Real Estate Marketing Implementation Podcast (The REmarketing Podcast)

Real estate agents, especially new ones, struggle with getting clients because they don't understand the importance of marketing. Many believe clients will just come to them without any effort. A major challenge for realtors is staying in touch with their clients, which is a key part of their job.

Without a solid marketing plan, realtors can't find and keep clients, which is their most important job. This can lead to a lot of wasted time and effort. Also, many realtors don't use their own tools, like their own client database, and risk losing control of their clients if they switch brokers. Clients often use large real estate sites like Zillow instead of the realtor's website, which means the realtor loses control of the client and potential business.

The solution is to use technology and a solid marketing plan to build awareness and stay in front of clients. Mark Weithorn's company offers a powerful set of tools to help realtors solve these problems:

1. A Professional Website: A website acts as a realtor's online business card, building credibility and trust, especially with younger clients who fact-check them online.
2. Automated Marketing: The company's websites automatically post daily blog articles, share them on social media (Facebook, LinkedIn), and send weekly email newsletters to clients. This helps realtors stay connected without having to do all the work themselves.
3. IDX Integration: Websites can include an IDX system that pulls all real estate listings from the local MLS. This keeps clients on the realtor's website instead of losing them to big sites like Zillow, so the realtor can maintain control.
4. Private CRM: The company provides a personal customer relationship management (CRM) database that belongs to the realtor, not the broker. This ensures their client list is private and portable if they ever decide to change brokers.
5. AI for Leads: They have a new AI product called leads.ai that uses online activity and public data to find people who are likely to sell their homes. This helps realtors find leads for listings, which are more valuable than buyer leads.

This summary just scratches the surface of the marketing and technology insights Mark shared. For all the details on real estate trends, AI, and his personal journey, you'll have to check out the full video! What do you find to be the most challenging part of real estate marketing?

• Real estate professionals often struggle with marketing, especially when trying to find motivated sellers or buyers.
• Traditional marketing methods can be ineffective and expensive, making it difficult for smaller agents and investors to compete with larger companies.
• It's challenging to get marketing materials in front of a truly targeted and relevant audience, which leads to wasted advertising dollars.

• Without a precise marketing strategy, real estate professionals risk missing out on key opportunities, such as new listings or potential buyers.
• They may also spend valuable time and money on broad advertising that doesn't reach the right people, leading to a poor return on investment.
• This can create a sense of being left behind, especially when up against larger competitors with bigger budgets. The difficulty of expanding into new markets, as mentioned in the podcast, is a real pain point for many.

• Geofencing is the solution, as it allows for highly precise, location-based advertising. By setting a digital boundary around a physical location, you can target the mobile devices of people who visit that specific place.
• For Real Estate Agents: Geofence open houses to capture the phones of potential buyers, or geofence hospitals to target people of a specific ethnicity that might be looking to buy a home.
• For Real Estate Investors: Geofence locations that indicate a life transition, such as divorce attorneys' offices, hospice centers, or estate attorneys. This gives you a "first mover's advantage" to reach people who are likely to sell their homes.
• How it Works: The platform captures anonymous data from mobile devices and uses it to serve ads to those individuals on various websites and apps. This process uses AI to optimize ad delivery, ensuring your ads are seen by the people most likely to engage with them.

Are you ready to use geofencing to level up your real estate business? What specific locations would you target to find your ideal clients? Listen to the entire episode to get even more detailed strategies on this powerful marketing tool!

• Many businesses and real estate agents struggle to gain new clients because they rely on their own promises about their products or services.
• People are naturally skeptical and don't like to be "sold to." They tend to believe what others say about you more than what you say about yourself.

• Without a clear way to show your value, you're constantly fighting an uphill battle to prove your worth.
• This can lead to lost sales and fewer opportunities, no matter how good your product or service is.
• Promises and claims are not as powerful as proof, and proof is what truly builds trust and encourages people to do business with you.

The key is to use social proof—what other people say about you and your work—to let others sell for you. The video highlights five powerful ways to collect and use social proof:

1. Video Reviews: This is the most powerful method. Video captures emotion and authenticity. You can ask for a review right after a successful transaction when the client is most excited.
2. Written Case Studies: A detailed story that shows a client's journey from a difficult situation to a successful result with your help. You can easily create these from transcribed video reviews.
3. Interviews: Regularly interview clients to get their feedback. This helps you collect positive stories and also find out where you can improve.
4. Printed Case Studies: In an overly digital world, a physical, printed case study can stand out and make a big impression when you hand it to a potential client.
5. Endorsement Letters: A personal letter from a client endorsing you and your services. This feels more personal than a company's sales letter and can help build trust.

To get started, you don't need a huge collection of testimonials; a few good ones are enough to begin building trust and getting more clients.

What's the one type of social proof you're going to focus on collecting first for your business? Watch the full video to get more details on how to implement these strategies!

Many people get into real estate thinking they can just "fix and flip" a property for a quick profit, often doing the bare minimum. This approach can be harmful, as it can lead to bigger problems for the new homeowner and ignores the rich history and emotional value a home holds for a family. Another common problem is the struggle to shift from generational poverty to generational wealth, often using inherited money on liabilities rather than assets.

The "fix and flip" mindset can be disrespectful to the home and its previous owners. It ignores the home's history and the families who lived there for generations. Furthermore, it creates a lack of integrity in the business. The journey to building real wealth is not about quick, short-term transactions but about creating long-term assets and freedom. This requires a deeper, more personal investment in both yourself and your properties.

The solution is to adopt a "restoration" mindset for both your properties and your personal life.

1. Invest in Yourself: Kim's story shows that personal healing and self-work are crucial. She invested in therapy and recovery to turn herself from a "liability" into an "asset." This personal restoration gives her the vision and courage to restore distressed homes.
2. Focus on Restoration, Not Flipping: Instead of fixing and flipping, Kim restores homes with historical significance. She connects with the owners, learns the home's story, and brings it back to life while preserving its character. This approach is rooted in integrity and a long-term vision.
3. Build the Right Team: When investing out of state, it is essential to build a team with aligned values and morals. Kim emphasizes the importance of communication, transparency, and trust with her project manager and general contractor to ensure projects are done with integrity and quality.

Kim's journey from generational poverty to "generational properties" is a powerful message. It shows how personal growth and a deep sense of purpose can transform your business.

What are your thoughts on shifting from a "fix and flip" to a "restoration" mindset? To learn more about Kim's restoration process and her women's Zoom group, you can visit her website at restoringisourcalling.com!

1. Overwhelm from too much information and complex strategies: Many real estate courses and gurus push for buying many houses quickly, leading to constant "hustle and grind" that can be overwhelming.
2. Difficulty achieving financial freedom without constant work: Traditional real estate methods like wholesaling are described as "high-paid jobs" where income stops if you stop working.
3. Lack of resources for "subject to" deals: Many real estate professionals struggle to find reliable information or places to send clients interested in or needing help with "subject to" transactions.
4. Sellers needing to sell but lacking equity or funds for closing: Homeowners with little or no equity, or those who can't afford closing costs, struggle to sell their properties through traditional methods.
5. Misconceptions about the legality of "subject to" deals: Many people, especially attorneys and real estate agents, wrongly believe that "subject to" transactions are illegal.
6. Finding "subject to" deals: Investors often wonder where to locate sellers who would be open to these creative finance methods.
7. Resistance and negative sentiment from traditional real estate agents and brokerages: There's a "love-hate" relationship, with agents sometimes actively discouraging working with investors, even when transactions are ethical and transparent.
8. Impending restrictive legislation: New proposed laws threaten to limit how individuals can communicate with property owners to purchase property without a licensed agent or if they don't intend to occupy it, potentially making direct investor-to-seller interactions illegal.

1. The pressure to "hustle and grind" can lead to burnout and make real estate investing seem like an unsustainable path to financial freedom.
2. Without passive income, investors remain tied to their work, defeating the purpose of seeking financial independence.
3. The lack of clear, accessible information on "subject to" deals means many miss out on profitable opportunities and solutions for motivated sellers.
4. Homeowners facing situations like job transfers, divorce, or foreclosure are stuck and desperate, unable to sell their homes the traditional way, leading to more stress and potential financial ruin.
5. False beliefs about the legality of "subject to" transactions create unnecessary barriers and mistrust, preventing mutually beneficial deals from happening.
6. Struggling to find "subject to" deals means missed opportunities for investors to acquire properties with no money down and create cash flow.
7. The animosity from traditional real estate professionals can hinder growth and collaboration, leading to missed sales for agents and tougher deal sourcing for investors.
8. Restricting direct communication and transactions would severely limit options for both buyers and sellers, especially those in unique or distressed situations, and could make many legitimate real estate investment strategies illegal, hindering the overall real estate market.

1. A Simple, Achievable Blueprint: The "12 House Blueprint" focuses on buying just one house a month using the "subject to" method and selling with seller financing. This avoids the overwhelm of complex strategies, making financial freedom digestible and achievable.
2. Financial Freedom Through Cash Flow: By focusing on one carefully selected house a month, investors can replace their job income within a year, make six figures within a year, and potentially over half a million dollars a year within three years, all without needing banks or a lot of money up front. This provides consistent cash flow, allowing for true financial freedom without constant hustling.
3. Understanding "Subject To" (Sub2) Deals: "Subject to" means buying a property where the existing financing stays in place. The buyer gets the deed and takes over the payments on the seller's mortgage. This allows for purchasing properties with no equity or no money down, as the new owner takes on the existing loan. This is legal and even has specific lines on HUD and Alta forms (203 or 503) to confirm its legitimacy.
4. Why Sellers Agree to "Subject To": Sellers agree to "subject to" deals due to various motivations beyond just financial distress. These include needing to relocate quickly for a job, avoiding foreclosure, or simply wanting to get rid of a property with negative memories, even if they have good credit or equity. The key is to listen to the seller's story and present a simple, direct solution that meets their specific needs, like taking over payments and providing moving money.
5. Effective Marketing for "Subject To" Deals: William finds these deals primarily through radio advertising and door knocking, especially targeting people in foreclosure. The approach is to offer help, not just a purchase, which disarms sellers and builds trust.
6. Valuable Resources and Coaching:

• The 12 House Blueprint Book: Available at 12houseblueprintbook.com (with bonuses) or on Amazon (paperback and Kindle).
• The Sub2 Deal Show Podcast: Found at sub2tv.com (video version) or on Apple, Google Podcast, and Stitcher by searching "The Sub2 Deal Show." It covers creative finance and "subject to" topics.
• YouTube Channel: sub2tv.com offers over 800 free training videos on various aspects of the business.
• Coaching Programs:
• $7 Coaching: $7 a month, with weekly Q&A lives.
• Max Platinum (Premium Coaching): Includes one-on-one monthly coaching, William's direct phone number for deal discussions, and a JV partner program where William will put up the money for deals that make sense, providing an added layer of security and mentorship.

1. Fighting Back Against Restrictive Legislation: While challenging, the best way to fight against laws limiting direct real estate transactions is to contact local representatives and express concerns. It's important to differentiate responsible investors from "bad actors" and advocate for solutions that punish individuals for specific harmful actions rather than blanket restrictions that hurt the entire industry.

Would you like any adjustments or further clarification on any part of the summary?

• Squatters pose a significant threat to property owners, especially in states like California and Washington D.C., due to lenient laws that protect illegal occupants.
• Owners are still responsible for paying mortgages, property taxes, and insurance even when squatters are not paying rent, leading to huge financial strain.
• High costs of ownership in certain areas, like California, where property values are extremely high, and insurance can be exorbitant (e.g., $12,000/year for a condo's interior insurance), exacerbate the problem when combined with squatter issues.
• Natural disasters (earthquakes, hurricanes, fires) in places like California add to the financial burden and risk for property owners.
• Short-term rental guests can illegally overstay their welcome and become squatters, making it difficult and costly to remove them.
• Property owners, particularly those new to investing or managing properties in different states, may not be aware of specific state and local laws regarding squatters and tenant rights, leaving them vulnerable.
• Some property owners, especially short-term rental hosts, unknowingly take on unnecessary liabilities by providing services like food, alcohol, or transportation to guests, which are not covered by their insurance.

• Squatters can lead to years of lost income from your property, even forcing you to pay them to leave, which significantly impacts your profitability and cash flow.
• Legal battles to remove squatters are often lengthy, expensive, and stressful, requiring court involvement and lawyers.
• Your property could be at risk of damage or neglect by squatters, leading to costly repairs.
• Ignorance of state-specific laws and the tactics of "professional squatters" (who use social media to find vacant properties and know legal loopholes) leaves your investments unprotected.
• Taking on uninsured liabilities can result in massive out-of-pocket expenses if a guest gets sick, injured, or causes an accident due to your provided services (e.g., food allergies, alcohol-related incidents, car accidents).

• Research and understand state and local laws: Every state has different laws regarding squatters and tenants. It's crucial to know the specific protections and procedures in your investment locations (e.g., California, Washington D.C., Ohio, Michigan).
• Implement preventative measures for vacant properties:
• Place "No Trespassing" signs.
• Register your property with the police department under a "no trespassing clause" (if available, like in California's new law), allowing police to remove trespassers more quickly.
• Maintain the property's appearance (e.g., keep grass cut) and make it look occupied (e.g., a neighbor parking their car in the driveway).
• Be cautious with short-term rentals: Be aware that short-term renters can become squatters if they overstay their welcome (e.g., more than 30 days in California without a valid lease).
• Reduce liability in short-term rentals:
• Do not provide food or alcohol for guests, as these are significant liabilities if guests get sick or have an accident.
• Avoid providing transportation for guests (like airport pickups), as your property insurance won't cover accidents in that context. Prioritize being a good host within safe and insured boundaries.
• Utilize AI for research: Tools like ChatGPT's deep research feature can help you quickly gather information on squatter laws, prevention methods, and even identify communities where professional squatters share tactics. Always verify information with legal counsel.
• Continuously educate yourself: Property laws and best practices are always changing. Supplement foundational knowledge from books (like Norma Richards' "Short-Term Rental Secrets Revealed") with ongoing learning through podcasts and other resources.

Considering the complexities of property laws across different states, what's one specific law or protection you plan to research further for your own real estate investments?

• Many aspiring and even experienced real estate investors struggle with knowing where to start, how to manage properties and tenants effectively, and how to acquire financing.
• There's a common misconception that real estate investing is primarily about dealing with "broken toilets and bad tenants," which discourages potential investors.
• Some investors operate with a "win-lose" mindset, believing that for them to succeed, someone else must fail.
• People fear losing money or believe they don't have enough capital to get started in real estate.

• Without proper guidance on tenant selection and property management, investors can face significant headaches, leading to high turnover, property damage, and financial losses.
• Holding onto the "broken toilets and bad tenants" myth can prevent you from pursuing a potentially lucrative and fulfilling investment path.
• A win-lose mindset can damage valuable relationships, which are essential for long-term success and happiness in business and life. Prioritizing money over relationships can lead to an empty and unfulfilling experience, despite financial gains.
• Fear of financial loss or lack of capital can lead to paralysis by analysis, preventing you from taking the necessary action to build wealth.

• Educate yourself thoroughly: Joel Miller's book, "Build Real Estate Wealth: The Big Book on Income Properties," is a comprehensive guide (460 pages, over 150 checklists) covering everything from mindset to financing, property acquisition, tenant management, and tax implications.
• Master tenant selection: Joel emphasizes that tenant selection begins even before advertising a property, as every decision narrows the pool of potential tenants. Your job is to disqualify applicants until you run out of reasons, ensuring you find reliable tenants who pay rent on time and care for your property.
• Understand the difference between riches and wealth: Riches are about accumulating money, while wealth is about achieving happiness and a full life, often through strong relationships and giving back to the community. Prioritize relationships over short-term financial gains.
• Develop a growth mindset:
• You don't need to know everything to get started; you just need to know enough and be willing to learn and surround yourself with knowledgeable people.
• Overcome the fear of losing money by understanding that real estate is forgiving; losses often occur when you don't hold property long enough for issues to rectify.
• Believe that if you have a good deal, you will find the money.
• Take action and have commitment; "action without commitment will not bring you success."
• Embrace a "win-win-win" approach: Structure deals so that everyone involved benefits – the seller, the buyer, the tenant, the community, and those employed to work on the property.

What are your thoughts on Joel's approach to tenant selection? If this summary piqued your interest, you'll love the detailed examples and checklists in the original video and Joel's book!

Here's a PAS-style summary of the provided @YouTube transcript:

• Many real estate agents, entrepreneurs, and small business owners are overwhelmed, experiencing burnout from trying to do everything themselves. This includes tasks like managing payroll, handling invoices, scheduling, and general administrative duties.
• The current hiring process for administrative support can feel daunting, especially for those who might not need a full-time assistant.
• Black women often face additional challenges, needing to "work twice as hard to be considered half as good", leading to increased pressure to constantly prove their excellence and professionalism.

• Being overwhelmed and constantly "burning the candle at both ends" leads to lack of sleep, missed important personal events (like children's activities), and prevents you from focusing on income-generating activities and growing your business.
• The traditional approach to hiring often requires a significant time and financial commitment, making it hard for businesses to get the specific, flexible support they need.
• For Black women, this extra burden means less time for personal life and potentially feeling isolated without a supportive community that understands their unique struggles with stereotypes and the need to always present a highly polished image.

• Delegate and gain support: Consider hiring a virtual assistant to take administrative tasks off your plate. Start by listing everything you do that doesn't directly add value to your bottom line.
• Flexible and affordable virtual assistant services: Executive Help Now offers flexible packages starting at just 10 hours a month, which is about 2.5 hours a week or 30 minutes a day. This allows you to ease into delegating and build trust with your assistant.
• Automate processes: As shown in Katie's case study, automating tasks like payroll processing can save immense time and reduce stress, allowing you to focus on scaling your business. Executive Help Now helps set up such systems and provides vetted assistants with diverse skill sets, including real estate experience.
• Build a supportive community: Connect with platforms and individuals who understand and support your journey. Renee's podcast, "Renee Speaks", specifically created for women entrepreneurs, provides insights, resources, and a sense of belonging.

What are your thoughts on starting with just 10 hours of virtual assistant support per month? Watch the full video to hear more about Renee's inspiring journey and how Executive Help Now can specifically help real estate professionals!

Here's a PAS-style summary of the YouTube transcript:

• Many real estate agents and investors struggle to close deals because they rely on a single solution for every seller (e.g., only cash offers or only listing a property).
• Traditional marketing methods often result in wasted leads because many sellers don't fit the standard "cash buyer" or "ready-to-list" mold, leading to lost opportunities.
• A significant challenge for real estate professionals is a lack of consistent lead generation and the fear of not knowing what to say to potential clients, which stops them from taking action.
• Mindset issues, such as fear, feeling inadequate, or anxiety, often prevent individuals from implementing proven strategies and achieving higher levels of success, despite having access to information.

• If you're only offering one solution, you're missing out on a large portion of the market, like sellers with low equity who can't take a low cash offer but are motivated to sell on terms.
• You're leaving money on the table by not converting "dead leads" or properties that aren't selling through traditional methods, like houses sitting on the MLS for months.
• Without a consistent marketing strategy and the confidence to engage sellers effectively, your business will suffer from an inconsistent flow of leads, leading to periods of no deals.
• Even with the best strategies, an unaddressed negative mindset can act like a "tire on your back," preventing you from taking the necessary steps to grow your business and income.

1. Multiple Offer System: Offer sellers a choice of solutions:

• Cash offers for quick closings.
• Seller finance deals for maximum net price.
• Staging and listing for retail buyers.
• This approach helps you cater to diverse seller needs and close more deals.

1. Leverage Lease Options for "Dead" Leads:

• For wholesalers: Ask for "dead file" leads (those you couldn't make a cash deal on) and partner on lease options, turning otherwise lost leads into profit.
• For agents: Use lease options for houses struggling to sell on the MLS, offering sellers an alternative to renting and keeping the deal alive.
• Structure lease options with a 12-month term, a monthly lease amount, a strike price, and an option consideration that can go towards the buyer's down payment.

1. Implement Relationship-Based Marketing:

• Cultivate relationships with other real estate professionals like wholesalers, landlords, attorneys, and accountants to get quality referrals.
• Build a "friend in real estate" persona through non-salesy interactions, like hosting social events (e.g., a monthly brunch) and engaging with people on social media. This makes you top of mind when they need real estate services.

1. Consistent Direct Mail Marketing:

• Send out letters and postcards intermittently (e.g., alternating each month) to reach different types of sellers consistently.
• Outsource your marketing to ensure it's done regularly, even when you're busy, as marketing is the "lifeblood of your business."
• Focus on inbound leads by sending mail that prompts sellers to call you directly, indicating a genuine need for help.

1. Master Your Seller Conversations (Deep vs. Wide):

• When sellers call, ask open-ended questions like, "Tell me about your house and the situation, and I'll see what I can do to help you."
• Listen carefully to get the "raw data" and understand their pain points to customize solutions. This "inverted funnel" approach focuses on deeply cultivating a few leads for higher conversion.

1. Prioritize Mindset Work:

• Recognize that success is 90% mindset and 10% strategy.
• Address personal fears, anxieties, and limiting beliefs that prevent action through practices like meditation, tapping, journaling, and connecting with yourself.

Sharon Mancini is releasing a course that covers these strategies in detail, including scripting for seller conversations and marketing tactics, with a strong focus on mindset.

What are your thoughts on using lease options to revive "dead" leads? Watch the full video to dive deeper into Sharon's strategies and mindset work!

Many people struggle with their retirement savings because of taxes. Traditional retirement accounts like 401ks and 403bs are tax-deferred, meaning you or your heirs will eventually pay 100% of the taxes on that money when you take it out. This can significantly reduce the amount of money you have available in retirement.

If all your retirement money is in tax-deferred accounts, you're essentially building a bigger tax bill for your future. Imagine being a farmer who pays taxes on the entire harvest instead of just the seed; that's what happens with traditional retirement accounts. You lose a big chunk of your hard-earned money to taxes, which means less for you to enjoy during your golden years. This can be especially challenging if tax rates go up in the future, or if you live in a state with additional income taxes.

The key to a more secure and tax-efficient retirement is understanding and using Roth IRAs and exploring tax deed real estate investments.

1. Embrace the Roth IRA:

• Tax-Free Growth: Money in a Roth IRA grows completely tax-free. Once you've had the account for five years and are over 59 and a half, all your withdrawals, including gains, are 100% tax-free.
• Start Early: Even if you can only contribute a small amount, open a Roth IRA as soon as possible. This starts the five-year clock, allowing your money to grow tax-free sooner.
• Conversion Options: If you earn too much to contribute directly to a Roth IRA, consider "backdoor Roth" strategies or converting money from traditional IRAs or 401ks. While you'll pay taxes on the converted amount now, all future growth and withdrawals will be tax-free.
• Self-Directed Roth IRAs: You can even use a self-directed Roth IRA to invest in things like real estate or other assets, giving you more control over your investments and potentially higher returns, all tax-free.

1. Explore Tax Deed Real Estate:

• High Potential Returns: John Burlet's company, Core Tax Deeds, focuses on buying properties at tax sales for pennies on the dollar, with examples of huge returns on investment.
• Opportunity Zones: For those with capital gains from other investments (like selling a business or crypto), Opportunity Zones allow you to defer and even eliminate capital gains taxes by investing in specific areas.
• Accessible Investment: Core Tax Deeds offers opportunities for non-accredited investors, making real estate investing more accessible.

What are your thoughts on shifting your retirement strategy to focus more on tax-free income? Watch the full video to dive deeper into John's insights and real-world examples!