In today’s episode of the Live UNREAL Podcast, we are concluding our Sizzlin’ Summer Webinars with a special focus on a niche that many agents overlook - new construction. In our business planning, we often talk about adding new business sources to what you’re already doing, and new construction should be on that list. 

 

Up to ⅓ of homes in America are new builds, many customers would rather buy something turnkey and now that the market is softening, builders will be champing at the bit to get represented by an agent. It’s a niche that not many people understand or work, so you can set yourself apart very quickly. 

 

Jeff is joined by Matt Marsoupian, an agent and coach with a lot of expertise in new construction, and they’ll share what agents need to know to successfully add this niche to their business, and what builders are looking for in this market. 

We also discussed;

The different types of builders and ways to work with them 

Why we should always mention new construction to buyers (even if they say they want an existing home)

How to get an in-depth understanding of new builds and their features 

How to set yourself apart from other agents working new construction 

Key Points 

 

1. There are many factors driving the growth of new constructions. There’s already a shortage of homes for sale nationwide and new builds are the remedy. Post-covid migration patterns are fueling new constructions, and millennials who are in their peak buying years prefer brand new homes.  

 

2. Most builders aren’t great marketers, it’s not in their wheelhouse. As real estate agents, this is a space we can step into to provide value. In the same way that we show sellers all the ways we will market their homes, we can do the same. We can offer to show up with a photographer and videographer to showcase the property, post on social media, and get more eyes on it. 

3. If we want to have success with new construction, we have to be proactive and know what’s going on in the market. You can do this by attending city planning meetings, keeping track of who is buying land and looking on sites like newhomesource.com to know the projects coming down the pipeline.

In today’s episode of the podcast, we’re diving into the latest and greatest agent recruitment strategies to help you build a solid team. As the market continues to change, this is actually going to be the golden age of recruiting opportunities - but how do we attract the best people into our world? 

 

Recruiting is a sales process, but it’s not the same as a listing presentation. In many cases, a top real estate agent isn’t even thinking about leaving their brokerage. We have to point out a pain they don’t even know they have, and then show that we’re the solution. 

 

Jeff is joined by Coach Matt Sutter to share how to become a great recruiter and how to create a bigger pool of talented agents.

 

We also discussed;

Why we end up with non-performing agents

Why leads shouldn’t be your number 1 value proposition

5 surefire agent attraction strategies  

How to use our allied resources to identify who to recruit 

 

Key Points 

 

1. This current market will create a ton of movement. In a space where less buyers are buying and less sellers are selling, many agents are a flight risk, and we’re going to see a lot of them flee the industry. Even experienced agents are going to be willing to make the move to a team because they need help navigating the challenges of this market. 

 

2. Commit to teaching in your marketplace. Most people think that sharing all we’re doing is giving information to our competitors, but the “shock and awe approach” actually shows people they can do better by joining us. It also lowers people’s resistance to us, and gets them open to working with us in some capacity. 

 

3. If we want to attract top agents, we have to speak the language of real estate. We can’t just say our team is great, we actually have to show them with the numbers. Remember agents have lots of options of places they can go, and we have to show them with empirical data that we’re the ones that can get them to their desired destination the fastest.

In today’s episode of the Live UNREAL Podcast, Jeff Glover is joined by our head coach, Kate Simon to talk about how to run a successful real estate business as a parent. You’ll learn how to run your day when you have numerous demands coming at you from different directions, and how to maximize productivity without sacrificing valuable family time. 

 

For parents, it often feels like there isn’t enough time in the day to get all the important tasks in your life and business done, but we can have high-producing businesses and still be present at home. It comes down to priorities and building your schedules with intention. Even with demanding lives, it’s still possible to achieve at a high level, work your goals and have an efficient schedule 

 

Kate will share how to balance all our responsibilities, how we can protect both family and prospecting time, plus how she’s setting up her own schedule as a soon-to-be mom of 2. 

We also discussed;

Why your schedule should be built on the foundation of your core values 

The regret-eliminating method for planning your activities 

How to transfer your to-list into a priority quadrant

How to turn your operations into a lead generation pillar 

Quotes 

 

When there’s a qualifier around how and why someone succeeds, it removes the opportunity for someone who doesn’t have the same circumstances. -Kate Simon  

 

Mastering the operations of the business in and of itself is a lead generation tool. -Kate Simon 

 

We need to get comfortable with our idea of success looking completely different to everyone else’s. -Kate Simon

In today’s episode of the podcast, we are revisiting the business plan to align with where the market is now. It’s very clear that the market has shifted and that we have to change how we’ve been doing business to keep up. This is the exact business plan Jeff is using to continue and finish this year strong, including all the things we need to improve, upgrade, or eliminate. 

 

The 4th of July is behind us, and now it’s time to really buckle down so we don’t just get through the 2nd half of the year but actually maintain and even grow our production. 

 

Jeff will help you get your head wrapped around what’s going on in the market, and share a plan of action to lead generate, communicate with clients and keep closing deals in a wonky market. 

 

You’ll also learn; 

How to get really granular when it comes to tracking our lead sources 

Why expense management is more critical now and how to hold your spending accountable

The script you need to use with every single buyer and seller lead right now

Why consumers are doing a lot more research about agents before making a hiring decision  

How to prepare the sellers for what’s actually happening in the market 

Quotes 

 

You’re going to realize things in your business when you start tracking your daily contacts. -Jeff Glover 

 

“Days on market” is the enemy of a home’s value. -Jeff Glover 

Key Points 

 

In order to thrive in this softening market, we have to be armed with information that reflects what’s going on in the market right now. Typical market stats are going to be misleading, so in order to know what’s really happening we need to pay attention to;

Average showings per listing

Average new listings per day 

New expireds per day 

New price reductions per day 

30 year fixed mortgage rate

Pendings 

Knowing these things will prove you as an expert in your market and also back up your claim that things are changing.  

 

The agents who thrive through a softer market maintain and even increase their production know they have to increase their daily lead generation efforts. If you want to maintain the same level of business as the first half of the year, you need to increase your contacts by 15 - 20% a day.  

 

Have a designated day each week for price reductions. Before this market, we didn’t need a communication plan for price reductions because homes were selling very easily. Now sellers are going to wonder why after a few days, they don’t have any showings or offers. Now we have to set aside time to give them the necessary market updates.

In today’s episode of the podcast, we’re sharing how to average 50 listings a month in 13 steps. 50 listings a month may not be a realistic number for one person, but with 3 or 4 people on your team, you can close this number very efficiently. But even if you’re a solo agent, these strategies will still increase your listings to up to 10 a month. 

 

There are so many changes taking place in the market right now, and the more you can fine tune your listing skills, the better prepared you’re going to be for the moment the market softens. Jeff Glover will share all the things you should be paying attention to, improving, optimizing and adding to your lead generation, conversions, listing presentations and more. 

 

We also discussed;

How to be better prepared for an appointment by drawing out an objection in advance 

How to make 125 contacts a day

What your listing appointments materials should include 

Why we must master every objection we might receive 

The key to getting more listings from Facebook and Instagram 

 

Key Points 

 

Sources of sellers used by JGA today 

database 

internet leads 

expired listings 

hybrid farming

circle prospecting 

social media 

purchased leads 

mass advertising and reputation

open houses 

referral sites

agent-to-agent referrals  

online reviews1. Once the appointment is set, you must use a pre-qualification script, especially in this new market. Before, the seller could tell us any price and we knew the home would sell. Now that the market is softening, sellers are going to be more critical of agents, and you have to fine tune every aspect of your seller-facing marketing and presentation. 2. Most listings are won and lost based on how well you handle price and the conversation around reductions. In the market we’re headed into, your ability to future-pace a price reduction will bring your clients closer to the result they want.

In today’s episode of Live UNREAL, we’re diving into hosting client events at a high level, and sharing what we’re doing to create great experiences for people, and turn these events into a solid source of transactions for years.

 

Hosting a great client event isn’t just about planning a great party - there needs to be an intentional strategy behind it. Today, our director of operations, Taylor Kerrigan shares 7 things you need to consider to host the kind of event people want to be invited to every single year. She’ll also share why there’s a lot more to the event than the actual day itself. These are the absolute must-dos before, during and after the event to get the most ROI. 

 

Whether you want to host a small gathering or a larger event with hundreds of people, you will learn exactly what it takes to do it well, whatever market you’re in. 

 

We also discussed;

The best times in the year to host your events and why

When to start building excitement and how to create FOMO 

How to extend the lifespan of your events 

How to make our events amazing and keep people there 

Quotes 

 

Make sure you’re reaching out far enough in advance, multiple times in advance and don’t be afraid of over-inviting because of the no-show rate. -Taylor Kerrigan 

 

Key Points 

 

1. Always include extra tickets in the invite so people can bring their friends along. It’s a quick and easy way to double your database, and a chance for your clients to pre-sell you to those people which makes them more likely to refer you or want to work with you. 

 

2. Why invite only a fraction of your database when it’s such a great opportunity to contact everyone? Regardless of the style of the event or the fact that you have many events during the year, invite everyone. People may not go to all the events, but if you invite them, it still gives you a reason to reach out and talk to them. 

 

3. Make sure you promote a hashtag for your event. It allows you to get exposed to the social networks of your attendees and it also gives you a library of photos you can post afterwards. Make sure the hashtag you use has your real estate name in it.

In this episode of the podcast, we’re bringing you another Sizzling Summer webinar, sharing what’s happening in markets across the country right now, and all the things you need to know and do to get to the next level. 

 

Today’s episode is focused on the latest and greatest prospecting strategies you need to implement in your business, from one of the best prospectors in the industry, Coach Justin Ford.  

 

Prospecting might not be the most exciting topic - actually some people don’t think it’s even necessary in today’s real estate environment, but the truth is, we can’t meet our income goals if we shy away from prospecting. Today, Coach Justin and Jeff are going to share the most effective prospecting tactics in this transitioning market, and how to up your game in this very important skill set. 

We also discussed;

The limiting beliefs that keep us from having success with prospecting 

How to guard your prospecting time at all costs 

Why there’s a lot more to prospecting than phone calls 

Why rejection is part of prospecting (and how to be okay with it)

 

Quotes 

An objection is just an unanswered question in the mind of a seller. -Justin Ford 

 

When the market shifts downward, our value goes up. When the market softens, consumers value what we do at a higher level. -Jeff Glover 

 

Key Points 

 

1. Prospecting is the very first step in the sales process - it consists of identifying potential customers, developing a database of likely customers and systematically getting into a conversation with them. If we’re not selling the number of homes we want to sell or making the money we want to make, we’re just not talking to enough people. If we’re not continuously filling the pipeline with new contacts, appointments and opportunities, we’re going to see inconsistency in our business. 

 

2. There haven’t been a lot of FSBOs and expires for the last couple of years because it was such an extreme seller’s market but that will start to change as the market starts to change. As things start to slow down, and more listings sit on the MLS a bit longer, we’ll need to sharpen our prospecting skills in preparation. 

 

3. The 5 rules of handling objections; 

Always acknowledge and restate the objection in a positive manner 

Use statements of agreement 

Replace “but” and “however” with “and” 

Always smile and nod your head (even if it’s over the phone)

Close after handling the objection

In today’s episode, we’re kicking off our sizzling summer webinars, and sharing the strategies you need to have the best summer ever in your business, and prepare for a great second half of 2022. 

 

There are different things happening in markets across the country, including inventory going up and some buyers being a bit more hesitant to take action in fear of a downturn. As agents, we have to increase the value we bring to our buyers and sellers in order to meet the demands of this market. 

 

You will learn about the 7 things that will set you up for success working with buyers, and why it’s so important to dial in our buyer strategies right now. 

 

We also discussed;

The best question you can ask a listing agent and get closer to an accepted offer

Why proactive, focused lead generation is so critical right now 

How to uncover the buyer’s real motivation 

Quotes 

 

The more we understand about why a move is important for someone, the better we are at helping them achieve that goal. -Nick Belmore  

 

Key Points 

 

1. The agents that are having the most success with buyers are the ones that set the right expectations from the get-go, and that carries all the way through to a successful transaction. A buyer will never question your advice if you prepare them. 

2. The 3x3 formula is the most effective way to follow up with leads. When the lead comes in and we make that first contact, we want to have 3 calls, 3 emails and 3 texts within the first 3 days. That’s 9 touches right out the gate. Some agents think that’s being too pushy, but it has been proven that this approach will increase your conversion. 

 

3. Because the market was moving so fast last year, agents could get away with skipping steps, and not having a dialed in buyer consultation or even an offer consultation. As the market starts slowing down, it’s really important that we refine these things and provide them to our buyer clients at a really high level.

In today’s episode of the podcast, Director of Operations at Live Unreal Companies, Taylor Kerrigan continues sharing the 5 essential aspects of an effective database marketing plan. 

 

The whole goal of this plan is to stay top of mind with the people who already know, like or trust you, and being of contribution, which will make it easier to generate leads in this market. 

 

In this part, Taylor shares in detail what you need to be doing with mail, email and client events. She’ll also tell you what you need to say, and what you need to send at different points in the year. 

 

You’ll also learn;

Email blasts that people will actually open 

The quickest and cheapest way to double your database

How to repurpose your content across platforms 

The best times of the year to host client events 

How to structure the letters you send to your database 

 

Key Points 

Out of your past client and sphere database, identify the top 10-20% and do something consistently to show them your appreciation. You can choose the criteria for who those top clients are - it could be who refers you the most, the clients with the largest sales, or the clients who have done the most deals with you.

Never do a market update email, no one wants to open something that’s really salesy. Your open rates are going to skyrocket when you start coming from contribution. Look for upcoming events in your market, and put that in your emails.

Make sure whatever event you choose to do is one that allows clients to spend a good amount of time with you. A pie giveaway event will probably only get you 5 minutes tops - they’ll pick up the pie and drive away. You want to host something they can spend up to 90 minutes at.

In today’s episode of the podcast, Director of Operations at Live Unreal Companies, Taylor Kerrigan is going to share the 4 essential aspects of effective database marketing we’ve been implementing in our own real estate business, plus a surprise bonus 5th component. 

 

In this highly competitive market where buyers and sellers are hard to come by and the cost of generating and converting leads is outrageous, our best bet is investing in the relationships we already have, and making sure we stay top of mind with them. 

 

You’ll learn how to stay in front of people, exactly what we need to say, and all the channels we need to be investing time and effort in if we want to have an easier time converting more business this year. 

 

We also discussed;

How to track your past clients effectively 

Why we need two have two different databases 

How we went from generating 17% to 52% from our database 

What we need to be doing and saying on social media to nurture our databases

 

Key Points 

1. In a market like the one we’re in right now, buyers and sellers are hard to come by and there’s more competition, and the cost of buyer leads is outrageous, your best opportunity is converting a client through your database. 

 

2. We call our clients twice a year to invite them to our events, but holidays are also important. Thanksgiving is a great time to reach out to them because it’s the kickoff of the holiday season. They’re going to be around family and friends and the topic of real estate will likely come up. 

 

3. There are many ways we can use social media to add value to our exchange database including;

Creating a Very Important Client group 

Paying attention to what they’re doing to send them relevant gifts 

Market updates 

Using it as a referral platform for contractors and vendors homeowners need 

Getting known in your community group