Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

When something goes wrong in our lives, how we bounce back from it depends on how we handle the fall out. How do we get ourselves unstuck from wallowing and feeling bad about ourselves? What steps can we take to get out of the low? What can you do to change your mindset? On this episode, Jeff Coats shares on his book, the lessons he learned from his time in prison, and how he’s applying it to his life and business.

You can take control of your life by setting and accomplishing your goals and being dedicated to those goals and yourself. -Jeff Coats  

Three Takeaways

Acceptance should come before any action

Before we can take any action towards making a change in our lives, we have to accept the situation, accept that something is not working, and accept the part we played in making it happen.

How to avoid wallowing for too long

When something isn’t going well, we go through the grief cycle. While it’s easy to get stuck in that for too long, we have to force ourselves to get out of it quickly. The faster we start taking action towards recovering, the faster we’ll be back on our feet.

The importance of taking responsibility

Usually when things don’t go our way, our first reaction is to blame it on someone else, but what we should do is take responsibility. You have to admit to yourself that you have a hand in the failure. If you’re not getting any results, see your role in it and then do something about it.

The results we get in our lives will always reveal if we’re taking the right actions and nurturing the right mindsets. So if we’re not getting what we want, we have to tweak what we’re doing and thinking. We play a huge part in what happens in our lives, and the good thing about being responsible for our failure is that we are also responsible for our successes if we turn things around.

Guest Bio

Jeff Coats is an entrepreneur, speaker and author of Res3t: 8 Principles Guaranteed to Change Your Mindset In Order to Change Your Life. Jeff was incarcerated at the age of 14 and sent to adult prison for 17 years. Released in 2011, he quickly became a successful real estate broker. This book covers his story (and the stories of others who have succeeded against all odds), told through the perspective of a life philosophy that emphasizes changing your mindset to change your life. Drawing from his own experiences, Jeff has introduced 8 principles for living a better life—a life that puts you on the path to achieving your biggest goals. Go to https://www.res3t.com/ for more information and to buy the book.

Many agents get tripped up because they think all the posting they’re doing on social media is automatically going to generate business. The truth is we also need to work on bringing our relationships from social media to something deeper and less transactional. What do we need to have in place in order to bridge this gap? How can we get better at celebrating our successes? On this episode, we talk about our wins at the end of 2018, and how we can set ourselves up for a successful 2019.

Social media has created a “need it now” mentality, but you have to pay the patience game in real life. -Gene Volpe

Three Takeaways

Why attention doesn’t bring business

Social media has created the impression that attention equals dollars which isn’t necessarily true. It can be true, but only if you build a bridge between the two by having really good conversations and strong relationships.  

The power of reaching out between transactions

The more we are secure and confident that we are worthy of being referred and introduced, the more it gives us the ability to get out of our own way and ask for it, and reach out and give value in between transactions.

How to celebrate wins in an effective way

It’s one thing to accomplish something and feel the satisfaction, it’s a whole other thing to actually celebrate it properly, whether it’s with a drink, a meal or doing something you enjoy. There is something powerful about a physical ritual with a substance that you’ve tied to success. It means you have a visceral and physical way to celebrate that accomplishment

The thing about this business is you’re not going to call someone and just have them ready to pull the trigger immediately on buying or selling a house. You have to build a relationship with them so that when they do reach the point where they want to buy and sell, we’re the ones they want to work with. We have to use systems and conversations to keep those relationships warm over time, because eventually they will pay off. The key is having more conversations in the real world, and leaning less on social media.

Many agents get tripped up because they think all the posting they’re doing on social media is automatically going to generate business. The truth is we also need to work on bringing our relationships from social media to something deeper and less transactional. What do we need to have in place in order to bridge this gap? How can we get better at celebrating our successes? On this episode, we talk about our wins at the end of 2018, and how we can set ourselves up for a successful 2019.

Social media has created a “need it now” mentality, but you have to pay the patience game in real life. -Gene Volpe

Three Takeaways

Why attention doesn’t bring business

Social media has created the impression that attention equals dollars which isn’t necessarily true. It can be true, but only if you build a bridge between the two by having really good conversations and strong relationships.  

The power of reaching out between transactions

The more we are secure and confident that we are worthy of being referred and introduced, the more it gives us the ability to get out of our own way and ask for it, and reach out and give value in between transactions.

How to celebrate wins in an effective way

It’s one thing to accomplish something and feel the satisfaction, it’s a whole other thing to actually celebrate it properly, whether it’s with a drink, a meal or doing something you enjoy. There is something powerful about a physical ritual with a substance that you’ve tied to success. It means you have a visceral and physical way to celebrate that accomplishment

The thing about this business is you’re not going to call someone and just have them ready to pull the trigger immediately on buying or selling a house. You have to build a relationship with them so that when they do reach the point where they want to buy and sell, we’re the ones they want to work with. We have to use systems and conversations to keep those relationships warm over time, because eventually they will pay off. The key is having more conversations in the real world, and leaning less on social media.

Being disorganized isn’t just a flaw, it is actually a symptom of a much deeper problem - an affinity to chaos. What traits are telltale signs of this problem? How can this chaos factor be traced back to chaos when we were younger? How can we overcome this? On this episode, real estate coach Angela Kristen Taylor shares how to uproot and overcome chaos in our businesses and lives.

Control issues are tied to not having anyone you could trust in your childhood. -Angela Kristen Taylor  

Three Takeaways

Symptoms of the chaos factor

Being easily distracted, having a love for organizational tools but never being able to put them into action. Never filling up planners Disorganized thoughts in notebooks, writing sideways

Being late, double booking and complete and total disorganization, and being busy but never accomplishing anything.

What happens if the chaos affinity is not addressed

If you don’t deal with this and you still manage to succeed, you will self-sabotage yourself because you’ll still have that thermostat for chaos. That means you’ll constantly find ways to self-sabotage yourself, and create chaos in your life in some way, shape, or form. So no matter what you achieve you will destroy it.

The root of control issues

Control issues and not wanting to give up any control is something that can be tied back to childhood. If you did not have anybody in your life as a child that you couldn’t trust, to show up and do what they said they would do, you’re not going to believe anyone has that capability except for you.

Having chaos in our lives and businesses goes back to having a childhood where we felt like we had no power or control and we were at someone else’s whim. It’s one of the reasons we choose to go out on our own in business, but also the same reason our lives and businesses are chaotic and disorganized.  If this goes unaddressed, it affects how you treat yourself, how we treat others and our whole lives. To overcome it, we have to actively work on ourselves, and dig down to the bottom of the source of the chaos so we can nip it in the bud.

Guest Bio

Angela is a real estate coach and the founder of Master Agent Life. Master Agent Life is the culmination of everything she learned as a real estate agent and everything she learned trying to become the best version of herself: mentally, physically, and spiritually. Go to https://www.masteragentlife.com/ for more information and for access to a helpful video, and a resource on lead generation ideas.

Being disorganized isn’t just a flaw, it is actually a symptom of a much deeper problem - an affinity to chaos. What traits are telltale signs of this problem? How can this chaos factor be traced back to chaos when we were younger? How can we overcome this? On this episode, real estate coach Angela Kristen Taylor shares how to uproot and overcome chaos in our businesses and lives.

Control issues are tied to not having anyone you could trust in your childhood. -Angela Kristen Taylor  

Three Takeaways

Symptoms of the chaos factor

Being easily distracted, having a love for organizational tools but never being able to put them into action. Never filling up planners Disorganized thoughts in notebooks, writing sideways

Being late, double booking and complete and total disorganization, and being busy but never accomplishing anything.

What happens if the chaos affinity is not addressed

If you don’t deal with this and you still manage to succeed, you will self-sabotage yourself because you’ll still have that thermostat for chaos. That means you’ll constantly find ways to self-sabotage yourself, and create chaos in your life in some way, shape, or form. So no matter what you achieve you will destroy it.

The root of control issues

Control issues and not wanting to give up any control is something that can be tied back to childhood. If you did not have anybody in your life as a child that you couldn’t trust, to show up and do what they said they would do, you’re not going to believe anyone has that capability except for you.

Having chaos in our lives and businesses goes back to having a childhood where we felt like we had no power or control and we were at someone else’s whim. It’s one of the reasons we choose to go out on our own in business, but also the same reason our lives and businesses are chaotic and disorganized.  If this goes unaddressed, it affects how you treat yourself, how we treat others and our whole lives. To overcome it, we have to actively work on ourselves, and dig down to the bottom of the source of the chaos so we can nip it in the bud.

Guest Bio

Angela is a real estate coach and the founder of Master Agent Life. Master Agent Life is the culmination of everything she learned as a real estate agent and everything she learned trying to become the best version of herself: mentally, physically, and spiritually. Go to https://www.masteragentlife.com/ for more information and for access to a helpful video, and a resource on lead generation ideas.

We’re not always going to be in the best headspace for prospecting, but it’s a necessary activity to our survival. How can we get ourselves pumped for prospecting, or build habits that make sure we never skip it? What do multiple objections tell us about what the prospect is feeling? How can we get to the root of solving the problem? In today’s episode, we’re joined by Gene Volpe and Aaron Wittenstein for another edition of the East Coast/West Coast smackdown, to talk about lead generation and FSBOs and showing our prospects that we relate to them.

If you’re not regularly prospecting for business, you’re not going to be able to get the money you want. -Aaron Wittenstein  

Three Takeaways

When a prospect says they’re considering the FSBO route

That’s not an objection you’re going to get them to change their mind on over the phone. Ask them that you want stop by to get a feel for the property, and then stay in touch with them on a regular basis after that. 4-5 weeks in, when the process isn’t going well is the point they’ll consider getting an agent.

What objections tell you about your prospect’s thought

If you get a lot of objections at once, you’ve done a bad job of explaining what makes you different and better than other agents, so they don’t see the value of working with you, vs. working with somebody else.  

How to reveal the root of an objection

Lead a prospect down a set of questions around their frustration. When you go deep and really talk about the nuances of their problem, it shows you understand what it would mean for them if you solved it.

Very often, the gap between a prospect's objections and them deciding to work with us is asking the right questions, and showing the value we hold over another agent. If we can restate and frame their problem in a way that nobody else does and shows that we understand the problem or have a unique spin on it, they’ll assume we have the solution they need.  

We’re not always going to be in the best headspace for prospecting, but it’s a necessary activity to our survival. How can we get ourselves pumped for prospecting, or build habits that make sure we never skip it? What do multiple objections tell us about what the prospect is feeling? How can we get to the root of solving the problem? In today’s episode, we’re joined by Gene Volpe and Aaron Wittenstein for another edition of the East Coast/West Coast smackdown, to talk about lead generation and FSBOs and showing our prospects that we relate to them.

If you’re not regularly prospecting for business, you’re not going to be able to get the money you want. -Aaron Wittenstein  

Three Takeaways

When a prospect says they’re considering the FSBO route

That’s not an objection you’re going to get them to change their mind on over the phone. Ask them that you want stop by to get a feel for the property, and then stay in touch with them on a regular basis after that. 4-5 weeks in, when the process isn’t going well is the point they’ll consider getting an agent.

What objections tell you about your prospect’s thought

If you get a lot of objections at once, you’ve done a bad job of explaining what makes you different and better than other agents, so they don’t see the value of working with you, vs. working with somebody else.  

How to reveal the root of an objection

Lead a prospect down a set of questions around their frustration. When you go deep and really talk about the nuances of their problem, it shows you understand what it would mean for them if you solved it.

Very often, the gap between a prospect's objections and them deciding to work with us is asking the right questions, and showing the value we hold over another agent. If we can restate and frame their problem in a way that nobody else does and shows that we understand the problem or have a unique spin on it, they’ll assume we have the solution they need.  

The way customers treat us is a reflection of the way we treat them, so when we commodify them, they will do the same to us. How do we start prioritizing rapport and relationship over transactions and deals? What kind of collaborative marketing relationships should we be on the lookout for? How can we generate at least $100,000 worth of business from our sphere? In this clip, author, coach and mortgage officer, Scott Groves, talks about the one way we can maintain our value to the market.

If Realtors and lenders are setting up their referral situation as some type of pay-to-play, I think in some way that attitude gets conveyed to the client. -Scott Groves  

Three Takeaways

Why we should go to prospects with a relationship, not a transaction in mind

If you treat people like a commodity, don't be upset when prospects treat YOU like a commodity. When you’re doing your business in a relationship style, it automatically bleeds through to the way clients feel about you and how loyal they are.

The world is moving toward cooperative and collaborative marketing.

There’s always room for us to partner with local business who also want to be in front of our target market and actually share the cost of marketing.

If you're famous with 50 people, you can make a million dollars next year.

Before you go investing in Facebook, Instagram and other marketing tactics targeted to new people, make sure you’ve tapped out your sphere and the people that already know you. Reach out to 10 people on your Facebook friends list a day and you’ll be surprised to get a lot of business out of that.

If we make our prospects feel like we’re transactional or too focused on the deal, they won’t have any qualms going out to find a discount broker. To avoid this, we have to build a relationship, and show that we’re in it for the long haul. It’s also necessary to deepen the relationships we have with the people who are already in our sphere before we reach out to the market cold and invest in marketing and advertising. Make yourself famous with your close circle, so you’re the first agent to come to mind and then work your way outwards from there.

Guest Bio

Scott is a nationally recognized loan officer & coach. He is also the author of the book “Lead Generate: 61 Days to Double Your Pay”. For nearly 20 years he has been providing quality mortgage products, coaching, and management to his clients & collaborators across the country.  By fostering close relationships with real-estate agents, buyers, and loans officers - Scott has built a career out of providing exceptional value. His business philosophy has always been a simple creed: do the right thing for the client and serve his Community. Helping clients find mortgage solutions, growing loan officers both personally & professionally, and assisting professionals grow alternate source of revenue his primary focus. Go to meetscottgroves.com for more information.

Find his book on Amazon.

The way customers treat us is a reflection of the way we treat them, so when we commodify them, they will do the same to us. How do we start prioritizing rapport and relationship over transactions and deals? What kind of collaborative marketing relationships should we be on the lookout for? How can we generate at least $100,000 worth of business from our sphere? In this clip, author, coach and mortgage officer, Scott Groves, talks about the one way we can maintain our value to the market.

If Realtors and lenders are setting up their referral situation as some type of pay-to-play, I think in some way that attitude gets conveyed to the client. -Scott Groves  

Three Takeaways

Why we should go to prospects with a relationship, not a transaction in mind

If you treat people like a commodity, don't be upset when prospects treat YOU like a commodity. When you’re doing your business in a relationship style, it automatically bleeds through to the way clients feel about you and how loyal they are.

The world is moving toward cooperative and collaborative marketing.

There’s always room for us to partner with local business who also want to be in front of our target market and actually share the cost of marketing.

If you're famous with 50 people, you can make a million dollars next year.

Before you go investing in Facebook, Instagram and other marketing tactics targeted to new people, make sure you’ve tapped out your sphere and the people that already know you. Reach out to 10 people on your Facebook friends list a day and you’ll be surprised to get a lot of business out of that.

If we make our prospects feel like we’re transactional or too focused on the deal, they won’t have any qualms going out to find a discount broker. To avoid this, we have to build a relationship, and show that we’re in it for the long haul. It’s also necessary to deepen the relationships we have with the people who are already in our sphere before we reach out to the market cold and invest in marketing and advertising. Make yourself famous with your close circle, so you’re the first agent to come to mind and then work your way outwards from there.

Guest Bio

Scott is a nationally recognized loan officer & coach. He is also the author of the book “Lead Generate: 61 Days to Double Your Pay”. For nearly 20 years he has been providing quality mortgage products, coaching, and management to his clients & collaborators across the country.  By fostering close relationships with real-estate agents, buyers, and loans officers - Scott has built a career out of providing exceptional value. His business philosophy has always been a simple creed: do the right thing for the client and serve his Community. Helping clients find mortgage solutions, growing loan officers both personally & professionally, and assisting professionals grow alternate source of revenue his primary focus. Go to meetscottgroves.com for more information.

Find his book on Amazon.

Genuine connections remain the lifeblood of any successful business, but most people are only using social media to get attention. Why is it so important to make our marketing build relationships with people? How do we use new developments in social media to deepen our existing relationships? On this episode, we continue last week’s conversation about getting back to the marketing basics, which is building and deepening relationships instead of being transactional.  

The only thing that can’t be kicked down the road is an interpersonal relationship with somebody. -Greg McDaniel  

Three Things We Learned

How we can leverage YouTube

On Instagram most people consume videos without sound unless it’s really juicy. YouTube is the opposite people go there to consume content you want to see and hear at the same time. If we want to publish content that needs people to hear and see us, YouTube is the best choice.

How social networks shift with time

As a social media network gets more popular, there’s a curve where it’s shiny and people are open to connecting with new people. And then as people try to sell us something or bots enter the picture, we start to shut ourselves off from new connections.

The importance of building new relationships by deepening existing ones

When we think about all the new tools and things that are changing in marketing, our first inclination is reaching out to new people using these tools. What we should actually be doing is reaching out to the people who already know, like and trust us and then leveraging them to get in front of people who don’t know us who can get introduced to us by the people we know.  

For most people using established social platforms, talking to new people isn’t something they aren’t interested in because of just how many people are out there trying to sell to them. Social media has become a place they communicate with people they know. If we want to rise above this, get people to spend time with us online, and eventually get into our real world, we actually have to connect with them right from the start. The more we can shift our intention and attention to building relationships first, the less we might be blocked out by people for being a stranger. What people remember is how you make them feel, and social media can be decent for getting that started if we leverage video, but the connection will still be necessary and that’s what we should be driven by.