Top Agents Playbook: The Podcast For Real Estate Agents Presented by Ray Wood

Top Agents Playbook: The Podcast For Real Estate Agents Presented by Ray Wood

By Ray WoodBusiness
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Top Agents Playbook: The Podcast For Real Estate Agents Presented by Ray Wood episodes

  • TAP 232. How to stand out and get noticed in your local market. An interview with Ann Carden
    I'm part of a coaching mastermind group and one BIG benefit is that I get to meet some inspirational entrepreneurs.  This week I connected with Ann Carden.  Ann is a best-selling writer, podcaster, and speaker who is brilliant at motivating and inspiring others to reach their goals.
    You can connect with Ann here
    Check out Ann's podcast here
    The following is a transcript of the first 3 minutes of our interview 😎
    Well, hi, everybody, and welcome back to the show. I'm with Ann Carden, and good morning. How you doing?
    Good morning, I am doing wonderful, right? Thanks so much for having me on. Hi, everyone.
    And we're about to see you in the world today, Ann.
    I am in the United States. I am in the state called Missouri, the Midwest.
    Yeah, absolutely. Tell us a little bit about what you do. I'm really excited to have this call because I know that you offer some special ideas around content and what real estate agents can be doing to grow their business and their income.
    And I'd love to get into, you mentioned just before we press record about creating multiple income streams. I'd love to learn a little bit more about that. And I'm sure my listeners would as well. So yeah, tell us what you do.
    And also tell us maybe how we can reach out and connect with you. What's the easiest way to connect with you?
    Yeah, the best way to connect with me is to go to my website at annlcarden.com. There is an L in my in my website, but that's the best way because I have lots of resources there. I've you can really find out a lot.
    I also have my podcast there as well, which I go into a lot of marketing and sales strategies and things like that in my and I interview other experts. So my expert in your podcast is also hosted on my website.
    So there's that's the best way to reach me or if you want to have a call with me, you can book a call there.
    I'll include those links in the show notes. Sounds great. Yeah. So tell us a little bit about what you do specifically.
    Yeah, so I have two sides of my business. I've been an entrepreneur for 34 years. This is my sixth and seventh business. I've sold five previous businesses. And I work mainly with people that are experts in their field who want to either start a coaching or consulting program, or they want to monetize in other ways.
    So that's one side of my business of people that want to grow and scale their coaching and consulting professional service business. So that is one side. The other side of my business though, is I also help people really stand out in their market, in their marketing, and build really an expert and influence marketing platform.
    So they are really seeing at the top of their industry where they can get the best clients, the best opportunities, either playing a bigger game. And so that is the agency side of my business.
    Right, right. Well, I'm sure you've made plenty of observations about realtors, as we call them here in North America, or real estate agents. What are some of the things that, well, maybe I could ask it this way.
    If you were a realtor, what would you be doing to stand out in your market? Because right now it's so competitive. And we're coming off a little bit of a boom in many parts of the world where there's been a lot of property for sale, and then the number of agents grew, and now there's not as many properties for sale, but there's just as many agents.
     
    21 min
  • TAP 223. Join Our Free Trial-30 Day Challenge And Start Getting More Leads and Listings
    Join the Real Easy Ads Free Trial and 30 Day Challenge

    If you’re 200% serious about automating genuine seller leads using AI marketing then I’m inviting you to join me and my team for our 30-Day Challenge.

    You'll be using the very lastest AI-Powered Software to create stunningly-successful ads in just seconds

    Seriously, the way AI is creating headlines, ad copy and then testing each ad to advance the best-performing campaigns is mind-blowing.

    Here’s how the challenge works:

    • You schedule a call with us so we can show you around the platform
    • We set you up with your customized account so we can get the party started
    • We will be meeting via regular group meets throughout the challenge to help you create your ads, monitor results, tweak where necessary, follow up leads, win listings and make sales
    • You’ll get access to our tech team specialists plus a Google Ads and Facebook expert
    • You’ll get access to our Corporate Shutterstock account to use unlimited professional-grade videos and images in your marketing
    • We’ll be showing you LIVE and in real time how to create stunning social media, Google , Bing and Youtube ads in just seconds
    • If, at the end of the challenge you want to keep using the Real Easy Ads platform we’ll do you a ‘Can’t-Say-No’ special deal and ALL the support you experienced in during your trial will continue

      • Click here to register now

      The only way to join the challenge is to set up a one-on-one call with Ray. Grab a time here that works for you
      0 min
    • TAP 218. 2023 Wrapped! (Part 1) Best tech, listing leads, marketing ideas, video, Youtube and my new song! Ray + Joel unplugged
      Hello loyal listeners and I hope this finds you well and excited for a break over the holidays.
      This episode happened when my producer Joel called me to say we needed some content to finish off the year which was when I said "I don't have anything lined up so why don't you and I just create some"😎
      My new song is titled 'F*** this fire's hot' so it's not for little ears  ...If the Eff word offends, please don't click!!
      It started as a joke a couple of summers ago at the cottage when one of of friends got too close to the fire and the song idea kind of snowballed from there.
      Our friend Amanda is a songwriter and recording artist and she liked the riff so I went down to St Catherine Ontario one afternoon in the summer of 2023 and we recorded the song between us.  I have never done anything like that before so it was a lot of fun.  Amanda can play anything and has a great voice so she filled in all the gaps to give it a great sound.
      Then, when we were done, she suggested I send the master file to a former Sony Music engineer and he made it sound even better!
      Here's the result!
      Youtube link to my song:  (F*** this fire's hot!)
      Spotify link to my song: (F*** this fire's hot!)
      Other links Joel and I discuss are:
      https://reincubate.com/camo/
      https://www.elgato.com/us/en/p/prompter
      47 min
    • TAP 216. What does your real estate brand do for you?
      For the last few years, an increasing number of agents have been messaging me with questions about their career options and in particular, the importance of the 'brand' they work with.
      In the last ten years, the steady rise of cloud-based real estate corporations has challenged the traditional model of salespeople being employed by a real estate company working out of a brick-and-mortar 'main street' office.
      This new digitally remote model has not only allowed agents to establish and promote their own personal brand but also enjoy a greater slice of the commission pie.
      These days, cloud-based digital brands provide much of the heavy lifting in terms of back-office support for their member agents including trust accounting (where laws call for that) and supplying an ever-widening range of tech tools like coaching, mentoring and training, marketing platforms, CRMs and lead generation workstations leaving the agent to focus on the dollar-productive activities of getting in front of more sellers and doing more deals.
      This recent visit back to Victoria Australia to spend time with friends and family gave me the opportunity to catch up with my brother Tim and we decided to record a couple of interviews for the show.
      Tim is something of a brand guru. Today he consults to a list of private clients but his former career path saw him deeply involved with brands like Nike, Mattel, and Krispy Kreme.
      In 2022 he published his personal branding strategies and success formulas in a book titled 'YourAmazing Brand Story'
      In this episode, Tim and I get nicely into the weeds of effective branding and how agents can best reach out to potential clients in their community by telling their brand story and standing out in a 'sea' of other agents and making emotional connections by deciding then telling their brand story.
      There' some really valuable points in this short session. Grab your journal for the good bits.  Enjoy!  R😎
      You can get Tim's book here
      Here's Tim's summary on Youtube
      Click here to download my latest book DIGITAL MAYOR
       
      0 min
    • TAP 214. If you HAD to get a listing today.

      This idea came up quite by accident so Lisa and I decided to run with it.  I sent a last-minute email out to my list and got some awesome responses. Thanks everybody for participating. There are no longer any excuses to not have a bunch of listings and a full pipeline.  Dream big and take names 😎

      Lisa’s TOP ideas

      1. Specific target prospecting - if you have no buyers - find some.

      2. For sale by owner - marketplace and FSBO sites
      3. Withdrawns. properties that were on the market
      4. Sphere of influence - anyone you know that could have a property to sell
      5. Doorknock around listings yours and other agents
      6. Make sure you build a database from day one

      Ray’s top ideas

      1. I would go ‘crazy’ on expired listings then target For Sale By Owners on all the socials, marketing sites like Gumtree, Kijiji and Craigslist
      2. Print off a bunch of IMPORTANT NOTICE Flyers you can find in jigglar.com (Just type IMPORTANT NOTICE) in the search field (See flyer graphic below)
      3. Print off 300 IMPORTANT NOTICE flyers in Jigglar and follow the correct formula to get them out.  Watch the 'how to' video here

        4. From Linda Goer

        Call family and friends

        Find someone in the office I could work with

        Ask for the office orphan data

        Get out of the office and start talking to people - ensuring I am wearing my name badge

        Ask colleagues if I could do their open homes

        Call Ray Wood and discuss his new secret weapon!

        From Dottie Moretz  Broker/Realtor. Beech Mountain,NC

        1. I would reach out/call everyone that I know) and ask for a referral or whether they are ready to sell their home.

        2. I would call FSBOs that have recently listed their properties. I would ask to preview the property and discuss the benefits of working with an agent. I would prepare a pros and cons list along with a seller's 2-3 page info on selling a home.

        3. I would find another agent (that is established) that would let me co-list a property with them.

        4. I would go introduce myself to my neighbors and see, if anyone wants to sell.

        5. I would call acquaintances to try and find someone looking to sell.

        6. I would go to my local coffee shop and with a sign offering to buy coffee for customers that are willing to talk to me about selling their home.

        7. I would call local companies to inquire about employees that may be relocating and offer my info. Probably wouldn't get far, but you don't know if you don't try.

        8. I would go to a local restaurant and offer to buy lunch for any patrons that will talk with me about real estate and selling their home.

        9. I would offer free comparable market analysis to anyone that I could and talk to them about selling their home.

        10. I would offer a Seller's Workshop today on how to sell your home fast for the highest and best price and would go by offices with flyers inviting prospects to the workshop at a popular local restaurant with party room and offer dinner to all that attend.

        11. I would go to Lowes' or Home Depot and talk to customers. Especially those buying packing supplies.

        12. I would go to Lowes' or Home Depot and talk to contractors. They often know who is getting ready to sell, before others do.

        13. I would call my local banker/mortgage broker to see, if he/she has any referrals for sellers getting ready to sell a home.

        14. I would send out an email to everyone that I know asking for help finding a listing.

        15. I would send a voicemail broadcast out to all my neighbors or neighborhood that I want to list in.

        16. I would reach out through social media to all my friends, family to help find a listing.

        17. I would reach out to potential sellers through social media.

        18. I would send a video of myself to homeowners/ potential sellers in my immediate area.

        19. I would ask my broker for leads.

        20. I would call my hairdresser for possible leads - they talk to and know a lot about their clients.

        21. I would call a real estate agent that has recently retired and ask for referrals.

        22. I would post on social media asking for a new listing and post why I would be their best bet.

        23. I would call my nail tech for possible leads - they talk to and know a lot about their clients.

        24. I would ask agents in my office for potential seller leads that they have dropped the ball on or couldn't close and offer a referral fee.

        25. I would door knock.

        26. I would cold call.

        27. I would call a top-producing agent in the market and ask to buy leads they can't follow up on or aren't interested in.

        28. I would call builders' offices asking to list their upcoming builds.

        29. I would call expired listings.

        30. I would visit a divorce attorney's office and ask for referrals.

        31. I would read past Obits for the last month and reach out to those homeowners.

        32. I would set up at the entrance to a neighborhood that I want to list in and offer coffee and doughnuts to everyone leaving with my card and local market data for their neighborhood handout.

        33. I would get permission to set out in front of my local grocery store with a display about home selling and talk with customers to find a listing. I would have market data for the surrounding neighborhoods as a handout. I would offer $50 grocery gift cards for each person who books a listing appointment with me.

        34. I would reach out to everyone that I knew in High School through social media looking for a listing.

        35. I would have my husband asking co-workers, if they are interested in selling.

        36. I would go to the mall and talk to people walking around looking for a listing with handouts of market data for surrounding neighborhoods.

        37. I would go to an agent hosting an open house and offer to help with their open house and explain that I need to find a listing lead and offer them a referral fee, if I find one.

        38. I would record a video and post to all my social media asking for listing. I would then ask all my friends and followers to share.

        From Trish Walls. The Gold Coast Qld Australia

        I would check realestate.com.au to see if there are any properties listed by multiple agents and contact or door knock the owners to try to list them and open the home to get some traction.  Also, a drive around my area for a signboard check although it’s not so common to have open listings these days, but you never know!!  …. It was easier when we had classified ads in the newspaper!!

        A post on Facebook to all my ‘friends’ advising that I am now in real estate and offer an incentive to anyone who can refer a property owner who might be interested in selling.  I would also offer an incentive to anyone who chooses to sell with me (ie a marketing program for example).   

        Of course, I would couple this with some sort of letterbox drop into my target area.

        From Troy Kincaid Colac Victoria

        Expired listings.

        Social media boast with hot buyer cashed up.

        Drive by local streets checking who is renovating, painting, skip bin out etc.

        Call every legal rep in the area introducing myself. Then “asking do you know anyone thinking of selling” Every person I speak with I would be asking this question.

        Friday & Saturday nights first week I’d spend the evening at the busiest pub/club in the area with my business cards then visit this place regularly.

        From Michael Good Toowoomba QLD

        Door knock around current listed / just solds offering a market update.  Do 100 per day for 10 days and I guarantee you would find someone selling by the end of the 10 days

        Find old appraisals/data in the office and call around those

        No agent should ever look to get listings without data... ie they should start out alongside an experienced agent as a PA and progress to sales once they have 300-500 bits of data.

        From Ron Tomblin. Hamilton and Ancaster Ontario Canada

        I this case I would turn to my friends and family for a referral.

        From Leigh Ingle NZ

        1. Call everyone I personally know & ask "who do they know..."

        2. Go doorknob every property I see painting, tree shaping or any kind of renovation work at all.

        From Trent Pool Noosa Heads Qld

        Knowing what I know after 22 years my go-to would be

        1. I would first ask for any office data that’s not being worked and call it all.
        2. My own office & competitors  withdrawn listings would be getting a call, door knock or hand written letter (or all 3)
        3. Door know around sold properties either with in  your office or competitors offing a market report or updated property assessment
        4.  Ring Ray Wood and ask him if I could have access to Trent Pool ...that famous guy from the podcasts so I could get some advice from him! 😎

          5. David Searle

          I’d print off a list of buyers my agency had (privacy compliance done etc) and door knock whatever suburb I could (preferably the one with highest turnover) until I had an appraisal.

          Scripting would be a simple: "If I could bring you a legitimate offer that would knock your socks off, would you consider it?"

          Andrew Wood. Wood Property in South Melbourne

          Call 100 buyer enquiries

          From Mike Cranstoun Dunedin NZ

          I would ask the principal or manager if I could contact past appraisals from other agents that weren’t working them.

          From Kevin Young from Brisbane

          Perhaps FSBO’s would be where I’d start. It might be old fashioned and not very sexy but it works.

          Andrew Clark from Barefoot + Thomson in NZ

          Ask my manager for an orphaned list of branch contacts

          Talk to other agents in office and ask for their open home lists of 1-2 years ago or longer (offer 50:50 split on any listings)

          Ask to run other agents open homes (talk to buyers)

          Open phone contacts. Scroll to the bottom of the list to see the count. Call 10 contacts a day and talk - Family, Occupation, Hobbies/sports, Goals... and maybe who do they know that requires assistance with their property. Are they contemplating a real estate transaction this year?

          Go and introduce myself to a local lawyer, accountant, and mortgage broker and ask for any referrals.

          From Shona Robb Harcourts in NZ

          I was a single mum and had no support or advice when I started- My manager had a major health event.

          Every agent must have received all the messages from all the real estate gurus- learn everything - Knowledge really makes a difference and you don’t have long to be new.

          I had a buyer that was going to be homeless - their house had sold.

          I phoned everyone I had ever met and looked like the agent that cared -I genuinely do care. I got my first listing from those prospecting calls and have now sold 4 properties for this family.

          Genuinely caring is a great business model

          I really appreciate always receiving your emails Ray ...Thank you

          Kind regards

          Shona

          26 min
        5. TAP 213. The market has changed. What now?
           
          How are agents adapting to the changing real estate market?
          In this episode, I re-connect with Owner/Broker Trent Pool to take a look at the strategies working best for Trent and his teams in a very different real estate environment 😎

          G’day everybody, welcome back to the show and wow! …the market has changed and many any agents are in ‘uncharted waters’ so in this episode, I want to get into what needs to happen to adapt and strive.

          Most agents have never experienced a falling property market, a reduced number of listings and rising interest rates all at the same time.

          Most agents warmly remember a very different time when listings were falling out of trees and most sale prices were above asking.

          The agents doing well in current market conditions are the agents who know what to do.

          Today, I’m delighted to deliver another interview with my friend Trent Pool from McGrath in Noosa Heads, where we unpack exactly what he’s been doing to not only motivate his teams but guide them to the most important daily tasks that get results for their clients and the firm.

          Also, important side note: In this episode Trent talks about his Listing presentation which is something we are continually tweaking and have worked on together for years.

          If you know me you’ll know how BIG I am on winning the listing and delivering the ultimate listing presentation.

          In fact, I’m so big on it that I dedicated a whole episode to that exact subject. It’s also one of my most popular episodes here on the show.

          It’s episode 112 and I’ll put a link to it in the show notes for this episode which is 213 but to find it just Google ‘TAP 112. How To Deliver The Ultimate Listing Presentation’

          In that episode I take you through not just the actual presentation but the all-important pre-listing kit and my specific ideas to avoid the two most common mistakes agents make when meeting with a seller to win the listing.

          Listen to Ep 112 where I take you meticulously STEP-BY-Step through the Pre-listing and listing pres process
          Download my .pdf for the Ultimate Listing Presentation Here
          Let's get you in front of more clients!
          RealAds is a Full-Suite Real Estate Marketing Platform. Get everything you need and nothing you don't in one easy-to-use online platform with a mobile app. Work from anywhere. Slash your costs and 10X your marketing reach and power. Attract qualified seller leads and booked appointments on autopilot with better marketing, automation plus a full suite of powerful tech tools in one easy-to-drive hub. Set up a one-on-one demo call at https://realadscrm.com 
          Download my eBook 'Digital Mayor' here: https://www.bestagentsinc.com/digital...
          Check my 200-plus podcast episodes here: https://www.topagentsplaybook.com/
          0 min
        6. TAP 210. How to tell your story with video. An interview with Robert Kennedy III
          Telling your story on video and sharing it with the world is fast becoming the #1 way to make the very best connections and, in my opinion, the very best way to leverage social media and grow your business.
          It was my pleasure to host as my guest for this week's show Robert Kennedy III from Kinetic Communications. Robert shared so much valuable content during our show and also gave his recommendations for the latest equipment required to turn your videos into a 'Hollywood' production that looks amazing.
          Extra Resources
          Get in touch with Robert here http://getintouchwithrk3.com/
          Robert's gear we talk about during the show
          Microphones: Shure SM7B (I use this mic and it's the best!!) Samson Q2U is also pretty good
          Podcast workstation/mixer: Rodecaster
          Camera: Sony ZVE 10.  Robert suggests a 16mm lens setting
          Lighting: Elgato Key Light or lights.
          28 min
        7. TAP 209. A brilliant hack for changing your state-of-mind. An interview with Nicole Davidson.
           
          I want you to try this because it works!
          Our thinking controls our lives. It determines how we love, live, earn, play, create and work.
          In fact, our state of mind is obviously central to all decisions made and, at the end of the day, our quality of life.
          So what if you could 'hack' your thinking to rapidly get yourself back on track if you're having a crappy day or just stewing over something that's getting in the way of your success?
          When I recently connected with Nicole Davidson, I felt like she had given me a special gift: The power to change my thinking and my state of mind whenever I wanted. Is that not a priceless possession?
          Nicole Davidson is the founder of Growth to Success, a coach, a lover of conversations that matter, and an in-demand speaker.
          The author of ‘How To Put the Balance in Your Business – An Owner’s Guide to Having it All’, Nicole helps real estate agents connect to the gold they have inside of them so they can show up more powerfully. Nicole is committed to helping real estate agents become the best version of themselves in order to successfully grow their business and navigate their careers on their own terms, while balancing the often-competing energies of work and life.
          Nicole supports leaders and businesses to effectively harness the energy of their people to create workplaces in which everyone can bring the best of who they are.
          Connect with Nicole Here
          Set up a personal 0ne-On-One call with Nicole here 
          30 min
        8. TAP 208. The power of confidence and focus. An interview with Trent Pool.
           
          I always feel great after a call with Trent Pool! ...and I love the way he has the optimism and confidence to power through and get results regardless of what's going on around him.
          After following Trent's success for more than 10 years, I'm blown away by his ability to build and lead both real estate teams he operates in two different states.
          I'm sure you'll enjoy this catchup call with Trent. I always get great feedback every time one of our episodes goes to air.
          Want some help building your team?
          Reach out to Trent here. He's always happy to help out with some great ideas to help you build and grow your team. [email protected]
          22 min

        About Top Agents Playbook: The Podcast For Real Estate Agents Presented by Ray Wood

        From the publisher's feed

        Top Agents Playbook is a regular podcast for real estate professionals. We focus on what real estate's top agents are doing to win more business and dominate their market.