On the Listing Agent Lifestyle podcast today we're talking with Jeffrey Higgins from Beverly Hills, Michigan, where he started as a commercial real estate agent, but is now focused on the residential side. He's just getting started in an area and running his Getting Listings program to establish himself in a new, targetted neighborhood. We talked a lot about this whole idea of selecting an area. How to choose the area, and how to parlay your beginning into something that can grow with the profits you make from the early transactions. This is a great conversations, and we talked a little about the psychology of why the offers we make in the Getting Listings program are so responsive. Jeffrey is an idea guy just like me, and he likes to take something that's supposed to be a turnkey solution, and use that as a jumping off point for even bigger results and we can use his story to talk about how we all work through the beginning stages of getting established, before looking at Finding Buyers for the listings you're going to get as a result of the Getting Listings program. Links: Show Notes GoGoAgent.com Be a Guest Listing Agent Lifestyle Book Listing Agent Scorecard  

Ep158: Dominating a New Market with Jeffery Higgins

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Today, on the Listing Agent Lifestyle podcast, I want to share an episode I just recorded with my good friend Chris McAllister. This is a great conversation discussing the evolving role of real estate brokers. We explore how the rise of technology, particularly sites like Zillow, has transformed how clients access information and the value brokers provide. Chris traces the evolution of brokerage models from Remax to Keller Williams, and we debate the sustainability of the hundred percent commission shop model. So, whether you're an industry professional or interested in real estate trends, this discussion offers some really interesting insights.     Summary:  This episode highlights the transformation of the real estate industry, particularly the evolving role of brokers, the impact of technology, and the value proposition of brokers in the age of digital platforms like Zillow.  We discuss the evolution of brokerage models, from Remax to Keller Williams, emphasizing the current shift towards hundred percent shop models and its sustainability.  Dean emphasizes the increasing importance of the shelter business and how brokers must adapt and reinvent themselves to remain relevant in this changing landscape.  We speak about the bifurcated real estate market landscape, highlighting transactions that are either very simple or require significant expertise.  Chris emphasizes the continuing importance of strong client relationships in real estate, even in an era of increasing digital automation.  We discuss strategies for creating a market-making culture, leveraging social media for Immediate Open Houses, and maintaining consistent communication with buyers.  Emphasis is placed on the importance of setting clear expectations for agents and the benefits of having an experienced partner to navigate the market.  We touch on the transformative power of technology in the real estate industry, including how platforms like Zillow have democratized information.  Dean and Chris argue that while technology has streamlined certain aspects of real estate transactions, the need for skilled professionals to guide and negotiate complex deals remains essential. We end the episode with a discussion on the importance of building the right team in real estate and the value of having experienced partners to help navigate the market.      Links: Show Notes GoGoAgent.com Be a Guest Listing Agent Lifestyle Book Listing Agent Scorecard Roost Real Estate

Ep194: Becoming a Trusted Partner with Chris McAllister

Today's Listing Agent Lifestyle Podcast episode is the fourth in a series of Clubhouse rooms we're recording, exploring the five essential pillars for success. We're looking at Finding Buyers and discussing valuable strategies to effectively set up your business as a well-oiled vending machine - attracting the exact clients you want by emphasising and selecting a single target market to dominate. We'll also take a look at the amazing results from our case study with Tony Kalsi & his 11x ROI and the leads he's still getting from people who opted in years ago. We wrap up talking about the strategies and tactics to grow your business by focusing on what buyers are looking for.   Summary:  Creating a business model akin to a vending machine can drive specific clients you want, emphasizing the need to focus on one target market at a time. Becoming a market maker involves controlling the process from start to finish, and being strategic, efficient, and result-oriented. The real estate market can be dominated by narrowing your target audience and positioning yourself as the go-to expert in a specific field. Innovative tactics like lifestyle videos, virtual tours, and professional photography can give you an edge when listing a property. Lead generation has transformative power, with potential returns if you invest in a bundle of 100 leads. Digital postcards, videos, and other creative tools can provide potential clients valuable information about your expertise. The success story of Tony Kalsi's 'Getting Listings' case study demonstrates an impressive return on investment from initial seed investment. Focusing on a single target market can maximise results with minimum effort, as exemplified in the 'Setting Up a Vending Machine Business' chapter. Controlling the buyers by creating a system gives you an advantage when listing a property. The importance of strategies, tactics, and tools in growing your business exponentially is emphasized to achieve unparalleled success.    Links: Show Notes GoGoAgent.com Be a Guest Listing Agent Lifestyle Book Listing Agent Scorecard

Ep193: Finding Buyers Action Plan

Today's Listing Agent Lifestyle Podcast episode is the third in a series of Clubhouse rooms we're recording, exploring the five essential pillars for success. Specifically, we're talking about Lead Conversions and how to put this into action. We'll dissect the process of converting leads into tangible results, and we introduce a critical yet often overlooked metric, Revenue Per Unconverted Prospect, or Rev Pup, to help you measure the value of your generated leads. We dive into the importance of patience in lead generation and explore a fascinating study that offers a fresh perspective on lead conversion rates & shows a 10.7x ROI on this listing approach. Lastly, we run through the power of the 50-Minute Marketing Sprint to focus on an action plan to revive dead leads, find your 5-Star Prospects and motivate NOW prospects to reach out to you every week.    In this episode we introduce the concept of Rev Pup (Revenue per unconverted prospect), which is a critical metric for measuring the value of leads. Dean emphasizes the importance of understanding the two time frames of 'now' and 'not now' in lead conversion, as well as the value of five-star prospects. We explore the power of the Pygmalion effect, a psychological principle that can be leveraged to shape lead expectations and results. It features a case study of Tony's decade-long investment in postcards and newsletters, demonstrating the value of persistent nurturing of leads for long-term gains. We guide listeners on how to make the home buying process less intimidating for buyers by creating a tour of homes landing page and setting up a home buyer workshop. The power of emails to nurture leads in the real estate sector is discussed, emphasizing the importance of establishing a system to foster relationships with leads. Dean provides practical advice on sending an email with updates on all the market activity to ensure any investment made in generating leads is viewed as a capital investment rather than an expense. We discusses the importance of creating a vending machine-like system that can supply your pond with the buyers you want, which will form the basis to get all the listings you desire. We recommend setting up a template and system so that emails can be sent out without needing to think about it. We wrap and provides resources to support listeners on their journey to revolutionize their approach to lead conversion and revenue generation.    Links: Show Notes GoGoAgent.com Be a Guest Listing Agent Lifestyle Book Listing Agent Scorecard

Ep192: Lead Conversion Action Plan

Today's Listing Agent Lifestyle Podcast is the second of five Clubhouse rooms we're recording discussing the Listing Agent Lifestyle. It's a great conversation talking about multiplying your listings, and going deep into the opportunity you have with each listing:  Selling this home Finding your own buyer Finding another home for people not interested in this house Getting another listing and getting a referral  Finally, we explore the minimum effective steps we can take using tools like info box flyers and other simple ways to engage potential buyers.   Summary: 1. The episode discusses the concept of the Listing Multiplier Index, a tool used to measure how effectively a real estate agent's current system generates transactions from their listings. 2. Dean shares practical methods and strategies for maximizing real estate listings and increasing return on investment.  3. We explore methods to generate leads, such as identifying potential buyers and leveraging the power of info box flyers.  4. Dean provides detailed chapter summaries to guide the listener through different topics, from multiplying listings to generating leads and nurturing relationships. 5. He shares real-life examples and case studies of successful listings generated from info box flyers, reinforcing their effectiveness in lead generation. 6. The importance of nurturing relationships with potential buyers is discussed, with strategies including sending 'just listed' cards to neighbors and using analytics to identify viable leads. 7. In this episode we introduce the concept of 'chicken candling' as a metaphor for analyzing leads and identifying 'five-star prospects' who are most likely to engage and convert. 8. Dean discusses the use of Facebook ads and digital marketing techniques to reach a wider audience, emphasizing the cost-effectiveness of digital distribution compared to traditional print flyers. 9. It is recommended to send just listed cards to the immediate 20 homes around a new listing and up to 200 homes in the wider neighborhood, to attract potential buyers and generate leads. 10. We end the podcast by introducing the concept of an 'easy button,' a service provided by the host's company to automate the marketing process for real estate listings, thereby freeing up time for the agent.    Links: Show Notes GoGoAgent.com Be a Guest Listing Agent Lifestyle Book Listing Agent Scorecard

Ep191: Multiplying Listings Action Plan

Today's Listing Agent Lifestyle Podcast episode is the first session in a series of Clubhouse rooms we're recording, exploring the five essential pillars for success- Getting Referrals, Multiplying Listings, Converting Leads, Finding Buyers and Getting Listings.  We run through the 50-Minute Marketing Sprint to identify your top 150, The Secret Psychology of Why People Refer Real Estate Agents, and How To Be The ONLY One They Refer.  Listen as we explore our "return on relationship" concept. Discover how bridging the gap between current transactions and your goals relies on referral power. Learn the primal psychology behind why people refer to agents and tools like the "world's most interesting postcard."   Summary:  This episode emphasizes the importance of referrals in the real estate business and provides a guide on maximizing referrals by starting with a list of your top 150 relationships.  2. Dean highlights the concept of 'return on relationship' in real estate and how to bridge the gap between your current transaction volume and your aspirations using referrals.  3. We explain the psychology that drives people to refer others and how to leverage this natural instinct to benefit your real estate business.  4. Dean shares a secret weapon, the 'world's most interesting postcard: which can be used to provoke your top 150 relationships to refer you more frequently.  5. We explore the strategy of creating a referral profile for your top 150 contacts to increase referral opportunities.  6. Insights are provided on how to identify who in your circle is most likely to refer someone to you, how to equip them with the right tools, and how to enhance your status among them.  7. Dean shares strategies for turning a single listing into multiple transactions, emphasizing understanding your referral base.  8. We also focus on increasing the return on relationships, aiming to generate 30 transactions from a group of 150 people. 9. In this episode we speak about the concept of Market Maker Monday, where agents can actively orchestrate referral opportunities by informing their top 150 about their current real estate activities. 10. Dean also encourages agents to build referral profiles for their top 150, considering each person's lifestyle, interests, and potential referral opportunities.    Links: Show Notes GoGoAgent.com Be a Guest Listing Agent Lifestyle Book Listing Agent Scorecard

Ep158: Dominating a New Market with Jeffery Higgins

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