Ambitious Agents

You have to try and find some commonality with any leads that come through because otherwise you're just another voice on the phone. -Devon Fox

If your real estate business is based on leads, you're on a mission to get people who don't know you want to work with you. Until you prove otherwise, you're just another voice on the phone.

Influence is the one thing that will separate us from the rest of the pack. Having visibility in the market is just the first step. If we have authority, likability, social proof and other facets of influence, people are more likely to hire us.

In our business, influence is so important that all our agents are required to read the book. Influence by Robert Cialdini is one of the best books salespeople can read.

How can we apply its lessons to our businesses? In this episode, my wife and business partner, Devon Fox returns to talk about the impact this book has had on our business.

Three Things You'll Learn In This Episode

• What makes people want to hire you What are the 6 laws of influence and how can we leverage them in our businesses?

• "Know, like and trust" are 3 separate things Being likable is one of the best ways to become more influential in our market and have stickier relationships. What steps can we take to be more likable?

• The ultimate cost is not selling Many agents won't want to put a lot of marketing time, money and effort on a single listing. How does going all out for a property come back to us in spades?

Want to master persuasive marketing and set yourself apart from every other agent in your market? Get my book, Six Weeks to Real Estate Success. Available on Amazon. And if you send me a screenshot of an Amazon review, you'll get my 100 top split tested headlines for Facebook and Instagram ads. Just DM that screenshot to me on Instagram, @dustinmfox.

Guest Bio

Devon Fox is the Co-Owner of Devon and Dustin Fox Homes with Pearson Smith Realty. Their story begins not with a company or a brand, but with two high school sweethearts who had an ambitious dream to create something meaningful and lasting, together. They decided to go all-in with passion and purpose leading the way, establishing Fox Homes to provide an unmatched real estate experience that delivers big results with small-town heart. They love nothing more than seeing the joy on first-time homeowners' faces or the ear-to-ear grins of those who just closed on a brilliant deal.

Follow @devonfox on Instagram and connect with her on LinkedIn.

About Your Host

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

Check out this episode on Apple Podcasts or Spotify, and don't forget to download the Apple Podcasts app and leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

Trying to dislodge an established leader from someone's mind can be costly and often futile making initial mindshare capture essential. -Dustin Fox

Want to master persuasive marketing and set yourself apart from every other agent in your market? Get my book, Six Weeks to Real Estate Success. Available on Amazon. And if you send me a screenshot of an Amazon review, you'll get my 100 top split tested headlines for Facebook and Instagram ads. Just DM that screenshot to me on Instagram, @dustinmfox.

Whether you're a seasoned pro or a newbie, marketing can make or break your real estate business. The more we can differentiate ourselves, and carve out a unique niche, the more credible and attractive to clients we will be.

There are many rules of marketing that will lead to success if we leverage them in our businesses. From capturing mindshare and focusing on a specific segment of the market to a bit of self-deprecating honesty, mastering these marketing basics will boost our results.

How do we significantly increase our credibility and leadership position in the market? In this episode, I share 13 marketing fundamentals and how to implement them in your business.

Three Things You'll Learn In This Episode

• Perception matters You might not think perception can lead to more sales, but it actually allows you to win people over in the long run. What steps can you take to ensure a positive perception in the marketplace?

• Occupy prime mental real estateMany agents try to grow their business by being generalists, but that can dilute the effectiveness of our marketing. Why is it better to focus on owning a specific category or even an idea or concept?

• A counter-intuitive strategy for increasing your credibility Self-deprecating honesty goes a long way in gaining the trust of consumers. Why would we want to tell consumers about weaknesses and how do we balance it out with a positive?

About Your Host

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to download the Apple Podcasts app and leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

One of the biggest tripping hazards in real estate is that our results will always lag far behind our lead gen efforts. If we're not working the pipeline, everything will seem fine in the present, but turn bleak months later.

That's why it's so easy to get complacent and take our foot off the gas.

Top producing agents who do massive numbers never stop filling the pipeline. They treat everyday like day zero in business. Instead of getting complacent, they are obsessed with maintaining the same level of effort every single day. Because of the glamor real estate is associated with, it's easy to forget about the importance of the grind, and that can take you out of business fast.

How do you make sure what you're doing now is going to lead to transactions later? Is social media as important to our results as we've been told? In this episode, I'm joined by Wisconsin agent, Justin Ippoliti. He talks about the secret to selling 201 homes in one year.

If I take my foot off the gas - even for a second - there's competition ready to dust me aside and take over everything I'm doing. -Justin Ippoliti

Three Things You'll Learn In This Episode

-Stack up on relationships

Every real estate transaction - even if it's a lower price point - should be treated with care because that's how future business is created. How does putting the work in pay off later?

-How to succeed without a social media strategy

Most agents doing big time numbers have no social media presence or they couldn't care less about it. How do we avoid getting so caught up in the glamor of real estate we forget the grind?

-The secret to surviving industry changes

August 17 is right around the corner and a lot of agents are terrified of what it means. How do we thrive in this new era of real estate?

Guest Bio

Justin Ippoliti is a Real Estate agent with Shorewest Realtors. A former teacher with a legal background, he is an experienced salesperson with a demonstrated history of working in the real estate industry. Learn more about Justin here or send an email to [email protected].

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

📸 Instagram: https://instagram.com/dustinmfox

When people fail to get the results they want in their real estate business, there are 3 things at play. You're either lacking momentum AKA time on task, lacking mastery AKA skill set or lacking mindset AKA the belief that you can do it.

Top producers have all 3 things working together, and that's how they make unshakeable progress. As real estate agents and leaders, understanding the pillars of progress will allow us to power through the ceilings we hit as we try to grow.

How do we overcome stagnation, frustration and burnout? How can leaders drive themselves and their agents to success?

In this episode, I'm joined by personal strategist, leadership coach, author and the visionary behind the Momentum and Mastery framework, Spencer Combs. He talks about the secret to success in real estate.

You can know what you're doing, believe it's all possible but if you don't take action, it's not going to happen. -Spencer Combs

Three Things You'll Learn In This Episode

-Take the time to dream

Before we get into action, we need to build the motivation for it. How do we practically visualize what we're aiming for?

-If it doesn't disturb you, it won't move you

Having a chip on our shoulder can be a powerful driving force for achieving what we want. How do we use what disturbs us to fuel us?

-The power of solid goal posts

Too many leaders don't clarify what winning actually looks like and that makes it hard for people to get into momentum. How do we create clear, defined rules of success?

Guest Bio

Spencer Combs is a renowned personal strategist, leadership coach, and the visionary behind the Momentum and Mastery framework. With over two decades of experience in transforming distressed businesses into thriving enterprises, Spencer has dedicated his career to helping business leaders unlock their full potential and achieve unshakeable progress.

Spencer's journey began with a passion for understanding the dynamics of successful businesses and the psychology of leadership. He has worked with a diverse range of clients, from small startups to large corporations, guiding them through challenging times and driving sustainable growth. His unique approach combines strategic insights with practical tools, empowering leaders to create lasting change and build resilient, high-performing organizations.

In his latest book, "Momentum and Mastery: The Business Leader's Guide to Unshakeable Progress," Spencer distills his extensive knowledge and proven strategies into a comprehensive guide that helps leaders navigate the complexities of today's business environment. The book introduces the Unshakeable Framework, a powerful method for achieving consistent results, fostering innovation, and cultivating a culture of excellence.

To learn more, go to https://unshakeablesecrets.com/ and https://www.spencercombs.com/.

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

📸 Instagram: https://instagram.com/dustinmfox

In the local marketing game, some of the most effective strategies are things that seem too done-to-death or stale to work. As a real estate agent, you are a local business owner, and that gives you a homeground advantage that will boost your business.

With a few hacks, there's still plenty of opportunity in these seemingly crowded places, and you can easily dominate your local area.

Getting business through social media seems too good to be true since everyone is clamoring for it. Getting onto page 1 of Google search results seems near-impossible with all the competition, but it doesn't have to be.

What small tweaks can we make to turn our social media into a deal magnet? How can we beat Zillow in the SEO game? In this episode, I'm joined by marketing expert and the founder and lead marketing strategist at Just Sell Homes, Andrew Fogliato. He shares simple strategies that will skyrocket your social media presence and conversion.

If you know what you're doing with SEO, you can rank on the first page for really obscure things. -Andrew Fogliato

Three Things You'll Learn In This Episode

-Do more with the content you have

Agents who create a ton of content already have a huge advantage in the local marketing game. How can you squeeze more juice out of every video, blog and closed deal?

-How to beat Zillow at the SEO game

Many agents get discouraged that they just can't compete with big companies on social media and search. What loopholes can give us the advantage?

-One core audience per account

Team leaders fall into a huge trap on social media. They have to post content for recruiting and lead generation. How do you do this without confusing the algorithms?

Guest Bio

Andrew Fogliato is a marketing expert and the founder and lead marketing strategist at Just Sell Homes. He's been working in the real estate industry for over 10 years in sales, training, consulting, marketing roles and more. Go to https://justsellhomes.com/ or send a DM to @andrewfogliato to learn more.

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

📸 Instagram: https://instagram.com/dustinmfox

YouTube is what television was decades ago, there's a built-in captive audience of millions watching from TVs, tablets and smartphones. This can play right into the hands of a real estate agent. With the right strategy, you can turn YouTube into a billboard for your real estate business for a lot less.

You can gain unparalleled levels of exposure, build trust, awareness and ultimately drive action. You can even become a bit of a local celebrity!

The power of TV commercials is something HVAC companies, electricians and plumbers have tapped into. Why can't a real estate agent do the same?

How do you create your own YouTube ad magic? How do you use ads to guide people through the buying journey?

In this episode, I share the exact process I use to advertise on YouTube, and how to get 100,000 eyeballs on every home you sell.

Whether your potential clients are unwinding on their couch or killing time in a waiting room, your content will be there, stealing the show. -Dustin Fox

Three Things You'll Learn In This Episode

-The hyper-local hero effect

Social media ads don't make you stand out the way YouTube ads do. Why do YouTube ads turn you into a local celebrity?

-Turn heads and open wallets

The whole point of direct response marketing is to elicit an action. How do you achieve this through YouTube?

-Why custom sequence ads work

The people who view your YouTube ads are at various stages of the buying journey. How do you create a structured journey and a cohesive narrative so you can build trust, awareness and ultimately drive action?

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

📸 Instagram: https://instagram.com/dustinmfox

Some of the best ways to generate leads is combining the local knowledge and connections of an agent with a digital component.

All the information you have about your city can be turned into a lifestyle blog. The foot traffic generated by the garage sales that are always happening in our neighborhoods can be flipped into website traffic.

A lot of agents market themselves at garage sales and they even post blogs, but Mor Zucker is taking it to the next level. She uses these things to build relationships, get more eyeballs on her content, grow her database and even give back.

How do you use lifestyle blog content to get more leads? How do you use the impressions created by a garage sale to grow your business? In this episode, I'm joined by the Operating Partner and Co-Founder of Team Denver Homes. Mor talks about the two surprising lead sources that have moved the needle and helped her acquire more listings.

Create an event where you interact with the homeowner, and make sure all the information lives on your website. -Mor Zucker

Four Things You'll Learn In This Episode

- Don't pigeonhole yourself into luxury

Luxury listings are a great way to gain visibility in our markets, but why should we be careful about only being seen as luxury agents?

- The truth about having a team

In real estate, the dream is to build a team so you can step out of production, but could you be shooting yourself in the foot by choosing not to sell?

- Garage sales can be a lead pillar

Every seller has to clean out their house and do a garage sale. How does Mor use this to create an elevated experience that captures web traffic and leads? How can you add a charity component to it?

- The power of a book

A book doesn't have to sell thousands of copies for it to be a solid source of business. How does Mor Zucker leverage her book to get in front of more people?

Guest Bio

Mor Zucker is the Operating Partner and Co-Founder of Team Denver Homes. Mor has been a top-producing real estate agent since the first year she began her real estate career in 2014. She specializes in investment properties and multi-unit multi-million dollar residential developments. Her current team consists of eight agents that produced more than 100MM dollars in real estate production in 2021. She is a public speaker known for her unique marketing and technology expertise and is a multiple award winning, recognized professional in her field. Mor also owns the number one blog in Denver, http://Thedenverear.com , which has over one million unique viewers per year. For more information, head to www.teamdenverhomes.com and https://www.thedenverear.com/. Follow @morzucker on Instagram.

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

📸 Instagram: https://instagram.com/dustinmfox

If you want the ultimate moat around your business, there's nothing better than a strategy that attracts clients who are already sold on working with you. YouTube is one of the best ways to achieve this.

Instead of competing with other agents, you'll have people clamoring to work with you because they already know, like and trust you. On top of that, you won't have to explain your value the way an unknown agent would. You get to stockpile relationships that will pay off in the future. And in a post NAR-settlement world, you are in the best position to get paid by buyers.

How do you get started with YouTube? How do you turn YouTube into a solid source of leads and closings? In this episode, host of Living in Northern Virginia, David Massey shares how he gets up to 80% of business from his channel.

Don't worry about the competition. Your job isn't to get every buyer, it's to get the people who resonate with you. -David Massey

Three Things You'll Learn In This Episode

-Stop chasing business, start attracting it

Before YouTube, David was competing with other agents for business, now clients are clamoring to work with him. What's a typical call with a lead like now?

-Duplicate and customize

One of the biggest challenges when you start a YouTube channel is knowing what to talk about. How did David come up with his ideas, and why is it something we can all do?

-The power of local expertise

Setting expectations and explaining our value is critical in this post settlement era of real estate. Are YouTube-focused agents at an advantage?

Guest Bio

David Massey is a licensed Realtor in Virginia with Real Broker LLC. He is the host of Living in Northern Virginia, a YouTube channel all about what it's like to live, work, play, and thrive in Northern Virginia. David does weekly videos about top neighborhoods, pros and cons, cost of living, drone tours, relocation tips and so much more. He works with clients from all over the world that are relocating. Go to to https://www.youtube.com/@LivinginNorthernVirginia/ for more information.

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

📸 Instagram: https://instagram.com/dustinmfox

How do you run a successful real estate team with your spouse? It's a question we get all the time. Whether you're thinking of joining your partner in real estate or you're starting from the ground up, working together comes with benefits (and challenges).

Just because you're married doesn't mean you'll make great business partners. People make this mistake all the time. What that makes our partnership work is our opposing skill sets, and the fact that we bring different things to the table.

How did Devon end up becoming my business partner after her own corporate career? What are the key ways we balance each other out? What are the key decisions we made when we built our team?

In this episode, my wife and business partner Devon Fox joins me to talk about our business and why it works.

Real estate is a super stressful industry. If your clients are super stressed and if you feed into that, you'll just amp them up. -Devon Fox

Three Things You'll Learn In This Episode

-Cool, calm and collected through the transaction

Real estate is a stressful business and you often have to deal with people's emotions. How are our temperaments different in the way we deal with clients?

-The secret to a successful partnership

Being good friends or even husband and wife doesn't mean that you'll make great business partners. How do you know if you'll work well together?

-How to be strategic about growth

One of the key levers to our growth was the generous commission splits we offered. Knowing what we know now, would we do the same thing?

Guest Bio

Devon Fox is the Co-Owner of Devon and Dustin Fox Homes with Pearson Smith Realty. Their story begins not with a company or a brand, but with two high school sweethearts who had an ambitious dream to create something meaningful and lasting, together. They decided to go all-in with passion and purpose leading the way, establishing Fox Homes to provide an unmatched real estate experience that delivers big results with small-town heart. They love nothing more than seeing the joy on first-time homeowners' faces or the ear-to-ear grins of those who just closed on a brilliant deal.

Follow @devonfox on Instagram and connect with her on LinkedIn.

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

📸 Instagram: https://instagram.com/dustinmfox

If you're struggling to get traction from open houses, you might think the strategy is dead. The truth is open houses still work, but 90% of agents don't do the right things.

Crafting a successful open house comes down to one mentality: building a collective experience around the home and making it connect to the guests. There are little touches you can put in place that add up to a ton of value.

The invitation, the food you provide and the way you interact with guests when they first arrive. These are all ways you can create an elevated open house experience that sells the home and even generates more seller leads. What should you do differently? In this episode, my producer Matt Johnson returns to talk all about open houses and how to set one up for success.

An open house is a collective experience of the entire home and an agent has control over that. -Matt Johnson

Three Things You'll Learn In This Episode

-Always lead with quality

Many agents will just put out a bowl of hard candy or cookies at an open house and call it a day. What do you need to provide and give guests to make it an elevated experience?

-Why sellers hate open houses

An open house should be an experience around the home, not a sneaky way to find buyers for other listings. How do you host it accordingly?

-Earn trust by using a negative

The open house should always be about the home. How do you show genuine enthusiasm with a dose of honesty?

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin's innovative marketing that generates leads for their team of agents. If he's not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

🦊 Contact Dustin Fox: https://www.foxessellfaster.com/contact/contact/

📰 Free Newsletter: https://ThisWeekInTheDMV.com

🤖 Free AI News for Agents: https://agentaibrief.com

🎥 YouTube: https://youtube.com/@devonanddustinfox-foxhomes1453

📸 Instagram: https://instagram.com/dustinmfox