Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

A lot of things in real estate have changed and marketing is one of them. How does this relate to how agents generate seller leads? Why is it so necessary to get over the fear of knocking on doors? How do you get in front of people consistently? On this episode, we are joined by Matt Lamont, who shares some great industry knowledge, data and tips.

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Takeaways + Tactics

You have to market your business, word of mouth is not enough.

A lot of things in prospecting have a lot to do with fear.

87% of FSBOs end up failing.

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At the start of the show, we answered a question on creating a great packet for a FSBO, and Matt Lamont told us the most important thing is to be an advisory asset. He also talked about the power of getting over fear, and why success has a lot to do with knocking on doors and seeing people face to face. Towards the end of the show, Matt shared how agents can start using their system.

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Matt also spoke about

• Why marketing is all about repetition
• Data and how to use it
• Why word of mouth isn’t enough

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Successful marketing is all about repetition, and people seeing you more than once. When it comes to getting listings, it’s very important to lose the fear of knocking on doors and getting in front of people. The most effective system is a combination of direct mail and door knocking. If you want to invest in Benutech, put 6 months worth of savings away for mailers so you can be consistent without running out of money.  If you get over your fear and become an advisory asset for people, you can not only generate leads, you can actually convert them at a high level.

Guest Bio-

Matt is in the real estate data industry specializing in finding people motivated by a life changing event that would cause them to sell their home. Benutech makes tools like Rebogateway and Titletoolbox that helps people in the real estate industry target their marketing more effectively. He currently heads up creating strategic partnerships in the real estate space. Go to golistyourself.net to learn more about his work.

Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Agents constantly want to buy more leads, even though they aren’t converting the ones they already have. What is the maximum number of leads an agent can handle and get the most out of? What is swarm marketing and how does it work? On this episode, Buddy Blake joins us for a high-level conversation about relationships, succession plans, and getting the most out of leads.

Takeaways + Tactics

Real estate agents get their skill sets and paychecks confused.

Taking an ISA or assistant, the least paid person and putting them in the most important port of contact is a mistake.

When you leave a team, no matter who you are, you are going to go down before you come up.

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At the start of the show, Buddy shared how he got started, and the mistakes agents make. We also talked about the power of impression points and how to use swarm marketing to hit people from multiple angles. Buddy also talked about the succession plan when someone leaves a team, and why cutting down on leads can make people more productive.

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We also spoke about;

• How many leads agents should really have
• The power of scaling up relationships
• How you learn more though relationships
• Why you can’t be a good listing agent till you’re a good buyer’s agent

Swarm marketing is all about creating multiple impression points and communicating with them the way they came in. If you’re looking at scaling, scale the relationship first, then look at scaling by adding leverage and automation. The role of first contact with the lead is a very important one, and it should be taken on by someone who brings the most value. The thing that will always be the most effective is the relationship.

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Guest Bio-

Buddy Blake represents the region's finest properties with exceptional skill using the most innovative technologies currently available. Buddy Blake offers ultimate privacy and security, speed, and efficiency. His years of full-time experience have given him a clear understanding of the mindset of home buyers and sellers and a thorough understanding of the regional marketplace. Go to http://www.buddyblake.com/ for more information.

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Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

When it comes to database, everyone is microwave mentality minded. How does this approach affect your ability to build a long-term pipeline of leads? How do you work through your database to determine the most important people? What do people get wrong with the ISA role? On this episode we discuss this with Beverly Ruffner, and Gene Volpe also joins us with his weekly tech tip.

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Takeaways + Tactics

The purpose of an ISA is to keep the pipeline full so you start to see results 6-9 months from now.

Multiple forms of communication are key.

A NO usually means NOT YET.

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At the start of the show, we answered a question about how to get low ball buyers to step up, and Beverly said it’s important to tell buyers, “if you want to sleep on it, you won’t sleep in it.” Next, Gene gave us a tech tip, and reminded us of the importance of tech security and using Google Authenticator. Beverly then shared what people are getting wrong when it comes to lining up long-term business. Towards the end of the show, we talked about the importance of multiple forms of communication.

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We also spoke about;

• How to increase your chances in the follow up
• How to narrow down your database
• Why it’s wrong to approach real estate with an instant need
• How to improve the results of your ISAs

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The biggest problems with ISAs and databases is the leads suck or they cannot be converted. To get what you want out of your database, the first step is getting into communication with the database so you can start qualifying and categorizing people. Send out a mass email and see who you can grab, get in touch, follow up and maintain consistency. Remember, the only way you know what you’re looking for in a grocery store is how everything is categorized.

Guest Bio-

Beverly Ruffner is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.balancebusinessconsulting.com/ for more information.

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Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

What challenges are new teams facing when it comes to handling leads? What are agents getting wrong when they reach out to FSBOs? Why is education so necessary for FSBOs? On this episode, we are joined by Tom Miller, who shares on building a team on professionalism and client service, and recruiting the right people.

Takeaways + Tactics

Your 1st year in real estate can actually be easier than your 2nd year because you lost the novelty factor.

The people you're talking to NOW are the people who are going to make a move in the fall.

With FSBO's you have Educate educate educate on how homes are valued.

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At the start of the show, Tom shared on his background in banking and how that led to working in residential real estate. Next, he shared on what he looks for in the agents he hires, and the struggle many new teams face when their marketing starts working and leads start flowing in. Towards the end of the show, Tom talked about the importance of managing expectations, and the best strategies for FSBOs.

Tom also spoke about;

• Why the most successful teams have fewer lead ten pillars
• Building an appraisal contingency plan into the paperwork
• The conundrum of hiring new people

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When it comes to recruitment and working with people, you need to figure out two important things. Do they want to do the work, and can they do it? For FSBOs, remember to never make the client wrong, because this will make them less willing to work with you. Instead, educate them and improve their understanding. Lead with serving and add real value to the process for you to be the one who gets that listing.

Guest Bio-

Tom works shoulder to shoulder with his clients, their lender and other professionals. He strives to make buying and selling homes as fun and rewarding as possible while achieving the greatest results for his clients. To get in touch email [email protected].

Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

ADD can actually be an ability and not a disability. What are the positives that come with the condition and how can you leverage them to benefit your business? On this episode we are joined by David Greenwood, who shares on his book Overcoming Distractions, and gives us an insight into ADD through the eyes of an entrepreneur.

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Takeaways + Tactics

The positive side of ADD is creativity.

Stay in your lane: successful people with ADD focus on their strengths and ignore their weaknesses.

Procrastination isn't a time management issue, it's an emotional coping strategy.

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At the start of the show, David shared how he unexpectedly started his career in PR, and why your true calling doesn’t reveal itself immediately. Next, we got into his book, and he shared why and how he wrote it, and the positives of ADD. David also spoke about how we should look at procrastination and why it isn’t always a bad thing. We also shared why the best leaders don’t harp on their people when they don’t get things done.

David also shared on;

• The PR practices that are most effective
• Why people need to be everywhere
• Tactics for turning ADHD into an advantage
• The book writing and publishing process

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ADD can actually be an advantage to entrepreneurs. It allows for greater creativity and the chance to hone in on your strengths, and build a business on what you really like. In marketing, people with ADD can benefit from putting out content that suits their personality and attracts people like them. The keys to overcoming the distractions are routine, time management, getting enough sleep, exercising and when things go wrong - focus on fixing the system, not feeling bad about not getting things done.

Guest Bio-

David is a PR expert, speaker and author the of Overcoming Distractions. He had the honor of gaining a vast amount of communications experience from serving as director of communications for Special Olympics Massachusetts. In his first year, he helped the organization gain more television news spots and positive press coverage then they had seen in years. David has been in front of more TV cameras and microphones than most communications professionals see in an entire career and he take that experience to each client. Go to overcomingdistractions.com for more information.

Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

There are so many limiting beliefs in real estate about high end and luxury. What can you do to get that first luxury listing? How do you make sure you’re providing value every step of the way? On this episode, we talk to Michael LaFido, who shares on taking baby steps towards increasing your selling price, how to position a home and get it sold, as well as building a luxury real estate network.

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Takeaways + Tactics

If you’re starting out from nowhere, leverage your brand and leverage your company because you don’t have the track record.

High end is twice the market average value and luxury is three times the market average value.

You don’t get paid to list them, you get paid to sell them.

Market research is the bad guy.

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At the start of the show, Gene Volpe shared his social media tips of the week, including Crowdfire, and the integrated Facebook business inbox. Michael shared on taking baby steps towards increasing your selling price, and how to get over your own limiting mindset. We also talked about why market research is the bad guy, and towards the end of the show we talked about the principle of slight edge.

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Michael also shared insights on;

• The limiting beliefs people have about high end and luxury real estate
• The importance of overcoming objections
• How to build a luxury real estate network
• How to make yourself a marketing authority

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To succeed in luxury real estate, you have to have your own unique selling proposition of what makes you different. You have to bring so much value that you’re positioning yourself as an authority. It’s your job to position a home and get it sold. Show people that you care, and build rapport. Give so much value, they’d be an idiot to hire someone else.

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Guest Bio-

Over the past fifteen years, Michael and his team developed a method that takes a more comprehensive, proactive approach to marketing a home.  Every property is assessed with the homeowner, and a customizable blueprint to position the home in front of more buyers and brokers is created.  Our goal is to create massive exposure and press both online and offline to targeted both buyers, brokers, and influencers worldwide. Michael’s a best selling author and his marketing has been featured worldwide.  He is the founder of the nationally recognized “Verified House” Program for home sellers.  He is a leading authority in the real estate field and is highly sought after as a national speaker. Go to luxurylistingspecialist.com or email [email protected].

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Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

A lot of people think that growth is about getting bigger, but it’s also about getting better. How do you hire high drive people without training your competition? How do leaders stop themselves from losing touch with their people? What are the things an organization needs to succeed? On this episode, Marcus Davis shares on increasing efficiency and driving automation.

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Takeaways + Tactics

A company needs structure and process and accountability to succeed.

There were 3200 private mortgage brokers before the meltdown, now there are about 800.

Build a relationship where you’re adding value to your partner’s business versus just getting money.

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At the start of the show, Marcus shared on his organization and the power of increasing efficiency and driving automation. He talked about how the private brokerage landscape has changed since the market crash, and the importance of structure, process and accountability. Towards the end of the show, we discussed the greatness tracker and why everybody needs to have a boss.

Marcus also shared insights on;

• How to hire driven people without training your competition
• Why relationships have a lot to do with adding value
• How not to lose touch with your people as a leader
• Why companies need to know why they exist

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Sales is really a mathematical equation, and about your grit and willingness to surrender to that process week in, week out. A high functioning company needs to have the structure, process and accountability, without these pieces it can’t succeed. Increasing efficiency and accountability allows you to grow better not just bigger. The playbook starts with a major question, as an organization, why do we exist?

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Guest Bio-

Marcus is the VP of Sales at Summit Funding. Go to http://summitfunding.net/ for more information.

Do you know what the perfect follow up plan is? Do you know how to react when someone you don’t know asks for a viewing? Just how important is positive thinking and visualization in your real estate career? In this episode we answer these questions and more as we impart expert real estate knowledge..

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Takeaways + Tactics

It’s important to visualize success and go over scenarios in your head with role playing so that when it comes to the crunch you will be ready.

Follow up with people by using postcards and phone calls over the first 8 weeks, it will take that long to put you in their mind.

Gifts can be great in follow ups and listing presentations, but try and personalize it to the person by doing some research on their interests on their Facebook or LinkedIn page.

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We began this episode by answering a question about how to deal with a client who may be annoyed if you sell their house straight away and accuse you of making easy money on them. Next, we discussed how to act when someone has asked for a cold showing and the importance of taking a partner with you if you do not feel comfortable going to the house alone with a client you have never met. Later in the episode we spoke about the perfect follow up plan and compared approaches. We finished up the episode by talking about the importance of positive thinking, visualisation and role playing and how these things can help you in your real estate career.

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We also discussed;

• The pros and cons of meeting someone at the office or at the property.
• The Corefact Real Estate tool.
• The importance of offering something of value in exchange for an email address.
• Video messaging on Facebook Messenger.

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You can use visualization and role playing to increase your chances of being a successful real estate agent. Role playing is 90% mental, 8% physical and 2% logistical, so if you can conquer the mental side of it and start having authentic arguments with yourself then you will be much better prepared for the real thing. You need to put your ego aside and accept criticism as that is the only way that you will truly grow as a person and as an agent. You must stop worrying about everything going positively as struggles and failure are all part of the natural course to success.

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Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

How do you leverage your assets to give value and solve problems? Why is it so important to out-educate your prospects? How do you maximize your seller lead generation? On this episode, we’re joined by Sterling White, who shares on his work as a real estate investor and Gene Volpe also pops in with his weekly social media tip.

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Takeaways + Tactics

You always want to out-educate your clients and prospects.

Don’t count Twitter out yet, the platform is due to make some big developments in the live video space.

When door knocking, try presenting yourself with your back to the prospect then turning to face them to put them at ease.

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At the start of the show Gene Volpe shared his social media tip of the week, and why you shouldn’t count Twitter out. Next we talked about the importance of creating good marketing  content that educates your clients. Sterling shared on the work of his company, Holdfolio, as well as how he contacts and communicates with potential clients. Towards the end of the show, he shared how people can partner with his company, and the importance of hiring the right people.

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Sterling also shared insights on;

• How he produces content
• How he has conversations with sellers
• How he creates a pipeline of deals
• The toughest part of building a team

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To build relationships that are mutually beneficial and truly effective, lead with value first, and create content that really makes a difference. The benefit of this is the results will always drive traffic back to your organization, and make you look great. Your prospecting should be condensed, niched and well-researched prior to you taking the time to door knock or call. Strengthen this by hiring smart, high-quality individuals to take things off your plate so you can focus on maximizing.

Guest Bio-

Sterling White is a Real Estate Investor, Developer and Philanthropist. He has been involved in the real estate market for numerous years, and has seen the many opportunities it can hold for astute investors. Email him [email protected], or find him on Facebook https://www.facebook.com/sterling.t.white or follow him on Instagram @sterlingwhite_.

Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Real estate is a very simple business but it’s not easy. Why is it so important to self-generate your own business? How do you make your clients feel unbelievably cared for? What attitude should you have towards debt? On this episode we are joined by Michael Young, who shares his strategy, tactics and the practices that have helped him succeed in the real estate game.

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Takeaways + Tactics

The complication for agents comes from running away from the simple but difficult things.

Your goals have to be bigger than your challenges.

If you can’t learn about debt when you first start, then you’ll never learn about it.

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 At the start of the show, Michael shared on his career, and the importance of showing people that you care. He also shared on the difficulties of real estate businesses, and how to overcome them. He also shared on how he approaches property investment, and how to get the engine for that going. Towards the end of the show, we discussed how ego gets in the way of self-improvement.

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Michael also shared on;

• Self-generating the business you want
• Balancing investment with your real estate business
• Why it’s a major mistake not to use debt right now
• The power of learning from the best

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What you do in private is what will get you the accolades in public later. This applies to the real estate business, which is simple but not easy. If you want to succeed, your goals have to be bigger than you challenges, and you should check your ego and allow yourself to learn from the success and intelligence of people are ahead in the game. Remember if you don’t want to tolerate, you have to self-generate your business.

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Guest Bio-

Michael is the founder of Princeton Pacific Properties. They provide excellent client service, in-depth knowledge of the ever changing California Real Estate market, and the experience of thousands of completed transactions. Go to princetonpacificproperties.com for more information or email [email protected].

Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.