Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

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.

As we head towards the new year, it’s time for us to refine our marketing and gear up for dominating and growing our business in 2019. How do we market correctly to the people who actually identify with our brand archetype? What lesson can we learn from the mind-blowing Payless “Palessi” campaign? On this episode, Gene Volpe joins us talk about some marketing strategies we can employ in 2019 to get more results and connect with more people.

We leave a lot of money on the table of the cutting room floor of content we’re already creating. -Greg McDaniel  

Three Things We Learned

A recent change in Instagram’s algorithm

In the past, our follower-following ratio was a huge determinant of how highly we ranked on Instagram. It determined how important people think we are, and how good they think we are at our jobs. Instagram has made changes and now it’s not as important.

How to boost our door-knocking with the online space

We can use door-knocking as the beginning of a campaign to retarget the people we see online. The race is getting as much valuable information on your prospect as possible and that means having something valuable, so they are willing to give you their email addresses so we can retarget them.

Why we have to be careful about how we market

All attention is not good attention, all publicity is not good publicity, unless we want to be polarizing. Real estate agents don’t convert on polarization, they convert on trust and credibility so we have to be careful not to take too many marketing risks.

Any marketing strategy going into 2019 has to have video at the top of the list. There is no way to get more followers or grow our business without it. Facebook advertising is still relatively cheap so that’s another tool we have to include in our battle plan. We have to have a presence on Instagram that shows people who we are and gives them something to relate to. If we market to people who identify with our brand archetype, we will see way more results.

As we head towards the new year, it’s time for us to refine our marketing and gear up for dominating and growing our business in 2019. How do we market correctly to the people who actually identify with our brand archetype? What lesson can we learn from the mind-blowing Payless “Palessi” campaign? On this episode, Gene Volpe joins us talk about some marketing strategies we can employ in 2019 to get more results and connect with more people.

We leave a lot of money on the table of the cutting room floor of content we’re already creating. -Greg McDaniel  

Three Things We Learned

A recent change in Instagram’s algorithm

In the past, our follower-following ratio was a huge determinant of how highly we ranked on Instagram. It determined how important people think we are, and how good they think we are at our jobs. Instagram has made changes and now it’s not as important.

How to boost our door-knocking with the online space

We can use door-knocking as the beginning of a campaign to retarget the people we see online. The race is getting as much valuable information on your prospect as possible and that means having something valuable, so they are willing to give you their email addresses so we can retarget them.

Why we have to be careful about how we market

All attention is not good attention, all publicity is not good publicity, unless we want to be polarizing. Real estate agents don’t convert on polarization, they convert on trust and credibility so we have to be careful not to take too many marketing risks.

Any marketing strategy going into 2019 has to have video at the top of the list. There is no way to get more followers or grow our business without it. Facebook advertising is still relatively cheap so that’s another tool we have to include in our battle plan. We have to have a presence on Instagram that shows people who we are and gives them something to relate to. If we market to people who identify with our brand archetype, we will see way more results.

The ability to be a connector is very useful and can help us grow our businesses. How do we find valuable ways to successfully connect with people who can help us level up? What are some of the mistakes people make when they try to reach out to people? How do we find the intersection between what we’re passionate about and what’s valuable to other people? On this episode, we are joined by Justin Zimmerman and Internet Marketing Party founder, David Gonzalez to talk about how we can use connections to build stronger businesses.  

You can’t just do something you’re passionate about. You have to find something that solves a problem for someone else. -Matt Johnson  

Three Things We Learned

The connection between advice and context

Advice always has to be seen and thought about in context of the person giving it and receiving it. If a solopreneur is being advised by a person with a multimillion dollar business, it’s important to know that the advice is in the context of a large business and it might be very different to the advice the solopreneur needs.

How to test your passion in a certain area

Most people think of marketing in the short-term. When it comes to making a better decision, it’s important to ask ourselves if an idea or strategy is something we’d be happy and comfortable doing for the next 3-5 years. Imagine doing only that and nothing else and be very honest with yourself about whether that’s something you can see for yourself.

A primer on how to connect with successful people

When you’re trying to connect with someone, create a context so that you can have an opening in conversation that isn’t just asking something. You can contact just about anyone if you do it in the right way and they get value out of it.  

The secret to being a super-connector is finding a way to talk to people that will actually bring value to them. The biggest mistake we make when we’re reaching out to people is that we don’t understand that value is the currency that drives those relationships forward. Reaching out to “pick their brain” won’t be good enough. We have to deploy whatever assets we have, whether it’s intellectual or social to make them want to engage with us.  

Guest Bio

David is the founder of Internet Marketing Party, go to https://internetmarketingparty.com/ for more information or check it out Facebook https://www.facebook.com/pg/InternetMarketingParty/posts/.  

The ability to be a connector is very useful and can help us grow our businesses. How do we find valuable ways to successfully connect with people who can help us level up? What are some of the mistakes people make when they try to reach out to people? How do we find the intersection between what we’re passionate about and what’s valuable to other people? On this episode, we are joined by Justin Zimmerman and Internet Marketing Party founder, David Gonzalez to talk about how we can use connections to build stronger businesses.  

You can’t just do something you’re passionate about. You have to find something that solves a problem for someone else. -Matt Johnson  

Three Things We Learned

The connection between advice and context

Advice always has to be seen and thought about in context of the person giving it and receiving it. If a solopreneur is being advised by a person with a multimillion dollar business, it’s important to know that the advice is in the context of a large business and it might be very different to the advice the solopreneur needs.

How to test your passion in a certain area

Most people think of marketing in the short-term. When it comes to making a better decision, it’s important to ask ourselves if an idea or strategy is something we’d be happy and comfortable doing for the next 3-5 years. Imagine doing only that and nothing else and be very honest with yourself about whether that’s something you can see for yourself.

A primer on how to connect with successful people

When you’re trying to connect with someone, create a context so that you can have an opening in conversation that isn’t just asking something. You can contact just about anyone if you do it in the right way and they get value out of it.  

The secret to being a super-connector is finding a way to talk to people that will actually bring value to them. The biggest mistake we make when we’re reaching out to people is that we don’t understand that value is the currency that drives those relationships forward. Reaching out to “pick their brain” won’t be good enough. We have to deploy whatever assets we have, whether it’s intellectual or social to make them want to engage with us.  

Guest Bio

David is the founder of Internet Marketing Party, go to https://internetmarketingparty.com/ for more information or check it out Facebook https://www.facebook.com/pg/InternetMarketingParty/posts/.  

Most agents don’t want to talk to For Rent By Owner prospects but they are actually an untapped source of quality leads that are still open to talking to us. Is the dynamic of the call different since they aren’t getting hounded by multiple phone calls? How do we use FRBO leads to build long-term relationships? On this episode, we talk about how to generate high quality leads through For Rent by Owners.

FRBOs are open to having a conversation with you, as long as you’re inquisitive and there for their best interests. -Greg McDaniel   

Three Things We Learned

Why FRBOs are a win-win

Whatever answer you get from a FRBO is a win-win. First you’re building a relationship. Secondly, you can help them rent out the property. You won’t make a lot of money but you will build a relationship with someone who can bring in more business in the long-term. If they say no, go in for the real kill and ask them if they are interested in picking up another rental property.

Why FRBOs are less resistant than other leads

There’s a lot less resistance with FRBOs than any other lead type. Their minds are already in the real estate realm so you don’t have to start or restart a conversation with them.  

The power of follow-up in the FRBO strategy

FRBOs, if done right, are going to create long-term business opportunities with multiple leads. But if you’re going to talk about a long-term strategy, the fortune is in the follow-up. We have to stay top of mind by scheduling our communication and reaching out.

If you want to build a portfolio of investor clients who are always looking to buy, even when the average consume is scared out of their minds FRBOs offer that opportunity. They will still want to jump into the market even when it’s shifting and they are already thinking of buying and selling so it’s easier to build rapport. Right now is the time to lay foundation because no one is calling them right now. If we can think of it as long-term business, these relationships can be very fruitful.

Most agents don’t want to talk to For Rent By Owner prospects but they are actually an untapped source of quality leads that are still open to talking to us. Is the dynamic of the call different since they aren’t getting hounded by multiple phone calls? How do we use FRBO leads to build long-term relationships? On this episode, we talk about how to generate high quality leads through For Rent by Owners.

FRBOs are open to having a conversation with you, as long as you’re inquisitive and there for their best interests. -Greg McDaniel   

Three Things We Learned

Why FRBOs are a win-win

Whatever answer you get from a FRBO is a win-win. First you’re building a relationship. Secondly, you can help them rent out the property. You won’t make a lot of money but you will build a relationship with someone who can bring in more business in the long-term. If they say no, go in for the real kill and ask them if they are interested in picking up another rental property.

Why FRBOs are less resistant than other leads

There’s a lot less resistance with FRBOs than any other lead type. Their minds are already in the real estate realm so you don’t have to start or restart a conversation with them.  

The power of follow-up in the FRBO strategy

FRBOs, if done right, are going to create long-term business opportunities with multiple leads. But if you’re going to talk about a long-term strategy, the fortune is in the follow-up. We have to stay top of mind by scheduling our communication and reaching out.

If you want to build a portfolio of investor clients who are always looking to buy, even when the average consume is scared out of their minds FRBOs offer that opportunity. They will still want to jump into the market even when it’s shifting and they are already thinking of buying and selling so it’s easier to build rapport. Right now is the time to lay foundation because no one is calling them right now. If we can think of it as long-term business, these relationships can be very fruitful.

As we head into 2019, it’s important to prospect for now business, but to also lay the groundwork for future business. What does it take to do both? How can you use market data to stay in touch in a more specific way? How do you create content that helps us get more contacts? On this episode, RedX head of content, Justin Zimmerman, joins us along with agent Ray Stendall to talk about staying relevant, valuable and sharp as the industry shifts.  

The criterion for a good agent is someone that can really represent and explain what is happening in the market at that time. -Ray Stendall

Three Things We Learned

Multiple contact produces more detailed data

You really have to test the market out in the area you prospect so you get an idea of the nuances and unique characteristics. That means calling more than once, and calling at different times.

How to create content that’s worth bookmarking

Identify the big problem your market is facing, come up with simple outline structure with a hook to get people interested, and an introduction to establish your expertise.

FAQs vs. SAQs

Frequently asked questions are usually asked by someone who doesn’t know much about the inner workings of transactions and real estate. Should-ask questions are more of industry insider’s knowledge, what a high level agent should know. Create content for both.

The heart and soul of NOW business is being disciplined and consistent in getting on the phone, knowing your scripts and being relentless in your follow up to get people to an appointment. Once you’re in that appointment, you have to line up your tools so you can bring value. One of those tools is our market knowledge and expertise. It is the last bastion of value for real estate agents in an age where we’re being squeezed.

Guest Bio

Justin Zimmerman is the director of content development at REDX and a content strategist with a background in real estate. He started off in real estate at 24 and built a software that took local MLS housing data and transformed it into a format easy to understand both by buyers and sellers. This helped him gain a competitive advantage in a profession where the average age was 47.

His software was so successful that he started training other agents to become Certified Market Advisors and went from being a simple agent to managing 51 people.Today, he uses his real estate and marketing knowledge to help agents create content that eliminates the need for prospecting and builds a strong database.

Read about how to become a listing machine here.

Ray is an agent and the founder of Elegant San Diego Homes. Go to https://www.elegantsandiegohomes.com for more information. Get FREE access to Ray’s tracking sheet for daily prospecting email [email protected].

As we head into 2019, it’s important to prospect for now business, but to also lay the groundwork for future business. What does it take to do both? How can you use market data to stay in touch in a more specific way? How do you create content that helps us get more contacts? On this episode, RedX head of content, Justin Zimmerman, joins us along with agent Ray Stendall to talk about staying relevant, valuable and sharp as the industry shifts.  

The criterion for a good agent is someone that can really represent and explain what is happening in the market at that time. -Ray Stendall

Three Things We Learned

Multiple contact produces more detailed data

You really have to test the market out in the area you prospect so you get an idea of the nuances and unique characteristics. That means calling more than once, and calling at different times.

How to create content that’s worth bookmarking

Identify the big problem your market is facing, come up with simple outline structure with a hook to get people interested, and an introduction to establish your expertise.

FAQs vs. SAQs

Frequently asked questions are usually asked by someone who doesn’t know much about the inner workings of transactions and real estate. Should-ask questions are more of industry insider’s knowledge, what a high level agent should know. Create content for both.

The heart and soul of NOW business is being disciplined and consistent in getting on the phone, knowing your scripts and being relentless in your follow up to get people to an appointment. Once you’re in that appointment, you have to line up your tools so you can bring value. One of those tools is our market knowledge and expertise. It is the last bastion of value for real estate agents in an age where we’re being squeezed.

Guest Bio

Justin Zimmerman is the director of content development at REDX and a content strategist with a background in real estate. He started off in real estate at 24 and built a software that took local MLS housing data and transformed it into a format easy to understand both by buyers and sellers. This helped him gain a competitive advantage in a profession where the average age was 47.

His software was so successful that he started training other agents to become Certified Market Advisors and went from being a simple agent to managing 51 people.Today, he uses his real estate and marketing knowledge to help agents create content that eliminates the need for prospecting and builds a strong database.

Read about how to become a listing machine here.

Ray is an agent and the founder of Elegant San Diego Homes. Go to https://www.elegantsandiegohomes.com for more information. Get FREE access to Ray’s tracking sheet for daily prospecting email [email protected].

Some people look at things like Facebook ads and video content related to our listings as doing more than what’s required. What is the difference between being active and passive when it comes to selling a home? What is our role as agents in getting a home sold? What determines whether a home gets sold and how much control do we have over it? On this episode, we talk about what every agent worth their commission should be doing and why this stuff makes a difference.

The underlying idea that if we just deliver great service everything will take care of itself is a reassuring lie. -Matt Johnson  

Three Things We Learned

Why the best product doesn’t always sell the most

We tell ourselves the lie that the best product is what sells most but this is usually never true. The product that gets to first in our minds wins. The listing agent who dominates the neighbourhood wins, even if they suck.

Why you have to think of the home as a product

Crappy pictures that don’t show off interesting and compelling photos of the features of the property won’t sell the home. You want to make sure people have a good first impression of the home because no matter how good you are as a salesperson, if you can’t make the house look good on the MLS, you’re wasting your time.  

How to set ourselves apart

Getting as many potential buyers into the house at the same time in the shortest period of time is one of the things we can do to set ourselves apart in the market.

Being passive in marketing a listing is basically putting it up on the MLS and just hoping someone sees it. Anything you can do to create buzz is going to be active and that means putting on your marketing strategist hat and working with the seller to put that house in the best position as a product and so when you do put it on the MLS it attracts the right people. That’s part of what we’re being paid to do. Not doing this means we just won’t sell anything, no matter how good we are.