Advice and opinions are not the same thing. Yes, your clients are coming to you to help them make an important life decision, but that doesn’t mean your personal opinion is always welcome. In today’s episode of Realestatable, Tiffany and Ashlee talk about that fine line between offering advice and dumping your feelings onto your clients. Listen in to hear their practical tips for adding nuance to delicate conversations in the world of real estate!

Working With Buyers

• Focus on your buyers’ opinions more than your own. While you’re touring homes with them, note what is important to them and voice those opinions back to them.

• If your clients are interested in a property that you think might be in the wrong neighborhood for what they’re looking for, encourage them to drive by it before scheduling a tour.

• When you can see the red flags on a property but your buyer can’t (and they have their hearts set on it), talk them through their emotions and help set up a deal that protects them.

• With sight-unseen contracts, try giving your clients a full video tour of the house before sharing your experience. When you do describe the house, use all five senses. Be detailed!

Working With Sellers

• Remember that your sellers might take your comments personally. Be tactful in how you encourage them to stage their home.

• Ashlee recommends telling sellers to pare their belongings down as much as possible - when you feel like your house is empty, you’re 90% ready to list.

• Tiffany reminds us that “new houses sell best” - the closer a house looks to not being lived in, the better a stranger feels walking into it.

If Your Clients Ask You About Other Agents…

• Yes, you may have an opinion about an agent you’re dealing with. But if your client asks you, it’s always best to stick to facts (and not your opinions).

• Remember, you’re there to make things happen for your client. If you know an agent will bring certain challenges, prepare for those so they don’t slow the deal down.

• Avoid gossip at all costs. If emotions run high for you as you navigate a difficult deal, do not share your frustrations with your clients. Just give them the facts they need to know.

“I always just think about, if I was in my buyer’s position, what would I want pointed out?” – Ashlee Jankovich

“Every time I’ve worked with an agent that has been insane on the other side, my client knows minimal.” – Tiffany Klusacek

Resources

National Association of Realtors - https://www.nar.realtor/

Have questions about how to succeed in today’s real estate climate? Want further insights from a recent episode? Or maybe you just want to keep it real and connect with us! Either way, head over to www.realestatable.com/contact to book a one-on-one with us, and we’d be happy to answer any questions that you might have.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@Realestatablepodcast

Show Credits:

Our Executive Producers and Hosts are  Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

You’ve probably set your goals for this year. What are you doing to make sure you reach them? In this episode, Tiffany and Ashlee show you how to step into 2024 with the mindset, focus, and consistency to help you reach your dreams. They also break down specific things you can do to make the most of your leads. Set the tone now to make this your best year yet!

Setting Goals

• The distance between you and your goals comes down to Mindset, Focus, and Consistency!

• Once you develop your goals for the year, put them where you can see them daily, which helps you stay consistent.

• Break your goals down into smaller bites. When you split a goal up into small, achievable pieces, you get to celebrate your successes along the way.

• Find accountability partners who won’t let you get away with things!

 Don’t Let Leads Slip By

• If you spend any time scrolling on social media, devote just 15 minutes of that time to checking your emails and texts and responding to them. 

• Even if you haven’t contacted someone in a while, use the new year as an excuse! It doesn’t have to be salesy - just say hi and offer your help.

• Remember, it’s okay to ask for business. Ask past clients or people you know for referrals.

• Don’t forget to update your CRM with who you have contacted and where they are at. Keep finding those missing links. 

Staying Focused

• Tiffany is going to implement non-negotiable time-blocking. Time-blocking helps Tiffany break down her days and weeks into productive time.

• Ashlee is data-driven, so having numbers to look at motivates her. Staying motivated and competitive helps her push herself.

“This year is going to be big on monetizing the leads you already have.” – Ashlee Jankovich

“If you need to be prospecting more to have more business opportunities, it has to be a weekly focus for you.” – Tiffany Klusacek

Resources

Have questions about how to succeed in today’s real estate climate? Want further insights from a recent episode? Or maybe you just want to keep it real and connect with us! Either way, head over to www.realestatable.com/contact to book a one-on-one with us, and we’d be happy to answer any questions that you might have.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/
2. TikTok - https://www.tiktok.com/@realestatable?lang=en
3. YouTube - https://www.youtube.com/@Realestatablepodcast

Show Credits:

Our Executive Producers and Hosts are  Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

Whether you’re an experienced agent looking to fine-tune your process or you’re a brand new agent about to start your first year, we’re here to help you start your year off right. In this episode of Realestatable, Tiffany and Ashlee are kicking 2024 off with many great tips to help you and your business thrive. 

1. Research the job and figure out how to meet those requirements. Even if you’re already licensed, consider everything that goes into being a realtor and recommit yourself to the work and the industry.
2. Consider joining a team. Whether you’re a new or experienced agent, a team that shares your values can provide accountability and support.
3. Consider working as some type of assistant. This can be an opportunity to gain experience and hone in on what you really love about the job.
4. Ask yourself: are you excited about the job or truly committed to it? There’s a lot more to it than showing houses.
5. Be ready to play the long game. You can only do quality work if you’re willing to put in 100%.
6. Know your story. Why should your clients choose you over your competitors? You need to know for your own confidence!
7. Track and measure everything. Know where your business comes from to find your focus and niche.
8. Know your market. When you have a sense of what is happening in your market, you give your clients confidence in their decisions.
9. Have a go-to answer for “How’s the market?” You’re going to get asked this question a lot. Collaborate with other agents for the most complete information.
10. Build and organize your database. Ensure the information is up-to-date - getting organized will save you time and help you track data.
11. Choose who and how you’re going to market to people. Determine what materials you need so the people you connect with become clients.
12. Learn to get comfortable on video. Even if you’ve never really made videos, you can always start. 
13. Get on social media. Look at the content you enjoy and create content that reflects what you like.
14. Practice your scripts. Even if specific scripts don’t work for you, know your general talking points and get comfortable with them.
15. Make your phone calls. A call will go a long way with clients, and if most of your clients are text-only, practice on your friends!
16. Figure out how to implement all of these things. If you’re struggling with this, talk to experienced agents to get ideas.
17. Master your presentation skills. It’s not just about how you present yourself - you need to understand how people see you AND how you make them feel.
18. Be a sponge to ensure you’re doing your best for your clients.  This is a great career for lifelong learners. 
19. Have accountability in how you run your business. Whether you ask another agent to help you or you work with a team, don’t miss out on this crucial piece of the puzzle.

“Ask yourself: Are you just interested in this career path, or are you committed?” - Ashlee Jankovich

“The more you’re talking about real estate, the quicker you’re going to get better at this.” - Tiffany Klusacek

Resources

Keeping Current Matters

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@Realestatablepodcast

Credits

Our Executive Producers and Hosts are  Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

In this episode of Realestatable, Ashlee and Tiffany get to sit down with Jimmy Burgess to talk about how successful agents are handling changes in the real estate market. Don’t just plan to survive challenging times - learn how to thrive in them. As Jimmy says, “Somebody’s going to have their best year ever. Why not you?” 

Jimmy’s Journey

• Both his parents were real estate agents throughout his teenage years - Jimmy was not initially interested in becoming an agent!

• Eventually, after attending university, he went home to help his mom grow her real estate business.

• Despite the ups and downs, Jimmy is grateful for his experience in the industry.

What Obstacles Do Agents Face?

• It's hard to get back into gear as a marketer and negotiator after a really easy market (as it was during the COVID-19 market). Mindset makes a huge difference here.

• Newer agents haven’t had to do much to put themselves or their properties out there in the past few years, so they must gain that experience.

• The people who are willing to get up and do the work are going to be successful.

Tips for New Agents

• Have an attitude of service. If you’re focused on making a quick buck, you’re not going to make it.

• Work with an experienced agent. They may not have time to mentor you, but try to shadow them and learn by watching/listening.

• Stay in a learning mindset. Keep improving yourself by surrounding yourself with people who are a step ahead of you.

Top Tips for Agents for 2024

• Unsolicited video CMAs: This is the best way to add value. Record your screen and yourself so they get to know you as the expert in their area.

• Put Together a Plan for Expired Listings: Contact homeowners after their listings expire to offer your services. Use multiple methods to connect with them and build trust.

• Host Open Houses: Make connections in the neighborhood by hosting open houses and inviting the neighbors. Don’t forget to follow up!

“Somebody’s going to have their best year ever. Why not you?” – Jimmy Burgess

“Hard work that is focused on service to others is undefeated. It never loses.” – Jimmy Burgess

Resources

Follow Jimmy Burgess on Instagram @jimmyburgess.ceo

If you want to hear more insights from Jimmy, listen to The Real Estate Sales Podcast on Apple, Spotify, or wherever you download podcasts!

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@Realestatablepodcast

Credits

Our Executive Producers and Hosts are  Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

Don’t let your clients (or yourself) give in to fear! In this episode of Realestatable, Tiffany and Ashlee discuss how the media's fearmongering permeates the real estate industry and what you can do about it. It’s time to get informed and get ready to educate others!

Simple Communication BUILDS Trust

• Your clients might be new to the world of real estate and need to understand more of the terminology. Teach them the basics so they can be informed buyers.

• Buying a new home can be scary! Your clients may be going through a lot of emotions, so be patient with them and arm them with facts.

• Be real. Give them information without ulterior motives. Even if this isn’t the right time (for them) to buy, they’ll remember YOU and how you helped them.

Overcoming Client Fears

• We can’t control what others say, whether that be the media, other agents, etc. We can combat misinformation with facts.

• Take the time to sit down with them or get on a phone call to talk about their concerns. Make sure you know your stuff!

 What Should We Be Doing?

• Stay educated. You KNOW you need updated information as an agent; just don’t forget to share it with others!

• As agents, we are responsible for getting the message out. Use your platforms to offer education to your social media audience.

• Don’t be afraid to use data. Numbers can be a little daunting (or divisive), but as a professional, you can help unpack those numbers to help regular people understand what they mean.

“If we are easy to understand… we are easy to follow.” - Tiffany Klusacek

“When I’m talking with buyers and sellers, I’m presenting the facts.” - Ashlee Jankovich

Resources

https://www.keepingcurrentmatters.com/

https://www.nar.realtor/

https://answerthepublic.com/

Are you struggling to come up with a marketing plan for 2024? If you’re looking for ways to stay top-of-mind with your clients, we are going to be hosting our first-ever LIVE Marketing Master Class on December 5th at 12:00PM Central Time (live on Zoom).

REGISTER TODAY at realestatable.com/marketingmasterclass!

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/
2. TikTok - https://www.tiktok.com/@realestatable?lang=en
3. YouTube - https://www.youtube.com/@Realestatablepodcast

Credits

Our Executive Producers and Hosts are  Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

In the fast-paced and competitive world of real estate, being productive is essential for your success. In this episode of Realestatable, Tiffany and Ashlee hook you up with ideas to help you get things DONE! From smart organization tips to prioritization strategies, listen in to explore game-changing hacks to help you get motivated to work through that endless to-do list!

Getting Started

• Look at your to-do list and start with items you know you’ll be successful at. Feeling like you’ve made some progress can help you get motivated to keep going.

• Think about why you’re doing the tasks you’re doing. Think about the impacts of your actions to get the ball rolling.

• Prioritize! You know you have deadlines - use that to break your to-do list down into tasks that need to get done each day.

Minimize Distractions

• Whether you’re working in the office, at home, or on the go, figure out where it’s easiest to focus.

• It’s so easy to get lost in your phone! Complete tasks - don’t respond to every notification as it comes in - finish one job at a time.

• If you love to check off boxes to show your progress, make lists to keep you on track. 

Dress for Success

• It’s not just about looking good - it’s about how it makes you feel. When you get ready for work, you’ll feel more professional.

• When you look good, you’ll feel confident making your social media posts.

Use Apps and Technology to Help You!

• Google Calendar and Calendly are your friends! Use them to help you and others visualize your availability.

• Use ChatGPT to help draft emails, social media posts, and more! This can help you get your brain moving. 

“Think about what slows you down. How can we get around that? There are so many different things in technology that can help you get around those slow-downs.” – Tiffany Klusacek

“Have an accountability partner… Whether that’s a coach or a mentor or just putting it out in the universe… put it out there, because people will hold you accountable if you want them to.” – Ashlee Jankovich

Resources

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@Realestatablepodcast

Show Credits:

Our Executive Producers and Hosts are  Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

There’s no time like the present to start tracking and measuring the things you do to boost your business! In this episode of Realestatable, Tiffany and Ashlee dive into the topic of maximizing results in the real estate industry. Listen in to hear their favorite ways to keep their business healthy!

Tracking

• Keep track of what you’re trying, how long you’re trying it for, and the impacts.                                                

• In your CRM (or a spreadsheet), make a note of how your clients found you.

• Be honest with yourself - you are your only competition, and if you’re not hitting your quotas, the only person you’re hurting is you.

What Do We Measure?

• How many people are being added to your CRM per week - aim for 5 new adds.

• How many real estate conversations you’re having per week - aim for 30 conversations.

• Ashlee tracks how much she posts on social media.

• Tiffany recommends doing 2-3 things on social media that actually create engagement per week. 

What Else Are We Doing to Drive Progress?

• Asking for reviews: Even if you’re just getting started in the business, ask people you work with or people you know for character reviews.

• Continuing education: Go above and beyond the minimum requirements and be proactive.

• Updated door-knocking: While you may not want to walk down the street and talk to every neighbor, you can set up events and campaigns to get your name out there.

• Updated cold-calling: Use programs like RedX to help you out, and check out our episode with Q Burdette!

“I think one of the mistakes that we make is the amount of time that we spend in a certain direction. So, like, how long are you spending tracking items before deciding, okay, is this or is this not working for you?” – Tiffany Klusacek

“Make sure you try [your new strategy] out long enough to determine if it works or not. So don't try 3 hours of cold calling this week and oh, I didn't get anything from it.” - Ashlee Jankovich

Resources

The 4 Disciplines of Executions (4DX)

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@Realestatablepodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

It’s a great time to get your buyer into a new construction home! Check out this episode to hear why. On today’s episode of Realestatable, Ashlee and Tiffany discuss the ins and outs of new construction. Learn how to properly prepare yourself for the unique challenges (and benefits) of helping your clients get into a brand-new home.

Flexibility is Key

• New construction comes with a unique set of challenges, especially in the current market. Your client’s wishes and their limitations may be in conflict, so dig into their wants and needs from the get-go.

• Work with other agents and contractors to understand the timelines of new construction (these timelines can fluctuate!).

• Help your clients understand that every property is different. Set them up for success by encouraging them to be flexible.

Checking On the Property

• If your buyer is from out of town, you should definitely swing by the property to give them updates (and there’s no harm in doing this if your buyer is in town as well).

• Even if it looks like progress isn’t being made, the gears can still be turning! Work with the listing agent to find out what’s getting done.

• Make sure you and your buyers are aware of the limitations in the contract that define how often you can go check on the property.

Putting Together a Contract

• Before you get started, scrub through a blank version of the contract. If you don’t understand something, work with your broker or a more experienced agent. Be on the lookout for things that work in the buyers’ favor rather than your client.

• Be strong. Always act as a go-between when your buyers start looking at a contract. Advise them to seek as much help as they need to help them make their decision.

Working With a Builder

• Tiffany gained experience working with a builder by asking for a chance. If you’re interested in the opportunity, it can’t hurt to ask.

• You can learn a lot by working for a builder, but it’s important to keep in mind that building is a high-pressure environment. 

“I love how you said, ‘Every process is different, every transaction is different,’ because I feel like that phrase, as a realtor, is your best friend. If you don’t know the answer, that gives you your buffer of being able to find out.” – Ashlee Jankovich

“I am spending way more money on professional photography all day long, 100% of the time. I don’t care until you’re completely broke and dead in the grave. It’s professional photography. I am not using cell phone photography for anything except social media.” – Tiffany Klusacek

Resources

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@Realestatablepodcast

Show Credits:

Our Executive Producers and Hosts are  Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

It’s not all bad… but it’s not all great either! If you know, you know. In this episode, Tiffany and Ashlee are here to talk about all of the things that SUCK about being an agent and how to overcome some of those issues (or hopefully just make them suck a little less). Listen in for the relatability, stay for the solutions!

 Being Available 24/7

• There’s a lot of pressure to be present for clients all the time. Your schedule depends on other people’s availability, so it’s easy to bulldoze your own boundaries.

• If you have a family or other obligations, it’s hard to make time for YOU! Self-care and rest end up getting totally forgotten.

• To combat this, Ashlee sets up expectations with her clients. She lets them know when she’s available and when she isn’t. 

Clients That Don’t Listen/Deals That Fall Apart

• As an expert, you come in with a lot of knowledge and have advice to offer. When your clients don’t accept your advice, you’re not set up for success!

• Look for the root of the issue your client has with your advice. Emotions always play a role in these big decisions.

• Bring in experts to help you solve client problems. 

Being Commission-Based

• Bringing money in can be really inconsistent. Even when you don’t have income, you’re still going to have expenses AND you have to pay taxes!

• Tiffany recommends going into the industry preparing to make NOTHING the first year. 

• Business can be really busy or not busy at all. If you’re not busy, spend time educating yourself, practicing your craft, and investing in systems.

Bad Houses that Fail Inspections

• Be prepared for big emotions when your client is looking at a house that fails an inspection! Frustration, fear, etc. are common things for them (and you) to feel.

• Do your inspections early enough that you and your clients have time to process the information and make decisions after the initial emotions pass. Tiffany recommends a 24-hour waiting period.

• Work with your home inspector to figure out next steps. They can tell you whether the things they discover are worth panicking over.

“You can do everything in your power to make something have a certain outcome, and sometimes you’re not the only one that is controlling that outcome.” – Tiffany Klusacek

“Having a solution will help delete the ‘suck’.” – Ashlee Jankovich

Resources

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@Realestatablepodcast

Show Credits:

Our Executive Producers and Hosts are  Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

In this episode of Realestatable, Tiffany and Ashlee interview Amanda Albrecht, the amazing human behind @sellingthesuburbs on Instagram (159k followers) and TikTok (219k followers). Listen in for specific tips on setting up your routine, choosing what to post, and changing your mindset from consumer to creator. If you like what you hear, see the Resources section below for links to her current courses (and an offer code for $25 off)!

Amanda’s Background 

• Her mom was an agent throughout her childhood, so Amanda grew up in the industry. She has always loved the hustle.

• As soon as she was able, Amanda got her real estate license and she teamed up with her mom. Eventually, they started their own brokerage together!

Strategy: Don’t Post About Work!

• When she first started, she only posted real estate until she realized people don’t like to be sold to.

• She now posts how-tos, DIYs, recipes - basically just things she’s interested in. People follow her for these things and later realize she’s a realtor.

• Social media is a long game. The seeds you plant today might not bear fruit until next year. Trust the process. 

Fitting Social Media Into Your Life

• Give up on endlessly scrolling social media – you have to transition into being a content creator instead of a consumer. 

• Spend your time creating your content and connecting with people who are connecting with you.

• Batch your content so that you can release it over time. If your content is timeless, you can re-release the same (or similar) content year after year.

“People don’t want to be sold to. They want to be shown how to do something and then they want to be able to determine and make that decision for themselves.” – Amanda Albrecht 

“It’s ingrained in you, that other realtors are your competition. I really decided to look at it from a different standpoint. Instead of being competitive, I want to collaborate with all of you. I would love to help all of you out. And, what I’m doing, if it works for me, I hope it works for you, too.” – Amanda Albrecht

Resources

Take a look at Amanda’s AWESOME (and affordable) courses HERE (and take an additional $25 off the Social Real Estate course, use code: “GRACE25”)

Follow Amanda on Instagram @sellingthesuburbs

Check out Amanda’s TikTok @sellingthesuburbs

For some longer form content, check out Amanda’s YouTube

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@Realestatablepodcast/videos

Show Credits:

Our Executive Producers and Hosts are  Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.