Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Any agent who wants to farm a neighborhood runs into dominant agents - do you take them head on? In our latest episode we share strategies to outflank that dominant agent so you don't spin your wheels competing directly against them.

The first step is to go after the low hanging fruit - buyers - and get ahead of the buyer population moving into that neighborhood, and we shared some ideas for bringing buyers into your target neighborhood, throwing housewarming party and meeting new potential clients, including a unique tech tip for getting cell phone numbers instead of giving out your business card.

We also shared other strategies for outflanking a dominant agent such as door-knocking, email newsletters with HomeActions, attending events in your farm area, prospecting Expireds/FSBO's and more.

We see so many agents trying to grow their business by dabbling with things other agents are doing, trying something once and then moving on.

Building your business on prospecting that doesn't suit you is unsustainable - inevitably you hit a ceiling where the only way your business grows is by you doing more of what you're unsuited to do.

In our latest episode we share a better way, which is to start with your personality and select from the spectrum of prospecting - cold to warm to hot - to find the prospecting methods that work for you.

The pop-by is exactly what it sounds like - you “pop by” someone at home. This works great for anyone in your sphere of influence, including current and past clients, referral partners, friends and family, and even prospects you’ve been in contact with.

Key Takeaways:

In our latest episode we talk about the beautifully simple, old-school tactic known as the pop-by. Greg inherited his love of the pop-by from his father Terry McDaniel, a 40-year veteran of the business, who masterfully used the pop-by to keep in touch with past clients and sphere of influence to generate referrals.

We talked about the mindset of the pop-by, such as WHO deserves a pop-by, why you should even do them and how to approach them with the confidence of knowing that people honestly want to see you.

Then we shared some specific scripts for breaking the ice, starting conversations and wrapping up your pop-by with powerful questions that add value. We also shared proven ideas for value-add items to bring, and what to leave if no one is home.

We finished by sharing a powerful script called The Carousel, which you can use to generate solid leads off pop-by’s, and how to use personalized messages and videos on Facebook as a “digital pop-by.”

By the end of this episode you’ll be armed with the mindset, scripts and tactics you need to effectively use pop-by’s to generate leads and referrals!

Show Highlights

5:00 Results from October’s high-intensity prospecting program - Greg’s two-step listing process - Using TouchCMA for professional-looking CMA packets and follow-up
8:45 Outsourcing paperwork so you can focus on lead generation - How Jeff Cohn hired a TC as his first hire
11:45 Mindset of a pop-by - What it is and why make it part of your lead gen strategy
15:45 Who deserves a pop-by?
17:35 Scripts for a great pop-by - How to bring value and transition into the FORD script
22:30 Idea: Use Zillow Zestimates print-outs with handwritten notes as leave-behind items
26:37 How to overcome the anxiety of feeling like you have to steer the conversation
28:07 FORD questions are better than scripts for pop-by’s - Script for answering the question, “How’s the market?” -
31:00 How to smoothly exit conversations and leave - 3 script ideas for wrap-up questions that add value
32:00 How to use personalized Facebook messages or Facebook videos as a “digital pop-by”
37:00 The Carousel Script- How to use pop-by’s to generate solid leads - How to introduce yourself to those leads and put them into a follow-up process

In our latest MiniHangout, we talk about the elements of a killer farm, starting with an area that you LIKE to sell in. It's so important to have a genuine passion for the homes you're selling because it comes through in every aspect of your communication.

We also looked at turnover rates and demographics, making sure they match your age group, experience level and have enough turnover to justify staying in front of that market consistently. Number of homes is also important, and most people get this wrong. Check out the Replay to learn why!

In our latest MiniHangout episode, we shared how to make outbound calls in an authentic way and even insert deliberate pauses and missteps to make the calls sound genuine.

People often sound too scripted, slick or monotone, but it's much better (for you and the prospect) to sound genuine and authentic to build trust and interest in what you have to say.

We even did some live role-playing through an example, so be sure to watch the video and take notes on little phrases you can incorporate into your outbound calls today!

In our latest episode we shared our takes on Daily Success Habits and recommended our favorite books for general success and self-development. We covered everything from morning rituals like meditation, exercise, goal-setting and review to bigger success concepts like eating your frog, timeblocking, habit-stacking and knowing your ONE thing.

Key Takeaways:

We started this interview by sharing our favorite books on success and other sources of self-development material such as Success Magazine and Tai Lopez’s 67-day program. Then we talked about what it means to be mediocre and how to break out of behaviors that lead to mediocrity.

Then we each shared our morning rituals, common points include meditation and breathing exercises, journaling, reviewing goals and gratitude lists. We went deep into timeblocking and how to stick with your scheduled timeblocks, the role of Big Hairy Audacious Goals and why Greg wrote BHAG his on his shower wall in lipstick.

We finished up by sharing keys to keeping yourself motivated and on track, such as Matt’s Motivation Portfolio, key questions, knowing your ONE Thing, using daily rituals as triggers and how to give yourself small rewards.

We both have a passion for self-development which feeds our passion for helping agents develop themselves, and this episode was a great forum for the best self-development principles we’ve learned. We hope you enjoyed this special episode and put some of these principles into practice!

Recommended Books:

Show Highlights

[4:30] Greg and Matt’s book recommendations
[7:45] What is mediocrity?
[9:20] Greg’s morning mindset and ritual
[10:45] Matt’s morning ritual
[13:45] How to look for ways to build happiness into your day especially when doing unpleasant tasks
[16:30] How to reward yourself to stay motivated and focused on business building activities
[20:15] The real challenge with timeblocking - Honoring the timeblock especially when it comes to prospecting and business building activities
[24:50] Why you must know your Big Hairy Audacious Goal, Greg’s BHAG and why he reviews it daily
[29:00] Matt’s Motivation Portfolio with key maxims and questions - Daily success rituals and the Power of Full Engagement - Using consistency to turn rituals into triggers that put you into productive states
[32:00] The power of daily gratitude and rest and their affect on your decision-making and creativity
[38:00] Greg’s vision board and motivational items behind his desk - Greg’s ONE Thing
[41:35] How Greg “eats his frog” - Simple meditation and breathing exercises and how they contribute to a calmer, more productive mindset and daily rhythm
[48:15] Greg’s experiments with meridian tapping and energy clearing exercises
[51:00] Where meditation and breathing exercises fits into Biblical theology - Success is something you attract by the person you become
[55:14] Why you must find your own BHAG that motivates you to get out of bed and attack the day

In our latest minihangout episode we talked about how to use live streaming video to connect with potential clients online.

We covered how to use Periscope to broadcast short videos about your daily life and real estate topics; how the Cameo feature in Meerkat lets others take over your video stream (and vice versa) and how Blab gives you the ability to host live video conversations with up to 4 people.

Our latest MiniHangout episode focuses on working events in your target neighborhoods, ideas for small monthly events you run yourself and easy ways to brand yourself so that people can start conversations with you.

In our latest episode we share high-tech and high-touch ways to generate business, including circle prospecting with a buyer need, follow up with old leads, and using custom cover photos and native video to attract attention on Facebook. We also share the early results from the intensive 30-day prospecting experiment we're running this month.

Your three key takeaways:

Here are the show notes with timestamps so you can jump to the sections that interest you.

[2:00] QUESTION: How to deal with the home value question you encounter when door knocking a luxury Expired listing
[8:55] Unique places to find pieces of valuable content you can bring on your follow up calls
[11:00] Whats working right now: Circle prospecting with 'inside information' and buyer/investor need
[14:45] Follow up with 5 people/wk of any kind - How Greg is generating NOW business w/follow up
[17:00] What's working for top agents: Working 6-month old leads, internet buyer leads and old Expired's, how to find old Expired's through services like The Red X
[18:30] How to approach a top agent in your office to work their leads for business in exchange for a referral fee
[23:00] Tech Tip: How to use your Facebook cover photo and Canva to promote Open Houses, new listings, market reports, buyer needs and events right on your Facebook page
[27:15] How to use short native-upload videos to keep in touch with people through social media
[33:30] How to use Facebook native video to promote upcoming listings - HINT: the trick is to get in-depth on what's exciting about the listing and tag everyone that might apply- the clients, your broker, other agents on your team, friends in the business who work with buyers in that area, lenders, etc.
[37:00] How to ask neighbors to shoot a quick video with you sharing what they love about the neighborhood. This type of video is amazing to show potential buyers as they walk through your Open House
[41:00] Idea- Shoot your video using Periscope or Meerkat first, save it to your phone, then upload it to Facebook and YouTube (separately) to take advantage of all phases of video - Live, native Facebook and long-term YouTube content where people can find you months or years from now - How to optimize your YouTube videos so they are easy to find.
[43:30] Time frame to close on internet buyer leads- Be prepared for 4-6 month turnaround from initial lead to closed deal
[46:15] High-touch ways to generate medium and long-term business - work with developers and builders, develop relationships with professionals in other industries who work with homeowners prior to them needing a Realtor
[49:00] Top agent idea- How Sasha Farmer develops relationships with local companies by offering concierge and city tour services for executives flying in for job interviews.
[52:30] How to turn hobbies into sources of long-term business