Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

In this 15-min Google Hangout we'll take aim at the habits that are killing your career and how to build new habits that will propel you to success.

In this short 15-min Google Hangout we'll talk with developer, builder and agent Matt Clawson about his experience bridging the worlds of development and sales.

You'll learn:

What developers + builders expect from an agent
What kind of research you need to do
How to present deals

In this short 15-min Google Hangout we shared:

Scripts for circle prospecting
What to do when you have no listings of your own
How to make 100+ calls an hour 
How to get contact info from people you reach on the phone

Thanks for watching this special content-packed mini episode of Real Estate Uncensored!

In this special LIVE Hangout, we're joined by Jeff Cohn, one of the most systematic and innovative prospectors I've run across, and he's going to share his best systems for taking listings. 

Even while building his team, Jeff personally sold over 50 homes in both 2012 and 2013 before he stopped working with clients to focus on his team. His team is now #1 in Nebraska and is on track to sell over 500 homes this year (!!!), so Jeff has some amazing systems and concepts to share.

During this live hangout you'll learn:
How to create a cold prospecting system of 90-minute blocks so you generate listings from multiple sources and avoid boredom and burnout
How to create a database prospecting system for your sphere and past clients, including scripts for TEACHING people to refer you business
Why you should go on 5 appts/wk, even if it's NOT with potential sellers
Scripts for Market Update calls and Value Add calls (Value Add calls are the key to getting the most out of a small databas
How to SCALE UP your lead generation efforts by combining your database and cold prospecting systems together with a transaction coordinator to take the maximum number of listings
How to start setting up your support and admin systems that will allow you to focus on prospecting and bringing in new business

It's going to be an exciting, fast-paced Hangout, and we're leaving time for Q&A at the end, so RSVP to watch and and type in any questions you have right on the Event page.

We're joined today by Bay area lender Tony Mendes to talk about low inventory and how to make a strong offer by using a lender and agent working closely together.

In this special live interview episode, we’re joined by top agent and team leader Jamie Cox, founder of the Jamie Cox Group of Las Vegas, NV. After a background in real estate investing in Florida, Jamie entered the Las Vegas market around 2008 by transitioning from investor to agent specializing in short sales. From there Jamie became a successful solo agent and experimented with building a team. 

Jamie walks us through his experience building and exiting his real estate, shares his biggest mistakes along the way, such as hiring a buyers agent with no training or accountability systems, and his current role providing vision, systems and support. He also shares some drop dead simple scripts for circle prospecting, explains why this is the heart of his team’s lead generation strategy, and takes us through their simple, effective, personalized follow-up process for leads.

Here are your three key takeaways:

Don’t bring on a buyers agent until you can provide training, support systems and accountability

Circle prospecting is an extremely effective and predictable lead generation strategy - They know for every 750 dials and 100 contacts made they will take 1-2 listings

Track leading indicators, such as dials and contacts, rather than lagging indicators like listings taken or closings, so that you can make adjustments well in advance of problems

Resources & Links

Facebook Group- REALTOR Lead Generation Tips and Strategies

https://www.facebook.com/groups/510439819106085/

Jamie Cox Group- For referrals in the Las Vegas/Henderson Area:

http://www.mylasvegashomesearch.com/

Klipfolio

http://www.klipfolio.com/

Show Notes

[3:30] Jamie’s background as a real estate investor and how the real estate crash steered Jamie into the agency side of real estate

[5:30] How Jamie used a daily YouTube show to generate short sale leads and sent referrals to agents all over the country

[9:05] Jamie- “There’s someone succeeding with every lead gen strategy - it’s really time on task over time and making the commitment to stay focused on one and it works.”

[9:40] Why Jamie’s first experience bringing on a buyers agent was one of his biggest mistakes, and how systems and training were the key to making buyers agents work for you

[16:30] The key to the growth of Jamie’s team: his mindset shift from focusing on providing leads to providing systems, structure and accountability; How Jamie’s team is structured so that everyone prospects and focuses on listings

[20:05] The responsibilities of Jamie’s agents and support staff that allow agents to make a true net income while doing NOTHING but prospecting, run listing appts, maintain the relationship with the seller and show up at the signing

[25:00] How Jamie compensates his support staff, and why his admin asked for an annual bonus based on profit, rather than taking her bonus monthly

[26:30] Why circle prospecting is the HEART of the team’s prospecting, and how they use Cole Realty Resource and SalesDialers, a 4-line dialing system, integrated with Follow up Boss

[32:40] Drop dead simple circle prospecting script -”Hey we just sold a house around the corner, we’ve had a lot of activity, so we thought we’d call around the community and see if anyone else had thought about selling.” Plus a simple script for getting permission to follow up later.

[34:15] How Jamie’s team uses very simple, personalized touches with calls and handwritten thank-you cards, managed by Follow Up Boss, to nurture leads and solidify relationships. NOTE: virtually every listing appt they go on, the agent will see one of their thank you cards sitting out

[37:00] Ideas for working with local businesses and vendors to add value to clients and prospects and build relationships

[40:15] How Jamie withdrew himself from working with clients - why the biggest challenge was letting go of listing appts and how he focused on systems and becoming a better leader to overcome that challenge

[43:50] How to make $100k per year with only 20 contacts a day 

[47:15] How Jamie tracks leading indicators- Circle prospecting in their market: 750 calls = 100 contacts, 100 contacts = 1-2 listings, very predictable over time, and how the team uses Google Spreadsheets and Klipfolio to track their numbers

Real Estate Marketing & Sales Training Podcast

On the latest audio episode we’re joined by Greg’s father and mentor, Terry McDaniel, co-founder of the McDaniel Callahan TEAM in Danville, CA. Terry has over 40 years of experience in the business and his personal contacts read like a Who’s Who of real estate: Tom Hopkins, Howard Brinton, Mike Ferry, etc.

Here are your 3 key takeaways from this episode:

How to use high-touch methods like door-knocking and why they still work in real estate

How to use a concierge approach to providing value to your prospects and past clients that goes way beyond helping them buy or sell real estate

How smart prospecting is going to radically change how we attract prospective clients and make salespeople more efficient and effective

Resources:

Mastering the Art of Selling Real Estate - Tom Hopkins

http://www.amazon.com/Mastering-Art-Selling-Real-Estate/dp/1591840406

Real Agile (soon to be relaunched as Smart Prospecting)

http://www.realagile.com/

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

[3:49] Terry’s first year in real estate knocking doors in Boulder, CO

[10:11] “No is not a NO, no is a conditional YES” a better mental approach to prospecting

[13:30] Keys to a great sales mindset- Approaching prospective clients as if you have the cure to polio; Question assumptions; Having a compelling inner purpose

[20:30] Why the real estate business needs to be turned upside down, and why the business is heading toward mega teams with salaried salespeople

[22:42] Why you don’t need a big company name behind you to “rent space” in the mind of a certain part of your marketplace

[28:36] Why you should NOT work with everyone

[29:30] The “Housing Concierge” concept and practical ways to add value to past clients and sphere

[35:38] How simple honesty and a consultative sales approach will separate you from every other agent a prospective client may speak to

[39:00] A high-tech predictive analytics model Terry is working on that will help agents narrow their prospecting to only the most likely sellers

[43:45] Why you must replace 25-30% of your business every year and daily prospecting is the key to replacing the inevitable turnover in your database or sphere of influence

[49:15] Why prospecting and door-knocking should be rephrased “business development”

[50:30] How their team sends out their listing agreement electronically instead of signing papers at the end of the listing agreement

[53:45] Why the best salespeople work with coaches

[56:00] Why the future is using smart prospecting to expose those with the highest propensity to buy and sell, allowing salespeople to focus and build real relationships with them and be more effective salespeople

In this special audio episode we’re joined by veteran real estate trainer and speaker Scot Kenkel.

Scot has a very interesting background; he started by immediately disrupting the industry’s business model and building a team modeled after the home improvement company model.

Scot shares his approach to building relationships with prospects and providing value, which allowed him to use calling assistants to set appointments for his agents and dominate listings in his area in a very short period of time. Scot went on to train other teams and brokerages these same concepts, and now shares his message through his podcast How to Sell More Houses and his Painless Prospecting workshop.

Here are your 3 key takeaways from this episode:

Why leads are like meth to average real estate agents

How you should focus on bringing value in your prospecting instead of focusing on outcomes like appointments or listings

Why you shouldn’t count on your broker for much of anything

Resources:

Scot’s Website and back episodes of How to Sell More Houses:

http://www.howtosellmorehouses.com/

Painless Prospecting Workshop:

http://www.howtosellmorehouses.com/the-painless-prospecting-process/ enter the word UNCENSORED to receive a special discount on the workshop

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

[1:30] Scot’s background as an investor and then as team leader and his successful experience bringing the home improvement business model into real estate

[6:15] How Scot’s approach enabled him to take more listings than his entire office combined, and how he dealt with the blowback from agents in his office

[9:30] How most brokers treat their agents with a hands-off approach, and in the process, putting clients at risk by allowing their agents to be untrained, unsupervised and unsupported

[13:15] Scot’s ideal real estate training system- an apprenticeship model - and why the current system is broken compared to other systems that use independent contractors as salespeople

[22:30] Why showmanship and consultative sales is the highest value skillset in the industry, and why that role must be separated from the lead generation/appointment setting role

[27:50] The easiest way brokers can immediately raise the productivity of their office, and why leads are like meth - the ultimate leverage over agents in your office

[34:00] Why the recruiting process for a new agent should include a 60-90 day apprenticeship relationship in which they start to build skills, including appointment setting and door-hanging, all of which can be done without a license

[39:30] The 2nd stage of the apprenticeship process - going with a listing agent to observe 10 listing appointments, so they learn through observation and review, then leading the next 10 appointments with review by the mentor agent

[43:00] Why agents should have to prove their ability to build rapport and change behavior - and why you should conduct an initial phone interview with a prospective agent to test those abilities

[48:50] How to get Scot’s Painless Prospecting workshop and special discount for Real Estate Uncensored listeners

Learn more about real estate farming: http://unbouncepages.com/5-minutes-to...

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Special interview with Chuck Lamb, manager of Rossmoor Realty, a life time Director of the California Association of Realtors. Chuck recently completed a term as Regional Chairman for the Contra Costa Region of the California Association of Realtors.

Here's the show notes so you can jump to the sections that interest you most:

[4:27] Why agents are struggling in low inventory environments and how to compete in multiple offer situations by helping the buyers make a great offer
[7:26] How to prospect off-market properties to literally create your own market for your buyers
[8:29] Using Zillow and Redfin features to find off-market properties
[11:25] Best quote: “It’s not who you know that counts, it’s who knows YOU and thinks of you when it they think of real estate”
[12:00] How to use information as a “horse to ride on” to add value to your database and stay top of mind - Plus resources like RealtyTimes and HomeSnap to gather that info
[18:30] How to use Calls-to-Action in your marketing and communication - plus a great idea for a powerful report you can produce for your database or farm area and the benefits of editorial articles in local magazines to build credibility and generate leads
[25:00] Simple ways to talk to 10-15 people every day and grow your database
[29:35] How to attract new clients with Open Houses and what to look for in the TYPE and QUALITY of home you hold open. Picking the wrong home won’t gain you up any clients.
[34:42] A powerful way to leverage a relationship with one boutique builder into FOUR potential deals
[40:00] Simple, powerful closing gift ideas
[42:30] Why you MUST spend 30% of your time in some type of prospecting mode
[46:30] Chuck’s book recommendation: Hard Optimism: http://www.amazon.com/Hard-Optimism-D...

Subscribe on iTunes: https://goo.gl/P4twTZ
Subscribe on Stitcher: http://goo.gl/lVjrOX
Back episodes and other content: http://www.mcdanielrealestatesystems....

In this audio episode, Jesse Garcia, real estate team leader and founder of Pipeline Wizard, shares his experience getting into the business, tracking his results and how his simple tracking spreadsheet evolved into Pipeline Wizard.

Check out Pipeline Wizard at http://www.pipelinewizard.com/ and be sure to check out The Whiteboard, a monthly Google Hangout series where Jesse interviews top producers in the industry.

Here's what we covered with timestamps so you can jump to the section that most interests you:

[1:48] Jesse's story of quitting his job and jumping into real estate full time with zero pipeline

[3:10] Origin Story: How Jesse once created a tracking spreadsheet for his tips to hit his income goals as a waiter

[5:30] Why it's important to write goals down and 100% commit to those goals

[9:51] Breaking down big visions into achievable and measurable goals

[13:50] How Jesse worked his database instead of cold prospecting to build his real estate business, and how he tracked his database prospecting

[19:00] Why you should focus more on your strengths when it comes to prospecting rather than imitating what's working for other people

[25:40] How to use set weekly goals and performance indicators you want to track

[30:05] How Jesse's tracking spreadsheet evolved into Pipeline Wizard

[34:50] How team leaders can use pipeline tracking to motivate and coach agents on their team

[37:45] Turning pipeline tracking into a game and using your competitive mindset to focus and motivate yourself

[44:54] Jesse's first eye-opening experience door-knocking that blew up his limiting beliefs

[47:25] Why you should track how many No's you get from prospects to transform your mindset on rejection