Agent Rise Podcast

What do you do to stay in touch with your past clients and SOI (sphere of influence)? This is called being “Top of Mind.” This is what most business owners want. They want to be Top of Mind with people that need their services either right now or in the future. If you have been around the OJ for awhile, this concept might sound familiar...and you would be right! Today, I am re-squeezing episode #18, to both update some of the concepts I talked about, and show how, more than ever, being top of mind is super important for any real estate agent.

Searchable vs. social content

In recent episodes, I have talked a lot about social vs. searchable content. As it turns out, I was dancing around this concept back in January of 2016 (episode 18), I just didn’t define it as clearly then. If you are posting every video to the same places (Facebook, Instagram, Youtube), you will notice a discrepancy across channels when you look at the view statistics. Market reports don’t belong on Facebook, people will get bored and leave. There are people who are searching for tips and advice from agents, and they are using keywords to do it, so start categorizing your YouTube channel to make it easier for them to find you! For more on this concept, check out past episodes where I interview Karin Carr (OJ 131) and TJ Kelly (OJ 132) on this subject!

You need all three pillars: Your sphere of influence, chase AND attract

Back in 2016, I touched on the idea that you should be attracting people to your business through social media. While this has not changed, I know for a fact that if you only focus on the attraction pillar and neglect the sphere of influence or the chase, you will starve. Depending on the avenue you are using to attract business, it may take longer before you start to see results. Radio advertisers, for example, say it takes 12-18 months before clients start responding to your ads. For me personally, I use the I Love Madison Show as my attract pillar. As of right now, that show is not paying the bills. My open houses, newsletter, and grinding are paying the bills, but people are starting to recognize my team and I around Madison. I am confident that will eventually turn into a stream of business. For now, Caleb Jahr and I will keep highlighting amazing places around the city, we will keep Vlogging and keep connecting people.

Attention and trust

Two years ago, I said “You’ll get their attention not only by what you share (posts, images, podcasts, etc.) but also through HOW YOU ENGAGE with them. When you come across as a real person, then you’re going to be much more successful at getting people to feel that they know, like, and trust you.” I think that content is still fresh! You get do lots of things to get people’s attention...you can light yourself on fire and stand in the middle of the street, and that will garnish you some attention, but people will not trust you...the best way to gain trust is to be authentic in every interaction you have with a client, whether its in-person or online. Authenticity builds trust. When a client is considering a house, it is one of the biggest and most important decisions they will ever make, and they will not work with someone they don’t trust.

Work within your vision

One of the main reasons I launched the I Love Madison show was to help trailing spouses get connected here in Madison. Last night, I had the chance to speak at an event called Disrupt Madison where I talked about the trailing spouse. Afterward, several people came up to me to say “I had no idea I was the trailing spouse, thank you for that presentation.” Why do I share this? Not to toot my own horn, but to talk about the importance of operating INSIDE of a vision, supported by your “WHY.” As a real estate agent, you will communicate all sorts of things to your clients, but all of that communication should flow from a crystal-clear vision of what you are trying to accomplish. When you are consistent with that vision, people will start to notice.

Outline of this great episode

• [1:00] Today, we are re-squeezing episode 18!
• [2:15] What it takes to be top of mind with our clients
• [3:30] Searchable vs. Social content
• [6:45] You need all three pillars: sphere of influence, chase AND attract
• [8:45] Attention and trust: We have to get their attention, then earn their trust
• [12:00] The show within the show: Leveraging one platform to promote another.
• [14:45] People love talking about food...you should be too!
• [20:00] Your WHY is very important

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com- check them out for all your title needs.
• www.EasyAgentPro.com/OJ- get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching website here

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

• Snapchat
• Instagram
• Facebook
• Twitter

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

My question for you today is this: are you living in the clouds, or living in the dirt? To be honest, I see a lot of real estate agents who spend most of their time in the clouds, and not enough time in the dirt. On this awesome Onion Juice episode, I encourage you to get dirty, build real relationships, not just connections, and implore you to abandon the word “rededicate.”

Up, up, and away

The clouds represent that fun place in your business where you are planning, dreaming, envisioning a prosperous future, and endless good ideas. The clouds mean a clear plan. If you are just starting out, the clouds can be a fun place to hangout. When I am coaching new agents, we start up in the clouds…we figure out a strategy, play on your strengths, dream a little and plan a lot. We start in the clouds, but we don’t stay there.

Playing in the dirt

The dirt represents the possibly tedious, redundant tasks that ACTUALLY grow your business. Phone calls, knocking on doors, reaching out to your email list, creating new content…this does not mean tweaking your logo to perfection…honestly, your logo doesn’t matter. Your brand is insignificant to the amount of time you need to spend in the dirt working. For established agents, sometimes they spend too much time here, and need to spend more time in the clouds. You may have built your business on just hard work, but you are lacking a plan that will sustain you long term.

Build real relationships, not just connections

Chances are, you have a ton of followers on social media and hopefully a solid email list. You reach out to a lot of these people, a few messages, comment on their content, etc. You might even see them in person and exchange a quick hello. These are connections, not relationships. Relationships are built when you spend time with people in order to get to know them. You share a meal, or coffee, you know their family and what matters to them…they would bail you out of prison…I encourage you to spend time building real relationships. They will ultimately sustain you, and those will be the people that you do life with, not just real estate transactions.

A commitment moves you forward

I recently heard an interesting take on the word “Re-dedicate,” and it got me thinking about how often I hear people say they are going to rededicate themselves to work or a project or goal. This does not make sense to me. If you are going to “rededicate” yourself to a project in the future, what you are actually communicating is that you have no dedication at this exact moment. A commitment is now. There is no”Re-dedicating” yourself, there is simply dedication and commitment right now.

Outline of this great episode

• [0:45] Let me help you decide where you should be spending more of your time
• [1:20] Are you living in the clouds or the dirt?
• [3:45] Clouds mean a clear plan - soundbox coaching
• [5:35] The established agent might be opening too much time in the dirt
• [7:20] How to get dirty
• [7:50] How much time are you spending in the clouds?
• [8:30] You are your brand
• [9:25] Working in a vision vs working in your needs
• [10:20] Rededicate doesn’t make sense - a commitment is now
• [11:50] Connections vs relationships

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com - check them out for all your title needs.
• www.EasyAgentPro.com/OJ - get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching website here

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

• Snapchat
• Instagram
• Facebook
• Twitter

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

On this onion juice episode, Jerry Potter teaches you how to leverage your Instagram feed to drive business! If you are a real estate agent who uses Instagram, this is the must-listen-to episode! Learn about the new features that Instagram is rolling out, how you can improve your live video, then learn how you can improve your social media knowledge in just five minutes! No empty promises, I promise, just fresh, juicy content for you to ear-guzzle!

Are you using the best search and discovery platform to market your business?

Instagram places a big emphasis on search and discovery of content. It’s one of the few social media platforms with a Search and Explore tab in its app. Being featured in the search results or in Instagram’s Explore section can be a great way to boost your success on the network with added exposure and the chance to reach new users who may not have otherwise seen your content. There are also several other ways you can use Instagram’s Search and Explore for your business — finding the best hashtags to use, engaging your fans, and finding influencers to collaborate with.

Instagram is rolling out a ton of new features!

Jerry says if he had to abandon every other social media platform, he would JUST use Instagram...it’s that powerful! The app is constantly being updated with new features to help make the experience better for the users. Jerry shares a few of those features, including “focus mode” that adds a professional look to your pictures by blurring out the background, video chat, augmented reality (think Snapchat filters), clickable account names and hashtags, and the ability to mute (but not unfollow) a channel or user. To learn more about the powerful ways you can use Instagram to grow your real estate business, check out this episode of the onion juice!

Listen to hear one amazing tip that will instantly improve your live video broadcasts on social media

You have all seen the live videos on social media...lots of likes and hearts floating up the screen. If you are like me, you probably wonder how long the person is going to talk, right? What if this real estate agent talks for 20 minutes?? Jerry says one way to improve your live videos is to “offer an end at the beginning,” meaning drop a hook that will encourage views to keep watching until the big reveal. For example “This house is a three bedroom/ two bathrooms, but it might have the strangest thing I have seen in one of the bathrooms, but we’ll get there shortly…”

Five Minute Social Media with Mr. Jerry Potter

It is possible to learn social media in just five minutes…Mr. Jerry Potter shares how on this awesome onion juice episode.

If learning and improving your social media presence has been a goal, but you haven’t been able to find the time, you should check out Jerry’s channel on Youtube called Five Minute Social Media, where he teaches tips and tricks in small chunks that you can learn easily and implement quickly! For all the links, check out the resources section below.

Outline of this great episode

• [0:45] The Onion Juice Is supported by some amazing sponsors, check em out!
• [1:15] Mr. Jerry Potter joins me to talk instagram!
• [4:15] Instagram is the best platform for search and discover
• [6:00] New shiny things: Jerry shares some of the new features instagram is rolling out
• [11:30] Give people an ending at the beginning
• [19:45] Five Minute Social Media

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com- check them out for all your title needs.
• www.EasyAgentPro.com/OJ- get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• http://bit.ly/24contentideas
• www.fiveminutesocialmedia.com
• www.youtube.com/c/fiveminutesocialmedia
• www.facebook.com/groups/fiveminutesocialmedia

You can connect with Jerry Potter here

• https://www.instagram.com/mrjerrypotter/
• https://www.facebook.com/MrJerryPotter/
• https://www.linkedin.com/in/mrjerrypotter/
• https://twitter.com/mrjerrypotter
• https://www.snapchat.com/add/mrjerrypotter

• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching website here

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

• Snapchat
• Instagram
• Facebook
• Twitter

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

The Juice Bar is open! In today’s episode, I’ll answer your questions about how to adapt to market changes, how to build a real estate team, setting a marketing budget for new agents, and creating systems and processes that support growth. Join me for this Q & A and then join us over on the Facebook group to interact!

Adapting to market downturn

Bob: I am afraid there will be a market downturn before I get established, what should I do? The truth is, regardless of what the market is doing, there is always an opportunity. It’s not what the market is doing that will determine your success, it’s about how fast you shift, how willing you are to survive. In 2005, I had no idea what a short-sale was...things were rocking and I was feeling good. In 2008, I learned very quickly what a short-sale was because I needed to in order to survive. You have to adjust and shift, stay in front of clients, stay educated, and continue to grow.

How do you educate people on lying realtors who say the market hasn’t shifted and they say they are beyond crazy busy

Rachelle: How do you educate people on lying realtors who say the market hasn’t shifted and they say they are super busy? There may be some realtors who are clueless to any adjustment that is happening and are just programmed to say they are busy. In their case, maybe they don’t know what they don’t know. Remember that we are in the relationship business. People hire us because they trust us, not because of market stats or price listings.

As a new agent, how do I set a budget?

Robert: As a new agent, how do I set a budget? It is easy to think that you need all the bells and whistles up front in order to be successful. A sweet website, Facebook ads, the works...In reality, there are ways to build your business that are very low cost. Creating a newsletter is one way I focused on relationships when I was starting out. I even got the newsletter sponsored, so the cost was minimal. I also used open houses to build relationships at little to no cost. Remember too, a clear plan will help you eliminate spending a lot of time and energy on short-term strategies. Once you are established, supporting your family and taking care of regular expenses, then you can add a great website and marketing dollars to your budget.

How to I build a real estate team?

Karin: How do I build a real estate team? Here is a quick tip when building your real estate team: Hire up! Trust that there are people who will do things better than you can, but don’t let that stop you from hiring them, They will be valuable assets to your team! It can be a struggle to delegate and teach others every step of your process, but the value of recreating yourself is priceless. You should also consider contracting out pieces of your operation. This will save you time and money and allow you to focus on growth.

I have a hard time getting organized, what systems can I use that support growth?

Michelle: I have a hard time getting organized, what systems can I use that support growth? Michelle, great question! Sometimes it’s hard to know where to start when you are trying to create a system. I was the same way. In 2013, I was running solo...no buyers agent, no assistant. That was also the year that I sold around 100 houses, so I HAD TO figure out a system that would save me time and keep me organized. I started with an email template that I would send to buyers. They would fill out all the details, then I would just copy/paste that into an offer. It looked professional and saved me hours! Since then, I have created systems for nearly every part of my business.

Outline of this great episode

• [0:30] The juice bar is open!
• [1:15] I am afraid there will be a market downturn before I get established, what should I do?
• [6:15] How do you educate people on lying realtors who say the market hasn’t shifted and they say they are super busy?
• [8:30] As a new agent, how do I set a budget?
• [12:15] How do I build a real estate team?
• [17:00] I have a hard time getting organized, what systems can I use that support growth?
• [26:15] What books can I read to help with negotiation?

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com- check them out for all your title needs.
• www.EasyAgentPro.com/OJ- get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• Never Split The Difference
• Getting To Yes
• Quickbooks Self-Employed App
• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching websitehere

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

• Snapchat
• Instagram
• Facebook
• Twitter

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

In case you didn’t know, I am not a huge movie guy. I don’t have the attention span to watch a lot of movies, plus I would rather be thinking about other things, like my family or business or my team. Recently, I watched “The Greatest Showman,” a film about the famous P.T. Barnum. After the movie, a quote from P.T. Barnum lingered on my mind, “Comfort is the enemy of progress.” On this episode, I want to take a few minutes to talk about what makes ME uncomfortable, where I have exchanged progress for comfort and encourage you to get comfortable...with being uncomfortable!

Comfort is the enemy of progress

Are you working because you enjoy the challenge and the process, or are you working for comfort? Comfort is not inherently bad, but it can lead to laziness, or “letting off the gas” once you get a little momentum. There have been a few times when I had 2-3 contracts moving forward, which made me feel successful, so I eased off on the marketing and the chase for a bit. Guess what happened? After those contracts closed, I had to scramble to find more clients. I got comfortable and it came back to bite me!

The obstacle is the way

After that quote simmered in my brain for a bit, I had to ask myself, “Neil, where are you choosing comfort?” The answer: calling my sphere of influence. I email my sphere, post on social media and send them newsletters monthly, but I rarely call them...because it makes me uncomfortable. The reality is, these are already people I know, like and trust, so it should be easy to connect with them! If you struggle with this as well, I would encourage you to step into the uncomfortable thing...the fruit from that action will pay off 10x. For some advice on what to say to your sphere when you have nothing to say, check out Episode 134!

Shift from “I have to” to “I get to”

I found a second piece of inspiration this week that I wanted to share. This is not a movie quote, but something I saw on LinkedIn. Try adopting the mindset of “I get to” instead of “I have to.” The effects are powerful! Your boss asks you to stay late...typically you think “I have to stay late.” Try this instead: “I get to be trusted by my boss in a time of pressure, for an important project.” With that in mind, what do you get to do today? I hope this subtle shift will help refocus and re-energize you!

Get ready for the juice bar next week!

Next week is the Onion Juice Bar, and I want to hear your real estate questions! You can email them, message me on Facebook or my other social channels! Next episode, I will do my best to answer each question!

Outline of this great episode

• [1:15] The Greatest Showman - Comfort is the enemy of progress
• [2:10] What makes you comfortable in your business?
• [3:30] Calling my sphere of influence freaks me out
• [5:30] a clear, congruent means working in your strengths
• [6:30] Get more out of the fruit that is already growing
• [9:55] Uncomfortable makes you have to press through
• [10:55] Mindset hack: change the words “have to” to “get to”
• [14:15] Next week is the juice bar! Message me your questions!

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com- check them out for all your title needs.
• www.EasyAgentPro.com/OJ- get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• The Greatest Showman
• EP 134
• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching websitehere

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

• Snapchat
• Instagram
• Facebook
• Twitter

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

Real estate video marketing is one of the most powerful tools you can use in your real estate business. People only do business with people they know, like, trust, and remember… And a video is, by far, the easiest way to stand out online, build authority in your real estate niche, and create an experience that people will never forget. Today, Michael Krisa from Agent Inner Circle joins me to show you how to use real estate videos to build strong relationships with your clients and grow your real estate business!

The platform determines the content

All video content is not created equal. Social is very different from searchable. If you don’t follow the “rules,” your content will not be as effective as you had hoped. Social media is meant for quick blurbs, which get refreshed in the feed in a matter of minutes. A good YouTube video, on the other hand, picks up views and starts climbing with search engine results, 24/7, worldwide. When you are posting video content, it is important to treat YouTube like a search engine, not like a social media platform. Check out episode 131, with Karin Carr to learn more about this!

Good enough is good enough

“No one can relate to your perfection” is a motto every real estate agent should remember when producing video content. If you try to produce perfect videos every time, you will never launch any content. Let’s be honest, the imperfect video will have much better results than the one you never produce. Michael shares a few basic tips to improve the quality of your videos, like making sure the sun is behind the camera (facing you), and putting your phone on “Do Not Disturb” mode while filming, so notifications don’t break your concentration.

Lead with mobile

If you are just starting to produce video content, there is no need to go buy the fancy desktop software to edit your videos. The reality is, those programs are loaded with cool features, but they take hours to learn. Your job is not to become a video editor, but to sell houses. With that in mind, Michael says the best approach is to lead with mobile, meaning the cell phone in your pocket is your most powerful tool! He recommends getting an external mic to help with the audio clarity, like the IRig Lav Mic and a simple editing app like Power Director (Android) or iMovie (IOS).

The 10x10 Strategy

If you need ideas to start producing video content, Michael says to use the 10x10 strategy. Here’s how it works...pick a niche, like “New Home Buyers,” then answer the top 10 questions that niche usually asks, using one question as the subject for each video. As an agent, you probably know 10 more questions about that subject that people don’t think to ask. When you are all said and done, you a have a 20 episode series that you can post as searchable content. In addition, people have gotten to know you a little from those videos, and you have presented yourself as an expert. That’s a great way to build likability and trust!

Outline of this great episode

• [1:30] Let’s talk video content with Michael Krisa from Agent Inner Circle!
• [2:00] Video content needs to be something your clients can apply and use
• [3:45] What video strategy is working the best right now?
• [5:00] The follow-up video that builds deep roots
• [6:30] The platform determines the content
• [10:45] Michael weighs in on what gear you need
• [12:30] The 1-3 strategy - Video, Audio, Text
• [13:00] Good enough is good enough
• [16:45] Why routine is critical
• [22:00] Lead with mobile
• [17:30] The 10x10 strategy
• [26:00] Remember, be yourself….or a more energetic version of yourself

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com - check them out for all your title needs.
• www.EasyAgentPro.com/OJ - get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• Agentinnercircle.com
• Keith Gillmore - copywriter
• Powerdirector App (Video editing)
• IRig Lav Mic
• covideo.com
• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching website here

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

• Snapchat
• Instagram
• Facebook
• Twitter

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

Jason Frazier, aka The Real Estate CIO, joins me on this episode to talk about why EVERY real estate agent should be using a Facebook pixel on their website. If you have no idea what a pixel is or how to use it, listen to this episode of the Onion Juice! Be aware though, once you hear what Jason Frazier has to share, you will have no excuse to start using this powerful marketing tool!

What is a Facebook pixel and what does it do?

The Facebook pixel is a piece of JavaScript code for your website that enables you to measure, optimize and build audiences for your ad campaigns. Once you drive people to your website, you can use the Facebook pixel (which is created for you, in your Ads Manager on Facebook) to track what they do on your site, and then create a custom audience that you can use to retarget and remarket to this group of people so that you can increase your likelihood of a conversion. For example, you can target an ad to users who have visited your website but have never made it to the search registration page, or users who have viewed a specific neighborhood page, or even a specific property page.

Where there is intent, there is a chance to create business

Ok, so you know what a pixel is now. You might be asking “Why do I want to track this information in the first place?” The short answer: Because they have expressed interest. They are no longer “cold” leads. The hardest part of running a successful ad is targeting users who will be interested in the topic of that ad. But by running an ad to this custom audience who has already expressed an interest by visiting your website, you have a far better chance of getting the users to engage. That may be requesting a showing on that property. Or signing up for a home search of “similar homes in the area.” Or really anything else that you want to target this audience for.

Agent Marketer Training

There are so many things to learn in marketing that it can quickly become overwhelming. That's why Jason has developed a program called Agent Marketer Training. He breaks down complicated, multilayered systems into digestible, step-by-step building block courses suitable for any skill level. The course includes topics like culture shift ever in consumerism, why dynamic marketing is going to be the most important asset to attracting more business in this new economy, and how to provide an awesome consumer experience will take your personal brand to the next level, among other things.

Making excuses just means you haven’t made the decision to be great yet

Just because you are uncomfortable learning something new does not mean you can use that as an excuse to not execute. Jason says if you say “I am not able to…,” what you are really communicating is “I don’t want to.” Learning how to be an effective marketer is not complicated, despite what people think. A lot of agents tend to freak out a little when they start implementing things Jason recommends, like the Facebook pixel. He’s heard all the excuses, and still doesn’t think any of them are valid. With a willingness to learn, a good google search and maybe someone looking over your shoulder the first time, you will be well on your way to capturing leads and engaging your clients.

Outline of this great episode

• [1:30] Jason Frazier is back on the OJ!
• [3:00] Why every real estate agent should be using a Facebook Pixel
• [4:30] Your website is your open house, the pixel is your guestbook
• [7:45] Where there is intent, there is a chance to create business
• [11:30] How you can automate, but maintain a personal touch
• [12:00] Check out Jason’s Agent Marketer Training Program
• [16:00] Marketing allows you to 10x your success
• [20:30] Most of you guys have all the content in your head, but how do you share it?
• [24:30] Split testing a Facebook audience
• [28:15] Making excuses just means you haven’t made the decision to be great yet

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com - check them out for all your title needs.
• www.EasyAgentPro.com/OJ - get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• Agent Marketer Training Program
• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching website here

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

• Snapchat
• Instagram
• Facebook
• Twitter

Facebook is no longer the new frontier of marketing. It’s become an established channel many real estate agents use to obtain more (and better) leads. So, how do real estate agents capture new leads in today’s technologically advanced society? Facebook, of course! Dustin Brohm is back to share Facebook retargeting strategies to help you, the realtor, get in front of the right people with your Facebook ads.

The Facebook pixel is an effective retargeting tool

Have you ever searched for anything on Amazon – let’s say, a pair of shoes – and then taken a break to scroll through Facebook? There’s a good chance you saw those same shoes advertised on your Facebook wall. This may be creepy, but it isn’t by chance. A Facebook pixel fired when you visited Amazon, allowing the site to retarget you. Real estate agents can do the same thing! A pixel is just a piece of JavaScript code that tracks a specific action. You can get this free snippet of code from Facebook and place it on your website code. Visitors to your site have shown intent, so it makes sense to show them an ad for your services. When you optimize your advertising for a lead conversion, you’re telling Facebook to find engaged prospects who filled out your lead form. Facebook then uses its algorithms to target your ads on the platform to the best possible prospects — those who have already filled out your contact form. This is much more effective than simply targeting prospects by their interest.

Custom Audiences: Lookalike Audiences

If you’re good at your job (which I’m sure you are) you likely have a list of people who recently purchased. With custom audiences you can upload that list to Facebook, and then have Facebook do some magic to find similar individuals (AKA lookalike audiences) who are looking to buy or sell a house. You can also build a custom audience based on your website or social traffic. The settings you can use are endless, so don’t get lost in all the details. Anyone who clicks on a certain page can be one audience, people who watch a percentage (20%, 50%, 75%, etc) of your videos can be another audience, and so on.

How long should I target my custom audience with an ad?

Think of Facebook ads as a way to constantly be refreshing your list of potential clients. Dustin recommends a tiered approach when setting the duration for your ad campaigns. One ad may target visitors who have landed on your site within the last 10-30 days, while another ad may target everyone who has viewed your content in the last 60 days. Not everyone is going to buy after the first interaction (in fact, this is RARE), but targeted ads over 60-120 days will help you build brand recognition that may eventually convert to business.

Motion means higher interaction: use carousel ads to show multiple properties (or multiple rooms in one property)

If you are unfamiliar with the Facebook carousel ad format, get familiar! This ad format is perfect for it’s visual appeal, making real estate the perfect candidate. The carousel ad format essentially allows the advertisers to display a series of images in a catalog type format so viewers can scroll through and view multiple images or listings. The multiple photos also mean this single ad has multiple pathways to convert.

Outline of this great episode

• [0:45] Facebook ads and audience retargeting
• [1:15] The OJ “Bill Murray” AKA Dustin Brohm is back!
• [2:30] Custom audience targeting using Facebook’s retargeting pixel
• [7:45] Dustin explains Notable Delivery and the ideal ad duration
• [11:30] Facebook lookalike audiences
• [15:00] How to use your social media to attract real estate clients
• [18:30] Dustin shares what he is doing to convert leads
• [22:30] Check out The Massive Agent Society!

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com - check them out for all your title needs.
• www.EasyAgentPro.com/OJ - get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• www.massiveagentsociety.com
• How to Use Custom Audiences for Better Performing Real Estate Facebook Ads VIDEO
• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching website here

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

• Snapchat
• Instagram
• Facebook
• Twitter

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

Do you have a clear plan for marketing your real estate business, or are you just throwing things against the wall to see what sticks? Most of the agents I talk to inside my RoundBox coaching program are chasing shiny objects that end up distracting them from one of the three pillars (Influence, chase, and attraction). Today, I want to share a few marketing tips for real estate agents. Before I launch any marketing, I run every piece of content through these filters to determine how effective they will be. I hope these tips will resonate with you and help you produce better marketing content that will elevate your business to new levels of success!

Follow a clear plan, not shiny objects

The first filter I run any marketing material through is this: does it fit into my established plan, or am I just chasing the latest shiny object? Having a clear plan is the most important step before you do any marketing. Let me put that another way…If nothing is working, that means you have no plan. Developing a clear plan takes focus and hard work (and a good coach), but it gives you a foundation to build on. When I am planning a marketing campaign, be that a postcard, an email, a Facebook post or a YouTube video, I ALWAYS hold it up against my plan to make sure it furthers that goal instead of distracting from it.

Social Vs. Searchable

Here’s a scenario I see often...an agent reaches out to tell me that they published a professional, engaging “New Home Buyers Guide” or similar video on Facebook, then waited for it to be liked, shared and commented on...they are still waiting, because that content is searchable, not social. It was posted in the wrong place, to the wrong audience. In a nutshell, Facebook content is social; it’s entertaining, engaging and usually pretty short. Think about how you interact with Facebook...do you watch every video all the way through? Do you read every word of those long posts? Of course not. You scroll, with the occasional pause to view a little bit of engaging content, then move on. On Youtube, However, you search for specific content, then scroll to find the most relevant content to your search. You might watch a 15-minute video because it kind of relates to your subject. Understanding the nuances of searchable vs. social content is VERY important in today’s marketing landscape! If you want to learn more, check out episode 131 with Karen Carr, where we talk about the important difference between social content and searchable content.

Marketing to people you know vs. marketing to people who have never met you

The content you send to your friends and family needs to look very different from the content you send to people who have never met you. If you send a warm and fluffy, homey newsletter to a client you have never met, it’s going to make them feel weird and disengage. “Why is this random realtor sharing his life goals and dreams and failures with me? I don’t even know this guy…” The content you send to new clients should be glossy, professional and contain calls to action that are proven to be effective. Once you nail that content, you have to send to them consistently. A one-off piece of content is NOT the approach you want to use, trust me!

If you are sending to people you know, the exact opposite is true. You want the content to be warm and inviting, “downhome” even. Why? Because those people know you. They know you are not perfect, and they would rather hear about your goals, struggles, and failures. Proper grammar and tasteful designs are still present, but that content is a snapshot of your life, and no one expects that to be perfect.

The cheese and whiskers

It’s been said that the average consumer is like a mouse when it comes to the way they respond to marketing. A mouse spends all day either looking for cheese or running from whiskers (attached to a cat, of course). In the marketing world, value is the cheese and a pushy sales pitch is the whiskers. As long as you’re providing value, people are going to be attracted to you and the message you have to share. But when you begin putting on the pressure to buy, they’re going to run away. I’ve got some thoughts about how this can apply to your real estate business, so be sure you take the time to listen.

In every market, there is a demand for something

If you ever get discouraged by the real estate market trends, pay attention. The truth is, In every market, there is a demand for something. Successful real estate agents look for where the demand is, then figure out how to stand in front of that demand. During the recession, the demand was short sales. Nobody wanted to do them, because of all the work and communication it took. I had other agents who passed along short sales to me because at that time I was communicating that I was willing to put in the work to get them done. In today’s market, the demand is trying to keep up with all the requests for houses. How is my team standing in front of this demand? We look for houses that haven't hit the market, we ask for the opportunity, and we constantly try to build likeability and trust.

Outline of this great episode

• [2:15] If nothing is working, that means you have no plan
• [3:30] Sponsors section
• [4:00] Have a clear plan, don’t just follow shiny objects
• [7:15] Understanding social vs. searchable content
• [11:15] Tips for marketing to people you know
• [17:00] Marketing to people you don't know
• [20:24] The cheese and whiskers principle
• [24:00] In every market, there is a demand for something
• [26:45] How do I envision my clients responding?
• [30:45] What filters did you like the best? I want to hear your thoughts!

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com - check them out for all your title needs.
• www.EasyAgentPro.com/OJ - get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• Episode 131 - Social vs. Searchable content, with Karen Carr
• I Love Madison Show
• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching websitehere

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

• Snapchat
• Instagram
• Facebook
• Twitter

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

A real estate agent’s sphere of influence is one of their most important professional assets. Handled well, this relational network can become a lead generating powerhouse, fueling your real estate business for years (even decades!). But building your sphere of influence is more than a tactic or strategy: it’s learning how to build authentic, professional relationships with real people. On this episode, I will share 7 tips you can use to connect to your sphere of influence, even when you have nothing to say!

Events, surveys, and "home sold" alerts, Oh my!

Tip #1: Planning an event is a great way to connect with your sphere of influence, and if done correctly, gives you a reason to talk to them up to three times! You can call them to invite them, talk to them at the event, then call afterward to thank them for attending. If planning the event seems like the hard part, remember that the whole thing can be planned in under five minutes...seriously! Call a restaurant and tell them you want to host an event during happy hour. Create a special order item that is named after your business (be creative...imagine patrons and bartenders shouting out the name of your company back and forth…), then order appetizers. Done!

Tip #2: Another tip you can leverage is to create a survey, then call your clients. If I did this, here are the three questions I would ask - 1. If you were looking for a house, where would you go? 2. If you were to refer an agent, who would you call? 3. Do you know anyone looking to buy or sell a house?

Tip #3: Have you ever thought about calling your clients and asking them if they would like to receive “Home Sold” alerts? It’s a great way to stay connected to your sphere of influence and provides useful information. This also allows you to make sure your email database is up to date. Once they agree, you can automate this process to send them emails every time a house in their neighborhood sells.

Create a VIP Club on Facebook

Tip #4: Everyone loves the idea of being a VIP, right? Reach out to your clients and ask them if they are on Facebook. Once you have found their profiles, add them to a private VIP group. This Facebook group is designed to cater to them and make them feel appreciated. One idea you can use is to buy a Starbucks gift card, then take a picture of it and post it in the feed. Tell the VIP’s it’s first come, first serve until the card is all used up. You can also post pictures of useful items that your clients may need that they can reserve! If any of you do this, I would love to hear what creative ideas you come up with to serve your clients!

Newsletters and good old-fashioned phone calls

Tip #5: You all know, I am a huge fan of newsletters! If you don’t have the resources to produce a paper one you send via snail mail, an E-Newsletter is a great alternative! Besides a reason to update your email list, you should call your clients and ask if they want to start receiving it!

Tip #6: This tip may not work for everyone, just depending on your comfort level...Call or text your clients and tell them that the market in your area is up, and you need listings! Ask them if they are looking to sell, or if they know someone who is. It’s straightforward but effective!

You are a media company...but do your real estate clients know that?

Tip #7: One of the ways I build likability and trust is the I Love Madison podcast. It’s a fun show that highlights all the great things about Madison, the city where I live and work. My hope is that people will get to know me through that show, and remember me when they need a real estate agent. I recently found out that only about 5% of my sphere of influence from my real estate business even knows the I Love Madison podcast exists! If you are a media company that happens to sell real estate, call your sphere and tell them about it! Ask them to follow your social media, listen to your podcast or watch your YouTube channel!

Outline of this great episode

• [1:00] What to say to your sphere of influence when you have nothing to say
• [2:45] #1 - plan an event
• [5:00] #2 - Create a survey
• [6:00] #3 - Setup Home Sold alerts
• [7:00] #4 - Create a VIP club on Facebook
• [8:15] #5 Start an E-newsletter
• [9:00] #6 - Call or text, say that the market is up and you need listings!
• [10:45] #7 - You are a media company...but do your real estate clients know that?
• [16:45] You should contact your sphere at least twice a year, here’s how
• [18:30] I would love to be your coach - check out roundbox coaching!

Our sponsors:

• Mason McDuffie Mortgage
• www.KnightBarry.com - check them out for all your title needs.
• www.EasyAgentPro.com/OJ - get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)

Resources and Links mentioned in this episode

• Day Blocking Episode
• To get my free pdf business plan, text “roundbox” to 44222
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, check out Roundbox Coaching
• Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
• And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching website here

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

• Snapchat
• Instagram
• Facebook
• Twitter

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