Agent Rise Podcast

Most of us know what it's like to feel that our weaknesses are dragging us down - so I’ve recorded this episode to help you counteract that feeling by learning to build on your strengths. I’ve been there, I know what it’s like to be discouraged or to feel that certain limitations are holding me back from the success I want. But friends, we can’t let weaknesses or limitations knock us down. We can’t let your perception of our weaknesses dictate what we can and can’t do. We are Risers - we take responsibility for things and make things happen. This episode is going to describe a perspective we all need to have, on that leads us to identify our weaknesses, know our strengths, and address the weaknesses by building our strengths.

Overcome your limitations by reframing them

Oftentimes, the limitations we face in life or business loom up before us, seeming like giants we can’t take down. I get it, feeling a limitation is no fun and definitely demoralizing. But what I’m discovering is that every limitation can be reframed, redefined so that I can look at it in a new way that enables me to build on my strengths because of it.

Here’s an example - I have always wanted to write a book. I’ve always felt like I should write a book. But I can’t ever seem to get started. What I’ve discovered is that my strength is in shorter, creative projects, not longer, research-ish projects (like a book). So a typical book is hard for me to get done. But a friend mentioned that there are lots of shorter books out today, so I’m starting work on a short book - it fits right into my strengths rather than going against my weaknesses. What reframing can you do about the limitations you feel?

When you know your weaknesses, you’ll avoid them in favor of your strengths

If we are going to overcome our limitations, we start by being aware of our genuine weaknesses. For example, If you know you are not good at technology, you should NOT beat yourself up for it OR try to learn the gadgets and gizmos because you believe you should. Instead, give yourself permission to go low-tech. Concentrate more on what you do to create value rather than being online. AND - find others on your team who can handle the tech for you!

When you know your strengths, you can choose the ideal projects for you

Once you know what your weaknesses are (and most of us don’t need a lot of help in figuring out that part) then you need to figure out the strengths you have that can help you reframe or offset that weakness. This can be a bit tougher because we don’t see ourselves objectively. You may need a close friend or coach to help you assess your strengths realistically and then identify how they can be used to counteract your areas of weakness. But once you do and begin operating in that strength instead of obsessing over your weaknesses, watch out!

Examples of building on your strengths in real estate

Everything I’m talking about in this episode could sound theoretical - and that’s the last thing I want. So let’s lay out some quick examples of what it might look like to build on your strengths instead of obsessing over your weaknesses…

• WEAKNESS: You aren’t fast - STRENGTH: be deliberate and thorough, or niche into bigger deals that take longer and require more detail.

• WEAKNESS: You aren’t good at marketing or don’t have the budget to do much - STRENGTH: Get creative, be you, learn about guerilla marketing approaches

• WEAKNESS: You’re genuinely not a people person - STRENGTH: Work on brilliant stuff alone or only work with people who appreciate what you do have

• WEAKNESS: You’re not very organized - STRENGTH: Simplify everything so you have less to organize, or hire an assistant or transaction coordinator to help with organization

• WEAKNESS: You don’t feel that you have enough time - STRENGTH: You can block out small chunks and really focus during that time. You can become super-efficient with the time you do have

What are YOUR weaknesses - and what are the strengths that can help you offset them? Listen to this episode of Agent Rise to learn how to reframe and overcome your limitations by building on your strengths intentionally.

Outline of this great episode

• [0:37] The theme for this episode came from the wildest dream I had!
• [2:51] The major league dream I had - and why I’m talking about it
• [5:05] What are the things we blame because we’re not being successful?
• [7:27] Examples of reframing to find greater success
• [18:01] Using time limitations to make the most of the opportunites

Recommended Resources

• www.AgentRiseSummit.com
• Get into my new MasterClass - www.AgentOnTheRise.com
• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter
• Check out my YOUTUBE channel: all new content!

 And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

Wow! It’s amazing to think that this podcast has actually reached 200 episodes. I remember way back when I started the Onion Juice Podcast - which was the first 171 episodes AND the craziest name for a podcast EVER - that I was somewhere around episode #9 and thought, “I think I’ve said everything I know to say!” At that moment, I panicked. I thought I was done. But I kept trying and figured out that there is a lot of my story that resonates with others and that I could share what I was learning as I kept iterating and building my own business. So that’s what I did. This episode recounts the story briefly - but more importantly, it clearly defines what I mean when I call you a “Riser” and where we are headed with this podcast.

None of us in real estate start with everything already figured out

If you feel like you’re learning on the job as an agent, welcome to the club! It’s a tough industry and has a lot of moving parts that successful agents need to keep track of. But if my story proves anything, it proves that it can be done if you are willing to stick with it. I’ve tried just about everything and if you’ve been listening to the show for any length of time you know about many of my successes, but also the failures and false starts. Along the way, one of the most important things I’ve learned is that successful agents need to be “Risers” - which is what I believe YOU are. Here’s what I mean...

What is a Riser?

I hope it doesn’t come across as sappy, but I wrote a poem - well, sort of a poem. Not really - it’s more of a manifesto, a call to action, a battle cry for all of us who want to succeed in real estate and are willing to work according to our unique individual strengths to make it happen.

Here’s To The Risers

Here’s to the Risers. 

To the fighters

the survivors,

the stay up all-nighters.

The ones with desire,

with fire,

who want to inspire. 

You can’t ignore them.

They won’t back down. 

They won’t give up. 

They are a Riser. 

They know what they need to do. 

They have a clear plan. 

They work according to a vision.

They avoid shiny objects. 

They are consistent. 

They are 100% responsible,

failure isn’t possible. 

They are a Riser. 

They know the door is revolving.

That won’t stop them.

They know the odds are against them. 

They don’t care. 

They follow the steps.

They work with confidence.

And at the end of the day,

They know they are well on their way.

They are a Riser. 

Is that you? Since you are listening to this podcast, I suspect it is. Listen to this episode to learn how you can join with other Risers who are taking their real estate business to the next level.

Simplify and Amplify: That’s how you grow your real estate business

Next week’s episode is all about this - but I want to introduce you to the topic now. There are really only two things we need to do in order to get our business going toward the next level: Simplify and Amplify.

SIMPLIFY means that you break your business down into its simplest components. It means getting rid of shiny objects, turning off the noise, and dialing-in the processes and approaches that work for your unique personality. Once you do that, you’re able to put a plan in place that works for YOU consistently and effectively.

AMPLIFY means that you take what you’ve simplified and make it known, increase it, and scale it to the point your business is rocking right along. And you keep doing it.

More on these next week, so be sure you subscribe so you won’t miss it.

Outline of this great episode

• [0:33] What does it mean to be a “Riser?”
• [5:29] Where are we going from here?
• [8:54] A shout out to the original “Onion Juice” gang!
• [10:08] Why simplifying and amplifying is the way to go
• [15:01] Find out about the upcoming Summit

Recommended Resources

• Get into my new MasterClass - www.AgentOnTheRise.com
• Get tickets to the Agent Rise Summit - www.NeilMathwegCoaching.com/Summit
• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Get the Masterclass: www.AgentOnTheRise.com
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter
• Check out my YOUTUBE channel: all new content!

 And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

I know you want to become a breakthrough agent - the gal or guy in your office who has pushed beyond the barriers that previously held you back and is an amazing success. How do I know? You wouldn’t be listening to this show if you weren’t. But there are a few things in the way of you accomplishing that breakthrough - and the truth is that most agents in your shoes simply don’t know what they don’t know. That is what is holding them back.

On this episode, I want to tell you what’s holding you back and more importantly, outline the one thing you need to do in order to push past the barriers in your real estate business. Please, listen to this episode with an open mind - and with the same commitment you’ve always had to make your business great. If you do that and are willing to invest in yourself and your business, you could be on the cusp of something great!

As I recorded this episode I almost decided to stop podcasting altogether

I’ve come to see that part of the problem with new or stuck agents is that they are experiencing information overload and they don’t even realize it. There is a LOT Of content you can consume - this podcast included. And the sad thing is that in most cases, that content is not really helping you achieve the breakthroughs you’re seeking. Why? Because you’re not taking action on it in a context that will hold your feet to the fire, that will push you beyond the barriers you’re facing.

I don’t want to be guilty of adding to the noise that holds you back - so I almost decided to stop podcasting. But I didn’t. Please listen to hear how I processed that decision, but more importantly to hear how you can become the breakthrough agent you truly want to be.

You need me to coach you. There, I said it

Sometimes we need to hear things that are hard to accept but are true. And sometimes the person saying it takes a risk by being bold enough to say it. That’s how I feel about this episode. I want you to hear how you can breakthrough - and I decided to be bold enough to say it. If you continue to consume content like this podcast but are not seeing the breakthrough you seek - it’s because you need to invest in yourself. You need coaching.

Hear me out. Even the most talented and amazing sports figures have personal coaches, people who can help them see their weaknesses, understand their strengths, and maximize their game according to those things. Why is it necessary for such a naturally talented individual? Because they don’t see objectively - they don’t know what they don’t know. So the smart ones get a coach to help them see and overcome those things.

On this episode, I say it straight up - you need my coaching. Please, don’t hear me trying to sell you something you don’t need. I want you to be successful and I know that this is what will make it happen.

There are a very few exceptions out there - but not many

I know that there are rare individuals out there who are able to soak up lots of information, sort it out themselves, and apply it effectively to their lives and businesses. Those are amazing individuals who are not very common. You may be one of those people - but I want to caution you about assuming it’s the case. None of us sees ourselves entirely clearly. None of us recognizes all the places where we need help from the outside. So be careful about thinking you don’t really need coaching. That could be one of your largest obstacles to becoming a breakthrough agent.

Clarity and amplification go hand in hand - and they come from good coaching

The first and perhaps the most important benefit of coaching is that you gain clarity - about your strengths, your weaknesses, your opportunities, and so much more. When you have clarity, you are able to create a customized plan that puts you in your sweet spot - and that enables greater success in your real estate business.

Once you have clarity, you are able to amplify your strengths, putting them to work in ways you never even knew to dream of. This is where breakthroughs happen - where amazing results come about. Listen to learn how it happens - and why coaching is the main way you can achieve them in record time. I know this sounds like a sales pitch, but it’s not. It’s me speaking truthfully about what I’ve learned watching and coaching agent after agent. I hope you’ll take the time to consider it.

Outline of this great episode

• [2:05] Get in on the upcoming Agent Rise Summit! See the link below
• [4:34] Why I am contributing to the noise
• [5:42] Here’s why you are not breaking through: lack of coaching
• [11:25] A word to the rare exceptions to what I’m saying
• [13:00] The noise prevents you from getting clarity
• [17:93] Many of us need to get better at saying, “No”
• [19:01] Get into my upcoming MasterClass

Recommended Resources

• The Agent Rise Summit is now open for registration - www.NeilMathwegCoaching.com/Summit
• Get into my new MasterClass - www.AgentOnTheRise.com
• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise 
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter
• Check out my YOUTUBE channel: all new content!

 And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

This episode of Agent Rise is going to make most of you nervous - because I’m insisting that you hire a transaction coordinator now - no matter where you are in your real estate career. Actually, let me backpedal on that a bit: If you have less than 10 transactions under your belt, this is not for you - YET. But notice what I said - 10 transactions. You’ll be to this point soon enough.

You may think I’m crazy. Maybe I am - No, I’m not. I know that I know that I KNOW from personal experience that hiring a transaction coordinator will set you free to do what you need to do in order to increase your overall business momentum and set you up to do more deals this year. It’s that simple. Listen to hear my reasons, learn what you should look for in a transaction coordinator, know what they can do for you, and hear how I’d go about interviewing a potential TC. It’s all on this episode of Agent Rise.

But Neil, I can’t afford a transaction coordinator!

The thing that holds most Agents back is that we are wrapped up in the details and minutiae of transaction after transaction - and we have no time to build our business. The details are all important stuff that needs to be done, but who says WE have to be the ones doing it? If you are a control freak who can’t delegate, you are holding yourself back. You need to let go. You need to get help.

OK, so let’s talk about the money part of things. I know you feel like you can’t afford to hire a transaction coordinator. I felt the same way for almost 90% of my career. But I’m telling you from hard-learned experience, you truly cannot afford NOT to hire a TC. Why? Because your overall transaction volume will go UP when you hire a TC. That means you’ll have the money to pay them, no problem. Listen to learn how you can get out of your own way and level up your business by hiring a transaction coordinator. 

A real-life example of how a transaction coordinator helps you do more

I have to be honest and let you know - out of the 1000 transactions I’ve done in my career, I’ve only done the last 50 to 100 transactions with the help of a transaction coordinator. And those last 50 to 100 transactions have gone more smoothly and have been done in a way that has allowed me to produce more and provide better service than ever before.

Recently I was in a meeting when my transaction coordinator discovered that a few numbers on the paperwork did not match up. I saw the issue come up on the email app on my phone during my meeting - and a series of emails went back and forth. I knew something was blowing up and it made me nervous about what I was going to have to deal with when I got out of my meeting. When I finished the meeting I checked the last email and it was from my TC saying, “I got everything taken care of - no worries. Enjoy the closing.” 

MAN! That was a powerful reminder to me of why my transaction coordinator is so important. 

What should you look for when hiring a transaction coordinator?

There are so many things that go into a typical closing and most of us do them as second nature without thinking through the details. But if you’ll take the time to look over the home buying process, you’ll see that there is a TON of stuff that you’re doing that you really can pass on to someone else. And here’s the good news - you can pass it off to someone who not only does it better than you, but who also enjoys doing it!

Here’s what you should look for when considering a person as a transaction coordinator: 

• They need to be experienced so that YOU don’t have to train them
• Hire someone who knows more about transactions than you do
• You want a person who stays one step ahead of issues
• Find someone who will work as a subcontractor and only gets paid when closings take place

What should a good transaction coordinator be doing for you?

You know there is a lot of detail that goes into every transaction. Let’s break down all the things that you can and should delegate to your transaction coordinator...

• Introduce and coordinate with all parties
• Create a detailed closing timeline and stay on top of it
• Email clients the next steps
• Manage all contingencies and key dates
• Schedule and coordinate the appraisal, inspection, final walk-through, and closing
• Review all contracts and paperwork for accuracy and compliance
• Chase down missing paperwork
• Open escrow and/or order title work
• Communicate progress as you go along and keep all parties on track
• Order home warranties, coordinate transfers, manage HOA documents
• Monitor closing progress and provide updates

And that’s just a part of what I’m sharing on this episode. I also provide a list of things your new TC should NOT be doing - and tell you how to ask the right questions to find out if the person you’re interviewing is the right fit for you.

Outline of this great episode

• [2:40] I’ve come to believe a Transaction Coordinator is vital, no matter where you are
• [4:20] The work a TC can do for you will allow you do do more that you need to be doing!
• [12:06] What are you looking for when you hire a transaction coordinator
• [14:30] What should a good transaction coordinator be able to do for you?
• [17:20] How can you find a good TC?
• [18:01] Questions to ask a potential transaction coordinator 

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Skyslope
• DotLoop
• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter
• Check out my YOUTUBE channel: all new content!

 And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

It’s not uncommon for agents who have been successful so far in their real estate career to question whether or not the role is still a good fit for them. This questioning happens for a lot of reasons. Sometimes they’ve lost the fire and excitement they once had about the industry. At other times they’ve experienced setbacks that have been discouraging or deflating. I’m here to tell you that this kind of questioning is very common - and it also follows a pattern.

In this episode, I want to reveal something that I believe is missing in your career and business when these types of questions arise. Listen to learn how to address these issues - or to be prepared to address it when the time comes that they arise in your real estate career. 

Stress, lack of motivation, and tension in your business are often indications it’s time for a change

Many agents who have been in their real estate career for some time hit the point where stress is taking hold. Others find themselves lacking motivation and feel they are missing the drive they had when they first started out as an agent. Others, in spite of running a very successful real estate business always feel tense about things that are going on.

Every single one of those is an indicator that something needs to change. Often, the agent in question begins to wonder if the thing that needs to change is their career. I’m going to suggest that you’re in exactly the RIGHT career - but that you’re needing a different kind of change. It’s time for you to level up, to step up, and to begin leading others. Before you give in to the discomfort you might feel about that suggestion, listen to this episode. It’s not what you think - and it can happen in ways that energize and motivate you beyond what you can even imagine.

The answer - and hear me out on this one - is that you need to become a leader

When you hear me say that you need to step into leadership you might pull back, saying that you don’t have a high enough volume of leads or big enough budget to provide leads for a team. Be honest, is that what you’re thinking? If so, it’s a clear sign that you are thinking about the issue all wrong. Becoming a leader in the real estate industry is possible without subscribing to that flawed rainmaker model that is so prevalent in the industry. You don’t have to be the one hustling, producing leads, or paying for resources for your team - you just need to lead by example, coach, and equip others to be successful.

This episode highlights how I discovered this to be the case in my own real estate career. It was a glorious day, a career-changing event when I was finally given the opportunity to lead others. It infused me with a motivation I hadn’t had before, gave me something bigger than myself to work for, and enabled me to impact the lives of other agents in ways I hadn’t thought possible before. You’ve got to hear how it happened - on this episode.

You’ll get filled up more than you know when you lead others to build a successful real estate career

It’s amazing what happens in our own souls as we intentionally set our sights outside our private little world. Other people NEED your help. In fact, they already look up to you in ways you’re not even aware of. Think about your day to day life in the office. Who are the agents who seem to come to you for help or advice most often? Where are the places where you are already going over and above in the teamwork of your organization? Those reveal places where your leadership is already being appreciated and noticed, you just haven’t been given the title of “leader” yet. 

Please, consider this leadership option as a way to ramp up your motivation and vision for the future of your real estate business - by helping others to make their business more successful. You’ll find a lot of benefits you didn’t know where possible.

When you inspire and equip others it makes you into a better agent yourself

I’ve heard teachers and leaders in all areas say that they get more from being a leader than they ever give out. I can attest to that fact myself. There’s something about coming alongside others that encourages me like nothing else. I love being able to encourage - to help - to equip - to enable others to overcome obstacles and reach a level of success THEY didn’t think was possible. Doing so builds me up and fills MY head with vision and optimism.

And guess what - I see my production as an agent go up as well. Please - if you’re considering calling it quits on your real estate career I urge you to reconsider in light of what I’m saying. Listen to this episode. Ponder it. Think through the issues I mention - then give it a try. You’ll find the benefits of becoming a leader might be just what you need.

Outline of this great episode

• [3:06] It’s normal for agents to feel down - unsure of their place in the industry
• [4:41] It’s time for you to step up and become a leader
• [7:01] What to do if you don’t feel that you are a leader
• [14:55] How becoming a leader changed everything for me
• [19:35] I’d love your feedback on my R.I.S.E. acronymn

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• My previous episode that explains why I don’t like the Rainmaker Model of leadership
• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise 
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter
• Check out my YOUTUBE channel: all new content!

 And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

All of us who work as real estate agents know that we’re supposed to ask quality questions of our customers. But do we really know what that means? I’m convinced that most of us don’t know how to do it. Why am I so convinced? Because I have been geeking out about this topic - studying it, reading lots of stuff about the quality of questions we can ask to help buyers move their decision along - and I’m telling you, this is powerful stuff. That’s not an exaggeration, it’s fact. On this episode of Agent Rise, I am going to walk you through the principles behind asking the right kind of questions and explain why it’s a vital skill for every agent to learn.

When you ask quality questions that lead a customer to share openly, everybody wins

Let’s consider the average listing appointment. As the listing agent, you’ve got lots to say right? You need to explain your process, inform the customer about what to expect, address legal issues, and more. But should you launch right into your prepared speech? Maybe a better question is this: Should you have a speech at all?

I suggest you learn to ask quality questions that get your customer talking - because when your customer talks, you have the opportunity to learn exactly what they are looking for. That provides the insight you need to serve them extraordinarily well. When you ask questions that get your customers talking, you can...

• Determine their personality type - which tells you how to best communicate with them
• Learn their expectations - and get the opportunity to address concerns
• Set expectations - help your customers know how you plan to serve them
• Hear what NOT to do - from the past experiences they share with you

Asking the right kind of questions makes the conversation better, which leads to serving your customer better. All of that adds up to a really happy client, and we all know what ecstatically happy clients do - they refer others.

Assessment: In your last listing appointment, how much did you talk compared to your customer?

You may be doing a great job when it comes to asking the right kind of quality questions. But I’ve found that it’s easy to think you’re doing great when you really aren’t. How can you know? Here’s a quick way to get your finger on the pulse of how you’re communicating with clients…

In your last listing appointment, how much did you talk compared to the customer? Most agents I ask, say they talked 70% to 80%, to 90% of the time. If that’s you, you need to learn to ask better questions. When you are doing all the talking you don’t have time to find out the crucial things you need to know in order to set the stage for a supremely happy customer experience.

On this episode, I explain a little bit of how I avoid talking so much at listing appointments. My process focuses on doing the “talking” in bite-sized chunks the customer can digest - and NOT doing it all during the listing appointment.

People pay attention to the things you ask about

One of the most powerful things to know about developing the skill of asking quality questions is this: People pay attention to the topics that you ask questions about. When you know that, it opens the door to all kinds of opportunities to guide the conversation where you know it needs to go.

There’s another secret power of asking the right kind of questions and it’s this: The right kind of questions enable people to drop their guard and truly engage with you on a heart level. THAT is the kind of response you want because when you get your customers talking on that level, you’re going to find out all kinds of things that will help you serve them well.

And be sure you pay special attention to that last part - this is all about service. There’s no manipulation or coercion involved in what I’m talking about. Asking quality questions is you helping your customers let you help them. Read that last line again…. It’s a bit confusing but vitally important.

Ask the difficult questions to experience the biggest wins

Perhaps the toughest part of asking quality questions is that sometimes, they are the hardest questions to ask. Why? Because the places you feel tension in your interaction with a customer - or the subjects that the customer seems least eager to get into - are often the places where the greatest needs exist. And remember, your job as an agent is to meet your customer’s needs, to solve their problems. You can’t do that if they won’t talk about things.

So - you’re going to need courage to step into the awkward questions waters. You’re going to need to care about your customer more than you care about your own comfort. Serving people isn’t easy. It takes commitment, willingness to sacrifice to help them accomplish their goals, and willingness to wade into the waters that you know are the most troubled. But often, the greatest rewards come from those places.

Outline of this great episode

• [0:38] TOPIC: The quality of your questions determine SO MUCH!
• [3:09] My latest geek-out topic: Asking quality questions
• [8:20] The thought process behind asking the right kind of questions
• [12:20] You can experience a curveball when working with spouses
• [15:51] A challenge for you: Ask the HARD questions - they lead to big results
• [17:40] Knowledge only becomes powerful when you put it into practice

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise 
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter
• Check out my YOUTUBE channel: all new content!

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

The idea of a mastermind group has been around for a long time. In fact, it was Napoleon Hill who first coined the term “mastermind” in his 1925 book, “Think And Grow Rich.” Masterminds have been used by successful people all over the world, even before they were called that. I’m in a mastermind group right now and I can’t tell you all the ways my participation in the group has changed my life and improved my business. It’s been that kind of benefit to me for a long time, and I can’t believe I’m just now telling you about it. But better late than never, right? So listen as I explain what a mastermind group is, why I’m in one (and a huge fan of them), how it benefits my business, and so much more!

You hear about “masterminds” all the time, but what are they?

A mastermind group in the context that I’m discussing on this episode is a group of professionals who get together on a regular basis to seek and give advice to each other in relation to what each of them is doing in their business. They can be structured in many ways but the main goal is for each member to share their expertise and insight - AND for each member to glean valuable insights from others.

As you might imagine, a mastermind group can become very close relationally speaking, as each member becomes intimately aware of what the others are doing in their businesses and are committed to holding each other accountable for the actions they commit to during the group time. That means you also receive the benefit of friendship and referrals. Listen to learn more and to hear how my mastermind group is structured.

What does a mastermind group look like?

There are no rules about how a mastermind group is structured, but those who have taken part in masterminds for years have learned that without a clear structure everyone will feel their time has been wasted - and the group will be ineffective. In the case of my mastermind group, we meet quarterly - which I really like, and we meet for 3 hours each time.

Here’s what we do each time we meet:

• Each person shares a recent win - 10 to 15 minutes
• Everyone is held accountable for their action items from the last meeting - 10 to 15 minutes
• 6 people are on the “hot seat” and are able to ask for help and advice about a particular situation in their business - 25 minutes
• Everyone in the group shares a final action item they intend to work on before the next meeting

Listen to learn how this meeting agenda helps us stay on track and move our businesses forward.

If you want personal and professional sharpening, a mastermind is for you

It’s hard to build a business by yourself, primarily because every one of us will have blind spots that limit our effectiveness. We need the help and insight of others to keep us on track and moving in the right direction. There is nothing like meeting regularly with a group of people who are also eager to grow and succeed - and who are willing to hold you accountable in firm but loving ways - to put yourself on the fast track to growth.

The opposite is also true: If you are not willing to be honest about your successes and your failures, don’t want others seeing and speaking about what you’re doing in your business, or are unable to receive feedback so that you can grow, you may not want to get into a mastermind group. I, for one, think you’re crazy if that’s how you feel about it, but hey - to each his own!

How do you know who to invite to your mastermind group?

Every mastermind group will have its own unique mix of people - in terms of professions and types of business as well as with a diverse mix of personalities and backgrounds. In my mind, that’s exactly how it needs to be. You don’t want to be in a group with a bunch of people who are just like you and who do exactly what you do. You want varied perspectives to maximize your potential for growth.

When it comes to the type of people you want to involve, my only requirement is that they need to be people you look up to in some way. You want to ensure that the people there are people you want to learn from and people you want to help. When that’s the case, everyone benefits. Listen to learn more. I can’t encourage you enough to get into your own mastermind group as soon as you can.

Outline of this great episode

• [1:32] The launch of the Agent Rise Summit - Oct. 24-25
• [7:10] What does a mastermind group look like?
• [10:02] How a mastermind sharpens you and keeps you on track
• [12:53] The agenda for a powerful mastermind group
• [17:01] Why a mastermind serves entrepreneurs so well

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter
• On Youtube

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

This episode is one borne out of frustration - because the leadership lessons I’ve learned throughout my career and am still learning, seem to be misunderstood or poorly applied by most leaders in the real estate industry. Hear me now - I’m not holding myself up as one of those leadership gurus who can do no wrong. Not at all. But I CAN look back over my career as a leader and see how I’ve grown. I feel it’s my responsibility to share the leadership lessons I’ve learned. I hope you understand that's the heart behind this episode.

This recording features some of the lessons I’ve learned about the effective use of competition within a real estate office, why promoting shiny object syndrome in your agents is a terrible idea (and how you may be doing it without knowing it), how to let vulnerability lead the way in your leadership, and more.

Performance scoreboards promote a scarcity mindset

One thing I’ve found in my journey is a leader is that a scarcity mindset within a team is like poison. It works its way down into the souls and psyche of your team members and breeds an inner pessimism that is hard to overcome. But let’s back up - you may not even know what I mean when I refer to a “scarcity mindset.” It’s a belief that there is only so much to go around. It's a mindset that leads to unhealthy competition and an unwillingness to share and collaborate.

That brings me to performance scoreboards. It’s common practice in the real estate industry to post “leader boards” in the office, showing which agent has the most sales. If the motivation behind posting these boards was simply to encourage the leaders, that would be fine - but scoreboards also highlight who on the team is struggling or lagging behind - for everyone to see. Scoreboards promote a scarcity mindset. They encourage unhealthy competition among agents on the same team that fosters stinginess, not collaboration. Listen to hear why I think leaders should be promoting a different kind of competition among their real estate agents - and how you can implement it immediately.

The poison of shiny object syndrome is rampant among real estate offices (and leaders)

An outgrowth of the scoreboards we see posted in real estate offices across the country is that agents who are not performing well become distracted from the proven fundamentals they need to improve. They start questioning, second-guessing themselves, and getting pulled away from the very things that will provide success over time - because they are trying to imitate those in their office who are more successful. The problem is this: The things those who are more successful are doing may not fit the personality and gifting of the new or stuck agent. But they'll try to apply them anyway.

The leadership lesson I want you to take away from this is that what will make your real estate team more effective is not competition, but collaboration. Working together, sharing resources, building cooperative efforts is what makes the team more successful. Listen to learn how a cooperation saturated environment in your office will beat competition every time.

Leadership Lesson: Vulnerability in leaders is POWERFUL

There’s a myth that’s made the rounds in our culture for a very long time - that leaders can’t express weakness or vulnerability. We tend to believe that leaders need to be strong, unshakable, examples of strength and reliability. While some of that is true, it doesn’t mean that any leader can be perfect, or lead perfectly without the normal stresses, doubts, and failings we all experience as human beings.

As I’ve said often, people can’t relate to your perfection. That goes double for leaders. Before long those you lead will resent you because you’re putting on a face that reveals no weakness, while deep down those who follow you know you aren’t really that way - because nobody can be. That is exactly why vulnerability is so powerful. As a leader, it’s your job to show your team how to move forward and achieve in spite of being imperfect. They need to learn how to be a flawed human being who is still able to accomplish great things - and they need to learn it from you. Listen to this episode to hear about the resource I’ve been drawing this lesson from, and how you can learn it as well.

Let’s change the leadership practices in the real estate industry

I’m tired of hearing the same old thing from real estate agents - that the spirit of secrecy and competition in their real estate office is demoralizing them instead of empowering them. I’m tired of seeing promising, talented, competent agents run down and discoured through bad leadership. I’m definitely not a perfect leader, and maybe that’s why I can see what’s going wrong in the way real estate managers are leading their teams - because I have done the same things. But I’m learning, I’m growing, and I’m changing to a new leadership approach that is empowering and equipping my team in significant ways.

I hope you’ll take the leadership lessons I share on this episode as encouragement and not criticism. I don’t want to see you perpetuate a failing model any longer. If something I share on this episode were to help you make a change that makes you a better leader or empowers your team to a greater level of personal or professional success (or both), I’d be so happy.

Outline of this great episode

• [0:29] Why leadership is a tricky thing - and talking about it is, too
• [2:15] How this episode flows out of a sense of frustration I’m feeling
• [4:10] Who should agents really be competing against?
• [11:10] Shiny object syndrome is rampant among real estate agents
• [15:24] Why vulnerability is powerful as a leadership characteristic

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Episode 191 - How To Build A Real Estate Team
• Brene Brown
• BOOK: Dare To Lead
• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

We all know what it means to do client events. They could take the form of a ball game, hosting a bar-b-que, or holding a “client appreciation party.” That’s great, we should appreciate our clients, but we can do so much more - and do it in a way that broadens our reach and connects us with pre-clients. The ideas I’m having around this topic flow out of what’s been happening with the “I Love Madison” meetups my team has been putting together. Such amazing things are happening, I want to share it with you and encourage you to do get your own brand of community events going. Listen to learn more!

People have more ability to connect than ever before but are still lonely

You know what I’m talking about - Instagram, Facebook, Snapchat, Twitter, LinkedIn - all of the social media platforms are incredibly helpful and useful in a variety of ways. But the remote nature of how they work often isolates us even more in real life. Instead of being better connected, many of us wind up feeling lonely.

I believe this is a growing problem that Realtors are uniquely positioned to address. How? By hosting client events, and even better - community events. On this episode, I want to explain some of the dreams I have for the “I Love Madison” meetup events and give you some ideas that you can use in your own community. Who knows what could happen if we all do our part to bring our communities together? Maybe someone will meet their new best friend through an event you host. Maybe love will blossom as a result. Maybe you'll find 2, 5, or 10 new clients. You never know what could happen!

As Real Estate Agents we have a huge opportunity to bring people together

Real Estate agents are uniquely positioned in the community to host unique and appealing events that people really enjoy. Why? We know the community, we know the happening places, we know the things that newcomers to our cities need to know about and become connected with. That means we have the potential of being a huge asset to the people of our communities. Why are we not taking advantage of that fact?

Listen to hear about the results of our “I Love Madison

meetup group and how we are pulling it off with very little effort, almost no overhead, and are getting great results. I’m meeting more people every month through these simple groups and my network continues to expand. Most importantly, it’s exciting to see what’s happening as people connect and exciting to be so involved in making it happen.

What are the events people will want to come to?

I recently heard Gary V. talking about the idea of psychographics. I didn’t even know what the word meant so I looked it up. Here’s the definition:

The study and classification of people according to their attitudes, aspirations, and other psychological criteria, especially in market research.

What does that mean for us as Realtors? It means that the better we know the way the people in our communities think, what motivates them, and what their hopes and dreams are, the better we can serve them. We need to become students of our communities. Then we can host events that are designed specifically for them and invite them to come. The I Love Madison Team is working on plans to do a concert series featuring local artists. Why? Because we know that people in our community often gather around music, so we’re going to take full advantage of that (in a good way). Listen to learn more!

Focus on the stage, not the age

It’s easy to think that demographics and targeting for client events like I’m talking about in this episode has to do with age, but it doesn’t. One example I mention is that a 28-year-old could be married or they could be single. They could have kids, or they could not. They could be employed in a white-collar profession or a blue collar job. There’s no way that age is a clear enough indication of what a person is like to bank on it when it comes to planning events.

Instead of looking at age, we should be considering “stage of life.” By doing this we’ll be much more effective at discovering interests, hobbies, and preferences that a wide range of people will enjoy - and we can host events that are “beyond client events” - events for the entire community. Listen to learn why I think these events are are so powerful and to hear what the I Love Madison team is cooking up for the city of Madison.

Outline of this great episode

• [3:30] The thought of bringing people together is inspiring to me
• [6:08] Why are more realtors not doing client meetups?
• [8:50] Cool things can happen when you bring people together
• [12:20] Find holes in the city and bring them to life with your events
• [14:40] Take the word “client” out of your client events

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• BNI Meetings
• The American Family Dream Bank
• Gary V
• Strange On Purpose Podcast
• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

Gary V is a big-time successful entrepreneur who you’d expect to have a great productivity tip or two to share - and he does. But I recently saw a video of him being asked for his top productivity tips and the first one he mentioned blew me away because it wasn’t what I expected to hear from him. But the more I thought about it, the more I realized there was a reason he gave it as the very first tip - it’s the most important one. When you have it in place, it shapes the way you apply all the others. What was his #1 tip? Practice gratitude.

On this episode of Agent Rise, I’m going to walk you through Gary’s 6 productivity tips and give you my thoughts about how they play into a real estate business. At the end, I’m going to invite you to interact with me about these things because I believe that together, we can put them to work in our lives and make our businesses soar.

Gary V’s #1 productivity tip: Be grateful

How is being grateful a productivity tip? Maybe an attitude tip or a success tip, but productivity? Yes, productivity. When we are able to approach our business with an attitude of gratitude we’re able to put things into perspective. Let’s look at an example…

If you are able to find those things you’re grateful for about the way your business is running, or where you've come from over the past few years, you’re going to find that those are the things that are going well. They are the things that are encouraging to you, that are having the biggest impact. In doing so, you’ve also discovered the things that matter the most to your business, which helps you to prioritize to a greater degree. Now you are set up to be more productive because you know what really matters.

Being grateful can increase your team’s productivity too

All of us are in business to serve people, right? We’re also building teams of people who can help us do that. And none of us want our teams to feel we disregard them or don't appreciate them. Gary V’s first productivity tip applies to our interactions with our teams because the more grateful we are for the people on our team and the more we express that appreciation to them, the better they serve our clients.

Think about it - when you feel appreciated by your boss you are more motivated to work, to do well, to accomplish more. It’s the same way for the members of your team. But it also applies if you’re part of the team and not the leader. One member of my team excels at gift giving and has inspired and motivated me to get better at it myself. It’s an amazing example of how gratitude for one area or person bleeds over into gratitude across the entire team - and amplifies your productivity.

99% of things don’t matter, but they rob you of your joy

Another productivity tip Gary V shared is to remember that 99% of things don’t matter. What’s he saying? We need to learn to relax, to take the pressure off ourselves so that we can clear away the fog of busy-ness in order to see the 1% of things that actually DO matter. When we can see those things clearly, we are more clear on what we need to work on to move the business forward - and THAT equals greater productivity.

So take stock of your business and your life with that truth in mind. Most of what you stress about won’t matter much in the end. It’s like worry - we worry about things that might happen but never do, which means we’ve wasted all that time and energy on something that was nothing more than a misplaced emotion. Break out of that cycle and watch your productivity soar as you focus on what really matters.

Figure out what’s driving your business and do it well.

Every business, including your real estate business, has many parts to it. As an example, you may have noticed that I teach 10 Agent Rise steps - things to focus on to make your real estate business thrive. But none of us can focus on all of those things at once. We need to select the one that has the most impact and focus on it until we have it down really well.

So take the time to look through your business and figure out what’s driving it. In most cases, it’s your attraction pillar or your chase pillar. Double-down on that. Make it a priority and make it the most excellent part of what you do. Then you will be ready to move ahead to the other things, adding brick by brick to your strategy until it’s all in place and functioning smoothly.

Outline of this great episode

• [0:31] A new perspective about being productive rather than being busy
• [3:28] Gary’s 6 tips for being more productive
• [5:08] Why being grateful for where you are in business is so powerful
• [7:47] Avoid getting caught up in what’s going wrong because 99% don’t matter
• [12:14] What is driving your business? Do you do it well?
• [14:23] Build your sphere of influence list around people you like

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Tim Ferriss
• Gary V video on LinkedIn
• Last week’s episode on building a team
• BOOK: The Thank You Economy
• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)