During Episode 60 of The HyperFast Agent Podcast, host Keri Shull speaks with Travis Thom, a brilliant marketing strategist who specializes in helping agents master Facebook ads. Thom shares the five pillars of a successful re-targeting campaign. Don’t miss this exceptional information about how to advertise your business online.

 

Episode Highlights: 

Travis Thom began knocking doors at 19, but spent years closing very few deals because he didn’t know how to sell.

When Thom found a way to position himself as an authority, he began to enjoy success.

He put out 5,000 guides for a very specific niche, ran some ads, did some email campaigns, and linked back to a website that listed homes that qualified for the program highlighted in his guide. Leads came in.

Eventually, Thom sold his brokerages and started an advertising program around providing value and running successful Facebook ads.

The consumer gathers information before they talk to you as an agent.

Create campaigns that provide value at the top of the funnel, then target those leads in a push along the funnel.

BURST= Brand story, Untapped Opportunity, Reciprocity, Social Proof, Trust.

BURST describes five pillars you should implement into any of your retargeting campaigns.

Position yourself as the authority in your market.

Prime them and remind them.

When creating a brand story, give background information about the company, tell its founding story, or introduce team members.

The next ad you would run covers the untapped opportunity. An example of this is something the average consumer doesn’t know about or doesn’t know they have access to.

Reciprocity means giving them an item of value. This can be something they can read such as a blog post. Provide the solution to a problem they have.

In the social proof segment, you can use testimonials, raving fans, and case studies.

At the end of this funnel, you’ve created trust.

Shull emphasizes that this strategy is not that hard to execute.

If you want help executing this strategy, Thom offers a coaching and training program with his top Facebook ad managers.

Messenger bots can help you automate things you’ve said many times and answer frequently asked questions.

3 Key Points:

  Position yourself as an authority and find something to give people if you want to generate more leads.

  Travis Thom’s BURST advertising strategy incorporates the following stages:Brand Story; Untold Story; Reciprocity; Social        Proof; Trust

  When you’ve influenced every stage of the decision cycle, the lead has been indoctrinated.

 

Resources Mentioned:

Learn more about Hyperfast Academy

Keri Shull: Linkedin   Facebook 

Travis Thom website, Facebook, LinkedIn, Instagram

Closing Table Mastermind

The Seven Habits of Highly Effective People (book)

Elevated REM

During this episode of The HyperFast Agent Podcast, host Dan Lesniak offers life advice and business tips to help grow your business. He discusses providing customer satisfaction, writing down big goals, and developing daily habits to maximize productivity and set you up for major success.

 

Episode Highlights: 

Dan Lesniak describes going to get a haircut only to find the lights out at the salon. He discovered the salon was open, but the power was out. He describes how the salon made the most of this situation to keep clients happy.

Figure out what your customer wants.

Deliver what your customer wants, no matter what the external circumstances may be.

There are two very important Gs: gratitude and goals.

Write down your goals and place them where you can see them.

Writing is the first act of transforming the invisible to the visible.

If you want to be super productive, you must decide whether something is important or not important.

Then ask if that thing is urgent or not urgent.

Spend your time doing things that are urgent and planning for things that are not urgent. 

Forget about the things that are not urgent or important.

Delegate or automate things that are urgent but not important.

Spend 5-10 minutes at the beginning and end of each day setting intentions and reflecting.

Decide the top three things you’d like to do that day and tackle those early.

At the end of the day take inventory and set intentions for the next day.

Connect what you’re doing with your why. 

Your why will provide you with consistency, willpower, and endurance to pull through.

 

3 Key Points:

Find a way to give your customers what they want despite external circumstances.

Write down your goals and display them where you will see them.

Learn how to prioritize, set intentions, and connect with your why to enjoy massive results.

 

Resources Mentioned:

Learn more about Hyperfast Academy

Dan Lesniak:  LinkedIn   Facebook

On this episode of The HyperFast Agent Podcast, host Keri Shull speaks with Sunshine Wilhite, a multi-million dollar producing realtor who excels at converting online leads. Wilhite shares her strategy for capturing leads online, including how to engage leads when you pick up the phone to make an appointment.

 

Episode Highlights:

If you’re generating Facebook leads then you know these leads are not usually ready to buy immediately. Internet leads are about the long game.

Advertising on Ylopo is all about testing different areas. For example, if you know there are buyers interested in one area, you want to advertise in an area just outside that area, where they’ll be able to find similar homes for less.

Some cities convert better than others.

The trick is to look at where leads are coming from and turn off things that aren’t working.

Wilhite looks at her ad spend once a week and adjusts where she’s spending money.

When you reach out, you want to ask about their timeframe. This question will tell you which path you’re on and how to continue down that path.

Stay in touch by asking for a firm commitment to follow up. Send personalized push listings and then send a text.

Watch your priority alerts.

Sometimes you have to approach follow-up in different ways. Find multiple ways to offer value.

If someone was on your website five minutes ago, they’re obviously interested. Pick up the phone.

A lot of people are scared to make cold calls. If you want to make money, pick up the phone.

If you struggle with converting internet leads, pick up the phone.

75% of Wilhite’s conversions happen over the phone.

Watch your lead’s behaviors on your website. You want to get in front of them when their behavior indicates that they’re in the market and you can help. 

Shull emphasizes that when you reach out to someone who is raising their hand for help, they are going to be grateful that you called.

 

3 Key Points:

Internet leads are a long game.

Advertising on Ylopo is all about testing different areas. When you have a lead from one area, ask them if there are additional areas they’re considering.

Pick up the phone. While texting or email may seem more comfortable, calls convert.

 

Resources Mentioned:

Learn more about Hyperfast Academy

Keri Shull: Linkedin   Facebook 

Sunshine Wilhite website, Facebook, Twitter 

Ylopo

Agent Legend

During this episode of The HyperFast Agent Podcast, host Dan Lesniak, addresses realtors attending Lab Coat Agents Live in San Diego, California. Dan shares the professional obstacles that led him to become a real estate agent and outlines his framework for dominating your market in three simple steps.

 

Episode Highlights: 

Dan Lesniak did not imagine ten years ago that he would be in real estate. After graduating from Georgetown business school, he wanted to be hired by a top-three consulting firm but was rejected.

His real estate business took off very quickly. He sold just over 22 million dollars in his first year and wrote a book about how he did it. 

You have to have the right strategy, the right tactics, and the right mindset.

The highest-paid people in the universe are all teaching mindset.

During your strategy phase spend time experimenting with different segmenting strategies.

After you segment the market, pick one target.

Make sure you target people you actually want to work with.

Ensure that your target market is not too big or too small.

Communicate your value proposition to that market.

Tactics are fluid and change frequently.

It’s all about how fast you can deploy.

As you’re executing you need to measure, track, and refine.

Don’t wait for the perfect solution before moving forward.

Make sure everything you’re doing is consistent with the market segment you’re targeting.

Mindset is the hardest framework to learn, but will give you the most leverage.

Set better goals. Give them a timeline and make it public.

Seek out challenges in all areas of life.

Have gratitude. When you have an appreciation for what you have, more things come to you. 

 

3 Key Points:

There are just three frameworks to dominating any market in any business quickly: You have to have the right strategy, the right tactics, and the right mindset.

If you’re looking to expand your market, segmentation, targeting, and position will help you. 

Mastering your mindset is the hardest to learn, but will give you the most leverage.

 

Resources Mentioned:

 

Dan Lesniak on Facebook, Twitter

Learn more about Hyperfast Academy

Lab Coat Agents Live

The HyperLocal HyperFast Real Estate Agent (book) 

The Art of War (book)

Ralph Waldo Emerson  

Willpower Doesn’t Work (book)

During this episode of The HyperFast Agent Podcast, host Keri Shull, talks to Rett Harmon, Founder of Novus Century 21 in Carrollton, Georgia. Rett shares his vision for his brokerage and how he was inspired to incorporate video into his long-term marketing strategy during a real estate conference. Harmon found a way to differentiate his brokerage from competitors by leveraging video to demonstrate his support for the communities he serves.

 

Episode Highlights: 

Rett Harmon started Novus Century 21 in Carrollton, Georgia when the place he wanted to work didn’t exist. 

Rett chose “Novus” for the brokerage’s name because it means new and exceptional in Latin.

Rett was an early adapter to video. At a 2011 NAR Conference, Harmon attended a video class given by Brian Copeland and knew video was something he wanted his brokerage to pursue.

At first, the process of making videos took too long. Rett had to overcome perfectionism to produce videos.

When Rett Harmon started Novus in 2014, he was looking for ways for the brokerage to differentiate itself and to go outside the norm. 

Video became the key to being seen as a community expert. It was important to focus on community content from the very beginning.

The videos Novus produces focus on community building. These videos feature local businesses and community happenings. They always keep their content very local. 

Offer consistent content on a regular basis and have fun doing it. 

Endorsing people you know is a win-win for everyone.

Even if you feel like you’re late to the game and haven’t started producing video content for your business yet, there’s still a lot of content that needs to be shared. It’s not too late.

If your effort comes from a real and sincere place, it will eventually pay dividends.

Keri Shull feels that video is great for recruiting. It offers insights to your prospective agents. The fact that people can see what you’re doing online provides a ton of value. 

When starting out producing video, just don’t limit yourself. Go big and have fun with it.

The key to making your videos entertaining and engaging is to tie random things you love to real estate.

If you talk about things that you believe in on camera, that will come across as very natural. People buy natural. 

 

3 Key Points:

  Being a connector and endorsing people you know is a win-win for everyone when producing community content. 

  Video can be a great recruiting tool because it helps agents see what your brokerage is doing.

If you want to create entertaining content that gets watched, talk about things you genuinely care about or have an interest in. 

 

Resources Mentioned:

Learn more about Hyperfast Academy

Keri Shull: Linkedin   Facebook 

Rett Harmon: Twitter, Facebook, LinkedIn, Pinterest  Website  Email

Novus Century 21: Website  YouTube, Facebook, Pinterest, Twitter, Instagram

During this episode of The HyperFast Agent Podcast, host Dan Lesniak, provides advice on goal-setting, the importance of not making excuses, and preparing yourself for future opportunities.

 

Episode Highlights: 

Dan Lesniak discusses his personal goals 

Life is not about just one goal

Giving up once can lead to giving up on everything

Growth and expansion are required to increase impact

Practice and simulate what you will be doing in your business

 

3 Key Points:

We need goals beyond our goals to keep pushing us forward. 

Don’t ever give up or make excuses. 

Teach others and hire more people because you can’t do everything.  

 

Resources Mentioned:

Learn more about Hyperfast Academy

Dan Lesniak:  LinkedIn   Facebook

Keri Shull, host of The HyperFast Agent Podcast interviews Nick Baldwin, Team Leader at Keller Williams Premier in Clarkston, Michigan. Nick discusses his successful involvement in Lab Coat Agents, how he was able to move into a new real estate market and win, and find out why Keri feels he is “one of the most epic real estate agents.” 

 

Episode Highlights: 

Keri Shull introduces Nick Baldwin

What was it like for Nick to move to a new real estate market? 

The steps that Nick took when he moved into a new market

The pillars of lead generation for his new market

Nick discusses follow-ups and lead generations

Always keep up with changes in technology 

Calibrate to meet the client’s needs  

Nick Baldwin talks about working with Lab Coat Agents

Great advice to get out of a negative mindset 

If one business deal is bringing you down, then you need more 

You need someone to hold you accountable to keep you on track each day 

 

3 Key Points:

91,000 real estate agents are a part of Lab Coat Agents. 

Form a team in a new market with people from that area because they have a sphere of influence. 

It is all about the follow-up and consistent lead generation. 

 

Resources Mentioned:

Learn more about Hyperfast Academy

Keri Shull: Linkedin   Facebook 

Nick Baldwin: Linkedin  Facebook

Lab Coat Agents:  Website    Facebook Group

On this episode of The HyperFast Agent Podcast, from the Lab Coat Agent Live event in San Diego, host Keri Shull discusses her proven strategies for using video to become the digital mayor of your town.  

 

Episode Highlights: 

Keri Shull shares a story involving Tony Robbins and Gary Vaynerchuk

How Keri began using video in her business

Keri shares past videos she did to show their humble beginnings with this strategy 

Keri shares a digital mayor strategy with the audience 

Audience members share what they would do with more leads as the digital mayor of their town

What do agents often fear? 

How you can find the off-market properties for your clients  

Keri initiates a live group exercise 

What equipment to use for video and where you should post 

Lighting is really important for video 

Facebook, YouTube, and soon even Linkedin, are key platforms for live video

 

3 Key Points:

Don’t compete with other real estate agents. Compete with the media.

You can succeed with video even using an iPhone.  

You can buy lavalier microphones, that you can plug into your cell phone, for about $25. 

 

Resources Mentioned:

Learn more about Hyperfast Academy   Digital Mayor Course

Keri Shull: Linkedin   Facebook 

Lab Coat Agents:  Website    Facebook Group

Reality Check Analysis

Keri Shull, host of The HyperFast Agent Podcast, interviews Mike Bjorkman, Founder of Team Bjorkman brokered by eXp Realty, and Co-Owner of CaliforniaLeasing.com Property Management. Mike, who is running 600 doors in real estate, shares his successful process for writing offers, and valuable ways to help seal the deal. If you are listening from an area where VA loans are popular, make sure to listen at the 36:45 minute mark for a tip from Keri Shull, that Mike Bjorkman calls, “a golden nugget that is life-changing!”

 

Episode Highlights: 

Keri Shull introduces Mike Bjorkman 

Mike’s podcast gets over 4,000 downloads a month  

Mike talks about it being a seller’s market

What is Mike’s process for writing offers?  

The buyer wants the agent to be strong

Copies of credit reports and the liquidity of funds are important

Mike builds in a hefty per diem for the buyer 

Sweeten the pot for the listing agent for the seller with something you know they want 

When you are speaking to the listing agent, ask who their lender is

Keri Shull discusses why possession date is important to her

Keri shares a tip about military VA mortgage loans that Mike Bjorkman calls, “a golden nugget that is life-changing”

Agents need to ask the buyer to gain leverage by putting more money down if they have to

 

3 Key Points:

30% of buyers that lose with an agent don’t want to use that agent to write their next offer. 

Prep the buyer for what the market is like. 

Sending a non-refundable deposit to the seller within 48 hours is powerful. 

 

Resources Mentioned:

Learn more about Hyperfast Academy

Keri Shull: Linkedin   Facebook 

Mike Bjorkman: Linkedin  Facebook  Real Estate Marketing Show

Team Bjorkman: Website  YouTube

Dan Lesniak, host of The HyperFast Agent Podcast, provides advice on knowing your ‘why,’ the problem of wasting time worrying about other people’s success, the power of effort, empowering yourself, and using what you learn to succeed. 

Episode Highlights: 

What is within the power of ‘why?’

Stop blaming the success of others on luck

It takes constant effort to win

Take care of yourself to be able to be in a position to help others 

Make sure that you are implementing what you learn

Key Points:

You have to know why you are doing what you do. 

Put in effort repeatedly, over time, to have success. 

You have to be selfish in order to become selfless. 

Resources Mentioned:

Learn more about Hyperfast Academy

Linkedin: Dan Lesniak