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!
Episodes
Thursday Apr 22, 2021
Thursday Apr 22, 2021
Many agents shy away from listings, purely because they’re often difficult to work with. However, if we can remove the obstacles, there’s no reason why we can’t build booming, listing-based businesses.
The chief reason listings are so tough to work with is not everyone feels comfortable putting their homes on the market. That being said, even when homeowners are nervous to list for whatever reason, it’s not the end of the road, and all we need to do is find a new way forward.
How can we help sellers move past their fears of listing, so we can find the best way forward for them? Is there a way to create a win-win scenario?
In this episode, the CEO of The Bartic Group, Brendan Bartic shares why it’s so important to give our clients options.
"When agents provide options outside of the traditional, basic real estate program, they’re enabled to have more conversations." -Brendan Bartic
Three Things You’ll Learn In This Episode
- How options put our clients in the driver’s seat
When sellers know they have options beyond the traditional route, they feel more empowered to decide on their own. Aim to educate, so they can make the choice they feel most comfortable with.
- How to deal with sellers who aren’t convinced they want to list
Some homeowners just aren’t sure they want to sell, and that’s okay! Remind them that listing doesn’t mean they have to sell and that if after a few months they would rather stay in their homes, they can choose to do so.
- What to do when the traditional listing is the most viable option
If a seller insists on a fix and list and we know it doesn’t meet our criteria or would prefer a cash deal when we know they’ll be losing out, we have the power to say no. Options let us find a mutually beneficial way forward, and if either party feels like they’re not gaining anything, we can choose not to work together at all.
Guest Bio-
Brendan Bartic is the CEO of The Bartic Group at Keller Williams Realty. An industry veteran of more than 18 years, Brendan is also a US Army veteran, having done multiple tours in both Iraq and Kuwait. Brendan is also CEO and Founder of Brendan Bartic Real Estate Coaching and author of the forthcoming book, The Score.
To find out more, go to:
https://www.brendanbartic.com/
Thursday Mar 04, 2021
Thursday Mar 04, 2021
The pandemic changed multiple things about our lives and businesses. The real estate businesses that have thrived through this were prepared ahead of time and focused on the right things.
While some businesses have had to reinvent themselves completely, others only had to make small adjustments. The goal isn’t to focus on the shiny objects, it’s to create a scenario where we don’t have to stress about all the disruptors everyone is worried about.
That can only take place if we pour all our attention into the systems that keep the business running.
What is the main area we need to be focused on? How can we be more intentional with connecting with our communities?
In this episode, CEO and co-founder of Century 21 Novus Realty, Rett Harmon talks about how he led his business through 2020.
"Some of the basic things we learned when we first got into the business are so much more important now than they’ve ever been. We just have to bring them full circle and be intentional with what we’re doing." -Rett Harmon
Three Things You’ll Learn In This Episode
- How to build a perpetual real estate machine
When we build a business on the right foundation, we won’t have to scramble when the industry or the world suddenly shifts. That way, when a disruption happens, all the right systems and relationships are baked in and fully functional. Instead of building from scratch, all that’s required are tweaks and adjustments. - Why we need to avoid chasing shiny objects
We often try to grow by jumping onto the next big thing, but it’s better and less risky to control and experience growth by going deeper into what we already have. Not building deep relationships is a bigger risk than ignoring disruptors. - The most important currency in our real estate business
One of the most significant adjustments of the last year was doing business in a socially distanced world. This can be a huge blow to a real estate business. As leaders, we have to plug-in systems that maintain relationships, allow us to stay in front of people, and bring value and positivity to them.
Guest Bio-
Rett Harmon is an author, community advocate, and contributor to the real estate industry. He is both an active agent and co-owner of Century 21 Novus Realty. Rett began selling real estate in 2001 while attending the UWG where he earned his BBA in Real Estate. C21 Novus is currently growing with 40 agents, 11 staff, and over 700 properties under management. Rett along with his previous team closed 226 transactions in 2017.
To get in touch, call 678.520.6381
LinkedIn https://www.linkedin.com/in/rettharmon/.
Random to Real Estate YouTube https://www.youtube.com/channel/UCdZlLBXnu4p9rlKoV-TslHQ
Thursday Jan 28, 2021
Thursday Jan 28, 2021
Many young agents see their age as a barrier to success, but it doesn’t need to be. We can achieve anything we put our minds to, regardless of our level of experience.
Still, getting started in real estate comes with its challenges. How can we navigate those and go on to make our dreams a reality?
What are the objections commonly faced by younger agents, and what can be done to overcome them?
In this episode, Robert Skeels of The Quintin Group shares how he’s made his mark on the industry at just 25 years old.
"As a new agent, It’s so important to be surrounded by good leadership, whether you team up with them or you’re just in the same environment." -Greg Harrelson
Three Things You’ll Learn In This Episode
- How to boost credibility as a newbie agent:
Counter any perceptions of being inexperienced by accumulating as much knowledge as possible. Simply knowing the area we serve goes a long way in establishing authority. - How to stay accountable to the goals we set:
Find a way to make not doing a particular task or reaching a goal more difficult than getting it done. If we know we’ll pay a fine for not executing, we’ll put in more effort. - Why it’s so important to maintain healthy habits:
It’s easy to quit a routine, but the same can’t be said for getting back into it. Keep the momentum going!
Guest Bio-
Robert Skeels is an agent at The Quintin Group Keller Williams. Since starting his career interning as an ISA, Robert has gone on to earn his license and consistently deliver great results. Robert is a Buyer Specialist.
To find out more, go to:
https://thequintingroup.com/company-profile/our-team/
https://www.linkedin.com/in/robskeels
Or contact him at:
9738307377
Books mentioned in this episode:
You'll See It When You Believe It: The Way to Your Personal Transformation by Wayne W. Dyer https://www.amazon.com/Youll-See-When-Believe-Transformation/dp/0060937335
Thursday Jan 21, 2021
Thursday Jan 21, 2021
By now, most agents are aware of the benefits of using video. However, far too many are still shying away from implementing it in their businesses.
Recording a video for the first time is a simple step, but if we’re not sure how to do it, it can be daunting. What kind of content should we be creating, and who should we be sharing it with?
How can we overcome our fears of the unknown and take the plunge?
In this episode, we’re sharing easy, copy-and-paste ideas guaranteed to get any first-timer started with successful video.
"Just get started with basic video ideas and you’ll become more creative over time." -Greg Harrelson
Three Things You’ll Learn In This Episode
- How to use video to keep clients informed:
Our clients don’t always know what’s happening with their transactions outside of our meetings, so keep them in the know by sending regular video updates. - How to build deeper connections with hot leads through video:
Sending video in place of a text or email is a great way to build real relationships with leads, but take it a step further by mentioning their name. Letting our leads know we’re talking directly to them is a small touch that makes all the difference. - How to use video as a starting point for deep engagement:
When sending a video of a home or a market update, be sure to send a text with it asking for the recipients’ thoughts. This is a great way to start a conversation and occupy their mind for a few minutes.
Thursday Jan 14, 2021
Thursday Jan 14, 2021
Most agents are more focused on generating new leads than getting more out of the leads already sitting in their databases.
This is an expensive mistake.
As buying leads becomes more costly and pressure from industry disruptors mounts, dialing in our conversion is the low hanging fruit for growing our businesses and making more money.
Effective conversion doesn’t just happen, it’s a systematic process for having conversations. When we dial that in, we can turn more strangers into advocates, and improve the flow of our database.
What do we need to be thinking about in order to move the needle on our conversion ratios? How do we improve the quality of conversations we have with leads?
In this episode, we’re joined by coach, trainer, and founder of Smart Inside Sales, Dale Archdekin. He talks about the immeasurable impact of improving our conversion, and the metrics we need to be paying attention to.
If you increase your conversion percentage on leads that you have purchased and stop them from sitting and rotting in your database, your profits will multiply. -Dale Archdekin
Three Things You'll Learn In This Episode
- The true purpose of lead conversion:
When you have a lead and you communicate with them properly, they go from a stranger into an acquaintance. Through follow up and rapport, we can turn them into advocates. Advocates are the people who will do business with us and send us business.
- The one factor that moves the needle in lead conversion:
The one factor we need to dial in to increase our conversions is the quality of the conversations we have. How we approach people, and how we talk to them and phrase things makes it easier to stay in conversation with them and build up trust.
- Why we need to tailor our approach for different personalities:
Different personality types initially engage with strangers differently. Instead of trying to get a lead to communicate according to our personality type, our communication has to honor them and how they respond to being approached. If we adjust the way we initially approach based on the lead’s personality, we’re able to knock down their walls, put them at ease, and take the conversation further.
Guest Bio-
Dale Archdekin is the founder of Smart Inside Sales, a coaching and training company serving residential real estate agents and brokers. As former Director of Lead Generation for a top-5 Keller Williams Realty mega team, Dale was instrumental in more than doubling the team’s sales to over $200 million in just 3 years. Dale has been a residential real estate salesperson for close to 10 years now. He lives in Philadelphia with his wife, who is also a residential real estate agent with close to 10 years of experience, and their two amazing kids. Dale and his wife invest in real estate as well and real estate is their main vehicle for their retirement planning.
Learn more about Dale’s course Conversion University here.
Thursday Jan 07, 2021
Thursday Jan 07, 2021
Most experienced real estate investors agree that their only regret is not holding onto their properties for longer, and for good reason. Investing is one of the best ways to build wealth, so as agents with industry expertise, we should be diving in head first!
However, many agents are holding back. What’s causing them to hesitate, and how can they work through their concerns?
Many times, it all comes down to finances. It’s all very well to tell agents to invest in property, but where will they find the cash to get started?
In this episode, CEO of Century 21 Advantage Gold, Bill Lublin shares how to break into real estate investing.
Retiring without drastically changing your lifestyle is unlikely, unless you’re buying properties and building an investment portfolio. -Bill Lublin
Three Things You’ll Learn In This Episode
- Why investing is a great way to set ourselves up for retirement:
For most people, retiring requires an adjustment to their lifestyles, but that doesn’t have to happen. If we start building investment portfolios today, we’ll earn the means to not only retire, but live the lives of our dreams while doing so. - What makes investing such a good IDEA:
When getting started, it’s helpful to think of investing in terms of the IDEA acronym: Income, Depreciation, Equity, and Appreciation. - How to invest when we don’t have cash:
Financial limitations shouldn’t stop us from investing, because when it comes to good deals, finding money is never a challenge. Partner up with another investor and take the plunge.
Guest Bio-
Bill Lublin is the CEO of Century 21 Advantage Gold, Pennsylvania’s number One Century 21 firm. Also CEO of Social Media Education Provider SMMI, he has spoken on real estate, social media, and technology to numerous organizations across the US, Canada, Dubai, and the UK. As an expert in the field of Organizational REO, Bill represents several large national lenders including Fannie Mae, Homesteps (Freddie Mac), and others. The recipient of numerous awards from professional real estate organizations, Bill has been inducted to the REALTORS Hall of Fame and has trained and spoken Nationally on Foreclosures and Short Sales. Bill leads the Short Sales Working Group for the National Association of REALTORS.
To find out more, go to:
https://www.linkedin.com/in/billlublin/
https://www.century21.com/real-estate-agent/profile/william-lublin-P10058887
You can also contact him directly on:
215 280 4114
Thursday Dec 31, 2020
Thursday Dec 31, 2020
The best way to thrive in a reactionary business like the one we’re in is by taking control wherever we can, and the first place to get started is with our days.
Far too often, real estate professionals fail to meet their goals because while they’re busy round the clock, they’re not always doing the activities that count.
Focusing our energies on high dollar-producing tasks is vital for success, but is it really possible to do them every single day? Where do we find the time to do both the activities guaranteed to make us money and the more exciting, outside the box ones?
In this episode, we’re sharing how to structure and monetize each day for maximum results.
When building your business, you don't have control over results, but you do have control over your actions. -Brendon Payne
Three Things You’ll Learn In This Episode
- Why our businesses need to have a checklist:
Think about 5 foundational activities guaranteed to grow a business and put them on a checklist. These are the things that have to get done every day, no matter what.
- The importance of keeping our checklists short and manageable:
Consistency at a lower number is more beneficial to a business than inconsistency at a higher number, so don’t write pages of to-do lists. Keep it simple, realistic, and reasonable.
- How to ensure our checklists don’t detract from other obligations:
Ticking tasks off the to-do list doesn’t need to take all day. In fact, it should only take 3-4 hours, which gives us ample opportunity to get to everything else on our agendas.
Thursday Dec 24, 2020
Thursday Dec 24, 2020
When faced with a competitive market, one of the first things many agents do to win more listings is cut their commissions. However, that might not be necessary.
The truth is, when we’re providing a phenomenal service to our clients, they won’t have a problem with our commissions. Thriving in a competitive market doesn’t require us to lower our percentages, it just means we need to up our value.
So, how do we provide the kind of value that our competitors aren’t? What can we do to differentiate ourselves and show our clients that even in a sea of options, we’re the obvious choice?
In this episode, we’re discussing how to set ourselves apart and get more listings, even in a competitive market with low inventory.
Commission conversations are never about money. Sellers aren’t objecting to paying, they’re objecting that the value you bring doesn’t equal the money you’re requesting. -Greg Harrelson
Three Things You’ll Learn In This Episode
- How to help our clients find the best solution for their needs:
No one sells their home for the sake of it, there is always a reason. As agents, we need to unearth what that is and find the best way forward for our clients.
- Why creating a partnership with our clients makes all the difference:
It’s not our job to tell our clients what to do, it’s our job to give them options. Let them know we’re there to share our industry expertise with them as partners.
- Why being overly salesy is a way to survive, not thrive:
We may win some listings by being salesy, but our clients will always be aware that we’re in it for ourselves. Focus on being an authentic partner instead.
Connect with Greg and Brendon via Facebook Messenger at:
Thursday Dec 17, 2020
Thursday Dec 17, 2020
As we near the end of each year, many agents take time off to recuperate from the past 11 months. However, doing that could leave a considerable dent in our energy levels and our profits.
More momentum and cash flow are lost in December than in any month of the year, and that’s because so many of us go cold turkey after a year of grinding and feeling burnt out. Wouldn’t it be great if we didn’t feel like we needed that time off?
Is it possible to get to December feeling refreshed, rather than depleted, and finish the year strong?
In this episode, we share why active renewal throughout the year is the key to maintaining our momentum.
Feeling like we need a break in December has nothing to do with it being a good time to take off, and everything to do with what we did wrong throughout the year. -Greg Harrelson
Three Things You’ll Learn In This Episode
- How to actively renew our energy throughout the year:
Instead of waiting for year-end to pursue personal interests, pour into them more regularly. We don’t need a ton of time off to feel fulfilled when we’re doing something to fill our own cups each day.
- How to incorporate more fulfilling activities into our days:
Between work and family life, it’s tough finding a moment for personal interests and hobbies. Combat this by scheduling work around those activities, rather than the other way around.
- Why we need to build more healthy distractions into our schedules:
The standard routine for most agents is going to work, then coming home, with no buffer in between. The only problem with that is, we’re going from the chaos of work to a busy home and not taking a moment to truly zone out from everything happening around us.
Thursday Nov 05, 2020
Thursday Nov 05, 2020
With the end of the year fast approaching, now is the perfect time to gain momentum and set ourselves up for a better 2021. However, so many of us have broken our routines that finishing strong seems out of reach.
That being said, falling out of a routine doesn’t automatically spell disaster. We’re not doomed, we just need to reset.
How can we get back into the swing of things and make the most of these last few months? What can we do to ensure we stick to our habits?
In this episode, #1 best-selling author, sales leader, and business coach, Ryan Snow shares how to get back into the routines that guarantee growth.
Establish a focused lead gen strategy and stop getting caught up in shiny objects. -Ryan Snow
Three Things You’ll Learn In This Episode
- How to adopt a healthier morning routine:
When we start our days looking through social media, checking our emails, and watching the news, we open the floodgates for negativity. Save these activities for later in the day, and dedicate mornings to growth. - How to pick strategies and stick to them:
If the lead generating activities we’re doing don’t fit into our lives, we’re just not going to do them. If we can’t see ourselves doing something consistently, it’s best to avoid it altogether. - Why we need to stop dabbling and go deep:
Variety is the spice of life, but business is better when our strategies are bland. Stop getting distracted by shiny objects, stick to what works, and master it.
Guest Bio-
Ryan Snow is a sales leader, business coach, teacher at heart, and co-author of the #1 Best-Selling The Miracle Morning for Salespeople, alongside Hal Elrod and Honorée Corder. Ryan is passionate about helping salespeople reach their full potential, and advocates that cultivating effective daily habits is the best way to go about it.
To find out more, head to:
https://www.explosivesalesgrowth.com/about-ryan/
https://www.linkedin.com/in/ryansnowteam
https://www.amazon.com/Miracle-Morning-Salespeople-Fastest-SALES/dp/1942589026
Other links mentioned in this episode:
Rich Dad’s Cashflow Quadrant by Robert Kiyosaki
https://www.amazon.com/Rich-Dads-CASHFLOW-Quadrant-Financial/dp/1612680054