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
Download on the App Store

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

  • TAP 176. The Power of Passion and Overcoming Setbacks. An Interview with Albert Garibaldi
    Our COVID Summer on the lake is sadly drawing to a close.
    In a few months, the so called Canadian 'snow birds' would typically be heading south to Florida, the Carolinas or the gulf of Mexico to escape a brutal Toronto Winter but this year, the border to the US is closed to cars and folks are making sure their cottages are stocked with firewood and supplies so they can ride out the winter up North.
    For us, it's been a magic summer. The boathouse we started renovating back in March is starting to take shape. I don't know that we'll have it ready for Winter but it's definitely in better shape than it was. For a guy who likes to write copy, record podcasts and create marketing ideas, learning how to demolish, renovate and rebuild something has been an incredible journey of learning with a few failures but some memorable victories.
    If this sounds a bit echoee, it's because I'm in a very barren boathouse looking at stud walls, bare plywood walls, some gorgeous hand made timber trusses and a ghetto kitchen that will hopefully be gone by this time next month. If we were in Queensland, finishing would be easy but with the winter temperature getting down  to minus 35 celsius which is about the same temp in Fahrenheit, we're going to need a heap of good insulation and maybe a cosy wood fire to help us combat conditions from November through to May.
    ...and I guess right now we're all overcoming setbacks and challenges which is what this episode is all about.
    But before we get into that, I'd like to welcome some new Bestagents members including
    Ben Stevenson from Estate Realty in Queanbeyan NSW
    Dan and Ness Brugghink from Wallan in Victoria
    Chris Brown from New Vision Real Estate in Glenwood in the Hills District of Sydney
    Kim Turner from Mount Pleasant in Perth WA
    Peter Stone from Real Estate of Distinction on the Northern NSW Coffs Coast
    and Zieglar Coelho from beautiful downtown Brampton right here in Toronto Canada
    I'm pumped to be working with our new members and so impressed with how everyone is jumping in to access Bestagents resources to win more listings and make more sales. The marketing library is getting a solid workout and our brand new online pre-listing questionnaire is receiving great feedback from sellers and paving the way for the best possible listing presentation because we've set it up that sellers are taken straight to the member's client review and free ebook page when they submit their pre-listing answers.
    I'm getting a clear message that great marketing is more important now than it has ever been before.
    Bestagents memberships are exclusive to one agent or team per area, suburb, city, town or district.
    Each area is different so message me [email protected] if you'd like to know more and to check and see if your area is available.
    ******
    A lot of people are facing challenges right now that they have never faced before.
    Life is tricky enough without throwing a global pandemic into the mix and it's fair to say that if you're under 75 years old, you've never had to face any kind of global crisis.
    If this was some kind of bizarre social experiment, you'd have to wonder at the extremes many people are experiencing right now.
    For some, who get trapped in the downward spiraling vortex of failure and despair, hope quickly fades as they grapple to acquire the resources to cope.
    While others...  are reveling in the forced changes these times are bringing and grabbing some amazing opportunities.
    My guest this week is Albert Garibaldi, a 20 year veteran, CEO of The Agency, an innovative real estate business operating in California's Bay Area south of San Francisco.
    You don't need to spend too long with Albert to know and understand he is living breathing proof about acquiring the best mindset to handle everything and anything.
    He's also a 3 book author including The Passion Punch which is a book we get into during this episode and stays firmly in the top 1% of agents within his national group.
    You'll discover Albert has a simple yet very powerful formula for life, family, business, health and success and I'm grateful for the opportunity to connect with him as he peels back the layers that helped him overcome some significant learning disabilities and prosper in one of real estate's most competitive markets.  Albert's awesome book:
    Connect with Albert
    Albert's awesome book: Passion PUNCH to Success
    47 min
  • TAP 175. How To Overcome Objections The Power Of Language. An Interview with Paul Ross
    Almost any and every real estate situation calls for the right language. Get ready to challenge everything you believe is the best approach to powerful communication.
    My guest for this episode is Paul Ross, a speaker, author, trainer & teacher.
    Paul is a gifted communicator who will quickly influence and empower you to adopt some very fresh yet proven communication ideas for your next listing presentation, price reduction meeting or buyer showing.
    If you click this link now, you can score a couple of awesome free video training sessions from Paul.
     
    How to become a published author in less than 7 days without typing a word. Click here Amigos!
    38 min
  • 174. My secret pre-listing email

    What if a simple email to set up your listing presentation could totally swing the odds of winning the listing in your favor?

    I was on a call with Bestagents member Kim Turner this morning.

    We were workshopping some ideas and I shared something that has been very effective for a number of agents in my private client group.

    In fact, I would say it has the power to supercharge your chances of winning more listings at presentation?

    And it must be a secret because nobody eyes is doing it! :-)

    I’m also going to suggest this is a drop-everything-and do-right-now kind of thing!

    In a sec I’ll give you a Pre-Listing email that’s killing it right now for one very specific reason... Your potential selling client gets to see your testimonials!

    …PLUS I have a special kicker that will take your ‘authority’ through the roof.

    Here’s the thing: Most agents don’t give potential selling clients their testimonials until AFTER the Presentation.

    I totally don’t get it!!

    Firstly, they are way less likely to actually look at your past client testimonials when you have left the building… and wouldn’t you want your potential client totally blown away by your awesomeness BEFORE you arrive?

    Before they actually meet you, the average seller wants to know EVERYTHING about you. Their built-in decision ‘algorithm’ is constantly asking “yes or no”.  “Is this the agent I’m going to choose to sell my property?”

    So put yourself in your seller’s shoes... as they listen to your presentation, they’re also thinking how deliriously happy your past clients are with you and your awesome real estate service and client care… I call this marketing :-)

    This means you’re in front even before you arrive. (The marketing gurus call it being ‘Pre-Sold’) And if you follow the Bestagents listing pres formula which you’ll find in the members area, you’ll see how the whole thing comes together.

    All you need is a bunch of cracking testimonials, a link to your eBook and the following email.

    Rules (ignore at your peril)

    1. Send it out THE MINUTE you hang up from your phone call requesting a listing presentation from a potential seller. This creates an image of you with the seller as being prompt, reliable, efficient, confident and a doer.
    2. Use Helvetica and 14 point type minimum
    3. Your subject line MUST say ‘This Thursday’ …or whatever day your appointment is (this will get your email opened which is your #1 priority)
    4. Put your testimonials immediately after your name at the bottom and BEFORE your email signature ie: logos and links and addresses and phone numbers. That stuff is just a distraction (This will get your testimonials noticed which is your #2 priority)
    5. Make sure your testimonials are in “talking marks” and make sure you use the former client’s first and last name and location (see my personal examples below). Naturally, the location needs to be the same area or close to your listing presentation.
    6. The ‘Kicker’ is including the link to your eBook. Knowing you’re a published author will add to your authority big time!

      7. Okay…  here’s your email.

      Subject: This Thursday

      Hello Mrs Johnstone and great to speak with you this morning.

      I’m looking forward to meeting with you at (address) on Thursday at (time)

      To help my selling clients achieve a higher selling price, I have recently published an eBook called the Ultimate Homesellers Guide

      Here’s a link so you can take a look. (this is a sample link. include yours)  https://joom.ag/oRcb

      See you Thursday,

      Kind regards

      Agent’s Name

      “Hello Ray, and thanks for helping us sell for such a terrific price. I don’t know how you handled 4 buyers at once but the result was so far above our expectation, we’re so happy and our whole family was very impressed” Allan and Marg Pinkerton. South Yarra

      “We now have a whole new respect for agents and in particular, you. Nothing was too much trouble and you not only gave us a terrific selling experience, you helped us achieve a selling price we never even dreamed we could achieve” Dave and Pamela Dryden. St Kilda

      “Hi Ray. Just wanted to say a big thank you. We were wondering if all those things you did to help us present our home better would come together. Well you really gave us a real estate success lesson and we could not be happier. Our friends next door are selling soon and they want to use our ‘secret weapon’ too” Brian and Delilah Bancroft. South Yarra

      “I have to say, when you told me you could achieve a better price than the other agents I was skeptical. You’re the new guy on the block with an unknown brand but I’m so pleased I took a chance and listed with you Ray. The price is amazing.Thanks so very very much” Jessie McPherson. St Kilda East

      “When you asked us why we went with you as our agent I would have to say passion and enthusiasm. But after you achieved such a great SOLD price I would have to say skill. When we read How To Sell Your Home For More, we wanted our result to be as good as the one in the book, and that’s EXACTLY what you did. Our only question is: How did you handle all those buyers? XX” M & M (Maria Forsyth and Mandy Thompson. South Yarra)

      “Right back at the start of the campaign, you told me to trust you Ray. You ripped out carpet, repainted walls, basically rebuilt the bathroom…it was exciting and a little scary all at the same time. But then I saw the photos. I saw it on the Internet and my Mother didn’t believe it was my little apartment. $450,000 was my dream price, but $525,000 is still unbelievable. Thanks just doesn’t convey how I feel… but thanks!!! ” Margarita DeCosta. Prahran

      Your email signature goes here

      Become the author of your own book and get exclusive rights to use a complete real estate marketing system at https://www.bestagentsinc.com/founders
      16 min
    7. TAP 173. RE/MAX Canada’s Broker Of The Year is Leading The Way. An interview with Asif Khan.
      Many thanks for the feedback and interest from last week's show about the real estate marketing funnel I've built and the launch of the Bestagents Founders Membership.
      In this week's episode, I'm going to take you through the 3 critical stages of a dedicated real estate marketing funnel then you're going to meet one of the nicest guys in real estate, RE/MAX Canada's Broker of the year.
      All that and more coming right up.
      The funnel concept is simple. I can even 'show' you in a podcast episode like this:
      Imagine a funnel.
      In my mind it's a red funnel. But it's big. Say 1 metre or 3 feet in diameter at the top and 2 metres or 6 ft deep.
      At the bottom it takes a right-hand turn for another 3 feet and at the end, money comes out in the form of listings and sales.
      The real estate funnel is made up of 3 parts: First and obviously is leads coming into the top of your funnel.
      Next is 'nurture' where your CRM takes over directing you to employ a range of innovative connectors like email, text, phone, hard mail and social media. This stage is critical because it's warming up and building the relationship with your new contact. It's also critical because it will determine your new contacts perception of you where, essentially, they're asking themselves; Is this the agent I'll be choosing to sell my property.
      The third and final stage is often triggered by one of your CRM connectors. It's the all-important listing stage.
      This is where your hard work and investing in stages one and two of your funnel pays off.
      The listing process is where you on-board your new client with a regular and digital pre-listing kit and industry best listing presentation
      I've made a video that shows you exactly how the real estate funnel works. You can check it out at bestagentsinc.com/founders
      Earlier this year I had the pleasure of connecting with RE/MAX Broker of the year, Asif Kahn.
      A recipient of RE/MAX's prestigious Diamond & Chairman's awards plus Hall of Fame & Lifetime Achievement awards, Asif runs a highly successful team based in Markham just east of Toronto. He also co-hosts a weekly radio show called ON THE MARKET, on The Region which is 105.9FM.
      In case you don't know, Eastern Canada has a very strong RE/MAX presence and has done from the early days when the RE/MAX brand was just getting started.
      That makes winning Broker of the year all that much harder. I was keen to learn some of the challenges Asif faces, and how he sets his agency apart.
      We get into the key aspects of Asif's brokerage that set him and his team apart including his charity and community work.
      I think you're going to like this episode. There are lots of valuable takeaways and I'd like to thank Asif for sharing so much awesome content.
      Connect with Asif Kahn
      26 min
    8. TAP 172. Special Bestagents Episode. Welcome New Members. Creating your Unique Selling Proposition. Setting Up The Essentials + Getting Started
      Welcome to Bestagents! Please take a listen to this episode as soon as you can. It contains important information to help you get the most from your membership.
      I firstly want to say a BIG welcome to Bestagents and thanks for joining us. I'm humbled you have chosen to become an exclusive member and also that you have placed your trust in me and my team to help you grow your personal brand, expand your marketing footprint, win more listings and make more sales.
      I started Bestagents back in 2005 so you're joining a group where ideas, strategies and systems have been created, tweaked, completely overhauled or removed. The stunning advances in digital technology in recent years means we can roll out better assets like lead generating landing pages, eBooks and online pre-listing tools.
      The inclusion of a Bestagents Jigglar Pro team account as part of your membership is the realization of a personal dream where an idea can quickly be created and shared in an editable format, downloaded and printed or posted to social media.
      I don't know of any other real estate marketing system the bundles together this many digital assets and real estate success tools.
      Working with agents since 2005 has also taught me talk is cheap and implementation is everything.
      I've recorded this episode to help new members hit the ground running and undertsand my marketing strategy around the funnel, developing your Unique Selling Proposition and setting up the Bestagents marketing system in your business to deliver solid and consistent results.
      Everything that I have ever developed (and that works) is included in this latest Bestagents package. Please keep in mind, hundreds of agents are using the system and getting results, all you need to do is follow the system.
      If you're not a Bestagents member and would like to discover more and see if your area is available, click this link.
      Dream Big & Take Names,
      Ray
       
      44 min
    9. 171. How To Set Up Your Real Estate Marketing Funnel
      A 'Funnel' is the oxygen to your business. When set up correctly, it's continually breathing life into your future listing and selling pipeline.
      In this episode, we take a deeper dive into the unique marketing strategies Bestagents members are using to attract quality leads and nurture them through the process.
      Full info at https://www.bestagentsinc.com/founders
      20 min
    10. TAP 170. One man’s march for change in Louisiana and beyond. An interview with Joel Sharpton
      The impact of events, protests, riots and cities-on-fire since the killing of George Floyd on May 25 has been felt around the world. Once again endemic racism triggers massive unrest and cities burn. But perhaps, this time, there's hope and for the first time, community leaders are speaking out with possible solutions.
      I'm obviously no political or current affairs spokesperson but we all have opinions in times like this. Last week, my Podcast producer Joel and his son marched in Louisiana. He has an interesting perspective on what's happening and I felt it was worth sharing our call.
      24 min
    11. TAP 169. What Real Estate’s Best Auctioneers Are Doing In The New Normal. An Interview With David Wood
      The Auction agents that scrambled early to explore and adopt the best ideas are now reaping the rewards. Discover exactly what they're doing to stay two steps ahead of their competition
      First off, a big thanks to everyone who reached out to see how I'm doing.
      We're still in isolation here in Canada like so many others and life is good. It's been a super busy time with lots going on and I'm making the most of what I'm calling a 'reset' with a number of projects on the go to help agents adjust to win more listings and make more sales.
      In the last episode, I mentioned how my team and I are rolling out a series of Virtual Agent lead generation landing pages and virtual tools and the response from my podcast audience was way more than I expected.
      I've actually spent the few months setting up a new membership group where I'll be not only creating landing pages and social media templates but re-releasing eBook versions of my books. And one book, in particular, I have ghostwritten so you can be the author.
      And, for the very first time, I'm inviting agents I work with to access my private library of marketing tools, graphic templates plus my back catalog of scripts and client email copy.
      If you're familiar with how I work, I prefer to offer postcode exclusivity so only one agent per area can use these resources.
      Right now, I have a growing list of agents I'm bringing on board as Founding members who'll be 'grandfathered' into the group with a below-cost deal to access everything and be part of this new movement of Virtual Agents complete with area exclusivity!
      If you'd like to know more, please reach out to me on Facebook and send me a private message or email me [email protected] and I'll get you more information on the Founding Members Package.
      Speaking of Virtual Agents, I was interested to find out how Australia's world-famous Auctioneers have adjusted to this new contact-free environment. Are they still running auction campaigns? If so, how are they doing it?
      And who better to reach out to than my brother David who ranks as one of Australia's top auctioneers.
      David is a partner at Belle Property in the premier Inner-Melbourne suburb of Albert Park and at the first sign of restrictions surrounding the COVID 19 changes, David and his team quickly adapted with a combination of applying the best tech tools and solid client communication.
      The outcome has been a steady stream of listings, some very impressive results, and a lot of happy clients.
      In this interview David and I get into the biggest challenges he faced, how he was able to educate buyers, the actual process the Belle Property team employed to conduct fully isolated and contact-free actions and the new strategies he thinks will remain when this global reset is over.
      Belle Property
      Contact David Wood
      34 min
    12. TAP 168. We can conduct a virtual orchestra of real estate business without moving our butts
      I hope you're staying home and staying safe. It's day 27 in isolation for me and I'm very fortunate.
      I don't have kids to organize and entertain or their meals to plan.
      I'm not on a health professional on the front line helping virus sufferers like a number of friends and family who are doing an amazing job saving lives. I've worked remotely from a home office, coffee shop and often my car for the last 15 years so there's no major shift in work habits and so far, and  touch wood, I don't have a sore throat or dry cough.
      And if I bring the virus back home to Christine who suffers severe asthma... well, I don't even want to think about that.
      In times like this, I believe it's important to focus on what we can influence.
      For a start, we have the power to influence our own thinking. We can wallow in the cancer that is self-doubt and choose to take the low road of despair, pending doom and negative, destructive thinking which, as we all know, never ends well... or we can choose to remain optimistic and hopeful and reach out to others and either ask for support or offer it. Nobody is immune and we've all reached this fork in the road at some point. The important question is when you do?
      When you think about it, we're all born with the same two options... we can choose to be a tower of strength or a swamp of suffering and if I've learned one thing in life, it's that you will move towards what you think about.
      You naturally gravitate to where your head's at. In fact, it's virtually impossible not to. For so many, success begins when we make the decision to hack into our optimism and achievement tools with things like exercise, meditation, a solid routine, focussing on the right business actions for these times and tuning our radar to actively scan for opportunities.
      Since this thing started I've had the chance to connect with agents in many different places. Sometimes we email, sometimes we talk on the phone or face to face it with a Zoom call.
      I'm honored and humbled that many real estate contacts (including quite a few I don't know) have reached out to me for help and I'm grateful for the opportunity to share any ideas, suggest solutions and workshop options at a time like this and I'd like to extend the offer here and now. If I can help, let me know. Reach out and say hello and tell me what's going on. I'm ready to welcome your message and looking forward to helping out wherever I can.
      I can tell you I don't have all the answers for what's happening right now but I don't believe anyone does. I do have some solid ideas and strategies I learned in the early 90s and 2008 that are working well for my private client group,
      This morning we woke up to a very cold cottage because the fire went out during the night and there's no other heating. I needed some kindling to get things underway but it had rained overnight and the kindling was wet. I cursed myself for being unprepared.
      If you've ever tried to light a fire with wet wood you'll know it's a challenge but it's the perfect metaphor for what's happening in real estate at the moment. So many agents are trying to light a fire with wet wood. The things they were doing in February are not working in April. Adaption is key.
      There's no doubt this global health crisis will trigger an economic downturn and probably the most severe we will see in our lives.
      Last week I checked in on my 87-year-old mother in law to see how she was doing. She lived through the blitz in London during the second world war and I was interested to know if she noticed any parallels. "Not really" she said. "During the blitz we honestly didn't know if that day would be our last. Bombs were falling out of the sky and killing our neighbors. With this pandemic, all we need to do is stay inside and keep ourselves busy."
      In my view, this event is dramatically different from the early 90s recession and the mortgage meltdown of 2008. It's different because we can't go out and support local businesses. We can't head out to our favourite bar, go for a meal, buy a fresh pair of jeans or buy a car because we're stuck at home under personal self-arrest as it's the right thing to do. The COVID 19 Pandemic means millions of businesses closed virtually overnight and with that, the monetary flow of the economy that makes the world go round. That's why this time it's very different. Many of us are lucky to live in countries that will support us with resources. But that can only last so long.
      However, what we do know is that it will end... and as real estate professionals, I think we're lucky.  Here are 4 reasons why:
      First off, we're essentially self-employed. We don't really rely on anyone for 'a job'. Our mission is to find property owners looking to sell and show them how we can make it happen.
      Second, We can work from anywhere we like which right now is our home office or kitchen table. We can work the hours we want and don't need to burn daylight on a lengthy commute. We're professionally autonomous and I'm tipping many agents will adopt this as their new norm from now on.
      Third, we have established contacts in our database who may need real estate help right now. It's knowing how to reach out and what to say that's critically important. By the way, if I see another 'I'm Here For You' or 'we're in this together' email I'll scream. Your contact's inbox is jammed with the same subject lines. Don't go there!
      And fourth, we have so many amazing tech tools to make it happen. We can conduct a virtual orchestra of real estate business without moving our butts from our home-office chair. This is the remote revolution so many in our industry have been hoping for. For those of us prepared and equipped, this is our time.
      And here's the thing: Real estate in your area will be sold in the next 3 months. Maybe not the same volume as the last three but property transactions will happen.
      Our challenge? Right now people can't go out. So what do folks do when they're stuck at home? In 2020 they spend more time watching Netflix, more time on social media and more time sending and answering emails. In other words, more screen time.
      So how can real estate professionals use this change to maintain our connections and stay actively involved and open for business?
      There are a 5 ways:
      1. Be willing to put yourself in places where opportunity can find you, and by that I mean creatively online. We can ramp up our community involvement. Which services are open, which are not? Who's delivering and how we can go about ordering. Supply names and numbers? Who needs support in your community and what can you do?
      2. There are still essential services serving your community. Who are they and how can they be contacted. Let your people know. Be a conduit of highly useful and relevant information.
      3. In the last few weeks, I've done more chores around the house than I have in the last 3 years. I've painted, re-floored, replaced lights, cleaned out the garage and right now, I'm rebuilding a deck. It's funny but my 'honey do' list continues to grow.
      So plenty of people are using this time to keep busy and tick off tasks that need completing. Can you help your contacts with your local traders list? We just sent a new template live at Jigglar.com   All you need to do is build a list of local traders and offer to send your people a pdf. Our local hardware store won't allow people in but you can order over the phone and pick up. Same with the supermarket. If this is available in your area, let your people know.
      4. Get proactive in your marketing and offer an online Virtual Market Update.  All you need to do is send your contacts an email and offer a contact-free property value opinion via a live and customized landing page. If you'd like to see a very cool online landing page sample that does just that, let me know. Details are in the shownotes for this episode.  The agents using this landing page are winning leads because they can virtually prospect without cold calling. You can take it to the streets by setting up a Facebook campaign to promote your virtual market update offer.
      5. When you're ready to get your listing to market, ask your owner or tenant to take the shots. Our buddy Brad Filipponi over at BoxBrownie.com has just made a very cool video that will give you and your owner or tenant the very best instructions on how to make that happen. They've even done a pre-photo checklist and you can watch the video and download the list in the shownotes.  Just go to topagentsplaybook.com/168
      I hope I've shared some ideas you can put to work ASAP in your business and please keep in mind, these ideas are out there working right now. All you need to do is get started, implement and reach out if you need support.
      So how long will this last? It's up to us. The Chinese model shows things are just starting to get back to normal after 12 weeks but that was with a military enforced lockdown and quarantine and god only knows what else but clear evidence shows that staying home and isolated works.
      When the COVID virus first started to escalate in California, the Governor ordered the state's 40 million residents to stay home. They were the first state to do so.
      New York, with a population of less than 20 million did not.
      Today, April 8 2020, the California numbers are 17000 cases and 452 deaths compared to New York's 140,000 cases and deaths over 5000.
      Okay there were a few other factors like California's aggressive testing and better access to personal protection equipment but come on...  8 times more deaths and cases in a state half the size. I guess one Governor is enjoying his last term.
      There is no vaccine just yet so I think the evidence is clear. The fastest way to work our way back to normal is to stay home and stay isolated. New Zealand shut down hard and shut down early while amazingly, my mother's nursing home south of Melbourne is still allowing visitors. Maybe they've stopped watching the news!
      Dream big, take names, stay safe and let me know if I can help
       
      0 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.