Leads are the lifeblood of every business, and while there are infinite ways to generate deals, our focus as leaders needs to be on the highest income and greatest ROI producing lead sources. When we first get into the business, we assume all leads are created equal for all teams, but there is no one size fits all lead source or strategy. The right lead generation strategy for us isn’t informed by what other teams are doing, it’s determined by the numbers, and what’s actually working for us. When we apply analytics to our lead sources, we gain clarity on where we need to invest our time, effort and money. We eliminate guesswork as a key pillar of the business.

How do we determine the lead generation structure on our teams, and how can we make sure our agents don’t outgrow it? Why is a strong CRM so important to our lead generation success? In this episode, we talk about an important but often overlooked aspect of lead generation, and why data makes us more profitable.

Three Things You’ll Learn In This Episode

 

Why the CRM is a key part of our resultsWhen we invest in a strong CRM and a strong website, we empower ourselves with the data to make better decisions for the business. A strong CRM does the hard work of collecting the data, and giving us the most accurate insights on the lead sources that are driving our results and profits.

How to help agents who can’t generate leads themselvesUntil agents can generate leads on their own, they should be working the leads we provide to them. It’s a lot better for them to earn with a split than to earn nothing from self-generated leads that aren’t producing deals.

How to use data to craft our lead generation strategyUse your CRM and website analytics to start tracking your numbers at a granular level. With that data, you should be able track where 70% of your net income came from over the last 12 months, and what is driving your results. Put 70% of your spend into that source of business.

A successful, thriving real estate team rests on 6 pillars - culture, lead generation, lead conversion, accountability, systems and strategy. As a team leader, we have to refine and stabilize these aspects so the operation runs like a well-oiled machine. This is what will allow us to step out of production, focus on the high-level leadership, and diversify the revenue streams in our business. My guest today has built a thriving real estate team through investing in the right systems and the right coaching. What are the biggest lessons he’s learned along the way? Why did he choose to get out of production in order to protect his team’s culture? In this episode, CEO of Montreal’s Elite RE Group and director of Sales & Coaching at Elite Real Estate Systems, Logan Boyce talks about his leadership journey.

Three Things You’ll Learn In This Episode

How to effectively build without spreading ourselves too thinWe can’t implement every system all at once. Every pillar of building a successful team has to be implemented methodically and with purpose. We have to implement one system and master it before we move to the next one.

Why staying in production can harm our cultureStaying in production as a team leader is a recipe for disaster when it comes to our team culture and morale. It can end up dividing our team and creating a sense of competition and rivalry between us and our agents.

How Logan stabilized his businessIf we want to build a business that can make it through different market conditions, we have to create multiple streams of revenue and make them as passive as possible. Guest Bio- Logan Boyce is an entrepreneur, founder and CEO of Montreal’s Elite RE Group, President of Flip Your City, and director of Sales & Coach at Elite Real Estate Systems.

To learn more, follow @loganjamesboyce on Instagram and find him on Facebook.

By 2025, over 75% of the workforce will be made up of millennials, and while that might be a scary thought for some, we shouldn’t fight it. Now is not the time to train millennials to think like the generations before them: it’s time for us to adapt our businesses to their needs. What are the key differences between millennial agents and their predecessors? What is the incoming workforce expecting from their leaders, and how can we give it to them? Can we pivot our existing business models to align with the future of the industry? In this episode, Founder and CEO of Rokrbox, Josh Cunningham returns to the show to share how he’s built a millennial-centric business model.

 

Three Things You’ll Learn In This Episode What makes millennial agents different from other generationsGone are the days when people got into a job and stayed in it for 40 years, right until retirement. The millennial workforce is looking for experiences and fulfillment, and our businesses need to give them that. How to create a more millennial-friendly work environmentThe key to standing out to millennial recruits lies in having a deeper purpose. Our businesses need to have a why and deeper meaning if we want to capture the attention of the younger workforce. Why we need to change the way we think about retentionAs team leaders, many of us have a goal of retaining all our recruits, but we shouldn’t. Instead, we should be building a culture of success that encourages agents to keep pushing themselves to new heights, even if that means leaving our organizations.

 

Guest Bio- Josh Cunningham is the Founder and CEO of Rokrbox, an ISA company dedicated to both calling and nurturing leads. Josh’s team consists of all millennials, and because of that, he’s learned how to create a workplace that appeals to the incoming workforce. Featured at previous Team Building Summits for his expertise working with millennials, Josh will return to the event in 2021 as a keynote speaker. To find out more, visit: http://rokrbox.com/ https://www.facebook.com/rokrbox Resources mentioned in this episode: https://www.imdb.com/title/tt0151804 https://www.amazon.com/Dream-Manager-Matthew-Kelly/dp/1401303706

The new era of real estate is going to require hybrid agents - real estate professionals who can seamlessly move between investing and property listing based on the needs of the consumer. An agent who can represent both sides and wear both hats is going to win and scale, especially when they are backed by sophisticated marketing systems, that allow them to target the correct clients. Residential real estate agents who want to be hybrid agents need to invest in the right tools that simplify lead acquisition and follow up. Data stacking is one of the most powerful ways to zone into the avatar properties and sellers who will take action on our direct mail marketing. What are the kinds of products we need to be taking advantage of to scale a successful hybrid real estate/investing operation? How can we clearly define the properties we need to be going after? In this episode, I’m joined by RealEstateInvestor.com co-founders, Gary Boomershine and Robert Syfert. They share the tools they’ve developed to help hybrid agents scale and market more effectively.

Three Things You’ll Learn In This Episode

Why direct mail still works so wellA lot of marketing companies are missing out by just being digital. Direct mail is still a highly effective marketing channel, especially when it’s done with the right technology, and targeted to the right people. It’s not about direct mail, it’s about finding the right strategy to target off-market sellers. Direct mail is still the perfect way to generate seller leads that aren’t already actively listed. The power of data stackingSuccess in investing starts with the data we’re feeding our lead generation and follow up engine. Data stacking allows us to target people based on multiple pain points or points of value. Predictive analytics and data stacking gives us refined information and details so we’re not wasting our direct mail on the wrong people. What sets the hybrid agent model apartThe same data stacking tools that benefit real estate investors looking for off-market deals also benefit agents looking for homes to list. The same marketing channel used by investors can still bring in people who are more interested in listing traditionally than selling to an investor. This is why the hybrid agent model is so powerful, it allows us to provide a solution for each type of seller. Guest Bio- Gary Boomershine is the founder and CEO of RealEstateInvestor.com. RealEstateInvestor.com is a vertical solution provider in the Real Estate Niche, servicing real estate investors, agents and private lenders. Their flagship service, REIvault.com, provides managed marketing, shared systems and proven results. RealEstateInvestor.com has a proven direct response marketing formula offering both direct mail and online PPC/SEO services to their members. They’ve sent out over 14,000,000 pieces of direct mail averaging about 500,000 pieces a month currently.

Robert Syfert is a Real Estate Mogul, Speaker, Author, Mentor, Husband, Father, World Traveler and Co-Founder & Visionary at RealEstateInvestor.com. He is an innovator in the real estate investment industry who creates software, tools, and services that enable real estate investors to do things better and faster. He’s passionate about being part of the solution and finding answers to the problems that hold real estate investors back from growing and scaling their businesses. Robert is a highly sought out speaker in both real estate investing and software solutions. He’s a philanthropist, and he gives back to the industry through his mentorship program and business coaching services.

For more information visit, https://realestateinvestor.com.

To get a discount on RealEstateInvestor.com visit jeffsfavoritetools.com.

Even in the midst of a pandemic, real estate investing is thriving, and for curious agents, now might just be the best time to take the plunge. The problem is, many agents are still apprehensive of getting involved in investing because they’re not sure where to start, or which steps to take. More importantly, they don’t have a clear idea of how to make a profit. Is there a universal blueprint for successful investing? How can agents be sure they’re implementing the most profitable strategies from the start? In this episode, co-owner of Dynamic Properties, Clint Bartlett returns to share his top investment strategies.

Three Things You’ll Learn In This Episode

How to wholetail our way to successWholetailing involves cleaning out a property and getting it on the market in the space of 5 days. It’s a no-fuss option with massive opportunities for return, and sometimes we’ll end up making more on these deals than traditional options like flipping. The truth about our ROI on flippingFor most people, flipping is the first thing that comes to mind when they think of real estate investing. Luckily, it’s also one of the most profitable activities in the space, especially when inventory in our markets is low.  How to implement the MOST profitable investment techniqueRental property can be the most lucrative place to invest, as long as we use the BRRRR strategy: buy, rehab, rent, refinance, and repeat.

Guest Bio-

Clint Bartlett is the co-owner of Dynamic Properties. After beginning his career in the food industry, he first went full-time with Dynamic Properties in 2016 and he hasn't looked back since.

To find out more about Dynamic Properties, head to:https://www.cashofferomaha.com

Books mentioned on this episode:Buy, Rehab, Rent, Refinance, Repeat: The BRRRR Rental Property Investment Strategy Made Simple by David M. Greene. https://www.amazon.com/Buy-Rehab-Rent-Refinance-Repeat/dp/1947200089

We live in an age where access to information is at an all-time high, and there is no shortage of resources for aspiring leaders. That being said, filtering through everything available to us can be a challenge at times. Where do we even begin to decide what applies to us and what doesn’t?

The truth is, not everything out there is relevant to our personal experiences, and what works for one business owner doesn’t always work for everyone.

So, where do we draw the line? How can we continue to be inspired by those who have gone before us without trying to recreate their journey, step by step?

In this episode, Director of Operations at The Riley Smith Group, Karl Fong Yee shares why staying true to our unique situations is the key to success. 

Three Things You’ll Learn In This Episode

Why we need to think of culture as a lifestyleWe can’t stop at just talking about team culture, we have to live it. Company culture is a direct reflection of its leadership, so if we’re expecting certain values to shine through, we have to embody them ourselves.

How to be proactive in our businesses without going overboardDon’t wait to hit a wall before recruiting new talent, hire before demand hits. That being said, it’s also important to stay mindful of where we are and base hires on our team’s size and capacity.

The importance of staying focused on our own journeysNo matter how motivational another leader is, their path isn’t always the same as our own. Instead of trying to copy the blueprint of another’s success, focus only on the lessons that apply and find a unique, individualized way forward.

Guest Bio-

Karl Fong Yee is the Director of Operations at The Riley Smith Group. Since joining the organization in 2016, he has actively managed several departments within the group, including recruitment, sales and training, income organization and transaction improvements.

Karl is passionate about finding new, effective methods in order to establish, improve and grow successful business transactions. Prior to entering the real estate space, Karl spent a decade in banking at Regions Bank.

To find out more, visit:https://www.rileysmithgroup.com/agents/87667-Karl-Fong-Yee https://kafyslimitlessminds.com https://www.linkedin.com/in/karl-fong-yee-70930171 https://www.instagram.com/karlfongyee

You can also email him at [email protected]

As real estate professionals, we hear a lot about marketing, but most of what we’ve heard is the same reworked, old advice. It’s 2021, so where are all the 21st-century ideas?

What does the audience of today want to see, and what we can do to go above and beyond their expectations?

Are there any marketing trends we should be taking note of? How should we go about incorporating them into our real estate businesses?

In this episode, the founder of the Real Estate Rockstars Podcast and industry legend, Pat Hiban joins me to discuss how to approach marketing in today’s world.

Three Things You’ll Learn In This Episode

How to get more creative with our marketingGo beyond verbal communication to show potential clients why we’re the obvious choice. Audiences may understand that a competitor charges 1% more than us, but visually demonstrating what that means helps them put the difference into perspective.

How giving back can supersize our marketing resultsConvert the % increase of what competitors are charging into a dollar value, and use that same amount to give back to someone in need. By doing this and documenting it, we’re making a positive impact and a statement.

Where we should be connecting with our audiencesGone are the days when TV was the most effective way to reach potential clients. Stick to social media instead, and prioritize visual platforms like Instagram.

Guest Bio-

Pat Hiban is a real estate veteran. Having started his career in the 1980s, Pat was the owner of the Pat Hiban Real Estate Group for over 2 decades and made a name for himself as the #1 Team Leader in all of REMAX in 2004, and #1 Keller Williams agent in units sold nationwide in 2006.

He later went on to found the Real Estate Rockstars with Pat Hiban podcast, serving as the show’s host for over 4 years. Pat is the author of 6 Steps to 7 Figures and Tribe of Millionaires, and is one of the founders of GoBundance.

To find out more, go to:https://www.linkedin.com/in/pathiban https://www.gobundance.comhttps://www.tribeofmillionaires.com/checkout-page

And to attend the events mentioned in this episode, go to www.growwithers.com.

As team leaders, we’re all motivated to grow our businesses, and most of us have impressive big picture goals. The question is, how do we turn those goals into our reality?

What can we do now to ensure we achieve everything we set our minds to, and how long will the process take? Should specific timeframes be guiding our process?

What are the obstacles we might face along the way, and what can we do to surmount them?

In this episode, we invite you to an ERS coaching call where we discuss these big picture goals and how to achieve them.

Three Things You’ll Learn In This Episode

Why we need to re-think our race to the finish line When thinking about our goals, many of us think in terms of a final destination, but the truth is we’ll never be ‘done’. Our lives will always be filled with new challenges, so focus on enjoying the journey.

How to keep our teams motivated on their big picture goalsAsk agents to share their vision boards at the start of each year. As soon as they start showing signs of stagnation, hold them accountable by asking which goals they’re willing to remove, odds are, they’ll choose to keep them and get back into game mode.

How to counter resistance from agents when making the necessary tweaksMany times, agents will resist new tweaks like a broker fee because they see it as a money grab by us. Change that perception by giving them a clear explanation of where the money is going and how it will serve them.

 

Traditional brokerages and teams fail the average agent because they don’t provide a solid foundation for them to build their dreams.

There’s often no coaching or structured curriculum to help them become the best version of themselves or infrastructure for that agent to build a sustainable business. As leaders, it’s our job to provide the systems, tools, support, and coaching for them to achieve at the highest level.

We need to create an environment for excellence and make the organization big enough to hold the dreams of our agents. Without this, it’s impossible to retain top talent.

What is the CAP coaching experience, and why is it instrumental to the success of our agents? How do we empower and equip our agents to become the best version of themselves?

In this episode, I’m joined by operating partner and co-founder of KWElite, Paul Richardson. We talk about the coaching program we’re implementing in our own brokerage, and why it’s a key part of the value we provide to our agents.

 

Three Things You’ll Learn In This Episode

The 3 mindsets of a traditional agent  There’s a dependent mindset, an interdependent mindset, and an independent mindset. As agents grow, they might want to move towards the independent mindset. If we give our companies the ability to provide all these structures, we create a big enough world for agents to become the best version of themselves.

Why recruiting should be about the agent, not us Most of us recruit to our needs, but that does a disservice to the people we hire. If we start with the DISC profile and use Career Visioning, we can put people in roles where they can make an impact and grow. If we hire based on where the agent can be the best version of themselves, they will go further.

How to create an environment for success If we’re not intentional about the environment we create, we can end up with a life that’s programmed for us, not the life we want. Our surroundings can program the results and outcomes we get. When we do the Career Visioning process, we have to look at the surroundings clearly and make sure they’re aligned with where we want to go.

 

Guest Bio-

Paul Richardson is the operating partner and co-founder of KWElite. To learn more about career opportunities at KWElite, visit https://career.kwelite.com.

Social media is a powerful tool, but it can only take our marketing so far. Unless we’re using it the right way, we’re just wasting our time and resources. The question is, what is the right way, and where could we be going wrong?

While we’re all aware of the importance of using social media for brand awareness, not enough of us know how to do it. As a result, we end up following the lead of influencers and online trends, and that’s only taking us further away from the real reason we’re on the platforms: to connect with our audiences.

How can we use social media to build genuine relationships with our followers that ultimately lead to business growth?

In this episode, Elite Real Estate Systems’ Director of Marketing and Events, Kathryn Nizzi shares the secrets to successful social media marketing.

Three Things You’ll Learn In This Episode

Why we have to change the way we think about social media marketingSocial media alone can’t help us grow a business, so it’s crucial to keep prospecting in more traditional ways. Think of social platforms as an enhancement to the tried-and-tested activities we’ve always done.

How to stay true to our brands in the face of social media trendsIt’s easy to get caught up in social media fads, but not all of them align with our company message, and that’s okay. Stick to creating genuine, authentic content that feels personal.

How to keep social media marketing authentic when hiring a third party Running our own social media on top of leading a business is unrealistic, so hire the role out. That being said, whoever takes the reins can’t be disconnected from the companies brand. Be sure to keep them as involved in the business as possible through regular check-ins.

Guest Bio-

Kathryn Nizzi is the Director of Marketing and Events at Elite Real Estate Systems. Passionate about what she does, Kathryn holds degrees in Advertising, Public Relations, and Applied Communication and Marketing from the University of Nebraska at Omaha.

To find out more, go to: https://www.linkedin.com/in/kathryn-nizzi-69423a127

Other links mentioned in this episode: https://www.cashofferomaha.com/ https://www.eliterealestatesystems.com/growwithers https://hootsuite.com/https://www.hubspot.com/