The Real Estate Sessions

You think you can beat your competitors by simply offering more services than they do to their customers, right? But that’s until you hear this conversation with Rick on the Real Estate Sessions podcast today. In his words, “Don't fool yourself for a minute to think you're gonna do more than the average agent and everything in real estate.” Instead, offer little but offer it best. Do what you can with sincerity, responsibility, and discipline.

Rick is a US Navy veteran who also worked with law enforcement – a position he felt completely out-of-place with – before venturing into real estate. Though joining the Navy was never a conscious choice, it taught him a bunch of lessons on responsibility, discipline, and honesty, which he uses in his life and business even after becoming a real estate investor today.

In today’s episode, Rick explains what he’s learned about real estate investing, including marketing analysis, work habit creation, customer service, and the huge importance of confidence in the industry. He reaffirms that the whole real estate market could bring down your confidence at times, and that what you need to do then is anything that would gain you your real self back. You’ll learn about Rick’s foolproof 4 BASIC stats to know about the state of the market at any given time, among other things. Tune in to hear more about it!

Success Clues:

1. If the markets go down, the first message you need to do is to learn about the market status thoroughly. You can't just kind of go with your gut.
2. Your company’s service department is more important than its sales wing.
3. Your presentation matters as much as your work in real estate. Make sure it’s a good one!
4. Do anything you can to maintain your confidence as a real estate agent. It’s the first thing you need to be successful here.

Meet The Guest!

Rick DeLuca is a Western Regional Owner at EXIT Realty. He has owned the Rick DeLuca Seminars for 34 years now!

Time Stamps

[00:24] Intro

[01:03] Meet Rick Deluca

[02:07] Rick’s experience growing up in LA

[06:49] Rick’s experience serving in the Navy

[08:04] Getting into the Navy – Rick recollects how mature/ informed he was about his job and its relevance when starting

[10:23] On deciding to do something different and how the decision turned out

[12:19] Getting into law enforcement (becoming a detective at 27) and then into real estate: the journey

[17:03] Why your service department is more important than the sales department

[17:54] Achieving success in real estate + the factors that enabled him to do that

[20:02] The toughest part about a hot market is if you’re not careful, you’ll end up creating bad work habits.

[21:24] Do more than the average agent after identifying what the average agent does

[23:32] Rick says the quality of your listing presentation, or the physical packaging of your presentation matters incredibly in your real estate deals. The higher the quality, the higher the perceived value of the content and the sender (you).

[24:41] Delivering your listening presentation to the client’s place of employment rather than their home

[25:42] Rick’s period working as a trainer/coach/educator

[26:50] Getting national recognition for high company productivity

[28:31] Do fewer things than most agents do but do whatever you do, well

[30:14] The number one thing that happens in the real estate market is it wreaks havoc on your confidence

Episode Summary:

Our guest today shares his unique take on the “people business” of real estate. Joining us is Jeff Lobb, the founder, and CEO of SparkTank Media, a speaking, training, and coaching company that focuses on sales, marketing, and technology in the real estate, mortgage, and title industries. An international speaker and innovator, Jeff is more than a coach. With almost thirty years in the industry, Jeff is an advisor, a strategist, a business planner, and a training specialist for brokerages, teams, and agents in his new on-demand coaching, Coach 52.  

In this episode, join Jeff and me to hear how Jeff’s selling years lead him to speak and coach to help others in the industry be better with technology, systems, and sales. We also discuss some of the most requested topics for conferences and the constant evolution seen in the real estate world!

Top Takeaways: 

• Jeff Lobb’s Advice for New Agents
• “They need to focus on getting the core stuff out of the way… but the sales end of this, you need to find at least seven streams of networks and people to connect with. If you realize this, you are not in the real estate business, you are in the people business, and the product is real estate. What you sell is trust, so if you can focus on how I find more people to talk to that will like and trust me, I can now grow my real estate business.”
• “Most agents do not spend their time finding new people to talk to. They are intimidated, there’s fear, there are insecurities, there’s anxiety. That is the whole business. More people, more opportunities. Focus there.”

“I try and get people to work on their business as a business; To work on it, not in it. So many agents are running by the seat of their pants every day, not sure what their day even looks like other than the fires that get thrown at them. It goes beyond real estate.” – Jeff Lobb [29:36]

“We lack focus. We’re very distracted; we’re in a very emotional world right now. Trying to get people to do the right activities is a critical part of this business is hard, and it’s not consistent. That’s where a lot of my time is being spent on how to get into the mindset of I want you to figure out what are the two things that you need to change to make you more money and more productive and let’s work on that.” – Jeff Lobb [30:04]

Episode Highlights:

[00:27] Intro

[00:52] Meet Jeff Lobb—Founder of SparkTank Media

[01:33] Getting Jeff on the Podcast

[02:14] Born and Raised in New Jersey

[04:53] Rapid Fire Sports Team Choices

[05:31] Jeff’s Involvement in Coaching and Sports

[06:45] Learning How to Sell at Just 10

[12:49] Real Estate to VP of Technology and Marketing

[17:09] SparkTank Media, A Sales, Marketing, and Coaching Company

[23:58] Coach52, Building a Community of Do’ers

[25:34] The Number One Requested Topic for Conferences

[27:20] Jeff’s Favorite Topic to Cover

[30:39] Apps to Check Out Now

[37:27] Jeff’s Advice for New Agents

[38:51] Connect with Jeff

[39:15] Closing Thoughts

[39:43] Outro

Episode Notes: 

Joining us today is Jeff Lobb, founder, and CEO of SparkTank Media. Jeff has also just launched Coach52, where he helps other people in the industry be better with technology, systems, and sales. Jeff Lobb was born and raised in Elizabeth, New Jersey but now lives in Sussex County, very rural compared to his big-city childhood. Jeff is involved directly in his children’s sports, coaching, and helping whenever he can.

Real estate was not Jeff Lobb’s first career; he shares it started unofficially when he was only ten years old working at a fruit market. Jeff learned at a very young age how businesses evolved and learned the art of the sale. Jeff went on to receive his BS in Business Management at Kean University while working and traveling full-time in sales. After receiving his real estate license, Jeff started his real estate career with Century 21, where he credits the brokers for teaching him investment properties and door-to-door sales tactics.

Spending almost twenty years in the real estate space, Jeff Lobb started to get recognized for some of his ventures at a corporate and regional level. Moving from a community trainer, Jeff moved up to VP of Technology and Marketing at EXIT Realty Corp. International. Seeing the frustrations occurring in the corporate world surrounding technology in real estate, Jeff found a need to help people from a consulting standpoint.

After founding SparkTank Media, Jeff began consulting and taking speaking opportunities that started to open many doors and expand his horizons in the world of real estate. Jeff found that the real estate space began to shift for a new need to train and coach teams to stay ahead of the curve and eventually evolved into referrals. To scale this idea, Jeff Lobb created Coach52, a place for individuals in the real estate industry to find solutions to increase productivity through teaching, training, and coaching.

Jeff Lobb’s advice to new agents is to stop focusing on trying to learn everything. He admits that you will probably never know everything even when you are decades in. Instead, after understanding the core fundamentals, new agents should find at least seven streams of networks and people to connect with. Realizing that you are in the people business and the product is real estate will help you gain trust and grow your real estate business.

Resources Mentioned:

·      Coach 52| Website

·      Community | App – Text Jeff Lobb @ (973)310-7815

·      Blinkist | App

·      TikTok | App

Connect:

Find | THE REAL ESTATE SESSIONS

At Tresonline.com

Find | Bill Risser

At [email protected]

On Twitter

On Facebook

On Youtube

Find | Jeff Lobb

At [email protected]

On Website

On Facebook

On Instagram

On LinkedIn

RATE & SUBSCRIBE 

At Ratethispodcast.com/REsessions

On Apple Podcasts

On Google Podcasts

On Stitcher 

For Episode 289, I venture into the world of virtual assistants with Amy Ransdell, CMO of REVA Global. More and more Realtors are harnessing the power of virtual assistants. As Amy points out, 90% of agent work involves the phone or the computer. A large portion of these tasks can be handled by a VA.

Amy has worn many hats through her career – Agent, short sales, investing, coaching, training, broker, the list goes on. As a single Mom, Amy points out she does not believe balance is possible, rather each person finds their solution to managing their work/life situation.

TIMELINE:

02:00 – I know you are based in Atlanta. Are you a Georgia native? What’s the biggest misconception about Georgia and Georgians?

04:20 – If I’m in Atlanta for 2 days, what must I see or do?

05:45 – You are a very proud UGA alum. I’ve only been in Florida for a few years, but SEC culture is already a part of who I am. Can I assume you’ve attended the world’s largest cocktail party when UGA and UF square off in Jacksonville?

10:10 – What was your gateway to real estate?

11:20 – You’ve worn many hats in the industry over the years. Agent, short sales, investing, coaching, training, broker, the list goes on. They all tie together at some point, but is their a favorite piece of the pie for you?

12:50 – Work/Life balance just does not exist according to some. What are your thoughts on this topic as a businesswoman and a mom raising a family?

14:30 – In 2018 you joined REVA GLOBAL as CMO. Can you share what the company does and the pain point REVA GLOBAL solves for Realtors?

21:30 – Can you share an agent success story involving a VA?

29:30 – What one piece of advice would you give a new agent just starting in the business? (Same last question for every episode)

Connect: 

Find | THE REAL ESTATE SESSIONS

At Tresonline.com

Find | Bill Risser

At [email protected]

On Twitter

On Facebook

On Youtube

Find | Amy Ransdell

At REVA Global

On Facebook

RATE & SUBSCRIBE 

At Ratethispodcast.com/REsessions

On Apple Podcasts

On Google Podcasts

On Stitcher 

We all know Las Vegas as a hotspot for gambling, fine dining, entertainment, nightlife, and, technically, anything fun. But what does Life look like for a real estate broker there?

Joe Herrera is a Las Vegas area Realtor, Broker, Coach, and Co-Founder (currently Partner) of the Joe Taylor group, now powered by Real Broker LLC. He's also grown up and about in the city. Starting his career in mobile sales and marketing, Joe was soon drawn to the world of real estate and locked his first deal at the third house he knocked on at his first job. The idea of making a flat $6000 from a single sale (back then) was too good to let go without trying! Joe sits with us in this episode of Real Estate Sessions to get into the path that led him to incredible success in real estate and how his philosophies on business and success have grown over time! 

.He also gets into the tools, knowledge, and expertise you need to succeed in today's times, including the importance of having a good landing page and website (a HUGE portion of your sales depends on this!). He talks about putting customer experience and support at the top of everything.

Joe's mission is to build a collaboration network by doubling the agent count in his network. He's passionate about doing fantastic business and aims to "collaborate and help other people increase their production," too. More about his success secrets and technical tips in this episode! Listen without fail!

Success clues from today's episode:

● Get yourself a wartime mentor, someone who knows the ins and outs of the business, other than people who speak without experience.

● Customer experience should be at the top of your game. It's what seals your success in the long term.

● Never leave the tech out. Your landing page and website are points you don't want to miss out on your business agenda!

Meet The Guest! 

Joe Herrera is a broker, mentor, coach, podcaster, and network leader and the co-founder of the Joe Taylor group, now powered by Real Broker LLC.

Time Stamps 

[00:24] Intro

[01:02] Meet Joe Herrera

[01:48] Life in Las Vegas

[02:20] Life for everyday people in Vegas: community, entertainment, schools, food, golf, weather, and more!

[05:32] Addictive personalities in Vegas

[07:33] Early Life and Education

[08:53] Getting into sales and marketing and the subsequent path into real estate

[10:41] The starting of Joe's real estate career: how the third door he knocked at landed him his first deal

[12:29] How Joe met his partner, Taylor, how the name of his company came out to be, and the different businesses they started later

[14:50] Why customer service and experience are at the top of Joe's business

[17:12] Success secrets from Joe

[22:30] The changes brought about in the real estate industry 

[24:56] Running your business, managing the expenses, having local support, and still being profitable

[26:46] tech for real estate + the importance of landing pages and website in growing your business

[30:20] "The average brokerage has 12.4 tools in their tech stack."

[31:29] Joe's advice for new real estate agents just getting started

[33:09] Get in touch with Joe

Connect with Joe

●     Instagram - @joehererra

●     Website - www.joetaylorgroup.com

Would you default to "Yes," even when the path forward is not traveled by anyone your age? Our guest for today's episode of Real Estate Sessions quite did. Meet Nick Bailey, the CEO and President of REMAX LLC., who started his real estate career at 18. As a licensed realtor of 26 years (beginning at 21), Nick reveals his professional journey, how he's adapted to changing times, and the timeless lessons to undefeatable and consistent success in the industry.

Nick attributes a large portion of his success to the people he gets to be around. He bought his first property right after high school, locking his first brokerage partnership with the best broker in his area (in just 90 days of getting licensed). Nick established his empire, and his journey has significantly grown from the connections he made. In this episode, he gets into the tiny secrets that have helped him in the journey: including predicting the state of the market at any point (even the pandemic), building a consistent profile despite the fluctuations, doing the statistics, to embracing changes coming about, like the massive adoption of tech for business success. 

Speaking of the boom of AI and ML and addressing concerns about whether tech would replace real estate agents, Nick shares why they can't be replaced as long as agents are industry-ready and tech-updated. About the "sudden" boom of IT even in real estate, Nick would add, "The technology wasn't new pre-pandemic; it's just the fact that 99% of agents have never used it. And so for those of us that had used it in working in remote jobs and tech companies, we were very comfortable.." Staying low in the learning curve is always what leads to failure. 

Nick also has a ton of advice for fresh agents foraying into real estate – do not forget to tune in!

Success clues from today's episode:

● Surround yourself with great people to succeed in real estate. That's where actual knowledge comes from.

● Any successful agent must know the friction point of their business. And then work on reducing them.

● Be informed to be ahead. If you think tech is a disrupter and decide not to adapt, it could prevent your business from growing. Instead, welcome the change and stay ahead of your competition.

Meet The Guest! 

Nick Bailey is the CEO and President of REMAX LLC ( short for Real Estate Maximums), an American international real estate company that operates through a franchise system.

Time Stamps 

[00:30] Intro

[01:16] Meet Nick Bailey

[02:11] Life in Wyoming and Colorado

[03:29] Buying his first property at 18 and how his love for architecture powered it, 

[04:59] Becoming a licensed realtor at 21 years old, building his wealth profile, and being a licensed realtor for 26 years

[06:21] Nick's first brokerage, the discouragement faced in the early years, and being approached by the number one broker in her area to start a brokerage business together in just 90 days of getting licensed

[07:53] The beginning of feeling professional

[08:25] Affiliation with REMAX

[08:52] Career recap: climbing the executive ladders, soul-searching, life in Denver, Colorado, and prioritizing family

[11:44] The Good morning REMAX series and how it provided people with real estate insights and information along with some fun games and banter

[14:27] Predicting the state of the market at any point in time

[17:36] Building consistency despite the market fluctuations – even the eight recessions Nick has seen in his career

[18:31] The "transactions per agent" for REMAX and why it's consistently excellent

[20:26] The importance of tech solutions for large franchises + how agents could adapt tech for their growth

[23:20] The growth of AI and ML and how it impacts the real estate business

[25:11] Children's Miracle Network and why the term is closely connected with REMAX

[27:53] Nick's growth plan for the next five years – focussing on education and understanding the market

[30:48] Nick's advice for new real estate agents just getting started

[33:25] Get in touch with Nick

Connect with Nick

●     Twitter - @brokerbailey

●     Facebook - https://www.facebook.com/nick.bailey.710

If you are obsessed with cold marketing and promotion because you believe it’s the only feasible way to help your business grow in today’s times, think again. The guest for this episode, Jay O’Brien, built an undefeatable real estate empire without any of that, thus breaking age-old myths with the principles of hard work and sincerity. Investing generously and gratefully in his existing customers from the beginning of his real estate career, Jay realized the massive growth he could achieve just through referrals and word-of-mouth marketing - and all he had to do was to respect and reward loyalty. As Client Giant’s Founder and Chief Day Maker, Jay helps “business professionals deepen relationships with their existing clients and partners to drive unparalleled repeat and referral business.”

In this episode, he looks back at his work life - which began at just nine years old when he started working for free! As a Type A personality, Jay recollects wanting to work because he was “addicted to it.” From working at a video rental shop, Jay took up a catering job at 14, attained his Bachelor’s Degree in Economics and Business Administration, and later worked at Best Buy. He finally took a job in corporate America in 2010. The last one showed him what he did not want to do - and helped him realize he wanted to “create his own job” instead of working for someone else, which he did. Joining RE/MAX Prestige in 2011 and Client Grant in 2018, Jay has become a force in the real estate world, impressing every aspiring realtor with his mode of working - which always has customers in the driving seat.

Jay shares his willingness to spend $1000 on a client who helped him make a $10,000 commission, which most people wouldn’t do. He’ll teach you to look at things from a macro level to realize why simple gestures like sending personalized gifts and messages to clients could benefit your business incredibly. Listen up for an unbelievably insightful conversation on real estate success today!

Success clues:

● Do not blindly do something because someone else achieved success that way. Every one of our stories is different; every one of our times is different. When times change, it’s only sustainable to test the waters yourself and do what ends up working for you.

● If you’re not a door-knocking person, don’t knock. Find something that’s effective for you and feels comfortable for you.

● Throw yourself into the fire sooner rather than later because you’ll never be prepared enough for anything. The endless webinars, training, and trials won’t get you anywhere unless you put your foot into the water.

● It is through uncomfortable conversations and challenges that you grow in your career. Be ready to face them. 

Meet The Guest!

Jay O’Brien is the Co-Founder and Chief Day Maker at Client Giant. This company helps business professionals deepen relationships with existing clients and partners to drive unparalleled repeat and referral business. 

Time Stamps

[00:00] Sneak peek

[00:43] Intro

[01:16] Meet Jay O’Brien

[03:22] Jay’s interest in golf

[03:57] The best part about living in Orange County, South California

[05:46] Jay talks about being a Type A personality and being addicted to working since nine years old

[08:48] Realizing his innate desire to “create a job” for himself

[11:48] Imposter syndrome + identifying his strengths to make his business defensible

[18:11] Jay’s first time doing a panel and how it grew into Client Giant

[19:35] Some clever marketing tips inspired by Jay

[20:55] How Jay’s business grew despite never spending any money on cold marketing

[22:52] Thinking on a macro level to scale your profits and run a robust business

[23:44] What Client Giant does and how it has grown from being just a client-care automated system

[26:16] Jay’s “Top-of-mind Plus” tip for client retention

[28:04] Client Giant’s success stories

[31:23] No one ever went broke from giving

[32:07] The solution to saving your business during downtime is not abandoning your customers

[33:52] One piece of advice for real estate agents getting started

[36:14] How to connect with Jay

[36:53] Special Client Giant offers for the Real Estate Sessions Podcast listeners

Connect with Jay

●     LinkedIn: https://www.linkedin.com/in/chiefdaymaker

●     Website: https://www.clientgiant.com

On this Short Cut episode, I catch up with Karin Carr of Savannah, Georgia. Karin is the founder of Georgia Coast Homes with REAL Brokerage, LLC, She has created a tremendous business focusing on video. The content she creates is designed to help her be found organically as people are searching for area information.

She is offering a free five day workshop starting October 31st, 2022 to help others learn her secrets for using YouTube. Listen in as Karin shows you how easy it can be to use video and click the link below to sign up for her workshop.

YouTube.com/karincarr

YouTube.com/karincarrrealestate

YouTubeforagents.com

YouTube for Real Estate Agents Book

To sign up for Karin Carr’s free five day YouTube challenge, click link below

https://www.videobossagent.com/Oct22Challenge

I continue the Short Cut episodes with Anthony Malafronte. Anthony is the leader of the My Tampa Agent team in , you guessed it, Tampa, Florida. Anthony was my guest on Episode 86 in March of 2017.

Since then, I've joined the golf league Anthony introduced me to, and we play nearly every Sunday in the same foursome.

Having recently joined REAL Brokerage, LLC, Anthony shares what drove the decision to change brokerages. He also shares a bit of life as Pop Pop (grandpa) to Sophia.

Reach out to Anthony -

https://www.facebook.com/Tampamal

https://www.instagram.com/tampamal

https://www.mytampaagent.com

To sign up for Karin Carr's free five day YouTube challenge, click link below

https://www.videobossagent.com/Oct22Challenge

The first Short Cuts episode had to be with Guest #1, Jay Thompson. These short form Real Estate Sessions episodes will allow me to reach back out to guests from the past and have a quick catch-up.

I ask Jay 4 questions:

1. What is the most exciting thing to happen to you since our last chat?
2. Tell us about the new Sea Doo fishing personal watercraft
3. What's next for the Thompson's?
4. What has your attention in the world of real estate?

Listen in to hear Jay's answers on Episode 332.

Episode 331 - Karin Carr and Warren Dow

Have you yet noticed that a significant part of running your real estate business involves marketing? 

Organic or inorganic. Cold emails or phone calls. Tech or traditional. Though the channels are varied, the purpose is to generate more contacts: contacts that not only visit but also convert. And while you can't spend your entire budget on promotions, when it comes to optimizing your marketing strategy and increasing the effectiveness of your efforts, there are many ways to go about it.

Today's special episode (recorded live at the High Tech High Touch event in Buffalo) introduces you to two special guests. Karin Carr and Warren Dow, who, in a brief 19 minutes, teach you two incredibly effective practices that could skyrocket sales for your real estate business. The best part? These would not cost you the scores of money you think marketing takes.

Meet Karin Carr and Warren Dow in this episode. Karin is a successful Team lead for REAL Brokerage and a YouTube coach for real estate agents, and Warren Dow is the General Manager of Real Estate at SavvyCard. While Karin shares how she built a massively successful YouTube Channel that thrived with video content to pull customers in, Warren expands on how the correct utilization of technology can prove immensely helpful.

In a nutshell:

● When checking out paid digital ads, Karin spent a chunk of money only to realize it didn't compare to organically marketing her business through her YouTube videos. Though the paid ad campaign did generate leads and had people fill out the form she had on her website, most of them got in with bogus information or information that caused more trouble than good.

● Promoting yourself also comes with the advantage of generating contacts that know your value beforehand. That helps avoid rebates, pricing and commission questions, and unnecessary interviews.

● The only thing that matters to the people who hire you is how you help them solve their problems. Your troubles don't matter so much as your ability to help others out of theirs.

● As with any other kind of marketing and sales, understanding where your buyer is in the sales funnel is crucial in real estate also. 

● Technology alone or human intervention alone might not help you achieve the success you desire in today's times. Understand that no one can replace your job as a real estate agent, but also teach yourself to befriend technology instead of fearing it. Using online business cards instead of printed ones can be your first step.

Meet The Guests!

Karin Carr is a YouTube coach for real estate agents. She owns the REAL brokerage firm Georgia Coast Homes and authored the book YouTube for Real Estate Agents.

Warren Dow is the General Manager of Real Estate at SavvyCard. He comes with hands-on, deep expertise and proven results in the real estate industry. 

Time Stamps

[00:00] Sneak peek

[00:22] Intro

[01:48] Meet Karin Carr, who's also a trained opera singer

[02:32] Blogging vs. Cold Calling: How a humble blog turned into a massive business generation tool for Karin

[04:37] Embedding a YouTube video into your blog

[05:27] On deciding to record herself + getting the video transcribed

[07:41] The type of videos Karin did + the idea of retiring in Savannah

[08:36] Paying for SEO campaigns and ads only to receive bogus information + opting out of them

[10:32] One piece of advice about using videos

[11:21] Warren's background and how he plans to bring the high-tech and high touch world together

[12:44] Why technology can never replace a realtor

[15:32] What channels should you use when following up with your leads?

[16:13] How a marketing funnel looks like and why it's not one-size-fits-all 

[18:15] One piece of advice for you to adopt technology in your real estate business

Connect with Karin and Warren

Karin Carr - 

LinkedIn: https://www.linkedin.com/in/karincarr/

YouTube: https://www.youtube.com/c/KarinCarr

Warren Dow - 

LinkedIn: https://www.linkedin.com/in/warren-dow-802/

Company Website: https://www.savvycard.com/warren-dow/savvycard/11e97c_scid

Facebook: https://www.facebook.com/warrendow