Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

We start with Heather’s success on Facebook, starting from just a couple hundred friends to now close to 5,000.

Heather shared some tips for building business on Facebook:

• Reach out to 30+ people per day
• Don’t be weird - be yourself
• Don’t sell first - build relationships
• Deliver content on subjects that you’re passionate about especially when they relate to your business
• Start every day by interacting - sending friend requests, commenting, posting
• Be consistent in your follow up

Then we dive into the health component. Heather explained that there are three main problems that cause lack of energy, fogginess and low productivity.

• We’re not getting nutrients from our food supply.
• There are 240 toxins we’re consuming every day
• Stress

Heather explained that most people get 80% of their protein from dinner. If you want to be in optimal shape, you want as much as protein as possible, spaced throughout the day. Keep healthy snacks in the car and at the office so you’re not tempted to grab something at a convenience store or at a fast food joint.

Cutting bad things out, like soda and diet soda, will make a massive difference. But even if you can’t cut out, focus on cutting DOWN. Heather suggested more water and trying organic coffee which is low-acidic level and has little or no pesticides.

If you’re not fueling your body correctly, you’re also not fueling your mind. Putting more nutrients, protein and water into your body helps your body AND mind function at a higher level.

Heather Kertman distributes healthy supplements and nutritional cleansing products. Find her on Facebook by name or find her World of Wellness Facebook group where she posts helpful tips and strategies for healthy living.

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.

We kicked off the episode by answering a question on how to do live walk-through videos for clients using Facebook Live, Google Hangouts or Blab. One key to live video is the quality of your audio, so picking up an inexpensive SmartLav mic is a great way to immediately boost the quality of your live video and make people more likely to stick around and watch.

Then we bring in Alisa who shared some common misconceptions about credit, such as the fact that older bills, collections and bankruptcy might not affect your credit score as much as you think. Alisa also pointed that Realtors also suffer from these misconceptions because they miss out on the opportunity to show potential clients how to raise their credit score and may even mis-advise clients to wait who could qualify for a loan with a little help and guidance.

Alisa went on to share some key tips for raising your credit score such as:

How to use credit card payments, even secured cards, to “drown out the bad with good”

One cool trick to consolidate credit card debt and raise your credit score with TheLendingClub.com

How Alisa uses credit repair tips to stay in touch with her database and future clients

Why paying off old bills may actually HURT your credit score

Alisa also shared her unique background story, which included working in comedy talent booking, moving to HBO and eventually becoming a producer on Politically Incorrect w/Bill Mahr. Alisa took her love of comedy and good sense of humor with her into business, including speaking events and workshops, and she’s writing a book to spread her Color My Credit concepts.

Subscribe to Real Estate Uncensored on:

iTunes: https://goo.gl/P4twTZ OR Stitcher: http://goo.gl/lVjrOX

Binge on back episodes at: http://www.mcdanielrealestatesystems.com/

Everyone wants to raise their credit score but few understand how. The more you learn, the more you can share with your database and future clients to help them prepare to buy a home. It also gives you a unique advantage in the marketplace where consumers want unique, helpful information. Providing that information and guiding clients to better financial decisions will help you become their trusted advisor.

Show Highlights-

4:55 Question: How to do live walk through video for out-of-state buyers

14:00 Misconceptions about credit and the 24 month rule for credit score - why Realtors are missing out on getting buyers in their pipeline by not understanding credit or having a mortgage pro who can help clients improve their score

18:15 How to use credit cards to “drown out the bad with good” and improve your score

20:01 One cool trick to massively improve your credit score even if your credit cards are maxed out

25:00 How Alisa uses Color My Credit to stay in front of her database and pipeline of future clients giving tips on how to improve their credit

29:30 How Alisa developed the concepts of Color My Credit

33:50 Why paying off older bills may HURT your credit

36:35 How one client boosted her credit score by 40 points simply by purchasing a small item on a credit card

41:30 If you know how to color, you know how to improve your credit

43:00 Alisa’s background in comedy and becoming a producer for Politically Incorrect w/Bill Mahr

Guest Bio- Alisa Glutz is a top mortgage lender and leader of the Glutz Group at Cherry Creek Mortgage in Scottsdale AZ. Alisa is currently working on a book and educational company called Color My Credit to educate mortgage pros, real estate pros and the general public about how to improve their credit score. Connect with Alisa on Facebook at https://www.facebook.com/colormycredit and send referrals to her in Scottsdale via email: [email protected].  

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.

We start with Jeff’s training for an Ironman and how that level of physical training is affecting his focus and energy he can put into business. Jeff also shares the two tactics he recommends for new agents - Open Houses and zero-cost social media posts offering free home value quotes.

Then Greg and Jeff go deep on authenticity, how it gives you clarity, and why it’s so crucial to be your true self rather than being who you think people want you to be. Jeff explained that the only difference between someone who makes $50k a year instead of a million is the way they think.

Jeff also shared why thinking big attracts opportunity in your life and creates things that would have never come your way otherwise.

We also cover:

Jeff’s morning routines

How to shift your focus to the positive

Why surround yourself with people who have already achieved what you want in life

How to stay focused on your goals in a world of distration

And much more.

Subscribe to Real Estate Uncensored on:

iTunes: https://goo.gl/P4twTZ OR Stitcher: http://goo.gl/lVjrOX

Binge on back episodes at: http://www.mcdanielrealestatesystems.com/

If you want to take your business and your life to a new level, take Jeff’s advice. Start writing down your goals multiple times a day, get around people who already have what you want, and think big. Just those few changes will start to make a huge impact and Jeff’s life is proof that his advice works.

Show Highlights-

4:19 How training for an Ironman competition is raising his energy and confidence levels and helping him be more effective in business

7:18 Two ways Jeff recommends a new agent get started: Open Houses and social media for free home value

12:05 How authenticity gives you clarity and power - when we’re not ourselves we’re out of alignment

18:50 The difference between someone who makes 50k a year versus a million

22:55 You get what you tolerate

28:20 Google Street View and how to use it to shoot 360 videos of your listings

31:30 Jeff’s morning routine

35:22 The strategy of thinking big and how it affects your mind and life events

39:00 Shifting your focus and how to stay focused on the positive aspects of everything in your life, from your home or your car to your relationship

45:10 Why surround yourself with the life, the fitness, the relationships, the hobbies, the faith and anything else that you want in your life - you’ll achieve those same results quicker through osmosis

51:00 Jeff’s goals and the advice he received from a half-billionaire to write your goals down multiple times every single day

Guest Bio- Jeff Latham is a mega producing agent and founder of Latham Realty Unlimited, a successful real estate brokerage selling over 200 units a year in Washington state. Jeff is also the co-founder of Latham Coaching Unlimited and The Freedom Evolution, which trains mega-producing agents and mortgage brokers how to develop the best version of themselves, increase their income and systematize their business while working fewer hours. To apply for Freedom Evolution Coaching, visit: http://applyforfreedom.com/.

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.

We start by answering a question about post-closing gifts, and Greg shared his idea for using AmazingClubs.com to have items delivered to your office, giving you a reason to reach out to your best past clients every month. Doren shared the system he teaches his mortgage clients to run, starting with a gift basket delivered to their workplace to generate word-of-mouth, and including his “Magic Wand” letter.

Then we dive into capturing more online reviews and success stories. Doren explains that most Realtors ask for referrals the wrong way and mistakenly send people directly to a review site that requires an account to submit a review. This often stops clients in their tracks and the agent receives no review. Doren created a software service that solves this problem by allowing clients to submit their review first, then directing them to several options for sites to post the review, that way the review is saved and sent to you even if the client doesn’t post the review anywhere online.

We also discuss why online reviews are becoming so critical to success and when to ask your clients for referrals, plus how to follow up if they don’t respond to your first request for review.

Then we get Doren’s perspective on referral relationships, why he recommends his clients to go narrow and deep with only 6-12 referral partners, and how to find who those high value, high leverage referrals partners are in your market.

We finish with Doren’s tactics for capturing more leads at Open Houses using ethical bribes and blaming the seller for asking visitors to register and leave feedback, and how to use the feedback form to capture leads from both yourself and your lender partner.

Subscribe to Real Estate Uncensored on:

iTunes: https://goo.gl/P4twTZ OR Stitcher: http://goo.gl/lVjrOX

Binge on back episodes at: http://www.mcdanielrealestatesystems.com/

Online reviews are becoming a critical part of the consumer decision-making process. The sooner you start building your presence in online reviews the better positioned you’ll be to succeed over the next couple decades. Make asking for reviews a part of your process with every client, and ask them at the point of highest positive emotion.

Show Highlights-

4:55 Why podcasts are the saving grace of Doren’s professional development

6:00 Question: Unique options for closing gifts

11:00 One killer technique to launch your closing campaign using gift baskets to the client’s workplace - the “Magic Wand” letter

16:00 Idea for connecting with past clients on the anniversary of their home purchase - why use direct mail ‘homespun’ newsletters in your past client follow up campaign

23:00 What is the McDaniel Challenge

28:07 Online accounts and the problem of getting reviews by sending clients directly to review sites first - how Doren’s service solves that problem by allowing them to create their review within the software first, saving the review even if they don’t submit it to any online sites

36:00 Why online reviews are increasingly important in the next 10-20 years and WHEN to ask for referrals

40:00 A mortgage coach’s perspective on referral relationships

45:15 Why you must know who your highest leverage referral partner is and have a unique value proposition aimed at that them - why go narrow and deep with referral partners

52:37 Two simple and effective tactics to capture more leads at Open Houses

Guest Bio- Doren Aldana is a top mortgage marketing coach and founder of The Testimonial Engine. Doren helps some of the top mortgage pros in North America generate more leads and close more business, and through his Testimonial Engine service he helps service professionals collect and share testimonials and build their online reviews. Connect with Doren at http://mortgagemarketingcoach.com/ and learn more about Testimonial Engine at http://mytestimonialengine.com/.

Get your free gift from Doren Aldana, How To Collect & Share 5-Star Rave Reviews on Autopilot (While You Sleep), at http://mytestimonialengine.com/greg/.

We start by answering questions from various Facebook groups on everything from how to train your ISA’s to set up appointments, the best script for really old Expired’s, and how to market a property with strict HOA guidelines on signs and showings.

Then we dive into profitability, ways to increase your value and make more money in real estate. First we cover skill-building - including what skills you can build and how skill-building will make you more money. The better your sales skills, the higher percentage of appointments you’ll set and the more clients you’ll attract, even if all else stays equal. Or you develop your marketing skills to generate more leads and you’ll attract clients even if you don’t increase your closing percentage.

Next we cover specialization, options include luxury, REO, certain areas of your market, price ranges, new construction, investors, Expired listings, land, developments, first-tim homebuyers, commercial, and much more. Consumers are coming more and more to expect professionals to specialize in solving their specific problem for clients who look just like them. The more you can show past success with the same type of clients and a track record of solving the same type of problem, the easier it will be to attract more of the same clients with the same problems.

Subscribe to Real Estate Uncensored on:

iTunes: https://goo.gl/P4twTZ OR Stitcher: http://goo.gl/lVjrOX

Binge on back episodes at: http://www.mcdanielrealestatesystems.com/

If you’re looking for information on how to increase your value and justify higher fees to your real estate clients, check out the excellent book Managing The Professional Service Firm by David Maister. The principles we covered in this episode barely scratch the surface of what David covers in his fantastic book.

Show Highlights-

3:19 Question re: marketing a listing with strict HOA guidelines on marketing

11:36 Question: ISA’s, appt setting and the holy grail of real estate

17:30 Question: Best script for calling really old Expired listings

24:53 Making more money - Why growth doesn’t automatically make more profit

29:11 How to build more skills to increase your value to clients - why work on mindset first and when to work on skills first

38:37 Increasing your number of productive hours by finding ways to outsource tasks to assistants, transaction coordinators and other staff and technology

47:59 The difference between paid marketing and business development or “hustle”

51:41 McDaniel Challenge and upcoming guests

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.

We start with a question on howto utilize video in your business and why you should start withevergreen content like follow up videos for prospects, local videoswith business owners, and educational videos for new buyer andseller clients. We also tackle an issue with addresses not beingallowed on flyers for door-knocking, and the mindset of lack thatis behind all these anti-marketing rules being propagated by realestate boards.

Then we dig into the frameworkof how to grow a business. Ultra-successful people have anincredible sense of clarity, they understand the framework of howto grow a business. So when they confront a problem, they’re ableto zero in on the source of the problem even without understandingthe finer points of an industry or the business. Matt shared hisexperience speaking with the CEO of one of the top Sandler salestraining franchises in the world, and why tactics are alwayssecondary to attitude and behavoir.

Greg summed it up perfectly, “You have to give of yourself morethan anything. As soon as you give enough value to the universe, itwill give everything you want back to you because the Law ofReciprocity comes into play.” 

Click here to download your free PDF, Greg’sFavorite Scripts, featuring scripts for buyer and seller leadfollow up, price reduction and objection handler scripts and muchmore

First Tim answered the question- What platforms should I focus on? Tim explained that he wouldadvise to use Facebook, Twitter and LinkedIn, but choose to mastereither Facebook OR Twitter. They have very different audiences andlanguage, so choose the one that matches your target audience. Timalso shared why he loves Facebook Live and why any expert, thoughtleader or professional should use it to bring value and build afollowing. The best way to prep for a Facebook Live? Get out anenvelope and write down the top 5 points you would share to helpothers in your industry. Stop making excuses and simply talk aboutthose 5 points.

Tim shared a very simpleframework for the social media landscape

Facebook - people who know youalready

Twitter - people who need toknow you

LinkedIn- people you need toknow

So if you’re looking to usesocial media to generate leads, you start with your friends andfamily, which means inviting them to Like your Facebook page, andask them to invite their friends. Then use Twitter for building anetwork of people who don’t know you but volunteer to follow you.Then you use LinkedIn to follow thought leaders who have their ownfollowers

You’ll also learn:

A simple structure for socialmedia newbies

How to use simple apps to growyour Twitter following and then bring them to Facebook

How to use LinkedIn to connectwith industry thought leaders

How to be short andvaluable

Why you shouldn’t try somethingonce and abandon it

“If you’re new to social media,”Tim explained,  “think of Facebook as the place where peoplewho know you gather and are looking to you forinformation.”

Resources & Tools

Crowdfire - https://www.crowdfireapp.com/

As Tim said, if you have aset-it-and-forget-it mentality, you will lose. If you put outcontent people will expect you to engage with them consistently.Set aside at least an hour a day to invest in social media, andexperiment till you find something you can run with.

Click here to download your free PDF, Greg’sFavorite Scripts, featuring scripts for buyer and seller leadfollow up, price reduction and objection handler scripts and muchmore.

We start with how to handlebuyers making a low dollar offer on a million-dollar listing, andJosh explained that he’s learned to remove the emotion from thedeal. It’s all about the numbers and taking every offer seriously,even ones that seem insulting at first. Then we answer a questionon how to use CRM systems to text prospects, Josh shared how histeam uses Big Purple Dot to send 600 video texts per day, and howhis team texts through the CRM so everything is tracked and linkedto the prospects.

Then we dig into how Josh run his Facebook lead generationsystem, from the overall process from the user’s perspective, tothe creative that goes into his ads to create curiosity and get aprospect to take action. Josh finds about 10% of people that clickthrough from Facebook will opt-in on his site, which he considers a“lead.”

You’ll also learn:

• Asimple script for 5 Friend Request messages per day
• Howto post to Facebook 4x per day on specific topics
• Howto create very specific and fun Facebook posts and ads that grabattention
• Whyyou shouldn’t use million dollar homes in your Facebookads

Then we go over Josh’s Mega OpenHouse strategy, which they use to sell 30 homes per month, almost50% of their business. “You must learn to become brilliant at thethings you can control,” Josh explained, “the marketplace will notaccept average.” So Josh focused on the factors of an Open Housethat he controls:

1. UseOpen Houses to dominate your farm - Don’t do open houses in justany area
2. Pickthe right property in your farm
3. Market the Open House effectively - Start 10days ahead
4. Setup for the event - Put out as many signs as allowed
5. Maximize your Tour Process - Use FORD techniqueto build rapport
6. Berelentless in your folow up

Josh also shared how he handles the knee-jerkobjection from Open House visitors that they already have an agent.He explained that most agents don’t follow up, so he doesn’t handlethese visitors any differently than if they don’t have an agent. Hetours them through the home, attempts to collect their informationat registration and then puts them into his funnel. Superior followup over time will beat virtually every other agent.

Resources & Tools

Big Purple Dot - Real Estate CRMsystem Josh and his team currently use

https://www.bigpurpledot.com/

LionDesk - Another real estateCRM Josh recommends http://www.liondesk.com/

PerfectStormNow.com - JoshuaSmith’s CRM product http://perfectstormnow.com/

If you’re looking to take yourbusiness to a new level, Facebook and Open Houses are leadgeneration sources you have absolute control over and can master atlittle to no cost. Then you can add paid Facebook ads to the mix toreally put your lead gen into overdrive. Be brilliant at the thingsyou control!

Joshua Smith is thefounder/owner of Revisto Real Estate Group in the greater Phoenixarea. A serial entrepreneur and one of the top 30 Realtors in thecountry, Josh has built a powerhouse team by coaching agents tomaximize their production. Josh is also part-owner of the upcomingreal estate lead gen system Perfect Storm. Connect with Josh andsend referrals to his team in Phoenix by emailing [email protected]and learn about Perfect Stormat http://perfectstormnow.com/.

Click here to download your free PDF, Greg’sFavorite Scripts, featuring scripts for buyer and seller leadfollow up, price reduction and objection handler scripts and muchmore.

We start with a question about dealing with low

Marti explained that their track record and

Once listed, their priority is then to probe

Marti shared how her team gives back and builds

Then we dive into Marti’s story, beginning with

What really exploded her listings and allowed

We also cover how Marti’s team uses personal

We finish up by going into how Marti developed

Subscribe to Real Estate Uncensored

iTunes: goo.gl/P4twTZ OR Stitcher: goo.gl/lVjrOX

Binge on back episodes at: www.mcdanielrealestatesystems.com

If you’re looking to separate your team and

Marti Hampton is the broker/owner of one of the

Click here to download your free PDF, Greg’s Favorite

We start with a few pointers on Facebook Live, which Greg is experimenting with in his local area with good success. One great tip is to choose a time to consistently broadcast live, then let people know when you’ll be broadcasting so they can join you.

Next Jeff kicks off our segment on Craigslist posts, currently their #2 top-producing source of online leads. Jeff shared how they outsource Craigslist posting for only $175/mo and it generates hundreds of leads and 60 deals for their team in 2015. As strange as it may sound, even though Craigslist took away the option to put live, clickable links in a post, this strategy still works. Simply direct people to the plain-text link, and people will copy/paste it into a browser. The result is eye-popping 18% conversion of click-to-lead ratio. In other words, if you’re willing to copy and paste a link into a new browser, you’re more likely to register to continue searching.

As Jeff points out, stay ethical and only post in the Offered-by-Broker section of real estate. His team treats Craigslist leads the same as any other buyer lead and converts them at the same rate.

Next we go into Facebook boosted posts, which has become one of the team’s lowest cost source of leads, and among the top 4 lead sources overall. Jeff’s agents post their new listings, fun searches or neighborhood-searches as posts, then boosts the posts with $5, $10 or $20 to Friends-of-Friends or demographic groups they want to target. The posts are dead simple, sending people to Jeff’s Boomtown site where they register to continue searching for homes. Jeff’s agents then follow up like any other lead.

Jeff shared his Boomtown dashboard showing his lead sources for the past 30 days, in which Facebook accounted for 2500 website visits and over 100 leads.

We finish up by talking about Jeff’s highest-dollar value activity, going on listing appointments, and how he structures it so he passes the listing off to an agent and keeps 75%. Jeff also shares how he keeps in touch with his database through video marketing, and how he keeps an eye on what other agents are talking about to get ideas for his videos.

Subscribe to Real Estate Uncensored on:

iTunes: goo.gl/P4twTZ OR Stitcher: goo.gl/lVjrOX

Binge on back episodes at: www.mcdanielrealestatesystems.com

Hopefully these tips inspire and equip you to try things like Craigslist posts, boosting posts on Facebook and publishing your own video blog. Just remember, nothing substitutes for real follow up, both by phone and in person!

Jeff Cohn is the founder of Omaha’s Elite Real Estate Group, Nebraska’s #1 selling team, and President of Elite Real Estate Systems, which has expansion teams in 4 cities around the country. Click here to learn more about Jeff’s Team Building Workshops or connect with Elite Real Estate Systems on Facebook.

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.