Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Housing prices are up and experts are predicting they might rise another 6% this year alone. Is that really possible with interest rates potentially going up further?

Bay Area mortgage expert Tony Mendes is back to share his predictions for 2016, and we covered a lot of ground. We talked about the implications of TRID, why you should only work with lenders who are fully trained on TRID, and the trends supporting rising home values in the Bay and other metro areas around the country.

Listen to Tony and Greg talk all things Bay Area real estate on KDOW 1220- www.kdow.biz  and connect with Tony at BayAreaLoanSource.com.

Entrepreneurs are working on projects right now that will disrupt and transform our lives in the next 5 years. So how do you thrive and even capitalize on all this disruption? For special guest Jay Samit, the answer is to disrupt yourself first.

3 Takeaways:

1. Be the best at what you do - or the only one doing it
2. View the world not as a series of obstacles but as problems that can be solved
3. Success doesn’t make you happy; happiness makes you successful

You only have to be right for a nanosecond to become a billionaire. -Jay Samit

In this very special interview episode, serial entrepreneur, digital innovator, industry disruptor and author Jay Samit joins us to share insights into how to capitalize on the coming disruptions and the mindset and strategies behind his repeated success.

We start by discussing how crowdfunding and the sharing economy are disrupting  real estate finance and even the size of homes. Jay also shares what he believes is the most significant societal change affecting real estate today - women delaying the start of families.

Jay then shares his prediction for transportation (which generates more backlash than of his other predictions). He also reveals a strategy you can use to break down the value chain of any industry to uncover hidden opportunities, and shares why you only need to be right for a nanosecond to become a billionaire.

Next, Jay shares a daily exercise to create a ‘deal flow’ in your life that rivals the best VC firms, why you should kill your ideas until you find the Zombie Idea, and how most big disruptions don’t start with an “Aha moment.”

We finish up with a couple questions for Jay in which he outlines how to give yourself an unfair advantage in predicting disruption, what motivates him to keep achieving, the key to success as an entrepreneur and much more.

Show Highlights:

2:10 The secret to Jay’s repeated success - Looking at the world not as a series of obstacles but as problems that can be solved
2:35 The most significant trend in residential real estate - Women delaying families - How the sharing economy will affect home sizes
4:35 Crowdfunding and real estate
6:50 You only have to be right for a nanosecond to become a billionaire
7:23 Jay’s statement about the future of transportation that generated the most hate of any of his change predictions
11:04 How to look at a business and break down the value chain to find where the most value is made and could be unlocked
15:00 The daily exercise that creates a “deal flow” in your life that rivals the deal flow at billion dollar VC firms
19:00 The misconception of the “Aha moment” and why you should kill your idea instead of nurturing it
23:08 How to use Other People’s Money (OPM) by finding businesses who can benefit from you solving a problem
25:20 They key to success with VC firms - Learning how to speak in a way so that they want to give money to you. It’s the only test in your life where you get to write the questions
27:38 Be the best at what you do, or the only one doing it
28:22 How to have an unfair advantage in predicting change - Why you must commit to a lifetime of learning
30:27 How Jay stays motivated and why it actually gets easier to achieve as you develop your track record
34:10  Your career will be disrupted - Why the illusion of security robs ambition
36:34 Success doesn’t make you happy; happiness makes you successful
38:58 The definition of an entrepreneur

Toward the end of the interview, Jay challenged us to write down 3 problems every day to uncover disruption ideas, and then pitch our best disruption ideas to him on a future episode. We’re looking forward to going through that process and having Jay back on the show! If you’d like to join us in the challenge, download Jay’s 40 page companion workbook here.

Guest Bio

Jay Samit is a serial entrepreneur, intrapreneur, innovator and pioneer in the music, video distribution, social media and eCommerce space. His background includes stints as head of Digital Distribution at EMI, adjunct professor at USC, senior management roles at Sony and Universal Studios and taking the video chat service ooVoo to over 100 million users. He currently serves as the CEO of SeaChange Int’l, and recently released the book Disrupt You!

Visit JaySamit.com to receive a free copy of the 40 page Disrupt You! companion workbook.

I used to drive all kinds of leads - 400-500 leads a month - people registering on my site. The issue I found there is there was no personal connection. They didn't want to talk to me. Anyone you message after you connect with them on Facebook, Instagram or Twitter you've got a 95% chance of a response. -Rod Watson

As an agent it's critical to find your platform - your stage to deliver your message and connect with your database and future clients.

In our latest episode, Rod Watson joins us to share how he used Instagram and Twitter to break into the San Diego luxury market, and continues to use them to build his following and connect with potential clients.

Rod shared shared how to post listings to Instagram and use your profile link to drive people to landing pages or your IDX site, and how to use Instagram as a movie editor to post short video clips of your marketing efforts, a great strategy to reinforce your farming efforts.

Then we discussed Twitter, and Rod shared why you should use Twitter to post to other services, and how often to post to get engagement and build a following. He also outlined

3 Takeaways

1. Message people ASAP after connecting with them on social media
2. Twitter is like massive wall of constantly updating content - post there first and use Twitter to repost to other networks
3. Look up the owners of Expired listings on LinkedIn to look for mutual connections who might be able to give you a direct introduction to that seller

Working with buyers can be challenging - even frustrating - if you don't have the right process, scripts and confidence. In our latest episode we answered buyer-specific questions dealing with every phase of the buying process.

3 Key Takeaways

1. Use the Cheating Script to discourage buyers from working with other agents.
2. Never EVER take out a buyer without Proof of Funds or Pre-Approval letter.
3. For Open House follow up, the phone is king. But if email is your only option, do it Sunday night or wait till Tuesday.

We also shared a strategy Jeff Cohn's team uses for gift card giveaways to encourage registrations at Open Houses and make follow up easier. You bring three things to the table for buyers - your time, energy and knowledge. Being confident in the value you bring and putting a structured process in place for buyers will solve a lot of the questions we answered in this episode. So get working on your scripts and systems; an ounce of prevention is worth a pound of cure!

The endgame is to have the people who are good at what they do rise to the top and make more sales because of it.     -Kristian Peter

Every agent who works with sellers is looking for that edge - that technique, tactic or strategy that will convince the seller to list with them. Credibility is often one of the hurdles a listing agent must jump before a seller is comfortable listing.

Enter HomeBuzz, a unique app created by our latest guest, Kristian Peter, a 20-year real estate investor, broker and leader of a team at one point ranked #1 in in Keller Williams (in GCI).

3 Takeaways:

HomeBuzz has the potential to disrupt the industry, so go download it today (it’s 100% free) and start reviewing homes, building credibility and showing how you’re more experienced and skilled than other agents.

Guest Bio:

Kristian is a real estate innovator, investor, and entrepreneur, having sold over 2,500 properties and developed multiple web and mobile apps. Kristian is now CEO of HomeBuzz, an enterprise mobile platform that allows real estate brokers, agents, and mega teams to showcase their dominance of markets by gamifying the job of the real estate professional.,

In this special Q&A episode we pull some questions from the Lead Gen Scripts & Objections Facebook Group, run by our friend Aaron Wittenstein.

We started by explaining how to set client expectations so you don't get calls or texts at all hours, then we deal with a questions on farming and seller client objections, including turnover rate, total number of homes to farm and how to set realistic expectations on price.

3 Takeaways

Not already a member of the Facebook Group? Head on over to Facebook.com/groups/gotobjections to join, we're both members and enjoy interacting with other agents and coaches to see what's working around the country.

Every agent - no matter how many years (or days) in the business - has something that sets them apart from other agents. In our latest episode, 6 Figure Coach Genny Williams shares the process to finding your Unique Edge.

3 Takeaways:

1. Never use words like Integrity, Honesty or Trustworthy in your marketing.
2. Find your Unique Edge by first looking at your skillsets and success stories.
3. Build an Ideal Client Profile starting by listing the types of clients you don’t want.

We start by taking a question from an agent via Facebook on how to deal with the objection: “Why shouldn’t I just work directly with the listing agent?” Greg gave his perspective and favorite scripts, and then Genny shared how to use your stats, concessions and negotiation skills to answer that objection.

Then we cover how to eliminate this objection upstream with better marketing, and why most agents are using bland and boring marketing full of buzzwords they should never use, like Honesty and Integrity.

Genny then gave us an overview of the process to find your Unique Edge, starting with your skillsets, past experience and success stories. She shared her own story of using her top 3 skillsets in her marketing, and stories of successful clients who’ve done the same. We also cover two different approaches you can take as a new agent, and why Genny told everyone that she was new to the business.

We finish by showing you how to narrow down your ideal client - starting with who you don’t want to work with - and how to overcome obstacles and mindsets that hold you back from working exclusively with your ideal clients.

Show Highlights:

4:45 Objection Handler - “I want to work with the listing agent.”
6:45 Why you must know your stats - what you save your buyer clients on your avg deal
9:00 How to use concessions and negotiation skills as part of your point of difference to buyers
11:45 Boring agent marketing and why you must stand out to a buyer before they even contact a listing agent
14:30 Why you should never use the words Integrity, Trustworthy and Honest in your marketing. Those are words other people should be using to describe you, not words you use to describe yourself
19:00 International real estate differences
22:12 Overview of the process for discovering your unique edge - Start by looking at skillsets you get feedback on from family and friends
26:20 How to grade your perfect day, based on your personality and prospecting methods, and hold yourself to it
29:00 How to look at your background positions, past experiences and past successes that might reveal something unique about you
31:00 Clients only know what you tell them. If you tell them a success story, they don’t know if that’s your only one or if it’s just the tip of the iceberg
33:00 How to use your lack of experience in the business to your advantage
34:50 Genny’s background and how she applied her 3 key skills to her own marketing to find her Unique Edge
36:40 How to create an Ideal Client Profile - Start with who you DON’T want
38:10 Obstacles to working with higher niche clients or selling real estate while renting, and why none of those things really matter
40:15 Listing Appointment Tip- Use Facebook to find the rough number of potential buyers for that specific home and share how you will attract that demographic
43:00 How Genny helped one of her clients transition from working all over the city to farming his higher-end neighborhood and becoming the dominant agent in the area
45:40 How Greg articulates the team’s message and point of difference to their market

This process can be used to craft an Ideal Client Profile and an appealing message that will attract them. Knowing yourself, your strengths and your ideal client is the first step in building a fun and fulfilling real estate career.

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Binge on back episodes at: http://www.mcdanielrealestatesystems.com/

In our latest episode, we asked speaker, author, trainer and social media expert Jeff Lobb to share the mistakes he sees agents making on social media, and how to avoid them. With so many agents running drip campaigns, automated posts or trying to outsource their social media entirely, Jeff shared a different way to use social media to promote your business by picking one channel that’s right for you and then engaging with your database on that one channel.
 
3 Key Takeaways:

1. It’s better to be on one social media channel and engage, than to be on every channel and outsource your content
2. Use social media as a way to listen to and engage with your clients and past clients
3. It’s not about the technology - it’s how you use it that counts

Jeff also shared some new tools and apps that agents can use to capture prospects information at Open Houses, shoot compelling augmented reality video of a home to wow seller clients and much more.

Pay-per-click lead generation might seem to be the realm of big teams and mega-agents, but it can be accessible to the solo agent if you do it right.

In our latest episode were joined by Pierce Plam, licensed Realtor and founder of Eqquity, who shared simple, actionable advice for setting up your online presence to start generating online buyer leads.

He shared the two types of websites every agent must have, a branded site and a lead capture site, explained the differences and shared how to get a simple branded site up and running quickly for only $5/mo.

He also shared some of the behind the scenes details of lead capture sites and why massive numbers of leads can actually be paralyzing rather than helpful.

Native content and live streaming video are all the rage with Facebook Live making a big splash in the last few weeks. What other trends should you be watching in 2016?

That's the question we answer in this episode, starting with high-touch methods like strategic alliances and humanization, combined with more high-tech advances in personalization and ad targeting.

So if you want to DOMINATE in 2016, develop a simple strategy in each of these 5 key areas. The power is in combining high-tech and high-touch to produce the best results.