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

Back in 2008, I was really struggling.

The market had crashed, people were struggling to keep their business, and I was right there with them, trying to figure out how I could stay on top of things!

I happened to pick up a book titled, “The Ultimate Sales Machine.”

One of the concepts that he taught was the Dream 100. That would be 100 people that he wanted to connect with.

Well, you know me, I didn’t stop at 100, and I made my dream 150.

I marketed intentionally to those people: I made sure that they knew who I was, and that I was there to serve them!

I committed to higher quality marketing, even as high as $10 per print item!

It was consistency that got me noticed, and that helped me build a business that I benefit from, even today!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to create your dream 150. Pick out who you want to work with, and focus on doing what it takes to make that happen!

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:

In 2008, I picked up the book, The Ultimate Sales Machine.

He challenged readers to create their Dream 100: people they wanted to connect with, and would be a dream client!

I decided to focus on my Dream 150, and focused on marketing to them!

I picked addresses that I wanted to target, and made sure to intentionally market to them.

Because they were in a the luxury market, I spent money on higher quality marketing materials, including tube mailings - sometimes even spending $10 per item!

Don’t be afraid to be creative - people will take note! You will stand out.

Look at your marketing as an investment in your presence. You don’t just want to sell one house, you want to build the relationships!

When you invest into breaking into the luxury market, the reward can be giant!

Join our 2nd Home Agents Facebook group and create connections! (link below)

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. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

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 real estate: you’re selling the dream.

See you next time!

TRANSCRIPT:

Today. Learn how to tap into the ultra luxury market in your backyard. Welcome to Selling the Dream. A podcast created four and five second home and resort realtor from Tom Tezak. And each week, my goal is to bring you a quick real estate tip, along with an info past interview with an industry rock star. My mission is to bring this cutting edge market five through sales and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate.

Selling the dream. Everybody today on Tuesday, top selling the dream. Let's talk about busting into the luxury resort and second home market. So, you know, a couple of years ago, when the market tanked in 2008, I was really struggling and I picked up a book by Chuck Holmes called The Ultimate Sales Machine, and they're in there. It was it was an older book. And he was it was an amazing book, one of my favorite books ever put in there.

He talked about one of the techniques that he used, and he was his dream. One hundred. And I found it fascinating that it was such a great idea. So we market regularly. We go out and we try to connect with people in our in our neighborhoods, in our communities and our resort second home communities. But what I took out of that was I want to create my dream one hundred. And for me it was my dream. One hundred and fifty.

And that was all of the ocean front and ultra expensive properties. I gathered all of their mailing, all of their addresses, and I created a completely unique and elaborate marketing plan to try to bust into this luxury second home market. And I know in my market that luxury market was very much protected by a handful of very small handful of realtors who dominated and controlled it. And I kept thinking, how am I going to bust into that? And so I created the Dream 100 or Dream 150 for me.

And with that, I developed a very intense marketing plan where I would send much more elaborate marketing pieces to each one of those owners in that district. And over the course of time and I found that I kept getting notoriety. People were noticing me. And then I got my first listing, which then allowed me to do more elaborate marketing for that listing in that community. And that elaborate listing and that marketing piece, that was a 16 page for sure with a video and DVD, just a little bit old school today, but it was able to then be put into everybody's mailboxes and they were then able to see, wow, this this agent is doing marketing in a different way, in a more aggressive format.

And it was just consistency. How did I do it? Well, what I did was actually went out and found a promotional products company and started to buy bigger items. And I committed to ten dollars per address for every mailing, which you might be thinking, wow, that's a lot of money.

But when you look at the value of the homes and the commission checks that are generated in my particular market with six million, 10 million, fifteen million dollar property, it's not that much money. And so I devised and developed a plan and I would do some corny stuff. But it worked because, again, for the for the owners that were marketing savvy, when they would get the pieces in the mail, they laugh, maybe throw it away. Some of them gave it to their realtor that they worked with and said, well, look at what this guy is doing.

And so I knew it was making an impact. So just think about how can you be in front of those high net worth owners and pick a small market area and just create a unique marketing campaign. I'll share a couple of things with you. I sent a yo yo and I said no matter if the market goes up or down, I always have my finger on the market, you know, just silly stuff. I sent a what was a leather man type tool with the players and the knives.

I said, and I sent it in a mailing tube. And so it is noisy, heavy and big. And in that letter, I said, if you're going to hire an agent, make sure they have more than one tool in their tool box. Because I found that a lot of the. Luxury agents really didn't do a lot of marketing because they figured they didn't have to. So by keying in on those owners that may have not been enamored with their agent, their agents may be gone.

I love podcasts. I mean, after nearly 200 episodes of my own, you know that there has to be something amazing about podcasts!

I firmly believe that podcasts are an amazing way to connect with my audience, and build a stronger network.

Through nearly 200 episodes, I’ve had to change to interview nearly 100 different agents, and share my tips with my listeners!

That why when I started listening to Matt McGee’s podcast, I know that I had to have him on the show! As a fellow podcast creator, it’s always a delight to talk to someone else who is doing similar work!

After binge-listening to Matt’s work on the HomeLight podcast, I knew that I wanted to have him on the show to share his experiences with you!

We’re talking about creating content, interviewing guests, and keeping focused. Matt McGee is a content creator with Homelight, and has been the main person working on the HomeLight podcast! I’ve listened to him for hours, and can’t wait for you to hear from him!

Ready to hear Matt McGee’s insights on creating content? If you’re thinking about ever creating a podcast, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second 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 Matt, and his career path.

Tom and Matt discuss their podcasts, and how they come up with content.

One of the fun things about a podcast is that you create a plan, but you really never know how an interview is going to go until you’re recording!

Matt shares how they find focus for each episode, and help get the best out of each guest on the show.

As the podcast picked up, and more people listened, Matt started getting lots of questions from listeners, and what they wanted to hear!

You learn as you go: your style will change as you gain experience, and you will become a better interviewer!

Matt shares his process. He starts with a pre-planning call with the guest so he can set expectations and learn more about their unique value.

Tom and Matt share how they find quality guests to appear on the show.

Learn how to really listen to people while you interview: don’t be so focused on your next question that you miss any gems or major takeaways they have given!

Matt shares about his favorite episode of his podcast.

Catch part 2 next week!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

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.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Matt:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

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 Second 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!

TRANSCRIPT:

[00:00:01] Everybody today, Tom Tezak with Matt McGee and sharing, how do you get out of a bunny hole when you're recording a podcast?

[00:00:09] Welcome to Selling the Dream, a podcast created four and five second whole and resorbed realtor Bontemps teaser. Each week. My goal is to bring you a quick real estate tip, along with an info past interview with an industry rock star.

[00:00:22] My mission is to bring this cutting edge marketing finding true self. And information about the latest technology. Thanks for tuning in. And remember, we're not telling her what she was telling the truth.

[00:00:37] Good morning, everybody. Good afternoon or good evening, wherever you're at, whatever time it is, and you're listening to the show. Welcome to Selling the Dream.

[00:00:44] And today, I say this every week, but I'm always excited to have guests. But today I have been listened to our guest for hours on his podcast, and he's just started doing a podcast. Not too long ago. I was guest on a show and I just really connected with with him. Matt McGhee from our home light. And he does the walkthrough. And Matt said, Don't. You don't need to be an advertiser. For me, it's like, well, it's not, but you're just so much fun.

[00:01:11] You're a great, great guy to listen to. And you bring so many great guests in the big so far in your show, which is twenty two shows, long or thereabouts. Matt, welcome to Selling the Dream.

[00:01:21] Tom, thank you so much for having me on. It's great to I loved having you on our show a couple months ago and it's it's a pleasure to return the favor and be on your show.

[00:01:30] Cool. Thank you so much. And you know, I you know, usually we go into these shows with like an idea and a plan. And Matt and I were talking yesterday. It's like, you know, I just want to have a conversation that because you've been doing now 20 some shows and I've been on this will be probably at my two hundred and first two hundred and third episode. And I just wanted to chat with you in so we can share with our audience who are out there listening to podcasts. Obviously, if they're listening, they're podcast fans and their agents. So they're thinking about creating content. And so many of them are saying, oh, I should do a podcast. And, you know, I think I just wanna have a conversation with you about should they? And then also, what have you learned in the first, you know, 20 or so episodes and sort of have that conversation? So what did you share, what your thoughts are with all of that? And welcome to the show.

[00:02:21] Thanks again. Thanks for having me on. And it's a pleasure. And I love having you on our show. And yeah, I think it's I do see. I wonder if if you would agree, I, I sense and I you know, I see a lot of the headlines related to podcasts, and it seems to me that there has been an increase in listenership just over the last couple of years. And I would ass...

Have you ever worked with someone who wasn’t the best at their job?

Maybe it’s the other agent you’re working with, or the seller of the house you’re showing to buyers.

It’s tempting to throw them under the bus when things aren’t going as planned … but don’t!

Instead of throwing people under the bus, be proactive and be kind!

Speaking negatively about anyone else never works out for you, even if they are frustrating you!

If you’re not saying encouraging words about the others that you are working with, it’s not going to bode well for your business.

Make a point to always speak positively about others involved in the transaction, even if they are making it tough! You’re going to find that it pays off in the end!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to not be a jerk!

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:

As we’re working with clients, there will be some people who make it tough!

Maybe the seller isn’t budging on the price, or someone isn’t communicating with you!

Don’t throw them under the bus! Always speak positively about all of the parties you’re working with, even when they are frustrating you!

It’s easy to throw others under the bus, but you never know what they have going on! They may just be trying to represent their client’s best interests!

It will not make you look good to say bad things about others!

This is a small world: we all know each other!

When you negotiate, do it professionally and don’t take it personally.

Join our 2nd Home Agents Facebook group and create connections! (link below)

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. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

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 real estate: you’re selling the dream.

See you next time!

Have you ever looked at an aspect of real estate, and thought, “I’ll never do that!”

Maybe it was rentals, or certain locations. Maybe you didn’t want to sell condos, or houses in the suburbs. Whatever it was, you knew that you wanted to do anything but that!

For Lyndsey Garza, it was vacation rentals.

Or at least, she’d never wanted to do vacation rentals, until one day, she found herself unemployed, with the opportunity right in front of her to dive in and start managing vacation rentals.

Lyndsey and her late husband started working the rental market in Galveston, Texas. At their peak, they were managing at least 60 properties!

Over the course of several years, Lyndsey put her head down and did the work. She invested in tech to help herself be one of the first people using a website to book vacation rentals in the area.

She was so busy that she realized that she wasn’t even able to sell real estate anymore!

Eventually, her company was bought out, but I’ll let her tell you the story!

You’ll be inspired by her story, from being a leader in managing rentals to selling to second home buyers in Texas! If you’ve ever wondered how to look for opportunity, you’re going to be inspired by her story!

Ready to hear from Lyndsey Garza? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second 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 Lyndsey, her career path, and some of the hurdles she has overcome.

Lyndsey shares how she got into real estate after the market crash, handling vacation rentals for owners who lived out of state.

Jumping in and taking chances helped Lyndsay learn so much about the market, and what it would take to be successful. It also gave her incredible connections!

The rental market helped boost Lyndsey’s career: she treated rentals just like they were a sale, and built rapport with people! When they wanted to buy a house later, she was the one they trusted and called!

Provide white glove levels of service: your clients will see!

Because Lyndsey was an innovator in the rental industry, she was able to lead!

Investing in tech helped Lyndsey stand out among others doing similar work.

Eventually, Lyndsey sound that there were people who liked her business more than she liked her business, and were interested in buying it!

When he husband died, Lyndsey had to make tough choices so that she could provide for her family.

Tom and Lyndsey talk about the process of selling the business. Lyndsey did not have a lawyer, but she would recommend it if you’re considering selling your business!

You may think that you don’t need one, but selling a business is an emotional experience, and having someone to help is invaluable.

If you don’t own the URL for your location + vacation real estate.com, you need to go buy it!

Getting leads from sites like realestate.com can be like a bouquet toss at a wedding: you never really know who is going to catch it!

Lyndsey shares her secrets to connecting with clients.

“The number one rule of sales is not to sell, but that people buy from people they know, like, and trust.”

Tom and Lyndsey go through rapid fire questions.

Don’t forget: there is opportunity out there, no matter your level of experience. If you’re brand new, or been selling real estate for years, there is opportunity for you!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

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.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Lyndsey:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

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 Second 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!

TRANSCRIPT:

Today and selling the dream. Learn a little secret on what you are, El, that you should buy. Before the show is over. Welcome to Selling the Dream. A podcast created four and five second hold and resort realtor on Tom Tezak. And each week, my goal is to bring you a quick real estate tip, along with an info past interview with an industry rock star. My mission is to bring this cutting edge marketing, fighting through sales and information about the latest technology.

Thanks for tuning in. And remember, we're not selling real estate. We're selling the. Hey, everybody. Tom Tezak with Selling the Dream, a podcast for second home agents. And today, I'm so excited to have Lindsey Garza with me. And Lindsey has had such a crazy path through her career. She started companies got laid off, her husband untimely, passed away. She's raised kids by herself and she's been doing this all while Solyndra resort real estate, creating businesses.

And just what a trooper. And I mean, we just chat a little bit and you will be so inspired by Lindsey. Lindsey, thanks for coming on the show. And my favorite line is I would never sell a traditional real estate. You're my hero.

Thanks. I know that I. I love second hand market. I love the resort market. And I would never I mean, I do sell primarily and I need to. But it's not it's not my passion. Right.

Is that what you're you're not going out knocking on doors, trying to sell traditional market? No, I'm not getting fired up about it, you know. So. Yeah.

So Lindsay does, you know, we sure. We were talking a little bit. You've had a really challenging car...

Did you make goals at the beginning of 2020?

I sure hope so! But now, it’s time to take those goals out and reevaluate them.

See, those goals were made pre-COVID. They were made before the world experienced complete upheaval.

For some agents, the real estate market has completely halted, and the aren’t able to make any sales. For others, the market is exploding, and they are ahead of their goals!

Take your goals out, and look at them with a critical eye! Can you realistically make them?

Knowing what you know now, what would be a good adjustment to them? How can you reshape them to help yourself achieve your goals?

Just as any agent from the crash in 2008! They’ve definitely had to adjust their goals in order to make it!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some inspiration for the second half of this year! It’s time to pull out your 2020 goals, and create a vision for the rest of the year!

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:

Every year, we create goals! This year, everything has changed!

I’d like to encourage you to stop, take some time, and reevaluate your goals.

In some parts of the world, real estate has halted.

In other parts of the world, the market is exploding!

Take time to ask questions about how you can do well for the rest of the year, and how you should adjust your goals.

Based on what you know, what is different? How can you thrive?

Ask anyone from the crash in 2008, and they’ll tell you that they had to readjust their goals and expectations!

Join our 2nd Home Agents Facebook group and create connections! (link below)

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. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

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 real estate: you’re selling the dream.

See you next time!

What is your dream vacation?

Have you ever thought about selling real estate in your dream vacation location?

For many of us working in resort and high-end real estate markets, we may be working in our dream location!

But what if you dream of visiting the beaches of Mexico, or anywhere in Central America?

What can you do to turn that vacation lifestyle into reality?

This week on the Selling the Dream podcast, I’m talking to Ed Eakin, a well-known member of our Second Home Agents Facebook community! Ed provides Real estate consulting and construction services throughout Texas, Mexico, Honduras, Costa Rica, Belize, Ecuador, and the Caribbean.

If you’ve been part of our Facebook group, you’ve probably seen and heard his input!

But more impressive are his credentials! He’s earned so many credentials, and they have helped skyrocket his business!

Get ready to be amazed at how he’s grown his business to expand far beyond the great state of Texas, and see how he’s made his business a global success!

Ready to hear about his journey, and the steps he took to get there? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second 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 Ed Eakin, his business, and the current status of his market.

Why so many certifications, and being on so many different boards? Ed explains how and why he’s achieved so much!

Every time you join in something, you learn something new, and make connections! It’s just another step in getting to make more connections!

When we get “back to normal” after COVID, the agents who will bounce back easiest will be the ones who were able to think creatively and adapt during COVID!

Ed shares about his markets, and how he is able to work in so many locations.

Not only is he active in Texas, Ed is working Central American real estate! Ed shares more about that market, and how he broke in.

How do you break into new markets? Start small, and get to know people!

Ed shares how his networks bring him referrals, and his credentials bring in even more!

When you’re at events, put yourself out there! Don’t hold back, go around and get to know people.

How did Ed start his work in beach markets? He recommends picking a spot you like, and getting to know it!

Learning about what his potential customers wanted and would be looking for gave him an edge, and helped him be invaluable to anyone looking in that area.

Get to know developers! You can be the bridge between them and their ideal clients.

Ed shares how he works with developers to bring clients to them to see properties.

How do you deal with conceptions of safety? Ed shares his experiences in Mexico, including the one time he got stopped by the police.

Thinking about real estate abroad? Ed shares some of the information you need to think about, such as if the property is purchased through a trust.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

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.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Ed:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

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 Second 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!

What are you doing in the face of uncertainty?

Are you putting your head down in the sand, hoping for everything to just get figured out?

Or are you leaning into hard times, practicing resiliency in the face of everything that is going on?

If you’re combining resiliency and uncertainty, you’re going to create this elasticity in your business. It may stretch you, but it’s going to help you bounce back!

You get to control the narrative, and create opportunities for yourself! It’s just a matter of you being ready to take those opportunities!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some inspiration for the second half of this year! People are ready to create a new life for themselves after COVID, and are ready to chase their dreams! We’re the ones who are going to be here to help them find their dream home!

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:

What do you do in the face of uncertainty?

If you add resiliency, you’re going to be better equipped to bounce back!

Right now, if you’re willing to try new things, there are opportunities out there!

People want to buy homes; they want to be able to create a lifestyle of freedom!

Embrace your resiliency, and be ready for things to go crazy the second half of this year. People will be ready to buy!

Between the pandemic, and the upcoming election, the rest of this year is going to be crazy! Take time now to prepare!

Join our 2nd Home Agents Facebook group and create connections! (link below)

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. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

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 real estate: you’re selling the dream.

See you next time!

What did your real estate market look like when you started?

Was it just a few homes a year, in a very short window of time?

Or did you find that people were buying and selling year round?

Dennis Hanlon found that when he started, there was a fairly narrow window of time to sell! The prime season lasted for about 4 months for tourists, and the rest of the time was fairly slow!

He saw other areas with coalitions of realtors, and groups that worked together to bring in additional revenue sources for the area, and he decided to start something like that!

The Rocky Mountain Resort Alliance was born, and has helped shape real estate all throughout the Rocky Mountains! Even as far as California and Canada, the work that he did impacts agents to this day.

He understands what it means to serve second home buyers, and how to sell the dream.

This week on the Selling the Dream podcast, I’m talking to a leader among agents working in the second home market! Dennis Hanlon started working in the resort market in the early 90s, and he ultimately helped shape how resort real estate is sold in the Rocky Mountains! He’s been an inspiration to me and many other agents, and I’m so excited to have him share.

We talk about the impacts of COVID-19 on resort markets, how he markets, and his keys to success!

Ready to hear about his journey, and how he persevered in the industry so long? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second 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 Dennis Hanlon, his business, and the current status of his market.

Dennis shares about the impacts of COVID-19 on business in a resort market, and how everything shut down in the height of their busy season.

After working remotely, there are quite a few people who are realizing that they don’t have to be working in their offices, and are looking for their dream home in resort communities so they can live the life they want!

Dennis shares the history of the real estate group (the Rocky Mountain Resort Alliance) that he started in the Park City area.

Many companies don’t create tech for realtors like us - so we have to band together and help each other with resources!

It’s been fun to start making those connections to help create resources that are helpful for us, and to show them an entirely new audience that they’d totally missed!

In the world of resort real estate, many of your leads will self-qualify.

My favorite line is not “how much can you afford,” it’s “what is your threshold of pain?” That helps you know what to show people! If you ask that question, you will get some great answers!

Dennis shares about his days balancing life as a ski instructor and as an agent.

If you spend your time working in two industries, ultimately you will find that you’re not able to do either job well.

Tom and Dennis talk about the years in the industry, and a few lessons learned along the way.

Dennis shares how he markets to his leads and potential clients. Most of his marketing is now done digitally, with a few mailers here and there.

If you do a mailing, it has to have actual information for people, not just telling them that you’re the best. Give them a reason to keep that piece of paper!

People don’t have to buy the real estate we’re selling. But we’re selling that lifestyle that they want! That’s why they keep coming back to these resorts and these areas.

If you’re in a seasonal market, and trying to find ways to sell year round, don’t be afraid to reach out into the community and help make things happen! Partner with businesses, and start having events!

Dennis’ best piece of advice: don’t be in a hurry to sell! People can always tell when you’re trying to sell them something.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

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.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Dennis:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

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 Second 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!

What are some of your favorite tools and resources to help you connect with people?

If you’ve listened to this podcast for a while, you know that I’m a believer in the DiSC profile! I firmly believe that using tools like this to help understand what makes people tick helps you to be able to serve them even better!

When you’re able to dig deeper into what a client thinks, wants, and needs, you’re going to be able to meet their needs!

Instead of just pretending to relate to and understand your customers, you actually learn to reach between the lines and understand not just what they are saying when they contact you, but who they really are, and how you can best serve them!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some of my favorite aspects of DiSC, and how it helps me in my business! You’ll be amazed by what people are telling you about themselves….if you know just how to recognize it!

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:

Use the DiSC profile to understand your personality, and how you interact with others!

Once you understand the profile and how it works, you will better understand your clients!

You won’t have to pretend that you understand: you actually will understand!

I recommend taking the DiSC test online! You can find many places with free tests!

D = succinct, doesn't want to waste time. They give info in bullet points!

I = people who want to have fun, and are focused on how something makes them feel!

S = stable and supportive. These clients are going to be the ones with houseplants!

C = this clients are going to be conscientious and careful.

Use the indicators that people give you to know how to work with them the exact way that will resonate with them at their core!

Join our 2nd Home Agents Facebook group and create connections! (link below)

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. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

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 real estate: you’re selling the dream.

See you next time!

Do you ever think about the early days of your real estate career?

How old were you? How long did it take your first sale?

How did you prove yourself to your clients and leads?

I remember those days! When I first started working in real estate, I actually gave up, chased something else for a while, and then came back a few years later!

It’s always exciting to talk to agents who are just starting out, and hear how they are ready to take over the world!

They’re excited, motivated, and ready to win!

Avi Becker stands out: he’s only 24, and already making great strides!

“I may not be the best,” he says, “but I can outwork anyone.” After going nearly a year with only one sale, he’s finally starting to gain some momentum.

His keys to success? Coaching, and always pushing to work harder, be better, and improve himself! His work to make himself the best he can be is an inspiration!

Instead of bringing in a veteran agent for this episode of the Selling the Dream podcast, we’re bringing in Avi Becker! He’s brand new to the market in Santa Barbara, and making waves in his first year! Learn more about how he broke into the real estate market, how long it took for him to start finding his stride, and his keys to success!

Ready to be inspired? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second 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 Avi and his real estate experience.

Instead of just bringing in seasoned old agents, Avi is a dynamic young agent, here to talk about his first year!

After a full year in the business, he’d essentially made no money! Avi and Tom talk about staying motivated even when not making money.

“I may not have the same skills, but I can outwork the others.” Avi and Tom talk about tenacity in the business and being willing to put in the work to be successful.

Investing in his education made a huge difference! Avi would spend any extra money that he had on coaching and self-development resources.

Working on his mindset was one of the things that helped Avi keep going.

Confidence is key! Go in knowing what you have to offer.

When you practice, your competence grows. Be out there practicing all the time!

COVID hitt right as Avi was ramping up in his career. He shares how that impacted things.

Avi shares about the team that he joined, benefits of being in that team, and why he chose to work with them.

Looking for ideas on mentorship? Avi shares how their team handles mentorship and relationships, while benefiting both people.

Coaching and accountability is an incredible combination.

Mastering social media can bring connections for $0. It’s worth it to practice and get comfortable with social media platforms!

Don’t be afraid to invest your time into things that don’t always have a dollar sign connected to them.

Avi shares how he uses video to connect with people.

Video puts a face to a name: don’t be afraid to use it!

Keep your video short: more than 15 seconds, and many people won’t watch them.

Surround yourself with those who have similar goals and interests - they will support you in your endeavors.

Avi shares his best piece of advice for new agents: invest in yourself and act like a CEO!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

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.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Avi:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

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 Second 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!