IMPACT Agent Podcast

In this episode, Jason Will talks with Todd Hull and Blake Ray about their popular real estate Youtube show, The Todd and Blake Show. Todd and Blake explain how they started and committed to making the show, why their opposite personalities are a strength, and how they have grown their viewership. Plus, they share their favorite moments and lessons learned from the first year of making The Todd and Blake Show.

Big Questions:
> Do you have what it takes to be a local celebrity like Todd and Blake?
> How do you get started creating your own youtube show or podcast?
> Can a Youtube show or podcast help your personal brand, business, or career?

 

Sponsor: 
Impact Agent Conference 2019
Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

Resources:

The Todd and Blake Show - Youtube Channel

The Todd and Blake Show - Facebook

Blake Ray - Buy From Blake 

Todd Hull - Facebook

 

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We would like to know what you think about the IMPACT Agent podcast. Let us know by contacting Jason at [email protected].

Thanks for listening.

Contact Jason Will

IMPACT Agent Podcast is paid for and powered by IMPACT Agent University

IMPACT Agent Podcast is recorded and produced at Deep Fried Studios.
Producer: Johnny Gwin  

 

 

Jason Will talks with Todd Hull and Blake Ray about their popular real estate Youtube show, The Todd and Blake Show. Todd and Blake explain how they started and committed to making the show, why their opposite personalities are a strength, and how they have grown their viewership. Plus, they share their favorite moments and lessons learned from the first year of making The Todd and Blake Show.

In this episode, Jason Will talks with Andi Cummings a lead generation trainer, coach, and a realtor on the number one luxury team in South Carolina - the Matt O'Neal Real Estate team. Andi shares her corporate, sales training, and coaching experience to help real estate agents dial in prospecting and get the most out of their lead generation systems and skills. Andi will teach and challenge you to face your prospecting fears, try new things, fail forward, book those appointments, and hit those sales numbers.

 

Big Questions

• What makes a good prospecting and lead generation process
• What skills are needed to be learned or sharpen to improve prospecting and lead generation conversion rates?
• What are some tactics for getting over the fear of the phone and cold calling?
• How vital are trust, building rapport, and scripting in the sales process?
• Why should agents be listening more and talking less to their clients?
• What is prospecting and selling from a place of service?
• What is the best day of the week to prospect and make calls
• Why should an agent know their daily, weekly, monthly goal, prospecting, and conversion numbers?
• What is the "give to get" sales philosophy?

 

Sponsor: 
Impact Agent Conference 2019
Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

Quotables & Tweetables

I've taken all of that experience, my sales training experience, my BoomTown experience, and my lead gen experience, and I've packaged it to be able to take it to market as my own coaching company, helping clients figure out how to help their agents dial in prospecting. - Andi Cummings

Lead generation, specifically internet lead generation, online lead generation, is what my whole team is built on. - Jason Will

BoomTown is an amazing tool, but if you don't know how to process these leads, you're really paying a bunch of money for nothing. - Jason Will

First of all, I teach the process, just how do we work the leads, but then, I also teach skills. It's really about how to have those calls, how to get the appointment set, and how to make sure those appointments are kept.- Andi Cummings

I also teach some scripts for expireds and FSBOs, how to treat sellers differently than buyers, and really, how to hit those goals based on what that percentage is that you want to focus on in buyer versus seller. - Andi Cummings

My experience is that the fear of the phone is a very real thing. - Jason Will

I would say the number one thing around prospecting and calling is mindset. So, are dedicating your time to prospecting? Are you protecting that time and are you making sure that lead gen is part of your daily activity?- Andi Cummings

Some people just naturally gravitate towards a particular lead source. Feel very comfortable with that until you hit the next one because you're going to fail forward on that next one, and you need to be prepared for that and to accept it and remember the learning process you went through when you first started. - Andi Cummings

I always say no matter what your experience is, you are the expert. You are the expert. They're calling on you, or you're calling them because you are the expert. That doesn't mean you have to know every answer. Sometimes, the perfect answer is to let me get back in touch with you. Let me research. Let me find out. Can I call you back this afternoon after five to share with you what I've learned? - Andi Cummings

I want to get to the point where you trust me enough to tell me exactly why that's important to you, and I have enough information to be able to handle it so that it matches exactly what your message is that you're trying to convey to me.- Andi Cummings

I see a lot of agents that do way more talking than listening. - Jason Will 

The client should be doing 90% of the talking, and you're doing 10% of the questioning.- Andi Cummings

You should be able to lead the conversation through questioning techniques, but I just want to keep exploring, and I want to keep learning.- Andi Cummings

Hey, FSBOs have already decided they don't want to work with you. You don't have to keep selling yourself because every other agent already is. You've got to figure out why they don't want to work with an agent.- Andi Cummings

Let me tell you why I love Thursdays. An MIT study has shown that online buyers were more receptive to picking up the call on Thursdays.- Andi Cummings

I get completely out of the way of trying to sell to clients. I'm just trying to help them hunt.- Andi Cummings

I want information about how to best serve this client. So, I need to know a little bit about them. They want a farm. They've got some horses. I'm going to need to find some land. Do they love their dogs? I'm going to talk about their dogs.- Andi Cummings

Motivated people want to work with motivated agents. - Jason Will

I know how many contacts I have to make on that lead source to get an appointment. So, I'm just looking at it from a numbers game. If there's 100, and I need 20, then I got to keep dialing.- Andi Cummings

I want you to show up every day going, 'I'm not going to stop prospecting. I'm not going to leave the office until my appointment a day has been satisfied.- Andi Cummings

You don't leave until you get the appointment, and when you have that mindset, your pipeline gets full, and you don't have the challenge of having a soft pipeline waiting for referrals to come to you.- Andi Cummings

Start off just chasing whatever you can to get to fill your pipeline because those are going to turn into lifelong clients that are going to turn into referrals.- Andi Cummings

Real estate is not a one size fits all industry. There's a lot of different ways to make money. - Jason Will

You can't tell me that online shopping is junk leads, especially when the consumers know what's out there on the internet, and by the way, I just bought my first car online.- Andi Cummings

I am pro quality over quantity.- Andi Cummings

A give-to-get is when I give you some kind of information, and return, I'm going to hopefully get your business.- Andi Cummings

We all are different, and if you want to build a powerful team, you've got to look at each individual player strengths and what they bring to the team, and if that's not on the phone, maybe it's door knocking. Maybe it's events. Maybe it's social media. Whatever that it, find your thing, and just crush it and be the best at it.- Andi Cummings

Jason Will talks with Andi Cummins a lead generation trainer, coach, and a realtor on the number one luxury team in South Carolina - the Matt O'Neal Real Estate team. Andi shares her corporate, sales training, and coaching experience to help real estate agents dial in prospecting and get the most out of their lead generation systems and skills. Andi will teach and challenge you to face your prospecting fears, try new things, fail forward, book those appointments, and hit those sales numbers.

In this episode, Jason Will sits down with Brandon Maye. Brandon was a diamond in the rough standout college football player at Clemson and Mississippi State and was on his way on to an NFL roster until an Achilles Tendon injury crushed his life long sports dreams. After some hardship, a failed suicide attempt, and some adjustment, Brandon used his education, football experience, coaching, discipline, and personal grit to adapt, emerge and evolve into a highly productive entrepreneur, budding real estate agent, and rising star motivational speaker. Hear his amazing story and his inspirational message of hard work, positive thinking, faith, discipline, chasing dreams, overcoming adversity, and impacting others by your actions and inspiration.

What You Will Learn:

> Brandon uses his experience with football and the lessons of his coaching to create, adapt and grow in his business and career.
> Brandon's philosophy of vision, grit, overcoming failure and finding opportunity in any situation.
> How Brandon leveraged his football skills into a valuable college education and Masters degree.
> How not to lose hope, focus, and confidence when faced with adversity.
> The transformational power of positive thinking and impacting the lives of others.
> Brandon's mission and vision for The Brandon Maye Foundation.

 

Sponsor: 
Impact Agent Conference 2019
Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

Quotables & Tweetables

My life's been made of adversity, getting punched in the mouth just like a boxer. Real estate people, you're going to get punched in the mouth. - Brandon Maye

I'm not going to go work for anybody. I want to create my own income. I want to grind my way up out of this hole. - Brandon Maye

After my failed suicide attempt after I was let go from the Tampa Bay Buccaneers, that's when the real Brandon Maye stood up. - Brandon Maye

How do you not lose hope and stay focused, and remain confident that one day you're going to get your shot? - Brandon Maye

If you keep the right attitude, and you work hard every single day, eventually your opportunity is going to come. - Brandon Maye

The lion is the king of the jungle, but the lion is not the fastest. It's really not the biggest. It's not the tallest. But every day, an animal passes by just fearing for its life because it knows the lion has that attitude. - Brandon Maye

Attitude, it controls everything. - Brandon Maye

Affirmations and visualizations, those solidify your mindset. - Jason Will

We can study every motivational speaker, we can look at every personal development, we can go to every psychologist, but what happens when you're in a dark spot by yourself? - Brandon Maye

I'm about to take my story, take the things that I've been through, take the grind, the hustle, the grit, the mindset, the attitude. I'm about to take it and use it to help other people. - Brandon Maye

It's operating in faith and saying that what I see right now, this is not the end results. - Brandon Maye

I started surrounding myself with the right individuals. People that are successful. - Brandon Maye

As far as negative people, I don't do negative. Also, I don't do fake. I'm a real guy. - Brandon Maye

I believe that in order for you to get to the right spot, which is success, then you must be surrounded by the right people. - Brandon Maye

Success is rented, and the rent's due daily. - Jason Will

We're all broken children of God. We've got to get up and tell ourselves these "I am" statements to regain that strength and that power. - Brandon Maye

Staying positive about the situation controls the whole situation. - Brandon Maye

Just staying positive about the situation controls the whole situation. - Jason Will

You get what you put out. - Brandon Maye

What we believe controls what we think, and how we think controls how we act. It's a cycle, and we have control over it. - Jason Will

We need to keep reminding ourselves that from these tragedies come transformations. - Jason Will

Stay grounded because success can go to your head. It can change your heart. - Jason Will

Without a coach, without all these mentors, without accountability really, you would not have continued to rise to these different levels. - Jason Will

You didn't just show up game day ready to play. You've got to prepare all week. - Jason Will

If you're in the industry and you don't have a coach, you probably are soon going to get punched in the mouth, and you aren't going to know how to react. - Brandon Maye

You didn't just show up game day ready to play. You've got to prepare all week. - Jason Will

One of the biggest things is respecting coaching, and being humble enough to take coaching. - Brandon Maye

Big team, little me. Big team, little me. That's what I try to make all my moves based off of. - Brandon Maye

If you're a real estate agent, everything you want to know about being successful is on YouTube. - Brandon Maye

 

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We would like to know what you think about the IMPACT Agent podcast. Let us know by contacting Jason at [email protected].

Thanks for listening.

Contact Jason Will

IMPACT Agent Podcast is paid for and powered by IMPACT Agent University

IMPACT Agent Podcast is recorded and produced at Deep Fried Studios.
Producer: Johnny Gwin  

 

Jason Will sits down with athlete, entrepreneur, and motivational speaker Brandon Maye. A former standout college football player at Clemson and was on his way on to an NFL roster until an Achilles Tendon injury crushed his lifelong sports vision. Hear his amazing journey and inspirational message centered on hard work, positive thinking, discipline, faith, chasing dreams, overcoming adversity, and impacting others by your actions and inspiration.

In this episode, Jason Will talks with the high energy and positive thinking real estate sales evangelist Jason Posnick. Jason is sales manager for the Chinatti Realty Group (North Chelmsford, MA) and a speaker at the upcoming IMPACT Agent University Conference in New Orleans, La. Today, Mr. Posnick shares his secret sauce of speed to lead, war dialing, and focusing on serving the customer not selling to them for increased lead conversions, repeat sales, and personal growth.

Big Questions:

1. How important is a positive mindset and a "can do" attitude in the Real Estate business?

2. How essential is coaching, training and going to events like IMPACT Agent University Conference to your ROI and improving sales conversions?

3. What does Jason Posnick look for in hiring the right agents for his team and company?

4. What is speed to lead, war dialing, and touch score?

5. How important are sales and administrative systems to my sales ROI and bottom line?

6. What is the best way for an agent to increase the percentage of client calls answered?

7. How much role-playing, practice, and scripting should an agent be doing every month to increase their lead generation and conversions?

8. What are some techniques for an agent to get over the fear of consistently cold calling and to follow up on phone leads?

Sponsor: 
Impact Agent Conference 2019
Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

Quotables and Tweetables:

My goal with the agents here on the team is, get them to think in a positive mindset versus I can't do this or this is overwhelming. - Jason Posnick

Control your sales. Don't worry about the win. The win is going to control itself. By doing the right activities, you're going to get the right outcome. - Jason Posnick

Once you start thinking positive and taking positive action, you're going to have positive outcomes. - Jason Posnick

Taking positive action and crushing goals every day, is what's going to help you reframe your mind. - Jason Posnick

Going to a place like IMPACT Agent Conference with positive people, taking positive action and crushing goals every day, is what's going to help you reframe your mind if it's not already in that state. If you're somebody who has this negative mindset or you have a negative narrative or you feel like you're always having negative self talk about yourself, going to events like this will teach you how to change. - Jason Posnick

I want to help people be a better them and achieve the goals that they think they can't and get them to realize that they can. - Jason Posnick

We don't hire based on production or how much money someone is going to make, we hire them based on their characteristics and their values and making sure they align with the team. - Jason Posnick

You're going to bring a ton of energy to the IMPACT Agent Conference stage, and I think that energy and your attitude and just the positivity is a big part of what is making the culture of your team really, really successful right now. - Jason Will

I find a lot of independent agents are not generating leads online and they are certainly not picking up the phone on a consistent basis. - Jason Will

Generating leads is an art, but that's not where you are going to make your money. - Jason Posnick

Speed to lead is literally the amount of time it takes you to call the lead once they come in. - Jason Posnick

The whole point of speed to lead is to get them on the phone. The whole point in getting them on the phone is to book the appointment, but if you don't get them on the phone, you can't do it. - Jason Posnick

It's the tone of the salesperson, the attitude of the salesperson that dictates the tone of the conversation and relationship that follows so we war dial. - Jason Posnick

How you say things are more important than even what you say. - Jason Posnick

Scripting is so important. Real estate agents are just notoriously are bad at preparation. - Jason Will

We can't base what we're going to do on what's happened in the past. - Jason Posnick

Stay consistent to what you've been trained to do and what you've been told works. - Jason Posnick

Jason Will talks with the high energy and positive thinking real estate sales evangelist Jason Posnick. Jason is sales manager for the Chinatti Realty Group (North Chelmsford, MA) and a speaker at the upcoming IMPACT Agent University Conference in New Orleans, La. Today, Mr. Posnick shares his secret sauce of speed to lead, war dialing, and focusing on serving the customer not selling to them for increased lead conversions, repeat sales, and personal growth.

In this episode, Jason Will talks with Matt Johnson from the Real Estate Uncensored Podcast and pursuingresults.com about getting less busy and how singularity of focus is essential for exponential growth. Plus, he shares his six types of quality content for Facebook Live real estate marketing and how to get over the fear of going LIVE on camera.

Sponsor: 
Impact Agent Conference 2019
Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

Matt Johnson's Six Types of Effective Facebook Live Content

1. A Market Update
Nobody cares about market updates if they're not thinking about buying and selling.

2. Buyer and Seller Questions
Just answer the real world question, thank everyone for watching, let people know how they can reach out and dive off.

3. Community Events
Talk about and promote super big or super small events in your community or city. You're talking about things that people care about, regardless of whether they're in the buying or selling phase or not.

4. Success and Mindset
Share what's on your mind, what you're doing to succeed. Focus on motivational and inspirational topics, something about your habits, what you're working on, your diet, and your exercise plan.

5. A Day In The Life
What you're doing for clients, what you're doing to help sell your listings, what you're doing when you're taking buyers around in your car. Share your life - personal and career.

6. Interviews with Influencers
Interviewing other successful business owners in your area, interviewing leaders in local government or schools, so principals, superintendents, and heads of local non-profits. Eventually, you can get more strategic with your guests, and you can ask the exact people that you want to be in a relationship with to be on your podcast or Facebook Live posts.

 

Big Questions:

1. What value does the Real Estate Uncensored podcast bring to its listeners?
2. What is essential for an agent to reach their ROI, sales numbers, and desired growth rates?
3. What is the benefit of relationship-focused business over transactional?
4. How vital is leveraging social media for sales, especially Facebook Live?
5. What are the six types of things and subjects that I should include in my social media and Facebook Live content and posts?
6. What is the best tool for me to increase my rapport with my customer base and sphere of influence?
7. What is the number way for Real Estate agents to increase awareness, leads, and conversions in their local market?
8. What are the two things an agent needs to do to start using Facebook Live as a sales tool and lead generator?
9. How many leads do you need in your sales and lead database?
10. How do you maintain relationships with 500 or 1000 people?
11. What is journalistic marketing and how can it help your ROI and sales?

 

Quotables and Tweetables

I'm working on getting less busy and more focused. - Matt Johnson

Greg and I talk about on the show are getting back, moving away from this transactional mindset of only caring about people when they're in the phase of buying and selling real estate and caring about them all the time, moving to more of a relationship-focused business. - Matt Johnson

I don't have to do everything right now. Everything doesn't have to be done at a million miles an hour, and I definitely don't have to do and focus on multiple things at once. - Matt Johnson

You're always going to have that feeling that you should be doing five things at once, and that's the problem. We end up making a little bit of progress in five different directions, instead of massive progress in any one direction. - Matt Johnson

The ROI of getting in communication with more people is that you actually need a lot fewer people in your database, but you need more relationships. - Matt Johnson

The reason why you'd want to invest in live video or getting more active on a platform like Facebook is it gives you a way to talk to more people and be in communication and create a relationship with more people than if you could if all you could do is call them. - Matt Johnson

If you fail to document your hustle, you're basically gifting those commission opportunities to agents who are. - Jason Will

Find a local Facebook page that will agree to let you share that content to their audience because they need content too. - Matt Johnson

The number one thing we could be doing as real estate agents to grow our business is to interview the local influencers in our market. - Mark Roberge via Jason Will

Embrace that kind of freak-out stage. - Matt Johnson

Right now, you're invisible, so doing something and starting small (on Facebook Live) is way better than doing nothing and feeling guilty about it. - Matt Johnson

Commit to something small, but commit to it 100%. - Matt Johnson

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We would like to know what you think about the IMPACT Agent podcast. Let us know by contacting Jason at [email protected].

Thanks for listening.

Contact Jason Will

IMPACT Agent Podcast is recorded and produced at Deep Fried Studios.
Producer: Johnny Gwin  

Jason Will talks with Matt Johnson from the Real Estate Uncensored Podcast and pursuingresults.com about getting less busy and how singularity of focus is essential for exponential growth. Plus, he shares his six types of quality content for Facebook Live real estate marketing and how to get over the fear of going LIVE on camera.