Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

If you’re like me, you’re a high performer.

You’re also - like me - probably not physically capable of doing everything on your own.

You rely on a team that helps you get everything accomplished. Take a moment and say thank you to all the people who are supporting you! Your assistant, your affiliates, your team member, boss, or even your broker.

“But wait a minute, Tom,” you might say. “I don’t have good luck with finding a team; it’s just never worked out.”

Well, friend: it might be time to look in a mirror. What if it’s you?

I know that I have to be very mindful when I’m working with my team: I can be like a steamroller and flatten them! When we work together, we’re able to accomplish even more.

For this week’s Tip Tuesday, I’m sharing with you the importance of team, and how invaluable they are to high performers like me.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Do you have a team that helps you get everything done? Get out there and thank them!

Thank your team for everything that they do to help you be successful.

Make sure that your team gets credit where credit is due!

Having a hard time appreciating your team? Things not working out? You can find a better team! It’s ok to find people who are a better fit.

Feeling like you’re just always down on your luck when it comes to team? Take a look in the mirror, it just might be YOU.

Take the time and effort to work well with your team, and not steamroll them. You’ll see amazing results!

High-performing agents have a lot of potential, but we need the support in order to be able to reach that potential.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Have you ever had an offer on the table, and only heard crickets?

Negotiation can be compared to a game: you’ve got to play it right to get the results you want!

You don’t want to be the one to end the conversation...in fact, you want to be able to keep it moving forward so that you can serve people.

Months, or even years later, you may be shocked when people come to you. There have been instances where people sitting on the other side of the table come back to you because you were the one serving and making the process as easy as possible.

When you seek to make that process easy for either the buyer or the seller, you get to be part of keeping that conversation going, and you never know when it’s going to pick up again!

Denise Brown has been in the real estate business for more than 20 years, and combines her background in law, marketing, and sales to help her be the best she can be! She lives in and serves a thriving market in Whistler, Canada, home to one of the most spectacular ski and bike resorts in the world. She’s here with some of her best tips and tricks.

Side note: have you created your free profile on the 2nd Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Denise and her business.

Denise says that a key to her success is that she treats her business like a business. She has an office, and those people that she works with come to the office so they can work together.

Virtual Assistants can be invaluable! Denise has one who gets website leads, calls them immediately and qualifies them, and then does a live transfer.

Direct mail can be a good source of leads. It helps with name recognition and awareness, but it can take years to pay off.

Fake it ‘till you make it - sometimes you have to show your lifestyle to show people that you are the one uniquely suited to meet their needs.

One of Denise’s hallmarks of every transaction is kindness. She wants everyone to experience a pleasant and easy transaction, no matter the part they are playing.

Be the kind of agent that others want to work with again and again - you will have a reputation in the industry.

Never be the one to end the conversation. You may be surprised how just a little effort keeps it going and keeps people coming back to you.

Make sure to keep a long-term view, especially when watching the closing schedule.

Fill the voids: find ways to meet needs.

Remember what generates money in your business. If you’re feeling distracted trying to do everything, take it to the basics.

Get mentoring to fill in your knowledge gaps.

Denise creates a monthly newsletter for her email list. She has market info, shares interesting community events, links to new listings, and information about the area in that newsletter.

Don’t be alarmed when people constantly delete your emails - it could be that they just don’t need your services right now, but in a few weeks or a few months, they will need you. They may want it at some point.

One piece of advice for new agents: get your database started right away. That is your best source of leads and will bring in money.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Denise:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the 2nd Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ever had someone tell you what to do?

You have an idea, and they shut you down, saying you should do something else instead, or telling them how to do it.

In our house, we get excited about a lot of ideas, so we have a saying: “don’t shut me down!”

Instead, we practice something more important: listening to the idea, and giving ideas on how they can successfully achieve their goal.

That way, instead of shutting down ideas, you turn yourself into one of their biggest supporters!

For this week’s Tip Tuesday, I’m sharing with you the importance of listening to ideas. No matter what, whether it’s a spouse, a new agent, a client: it’s good to listen to ideas instead of inadvertently shutting them down.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

We always want people to have ideas.

When people get shut down, they get closed off, and don’t share more with you!

Telling someone what to do ensures that they won’t be sharing more with you.

In our house, when someone shares an idea and gets excited, we want to be part of that! But we’ve learned to be quiet and listen!

The trick is this: instead of telling them what to do, give them ideas on how they can be successful at their goal.

Nobody likes to be told what to do, but we ALL like being supported in our goals!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Would you compare your real estate business to a slow cooker, or a microwave?

We like microwaves: they bring fast results! Put your food in, press a few buttons, and two minutes later, it’s done.

In business, we often want microwave results, but the key to a long lasting business is to treat it like a slow cooker.

It may take a long time to warm up, and slowly cook the food, but it’s delicious. You just can’t beat some meals that come from a slow cooker: the flavor is just incredible.

For a slow-cooked business, it can take time, but it’s built to last!

Many people try to get their business off the ground fast, microwave style, just to see it explode.

Gem Mutlu has been in the real estate business for more than 20 years, and is a prime example of how a slow-cooked business works. He’s been spending years developing relationships and building his expertise in the area, and is now seeing his business explode exponentially. He’s working in the Boston market, and is here to share his best advice on building a slow-cooked business.

Highlights of this episode:

Tom introduces Gem and his business.

Gem shares that the last five years have been game changing in his business, as he’s seeing results of all his hard work.

Building a business is like building a house: you have to do it brick by brick. When people try to rush it, things don’t always go so well.

Gem has a few hallmarks of his business: do right by all clients, and honor the people who have honored him.

When someone helps you, do what you can to help them back!

Gem throws client appreciation parties to show his clients how much he appreciates them. These are meant to be fun opportunities to show his clients how appreciated they are. This also helps bring people together.

Thinking of doing the same? Talk to your CPA to learn how you can use it as a tax write off, and what you may or may not do that could impact the ability to write it off.

The phrase “it takes a village” can also apply to your business.

Encourage people to bring friends to the party, and build those connections.

Leverage the story of these parties - bring in a photographer, and get pictures of all the new friendships being made.

When connecting with people, look for ways to solve their problems and serve them. This will help bring in referrals!

Whether it’s a fellow real estate agent, or someone looking for a home, treat them the same and find ways to serve them.

Remember, building a “slow cooked” business means that you don’t keep an eye on the money: you focus on the people.

Real estate agents fear the internet, but the reality is, true connections are the most powerful in our business.

How can you increase your referrals? Ask! Consider running a referral competition, and give a great prize to the person who brings you the most.

Specific advice for agents serving the second home industry: work in college towns! Many parents will consider buying a condo, and renting it to their college-aged student, and recoup their costs by renting out the other rooms.

One piece of advice for new agents: if you had a $15 budget, and 3 people to meet with (your mother, your sibling, and an old high school buddy), split the money in 3 parts, take them out for a cup of coffee, and just ask, “what can I do for you today?” Just looking for ways to go out of your way to help others will push you far!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Gem:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Have you ever had a friend or neighbor tell you “Hey, sorry, we know you’re in real estate, but we’re going to go with this other agent”?

It can feel like a punch to the gut! In fact, I’ve seen many real estate agents complaining about this on social media.

This is part of being a real estate agent, and we’ve got to get used to it. But did you know that you can turn this into an opportunity to learn and grow as an agent?

Listen to this week’s Tip Tuesday to see how I flip adversity into opportunity!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

We all have had that experience where someone has chosen a different real estate agent instead of us.

When this happens, make sure to wish them the best!

Ask for feedback: “can you tell me why you chose a different agent?”

To avoid putting them on the spot, tell them that they are helping you become a better agent, and serve your clients and leads at a higher level.

“The more that I learn about why people choose what they do, the better I can serve.”

Asking for feedback like this is hard, but it will help you be better!

You may get feedback that something you are doing is turning away potential customers.

This can help you avoid complacency and keep up with technology.

Remember: some of the wealthiest people in the world were created during the most challenging times.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Does social media make you quiver with fear?

Are you trying all the new things that you’ve learned, and done successfully in the past? But now, you’re watching your views and engagement drop?

Social media is dynamic and constantly changing: just when you start to think you’ve mastered it, it changes and evolves AGAIN.

When we record episodes of the Selling the Dream podcast, we go live on Facebook, and share the episode. I find such value in the content that all of our guests are sharing, and want to make sure it’s out there for everyone to find!

But lately, our Facebook live views have been diminishing, which means that we get to go on a social media adventure to find ways to expand our reach and share this podcast with even more people.

As part of that adventure, I’ve invited Chelsea Peitz, a Snapchat and social media guru, onto the show so we can talk about social media, and how you can maximize your presence.

Chelsea is an expert in using Instagram stories, and shares so many helpful hints and tips that you can implement today in your social media. She shares all kinds of valuable, super helpful information, including connecting your Instagram and Facebook stories (and what kind of accounts you can connect), how much to post per day, what kind of hashtags to use (and how many to use).

Make sure you listen to this episode of the Selling the Dream podcast to be inspired by Chelsea and her vast knowledge of social media. Make sure that you give her a follow on Instagram, and send her a DM - mention that you heard her on Selling the Dream, and she’ll give you a FREE Instagram bio audit.

Highlights of this episode:

Tom introduces Chelsea and her business.

Chelsea says that the biggest thing on social media is anything with “CRM - camera first, real time, message enabled.” That covers Facebook stories, Instagram stories, Snapchat, and more!

We’ve noticed that Facebook live hasn’t had as much juice lately: Chelsea and I talk about why, and what we can do to combat that!

Remember: Facebook prioritizes personal content rather than promotional content.

On Facebook, live video will perform better than pre-recorded, and one good photo will perform better than multiple photos (or an album).

Don’t share YouTube videos on Facebook: upload the video directly to Facebook. They want to keep you on their platform, so won’t share your link as well if it’s a YouTube link.

Instagram stories are like reality TV; you can start conversations with real people all over!

If you have a personal Instagram account, you can post the same stories to Facebook and Instagram at the same time! If it’s business, you can only post to a business page vs a personal profile.

You don’t have to spend a lot of time on these stories: if they are 5 seconds, and you post 10 a day, you’ve only really used a minute of your time!

The easiest way to build engagement is to engage on others’ posts.

When you’re on stories, you can say “if you’re thinking about buying or selling a second home, send me a DM!” that helps bring the connection to your messages so you can privately help the person. No one else needs to know!

60% of stories are watched with sound on.

Have good photos, but focus on the captions to encourage people to engage with your content.

When it comes to hashtags, think about what people are searching for! No one is searching #realestate or #mortgage. They are looking for practical things, like #phoenixrealestate or #mauirealestate.

Do your research on hashtags and use a variety. You should be using 20-30 hashtags.

Make your instagram almost like a blog.

Interested in trying LinkedIn? It’s an amplifier of your message, and a great way to connect with new people.

But remember, as with all platforms, LinkedIn wants you to stay on LinkedIn, so make sure your content doesn’t lead off the platform!

Remember that not everyone will love you. Taylor Swift and Cardi B are both successful artists, and have wildly different brands!

If you’re brand new in the business, find an expert in the field, and learn. Learn who your audience is, and how you want to serve them. Identify your unique value proposition.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Chelsea

Facebook

Instagram

Twitter

YouTube

Don’t forget, when you follow Chelsea on Instagram, send her a message and tell her you heard her on Selling the Dream, and she’ll give you a FREE Instagram Bio audit!

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

We’re continuing the 100th episode celebration with an episode with 5 of our most valuable tip tuesday episodes!

We’ve loved Tip Tuesdays: these short episodes are so valuable and filled with quick tips that you can apply to your business immediately and see results.

This episode features 5 of our favorite episodes: which ones would you have added? Make sure you email me and tell me what your favorite episodes were!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Want to celebrate with us? As a 100th episode gift, we’d love to ask you to give us a rating and review on iTunes! That would mean the world to me, and will help us get even more amazing guests on the show!

Highlights of this episode:

The path of mediocrity is wide, so let’s choose the narrow path of excellence! It’s simple to take the easy path, and bounce around.

Keeping focused puts you on the path to excellence.

If you’re a brand new agent, here’s my #1 piece of advice: fund your retirement account! Don’t wait, it could lose you thousands of dollars. I didn’t start until I was nearly 40, and I regret that more than anything.

Wanting to break into a new market? Pick a dream 150 houses, and focus on those ones! It will be hard, but keep that focus. Be unique in how you reach out to those people.

When I was a kid, I saw a presentation at school about being positive, and that has impacted my life even today! We were encouraged to believe in ourselves and our dreams. That belief has impacted my career as a realtor.

Last, complacency is so destructive. Our industry changes so fast, that if you don’t focus on keeping up, you won’t be able to serve your clientele as well. Pay attention to the news, and keep up with training!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

What is one of the number one things that you can do to help a second home buyer?

Is it about having the best connections, or the best house to show them? Or is it how fast you are to call them back?

If you answered “educate them,” then you’re correct!

See, a second home buyer has a completely different mindset than a first home buyer. There are a lot of pieces of the process that are the same, but at the end of the day, the mindset is totally different.

The key thing that your client wants is for you to educate them with integrity and transparency.

Pat Hiben illustrates that quite well by sharing the story of how he bought his second house. He’d researched a few areas, and thought he knew what he was looking for. When he met a real estate agent at an open house, that agent was able to tell him exactly what it was that he wanted, and helped him find the perfect house.

I’ve invited Pat here on the podcast to talk about what it really means to sell the dream, and he’s sharing his story about how he grew his own real estate business, sold it, and now has a thriving podcast (with more than 800 episodes!). He’s created hours of training content to serve real estate agents. If anyone knows how to sell the dream, it’s Pat.

Make sure you listen to this episode of the Selling the Dream podcast to be inspired by Pat. And just a heads up, Pat is giving away FREE copies of his book, 6 Steps to 7 Figures. All you have to do is pay shipping. Click HERE to get your copy.

Highlights of this episode:

Tom introduces Pat and his podcasts, and explains how he serves the real estate community.

Pat created a podcast, “Real Estate Rock Stars” and has created online trainings for real estate agents. But how can you apply Pat’s training for a second home agent?

Second home agents have to learn how to think differently to serve their clientele, whether it be a 2nd home, or a 12th home - you have to learn how to serve your client!

Pat shares how he sold his high-volume team. He shares strategies on how to get paid for it, who to sell it to (you can’t sell a high-producing team to just anybody), and how you can make that transition.

“At the end of the day, all of this is a relationship business.”

When purchasing a second home, the buyer wants you to educate them: they want to understand the process, and most of the time, they prefer that interaction to be face-to-face!

As an agent, our job is to make the process smooth: don’t try to save $4 and lose the deal. Trust and transparency is key.

You weren’t hired to be a negotiator: you were hired to help someone find a house.

When Pat bought his second house, he did a search on the internet to find some possible areas, but ultimately met his agent through an open house.

What made him choose to work with that agent was that he knew the area, and helped them find the right fit: an area that wasn’t even on their radar!

“Live the lifestyle or else you’re a false prophet” - people looking for a second home choose you and trust you as the expert!

If you take away one thing from this episode, it’s to create relationships. Turn everyone into a potential friend!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Pat

Real Estate Rockstar Radio

Pat’s Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Have you ever listened to someone, and been so blown away by everything that they said?

That’s how I feel about Sharran Srivatsaa.

Sharran has accomplished so much: he’s a member of the real estate community, moderates daily 5 a.m. calls, and inspires thousands of people.

For today’s episode, he’s sharing with us two key elements that we all need to make everyone feel like important: a VIP email list, and a closed Facebook group.

The VIP email list is connecting with your leads, continuing to deliver exclusive content to them. They’ve opted in, told you they were interested, and you’re serving them.

The closed community, commonly held on Facebook, is a place where your community can gather. They are able to share information, and are united by a common interest: how you are serving them.

If you’re working with a feeder market, and serving people interested in your area, can you imagine the impact of an insiders group, where locals and those interested in your area unite, and share information? You’ll escalate that all-important know, like, and trust factor!

This episode will inspire you on how you can strategically connect with your community, and explode that trust factor.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Want to celebrate with us? As a 100th episode gift, we’d love to ask you to give us a rating and review on iTunes! That would mean the world to me, and will help us get even more amazing guests like Sharran on the show!

Highlights of this episode:

Tom introduces Sharran and his business.

“Invest your money in figuring out what people want.”

Real estate agents get into the business for two reasons: freedom of time, and uncapped income potential.

No one has the capacity to do both of those things without help!

Most lead generation sources don’t have lifetime nurture, so it’s important to find strategic ways to connect.

Sharran recommends two key elements: create a VIP list, and create a closed community on Facebook. Both of those places give you connections and keep you in people’s minds.

We’ve all heard “know like and trust” - but we can’t accomplish that without familiarity, which is the fastest way to trust.

You’ve got to find a way to be where your people are.

The faster you can turn them into an insider, the better!

Cadence is key: be consistent, and people will come to expect the connection with you.

A private group on Facebook is an easy way to connect with people: all paths lead to your Facebook community.

You can use this community to build up a source of information, connecting locals with those in your feeder markets, and they can have insider information into the areas people may be considering moving to!

As the moderator, you may not be explicitly selling anything all the time: you’re creating valuable connections to information.

This keeps you in their feed for FREE!

Your VIP list and closed community are the best strategies for connecting: everything else feels intrusive.

“Everyone wants to feel like an insider.”

Sharran tells the story of how he started the 5am Club: his health was not well, and he was constantly working his business. Changing his relationship with his time changed his relationship with his business and now inspires thousands of people every day!

If you take away one thing from this episode, it’s to create cadence. Cadence builds familiarity, which builds trust!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Sharron

Website

Facebook

Instagram

LinkedIn

Twitter

5am Club website

Our SPECIAL link

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Can you believe that we’re almost at a hundred episodes of this podcast!

I’m blown away when I think about the people I’ve been able to interview, the guests we’ve had on the show, and how much real estate we’ve talked about! Our guests represent literal millions of dollars in sales, and are each successful in their own right, and bring so much value to the table.

I’d encourage you to take time to scroll through all of the episodes where ever you like to listen to podcasts, and listen and learn: if you finish all the episodes, it would be like finishing a master class on real estate!

As we’re celebrating our hundredth episode this upcoming Tuesday, I want to take a few minutes to share about some of MY favorite episodes.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Want to celebrate with us? As a 100th episode gift, we’d love to ask you to give us a rating and review on iTunes! That would mean the world to me, and will help us get even more amazing guests!

Highlights of this episode:

Tom reminisces on a hundred episodes - almost a year of podcasting!

Here’s some of the highlights during the hundred episodes.

In Episode 13, Gary Gold talked about how he “doesn’t give a shit.” No matter who you are working with, whether it be a celebrity, or anyone, just help them find the home of their dreams!

In Episode 27, Tom Ferry talked about creating an avatar for your clients: know WHO you serve, what they are like, how many kids they have - know all of these things! Once you know all of this, you can target them effectively with ads.

In Episode 45, the Houstons told us about how they beat Zillow and brought in more leads.

In Episode 53, David Knox, an international trainer, talks about identifying the motivation for a second home buyer. Hint: it’s not all about the money!

In Episode 41, Matt Farnham talked about reinventing his brand: he found a way to turn himself into a trusted guide rather than “just a real estate agent!”

Chris Kwon shared how he uses videos: that’s episode 11. You want videos that are more than just property showcases!

In Episode 93, Alan Thompson tells us how he uses his database to bring him all the business he needs!

Tammy Pack shared in episode 83 about how being a problem solver brings great success.

In Episode 57, I got to tell Roh Habibi that he was a second home agent!

Jim Wahlberg gave us the secret to the Facebook formula in episode 29.

Christophe Choo showed us behind the scenes of high-end Beverly Hills real estate in Episode 59, and the advice that Gary Vaynerchuk gave him that changed his business.

Tom ends with some inspirational advice on having a “can do attitude” and making it happen!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

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As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!