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 May 20, 2021
Thursday May 20, 2021
Over the past few years, favorable market conditions have lulled agents into a false sense of security, and that's why the thought of "zero inventory" is so frightening.
However, the idea that there's nothing on the market is a mindset issue more than a fact, and if we can switch up the way we think, we'll thrive no matter what happens.
What should our thought processes look like, and how can we turn them into strategy? What are the actions we can take today to position ourselves as the obvious choice for both buyers and sellers, so we stand out in a time when agents supposedly outnumber inventory?
In this episode, we're breaking down the steps we can take to ensure success no matter the inventory situation.
"Instead of complaining about the current state of the market, agents should be taking advantage of it." - Brendon Payne
Three Things You’ll Learn In This Episode
- How to cultivate the right mindset for different types of calls
Expanding our pillars of lead gen is important in today's market, but it can be a little daunting taking on something we're not already comfortable with. What's the best mindset to take into different types of calls?
- Why we need to dig deeper and ask the right questions
People aren't reaching out to us unless they want something. What questions will help us figure out a way to serve them best?
- The importance of being available
In this market, agents are a dime a dozen, so when a potential client reaches out, we have to answer. However, what happens when we aren't available the minute a call or email comes in?
Thursday May 13, 2021
Thursday May 13, 2021
There’s a lot of talk about us being in a ‘zero inventory’ market, but a quick look around will show that there’s no shortage of transactions taking place. Homes are still being bought and sold, and it’s possible to not only survive but thrive in this market, as long as we’re willing to tweak our strategies.
What changes do we need to make to our existing business models during this period? What are buyers and sellers doing differently, and how can we position ourselves as their obvious choice, every step of the way?
In this episode, we’re discussing how to supercharge our businesses, regardless of what’s going on in the market.
"There’s plenty of inventory out there: we just have to figure out the adjustments we need to make to our businesses to get a piece of the pie." -Brendon Payne
Three Things You’ll Learn In This Episode
- How to open ourselves up to more opportunities
How can we stop pigeonholing ourselves and expand our pillars of lead generation?
- Why we need to compress our long-term nurture communication timeframe
In today’s market, waiting a year to follow up is a major gamble. How soon should we follow up after initial contact?
- The importance of tech and automation in a piping hot market
How can we use the technology at our disposal to stay ahead in a sea of competitors?
Thursday May 06, 2021
Thursday May 06, 2021
Making the jump from agent to entrepreneur isn’t always easy, especially when we don’t have hands-on leadership experience. However, with the right guidance, there’s no reason why we shouldn’t become revered leaders in our own right.
The question is, where do we get that guidance? Where can we learn the skills required of great leaders, and how can we implement them effectively in our businesses?
In this episode, founder of Silver Lining Real Estate Group, Anthwon Thomas shares how he built up his leadership skills to establish a thriving organization.
"To be a great leader, you need to be an even better follower." -Anthwon Thomas
Things You’ll Learn In This Episode
- Who to look up to in the business
Whose lead should we be following to ensure maximum results, even when we’re brand new to the industry?
- Where to get top-level accountability as leaders
Who should we turn to for real, raw accountability? Who is more likely than anyone else to help us stay on track to our most ambitious goals?
- The key to running a successful team
How can we ensure our teams hold both themselves and their colleagues accountable, even when we’re not there?
- How to prepare ourselves for industry domination, even as newbies
No one enters the real estate business as a bonafide expert, so how can we fine-tune our skills from the moment we enter the space?
Bullets:
- Guidelines for cultivating strong company culture, right out the gate
- Anthwon Thomas’s 3 life principles for holistic success
- How to become resourceful with minimal resources
- The key to constant growth in all areas of life
Guest Bio-
Anthwon Thomas is the founder of Silver Lining Real Estate Group in Lafayette, Indiana. After studying towards his law degree at Purdue University, Anthwon discovered his love for real estate in 2015. With impressive results to date and a steadily growing team, it’s safe to say he hasn’t looked back since.
Connect with Anthwon on Facebook Messenger:
https://www.facebook.com/AnthwonThomas
And learn more about Silver Lining Real Estate Group at:
https://silverliningregroup.com//
Thursday Apr 29, 2021
Thursday Apr 29, 2021
Many agents feel apprehensive about getting into the investing side of real estate, and the current competitiveness in the market doesn't help those hesitations.
However, for those who are willing to leap, investing could be the thing that takes their business to the next level.
How does an agent make the shift to an investor? Can we use the investment side of things to bolster our existing real estate businesses?
How do we even begin to identify great deals when we're new to the investing space?
In this episode, I’m joined by the host of the Agent Investor Podcast and co-founder of Ocean City Development, Tom Cafarella. We discuss how agents can maximize their results with real estate investing.
"The great news for agents saying they're not investors is, you don't need to be. Team up! There are so many people out there with cash, and it won't take much time to find investors." -Tom Cafarella
Three Things You’ll Learn In This Episode
- What to do if we don't feel comfortable investing
Not everyone feels comfortable investing, so don't be afraid to team up. A simple Facebook post can be all it takes to connect with potential partners.
- How investing allows us to maximize every opportunity
Often, agents will go into a property, assess that it needs a lot of work to go to market, and that marks the end of the road, but it doesn't have to be.
- Why investing is a great fallback option for every agent
Most of the time, sellers prefer listing their properties to taking a cash deal, but there is a small percentage who won't. How can you create a service offering that meets the needs of those sellers?
Guest Bio-
Tom Cafarella is an entrepreneur, real estate investor, speaker, and coach. As founder of Ocean City Development, Tom and his team have purchased hundreds of homes. As the founder/broker of Cameron Real Estate Group, Tom also leads a team of 200+ agents serving homeowners and buyers all over greater Boston and Massachusetts.
Host of the Agent Investor Podcast, Tom has also been featured on industry podcasts such as Real Estate Investing Secrets, Level Up with Greg Harrelson, Team Building Podcast with Jeff Cohn, Investing in Real Estate with Clayton Morris, Deal Farm, Real Estate Locker Room, Cash Flow Guys and many more.
To find out more, go to: https://www.cameronrealestategroup.com/tom-cafarella/
https://www.linkedin.com/in/tom-cafarella-oceancitydevelopment-110835a9/
https://m.youtube.com/channel/UCBaMfwcNTLed8O5XtpRVtfQ
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