Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

No matter how technologically advanced our businesses become, real estate will always require human interaction, so we have to focus on building relationships. Is it possible to build trust faster or could speeding things up actually be harming our businesses? How can we boost our professional profiles, and is there a way to offer high-tech services without sacrificing real human interaction? On this episode, CEO of Smart Alto, Hassan Riggs, shares how to build stronger relationships with our clients.  

Takeaways + Tactics 

Don’t expect to see immediate results with clients. Trust takes time, so build relationships with clients at a natural pace.

The best way to build a relationship is by teaching people. Offer knowledge and information, and clients will associate us with value.

There’s so much emphasis on becoming high-tech, but to build great relationships we also have to be high-touch. Technology means nothing if we’re not using it to connect with other people.

No matter how technologically advanced our businesses become, real estate will always require human interaction, so we have to focus on building relationships. Is it possible to build trust faster or could speeding things up actually be harming our businesses? How can we boost our professional profiles, and is there a way to offer high-tech services without sacrificing real human interaction? On this episode, CEO of Smart Alto, Hassan Riggs, shares how to build stronger relationships with our clients.  

Takeaways + Tactics 

Don’t expect to see immediate results with clients. Trust takes time, so build relationships with clients at a natural pace.

The best way to build a relationship is by teaching people. Offer knowledge and information, and clients will associate us with value.

There’s so much emphasis on becoming high-tech, but to build great relationships we also have to be high-touch. Technology means nothing if we’re not using it to connect with other people.

Relationships are central to the real estate industry, so it’s our responsibility as agents to build connections with as many past, present and future clients as possible. How should we react when our past clients choose to work with different agents? What can we do to make sure we stay at the top of their mind between transactions? On this episode, industry veteran and the Grand Master himself, Terry McDaniel, shares how to build a relationship-based business. 

Takeaways + Tactics 

Don’t be deterred when clients leave. There are so many reasons they may work with another agent that have nothing to do with us, so we shouldn’t question our abilities.

Instead of asking how we can make our clients lives’ better, we should be asking them to teach us how to do that. This shows our dedication more clearly.

To stay top of mind, have something on hand to give to clients so we have a reason to see them in person. This can be something small, like a handwritten note.

Relationships are central to the real estate industry, so it’s our responsibility as agents to build connections with as many past, present and future clients as possible. How should we react when our past clients choose to work with different agents? What can we do to make sure we stay at the top of their mind between transactions? On this episode, industry veteran and the Grand Master himself, Terry McDaniel, shares how to build a relationship-based business. 

Takeaways + Tactics 

Don’t be deterred when clients leave. There are so many reasons they may work with another agent that have nothing to do with us, so we shouldn’t question our abilities.

Instead of asking how we can make our clients lives’ better, we should be asking them to teach us how to do that. This shows our dedication more clearly.

To stay top of mind, have something on hand to give to clients so we have a reason to see them in person. This can be something small, like a handwritten note.

Having multiple income streams is the best way to create freedom for ourselves. We can create those streams by getting involved in the development process. How can we start building relationships with builders and developers, and what kind of value can we offer them? What should we be avoiding if we want to build successful relationships? On this episode, real estate and home building expert, Matthew Clawson, shares how to forge successful relationships with builders and developers. 

Takeaways + Tactics 

Go out and approach builders and developers. Even if there’s nothing we can help them with now, at the very least, we can start building relationships with them. 

Provide value by creating edited videos of developments and sharing them with the developer. Offer to do more videos in the future, once a partnership is established.

Avoid wasting a builder or developer’s time by sharing deals they already know about. Time-wasting is the easiest way to frustrate a builder.

Having multiple income streams is the best way to create freedom for ourselves. We can create those streams by getting involved in the development process. How can we start building relationships with builders and developers, and what kind of value can we offer them? What should we be avoiding if we want to build successful relationships? On this episode, real estate and home building expert, Matthew Clawson, shares how to forge successful relationships with builders and developers. 

Takeaways + Tactics 

Go out and approach builders and developers. Even if there’s nothing we can help them with now, at the very least, we can start building relationships with them. 

Provide value by creating edited videos of developments and sharing them with the developer. Offer to do more videos in the future, once a partnership is established.

Avoid wasting a builder or developer’s time by sharing deals they already know about. Time-wasting is the easiest way to frustrate a builder.

Starting a podcast is a lot easier than most people think, but when it comes to creating content, we tend to worry about what we should and shouldn’t share with the audience. Can we start podcasting before we’ve reached a certain level of success? How can we gain credibility with our audiences? Should we be sharing our vulnerabilities? On this episode, Will Grimes and Eli Schmidt, team leaders at Genesis Home Team and co-hosts of the Day One Dollar Zero podcast, share how to create podcast content that resonates with our audiences. 

Takeaways + Tactics 

Document the present. By showing our audience where we are now, we not only make ourselves more relatable; we also allow them to see us grow over time, and create a stronger bond with them.

To gain credibility, we have to stay in our own lanes. In other words, don’t offer advice or opinions on things we have no experience with. 

Don’t be afraid to be vulnerable. Audiences tend to seek out people they can relate to, so it’s okay for us to share our flaws in our content.

Starting a podcast is a lot easier than most people think, but when it comes to creating content, we tend to worry about what we should and shouldn’t share with the audience. Can we start podcasting before we’ve reached a certain level of success? How can we gain credibility with our audiences? Should we be sharing our vulnerabilities? On this episode, Will Grimes and Eli Schmidt, team leaders at Genesis Home Team and co-hosts of the Day One Dollar Zero podcast, share how to create podcast content that resonates with our audiences. 

Takeaways + Tactics 

Document the present. By showing our audience where we are now, we not only make ourselves more relatable; we also allow them to see us grow over time, and create a stronger bond with them.

To gain credibility, we have to stay in our own lanes. In other words, don’t offer advice or opinions on things we have no experience with. 

Don’t be afraid to be vulnerable. Audiences tend to seek out people they can relate to, so it’s okay for us to share our flaws in our content.

Agents have abdicated their responsibility to keep in touch with our sphere and past clients, and Zillow has taken over that job and we’re paying for it financially and relationally. What are the problems that come with being overly-reliant on Zillow leads? What are the 3 Cs of successful database management? On this episode real estate superstar, speaker, author, and consultant, Jim Remley shares how we can take control of our sphere and avoid becoming the equivalent of Zillow employees. 

Takeaways + Tactics 

We have to religiously nurture our CRM 

In order to switch from a reliance on Zillow leads, it’s important for us to capture client data and cultivate that data over a long period of time by incubating it in a CRM; and then closing them into transactions and referrals.

An anemic database will be low on referrals

Take the total number of your transactions, and the total number of people in your database. 10% of your database should be sending you at least 1 referral a year. If not you have an anemic database, mainly caused by not communicating. 

Leverage the database behind each client

The reality is there’s a time window within which our clients are most likely to refer us, and that is the 31 days after the transaction or leading up to it. During this time, we can offer to throw our clients a “sorry to see you go” or “welcome to the neighbourhood” party and be in attendance to build relationships with the sphere of influence that person has.

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Agents have abdicated their responsibility to keep in touch with our sphere and past clients, and Zillow has taken over that job and we’re paying for it financially and relationally. What are the problems that come with being overly-reliant on Zillow leads? What are the 3 Cs of successful database management? On this episode real estate superstar, speaker, author, and consultant, Jim Remley shares how we can take control of our sphere and avoid becoming the equivalent of Zillow employees. 

Takeaways + Tactics 

We have to religiously nurture our CRM 

In order to switch from a reliance on Zillow leads, it’s important for us to capture client data and cultivate that data over a long period of time by incubating it in a CRM; and then closing them into transactions and referrals.

An anemic database will be low on referrals

Take the total number of your transactions, and the total number of people in your database. 10% of your database should be sending you at least 1 referral a year. If not you have an anemic database, mainly caused by not communicating. 

Leverage the database behind each client

The reality is there’s a time window within which our clients are most likely to refer us, and that is the 31 days after the transaction or leading up to it. During this time, we can offer to throw our clients a “sorry to see you go” or “welcome to the neighbourhood” party and be in attendance to build relationships with the sphere of influence that person has.

Subscribe on YouTube