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 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
Thursday Oct 29, 2020
Thursday Oct 29, 2020
Our level of success goes beyond financial reward and recognition. In our own way, we are leaders and examples in our community. Our goals and motivation don’t just impact our own lives.
Performing at a high-level and making our dreams a reality is non-negotiable because it impacts the lives of the people around us. It’s our responsibility to be the best we can be, and that should add fuel to our motivation since a lot is at stake.
What can we do to ensure we reach the goals we’ve set? How can we motivate ourselves to keep pushing the bar and perform at a higher level?
In this episode, we discuss how to stay focused on the duty that is success.
Perform at the highest level not only for the money you can make, but the example you can set. -Greg Harrelson
Three Things You’ll Learn In This Episode
- The 5 questions to get to the core of our motivation:
The reason we want to achieve at a high level comes down to more than making money. To uncover our true “why”, we need to ask ourselves how our businesses are doing now, what we want, why we want it, who will benefit if we succeed, and most importantly, who will suffer if we don’t. - Why we need to think about who suffers if we fail:
Being asked who will struggle as a result of our failures feels like a sucker punch because it puts everything into perspective. When we know a loved one’s best interests are at stake, we’ll do whatever it takes to succeed. - How performing at a high level impacts our teams:
When our team members see us achieve our goals, we show them that it’s possible. Lead by example and inspire others to follow their dreams.
Wednesday Oct 21, 2020
Wednesday Oct 21, 2020
2020 has been a challenging year, and since many agents are feeling a sense of mental and emotional exhaustion, our productivity levels have taken a hit.
In the final stretch of the year, many of us feel the need to switch off completely. While that may bring us some short-term relief, getting complacent now could have a catastrophic effect on the year that lies ahead.
How can agents muster up the strength to tackle the “Red Zone” of 2020 and finish the final 20 yards of this year strong? Can we do that without adding even more exhaustion to our plates?
In this episode, we’re discussing how to make the most of the final quarter and set ourselves up for a better 2021.
Three Things You’ll Learn In This Episode
- How to take back control of our emotions:
With so much going on in our world at the moment, it’s easy to feel overwhelmed. Get past this is by letting go of the external events and shifting our attention to what we can control. - The power of mindset:
Achieving the goals we set at the start of 2020 comes down to our mentality. We are the makers of our destiny. Decide what you really want and commit to making it happen, regardless of what’s going on around us. - Why it’s our duty to perform at a high level:
Finishing the year strong goes beyond reaching our goals. When we achieve what we’ve set out to do, we show others that it’s possible. Moving forward in spite of the challenges gives others permission to do the same.
Books mentioned in this episode:
Psycho-Cybernetics by Maxwell Maltz
https://www.amazon.com/Psycho-Cybernetics-Maxwell-Maltz/dp/0671221507
To connect with Greg or Matt, reach out to them on Facebook Messenger:
Thursday Oct 08, 2020
Thursday Oct 08, 2020
In the past, being a top producer was determined by who stayed in the business the longest. Now with the right tools, systems, and resources, people who are just getting into the industry are excelling and even outpacing veterans.
Why are younger generations doing so well at real estate? What is attracting them to our industry? In this episode, we discuss this trend and the opportunities for agents to excel in their first few years.
Younger people are getting into real estate with an entrepreneurial mindset, not a job mindset. -Greg Harrelson
Things You’ll Learn In This Episode
- Many young people witnessed the impact the 2008 crash had on people with traditional 9-5 and corporate jobs. This motivated them to look for opportunities outside of the conventional career path.
- There’s a lot more exposure to the real estate industry thanks to HGTV and Netflix shows about buying, selling, and flipping homes. People have seen the path of agents and investors and it appeals to them.
- Real estate offers freedom and flexibility. There's a massive opportunity to grow your income to what you want, and not what a corporate job dictates.