a Date The first step is to pick a day. Find a time of day when you think your target audience will be available to watch or listen to your presentation. Usually, many professionals are busy during the day, so the best time to schedule it is in the early evening, around 7 PM to 8 PM.
Develop a Curriculum Once the date and time is set, the next step is to create a curriculum. What will you talk about in your workshop?
If you’re new to the industry and not familiar with public speaking on a virtual platform, perhaps you can invite a guest speaker to have conversations with. For this method, the best format is question and answer. The topics you can cover can include top questions sellers are asking right now, like the following:
- What’s going on in the market?
- What improvements can I make to increase my home’s value?
- What do I do with my belongings when I move?
- How should I stage my home, so it sells fast?
- Do I need to hold open houses to get potential buyers?
Once you narrow down the topics you want to talk about, you can go to Google and search for the answers. While the information you provide is essential, what matters most is how you deliver it.
Your audience will listen to someone who exudes confidence and expertise, so consider this as you prepare for your workshop. Practice, practice, so you don’t come across as uncertain of yourself. If you don’t trust what you say, your audience won’t, either.
Set up a Home Seller Workshop on Eventbrite Now that you have the date and the curriculum ready, the next step is to create an event with a good title and develop a sales copy for the event. Make sure to explicitly mention what the main points of your workshop are and what value it will bring to your viewers.
If you have additional offers such as free virtual consultations, special guests, and home price offers, include them to increase your appeal.
Customize the Registration Page After that, you need to develop a registration page. With Eventbrite, you can customize the page to include the essential details, such as:
- Name
- Email address
- How did you come across my workshop?
- Link to the workshop
Once they submit their form, you can collect their information and save it in your database. As the event nears, get in touch with them by either sending an email or texting them. Calling them three times can increase the conversion rate because it will let them know they’re wanted in the event, so they will be more inclined to go.
Reach out to a Wider Audience If you want to widen your reach and tap a more significant number of people, you can do so in various ways. For instance, you can:
- Send out an email to your existing database
- Make a Facebook Ad
- Send direct mail
- Use an affiliate program
- Call people personally
With these steps, you’ll be sure to produce a successful workshop. While these steps serve as a good starting point, be sure to customize them to fit your needs. The more authentic and personalized your pitch is, the more you will grab people’s attention.
The Power of SEO and Area Pages With Bob McCranie Do you want more lead traffic to your website? In this episode of Keeping It Real, we explore the latest SEO best practices with Bob McCranie. Bob is the Broker Associate & Team Owner at Texas Pride Realty Group - HomeSmart Stars and an expert on utilizing SEO best practices and Area pages in his strategies.
Join host Frank Klesitz, CEO of Vyral Marketing, in breaking down the strategies and best practices behind a robust, high-conversion online presence in today's evolving digital landscape.
If you need some help optimizing your site, tips on how to turn up the volume on your current lead flow, insight into different strategies that have provided wins for agents across various markets, check out Bob's Area Page lead generation strategy!
Top 3 Ways to Generate Lead Traffic & Boost Your Sale Funnels' Visibility in Your Market Bob, a Brokerage Associate & Team Owner at Texas Pride Realty Group - HomeSmart Stars, shares the techniques and strategies he deploys to increase overall visibility to prospective clients in his market.
According to Bob, he deploys three unique strategies to get leads. These strategies roughly refer to attraction marketing, SEO & optimizing his website based on popular search engine optimization guidelines, and demographic farming/cultivating his existing audience.
Let's dive more into these strategies and find out how Bob executes them to get as many leads as possible.
Attraction Marketing Attraction marketing, also called event marketing, is Bob's number one strategy. This strategy is based on the idea is that you don't have to run Ads all the time or cold calls but have people gravitate towards you because of who you are in the community. In the case of Bob, he's a well-known Broker Associate with long years in the industry. Newer agents can begin working on their community visibility by hosting events.
You can draw people to you by hosting events, posting about them on social media, and generally being a social connector. It doesn't have to be a real estate event, but any event that serves as a lure to connect with people.
Some of the events you can host include:
- Kite Flying, BBQs, & Outdoor Events
- Theater Events, Movie Nights, DriveIns, Concert in the Parks, etc.
- Recycling Events, Food Drives, Community Service Events, etc.
Starting successful community events takes consistency and patience. Make a schedule and stick to it when promoting your events. You can put up physical signs around your area. Put up flyers at your local coffee shops and gyms, and utilize social media ads. These have proven very effective no matter which markets you are located in.
Putting in a constant effort will build attendance over time, and before you know it, you will have collected a community of regulars at your events that can also serve as a potential client base. Networking greatly helps get leads, even if not by a massive count at first.
Your Website The second and perhaps most important is internet marketing, specifically SEO. Your primary medium is your Reel Geeks website, which helps you draw in more organic leads. You still run Google ads, which brings you steady business.
However, you must have a website to lead your potential leads and provide them with the information they need.
Of course, just having a website is not enough – you need area pages. Bob stresses the importance of area pages and being specific about where you want your leads to go. He combines social media and SEO, focusing locally on his pages.
No one looks for real estate in the main city. People always look for the suburb or neighborhood they are looking into.
You create business pages for each suburb of the city you're covering. Each page must have a call to action that takes the reader to the actual area page on your website. It has to lead to the direct page for the city or suburb, not the homepage. It helps to pre-fine all searches as much as possible, directing leads where they want and giving them satisfaction.
Demographic Farming Bob's last strategy has to do with demographic farming, which is about cultivating or nurturing your lists.
In this example, he developed his holiday list using postcards sent creatively and in good fun. For instance, he would send a holiday postcard in June or Valentine's Card with a humorous caption. Of the many postcards he sent, the most creative and successful is the tagline, "No, I don't want to buy your house." Bob doesn't want to buy your house, but he can sell it at a 30 to 40% better price than others in the market. The idea is to keep it fun, so people will look at the cards or mail and know what Bob has to offer.
Conclusion Per Bob's experience, the strategies that can help you bring in leads are – attraction marketing/events marketing, SEO and area pages, and demographic farming. Add them to your process, and you can turn up your current lead flow to the highest volume.
We are excited to welcome back one of our favorite guests, Lisa Chinatti, for this episode of Keeping It Real. Lisa is a top producer based in Westford, MA, with over ten years of Real Estate experience. We are also joined by Jason Posnick, the Sales Manager for the Chinatti Realty Group and has an enormous passion for developing others, solving problems, and conveying positivity into people’s lives.
The market is hot right now, and we see a lot of areas with low inventory. Lisa gives you her tips and shares what she and her team are doing to maintain their seller lead flow.
Lisa and Jason break down the most effective approaches to 5 different lead sources and how to create a plan that meets your needs regardless of which market you are in.
Join host Frank Klesitz, CEO of Viral Marketing, as he, Lisa, and Jason dive into generating new seller leads today. If you are looking for a way to generate more seller leads, you will want to check this one out and take notes!
In 2007 Rob Chevez began a local MeetUp focused on empowering real estate entrepreneurs to build wealth and create a legacy. Less than 10 people attended the first meeting. Now, what is known today as GRID, has grown to over 16K+ members in 8 states and over 18 locations.
Millions in revenue have been generated from the training, tools, and connections created by the GRID network alone.
GRID is a global network of real estate entrepreneurs who believe collaboration empowers, shapes, builds and transforms you. Becoming a real estate investing pro is best done at the local level – with local knowledge, local contacts, and local resources to help you grow. All and all, Rob shares a great passion for empowering real estate entrepreneurs to build wealth and create a legacy.
What’s your motivation and how did you start?
“I started thinking about a way to go from a 1 to 1 communication to a 1 to many. As your starting to build a business you know you have to build a database. You do that by having a cup of coffee with somebody, or prospecting somebody, or talking to a lead ... What would the world look like if I could actually create something of value that would attract 20 people, 30 people, 40 people, 100 people to me at one time where I then have the ability to pour into them on a topic that I love and we could just talk about it. So that’s where the idea came from. I wanted to build my database, I wanted to lead with value, and it started with 5 people and it just kinda grew from there… Before we knew it there were over 100 people in the room and we were all just talking about what we love to talk about which is building wealth and buying real estate investments and I would help facilitate those discussions. ” [Rob Chevez 4:10 – 5:16]
How to Provide Value
“Before you decide to do something like this, I really believe you have to have some content/context, you need to be doing it, you need to be in the game already. My wife and I had been going to real estate investment association groups for 5 or 6 years prior to this … buying real estate along the way. I remember going to these groups and saying to myself ‘This could be done better, there’s no cohesion in this conversation. They're giving you just enough information to be dangerous but not all the information.’... What if I just gave the information out for free so we could do more deals? What would an investor need to know first?” [Rob Chevez 6:48 – 7:49]
Rob started by examining his and his wife’s own experiences with real estate investing throughout the years and came away with several foundational topics that he felt would bring the most value to do a deep group dive on.
These topics would serve as the general structure for Rob’s MeetUps with one meeting a month at about 2-3 hours each.
“You spend about an hour to an hour and a half on a topic and people get really into the topic … You get 30 minutes of intros because I wanted people in the room to learn who is in the room … after the topic, the most important part is people in the room networking with each other … Once the topic was over people would talk to the people they had an interest in talking to and I made sure that I was a power connector. That I was helping them build their database. ” [Rob Chevez 8:55 - 12:30]
“The way you provide value is: you help someone make money, you help somebody save money, … or you're trading them information that makes them smarter … Go from being a transactional agent to being a transformational agent. ” [Rob Chevez [21:33 - 23:39]
Provide a Platform
“What I learned is I pulled people into the conversation so it was never a monologue … I made sure that I made my members part of the experience and the discussion. Of course, everyone wants a platform, and this gave them a platform to show what they were doing. We celebrated successes in that process. ” [Rob Chevez 12:33 - 13:15]
Providing an environment to facilitate relationships is one of the greatest ways to provide value. This mindset in creating your own mastermind groups will result in meet-up events that go beyond the standard networking event.
Reach
Promote your meet-up across all your regular channels (Facebook, Twitter, Instagram, TikTok, LinkedIn, etc.), email lists, and even linked in your email signature.Rob also live-streams his meetups and provides a playback on his youtube channel. This is another great way to expand your digital footprint. Feature video content of meetups and any highlights from your Meetups in your workflows.
Would you like to know what to say to address today's most common seller concerns?
In this episode of Keeping it Real, we speak to the #1 real estate agent in Michigan, Jeff Glover.
We made a list of the top 10 seller concerns for this Spring 2022 market (which you'll need accurate answers to) when asking for an appointment or a signed listing contract.
You'll get the answers to questions like...
Why do I need to pay a real estate agent in this hot market?
Why can't I just sell my home myself?
Why can't I just pay you to bring me a buyer?
Where will I move when there's not much for sale?
Other real estate agents are willing to take less.
I want to hire a friend or family member to sell my home.
We need to finish a few projects before we put it on the market.
And more...
If you want to know the answers working on the phones and at listing presentations, in this market, come join us for this week's Keeping it Real with your host Frank Klesitz.
We give Jeff all the objections, and he answers them - be prepared to take a lot of notes!
In this episode of Keeping it Real Frank Klesitz shows you how to write and mail the “Golden Letter” for seller lead generation. Yes, an actual USPS letter using a real stamp to put in the hands of possible sellers. This is a personal message, in a #10 envelope without your logo on it (so it gets opened), that you send to the neighbors of a house that just sold, letting them know you have a buyer for them too.
In it, you’ll ask them to call you to find out what your buyer would pay for their home.
Of course, you’ll only write the letter ethically by representing a real buyer, either a retail buyer in your CRM or an institutional buyer who provides instant offers. There isn’t any buyer personal information in the letter.
Frank takes you through the steps of how to pull the mailing list, format the mailing list, write the letter, and mail it using a mail house that will print, stuff, and mail them for you at the cost of about $1 a letter. The cost can get down to about $0.85 a letter at volume, and you always mail first class pre-sort (never standard/junk mail rate).
We also go over how to get these buyers, how to get a commission agreement with the sellers signed, and how to handle the inbound calls.
If you are looking for a timeless way to generate seller leads that will consistently and predictably get people to call you who are interested in selling their home, this is it.
The majority of leads in real estate don’t automatically convert into appointments or sales. Most of the time, they just end up stuck somewhere in the conversion funnel. If you want to get them out of the funnel, a bit of help is necessary.
In this episode of Keeping It Real Anna Krueger shares some of her tips to learn how to successfully turn leads into appointments.
Tips to Convert Seller Leads to Appointments Here are some tips that can help turn a seller lead into an appointment:
Keep the Seller on the Phone The problem is most seller leads don’t expect to be called and would often brush you off. When the seller says they’re busy, follow this 3-step process:
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Pattern your greeting with gratitude, saying, “I’m glad you told me.”
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Ask them when it’s better to call back.
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Ask them, “Hey, what’s got you thinking about moving?”
Asking these questions usually earn you a response, which you can use in turn the next time you call them. The most important thing here is to keep them talking even though they said they were busy. Why? Because if they were actually busy, they would ask you to call some other day.
Maximize Chances of Sellers Answering the Phone How can you do this? Here’s what a Harvard study says, “If you call a new lead six times in six days, once a day for six days, you have a ninety percent chance of them picking up the phone or calling you back.” Most agents found they often just needed to call twice. In this sense, you simply need to be tenacious and keep calling the lead until they pick up.
Use SMS and Email In addition to calling six times in six days, take advantage of text messages and email. You don’t need any lengthy email newsletter for this – just a blank one with a single subject line that says: “I left you a voicemail.” Just this, and you can already get tons of calls back.
Use Voicemail The goal of the email is to get them to listen to the voicemail you sent, which is a more personalized way of telling them your purpose. There are two strategies you can utilize here, which are:
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Don’t leave a voicemail – The first call you leave, don’t leave a voicemail. Many of them will call back out of curiosity.
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Leave a voicemail – The structure is to tell them about the benefit of your team and a specific time to call you back. Create different voicemails about this, and you can increase the chance of them calling back.
Personalized, One-on-One Video Another strategy you can’t miss is the use of videos. You can insert it into the emails as a visual version of the voicemail. One tip is to call each lead by their name, which calls on their emotions and makes them feel closer.
According to Anna Krueger in her real estate class BOLD, “Logic makes people think, emotion makes people act.” This shows that if you know the seller’s emotional reason for moving, you can make them act way more than simply telling them the logical stuff.
Conclusion There are many other strategies you can utilize to turn your real estate leads into an appointment. However, really the most critical key is to hold onto their motivation. When you know what made the seller want to move, then you’ll know the right words to convince them.
If you want to turn your leads into appointments, it’s crucial to have the right platform to track them all. Such software is vital in scoring leads, nurturing leads, optimizing conversion rate, engaging customers, and more. One of the best ones on the market today is Real Geeks, which is an all-in-one real estate solution.
In this episode of “Keeping It Real” host Frank Klesitz discusses how you can transform real estate and CRM goals for 2022 into real-life results with special guests Brendan Bartic and Todd Tramonte.
The Importance of New Year’s Resolutions and Actions in the Post-pandemic Real Estate Space The world has changed drastically because of COVID-19. Many major changes have taken place in the real estate industry. Learn how you can take concrete steps and decisive actions to adjust to the post-pandemic changes through the New Year’s resolutions and actions of Brendan and Todd.
Culture First: From Resolution to Action Brendan shares what he learned in 2021 after he and his real estate team initially built on the wrong fundamental structure by focusing on productivity: “Culture first… The big thing I learned this year is: If you don’t have the culture, you can have the best, most aggressive agents on earth, you’re not gonna get very far.”
As a result, he and his team now resolved to prioritize culture moving forward. He emphasizes their new goals: “We follow our three Ps: People, Progression, and Philanthropy.” He applies these principles by changing which attitudes and behaviors they allow and don’t allow among their team members. He also provides more creative options to both buyers and sellers so they can find a suitable solution for their needs.
Brendan educates himself to become a better leader so he can inspire his team to become better real estate agents.
Voice of Reason: From Resolution to Action Todd shares what he learned in 2021: “How absolutely overwhelmed our client is.” He explains that he observed that many people felt confused and exhausted after hearing different messages from different sources during this pandemic in the real estate field and beyond.
That’s why he and his real estate team aim to be the voice of reason and clarity in 2022. He plans to achieve this goal by tailoring their message to give clients reassurance and reliability. He offers simple, straightforward solutions to their real estate needs amid the overwhelming factors in real estate transactions.
Todd also realized the power of onsite work interactions. He fosters mutual trust in the company by working shoulder-to-shoulder with his team every day.
His resolutions align with his overall work inspiration: “The only reason I’m building a business is to have a life of purpose and impact. A life that actually matters, that I’m proud of.”
Transform Your New Year’s Resolutions Into New Year’s Actions With the Help of Real Geeks If you want to transform your New Year’s resolutions as a real estate agent into tangible actions like Brendan and Todd, you can partner with a competent IDX provider like Real Geeks. We offer an all-in-one real estate solution so you can grow your business in the upcoming year. Level up your real estate venture through our custom IDX real estate websites, web design, drip system, and CRM services.
Are you looking to send lead generation emails to everyone on your database, past clients, or unconverted leads in your CRM? A great email marketing strategy is to send emails that contain details regarding how much their home is worth or if they’re interested in getting an offer for their home. In this blog post, we’ll guide you through the steps you need to know to set up your magical seller lead generation email.
Sending Out Leads When you send emails, make sure that you send to warm leads rather than cold ones, and make sure to make it personal. No one wants spam in their emails and everyone knows what a templated email looks like, so don’t send out one of those. If it looks like junk mail or if it doesn’t look relevant, people are more likely to throw it away or unsubscribe.
Where to Get a List of Emails Before you can send out an email, you need a list of email addresses. These emails can be found from all of your contacts on Outlook, or your Gmail. Proceed to export all the people on your contacts to your email marketing program. Do the same for everyone on your cell phone and put them in a different spreadsheet. Then do the same for your existing CRM, whether you’re using Real Geeks or something else. Export everything except anyone who has unsubscribed from emails in that system. Another source is a dialer — these will make calls for you and may lead to people you’ve spoken to. Export these into another spreadsheet.
Scrubbing Your Emails Next, we need to scrub these emails — use NeverBounce.com to ensure that you don’t get bounced emails. This works by providing a ping to the email addresses to see if the actual mailbox works. A $50 subscription will be enough to scrub a couple of thousand emails, and businesses of all sizes use this tool.
Eliminating Duplicates While you now have 4 to 5 spreadsheets of scrubbed emails, you will probably have a bunch of duplicates too. Use Myemma.com or Zoho Campaigns will help you send your marketing emails. Other tools include MailChimp and Salesforce for the big players. Upload each spreadsheet into your email marketing program so that the system automatically eliminates duplicates of the same email address. Now, you have a scrubbed, no-duplicate list of all your best contacts ready to get an email from you.
What To do When the Domain Name isn’t Authenticated Be sure to do an SPF DKIM Authentication — Google will have a help file on how to set this up. Going through this process will significantly improve the likelihood of sending this email to mailboxes where it would be tagged as spam.
Enjoy Limitless Lead Generation With the steps above, you should be able to get a wealth of leads from emails sent to your contacts. However, this isn’t meant to be done all the time and you can’t send out an email every single week. Keep in mind that this method is best used about once a month or once every two months.
You can download a pdf of all the emails from this episode HERE
Chris Watters, one of the top real estate agents in Austin, is our guest this week on Keeping it Real - LIVE from Inman Connect in Las Vegas!
In 3 years, back when he re-launched his real estate team correctly after burning it down, he went from earning $0 in real estate to $1 million dollars net income (after expenses), all while out of production. It's a pretty incredible story on scaling up a real estate team.
In short, the secret is he started recruiting agents immediately to his online leads. In addition to that, Chris raised money from local businesses who benefit downstream from new movers (not on the settlement statement), all who chipped in financially toward his marketing costs to buy the online buyer and seller leads in the first place.
This is one of the fastest stories of scaling up a real estate team we've heard on Keeping it Real. We're excited to interview Chris so you can model his success. If you're working to build up your real estate team fast from scratch, this is one you should tune in for!
For a complete transcript of this episode go to KeepingItReal.com
Daniel Priestly is an internationally recognized leader in strategy and technology for entrepreneurial businesses based in the UK.
In the next Keeping It Real as host Todd Tramonte and Daniel dive into Daniel’s book “Key Person of Influence”. They will explore some of the simple but powerful steps to help you make your mark.
“Key Person of Influence” details the five skills that will make you more “vital”. Join us to find out how you can utilize these skills to make you the go-to person in your market!
You can get a free pdf version of “Key Person of Influence” on Daniel’s website here.
Craig Schneider has been a driving force in Rochester’s new construction residential real estate sector for more than 15 years.
Craig was a Real Geeks user but left after frustrations with building his brokerage around the website and CRM. He experimented with using many different platforms for his business that eventually didn’t work out either. He'll discuss what he was looking for, why some of the platforms he tried didn’t work for him, and why he eventually came back to Real Geeks. PLUS, how he’s using it now!
Join host Todd Tramonte as he dives into how Craig has been able to maximize the Real Geeks platform for lead generation and distribution for his entire team with a very high return on investment.
Join us for this Keeping it Real where you’ll learn how to reconnect with your neglected past clients, sphere, and lead nurtures so more people call you without spending a lot of money.
You’ll learn a simple process to export all your contacts into one file - properly de-duplicated and scrubbed - so you can email them a re-connect message about the latest local real estate news. You'll get a copy of this message on the show.
Then, you’ll put everyone on a “36 touch” plan so you’re top of mind as their go-to real estate agent. You’ll even be able to track who engaging with you so you can follow up.
The strategies you’ll learn to do this are inexpensive and simple. As a bonus, not only can you reconnect with your database, but you can also work the databases of other agents in your market for a referral fee – a low-risk way of generating high-quality leads for yourself.
Join Frank Klesitz this week to learn everything you wanted to know about how to get the most business from your #1 asset – all those emails, phone numbers, and mailing addresses sitting in your Gmail, Outlook, mobile phone, and CRM(s).
Kevin Kauffman and his business partner Fred Weaver have 25 agents on their real estate sales team in Phoenix. They sold 306 homes last year ($110 Million).
They originally set their agent splits based on what’s taught in the Millionaire RealEstate Agent book. Their bottom line, however, was only 10-20%.
After reflecting on that, they decided to actually increase their agent splits to 60/40 and70/30 (in favor of the agent), while cutting all the fixed, hard costs their agents saw as “low-value,” but in fact were very high cost to them.
Kevin says his agents are happier than ever, keeping more money, and his business is now more profitable than ever. This is a topic we wanted to dive deeply into with you!
Join Frank Klesitz and Greg Harrelson for this insightful Keeping it Real.
We talk about the optimal way to pay your agents if you have a real estate team. Kevin shares how he did it, how his numbers work, and why it was the best move for their agent/team model. This is a hot topic with a lot of opinions - this is an exciting discussion!
To hear even more from Kevin:
Join Kevin's Facebook Group
Listen to Kevin's Podcast
Watch Kevin's Youtube channel for Realtors
Dan Noma is on the show this week to share how he created EasyStreetOffers.com to help homeowners know all their options when selling their home.
It's working - he sold 1,800 homes last year with this simple message in hyper-competitive Phoenix, which is ground zero for all the iBuyer disruption.
Dan uses direct mail, Facebook, TV, and phone calls to let homeowners in Scottsdale know he has multiple buyers ready to go for their home.
When homeowners call to learn more, he asks them to send in photos of their home (or an agent goes on an initial discovery meeting to get the photos), which he submits to his institutional buyer relationships for a real, actual offer right away. The offers are very competitive, not low-ball investor offers.
Now armed with those offers upfront, and an accurate CMA, his agents guide the seller on the next steps best for them (i.e. you can sell it yourself, take the instant offer, or list it with us).
Join Frank Klesitz and learn how to tweak your seller lead-generation message for the best response (get an instant offer), and how to actually help those sellers when they call from your Guaranteed Offer messaging. Dan fills you in on how to partner with institutional buyers who will make very competitive offers too, so you're honest and authentic in your message.
Spring Bengtzen’s real estate team of 27 agents – located about 20 minutes outside of Salt Lake City, Utah – has already sold 259 units as of August 2021. If things continue in this hot housing market, they will likely sell around 450 homes by the end of the year.
Spring got her operational costs down considerably by hiring an international team of virtual assistants, so she can invest more resources into her agents and the customer experience (5-star agent communication, which is the #1 complaint of homeowners working with an agent). She’s also working on the ancillary side of things, like opening a title company, to stay competitive.
It was only five years ago she was ready to leave the business entirely and go back to being a hairdresser – barely making any money with a very small team. Since then, she’s been watching Keeping it Real and implemented the systems(and philosophies) of our guests. Spring shares what she’s learned about seller lead generation, recruiting, hiring agents, selling homes, and streamlining your operations. She also just transitioned her brokerage to ΓEA⅃ this summer. You’ll hear her thoughts on that decision, too, with the recent explosion of brokerage options in the space.
Join Frank Klesitz for this Keeping it Real and learn how you too can model what Spring’s doing to grow your real estate business!
Are you thinking about hiring your first buyer or listing agent? Maybe you've increased your real estate agent recruiting given the demand for real estate this summer?
If that's the case, join us for Keeping it Real this week to learn the optimal way to onboard a new real estate agent to your team or brokerage.
Frank Klesitz will interview Greg Harrelson (our guest this week) on how he gets a brand new real estate agent with minimal resources up to speed so they are selling homes within weeks.
This is a great interview if you're a brand new agent - you'll learn how to get yourself up to speed! This is a step-by-step instructional interview with the exact steps for a new real estate agent to take.
In this episode learn how Steve Kozlowski from Irmo South Carolina, was able to take his business from only 16 deals to 60 in just 12 months by shifting his business.
Hear how he was able to shift from a buyer-dominated business into a seller-dominated business and how in the last week alone he took 4 FSBO listings.
JP Wells is a sales manager for a team of overseas telemarketers who make 600+ dials a day each to find someone who may be thinking about selling their home.
Once they speak with a homeowner who is interested in getting an offer on their home, they pass the lead to a licensed agent for a conversation.
Join us for this Keeping it Real where we’ll dive deep into the numbers of prospecting homeowners directly over the phone. While we are not attorneys, we’ll discuss the legalities we are aware of (DNC, TCPA, state licensing requirements) along with what calling lists work best, how to append phone numbers, hiring and training a virtual assistant to make the calls (with general pay ranges), the proper scripting, and what metrics one should hit to have a reasonable chance of success where you make 4x+ back in commission income.
If you have a CRM with a lot of archives in it, it’s also great idea to have them call all the people who haven’t bought or sold a home with you. You can also put them on Home Value email updates when you get permission to stay in touch over the phone.
Join us for a deep-dive on outbound prospecting for seller leads when hiring a virtual assistant to do most of the heavy lifting for you.
JP’s Scripts:
Circle Prospecting
FSBO
New Buyer Leads
In this episode of Keeping it Real with Greg Harrelson of Century 21 The Harrelson Group and Frank Klesitz of Vyral Marketing features Ashlee Nath. Discussing, “Getting Started as a Brand-New Real Estate Agent in 2021,” you’ll hear tips on how to hit the ground running as a new agent and strategies approaching the market in a new way, even if you’ve been in real estate for decades.
Nath began her real estate career as a home stager and transitioned into becoming a transaction manager, and then determined that she could be an asset as an agent, and decided to take the test for her license through Kaplan online in three weeks. She didn’t plan to rush through, but while doing it realized that she could be learning scripts and reaching out to clients to let them know she was in school. For others that would like to get started, Nath suggested that soon-to-be agents can learn scripts, start conversations, and set up their social media. “They can start learning scripts before they have their license,” said Nath.
Using Social Media as a Real Estate Agent in 2021 Nath was strategic in building her client base. She chose to start with Instagram as a lead generation tool and searched for people posting near her in Colorado Springs. She’d make comments and like their posts and start following people, and they would do the same. She would like up to 200 items per hour. “I started focusing all my time and energy on social media,” explained Nath. “I learned everything from webinars!” Nath would look at someone’s Instagram page and make sure they were a local who had posted recently and had interests similar to hers and then she would send a personal message, using their name and referencing something from their profile which sparked her interest. To her the key was that she “made it beneficial for them as well as me.”
Over time, Nath learned what was good to post live vs. as a story, and found that an 80:20 ratio, with 80% of posts relating to her life as a mom and 20% of posts involving real estate was a good mix for her audience. “I want them to see I’m a human as well as a realtor,” Nath said. “You were proactively recruiting and prospecting,” Klesitz said,“reminding listeners that Nath “would make 50 attempts a day to reach out to people in Colorado Springs.”
According to Nath, her main message was not about real estate, it was about creating local relationships and “getting to know people in my community.” And, it worked. She doesn’t spend as much time prospecting on Instagram now because she is really busy with referral business and past client repeat business.
Nath also used Facebook but does not consider it her main source of social media. She posts home listings in groups and on local buy, sell, trade pages, but only shares a price and size range rather than exact details. The reasoning is that then the viewers had to click links to her unbranded Real Geeks property landing pages which required registration before showing home photos. Once she saw the leads sign up on Real Geeks, she would engage them in conversation. She felt they were warmer leads since they were already looking at homes. This strategy alone resulted in her selling 10 homes her first year.
Real Geeks Property Landing Pages Convert Easily Nath said she used a landing page on her Real Geeks’ website and would post a short description and link the page to 5-10 local groups a day. She did not post to the same group every day, but rotated between 15 groups. Of those 15, Nath said 5 had the largest audience and better traction, but that posting to all made it more comprehensive. Klesitz noted that in doing so, Nath uses Facebook as an inbound strategy, whereas she uses Instagram as an outbound strategy. Harrelson and Klesitz were impressed as they calculated that she generated 150 free leads off Facebook where ten of those turned into deals, giving her close to 7% conversion through organic posting. Harrelson appreciated her approach in using forced registration when the leads came to her page. “They volunteered their information, now that’s a qualifier,” said Harrelson, adding that the qualifier brought conversion. Harrelson reminded that every Real Geeks user could generate leads using the property pages on social media. “Property pages have share buttons that make sharing it simple,” he said.
In addition to social media, Nath said she built her database from looking through her phone, checking who had come to her home for dinner and who she knew from volunteering at her kids’ schools. She contacted people she already knew to have more face to face “let’s go get coffee” interaction and was involved in “Mom groups” which allowed her to meet more people and grow her sphere of influence. “It’s all about keeping those relationships and nurturing those people,” Nath said. Even if they didn’t need her services, she knew, “they may know someone.”
Nath uses gifts to stay top of mind with past clients and contacts, delivering about 300 gifts each month through what she refers to as monthly pop-bys and events. She shared an example of a personalized art card + flower seeds that was sent and explained that at Thanksgiving mini bundt cakes were hand delivered by their real estate team with the message, “we’re nothing bundt thankful for you.”
Harrelson mentioned that she’s created a formula and that “she came across the formula naturally.”
“She chose something that fit her personality style.” He described it as authentic, intentional, simple, and consistent. “She created a routine and she delivered value,” he said explaining that it works as she, “leads with the give and lets the take come in some sort of reciprocity.”
In this episode of Keeping it Real, Frank Klesitz of Vyral Marketing and Greg Harrelson of Century 21 The Harrelson Group interview Jon Carbutti on the topic of “How to Start Your Own Independent Real Estate Brokerage”. Jam-packed with actionable advice, you’ll find this Real Geeks training will have you considering the advantages and challenges that come with creating a team and/or brokerage, and accepting responsibility for its success.
“You gotta be a little bit of crazy to start your business,” admitted Carbutti, “to be your own broker. But the right kind of crazy, the right kind of risk taker. You've got to believe in yourself and you’ve also got to have a written plan.” Listen to the story of how Carbutti went from being a top producing real estate agent to a business owner, broker, trainer, and leader of a top producing team. This Real Geeks training will show you why Klesitz, Harrelson and Carbutti agreed that “not everyone should become a broker,” but it also may inspire you to build a team.
Carbutti purchased his brokerage from his father in 2010 and recalled that he had no idea what he was doing at the time. “No one told me I was getting into the human resource business at the time,” he said. Carbutti also found that the company was filled with agents who didn't respect the son buying the business, as many of the agents had been with the company longer than he had. This required him “to step up and take a leadership role” and shift his mindset from being the top producer to being the leader and broker.
Leading a Real Estate Team Requires Reflection “I used to think nobody could do it better than me, and I was wrong.” Carbutti revealed. “I used to think I was the best at listing presentations, somebody else couldn’t possibly do that.” However trying to do it all and micromanage everyone else on his team was not a successful solution. He had to learn that other team members needed success and could be responsible for listing presentations and didn’t need to be micromanaged. He learned that you need to hire the right people to make systems work and that risk is a critical element to success. “Definitely do not... hire the wrong people,” urged Carbutti. “Don't be desperate to fill the seats.”
Carbutti shared that he was able to make these changes by gaining accountability through working with a coach. “I've always been a doer,” explained Carbutti. “Even if I didn't know what I was doing, I took action and I implemented.” He said that in the beginning of running his business, he “created a lot of monsters” because he started relationships based on money and thought profitability was based on volume. However, Carbutti had to reconsider his approach because his business model wasn't working. He added that he realized he needed to be a leader for his team and not mix roles, once he understood that “The agents that are in production can feel threatened by the sales manager.”
Klesitz asked Carbutti about his biggest mistake and Harrelson and Klesitz both nodded and related strongly when he said, “signing a lease with my Dad.” Harrelson added that building lease arrangements, family linked or not, is “one of the biggest challenges as the owner of the brokerage.” Harrelsoon warned anyone thinking of signing a building lease to think it through. "Be careful and be cautious," Harrelson said, “It's one of the hardest things to unwind if things start going south.”
What Worked for Carbutti? One of Carbutti’s successful first steps was running radio ads. “Nobody in my marketplace was doing it," he said, so he signed up for three spots a week and a morning show and the phone started to ring. He shared that conversion from listings to signed contracts is over 85% from his radio ads. His call to action on the show is to call or “Google us,” Carbutti shared, explaining that it makes it easy for clients to connect.
Carbutti also shared that he’s often surprised by what interests his clients, so he tries to be consistent on all sides because it all works together and yields results. “A lot of these buyers coming in are actually sellers disguised as buyers,” he said. Then he told a story about a couple that needed help with a transaction and how he wasn’t sure how it was going until the end when the client turned to him and said, “By the way, I really like your videos…” Carbutti said he went back and reviewed the clients’ record and found that the couple had been in their system for 3.5 months, but had never responded to emails or calls, even though they’d been actively paying attention to his messaging. He then said that particular client has done six transactions since!
Moments like those teach Carbutti that he doesn’t know everything about client behavior, real estate, or how to run a team. He uses a recruiter to hire and train and says his role is to inspire and attend huddles. Talking about his teammates, Carbutti said, “I want to know the name of every single person that works at my company and I want to have a relationship with them.” It’s very important to him that his agents feel they are a part of the team. “They understand that at the end of the day, we have their back,” explained Carbutti.
Inspired by Carbutti’s methods on team building, which seems to be a cross between a team and a brokerage, or “teamerage, ”Harrelson said, “We shouldn't be trying to build a brokerage. We shouldn't be building a team. We should be following the pattern of Jonathan.” Klesitz agreed, adding, “A brokerage is an extension of your character,” which is what Frank says explains Carbutti’s success.
Our guest Linda McKissack was arguably the first real estate agent to stop selling houses as a lone rainmaker. She built a real estate team when the concept was foreign to the industry and invested the proceeds into rental property and brokerages to build a multi-million-dollar passive income stream.
Today, she owns over 110 long-term rental properties, 16vacation rentals in Branson Mo., 6 commercial buildings, 4 real estate franchises… and it all started from building one successful real estate business with the power of leverage.
You’ll learn on this show…
- The change in thinking it takes to build wealth vs. income in real estate sales
- The day Linda decided to never go on a listing appointment again
- The first key hires Linda made as she stepped out f her production role
- How she bought rental property at scale (while still running a real estate team)
- Her decision to invest in her first brokerage; and how she expanded to several more
If you’re interested in “What’s Next” beyond selling homes for a one-time commission. This will be a smart business discussion on the “air-game” it takes to build real estate assets (brand, database, systems, people, culture, rental property, etc) to complement the “ground work” of earning commissions to pay for your lifestyle while investing the difference in passive income streams.
In Keeping it Real: How to Hire Virtual Assistants for Your Real Estate Team with Dave Friedman, Frank Klezitz and Greg Harrelson explore options for hiring virtual assistants to enhance productivity in real estate. Learn practical advice on growing a team through training and utilizing overseas talent and resources in the Real Geeks training.
Friedman explains how he grew his business and sold over 400 homes in 2020 with the help of his hybrid US and overseas based teams. Having created a business which is 93% team generated,Friedman’s insight and expertise in using virtual assistance overseas is unmatched. Listen in to hear real examples of ways to train, teach, and create systems that will streamline your business through the use of virtual assistants in this video.
Keeping It Real LIVE with Frank Klesitz of Vyral Marketing, Greg Harrelson of C21 The Harrelson Group, and Lindsey Jackson of Real Geeks examined Facebook lead-generation ads and what makes each work!
“I went through the top 100 real estate agents,” Klesitz reported, “looked at what they were running and took note of themes.” In doing so he was able to see a clear picture of what works and doesn’t work in today’s market. Accessing the Facebook Ads Library as a tool is a game changer. It can be accessed at: https://www.facebook.com/ads/library/
This episode details current ads, targeting methods, and landing pages that are generating leads right now, and explains why they worked so well. ROI and actual cost per lead type are discussed, allowing agents to have the info they need to plan and run successful Facebook marketing campaigns.
Discussing ways to retarget audiences, Harrelson also explained the basics of the advertising he runs. “For the best conversion,” he said, “I’ve been running seller leads ads. Harrelson does this by creating specialty community Facebook pages, rather than using the main company page. Jackson explained that ads can be very market dependent and that it’s best to have 20K people in each audience, if possible. She also shared that more expensive homes meant more expensive ads in most cases, due to increased competition.
Harrelson agreed about the competition and the need to adapt advertising to the market. He urged agents to not be complacent and said that even he didn’t have “magic ads,” which means his team is always testing to see what works best in a given market. Harrelson suggested paying attention and accumulating an audience of people who didn’t fill in the form (known in retail as cart abandonment) to retarget.
Generally speaking the group agreed that it was better to have the lead taken to a lead capture page with a sign up form rather than a general website page. Jackson shared that funneling leads in through a property detail page where a lead signs in through a Facebook login, results in a highly effective campaign, “especially when you’re on your phone,” she said. These ads create a pattern which has the lead returning to the site on a daily basis. When A/B testing, Jackson said that the aggressiveness of the copy is a key area for testing. Klesitz introduced the idea of dynamic creative, where the ad or ad image is chosen based on performance.
Jackson said ad fatigue is real and that you have to constantly be testing new ideas for ads. Homes with pools work really well, she explained, “but just make sure that it matches.” For instance, if you’re advertising pool homes, don’t share a picture with snow, show a home with a pool.
Klesitz shared his view on the 4 tiers of advertising.
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Tier 1 - Uploading existing past clients and databases and using a pixel to retarget your warm audiences. Harrelson uses ExactDial to find out client contact information. Klesitz suggests a budget of $5/day and unique messaging since they’ve had contact already.
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Tier 2 - Send to Facebook cold audiences all throughout the city, within the restrictions Facebook places on housing ads.
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Tier 3 - The Greg Harrelson level which targets a cold audience in a specific community.
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Tier 4 - Next is cold leads. This is radius based (15 miles), age and gender are set to broad. Look at interests that are in the home owning process. “Broad is better,” explained Klezitz and Jackson. The algorithm creates the audience based on look-alikes. “In smaller towns you can get away with a small audience,“ said Jackson.
In discussing the metrics, Harrelson knew that it cost him $2.40 for each seller lead in his custom audiences. “When you’re capturing seller leads online, you’re capturing them very early in the funnel,” he said. Adding that most people give up too soon on seller leads because they are trying to speed the process too quickly. Using a non custom audience results in a high cost per lead, between $3.50-4 per lead. More competitive areas will have more expensive leads. Currently Jackson said the least expensive cost per lead is Florida and the most expensive is in San Clemente, California.
Harrelson believes 1-3% is normal for agent ad conversion though his reporting shows that 14% is possibly convertible from all of the ads. Real Geeks clients can use the Facebook tool or reach out to RealLeads@RealGeeks.com to have advertising set up for you.
Klesitz shared his favorite 3 seller lead ad calls to action:
- Get a cash offer on your home, click here.
- Or offer a seller workshop and ask: When was the last time you sold your home?
- Find out what your home is worth?
As the segment concluded, Harrelson reminded agents to take notes and choose one action to take and do consistently. He believes doing this each week could make a huge difference in an agent’s production for 2021, even if the changes are small.
April’s first Keeping It Real Training offered by Real Geeks and hosted by Greg Harrelson and Frank Klesitz explored direct mail strategies for lead generation in affluent real estate markets. Featuring Brett Jennings, a real estate agent and team leader in the Silicon Valley, this episode provides direct answers to the question, “How can I generate seller listings now?”
Establishing credibility through sending direct mail to property owners and following up with phone calls, targeting mapped school areas, and circle dialing were all ways Jennings suggested staying in front of sellers. “All will sell at some point,” he said.
Recalling the words of his mentor Tony Robbins, “Wealth exists in the gap between ideas and their implementation,” Jennings explained that exploring that gap has been the key to his success. He sells real estate in a very affluent area, Silicon Valley, and has found that consistency as a team effort has allowed for predictable results. He targets an area of at least 2,000 homes and defines it by school district boundaries in his MLS. Using Remine or Realist, he then downloads the contact details of those homeowners and sends hand addressed, stamped letters to each. He mails one to himself so he knows when the letters are received. After they’ve been received, typically 3-5 days later, his team begins calling as follow up. This technique has allowed Jennings and his team to secure listings in a low inventory market.
Jennings said the direct mail campaign works alongside his digital efforts. Every lead also is set up to receive a monthly Corefact postcard, monthly e-market report, and he has seller alerts set up for his CRM, showing pending and sold homes within 2 blocks of the property owners’ address. In addition Jennings uses HomeBot for his entire SOI and reports a 70% open rate using that tool. Jennings said his focus is to become known in a variety of ways. “Not just digital, but do digital and print to make you unforgettable,” he said.
It’s More Than Direct Mail Alone - You Need a Team These techniques alone are not the cause of Jennings GCI jumping from $3.9 million to $12 million, however. He had a plan to scale and said he only did that through hiring a “rockin' admin,” scaling lead generation, scaling to 50 quality agents, and scaling quality support.
Listing Realtors Property Resource (RPR) as another tool, Jennings, Harrelson and Klesik discussed how this could be used to print out market updates for all buyers and send personal messages congratulating them on their increases in home values. The note could also provide the “most universal offer to sellers” which is the idea that you have a buyer. Jennings suggested leveraging your most committed buyers by finding out from the agents on the team who the buyers are and what types of homes they need.
As you mail to your farm areas, Jennings advised to intentionally choose a hand written font, even on the envelope. He explained that using a service such as Addressable, which uses a real robot pen to write addresses, can achieve a 50% open rate for mailings. Jennings then shared that his team accentuates results with mail and a followup call in a 3 tap system, “either call, mail, call or mail, call, mail,” he said. He also recommended using a short url for zoom to make it easy for people to get on a video call, such as zoom.name.com.
Jennings acknowledged that this approach is large scale and cost-prohibitive for soome, but encouraged agents to look for partnerships on the mailing. He suggested including a 2nd page with a referral to a financial advisor offering a seller tax implications webinar, and having them cover a portion of the postage.
Explaining that letter frequency mattered due to message fatigue, Jennings said that in his market, “the ideal cadence is every 3-4 months,” and explained that this way, “if you call behind the list, you may get advance news of seller plans so you can add them to CRM.” Harrelson and Klesitz agreed, with Harrelson adding, “Never do direct mail unless you're willing to prospect behind it.”
Direct Mail Stays in the Home Longer Harrelson spoke from experience saying he’s found that sellers take a letter and “put it in a property folder to access in 6 months,” and encouraged agents to do multiple things, as Jennings does, not only direct mail. Speaking of Jennings, Harrelson said agents needed to be more like him, "He's not a dabbler. He's a doer, he's a get-it- doner. He goes deep." Klesitz suggested more tools for agents to use if they need to find buyers, explaining that institutional buyers are available through multiple companies, including Offerpad, and Opendoor. Klesitz also mentioned Homelight as a trade-in way to access equity and then sell the property as an "Exclusive Partner."
In wrapping up this episode of Keeping It Real, Klesitz mentioned his “Magical Seller’s Email” and offered it to agents. He recommended personalizing it and emailing the letter to an entire database as a way to get conversations started. Download it here.
This Keeping It Real episode shows you best practices for staying in front of potential home sellers.
Utilizing these concepts and tools with your Real Geeks CRM is sure to increase your seller leads and grow conversion in 2021. Let us know what works for you and reach out if you have techniques you’d like to share in Real Geeks training. We’d love to have you on LIVE event!
This Keeping it Real got deep into “The Optimal Economic Structure for a Small Real Estate Team w/ Anthwon Thomas.” Hosted by Greg Harrelson and Frank Klesitz, the episode talks about the realities of agent splits, staff compensation structure, marketing budget percentage, and setting up an overall economic model when planning for a small team. More importantly, you’ll be inspired as you hear the passion, commitment, and joy evident in Thomas and Harrelson as each shares the journey of becoming a leader.
As a passionate entrepreneur seeking a life in real estate, Thomas spent hours preparing for his career as an agent, but more importantly as someone who could lead a team. In the beginning it was just him, but from the day he hired his assistant, he knew he would be a success. He knew it, because he could see it. Thomas had prepared by watching hundreds of hours of training ahead of time, in the form of Keeping it Real episodes and related Real Geeks training. This coaching helped Thomas internalize the message, “Whether I was going to fail or succeed, it was a win for me,” Thomas said.
Klesitz and Harrelson were amazed at his drive, and Harrelson recognized it as a key to Thomas’ success. Harrelson says: “Anthwon minimized his risk by maximizing his learning,” he said. Thomas attributes his success to his supportive wife and the knowledge gained as he internalized the role plays shared in those video trainings. I had to have focus and the belief that I was a winner, and a competitor,” he said.Thomas went on to explain that success is about working smart, “It’s not about how intelligent you are, it’s about how many times you were being intelligent,” he shared.
Your Market Does Not Determine Your Success With a business based in Lafayette, Indiana, Thomas shows that “you can still be profitable in any market” as his small team consisting of three sales agents, a director of operations, closing coordinator and virtual assistant generated 120 deals last year in a market with a median sales price under $200,000. Thomas himself is no longer closing deals, and instead serves in a management role, helping his agents stay focused on prospecting and closing deals.
Part of Thomas’ success lies in keeping costs low (marketing budget was $53,000) and morale and expectations high. His company has published standards for work efficiency and production for their agents which include:
- Have a minimum of 25 contacts per day (125/week).
- Close a minimum of 2 transactions each month.
- Attend all team meetings (2 grace days permitted).
- After 6 months, agents pay $495 unless monthly transaction goals (2) are met in the previous month.
- If the above goals are not met, the agent agrees to participate in a system of change.
Thomas finds that his system provides clarity, incentivizes, and works well for his motivated team, and shared that the agents hold one another accountable. “When we bring agents on the team,” he explained, “We future pace them… We let them know what to expect.” Believing that the amount of contacts you have per day will be the number of closings you have per year, Thomas provided insight into why his system works. Even knowing this, Thomas felt building systems and processes was the value he could best contribute in his business, so left transactions to his agents.
There Is No One Answer to Building a Team Impressed by Thomas’ system, training, and team, Harrelson and Klesitz discussed how approaches may be different, but that success happens with consistency. Harrelson shared that his team approach is unlike Thomas’ in some ways. For instance, Harrelson requires no minimum sales standard, but guides individual agents based on their own goals. “My job is to help them accomplish what they want to do,” Harrelson said. Harrelson encouraged agents seeking to grow a team to make their first hire an assistant and suggested they convert 50% of time saved into lead generation time. When growing their businesses, Harrelson and Thomas took different approaches. Thomas reinvested his time into building a business. Harrelson reinvested his time into listings. “Both of us probably did it right, based on our vision of the model,” Harrelson said.
Thomas explained that he didn’t do everything perfectly in the beginning. Talking about his failures, Thomas acknowledged, “Even though I sold homes, I didn’t lead correctly. The first agent I brought on didn’t stay with us long. I needed to prove myself a little more and make sure I was gliding, not grinding, everyday.” He realized he had to be more of a team player and changed his process so he could deliver more value and add more support, Thomas explained saying, “At that point things started taking off.” Harrelson agreed, “I’m a big believer in leading by example,” he said. Harrelson shared that he doesn’t have his own office, though he does make use of a conference room, because his goal is to build and teach his team. “I want to be with agents,” Harrelson said, talking about his leadership style.
Leadership Success is About Accountability and Drive “The reality is if I need to sell a home today, I can,” Thomas said, adding that his role and value is in building out “a strong bench of great players” to contribute to the team’s success. Thomas believes in accountability. He shared that his son checked in with him everyday when he was getting started at building his business with the question “Dad, did you follow or execute on your obligations today?”
Explaining that leading a team is about feeling led, Harrelson said, “Let your passion and your heart take precedence in your decision. The economics will magically disappear.” A true leader puts in the effort required to see the dream through, Harrelson explained as he shared a story about ditch digging. “It’s not about being a resource,” Harrelson said, “It’s about being resourceful.”
If you’re planning to grow your team in 2021, or anytime in the future, you’ll want to watch this amazing episode. Internalize these practical tips and insights to ease your transition and have you seeing success from the start!
This month’s Keeping It Real hosted by Frank Klesitz and Greg Harrelson summed up Brendan Bartic’s “Bulletproof Real Estate Lead Follow Up Plan.” Discussing the value of each lead as a person, and the need to nurture individuals on their home buying journey, Harrelson suggested a standard for agents to aspire to with clients. "If we courted all of our new leads like they were a new relationship,” he said, “it would be amazing!"
What is a lead? Before discussing the details of follow up, Bartic stressed the need for agents to understand that a lead is someone that has interest at some point. "Every single person that comes in has to ‘be processed or nourished 100%’," Bartic said, though he added that all need to be nurtured in different ways.
Bartic uses giveaways, radio ads, workshops and seminars, and traditional signage and advertising, alongside online advertising to attract and capture leads. Retargeting has been particularly successful for his team (who closed 230 transactions in 2020), and Klesitz suggested agents search The Bartic Group use the Facebook Ad Library (linked in the resources section below) to understand effective advertising language and images.
Once a lead comes in, Bartic’s team segments that person into one of two database categories, “met” and “haven’t met”. Describing online leads as “top of funnel,” Klesitz had Bartic and Harrelson share their nurturing processes. Harrelson suggested that understanding a person’s motivation was important. “Do they really want to buy a property?” Harrelson asked. “Yes. Then they’re a good lead… Let the timeframe dictate what you’re going to do to incubate that opportunity so you’re still at the top of the mind whenever that time frame comes.”
Bartic further explained that as every lead represents a person with family and friends who could later be referred, his team responds as such. “We are looking at just trying to get into relationships and look at not every single person, not just as a turn and burn ‘Hey, I got this lead. They need to buy in the next 30 days. If not, I’m on to the next’.” Instead, Bartic evaluates whether the person’s needs can be “met” now and needs immediate engagement or if the person is considered an “unmet lead” and needs to be nurtured through automation.
Harrelson and Bartic agreed that the relationship is very similar to courtship and, in most cases, requires time investment and multiple, consistent touches. "If we courted all of our new leads like they were a new relationship,” Harrelson explained, “it would be amazing!" Bartic agreed. “We have to court them over a period of time for that relationship to occur,” Bartic said.
Klesitz delved into the financial aspect of lead generation, asking Bartic for real advertising spend numbers in Bartic’s Denver area. Stating that his team spends $5-8 per general Facebook lead and that specific ads such as making an offer on a home, are about $15. Google adword PPC leads are closer to $40 per registration form completed. Bartic’s cost per lead numbers are determined by how much is spent on advertising, divided by how many people opted in.
Bulletproof, solid lead follow up is critical. Bartic shared his process for training his sales teams on follow up by referencing his flowcharts (linked below). “We’re going to call them [leads] immediately… right out of the gate,” Bartic said. “If they answer, then there’s a path that we’re going to take that allows us to move forward with them. If they don’t answer, we hang up immediately, and then we call back a second time. In the industry we call this a “double tap.” The key to that call is that it is ‘unbranded,’ with no company or call details being shared in the voicemail as that often causes people to call back.
Bartic went on to describe his F6 lead follow up plan where the agents put in 6 days of consistent effort with daily calls for 6 days. If there is no response then the lead is placed on a weekly automated contact list using a Mojo dialer. Typically Bartic said they see interest from a lead on the 5th or 6th call attempt where guilt is often used to get leads to respond and engage by asking the lead to call and let the hard working agent who wants to help know if there is no interest. Often, his team finds they’ll get a response.
Nudge your leads Bartic describes another technique called the ‘nudge text’ saying, “People respond to it like butter.” The nudge text results after no response is given to a voicemail. The voicemail is followed up with one text. When that text doesn’t produce a response, a second “Did you get my last text” message is sent 6 minutes later. Bartic explained that the nudge text is phenomenal at producing a response from a lead.
Once a lead is engaged, other tools are used such as customized market reports and hand written notes (addresses are looked up through a service). Bartic explained that it’s important to use the lead’s name in all contact, from the personal note to the custom home search alerts. "We know that the personal touch part is critical," Bartic said. Using these techniques, lead response grows and percentages change. He shared that if only 1 call is made the response rate is 1-3%, but after implementing F6, that rate changes to 73%. "We have to go deeper, not wider,” Bartic reminded.
As a review, the F6 plan includes the following steps: * Call them immediately. * Call a second time (unbranded). * Call once every day for 6 days. * On day 1-2, look up the lead’s physical mail address and send a handwritten note. * After 6 attempts, with no response, categorize the lead as “unmet” and begin that follow-up sequence with email campaign drips and automated property searches set up which include the lead’s name, and personalized market updates and a market report. * Once the lead responds, build rapport and set an appointment asking, "...are nights or weekends better for you?"
Bartic feels that, "People jump off the phone way too early,” rather than recognizing every call as an opportunity to build a relationship. He said that he’s had people who've never bought or sold a home with him refer ten people to him.
Overall, Bartic wants agents to know not to give up too early. "It takes time to convert internet leads," he said. To Bartic the lead always has potential, even when wrong information is given. "That's not a dead lead to me,” he said, “it's an 'I gotta do more work'." Harrelson and Klesitz agreed that gaining details about each lead and creating that relationship, is most important and helps agents stand out. "We've got to bring some of that personal connection back into our lives," said Harrelson.
Bartic Group Shared Resources * Ways to access lead contact info: truepeoplesearch.com * Facebook Ad Library https://www.facebook.com/ads/library/ * New Listing Lead Flow Chart: https://drive.google.com/file/d/1nJYOkYRMKe-UGJwOil2jfZxaoCUUgMtp/view * COI Lead Flow Chart: https://drive.google.com/file/d/1SjKTO9jBwAMEzJHlsJtW2rDNBkpifzGc/view * New Buyer Lead Flow Chart: https://drive.google.com/file/d/17kMFnhYUlwSbZtPmA7sRWIyBscdTYZdU/view * Scripts: https://www.brendanbartic.com/ * Bartic Group website: https://www.thebarticgroup.com/ * Bartic’s video coaching series: https://bit.ly/BrendanBarticCoachingYouTubeChannel * McKay 66: https://static1.squarespace.com/static/5006b364e4b09ef2252d3129/t/5766470c59cc682f752e2e6d/1466320668107/themackay66.pdf
It’s a new year, and Cindy has cracked the code on how to maximize her business opportunities! Through great marketing and lead gen strategies, she has created a successful model where multiple businesses feed one another. From property management to vacation rentals to home sales - learn how she has utilized creative property marketing and open house strategies to dramatically grow her business.
We want to thank Todd Tramonte and Dr. Cynthia Tant for sharing their knowledge with us and the real estate community! It’s important for us now more than ever to band together and support one another through these uncertain times.
You can follow us and get updates on more upcoming events on Facebook, Keeping it Real, Twitter, or now on iTunes as well.
Keep your foot on the gas pedal, the year isn’t over yet! In this episode, “Enter the New Year with a Listing Inventory” these leaders in the field of real estate, share the strategies they’re implementing to finish the year off strong and enter 2021 with a full listing pipeline!
Some of the things we cover include:
- Working your database to generate more listings
- Why you should use a multi-channel marketing approach
- How to have the right conversations with your prospects
- Speed to lead - the art of following up fast to win more business
We want to thank Lisa Chinatti, Greg Harrelson, Kevin Mills, and Jeff Quintin for sharing their knowledge with us and the real estate community! It’s important for us now more than ever to band together and support one another through these uncertain times.
You can follow us and get updates on more upcoming events on Facebook, Keeping it Real, Twitter, or now on iTunes as well.
There’s no doubt that 2020 has been full of ups and downs for all of us. As the year comes to a close, this is the time to reconnect with your clients and follow up with them on their real estate investments. There’s gold in your database, you’ve got potential sellers to nurture so that you can list more homes.
So brush up on your follow-up skills and tune in to this episode. Bill is a master of communication and continues to keep up with market changes, technology, and smart communications to provide his clients with the knowledge they need
We want to thank Bill and Jason for sharing their knowledge with us and the real estate community! It’s important for us now more than ever to band together and support one another through these uncertain times.
You can follow us and get updates on more upcoming events on Facebook, Keeping it Real, Twitter, or now on iTunes as well.
Single-agent, Buster Levin, has cracked the code of balancing technology and human interaction to make meaningful connections with his clients. Learn about the tools Buster uses to follow-up with his database by land, air, and sea so that no one gets overlooked.
Here are some of the things we cover:
- Staying organized by segmenting your leads based on urgency
- Leveraging workflows to nurture your leads and maximize conversions
- How to drive traffic to your lead gen website
- Understanding the lead conversion times based on lead sources
- How to “make today a masterpiece” by staying focused and setting attainable goals
In this episode Al Lewis shares with us how after a 30 year career as an Illinois broker, then moving to Florida to retire he soon found himself back in real estate! In a new market, he doubled down his efforts, built a small team, set up a new system to start building his database, and started closing deals all over again!
Here are some of the things we cover:
– Leveraging email, text, and live chat to build relationships with your clients
– Building a database from scratch
– Hiring and training an efficient team
– Having an exceptional work ethic and a positive mindset to succeed
We want to thank Al and Jason for sharing their knowledge with us and the real estate community! It’s important for us now more than ever to band together and support one another through these uncertain times.
You can follow us and get updates on more upcoming events on Facebook, Keeping it Real, Twitter, or now on iTunes as well.
See you at the next event!
In this mastermind session, Greg and Todd will discuss the attitude, approach, and expectations you need to breakthrough before the end of the year! With just four months left in 2020, it’s time to figure out what will help you take your business to the next level or get you back to where it was when the year started.
Here are some of the things he will discuss:
- Daily activities that create immediate results
- Leveraging people and technology to scale faster
- The mindset needed to keep it together through disruption, distraction, and chaos
Join us for the live, 100% educational Keeping it Real event. We encourage you to come prepared with as many questions as possible. You don’t want to miss this!
In this episode, we take "An Inside Look at How Todd & Jason Built Their High-Producing Teams" with Todd Tramonte, Ian Daniels, Jason Simard, and Jamie Wicks.
The Todd Tramonte Home Selling Team and the Sims Realty Group, share the systems and processes they’re using to achieve a high ROI and convert leads at a high level to produce amazing results!
What makes this episode so unique is that Todd and Jason both interview their ISA’s and dive deep into the tangible results of their follow-up campaigns, agent workflows, maintaining production, lead sources, PPC lead generation, and much more.
We want to thank all our guests for sharing their knowledge with us and the real estate community!
In this episode, Regina will share how she efficiently handles 60+ transactions annually with simple affordable systems and a strong work ethic. Regina is an incredible mastermind partner because of her relentlessness, flexibility in implementing new strategies, and willingness to share her knowledge with the real estate community. Here are some of the things
Regina we will cover:
- How she started off in real estate
- How she manages her time to be as efficient as possible
- Her social media and direct mail strategy
- The systems and processes she uses
- The strategies she is implementing during the COVID-19 pandemic
In this episode, we follow up with one of our favorite guests, Lisa Chinatti of Westford, MA, on her journey from being a single agent to building a team. In just her 3rd year of business, Lisa has gone from 8 to 492 transactions.
We also cover:
- How Lisa opened her own brokerage
- The systems Lisa’s team uses to generate and follow up with her clients
- How to recruit and retain talent
- The importance of culture when building a team
- The skills needed to be a great leader
- Learning and growing from your mistakes
- and much more!
We'd like to thank Lisa for sharing her story with us!
In this episode, Jeff and the team dive deep into "How to Convert More Leads Into Sales".
We also cover:
- How to follow up with different lead sources
- How to get higher conversions when following up
- What to say when following up with leads
- How often to follow up with leads
- How Lisa trains her agents to get higher conversions
- We also share how often her agents practice their skills, schedules, work ethic, mindset, and possibly a little roleplay.
- And much more!
We also cover:
- How your mindset affects your conversion rate
- How "speed to lead" will determine the quality of the lead
- How often you should follow-up to get higher conversions
- How you communicate makes a huge difference
- What you're saying could be the difference between converting or not
- Why listening and asking follow-up questions is so important
- And much more!
In this episode, "The Truth About Lead Quality", Greg, Jeff, and Frank dive in deep about lead quality and how to convert more leads into sales!
Here are a few things we cover:
- How your mindset affects your conversion rate
- How "quick you respond" will determine the quality of the lead
- How often you should follow-up to get higher conversions
- How you're communicating makes a huge difference
- What you're saying could be the difference between converting or not
- Why listening and asking follow-up questions is so important
- And much more!
In this episode, Greg shares how he nurtures and delivers value to his database – from prospecting, getting email addresses, staying in touch, tagging/segmenting prospects, and marketing to them – it’s important to put in the work NOW to build a foundation for the FUTURE!
We also cover:
– How to continually grow your database
– Importance of segmenting and tagging your database
– How to do niche marketing to your database
– How to generate more listings from your database using different tools & marketing
– Follow-up scripts
– How to create valuable content for your database so they’ll reach out to you
– How to get email addresses and contact info from all prospects
– How to leverage your database to dominate your market
– And much more!
In this episode, Greg Harrelson shares how to set yourself up for success in 2019!
It’s important now, more than ever, to have a plan when the market shifts due to economic, technology, or business model changes. Through persistence and consistent follow-up, learn how you can prepare yourself and take advantage of the changing real estate market in the upcoming year!
We also cover how to:
- Bring certainty in an uncertain market
- Plan ahead and change your habits for an upcoming shifting market
- Take advantage of market changes to grow your business
- Create marketing & sales plans to keep you competitive
- Compete with the discount brokers Have a good follow-up process in place when sales time broadens
- Develop the right mindset and be consistent
- Use workflows to automatically follow up with leads
- Work your database and deliver something of value
- Roleplay with your team to develop knowledge and confidence during an uncertain time
- And much more!
We'd like to thank Myrtle Beach, SC, real estate broker, Greg Harrelson, for joining us on this hangout.
Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.
You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:
You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com
In this episode, Jose shares how he went from 9 sales per year to 110 sales per year. He also shares how he’s able to focus on the right people at the right time to convert more business from his COI and all his lead sources!
We also cover:
-Lead sources
-Systems & processes
-Follows-up strategy & cadence
-Scripts & the importance of roleplay
-Training & real estate events he attends
-Marketing & content strategies
-And much more!
Here are some timestamps to help you navigate to the section that will help you the most:
01:15 Introduction to Jose Luiz
02:25 Progression of transactions - 9 homes to 110 homes a year
04:05 How Jose became a listing agent
04:30 Jose shares how real estate events and coaching influenced him
06:43 Leveraging time by hiring an assistant
07:30 Buyers vs. Sellers - 60% / 40%
07:55 Jose explains how his team is organized
08:30 What sources Jose is using to generate leads
11:18 Jose shares the script and process he uses to work his COI
12:00 How Jose uses the Real Geeks system and CRM to follow up with his COI
14:00 Jose shares his video marketing strategy
14:45 Key items that Jose’s mentor taught him
18:30 Jose shares his journey of how to produce video content
20:40 Jose shares his main source of seller leads
22:00 Jose shares how he gets a competitive edge over other agents
22:50 The importance of practicing your weaknesses
23:57 How Jose generates business from probates
25:20 Jose shares how often he follows up
26:00 Jose shares the “conversation list” he uses when following up with his database
29:05 How sold searches and market reports helps Jose generate more business
29:50 How Jose leverages his CRM to set more appointments
30:55 How Jose works FSBO’s
31:10 Invest in the way you communicate with people
32:36 The importance of role-playing - twice a day, six times a week
34:20 Working through objections
34:55 How and when Jose transitioned from a buyer to listing agent
36:05 How Jose developed the drive and mindset to improve himself and his business
37:27 Reinvesting profits and commissions into real estate
38:00 How to bring more value to your sellers with a marketing plan of action
41:45 How to invest your money back into your business and practices
43:45 The importance of coaching and networking at events
48:47 How Jose stays focused and keeps his momentum going
49:40 What Jose needs to do to take his business to the next level
51:00 Retargeting web traffic on Facebook
53:45 Treat every conversation with your sellers like a presentation
We'd like to thank Ventura County, CA, real estate agent, Jose Luiz Morales, for joining us on this hangout and sharing how he is crushing it!
Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.
You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:
You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com
Join us for the next Keeping It Real, with Eric Robb of Atlanta, GA, and see how “Eric Sold 45 Homes in his First Year”.
Having sold 45 homes in his first year as a single agent, with a volume of $14MM in production, Eric will share the different lead sources and processes he is using to build more business from his database and online leads.
Eric will also share how he decided to become a single agent after being part of a large successful team.
Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show.
In this episode, a group of top producing real estate agents travel to our headquarters in Dallas, TX to discuss how they’re leveraging the Real Geeks platform to generate more business.
Todd Tramonte, Brett Baker, and Jason Simard, 3 top-producing agents, talk about how they use systems and technology to build successful real estate teams.
They dive deep into different marketing techniques to drive traffic to different landing pages like Facebook, PPC, and other traditional marketing strategies. They also share the different systems and technologies they use to do better follow-up, convert more leads into sales, and get the great ROI from every channel. They answer many questions live, you don’t want to miss this!
Seven top-producing agents meet up at the Real Geeks Dallas headquarters for a roundtable mastermind event to share what’s worked best for them in 2017 to generate more business.
- Mark Martin (Austin, TX)
- Jason Simard (Nanaimo, B.C.)
- Todd Tramonte (Dallas, TX)
- Nick Trevillian (Phoenix, AZ)
- Phil Shaver (Phoenix, AZ)
- Kory Prince (Port Coquitlam, B.C.)
- Bret Baker (Tri-City Areas, WA)
They discuss lead generation, lead follow-up, how to build a team, how to convert buyer leads into listings, systems and software, and much more! You don’t want to miss this!
We travel to Myrtle Beach, SC and catch Greg Harrelson coaching his team as they set appointments and take listings over the phone LIVE! Greg dives deep into how he trains his agents to do 80+ transactions in just one to three years in the business. Learn the process and systems that Greg and his team implement to close 2,400 transactions in 2017!
00:00:00 Introduction
00:01:25 Episode begins
00:02:18 Greg's discusses his journey
00:03:12 Early prospecting
00:05:00 Early listing Agent – qualify buyers
00:08:00 Early coaching with Mike Ferry
00:09:20 Coach, transform, and empower others to be successful
00:09:53 Current office and market
00:10:53 "I feel like I'm a team"
00:11:45 What does a team do?
00:12:30 Production
00:13:15 Total number of transactions
00:14:36 Listing coordination team
00:16:00 Closing coordination team
00:18:10 Agents can invest more time in generating business
00:19:10 What tools do you use?
00:20:05 Leadership style
00:22:00 Return on Investment < Return on Time
00:22:20 Daily schedule
00:23:35 Rituals and schedules
00:24:55 KJ sets an appointment (database call)
00:27:09 Greg interviews sales agent, KJ Jordan
00:38:00 Kevin sets an appointment (expired listing)
00:44:00 Greg interviews sales agent, Kevin Mills
00:51:50 Brendon sets an appointment (expired listing)
00:59:05 Greg interviews listing agent & business partner, Brendon Payne
01:06:52 Mitch prospecting (database call)
01:07:28 Greg interviews sales agent, Mitch Gainforth
01:16:13 Lori follow up call (buyer)
01:17:08 Greg interviews buyer's agent, Lori Sorensen
01:23:58 Lori sets an appointment (buyer)
01:27:30 Greg interviews buyer's agent, Lori Widner
01:34:34 Greg interviews listing agent & business partner, Jan Pitman
01:44:10 Greg coaches sales agent, Brian Yager
01:46:12 Greg explains how he develops talent on his team
01:48:15 Weekly conference call – Greg coaches team on how to generate business through the holidays
02:08:00 Research and statistics about home sales throughout the year
02:19:00 Greg explains how he hosts boot camps
02:20:00 The importance of recognizing talent on your team and leveraging it
02:20:41 Role-play and the importance of internalizing scripts
02:21:47 Greg role-plays with his team
02:22:05 Role-play "When do you plan on selling?"
02:26:02 Role-play "How to set a listing appointment"
02:29:00 Greg introduces us to his staff
02:30:15 Greg interviews head of web assets/InfusionSoft, Sarah Hughes
02:33:17 Greg interviews marketing director, Lindsay Colbert
02:39:55 Greg interviews graphic designer, Daniel Little
02:44:10 Greg interviews president of operations, Tammy Juergen
02:48:48 Greg interviews executive assistant, Stacey Weaver
02:50:55 Closing remarks
We'd like to thank Greg and his team for allowing us to come hang out with them. If you would like to reach out to Greg with a referral in the Myrtle Beach area you can go to his website: http://www.c21theharrelsongroup.com/
Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.
In this video, on a weekly coaching call with his team, Greg Harrelson shares how to List & Sell More Homes During the Holidays. This is a 30-minute clip of our Keeping it Real on Location in Myrtle Beach, SC with Greg and his team. Stay tuned for the release of our full episode. During this coaching call, Greg covers: - How to use tonality & inflection while communicating with clients - The importance of listening & asking the right questions - Overcoming objections about the seasonality of a market - Realizing that there is less competition during the holidays - Motivate buyer’s and seller’s to do business through the holidays - How to address misconceptions about the market during the holidays - Understanding who you are selling to – year-round - How to effectively market to your audience - Advantages to selling during the holidays - End of year buyers are some of the highest quality in the marketplace - Internet searches for real estate SURGE during the holidays - Identifying the opportunities to capture leads - How to control the buyer while putting them under contract, and negotiating the close after the holidays - Market research about real estate seasonal trends - The importance of educating the consumer - How to serve the consumer RATHER than sell the consumer - How to deliver value to your clients - How to take action and finish the calendar year off strong We’d to thank Greg Harrelson, owner of C21 The Harrelson Group for allowing us to visit his office and shadow his team as they show us exactly how they generate business year after year! Keeping it Real on Location is presented and hosted by our very own, Jeff Manson, Hawaii real estate broker and founder of Real Geeks. Check out the Real Geeks YouTube channel, and follow us on Google+, Real Geeks Facebook, and Instagram to get notified immediately as we announce new events. You can also watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com
Todd will earn over $1,000,000 in gross commissions earned in 2017. Todd will share his 3 main lead sources and how he's getting 1,958% ROI from internet leads.
Todd's team consists of four full-time agents making over $100,000 a year! He will share the systems they use as well as the processes they follow to get such a high ROI and conversion rate. Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show!
Join us on the next Keeping it Real "8 to 250 Deals in 2-years" with Lisa Chinatti of Westford, MA. We dive deep into Lisa’s journey to find out how she will close 250 deals this year! In 2015, Lisa was a part-time agent, full-time mother and sold 8 homes. The following year, in 2016, she hired an assistant and got serious with her business and sold 82 homes, and $700k in GCI. As of today, she has over 150 homes with approximately $1.3M in GCI closed and pending. She is well on her way to hitting her goal of selling $2M in GCI by the end of the year. She will share all the ways she’s generating business from follow-up, to team structure, and much more! Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show.
Real estate broker, Chris Watters, of Austin, TX has built a fast growing team that will do 700+ transactions this year. He will share how he recruits and trains his team of super star agents to crush it for straight domination! Here are a few things he will cover: • How to identify talent when recruiting agents • How to onboard and train agents to succeed • Defining the right leadership roles to scale a team • How to cut costs and run your business efficiently • Daily routines, systems, and processes his team uses to achieve their goals
Join us on the next Newer agent, Abe Safa, will share how he will sell 75 properties in his 2nd year in the business. 85% of his sales this year will be listings taken and sold! Here are a few things we will cover: • How he is leveraging his database to generate more listings • How he effectively follows up and converts more leads into deals • How he simplified things to stay focused and sell more homes • Daily routines, systems, and procedures he uses to achieve his goals • The training he follows that has allowed him to be so successful! Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show.
Join us on the next Keeping it Real “Working 20 Hours a Week Selling 200 Homes a Year” with Barry Jenkins of Virginia Beach.
In 2016, Barry sold 132 homes with 32 million in volume, see how he is on track to do 200 transactions this year by leveraging systems and technology to generate leads. See how he is able to work less hours while producing a high level of sales. He will also share how he’s streamlined his follow up and escrow coordination processes for him and his team.
We will cover:
- Barry's marketing strategies
- The software(s) that Barry is using to run his business
- The value in streamlining and building a team to work leads
Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show.
This episode of Keeping It Real: “How Kory Tripled His Real Estate Business in 1 Year”.
In one year, Kory has grown his commission income from $72,000 to $232,000.
Watch this LIVE hangout to learn how Kory converts 4-5% of his leads into sales by CONSISTENTLY applying his follow-up strategies, and how he has generated an additional $90,000 in referral revenue.
Here are some of the secrets Kory shares that helped him triple his business:
- How he makes the most efficient use of time he spends prospecting?
- His PPC strategy to get the most ROI ?- How he keeps his database engaged?
- How he built his site authority to bring in 30-50 organic leads per month?
- His highest converting email drip campaigns ?
- The call scripts that help him turn 5% of his internet leads into closings?- How he prioritizes follow-up for his incoming and hot leads to maximize his appointments and deals?
….and SO MUCH MORE. You absolutely have to watch this if you want to exponentially grow your business in 2017!
To get more information on the tool that Kory uses to streamline his communication with incoming leads and maintain his referral revenue, check out our video on how to use the Real Geeks CRM in your business.
Here are some timestamps to help you navigate to the section that will help you the most:
00:03:36 - Importance of time management & prospecting
00:33:55 - Kory’s different lead sources and business
00:05:03 - How Kory reaches out to past clients
00:07:00 - How to keep your database engaged with market reports
00:08:55 - How to keep past clients engaged
00:10:25 - Tips on building your database
00:13:17 - How to qualify your leads to get higher conversion rates
00:18:28 - How prioritizing your follow ups helps you close more deals
00:20:36 - How to leverage the live feed to get higher engagement with leads
00:21:42 - Importance of treating your prospecting time as an appointment
00:24:15 - Things you want to avoid
00:24:38 - How to make sure you achieve your commission goals
00:25:25 - Role playing scripts live
00:30:00 - How to use eBlast emails to get higher engagement
00:31:10 - How to leverage referrals and generate additional income
00:34:35 - Kory’s ROI and Yearly marketing budget
00”36:00 - How Kory converts 4-5% of leads into closings
00:40:00 - How to convert more leads into listings
00:42:00 - Additional role play
MUCH MORE!
We'd like to thank Port Coquitlam, BC real estate agent, Kory Prince for joining us on this hangout and sharing how he is crushing it working internet leads!
These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.
You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events: You can also follow Real Geeks on Instagram.
Join us on the next Keeping it Real “How to Dominate Facebook Marketing”.
In the first 37 days of 2017, Don Mertes and his team have taken 12 listings and 21 escrows from Facebook Marketing alone!
Don will review the effective ads he is using to generate quality leads. He will also share:
- His strategies on creating an effective business page
- How to create ad copy that converts
- How to determine which audiences to use for different ad types
- How to use landing pages with Facebook marketing
- Specific ads and the results they’ve generated
Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show.
Join us on the next Keeping it Real “How Jason Sold 135 Homes in his 1st Year”.
Having sold 135 properties in his first year in the business, Jason Simard is going to share the 12 principles you MUST do to succeed at this level!
See how he takes massive action in his business and is able to stay focused on a handful of simple things and not get paralyzed by over-analyzing and over-complicating things.
Jacky, one of his business partners, will be joining us on this hangout, to share his insights as well. Be ready to take notes and learn a lot as we dive into how Jason runs his business!
Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show.
We catch Josh and his team setting appointments live! He gives us a tour of his office and introduces us to his marketing and administrative team. Learn how they are going to close 450 sales this year and manage 70 to 100 listings at any given time… by providing amazing service to their clients.
You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com
00:00:00 Highlight Overview
00:01:15 Jeff Introduces Josh
00:02:15 Josh explains the Redding, CA market
00:02:50 Josh’s team Structure
00:03:18 Josh explains the agenda & goals of his weekly team meetings
00:04:20 Josh begins full walkthrough & introduction of his administrative team
00:04:38 Senior Escrow Manager (on the seller’s side) explains her role
00:07:22 Escrow Manager (on the buyer’s side) explains her role
00:08:36 1st Listing Manager explains her role
00:10:18 2nd Listing Manager explains her role
00:15:20 Executive Assistant explains her role
00:16:57 Administrative Assistant explains her role
00:17:27 Marketing Manager explains his role
00:18:17 2016 Goals (450 closed)
00:19:00 Josh shares how his team is on track to achieve their goals, & their numbers YTD
00:19:25 Josh shares his best source for getting listings which are his past clients & COI’s
00:20:00 Josh explains how he follows up
00:22:03 Josh explains how he works each lead source such as expireds & FSBO’s
00:22:41 Josh sets an appointment with an expired listing
00:27:47 Josh prospecting with an expired listing
00:37:34 Josh sets an appointment with an expired listing
00:38:37 Josh explains his lead sources for buyers
00:39:24 Buyer specialist (Kevin) sets an appointment
00:43:35 Buyer specialist (Erik) sets an appointment
00:48:35 Josh shares how he & his team use the Real Geeks website his SEO strategy
00:49:35 Josh explains how his buyer’s agents are using the Real Geeks CRM to follow up
00:50:49 Josh explains how he manages & tracks the productivity of his buyer’s agents
00:51:27 Josh explains the email drip system & market updates he sends to his clients
00:52:32 Josh explains how his administrative staff helps him manage so many listings
00:56:50 Josh & Jeff both discuss the importance & influence of being trained by Mike Ferry
00:58:57 Josh shares how he prioritizes getting price reductions by evaluating his inventory
01:00:00 Josh shares how he is a Mike Ferry trainer
01:03:30 Josh talks about his highly leveraged producer’s model & the mindset it requires
01:05:03 Josh shares his daily schedule
01:06:54 Josh discusses keeping his skills sharp by role playing daily
01:07:25 Josh role playing
01:12:15 Josh discusses training his sales team to overcome objections
01:12:49 Closing remarks
Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks. http://www.realgeeks.com
Jeff Quintin shares how he is getting huge results from working expired listings and COI (center of influence)! With 100 closed and pending sales so far this year, and a goal of 200 for 2016, watch how he and his team set appointments live in this episode.
We hang out with Jeff and his team for three days as he shares everything he does to generate business and how his team is structured.
Here are some of the things he covers:
- His best business sources
- His follow up procedures and systems
- Live prospecting and booking appointments
- Team structure and their roles
- Marketing and business generation strategies
…and so much more! This is a MUST see!!
00:00 Highlight Overview
01:18 How Jeff got started
03:11 Jeff's team structure
05:00 Listing specialist explains their role
12:27 Additional team members rolls
13:03 Executive assistance responsibilities
13:55 Jeff talks about their listing managers duties
14:33 Listing manager explains their role
22:23 How do you introduces your team to the client
24:05 Jeff touches on closing mangers duties
25:17 Closing manager explains their role and responsibilities
28:34 Jeff explains the difference between income generating side and income serving sides of his business.
30:01 Jeff explains the agenda and goals of his weekly team meeting
36:44 Team Schedule/Prospecting
38:50 Jeff talks about sales skills and technology work together
40:29 2016 Goals and their market
43:03 How they get sellers and listings
48:26 How they list and sell expired
56:25 David setting an appointment with an expired listing
01:02:30 David explains the history of the expired listing he set the appointment with
01:05:26 Jeff prospecting a new expired listing who is considering selling them self
01:18:55 How they work home valuation leads
01:23:29 How do you generate buyers
01:25:50 How do you work your zillion leads
01:28:11 How he generates more business from his database
01:30:05 Closing remarks and announcement about live Q&A to follow up
Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.
You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events: You can also follow Real Geeks on Instagram.
You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com
Published 2016/08/06
Tri-Cities real estate agent Brett Baker is going to share how he is getting huge results from his Facebook Marketing. One $68 FB ad resulted in 4 listings taken & 4 buyers under contract.
Here are a few things we are going to cover
What ads he is posting
What target audiences he uses
What tools he is using to simplify the process
What landing pages he is using
Tips and tricks he uses to get higher engagement
His follow up process to get higher conversions
Much more!!!
Be ready to take notes and learn a lot.
Brand new real estate agent Jason Simard shares how he is going to sell 90 properties his first year in the business. He will also share how he has put 26 deals together his first 90 days in the business. He will also share how he is leveraging Facebook with videos to generate listings.
Here are a few things we are going to cover
How he is generating his business
How he is converting leads into deals
How he is able to take massive action
What he is doing to maintain his momentum
Plus much more…
Have your pencil and paper ready to take notes.
Learn how Kris Ford did sold $5M in volume in her very first year as a full-time realtor in Chesterfield, Michigan. Kris will share how she is going to double her volume to $10 million through the use of social media marketing and her website.
Here are a few things we are going to cover
-How she generates leads using Facebook
-How she gets higher engagement with SMS
-How she leverages her SOI with Facebook
-How she follows up and nurtures the leads
-Other Facebook tips to maximize reach
Join us on the next Keeping it Real “How to Specialize in Niche Marketing” with Alei Gothberg.
Learn how Alei personally sold 13 Million in volume last year and is going to sell 18 million this year.
She specializes in a very targeted market. She will share how she leverages her 1100 home farm and website to generate $250,000 GCI.
70% of the business generated from this method were sellers.
Here is what we are going to cover
How she generates seller leads
What she mails to her farm
How she gets 70% sellers from her website
How she gets 28X ROI from her marketing
The systems she uses
What she plans to implement in 2016
Join us on the next Keeping it Real “How to Leverage Websites & Technology to Generate More Business” with Greg Harrelson.
Learn How To:
-Get More Business from your database using your website and Sold Data
-Dominate FSBO's & Expired's using your website
-Leverage your listings on Facebook to get more leads
-How to convert more home valuation leads
-How to get higher engagement from online leads
-Better follow up using triggers and user behavior
-The difference between your database and your audience
-Much more!!!
We are going to cover a lot of material. You should be able to implement 1 or 2 ideas that will help you generate a lot more business.
Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show!
See you there!
Learn how to Darren is going to sell 500 homes this year with a team of 7 agents and generate 3 Million GCI. He personally will sell aprox. 130 properties himself, manage his team while maintaining amazing customer service.
Here is what we are going to cover
How he built his team
Team Break Down
How they generate listings & leads
How to maintain excellent customer service
The systems he uses
How he compensates his team members
Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show!
Join us on the next Keeping it Real “How to Handle Objections” with Matthew Ferry.
Learn how to be bold, fearless and courageous handling objections you get from sellers and buyers.
Here what’s going to happen and what you will learn:
Live Role Play with Matthew
What to Say
How to Say It
Mindset needed to be powerful
So come Join us Live
Join us on the next Keeping it Real “3 Million GCI Business Leveraging Lead Generation” with Tim Heyl.
Learn how 28 year old Tim Heyl grew his business into 2-Million GCI by the time he was 27 years old and is gunning for 3-Million this year by prospecting, scripts and systems.
Here are the things that will be covered:
The mistakes he made and learned from along the way
How to build systems you can leverage
What sources he is prospecting
What scripts and follow up procedures are working
Come join us live and learn how to take your business to the next level!
Join us on the next Keeping it Real “Creating Sales Velocity” with Matthew Ferry. Learn how the way you are communicating is even more important than what you are saying.
Have you ever said to yourself... “I shouldn’t of said that!!” or do you walk away with the sale in hand… totally blown away by what came out of your mouth… Inspired by your own power?
Here are a few benefits of watching Creating Sales Velocity:
How to start attracting more business to you and stop pushing it away.
How to move into a state of extreme confidence.
How to start communicating at a higher level that allows you to close more sales.
Come join us live to see what you can do to start connecting with more prospects to increase your business.
Join us on the next Keeping it Real with Mike Gunselman from Kansas City. Mike is going from 6 Million in Volume to 16 Million in one year. He will be sharing everything he is doing to make this increase in his business.
We will cover all the different lead sources he is working:
-Past Clients
-SOI
-Expired
-FSBO's.
Mike will share what he has implemented to add an additional 10 Million in volume this year.
Come watch live to see what you can add to your business to take it to the next level.
There’s a big difference working FSBO’s for business as opposed to expired listings.
It takes a different mindset.
So, we’ve invited two agents – one in Louisville and the other in Tampa – to join us on the hangout so you can “be in their shoes” as Matthew coaches them through the process to successfully convince a homeowner who is selling their own home to list it with you.
You learn how to build a list of For Sale by Owners, and how approach them, how to nurture them, and how to position your value proposition to overcome objections so they hire you.
So join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show!
See you there!
During this LIVE Google Hangout OnAir event you'll learn:
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How he works only 4 days and no evenings
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The systems he has in place to attract business
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The specific ROI from each of his lead sources - and profitability
-
The "ah-ah's" he's learned over the years
Bart is a top real estate professional and a client of Real Geeks and Vyral Marketing. Come join us to learn what he's doing to be successful in all aspects of his business. It's a 100% educational event with no selling so you walk away with tips and strategies to implement into your business now.
So we invite you to RSVP for the live event today, and we'll see you there!
We’re excited to have 25-year old Albuquerque broker and team leader Matt Templeton on Keeping it Real to share why he's on track to more than double his business in 2015!
Matt will share how his team did 75 transactions last year and how they are going to more than double that despite a flat market.
Did I mention Matt is only 25 years old?
You'll learn what systems are working for Matt's team, as well as his biggest growth opportunities. Matt will share why he's focusing on his most valuable lead sources - sphere referrals, online review sources and follow-up efforts.
So we invite you to join my co-host Frank Klesitz with Vyral Marketing and myself for a powerful hour with Matt Templeton.
See you on the live event!
Jeff Manson
We’re excited to have Greg Harrelson back on Keeping it Real who is going to share what it takes to build a sustainable real estate business from scratch!
If you’re a new or seasoned agent – without a marketing budget – and need to know what to do right now to get listings, make sales, and earn more commissions - this Keeping it Real Mastermind is for you!
Greg is going to share how he coaches new real estate agents to have a sustainable real estate business.
A brand new agent, 150 days in real estate, has 35 listings and 7 pendings following Greg's plan.
You'll learn what systems in your real estate business you must set up from DAY ONE to make sure you’re building a sustainable business that does not go up and down with inconsistent commission checks.
So we invite you to join my co-host Frank Klesitz with Vyral Marketing and myself for a powerful hour with Greg Harrelson.
See you on the live event!
Here's what we're going to cover in this LIVE mastermind event:
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What Tom has accomplished since his last hangout on July 10th
-
Tom's goals for this year and how he plans to achieve them
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Key strategies Tom has implemented to get to 120 deals this year
-
One-on-One coaching with Tom and Greg Harrelson
There will also be Q & A at the end of the session.
We will be speaking with Tom Nickley a returning guest from one of our most successful hangouts from last year. Tom hit is goal of 60 transactions in 2014 and on this hangout we will discuss how he plans on doubling his transactions this year.
So RSVP now for the live event and let's learn together how you can grow you business in 2015.
I'll see you there!
Here are timestamps of the event so you can jump to the area you're most interested in.
(2:15) Mark Martin details the rise, fall, and recovery of his real estate career
(8:57) Why Mark initially decided to hire a calling assistant
(14:20) How the book "Predictable Revenue" sparked an idea in Mark's mind to help him grow his business
(17:55) How Mark plans to get a 10X return on the money he invests
(21:57) Getting into the details of the ROI on Mark's assistants and marketing services
(31:35) Mark shares some of the scripts he has his Virtual Assistants use
(35:20) The follow-up systems Mark has in place for buyers and sellers who aren't quite ready
(38:45) How Mark uses surveys to get around any legal discrepancies regarding his virtual assistants
(42:45) What qualities your calling assistant should have and when you should hire them
(47:23) How you can get your lenders to pay for your prospectors
(52:48) The advantages of contacting buyer leads through your virtual assistant
(56:15) Why Mark thinks home valuation site leads aren't worth his assistants' time
(58:17) Why virtual assistants simply won't work in some markets
Make sure to follow us on Google+, on our YouTube page, and visit our website www.realgeeks.com.
I want to thank Mark Martin for joining us on this hangout and sharing some of his secrets and tips with us.
I want to thank our friends at Vyral Marketing for helping us put on the event. If you're looking for help with your database marketing, check them out.
Thanks again for coming, and I'll see you on the next Keeping it REAL Hangout! (details to come shortly...)
During this live event you'll learn:
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How to get 3 clients for every listing
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What he sends to his farm to generate business
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What he sends to his COI to generate business
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How he gets it all done with his wife and 1 admin person
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What you need to do to get started with a similar plan today
Jeff shares:
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Where he finds agents for his team and his value proposition to them.
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The weekly meetings he holds, what is covered, and how he builds team culture.
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What accountability systems he has in place to make sure goals are achieved.
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Team members compensation plans.
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The organizational models of his team and how leads are generated.
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So much more!!
-
See more at: http://www.realgeeks.com/blog/team-building-skills-80-425-deals-3-years/
Here's what we covered with timestamps so you can jump to the section that most interests you:
(3:08) Why did Jeff Cohn Decide to build a team? Where did he start?
(5:40) How did Jeff work his database in the early days?
(8:40) Step-by-step team building. The CLAPS acronym to build a successful team.
(26:10) What is Jeff netting as a percentage of GCI?
(28:20) How is his team organized?
(32:27) Jeff's thoughts on hiring a transaction coordinator.
(34:15) How did he learn the strategies he employs today?
(39:42) The details of the lead process in Jeff's office.
(45:32) How can calling assistants help you reach your database?
(49:38) The importance of your sphere.
(51:13) Audience questions...
(57:57) What role do showing assistants play in Jeff's business?
Here's what we covered with timestamps so you can jump to the section that most interests you:
(5:25) How Home Valuation Leads are captured
(7:35) The best ways to drive traffic to a home valuation tool an agent might have?
(12:46) Free resources on how to run a Facebook ad.
(15:30) Mistake agents make when trying to drive traffic to their home valuation tool site.
(20:15) Scripts for calling leads.
(25:19) Using AdWords and the data every agent should know.
(30:43) Automated lead generation services.
(34:55) The ROI of the lead generation process.
(42:12) Does this stuff work in the luxury market?
(47:20) How does Buddy segment his leads?
(50:40) Advice for agents who want to generate more leads on a tight business.
(55:50) Radio scripts to help drive people to a lead generation site.
The items Buddy mentioned that you can download are on the page below on the lower right side. Under Resource Links:
http://www.freehousevalues.com/help
We'd like to thank Buddy Blake for joining us on this episode, and sharing his great insight on home valuation leads and the scripts that he uses to contact them.
Also, a big thanks to our friends at Vyral Marketing for helping us put on these events. These wouldn't be possible without their help.
Our next Live OnAir Google Hangout is scheduled for Thursday, January 15th at 4pm PDT / 7pm EDT.
You can follow us and get updates on more upcoming events on Facebook, Google+, or on Keeping it Real, too.
See you on the next event!
Here's what we covered with timestamps so you can jump to the section that most interests you:
(4:20) The most important reasons to follow a script
(6:40) Should you follow scripts word for word
(8:08) Tips to internalize a script
(10:03) Why tonality and rate of speech are so important
(16:14) Why you should have a role-play partner
(21:21) Best prospecting schools to attend
(24:04) Scripts for expired listings
(37:35) How to use a level shift to get around objection
(39:41) Bill's answers to common objections
(49:10) How to handle out of town sellers
We'd like to thank Bill Jenkins for returning to the show, and sharing his scripts and tips to set more appointments and take more listings. Also, a big thanks to our friends at Vyral Marketing for helping us put on these events. These wouldn't be possible without their help.
Our next Live OnAir Google Hangout is scheduled for Thursday, December 11th at 4pm PDT / 7pm EDT. We'll be joined by North Carolina Real Estate Agent Buddy Blake - We are excited to have him on to share his secrets on how to "Convert More Home Valuation Leads Into Listings."
We will also be announcing the winner of the NAR drawing for the 1 year free IDX website and Real Leads Marketing during the Hangout, so be sure to tune in.
During this live event you’ll learn:
How your mind can prevent higher levels of achievement and success
How to overcome fear of calling prospects, leads and past clients for business
Why the status-quo in your life may be unconsciously holding you back
How to feel good talking to people about doing business with you
You’ve met many successful agents on Keeping it Real who shared what’s working for them, but if you haven’t implemented yet – what’s holding you back?
To answer this question, we’re excited to interview mindset expert Matthew Ferry on this upcoming episode of Keeping it Real.
If you’re struggling to implement the strategies, sales, and business ideas we’re discussing on these masterminds – it may be your mind holding you back.
Matthew is going to share his best tips to get “unstuck” from where you’re at and train your brain so you start doing what you need to do to get more deals.
This is a 100% educational event with plenty of live Q&A.
So RSVP now for the upcoming event, and we’ll see you there!
“Keeping It Real” How to Convert More Zillow & Trulia Leads Into Sales w/ Special Guest Mark Martin
During this live event you'll learn:
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How to set yourself apart from other agents
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The scripts Mark uses to find the true motivation and timeline of buyers & sellers
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The systems he uses to follow up and convert more leads
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How to cultivate the long term leads into clients
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How to use texting to convert more online leads
Mark Martin has been a real estate agent in Austin, TX since 2000. He and his partner spend about $3,500 a month on Zillow & Trulia leads and earn over $22,000 a month from them (not bad, eh?). This is a 600% ROI.
This strategy, along with a few others, help them earn over $900,000 GCI in 2013. They earn a net profit of 84% while working only 20 hours a week.
Here is a link to read more and get Mark's text, phone and email scripts:
http://www.realgeeks.com/blog/how-convert-more-zillow-trulia-leads-sales/
During this live 100% educational hangout you’ll learn how he converts more of these portal leads into sales. There will be plenty of live Q&A for you to ask your questions and get the answers you need.
Jeff Manson
About Greg Harrelson – Myrtle Beach Real Estate Broker
-Real Estate Business 20 years
-Personally going to sell 190 homes this year
-Owns 2 offices Myrtle Beach & Charleston, SC
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Team/Company sell 1600 homes this year
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Avg Production per agent is like 30 transactions a year
***Greg has built his personal business to the point where all his 190 sales this year… are prospects reaching out to him.
During this live real estate mastermind event you’ll learn:
Exactly what Greg teaches his agents to do DAY ONE when they start
Where to get phone numbers and what scripts to use to make calls
How to build your database when you don’t know anyone in your market
The proven plan to build your business from NOTHING to $200,000 GCI
How to do all this without spending a DIME buying leads
How would you like to ask a top producing real estate businessman, “What would you do if you had to start all over from SCRATCH today?”
Well that’s the exact question we’re going to ask our guest Greg Harrelson who has a real estate team in Myrtle Beach on track to sell over 1,600 homes this year. He will personally sell over 190 homes this year himself…and you’ll learn how he does it with a prospecting-based, database marketing enhanced strategy.
And get this….
His office will sell 1,600 homes this year with 45 agents (talk about per-agent productivity!) and he just brought on like 15 or 20 new agents to help them grow their business.
What system does he teach his new agents to earn commissions quickly?
RSVP for the live Keeping it Real event today and that’s what you’ll learn during this 100% live educational Google Hangout OnAir event.
We do these free events because we know everyone can be successful. With the right knowledge and training anyone can make a great living selling real estate.
No hype. No sales. All real. We're keeping it real!
And as always, we’d like to thank Vyral Marketing (www.getvyral.com) and Jeff Manson Hawaii real estate broker and Founder of Real Geeks (www.realgeeks.com) for helping us put on the events. None of this would be possible without their help.
“Keeping It Real” event Dirk Zeller Shares How to Double Online Conversion Rates.
Everyone is asking for Dirk's FREE online conversion workbook! You can be downloaded here: http://www.realestatechampions.com/rec-internetleads/
It's packed with a ton of value... scripts, dialogues, charts and more!
Learn how to convert more online leads into clients and closings .
Here's what we covered with timestamps so you can jump to the section that most interests you:
3:15 - Dirk's background and his transition into coaching and training
5:43 - The truth about internet leads: "Whoever gets them face-to-face first wins the game"
10:09 - How to correctly communicate your value from the very first conversation
11:46 - The "Core 4": The systems, the skills, the scripts, and the sales strategy
17:08 - The ONE thing all the highest-converting salespeople are able to do
20:20 - The average agent responds to an internet lead after 15.3 hours. How quickly should you respond?
25:12 - The Pyramid of Persuasion and how it can help you TRULY connect with prospects
29:53 - The right way and the wrong way to leave a voicemail
31:03 - The worst question a real estate salesperson can ask (and almost everyone does it)
40:19 - How the book The Art of War by Sun Tzu is a microcosm of securing internet leads
45:11 - Why you need to stop being ashamed of being a salesperson
48:32 - What most real estate scripts and dialogues are lacking
51:56 - Guidelines to an Elongated Call. Stick this on your wall if you want more appointments
54:31 - Prequalification: Does it actually raise sales resistance?
57:50 - 15 minutes of Q&A
Dirk has been in real estate for over 25 years and transitioned into training/coaching 15 years ago. Previously, he was selling 150 homes a year, only working 4 days a week. He currently trains 67 of the top 250 teams on the Wall Street Journal List. He has also written 10 Top Selling Books.
- See more at: http://www.realgeeks.com/blog/
The biggest MISCONCEPTIONS about internet buyer & seller lead generation
How to overcome the biggest challenge converting leads to appointments
The 4 core strategies you must use for every buyer & seller lead
How to set up a long term sales strategy to maximize every lead
Mistakes agents commonly make in their goals, objectives, and approach
Dirk is a master at internet buyer & seller lead conversion – in fact he’s written Success As a Real Estate Agent for Dummies and Telephone Sales for Dummies. He’s coached many of the top real estate teams on the Wall Street Journal increasing buyer & seller agent conversion from the industry average of 1% to over 5%!
Our goal is to give you the immediate tools and strategy you need to get better results from your existing buyer & seller lead generation budget without having to spend more money on Zillow, Trulia, Realtor.com or PPC leads.
Let’s talk about how to get more results with the leads you already have!
This is a 100% educational event and you won’t hear a pitch or any product or service…because we’re Keeping it Real!
Again, a big thanks to Vyral Marketing for helping us put on the event. We couldn't do it without their help.
So RSVP now and we’ll see you there!
[Replay] “Keeping It Real” event on "How Jeff Quintin Manages 90 Listings & Sells 200+ Homes a Year".
During this live event you'll learn:
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How Jeff manages 90 listings with only 1 transaction and listing coordinator
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What Jeff does when it comes to prospecting to sell 1 home a day
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How Jeff stays in touch with his database to convert leads and earn referrals
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What Jeff does to generate sellers in a hyper-competitive secondary resort market
(4:40) How Jeff generates seller leads.
(7:17) How Jeff's team is structured.
(9:30) A typical morning of lead generating.
(12:24) How are commissions split on Jeff's team?
(13:35) Where does he get his phone numbers?
(15:58) Guidelines for unlicensed ISAs.
(17:23) What's the procedure for future follow up?
(20:00) How do you stay persistent without getting discouraged?
(27:05) How is Jeff layering his marketing? How does his system work.
(32:00) Buyer lead generation.
(34:55) Where to get content for drip campaigns.
(37:08) How to prospect from marketing standpoint.
(39:30) How do you communicate with 90 listings with such a small team?
(45:10) Structuring email sequences.
(45:45) Payment structure and how to build a team.
(47:58) What percentage of Jeff's 90 listings won't sell?
(50:02) What software or system does he use to manage his transactions once they go into escrow.
(53:50) Do you call on Zillow's "Make Me Move" leads?
(55:10) How does Jeff develop his unique content?
Jeff Quintin runs the #1 real estate team in South New Jersey and has been selling real estate for over 22 years. He started at 18 years old calling people in the phone book asking if they wanted to buy or sell a home.
He's on track to sell 210 homes this year with a very lean staff - best of all he keeps over 60% of the commissions for himself (to the bottom line) after expenses, so he's very profitable.
We invite you to RSVP for the next Keeping it Real event now with myself Jeff Manson, Hawaii real estate broker & CEO/ Founder of Real Geeks (www.realgeeks.com) and Frank Klesitz CEO/ Founder of Vyral Marketing (www.getvyral.com)
See you on the event!
RECORDED LIVE Google Hangout “Keeping It Real” event on "How Ben Kinney Built a Real Estate Team to Sell 600 Homes" .
Ben shares the most common mistakes agents make when hiring people to build your real estate team. What to do and NOT do when building a team.
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His ideal team structure and positions you can model
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Team Break Down: Buyers Agents, Listing Agents, Admin, and Telemarketing
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How his team generates leads and listings
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How he finds top talent for his team and you can too
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Shares how he compensations team members for profitability
He’s on track to sell 600 homes this year, working only 4-5 hours a week in his business – and also owns 7 other locations with over 800 agents.
Here's a few main points we covered with timestamps:
(4:09) Ben Kinney's background and the benefits of having a team
(6:21) Getting started building a team: What's your first hire?
(9:55) Hiring buyers agents so you can focus on listings
(13:36) Adding a listing agent and additional lead generation support
(15:49) Giving leads to agents BEFORE going to an ISA
(19:11) How to maximize efficiency and growth with the right admin team
(21:17) Ben's "10 Days of Pain" process for lead conversion
(23:30) The mindset it's crucial to have for effective communication
(27:26) 3 tips for successfully utilizing scripts
(30:12) How to approach compensation for each position
(33:50) Identifying talent: ALWAYS be on the lookout
(38:48) Accountability through transparency
(41:56) How Ben adjusted to changing Craigslist guidelines
(46:00) "If you could start over, what would you do differently?"
(49:05) The benefits of unfair or unequal lead distribution
(51:32) Tracking both nurtures and appointments from ISAs
(55:04) Resolve to release anything not adding true value
Ben answered a lot of live Q&A.
Keeping it Real live events are hosted by Jeff Manson, Hawaii real estate broker & CEO/ Founder of Real Geeks and Frank Klesitz, CEO and Co-Founder of Vyral Marketing – these are 100% educational events.
P.S. If you didn't have a chance to watch our last event "How to Hire a Prospecting Assistant to Set 40+ Appointments For You w/ Special Guest Bill Jenkins" you can watch the full replay here: http://www.youtube.com/watch?v=HSQrky0NihE
Las Vegas real estate agent & Tom Ferry coach, Bill Jenkins shares how he hired and trained a VA (virtual assistant) to set 40+ phone listing appointments a month with FSBO, Expired, Just Listed, and buyer leads for a low flat hourly rate.
You’ll learn:
How he gets his phone numbers
How he hired, trained, and now compensates his prospector
The return on investment he is getting
The scripts and dialogues used
The daily and weekly accountability systems
And much, much more.
If you’re looking to hire someone to help you with phone prospecting so you can follow up and set high quality appointments, this is an episode you don’t want to miss.
Bill will provide a lot of value as he’s also a real estate coach.
P.S. We’ve had over 564 likes and 187 shares on Facebook for our last event “How New Agent Tom Nickley Will Sell 60 Homes His 1st Year.” Watch the on-demand replay here: https://www.youtube.com/watch?v=ASm9vVRM5vY
Tom Nickley, a brand new agent in Orlando, shares how he will do 60+ deals his first year in the business...without any database or center of influence to begin with!
Here are a few bullet points of what we covered:
(Intro) We break down Tom's YTD production numbers through June.
(4:05) How Tom's sales background in the wine industry has translated into real estate success
(9:07) Tom's beginnings in real estate and his initial strategies for business growth
(17:00) How to work leads, and why you should call ASAP
(22:34) More keys to successful lead conversion
(33:50) The importance of maintaining contact with internet leads
(42:31) Tom's specific strategy for sticking to his follow-up plan
(46:00) The correct way to introduce your buyers agent to clients
(53:15) Jeff's list of income-producing activities that you should spend ALL your time on
(54:57) The most important tip of the day!
You can watch all past episodes of Keeping it Real here:
http://www.keepingitreal.com
Here are the biggest "take-aways" from today's training:
(2:30) The process of building a database
(4:35) A simple script for getting email addresses from contacts
(8:15) The importance of using Tags in Infusionsoft
(11:45) How to determine what educational content to include in emails
(17:47) Prioritizing follow-up based on email opens and clicks
(24:12) How to properly promote a Property Valuation tool
(28:00) Using Infusionsoft to truly understand the consumer
(33:33) An in-depth description of several specific lead campaign sequences
(43:23) How to keep prospectors from getting "tied up" in technology
(53:21) The key to maximizing user engagement through emails
We're going to discuss how to earn a 7.5% listing commission by communicating all your value sharing the techniques top real estate agent Todd Tramonte implements.
Get Todd's free audio recordings with exact instructions to do this here: http://goo.gl/82x5oi