Episodes
Thursday May 24, 2018
Thursday May 24, 2018
Real estate agents can find themselves struggling to find a lead generation strategy that matches their personality and interests. How can you go about finding an audience for your interest? Why is educational content such a great way to solve problems, establish yourself as an authority and build rapport? On this episode, author, coach and agent Madeline Dobbs shares a unique, clever and authentic method for getting business.
The strategy is a much more authentic, and genuine relationship when you work together. -Madeline Dobbs
Takeaways + Tactics
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Start with your prospect’s needs and pains, and work backwards from there.
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Answer the questions they have, not the ones you wish they had.
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Teaching a course in a neutral location outside of your office makes the audience a lot more comfortable.
At the start of the show, Madeline talked about how she developed her course, and how focusing on the learning niche has served her business well. We discussed how this strategy actually brings in other waves of clients who don’t even watch her content. We then covered the importance of actually solving a pain for people.
We also discussed:
- How Madeline got authority and credibility from the university system
- Agent-to-agent referrals
- How to find your audience
In real estate, there truly are many great ways to generate opportunities and business. In the example of teaching a course, having ten 1-hour sessions with your prospective clients allows you to build a relationship and lets them consume your content. By “leading with the give”, the law of reciprocity kicks in, and you become an authority in their eyes. Business comes after that. When you combine authenticity with strategy or models, you’ll start to see amazing results.
InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.
Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level
Guest Bio-
Madeline Dobbs is the founder of More Brandywine Valley Homes Team at Century 21 Emerald. She has a background in entrepreneurship and public speaking, and has leveraged those skills into a successful real estate business. Madeline is the author of How to Sell a House in 30 Days, and has developed courses for the public with the purpose of " demystifying the selling process". You can find more info at morebrandywinevalleyhomes.com
Thursday May 17, 2018
How Tech Companies Can Impact the Future of the Buyer Agent
Thursday May 17, 2018
Thursday May 17, 2018
Technology is causing so many great changes that it can be hard to keep up with it all. What can you do to avoid being negatively affected by shifts in the industry? Is there a threat of our commissions being decreased? What changes might technology bring to buyer’s agents, and how do we adapt to an industry moving so quickly? On this episode, we talk about how agents can prepare themselves for what’s to come.
The experience we provide needs to not only be a “wow” experience, but a relevant “wow” experience. -Greg Harrelson
Takeaways + Tactics
- Real estate agents have to learn how to survive when there’s pressure on commissions.
- Right now, it’s better to have a smaller database with high engagement and high connectivity than a large database.
- Our primary value to the market isn’t negotiation-- it’s marketing and attracting the right types of buyers.
In the future, real estate agents might make less money, but this does not mean that the consumer is paying less. It means that the piece of the commission pie might get smaller because it’s being distributed amongst additional players. We’re progressing to a point where tech companies will have a bigger stake in real estate. There will constantly be new things coming in from technology companies that will make it easier for consumers, agents and tech companies to justify getting a small piece of the transaction. Agents will have to learn how to thrive when there’s pressure on commissions.
InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.
Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level
Thursday May 10, 2018
Increasing Your Market Share in a Hot Market
Thursday May 10, 2018
Thursday May 10, 2018
In a hot market, skilled agents find themselves competing with less skilled agents for clients who may not be able to see the difference right away. How do you prove yourself when the consumer isn’t really looking for skill? Why is a down market actually a lot easier to grow in? How do you go about growing your market share when so many people want a piece of the pie? On this episode, we talk about what it takes to grow your business when the market is up.
Focus on the systems you have in place and make small tweaks. Then let the compound effect be the reason why you gain market share. -Greg Harrelson
Takeaways + Tactics
- In a down market the consumer is hiring for skills; But in a hot market they’re just hiring warm bodies.
- There are still plenty of transactions in a down market-- there are just fewer agents going after them.
- Don’t reinvent the wheel or focus on shiny objects. Double down on what’s working already.
In a hot market, you get more people with low skill sets flocking to the real estate industry because they think they can make some quick money. In a down market these people leave the business and the skilled agents are in much higher demand. In a hot market, we have more money to buy more shiny objects and open up more circles that we never complete. Those things become distractions that stunt growth. In a down market there are less distractions, and the agents with skill and experience rise to the top, especially when they focus on what works.