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 Nov 21, 2019
Thursday Nov 21, 2019
So many agents fail to reach their personal goals because they’ve been misled by their superiors. As brokers and leaders, how are we misleading our agents into thinking we can help them more than we can? How can we break the cycle and become more transparent? What are the lies brokers are guilty of telling in terms of opportunities for growth and higher pay? On this episode, we have a candid discussion about some of the biggest lies we’ve heard.
Lots of owners want to be liked by their agents, so they hold back on the truth. However, if we want our agents to be successful, we have to be transparent with them. -Greg Harrelson
Takeaways + Tactics
- Stop training agents to reach goals we haven’t reached ourselves. If we don’t have the experience, we have no credibility in those areas and shouldn’t pretend to.
- Don’t claim to have better leads and technologies than other brokerages. All leads and technologies are the same, it’s how agents interact with them that makes the difference.
- Telling agents they’ll be able to earn a full-time income by doing part-time work is completely misleading. Prevent disappointment by being transparent and realistic with agents.
On this episode, we discussed some of the ways brokers confuse their agents and ultimately hinder their success. One of the chief ways agents are confused is when they’re told they don’t need to do outbound calls. This stops them from making any calls, including follow-ups, which has a devastating effect on their business.
We also discussed;
- Why we need to stop telling agents they don’t need to be good salespeople
- How personality doesn’t impact business
- The importance of telling agents to learn scripts
Thursday Nov 14, 2019
Thursday Nov 14, 2019
Many real estate agents who operate solo feel trapped by their businesses. Scaling and growing a team is their way out of that. What holds many of us back from taking that next step? What is the difference between someone who does a few sales and someone who builds a structured, leveraged business? What mindset shifts need to take place in order to achieve freedom in our business, and for it to actually change our lives? On this episode, I’m joined by real estate coach, speaker, and host of the Ultimate Team Summit, Kathleen Black. She shares on the power of transitioning to a team, and how she helps agents make the change mentally and operationally.
We need to transition from a GCI mindset to a net money mindset. By growing a team, we leverage in a way that’s less risky, makes us more money and gives us more time.
-Kathleen Black
Takeaways + Tactics
- 80% of people will make necessary strides when they experience pain vs. only 20% of people who will do it proactively.
- In order to build a team, we need to change our mindset from GCI to net earnings. We need to switch from survival and scarcity to abundance and growth.
- The scarcity of building in a competitive sales industry creates a scarcity mindset that people hang onto, even when they are no longer in scarcity.
- Tech companies are taking away the mindshare of past clients and people in our database. People are being inundated with content and value from these other entities, so there’s more competition. We need to get ahead of this.
At the start of the show, Kathleen shared on her journey from agent to coach, and why team culture is an entrepreneurial mentality. Next, we talked about the importance of having clarity and abundance if we want to build a team. We also talked about the importance of switching from focusing on survival, to focusing on growth.
We also discussed;
- How change is driven by experiencing a pain
- The most common challenges agents in North America are dealing with
- The importance of focusing on ROI, not the money we spend
Many real estate business owners hit the ceiling for growth very early and end up feeling trapped by the job. At the most basic level, growing a team is a way to give ourselves a promotion and actually focus on the things that we excel at as the business moves forward. The more volume and transactions we can do, the easier our businesses will get. In order to create that lead, we need leverage. If we set our teams up right, we will have a massive edge over the competition.
Guest Bio-
Kathleen is one of Canada’s leading Real Estate Coaches and Trainers, delivering her proven success techniques to Agents and Teams across North America. She is also an author, speaker and the founder and CEO of Kathleen Black Coaching and Consulting, and host of the Ultimate Team Summit. Visit https://kathleenspeaks.com/ for more information or to get in touch with Kathleen.
Thursday Nov 07, 2019
Thursday Nov 07, 2019
As a new business owner, it can be difficult to adjust to the amount of responsibility of being in charge of everything. Are business plans really important, or a waste of time? Do we need to stick to our goals relentlessly, or leave some room for adjustment? How can we stop the fear of failure from holding us back? On this episode, President at Century 21 Redwood Realty, Eddie Berenbaum, shares how we can get our businesses to take off in the real estate industry.
Remain flexible enough that you can adapt to what’s working. -Eddie Berenbaum
Takeaways + Tactics
- Have a business plan in place. This plan should cover our ‘why’. Once we know what’s motivating us, we can start planning to reach our goals.
- Be open to adaptation. Flexibility is extremely important, and if we find new ways to reach our goals, we need to be willing to adjust.
- Don’t be turned off by failure. Learn from mistakes, and pay attention to successes. Everyone fails at some point, but if we concentrate on what we’re doing right, we can benefit from the experience.
At the start of the episode, Eddie shared how every business partner’s unique talents can take a business off the ground faster. We also learned how joining a franchise can go a long way in fast-tracking our success.
We also discussed;
- Why talented agents are drawn to bigger brokerages
- How to market more effectively
- Why we should aim to partner with brokerages that encourage training and coaching
When we start businesses, we need to make a shift from being an agent to an entrepreneur. This requires a lot of planning. Craft a business plan that lays out every goal, and stick to it as much as possible. However, we also need to be open to adaptation at times. Stop focusing on what’s not working, and start paying attention to successes and small wins.
Guest Bio-
Eddie Berenbaum is the President and Co-Owner at Century 21 Redwood Realty. After earning a degree in marketing at Penn State in University in 1997, Eddie fell in love with the real estate industry. In 2002, he went on to co-found Redwood Realty alongside Shawn Milletary and Nick Pasquini. Since then, Redwood Realty has gone on to generate over $1.2 Billion worth of annual Real Estate transactions.
To find out more about Eddie, visit:
https://www.linkedin.com/in/edward-berenbaum-924a5a1a
http://www.c21redwood.com/edward-berenbaum
You can also call him directly on 202 815 0925
Thursday Oct 31, 2019
Thursday Oct 31, 2019
Consumers and agents alike are constantly being told about market changes, and it’s causing considerable panic. Are the inevitable shifts necessarily bad for the real estate business and its customers? How can we change the perception of market shifts? On this episode, Founder and Chief Content Creator at Keeping Current Matters, Steve Harney, shares how to stop panic in its tracks.
Calm down, sit down, think, plan and act. -Steve Harney
Takeaways + Tactics
- Change is not necessarily a bad thing, but most people fear the unknown. Stop thinking in negative terms by looking at the word ‘change’ differently.
- Realtors are the ones who can inform consumers that market shifts don’t spell disaster. We need to set the consumer’s mind at ease, and we have the knowledge to do so.
- We need to educate ourselves on recessions and market shifts so that we can give our consumers the most accurate information possible. This will help us build trust.
At the start of the episode, we learnt that panic on behalf of the agent can have far-reaching negative impact. With that being said, it’s important that as real estate professionals, we don’t allow ourselves to be swayed. Panic usually leads to paralysis, which can have a devastating effect on the market.
We also discussed;
- Why we should always be ready to explain what changes entail
- How to prepare conversations about market shifts
- How loading our social media with informative content can position us as industry leaders
Changes in the real estate industry are inevitable, and a recession seems likely. However, that doesn’t mean a disaster is imminent. As real estate professionals, it’s up to us to educate ourselves on the shifts so we can share that information with our clients. We are the only ones who can set the consumer’s mind at ease: let’s change their perception of change and get them to start believing the shift can be a gift.
Guest Bio-
Steve Harney is the Founder and Chief Content Creator at Keeping Current Matters, a monthly informational presentation for top professionals. Steve has over 25 years of experience in real estate, and has dedicated his life to the home industry. Steve has been recognized as one of the 100 Most Influential Leaders in Real Estate by Inman News and is listed as one of the 200 Most Powerful People in Real Estate by the Swanepoel Organization. He is regularly quoted in news sources including, among others, The U.S. News & World Report, MSN Money, The Chicago Tribune and The Los Angeles Times.
To find out more about Steve and KCM, visit
https://www.keepingcurrentmatters.com/
https://www.keepingcurrentmatters.com/steveharney/
https://www.linkedin.com/in/steveharneyinc/
And for a 14-day free trial, visit Trykcm.com
Thursday Oct 24, 2019
Thursday Oct 24, 2019
Because the real estate industry is constantly changing and evolving, we as agents need to always be on the lookout for new opportunities. What is out there for us to take advantage of? Is there ever a risk of having too many ancillary businesses and too much opportunity? On this episode, CEO and co-founder of Keyrenter Property Management, Aaron Marshall, shares on how to take advantage of all the opportunities presented to us in this market.
You have to be able to pivot in the real estate industry; nothing stays the same forever.
-Brendon Payne
Takeaways + Tactics
- Stop relying on one source of income in real estate. There are so many ways to make money in the industry; we need to be open to trying every avenue.
- Don’t count on a great economy. Get involved in something that is guaranteed to keep bringing in money regardless of the market (like property management).
- Have a core idea that all ancillary businesses center on. Without this core, we’ll be more susceptible to distractions.
At the start of the episode, Aaron shared how he got started in the real estate industry. After explaining how he managed to overcome the financial crisis, Aaron mentioned the benefits of property management and spoke about how he invested in the right properties for long-term results.
We also discussed;
- Why cash flow is crucial
- How teaching others can be a great learning experience for ourselves
- How to find better opportunities
It’s always a good idea to be prepared in advance for market changes. Luckily, the real estate industry offers a number of avenues for us to look into. For example, areas like property management stay lucrative regardless of market conditions. However, it is important to maintain our focus. As long as we stay true to our core ideas, branching out in the industry can only mean more success.
Guest Bio-
Aaron Marshall is the CEO and co-founder of Keyrenter property management. He first got involved in real estate in 2001, after graduating from the University of Utah with a degree in Business Management. In the time since, Aaron has seen enormous success in real estate, and today he helps new franchisees own successful property management businesses. He is also currently finishing his upcoming book, Cash Flow is King, due to be released on Amazon in March 2020. He’s also due to start a podcast in February 2020.
To find out more about Aaron, head to
@aaron.j.marshall on Instagram
@cashflowisking on Instagram
https://www.linkedin.com/in/aaronthemarshall
Books Mentioned on This Episode
They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today’s Digital Consumer by Marcus Sheridan
The Ultimate Sales Machine by Chet Holmes
Thursday Oct 17, 2019
Thursday Oct 17, 2019
If we don’t have the right systems in place, running a business can become disastrous; it will take over our lives in an unhealthy way. How can we build businesses that don’t force us to push our physical and emotional health to the sidelines? Is it possible to run a business without losing who we are? On this episode, realtor, entrepreneur, speaker and author, Rachel Adams Lee, shares how we can hustle our way to the top without making sacrifices.
Stop thinking about who you are, and start thinking about who you want to become.
-Rachel Adams Lee
Takeaways + Tactics
- Stop worrying about having a perfect Facebook life. We can take a lot of pressure off ourselves by being open about our struggles.
- Deal with personal matters as they come. We may think it’s possible to push through our emotions, but problems that are not dealt with will show up somewhere, like the workplace.
- Remember that people work with people they like. By being honest and authentic about our personal lives, we can build great relationships with our clients and teams alike.
At the start of the episode, Rachel Adams Lee discussed how she managed to hustle her way to the top of the real estate industry. She mentioned how she changed her mindset to one of prosperity, and explained how she managed to reconcile her public image with her truth.
We also discussed;
- Why surrounding ourselves with people we admire is vital for success
- The importance of positive affirmations
- Celebrating little wins
There is a huge amount of pressure on real estate agents, and that often leads to the business taking all of our energy and focus. Too often, we think that opening up about our struggles will harm our businesses, and instead of doing that, we choose to pretend we have perfect lives. In reality, the opposite is true. If we’re feeling like our businesses are starting to take over our lives, and if we have personal problems, we need to speak up and deal with them sooner rather than later. We can hustle our way to the top and don’t have to sacrifice our mental health to get there.
Guest Bio-
Rachel Adams Lee is a Realtor, Public Speaker, Coach, Author, and Entrepreneur. She is 33 years old and lives in Northern California with her husband Ryan. Rachel is the CEO of 4 different companies.
In just 3 years in the real estate industry, Rachel had hit the top 1000 agents in the country for the Wall Street Journal. She is currently ranked in the top 1% of all Realtors in Placer and Sacramento counties. On the outside looking in, her life was perfect. She had the perfect car, the perfect social life, and everything looked top notch. You could say she had the perfect "Facebook" life. But as we all know, reality isn't always what it seems. And then one conversation changed everything. Rachel decided to start leading her life with full authenticity and intention and everything changed! She now travels around the United States teaching others and coaching on her life changing book and program, "Lost to Found in 90 Days."
To find out more, go to
http://www.racheladamsgroup.com/
Thursday Oct 10, 2019
Thursday Oct 10, 2019
It cannot be understated how important relationships are in forging your real estate business. How can we forge relationships with the top players in the industry, and how can we expand our databases? Who can we trust with our ideas, and what are the benefits of sharing them? On this episode, social media speaker, educator and fellow podcaster, Marki Lemons-Ryhal shares how to build relationships that benefit your business.
The greatest way to be mentored by the greatest minds in the business is if you volunteer.
-Marki Lemons-Ryhal
Takeaways + Tactics
- Volunteer to work for top players. If we offer to work for a top producer for free, we gain invaluable experience, as well as a chance to network with the greatest minds in the business.
- Share online. By sharing our experiences and personal lives on social media, our followers can create an emotional attachment to us and be more inclined to do business with us.
- Ask for accountability. One of the key benefits of building relationships is the ability to ask others to hold us accountable. By sharing our goals with others, we’re more likely to take action.
At the start of the episode, Marki Lemons-Ryhal explained why contribution is crucial for success in the real estate industry. Volunteering and educating not only helps others in the industry, but also gives us an opportunity to make a name for ourselves and meet more people. Giving back is vital.
We also discussed;
- The importance of social media for Realtors
- How to stop being our own worst enemies
- Why we shouldn’t worry about competitors stealing our ideas
To get ahead in real estate, we have to ensure we meet as many people as possible, and build great relationships wherever we can. To do this, we have to be willing to volunteer our time and share our information online. By creating a database of people in the industry, we also get an opportunity to ask people for their advice and to hold us accountable. Relationships are the key to a successful future; sometimes we just need to create our own doors.
Guest Bio-
Marki Lemons-Ryhal is a Social Media Speaker and Facebook Live Host who provides Social Media Education and Strategies to Realtors.
With over 25 years of marketing experience, Marki Lemons-Ryhal has established herself as an award-winning Social Media Speaker and Course Author. In a market where change is the only constant factor, Marki uses her dynamic, professional attitude and vast experience to be one of the top speakers in the country, relying on content from one of the many real estate continuing education classes she has authored.
Marki is also serious about education. She holds an MBA degree from Saint Xavier University and has over 50 certifications, designations, and licenses in social media and real estate. She travels the country teaching social media courses for the National Association Realtors, REBAC, ASI, and others. Her 300,000 plus students consistently rank her 5 out of 5 as an instructor due to her knowledge and entertaining training style.
Marki opened her first real estate company in 2003, and by 2004, she was in the top 10% of Realtors in Chicago. Within three years, she was selected to serve on the Board of Directors for the 3rd largest real estate board in the country. In 2006, she became a Licensed Real Estate Instructor and in 2009, was a speaker for the National Association of Realtors Conference & Expo. The following year, she was the youngest woman to be named Real Estate Educator of the Year in 2010.
Marki is the host of the Social Selling Made Simple podcast and the author of the soon-to-be-released book, The Modern Real Estate Professional’s Guide to Success.
To find out more head to
https://markilemons.com/meet-marki/
Thursday Oct 03, 2019
Thursday Oct 03, 2019
In today’s real estate industry, there is so much chatter about disruption, and a lot of questions about the big picture that now is being neglected. Why should we avoid falling into the trap of being too focused on coming changes that we forget the present? How do we find opportunity between now and the point those changes start to affect us? How can we cope with the changes sweeping the market, while still controlling what we can? On this episode, we discuss the importance of not getting so caught up in where we’re going that we forget the opportunities we have right now.
Massive change means we need to be having different conversations to thrive in the new business. -Greg Harrelson
Takeaways + Tactics
- Big changes always take longer than we think. The point when the industry changes so much that it impacts us in a noticeable manner, is actually a lot further away.
- When you're in a different financial position, you view change very differently
- Disruption doesn’t necessarily mean that we’re going to go out of business. It just means we have to find solutions that work within that new space. The people who adapt and succeed are those who can adapt to the new conversation.
The truth that many agents miss out on when they are so focused on the changes, is that there is actually a lot of opportunities for growth right now. If we are able to shift the conversations we’re having and the methodologies we’re using, disruptions won’t put us out of business. If we focus on the present and on getting better results now, we will generate enough money that a change in the industry wouldn’t be devastating. We have to get over the initial emotion of a disruption and then reset to finding the solution. If we become the solution, we will gain market share.
Thursday Sep 26, 2019
Thursday Sep 26, 2019
Goal setting is vital for success, but to ensure goals are achieved, we need to have accountability processes in place. How can we approach accountability differently? Is it possible to track achievements without looking at numbers? On this episode, we discuss how to hold our team members accountable.
As leaders, we have to figure out our team members’ motivations. Then we need to ask them to commit to the thing they really want. -Greg Harrelson
Takeaways + Tactics
- Find out what team members are committed to achieving, and hold them accountable to the promises they’ve made to themselves.
- Numbers shouldn’t be our primary focus, but we can use them to see if our teams are on track with their commitments.
- Get comfortable with being uncomfortable. Be willing to confront team members if they’re not on track.
To inspire changes and commitment from our teams, we need to find new ways to keep them accountable. While numbers can help us track achievements, we need to focus on the commitments our team members are making. We need to ask our teams what actions they’re willing to take in order to reach the promises they’ve made to themselves. We need to be comfortable with confronting them if their commitments are not fulfilled.
Wednesday Sep 25, 2019
Wednesday Sep 25, 2019
There is so much technology available to agents, but we don’t always take full advantage of the platforms at our disposal. Is there a way to make the process of lead generation more efficient? How can we keep records of all our leads more effectively? On this episode, we discuss how to upload details to our CRM in a hassle-free way.
Sometimes all the research we do on technology and CRMs hurts more than it helps. -Matt Johnson
Takeaways + Tactics
- The best CRM is the one you use - even if it’s low-tech.
- Come up with the content you want to share, then pay someone else to load the information to the CRM software.
- Think up and develop systems, but don’t use your time to manage them.
Technology is meant to make our lives easier, but in reality most of us never get around to using it. No matter how simple the process is, we end up neglecting the technology designed to make lead generation more effective. To combat this, we need to pay an assistant to load information for us. Technology is intended to help us, but sometimes we need to find the simplest solution because it’s the one we will actually use.