Founders Club

Are you trying to predict what’s next in digital marketing? If you ask Ryan Deiss, effective marketing is not about being on the cutting edge. It’s about leaning into what’s working right NOW. And you might be surprised what channels matter most for growing your business in this moment.

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Ryan is the Cofounder and CEO of Digital Marketer, the premiere training platform for growing your business online. Known as one of the world’s leading digital marketers, Ryan created the well-known Customer Value Optimization methodology and used it to start multiple companies around the globe. He is also the Cofounder of the Traffic and Conversion Summit, the largest digital marketing conference in North America, and Ryan is a sought-after speaker and recognized expert on marketing in the online era.

On this episode of Founders Club, Ryan joins Oliver to share his secrets for managing multiple ventures at once, discussing how his leadership team is structured and what responsibilities he outsources to an executive assistant. Ryan walks us through his journey from selling eBooks for extra money as a college freshman to CEO of Digital Marketer, describing the pivotal moment when he jotted down what has become the customer value journey—on the back of a napkin at a hotel bar. Listen in for Ryan’s surprising insight around what marketing channels are hot right now and learn how you can implement his one-page marketing plan to grow your real estate business! 

[1:09] How Ryan manages multiple ventures at once

• Involved in day-to-day during launch, hand off to dedicated team
• Monday leadership meetings guide how serve teams that week

[8:01] How Ryan’s leadership team is structured

• General manager for each venture
• Centralized specialists work across all divisions (e.g.: HR, sales)

[13:04] The role of Ryan’s virtual executive assistant

• Matched through agency based on personality tests
• Meet 2X/week via Zoom to go over calendar + email

[19:24] Ryan’s journey from selling eBooks to Digital Marketer

• Freelance as web designer in college, only client paid with eBook
• Expanded to 200 websites based on common search terms
• Asked to speak at marketing conferences, do consulting work

[25:33] The genesis of Ryan’s famed customer value journey

• 2006 algorithm shift led to failure, $250K in debt buying ads
• Jot down how business gets customers on million-dollar napkin
• Use realization to create standardization and rebuild business

[32:00] What’s hot right now in digital marketing

• Instagram stories
• Email newsletters

[43:11] Ryan’s insight around marketing on YouTube

• Use retargeting for high ROI
• Don’t break eye contact with camera

[45:17] How Ryan would approach a new real estate market

• Put energy in product = properties know can lease
• Create custom audience of likely tenants on Facebook, Google
• Bring on right partners to learn and gain experience

[52:19] The habits that have helped Ryan achieve his big goals

• Wake up at 6am, no snooze
• Document each day in planner (evaluate big wins, lessons)

[57:12] Ryan’s advice on getting eyes online

• Buy ads on Facebook, Instagram and YouTube
• Advertise to CONTENT

[1:01:02] What Ryan is investing in right now

• Put money back into own company
• Buy art at auction (up and comers)

[1:05:56] The one thing Ryan wishes he’d known sooner

• Better cashflow management
• Basic business budgeting

Digital Marketer

Ryan on LinkedIn

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How do you start over in a new market and compete with established top producers? Kevin Markarian did it by investing online leads and developing follow-up systems for high-level conversion. Eventually, Kevin built a team and then a brokerage to support the lead flow, and he continues to leverage the best available digital tools to manage his growing real estate empire.

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Kevin is the Broker-Owner at Marker Real Estate, a wildly successful brokerage out of San Francisco with regional offices throughout California. Since its founding in 2014, Marker has become known as one of the nation’s most innovative companies and earned a spot on the Inc. 500. As a thought leader in the industry, Kevin is a regular contributor to RIS Media and Inman News, and he has served as a panelist and speaker for the National Association of Realtors.

On this episode of Founders Club, Kevin joins Oliver to explain how he got his start in real estate working for a developer in the Central Valley and what he did to start over in San Francisco after the crash. He shares what inspired him to go all-in on online leads, discussing how the Marker Real Estate systems empower agents to grow their business. Listen in for insight on Kevin’s 1985 Bears Defense approach to marketing and learn how he is outsourcing his proven model to support others.

[1:48] How Kevin got his start in real estate

• Grew up in Modesto, introduced to broker at age 20
• Hired on with top developer in 2003 (became #1 agent)

[8:26] Kevin’s transition from Modesto to San Francisco

• Made decision to fail big in big city after crash
• Started buying leads, building SOI before move

[16:17] The AHA moment Kevin went all-in on online leads

• NAR session on managing high volume of leads
• Bought all of San Francisco County from Realtor.com
• Built team to handle lead flow, CRM to track

[27:50] What differentiates Marker Real Estate as a brokerage

• ISA team responds to online leads, sets appointments
• Long-term follow-up system = high conversion rate

[36:15] How Marker Real Estate is growing now

• Expand to other markets throughout California
• Partner with others to use model in their business

[42:25] Kevin’s strategy for growing his business

• Connect with hard-working, collaborative people
• Leverage digital tools to be everywhere all the time

[50:52] Kevin’s 1985 Bears Defense approach to marketing

• Blast target audience with email, text and calls
• Become celebrity to client base on social media

[59:43] The art of building duplicatable systems

• Keep it simple and battle test them yourself
• Ask others to document for your review

[1:04:50] What Kevin is investing in now

• Natural hazard disclosure, mortgage ventures
• Profit centers related to real estate business

Marker Real Estate

Marker Advantage

Marker Concierge

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What separates Rodrigo ‘El Zorro’ Ballon from other mortgage lenders? For one, he’s responsive. He answers his phone on nights and weekends—and has systems in place to field calls when he’s not available. He does his homework, making it a point to learn about the agents he’s prospecting. And he’s fast. Rodrigo’s average close is 14 days, beating the industry standard by a full week. So, how does he do it?

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Rodrigo is the Producing Branch Manager at CrossCountry Mortgage and one of the top loan originators in the United States. In 2014, he ranked #1 for purchase volume in San Diego Country, and his team has closed more than $100M in volume every year since 2011. Rodrigo has also received numerous awards from San Diego Magazine and Five Star Professional.

On this episode of Founders Club, Rodrigo joins Oliver to explain how he built a world-class lending business and why investors, agents and consumers like working with him. He shares his automated systems for communicating with clients and marketing to an agent’s database as well as his extra-mile approach to prospecting realtors. Listen in for insight on how to qualify for a mortgage loan and learn about the non-QM loan products available to business owners and entrepreneurs!

[1:13] How Rodrigo built a $100M/year lending business

• Start as admin assistant for loan officer
• Rely on sphere as loan officer in downturn
• Known for ‘impossible loans’ (El Zorro)
• Largest lender for flippers in 2011
• Met agents through working with investors

[12:20] Why people like working with Rodrigo

• Reliability and perseverance
• Track record of closing quickly

[15:18] The tech Rodrigo uses to communicate with clients

• Video text to client with iPhone
• Automated systems to contact agent leads

[22:59] Rodrigo’s insight on delegating email response

• READ folder for things he needs to address
• Assign to people you trust, know you well

[29:06] Rodrigo’s approach to prospecting realtors

• Do recon on Facebook to find things in common
• Research current lender, average time to close
• Gifts with WOW factor (e.g.: champagne)

[37:21] How Rodrigo compensates agents for referrals

• Send buyer referrals to sphere
• Support agents with marketing systems

[44:30] Rodrigo’s availability on nights and weekends

• Answered phone when wife in labor
• Pop by open houses with cookies
• Stop what doing to qualify client NOW

[49:25] How Rodrigo facilitates a 14-day average close

• Get loans approved ahead of time
• Rely on backend team to handle volume
• Leverage experience (don’t rely on underwriter)

[57:10] The ‘free money’ available via loan products

• Bank statement loans for entrepreneurs
• 680 credit score + 10% down to qualify $1.5M

[1:03:20] Rodrigo’s advice on qualifying for a mortgage loan

• Manage credit (don’t max out, pay on time)
• Don’t buy car or change jobs
• Consult with mortgage banker for credit simulator

[1:16:44] How to reduce your mortgage from 30 to 22 years

• Make two additional payments per year
• Write separate check, specify ‘apply to principal’

[1:19:17] What Rodrigo is investing in

• Green investments
• Ground-up development in Utah near ski resorts

[1:23:45] Rodrigo’s top tools for running a business

• Crisp keyboard templates
• WhatsApp for foreign national clients
• Dropbox for security

CrossCountry Mortgage

Rodrigo on LinkedIn

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The beauty of multifamily investment lies in the opportunity to increase a property’s value in a short amount of time. While single family homes are appraised on the condition of the property itself, multifamily real estate is assessed based on rent rolls. Find a value-add opportunity, and you can force appreciation by rehabbing the units, increasing occupancy and raising rents. And the best part is, you don’t have to use a penny of your own money to get started! You can take your real estate business 10X as a multifamily syndicator.

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Today, Oliver is joined by Kevin Easterly of Easterly Investing. Kevin got his start in real estate with single family fix and flips before purchasing several fourplexes in Las Vegas. Inspired by Grant Cordone, Kevin started taking his real estate business 10X, adding 42- and 57-unit properties to his portfolio. Now he is up to 140 units, building his team as well as his brand.

On this episode of In the Know, Kevin walks us through the advantages of multifamily as a real estate investment. He explains how to scale your business 10X by building a reliable team and employing the ‘plug and play’ method for each new property. Kevin discusses what he is looking for in a multifamily deal, how to leverage relationships to find off-market deals, and how to structure a value-add deal. Listen in for Kevin’s insight on partnering with high net worth individuals, using your knowledge and their money to invest in multifamily real estate!

[0:54] The advantages of multifamily

• Everyone needs place to live
• Spread out risk
• Force appreciation
• Opportunity to refinance

[5:35] How Kevin got into multifamily

• Fourplexes in Vegas
• Inspired by Grant Cardone
• Up to 140 units today

[7:26] How to scale your real estate business

• Same processes as fourplex
• ‘Team sport’
• Plug and play

[9:14] Kevin’s progress since 2009

• Laid off from job on video project
• Start production company with $2,500
• Fix and flips, then fourplexes

[10:25] What Kevin looks for in a deal

• C building in B area (value-add opportunity)
• Upgrade units and raise rents

[11:40] Kevin’s advice around finding deals

• Relationship with broker (off-market)
• Respond even if don’t like deal
• Talk to vendors, contractors
• Don’t burn bridges

[14:28] How Kevin structures a deal

• Value-add, turnkey or full rehab
• 30% down + rehab budget

[16:30] The value of securing multiple itemized bids

• Keeps contractors honest
• Option to use more than one contractor

[18:00] The concept of syndication

• Partner with high net worth individuals
• Use your knowledge + their money

[20:47] What Kevin wishes he’d known from the start

• Go bigger, faster

Kevin on LinkedIn

Kevin on Connected Investors

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What’s stopping you from getting to the next level? Marshall Sylver contends that your subconscious programming is the reason you’re stuck. And if you can learn to reprogram your mindset, success is not just possible—it’s a certainty.

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Marshall Sylver is the leading expert in subconscious reprogramming, persuasion and influence, earning worldwide acclaim for his three decades of work in the personal development space. A sought-after business consultant and keynote speaker, he has transformed the lives of thousands of people through his self-development training and book, Passion Power Profit. Marshall’s latest venture is Certainty International, a platform designed to help entrepreneurs run successful businesses in today’s complex environment. 

On this episode of Founders Club, Marshall joins Oliver to discuss the subconscious programming that holds us back, explaining how to replace those mental roadblocks with a mindset of certainty. He shares the story of his introduction to the power of hypnosis and describes how his humble beginnings motivated his current success. Listen in for insight on applying subconscious reprogramming in your business and learn his three-step approach to putting people in a YES state!

[0:42] How to overcome your subconscious programming

• Replace mental roadblocks with new mindset
• All things possible when CERTAIN

[10:02] How his humble beginnings motivated Marshall’s success

• Single mother with 10 siblings, homeless twice
• Devoted life to making mother’s life easier

[17:14] Marshall’s introduction to hypnosis

• Hypnotized at school assembly, realized powerful force
• Reintroduced by fellow DJ (led to appearance on Letterman)

[29:35] How to apply subconscious reprogramming in business

• Be authentic, painfully honest
• Cultivate massive empathy gene

[35:20] The three things you need to get anything you want

1. Create self-mastery (control over thoughts, emotions)
2. Need tools for task at hand
3. Ability to take action in present moment

[48:17] Marshall’s insight around cold reading people

• Every thought creates physical response in body
• Come from place of certainty, full attention on customer

[56:38] The benefits of Marshall’s Turning Point event

• Turns up your wanting-ness
• Learn to reprogram brain
• Develop irresistible influence

[59:24] Marshall’s advice for getting to the next level

• Appreciate what you’ve got
• Be certain
• Find somebody you identify with + hack them
• Identify personality distinction that needs to change

[1:09:58] Marshall’s three-step close

1. Start with emotion
2. Back up with logic
3. Spanky spanky

Certainty International

Marshall’s Website

Marshall’s Turning Point Seminar

Marshall’s Next Level Seminar

Call 1-800-92POWER

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How do the skills learned in pro skating translate to entrepreneurship? For Mikey Taylor, a career spent doing darkslides and noseblunts was a masterclass is managing fear, building a brand and finding purpose. And today, Mikey is leveraging what he learned to invest in real estate—and help other athletes and entrepreneurs achieve financial freedom in the process.

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Mikey is the President and Managing Principal at Commune Capital, a private equity real estate investment fund built around the idea that financial freedom isn’t a dream, but a tangible life worth pursuing. He has 20 years of professional skateboarding experience, holding sponsorship contracts with DC Shoes, GoPro Cameras and Alien Workshop and cofounding SOVRN, a skateboard and apparel company out of Los Angeles. Mikey was also the cofounder of Saint Archer Brewing Company, a multimillion-dollar craft beer operation acquired by MillerCoors in 2015.

On this episode of Founders Club, Mikey joins Oliver to discuss his evolution from pro skater to entrepreneur and explain how pushing through fear has served him in both ventures. He shares his good fortune in being introduced to Randy Sanada, describing how he learned to invest in himself—and other lucrative asset classes like multifamily and self-storage. Listen in for Mikey’s insight around building a brand, responding to criticism, and creating a community through Commune Capital.

[0:38] What drew Mikey to skating

• Opportunity to compete against himself
• Changed way of seeing world (e.g.: handrails, cement walls)

[3:00] How Mikey learned to push through fear

• Trick brain into allowing body to try things
• Learn what hold you back + monitor fear

[10:32] Mikey’s insight around building a brand

• Know WHO building brand for
• Consistent + welcoming = TRUST

[17:08] Mikey’s introduction to investing

• Parents encouraged to meet with Randy Sanada
• Taught to live below means, deploy capital in opportunities

[23:12] Mikey’s first investments

• HIMSELF (becoming better skater to increase income)
• Stock market, storage units

[28:06] Mikey’s experience with Saint Archer

• Built around action sports community
• Challenge to navigate massive growth

[38:40] How Mikey dealt with the end of his skating career

• Loss of identity, lowest point despite success
• Realized purpose necessary to push forward

[47:55] Mikey’s vision for Commune Capital

• Start with idea to help skaters learn investing
• Expand to include other sports and entrepreneurs

[50:37] Mikey’s take on the criticism re: gentrification

• Realized error in communicating mission
• Critics see through lens of their experience
• Deep value-add projects improve communities

[58:54] The projects Commune Capital is pursuing now

• Multifamily properties and storage units
• Accredited investors (eventually add Reg A offering)

[1:02:12] Mikey’s advice on finding deals

• Build relationships with brokers, developers
• Get educated + be persistent to get first deal

[1:07:21] The benefit of investing with Commune Capital

• Part of community, return beyond money
• Preferred return for every investor

[1:14:23] What’s brought Mikey the most joy

• Giving brewery investors’ money back
• Putting others first = most rewarding

[1:18:11] Mikey advice for aspiring entrepreneurs

• Self-aware of strengths + weaknesses
• Don’t be limited by what others think

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Commune Capital

SOVRN

Does the idea of buying the rainforest sound impossible? What if I told you that five minutes in a room with the right people could shift your mindset—and make the idea as simple as eating a bowl of soup? What if you could apply the same 3 principles of realizing a big vision to your real estate career and become a megaproducer?

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Today, Oliver is joined by Scott Duffy, the founder of Scott Duffy Media Holdings. Scott is driven by the idea of helping people live their dreams through entrepreneurship. He has been named a Top 10 Keynote Speaker by Entrepreneur Magazine and appeared on CNBC, FOX News and CBS Radio, among many other media outlets.

On this episode of Founders Club, Scott shares his incredible experience selling a company to Richard Branson’s Virgin Group. He offers advice for new agents and insight around how his mom became a megaproducer, selling $1B in residential real estate in LA. Scott discusses the role of mindset in making it through tough times and the value for entrepreneurs in focusing on mastering one skill at a time. Listen in for Scott’s view on surrounding yourself with likeminded people and learn how to ‘buy the rainforest,’ become a megaproducer, and execute on your big dreams!

[0:42] Scott’s experience selling a company to Richard Branson

• Created Expedia for private jets
• Call from Virgin Group (met by chance)
• Chase opportunity down when get break

[4:42] What top performers have in common

• Consistent passion for learning
• ‘Awesome at one thing’ not enough

[7:35] Scott’s advice for real estate agents

• Don’t work more/harder at what no longer works
• Put self around right mentors
• Progress takes place in plateaus

[11:14] The secret to Scott’s 90-day launch plan

• Mistake to focus on too many things at once
• ‘One hammer and one nail’

[12:42] How Scott’s mom became a megaproducer

• Build trust with high-end clientele, detail-oriented
• Phenomenal negotiator not afraid to walk away
• Great at MINDSET

[16:38] How Scott learned to ‘buy the rainforest’

• Start with WHY (rooted in purpose)
• Decide how to do it
• Secure financing

[20:12] How to shortcut success and reach big goals

• Surround self with people who execute on big vision

Scott’s Website

Scott on Facebook

Scott on LinkedIn

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If anyone deserves financial independence, it’s the military families who serve our country. But understanding the benefits available to vets is difficult enough and knowing how to leverage those benefits to invest in real estate is harder still.

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Eric Upchurch is the Referral and Investment Chief with Active Duty Passive Income, an online education platform dedicated to helping the military community achieve financial freedom through real estate investing. A former Special Ops Crewmember in the US Army, Eric serves the ADPI team as a liaison for connecting new investors to passive investment opportunities.   

On this episode of Founders Club, Eric joins Oliver to share the mission behind Active Duty Passive Income and discuss the community they’ve built on the platform. He explains how he got into real estate investing and offers advice around leveling up your networking, finding off-market multifamily deals, and transitioning from SFH to multifamily investing. Listen in for Eric’s insight on being willing to do what other people won’t and learn how ADPI is fostering the wealth and health of those who serve.

[1:02] The mission of Active Duty Passive Income

• Teach active duty vets to maximize available benefits
• Source for all things military and real estate investing

[8:51] How Eric got into real estate investing

• Friend had extra ticket to Rod Khleif bootcamp
• Fix-and-flips with high school friend in KC

[11:50] How to transition from SFH to multifamily

• Invest in coaching, conferences and masterminds
• Build team to take down large multifamily deal

[17:20] Eric’s advice on leveling up in networking

• Willing to do what others won’t (e.g.: plane ticket)
• Ask people about themselves
• Respond to ALL messages from brokers

[23:19] How Eric is finding multifamily deals

• Buy list through CoStar, look for 100+ value-add deals
• Cold call brokers and owners and track in CRM

[32:10] Eric’s view of a home as property

• Make use of live-in flip strategy
• Move family 9 times in 8 years

[36:20] Eric’s big WHY for serving the military community

• Veterans deserve to create generational wealth
• Support for addiction, PTSD through ADPI Helps

[49:19] How the ADPI Podcast scores high-profile guests

• Write down goals (Top 100 List)
• Cold call or email member of team

[54:44] What Eric is investing in right now

• Passive multifamily opportunities (575 doors)
• Portfolio across multiple asset classes

[57:20] Eric’s top tools and apps

• Voxer for global communication
• Paper and post-it notes

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Active Duty Passive Income

Active Duty Passive Income Podcast

ADPI Facebook Group

Email [email protected]

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

What if I told you there was a way for real estate investors to significantly reduce their existing capital gains tax liability? And eliminate ALL capital gains taxes from a property’s future appreciation? The dream is real, and it exists in the form of Qualified Opportunity Zones, a program included in the 2017 Tax Cuts and Jobs Act to encourage investment in low-income census districts. So, how does it work? And how can you take advantage of these opportunity zones to grow your business? We'll dive into all these and more!

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Andrew Greer is the CEO of Thomas Strafford Investments, a real estate investment company based in San Diego. Thomas Strafford manages investments in single and multifamily renovations as well as ground-up builds throughout Southern California. An expert in local zoning, Andrew believes that specialization is key in delivering predictable returns.

On this episode of Founders Club, Andrew joins Oliver to share the big-time tax benefits of investing in Qualified Opportunity Zones (QOZs) and explain how the program works. He discusses how to find the low-income census districts that qualify as QOZs, offering insight around which cities have the most upside potential for developers. Listen in for Andrew’s advice on learning about zoning and find out how brokers might market QOZs to grow their business!

[1:23] The fundamentals of Qualified Opportunity Zones

• Invest in one of 8,500 low-income census districts
• Capital gains tax deferred, reduced or eliminated

[4:23] How the opportunity zone program works

• Double basis in spend within 31 months
• Works best with ground-up development

[11:37] Why Andrew is developing microunits in these areas

• Much lower cost per square foot
• Reduce cost of parking stalls (public transport access)

[17:51] The cities with the greatest QOZ upside potential

• San Diego, LA and Oakland
• New York, Florida and Tempe, AZ

[20:40] The benefits of investing in opportunity zones

• Deferral on taxes through 2026
• Hold 7 years = no tax on 15% of gains
• Hold 5 years = no tax on 10% of gains
• Hold 10 years = no tax on appreciation

[31:15] How to find Qualified Opportunity Zones

• Resources on Andrew’s website
• Search by address or census district

[33:42] Andrew’s advice on learning about zoning

• Attend local planning committee meetings
• Network through Urban Land Institute

[45:44] The best resources to learn about zoning

• No universal tool available (local specialization)
• Use Scoutred, Google city name + zoning

[51:07] How to market for Qualified Opportunity Zones

• Educate property owners re: selling for max value
• Search for cash buyers in area

[57:07] Andrew’s top tools and apps

• Workep (Trello on steroids)
• Facebook ads

Thomas Strafford Investments

Email [email protected]

Qualified Opportunity Zone Info

Big Block Realty

Oliver on Facebook

Oliver on LinkedIn

IRS Opportunity Zones FAQ

Forbes Article on Opportunity Zones

Urban Land Institute

Scoutred

Los Angeles Zoning

Kent Clothier

Workep

How to Be a Real Estate Developer

Keri Shull began her illustrious career as an Oscar Meyer Weiner Girl, driving the Weinermobile across the US for $30K a year. Today, she runs a real estate empire, leading a team of 85 to more than $4B in sales. So, how do you go from driving a hot dog to scaling a real estate team that dominates the DC Metro market?

Connect with Founders Club Host Oliver Graf on Instagram: @OliverGraf360

Keri started building her real estate team in 2010, and today, they are ranked #1 in the DMV and #33 in the country. Keri’s team is working toward 1K transactions in 2019 with an eye to become #1 in the US within five years. Keri also serves other realtors looking to scale through HyperFast Academy and HyperLocal HyperFast Coaching.

On this episode of Founders Club, Keri joins Oliver to explain how she went from 21 to 365 transactions in five years by focusing on builder accounts. She discusses what inspired her to start building a team and shares her approach to training, accountability, and overstaffing. Keri also describes how she thinks about profitability and offers insight into how her team does content marketing. Listen in for Keri’s advice around getting started in a new market and learn how she continues to scale by moving from idea to execution—in an insanely short period of time!

[1:16] What makes Keri’s team #1 in her market

• Care deeply about clients, team
• Very focused marketing
• Replicate other’s success

[6:15] Keri’s niche focusing on builder accounts

• Look for high land value, low property value
• Target letter giving client options
• Send 3X in 3 consecutive weeks
• Provide more value, client support

[16:20] Keri’s early days in the real estate business

• Recruited to sell new homes, then condos
• Got license to help investor do bulk sales
• Deal fell through, started working as agent

[23:02] What inspired Keri to build a team

• Met agents doing hundreds of transactions (live event)
• Hire to solve for weaknesses

[28:59] Keri’s approach to overstaffing

• Hire ahead of salespeople to facilitate success
• Anticipate where going, hire for that

[30:43] How Keri trains her team

• Social proof drives coachability
• Evolving commission or salary models

[34:50] Keri’s take on accountability

• Weekly individual meeting with sales manager
• Publish conversion and sales numbers
• Weekly email to team
• Tools to help meet income goals

[40:51] Keri’s Buyers-in-Waiting Database

• Already invested money in finding buyers
• Made up of past clients, opt-ins on ads

[44:28] How Keri thinks about profitability

• Invest in digital game (e.g.: Facebook ads)
• Salaried position to do personal referrals
• Use SOI cap to reward hunters

[51:33] Keri’s goals for continued growth

• #1 team in world in next five years (1,723 sides)
• Grow companies to support other agents

[56:20] How Keri’s team does content marketing

• Implement digital mayor strategy
• Blitz Day contest with team (videographers)
• Pay to drive traffic to social channels
• Feed audience into funnels, set appointments

[1:05:43] The content that gets the most engagement

• Amazon is Coming to Town custom audiences
• Content YOU care about (e.g.: tips for traveling moms)

[1:14:29] How Keri got into the coaching space

• Record systems to train team
• Online academy to share with others
• Encouraged by own coach to do one-on-ones

[1:23:03] How Keri goes from idea to execution fast

• Delegate in real time at event

[1:25:17] Keri’s advice on starting in a new market

• Build relationships (i.e.: mommy groups)
• Use geofencing strategy to stay in front
• Network with divorce attorneys

[1:34:25] Keri’s top tools and apps

• Facebook autoresponder bot
• Notability app

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Keri’s Website

Keri Shull Team on YouTube

HyperFast Agent

HyperFast Academy

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