Now that we’ve talked about why databases are becoming more important, and how we make sure the audience doesn’t filter us out, what are the 3 keys to building trust? How do we insert the tags into the conversations we have with prospects? Why should our communication be about them and not about us?
On this episode, we continue the conversation with Dobbin Buck about the importance of building a database and segmenting it with relevant triggers.
If we come from a place of deep servitude to our audience, the energy that emanates from us through all our content is going to come through as some level of authenticity. -Dobbin Buck
We have to use triggers that will stimulate the consumer emotionally, because that will get them to engage with us.
In our communication, we have to be thinking of them not what we’re going to get from them.
Authenticity is charisma, and charisma become entertainment.
The consumer is in control of the information they want to consume. They have the keys to the opt-in and they can tune us out if we’re not relevant to them. By sending them relevant, micro-content we’re creating a gravitational pull towards us. But a key piece is making sure we’re making the content about them and that we’re always authentic. For consumers not to block us out, they have to feel that we resonate with them and the essence of how we’re coming across has to be on point.
Guest Bio- Dobbin Buck is the co-owner and Senior VP of business development of GetUWired. To Dobbin, it's all about the GetUWired mission: to make web marketing a friendly and accessible business development resource for all business owners. GetUWired is a full-service Internet marketing firm housing all the skill sets business owners need to fulfill their online marketing dreams. Connect with Dobbin https://www.linkedin.com/in/dobbin-buck-3454a012/ or go to https://www.getuwired.com/ for more information.
Databases are going to become even more important as a result of the current trends going on in real estate. What are some of the shifts that are driving this new development? How do databases offer us a huge advantage to connect with people and build trust with them? Why is trust going to be more important over the next 5-10 years in turning a database into a community? On this episode, co-founder of GetUWired, Dobbin Buck, joins us to talk about why databases are the new community and how to connect with them.
With so much technology, people now want the freedom to disconnect. As consumers figure out how to disconnect from us, we’re only going to be left with those that trust us.
The conversation consumers want to have is at a very micro-level, specific to their localities and interests.
When we have a database and we’re connected to it, we’re able to build big data that goes deeper than any other data company.
Consumers are interested in micro-content— the kind of content that connects with their specific needs, location and interests. People are going to choose agents who make them feel like they are part of a tribe, and that comes from trust. For us to gain people’s trust, we have connect with them on a deeper level by using intimate data points to communicate. When we gain their trust, we gain their attention. If we’re not building or growing our databases, we could find ourselves locked out of deals.
Dobbin Buck is the co-owner and Senior VP of business development of GetUWired. To Dobbin, it's all about the GetUWired mission: to make web marketing a friendly and accessible business development resource for all business owners. GetUWired is a full-service Internet marketing firm housing all the skill sets business owners need to fulfill their online marketing dreams. Connect with Dobbin https://www.linkedin.com/in/dobbin-buck-3454a012/ or go to https://www.getuwired.com/ for more information.
After we become top producing agents and team owners, the next step is building wealth and a legacy. What thoughts and activities have to shift in order to take our businesses to this next level? Does our lead generation have to change as we start focusing on wealth-building? What can we do to make our lead generation time more valuable?
On this episode, Noah Ostroff shares how he’s built a business that sells 3,000 homes a year, and how he multiplied the impact of his prospecting.
My definition of wealth is having at least $1 more of passive income than personal expenses. -Noah Ostroff
Takeaways + Tactics
Anything you do with marketing has about 6-9 months before someone else copies it, and it becomes ineffective.
Use a segment of your prospecting time to go after absentee owners, because those are easy presentations you can do over the phone.
As we grow from producer to wealth builder, the lead generating process doesn’t change, but the nature of relationships we hunt for does.
At the start of the show, Noah shared his journey and how he strategically leveled up from one-to-one deals to one-to-many deals. He shared the outbound lead gen strategy he used. Next, we talked about the ways Noah had to shift his thinking and activities to become a wealth builder, as well as how to uncover that kinds of relationships that will have the most impact on your wealth.
We also discussed;
Why we have to constantly tweak our marketing
The power of getting the fundamentals right
The importance of focusing on your strengths
The basis of building wealth is the ability to increase our passive income earning ability, and a key of shifting from agent to entrepreneur is understanding that you have to level up in the deals you’re making. Noah started getting more out of his time and money, by prospecting for multiple deals where he used to prospect for one. He went from working with homeowners to home builders who have up to 10 listings at once, and he’s leveled up continuously since then. He Focused on the people making the most inventory being more efficient with his time, and instead of prospecting for listings, he started prospecting for people, talent and relationships.
Noah is the CEO at PhillyLiving. Since its formation, the PhillyLiving Team has both set and broken records time and time again, including “Most Number of Buyer Controlled Sales” “Most Total Units Sold”. and have earned some of the highest awards offered, including “International Presidential Elite Team”(2010), “International Presidential Premier Team” (2011, 2012, 2013). The team most recently earned the Society of Excellence Award, which is given to less than 50 agents in the entire country. Go to http://www.choosetoworkhere.com/ and https://www.linkedin.com/in/phillyliving/ for more information or email email@example.com.
Thanks to Facebook advertising, we can go straight to the masses without forking out a lot of money. What are some of the biggest mistakes we make with our ad targeting and response? How do we create a process that leads people from cold lead to a booked appointment using ads and opt-ins? What kind of ads actually generate quality leads?
On this episode, Facebook ad expert, former agent, and founder of Just Sell Homes, Andrew Fogliato shares what is— and isn’t— working in advertising and lead conversion today.
Provide as much value as possible in the ad, and overdeliver on your promise. -Andrew Fogliato
If you have an unsubscribe list, upload those names to Facebook and run ads to them.
Having a secondary offer on your "thank you" page can be highly effective, but it needs to be set up correctly.
ISAs make shouldn’t go too fast to the close. Their goal on first contact is to get answers to easy, open-ended, low pressure questions.
At the start of the show, Andrew shared how his agency got started and how he expanded his own real estate experience. Next, we talked about how the changes made to Facebook have affected targeting, and some of the mistakes people make with targeting. Andrew shared some tips and insights, including the power of a secondary offer and the best questions to ask a cold lead.
We also talked about:
Lead routing and why it’s such a big deal
The best offers for getting someone to book a call or appointment instantly
How to market and retarget to your unsubscribe list
The "Holy Grail" for agents is a Facebook ad and a system that effortlessly leads people down the process of going from a cold lead, to a motivated prospect, and a call or appointment. The secret to this is giving a lot of value from the beginning, and actually marketing on the consumer’s biggest pain points. We can boost this by adding secondary offers to our opt-in pages, and being strategic with the highest value assets we have in our listing packages.
Andrew is the founder of Just Sell Homes and a speaker and marketing expert. He founded his agency in 2015 with the intention of helping real estate professionals get real results from their online marketing efforts. Go to http://justsellhomes.com/ for more information.
Real estate gives us the capacity to make a lot of money, but so many agents find themselves broke. What are the money laws that govern how it flows in our lives? Is the answer to getting off the commission wheel as simple as making more money and getting more deals? What are the building blocks of a healthy money mindset and healthy money practices? On this episode, coach and real estate mogul, Krisstina Wise, goes deep on how to build wealth and shares strategies that will make money a positive tool in our lives.
Money is a mindset. If we have a negative connotation with money, it will have a negative ripple effect. -Krisstina Wise
One of the first ways we get off the hamster wheel is getting rid of the payments that are going to banks and learn to become our own bankers.
Two bad money mindsets: 1. Not feeling good enough, which leads to struggling to earn. 2. Earning a lot, but not feeling worthy which leads to self-sabotage.
Treat savings as an expense, because they represent a future expense.
At the start of the show, Krisstina shared her own journey and on how she overcame her financial issues and changed her mindset. She talked about why good health is the first wealth building activity we need to prioritize. We also talked about the two money mindsets and how they lead to difficulties. We also talk about how to become your own banker and limit your consumer debt.
We also discussed: - Why intermingling your business income with your home income is a big mistake - Why people are over leveraged in the wrong places and how to fix it - The different categories of expenses and payments
The truth about money is there are consequences to not following its laws. We don’t win the game by working hard and getting the next commission. We win the game by changing how we see money and how we use it. First, we have to make sure we have positive connotations of money. Then we have to be mindful of where our money actually goes. It’s important to put away money for tax first, and money for our future selves (savings). The true secret to building wealth and getting rich is how we manage money in your household account. Consumer debt and unnecessary payments sink us, while good financial practices build us up.
Krisstina Wise is a real estate mogul, Millionaire Coach, and creator of several multi-million dollar businesses including Goodlife Luxury, The Paperless Agent and most recently, WealthyWellthy. She is also an international speaker and the award-winning author of the Amazon Best-Seller Falling for Money, a romance novel for your bank account. Named one of the 100 Most Influential Real Estate Leaders in the country, she has been featured in USA TODAY, as well as by Apple, Contactually and Evernote for her creative leadership with emerging technologies. Go to https://www.goodlife.luxury/ and www.wealthywellthy.life. You can can also connect with her on LinkedIn.
Clients can tell when an agent is all about the deal, and they get completely put off by it. How do we switch from a transactional mindset to a relationship-based mindset? How can we effectively nurture people who aren’t buying or selling right now? How can we build a business that can survive any shift? On this episode, Ricky Carruth shares how he found opportunities in market crashes, developed his value, and built strong relationships.
It doesn’t matter what the market is doing. It’s about people, and if you understand that concept, you’re going to win. -Ricky Carruth
Takeaways + Tactics
The only way to consistently get to 100 deals a year as a single agent is to build a base of relationships.
Every prospect you connect with represents 10-20 deals over your career.
Consistency is king— Ricky has sent a weekly email to his database since 2007.
At the start of the show, Ricky shared how he began in real estate, some of the mistakes he made and the valuable lesson he learned about market shifts. Next, we talked about how Ricky nurtures his database and his system for staying in touch. Ricky also shared how he’s scaling himself through coaching.
We also discussed:
The relationship mindset vs. transactional mindset
How to show clients that you are reliable and professional
Our unique value is the service we give to people, not the product we sell. Instead of focusing on the deal, we should pay more attention to how strong our relationships are. This is achieved through information and communication. Our job is to connect with people, leave a lasting impression, and have systems to stay relevant and in front of them. Ultimately, consistency is the special ingredient. By constantly communicating, you show people that you are reliable, hard-working, knowledgeable, and professional. That will always make you the natural choice over other agents.
Ricky Carruth is an agent and real estate coach. He has built an incredible real estate business based on the core values of creating strong relationships and being a servant to others. Now, he wants to give back to the real estate community by helping new and experienced agents who want to take their business to the next level and beyond. Go to https://zerotodiamond.com/ for more information or to get in touch.
As we go from agent to entrepreneur, it’s easy to burn out from all the things we need to do and be. How does this connect to playing the role of a leader? How can you lead at a high level while being who you are vs. who you think you should be? Why is it so exhausting to try and adopt someone else’s leadership style? On this episode, we talk about the importance of being ourselves as leaders to avoid burning out, and to attract the right people into our world.
When you change yourself to appeal to a bigger group, it’s more tiresome than being who you are in a smaller group that fits your personality. -Greg Harrelson
Don’t create an identity just because that’s who you think you need to be to impress people.
In order to pull off authenticity, we have to be willing to be vulnerable.
Authentic leaders attract the right people, while inauthentic leaders attract a lot of people. In the end, the people who stay with you are the ones who accept you and thrive around having a leader like you.
Some leaders put on some sort of act based on what they think is necessary in order for their people to accept them. The issue is, wearing that mask and having to constantly put on that act is tiresome. We’ll get burned out and end up with the wrong people in our world. What we need to do is lead with who we are, instead of guessingwho we are supposed to be. What’s more impressive than playing a role is being you. Even if you’re flawed, people appreciate authenticity.
Many of us are missing out on opportunities for business because of how our approach to social media. How are agents failing to execute on today’s marketing requirements? How do we win at social media and combine the ease of online communication with the power of face-to-face relationships? With all the focus on the online relationships, why is it still so important for our offline relationships to be on point? On this episode, real estate coach and marketing expert, Jared James, shares why our business relationships shouldn’t just exist online.
The people who are winning today are the ones who aren’t ideological. They aren’t pro- or anti- social media, they are just pro-people. -Jared James
The thing that keeps most entrepreneurs from really growing is lack of focus.
Commit to change. Understand that when you're learning to sell through social media, you're not going to be good at it right away.
Visibility trumps ability. People are looking for agents online, so we must be easy to find.
At the start of the show, Jared shared how he got started as an entrepreneur, and how his agency helps real estate professionals. We also talked about what gets in the way of the success of entrepreneurs, and why we have to seek focus.
We also discussed:
What it takes to get ahead in the social media game
Why our face-to-face relationship building has to be really good
The importance of understanding the lifetime value of a client
Our online conversion rates are low because we haven’t grasped the fact that even leads we get on the internet are still human beings who want human interaction. Social media is just where we find people and where the relationship starts. The platforms are just the way we get in front of people, and start the dialogue but what worked before still works. When someone wants to further the relationship with us the person-to-person interaction is still crucial. The average real estate person is marketing in a way that is different to how they act as consumers and that’s why we’re not meeting our full potential.
Jared James is a professional speaker, author, coach, marketer and entrepreneur. He is a sought after Keynote Speaker and trainer who has earned a reputation among many people as the "why guy" due to his understanding of why people do what they do and how to get them to change their behavior. Go to https://connectwithjared.com to get in touch or learn more.
Leaders constantly have to put themselves in a position to spot opportunities. How do we set ourselves up for this? How do we lead by example in a real way? What’s the difference between being pulled to a position and pulling a position to us? On this episode, “30 Under 30” agent and broker owner, Justin Helmus, shares how he balances production and leadership, and talks about the power of being a connector and an example for others.
Connecting people, no matter what, if it’s on the selling side or the managing broker side, is absolutely the foundation. -Justin Helmus
Whether you’re selling or on the leadership side, relationships and connecting people are crucial.
People don't do what we SAY, they do what we DO.
Great leaders get pulled to a position. They don't pull a position to them.
At the start of the show, Justin shared on transitioning from an indie agent to working within the franchise system. We also talked about the value and power of being an example to our people, as well as Justin’s plans for the future.
We also discussed:
The importance of connecting people and building relationships
How passion pulls you to the right position
Why growth happens outside of your comfort zone
When we build out an organization with a razor sharp focus, remain clear on what is expected, and our people validate it by following what we do, it makes everything else so much easier. Ultimately, who we are as a leader translates to who the agents are and what they can do.
Justin is the Broker/owner at Berkshire Hathaway Home Services Florida Properties Group. Go to clearwaterrealestatesales.com for more information.
Leadership is clearly valuable, but there’s a lot of confusion as to what that value actually is. What is that ultimate thing we can deliver to our agents that will make them produce at a high level and stick with us in the long run? What are the some of the value-adds that people will be looking for as we step into a leadership role? Do people’s expectations of us change over time? On this episode, we talk about how we can add value as leaders and find the balance that meets the needs of our team and our bottom line.
They stay because they want to be part of a tribe and something bigger than all the systems. -Greg Harrelson
People come for the systems and leads, but they stay for the leadership and value we provide to improve and transform their lives.
The higher the commission split, the lower the services offered to the agent.
Accountability isn’t something people will say they want up front, but they do expect it from us.
Technology may be making it easier to build a team but, ultimately what will attract and retain good talent is leadership. It’s as valuable now as it was years before. Leaders truly impact their people when they become a part of their transformation and by being an example of someone living the life they want.
Featuring masterminds with real estate leaders, coaches and influencers PLUS eye-opening strategy sessions with up-and-coming agents. Past guests include Hoss Pratt, Michael Reese, Rick Davidson, Danny Morel, Pat Hiban, Jeff Cohn and many more!