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 05, 2018
Thursday Apr 05, 2018
Many agents start community Facebook pages that fail to gain traction and engagement. How can you build engagement and interaction on your community page? How do you go about trying new tools without losing your message? What lessons can real estate agents learn from one of the most successful real estate communities on Facebook? On this episode, we are joined by LabCoat Agents founder, Tristan Ahumada who shares on the techniques, mindsets and practices that have been instrumental in the success of LabCoat Agents.
We started a community based around a centralized idea of sharing systems, tools, and tech to help people get to the next level. -Tristan Ahumada
Takeaways + Tactics
- Content, consistency, and community are the key to success.
- Once you start giving content and value, it’s a matter of doing it everyday.
- If you don’t have an audience, you might as well just talk to yourself in the mirror.
Resources
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
At the start of the show, we talked about how LabCoat Agents got started and what contributed to their organic growth and success. Next, Tristan shared on the techniques that will boost your engagement and how to take advantage of new tools without losing your message and your point of view.
We also discussed:
- The importance of an audience
- The monetization piece
- The importance of leading with quality content and consistency
When your main goal is to provide as much value as possible to your consumers, people will be attracted to your community. It’s all about starting with the end in mind by finding those people in the community you can trust to bring in and help you grow. If people don’t start sharing, you won’t get anywhere. It’s also important to have a solid name and idea of what you want it to be. No matter what, be committed to consistently giving to your audience every single day.
Guest Bio
Tristan is the Team Leader at Tristan and Associates KW Realty and Creator and Co-Founder of LabCoat Agents. Go to https://www.labcoatagents.com/ or find the group of Facebook https://www.facebook.com/groups/labcoatagents.
Thursday Mar 08, 2018
Thursday Mar 08, 2018
The general industry looks at the ISA as someone who is only responsible for response time, but our guest has put a whole new twist on it. How can you elevate the ISA role so it can benefit your business even more? How can you run each department of your business like its own business? On this episode, we are joined by Aaron Rian who shares how he built a prospecting machine and a powerful internal sales team.
Just because you’re good at selling real estate doesn’t mean you can run your business or that you’ll be good at everything. - Aaron Rian
Takeaways + Tactics
- You can use ISA's to do more than just scrub leads or increase response time.
- ISA's can actually generate and set 98% of the appointments your virtual agents take.
- To branch out into certain areas like running ISA teams or building side businesses, you need to build your entrepreneurial skill set, not just your sales skill set.
At the start of the show, Aaron shared his team’s structure and distribution of virtual agents and in-office agents. Next, we talked about how his team uses the ISAs as the front end of their prospecting process, how to run each department like a separate business and why it’s hard to out-recruit a team like Aaron’s.
We also discussed:
- Why being good at real estate doesn’t translate to entrepreneurial prowess
- Aaron’s team’s use of Transaction Coordinators
- How Aaron built a digital media agency
By putting more training into your ISAs, you can get them to speak intelligently enough to the lead to get them interested in the company and interested enough in the agent that they want the appointment. Instead of seeing them as people who are in charge of your response time, think of them as the front end of your whole business. When you start to run each of your departments like they are standalone businesses, the performance, ROI and conversion rates will go through the roof.
Guest Bio
Aaron is the Operating Principal at the Rian Group, Best Selling Author and Talk Radio Show Host. His clientele consist mostly of athletes, corporate executives and high net worth individuals from around the world. Go to http://theriangroup.com/ for more information or call 503-343-1666 with any referrals.
Resources
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 Mar 01, 2018
Thursday Mar 01, 2018
Most agents think the only asset their business needs is their skill. How does this set you up for a business that requires you to always be on the hunt? How can you use content to position yourself as an expert and attract business this way? Why is it dangerous to go into real estate only looking out for yourself? On this episode, we are joined by Frank Klesitz who shares his insights on the smart way to get out of the grind.
The asset is not how many people you know-- it’s how many people know you. - Frank Klesitz
Takeaways + Tactics
- You can scale a message, but you can’t scale a relationship.
- Attention is an expensive thing to earn.
- Your content doesn’t have to be ground breaking-- it just has to come from you in an authentic way.
Resources
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
At the start of the show, we discussed how the word “grind” is just a perception, and the importance of starting to plan for your future right now. Next, we talked about how to define a real asset in business. Towards the end, we talked about how to go about finding content topics and what it takes to create valuable content.
We also discussed:
- How to monetize the “no’s”
- How to get people to spend time with you online
- The drawbacks of one-to-one prospecting
When you go from agent to entrepreneur, one of the key things you realize is that you have to build an asset that goes beyond your skill. The real asset is how many people know who you are, spend time with you, and trust you. If you want to be successful, start scaling your message in some way, and get good at publishing and making people spend time with you online. Think about being an expert provider of really helpful content that’s so good that people would be willing to pay to receive it. The real asset in business is a thriving audience of people who want to buy what you sell.
Guest Bio
Frank Klesitz is the CEO and co-founder of Vyral Marketing. Go to getvyral.com for more details.
Thursday Feb 22, 2018
Thursday Feb 22, 2018
We’re all leaders because we lead ourselves. Why do you have to be a good self-leader before you’re qualified to lead others effectively? What makes someone a great leader? On this mini-episode, we talk about how to be a better leader, and the secret so few people know about leadership.
Takeaways + Tactics
- You have to be an effective self-leader before you lead others because it gives you credibility.
- If you’re having trouble leading others, you have problems with self-leadership.
- You must be the example for other people to follow.
A lot of people have a hard time attracting loyal followers because they weren’t followers themselves in the first place. They don’t lead themselves, and that makes it impossible for them to lead others. The truth about leadership is you become better by becoming a great learner, and a great player who follows a great coach. It all starts with you, so ask yourself if you’re a great follower of the things that you say and if you have integrity with the things you tell people do.
Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/
Thursday Feb 08, 2018
Thursday Feb 08, 2018
Like it or not, every company has a culture. How do you build a good company culture intentionally? How can you become a community expert in your market? On this episode, we are joined by agent and team co-broker owner, Rett Harmon, who shares on how to be authentic and how he was able to build a company he enjoys.
You need to be same person that you are online as you are offline. - Rett Harmon
Takeaways + Tactics
- Company culture is either built by design or by default.
- Owning the market starts with owning the minds of your community.
- When you’re authentic, you attract people who really fit in with your culture.
At the start of the show, Rett shared his team structure and how every business has a culture either built intentionally or unintentionally. Next, we talked about how his team uses community content to position themselves as experts. Towards the end, Rett talked about the importance of being a consistent brand.
We also discussed:
- How to know if your community content is effective
- The importance of authenticity
- Developing an intake criteria for your recruits
Building and sustaining a culture is all about authenticity, and that starts with how the leaders show up and present themselves. If who you are online is different from who you are offline, that inconsistency will show. You don’t have to be everything for everyone, but you do have to find your own lane and own it. Invest in people who share the same values as you and your team. All these things are necessary as you design your team culture.
Guest Bio
Rett Harmon has been a licensed real estate professional for 15 years in the both Georgia and Alabama. He is both an active agent and co-owner of CENTURY 21 Novus Realty. Go to https://www.c21novus.com/ for more information.
Resources
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 Feb 01, 2018
Thursday Feb 01, 2018
This is the time of the year where we evaluate the market for potential risks, and a huge one right now is the risk for low inventory. Why is it so important to plan ahead for these events? How do you fortify yourself from the eventual reduction in inventory? On this episode, we talk about the importance of being ready for potential market risks.
When I’m already solving a problem that doesn’t yet exist, the problem never appears. -Greg Harrelson
Takeaways + Tactics
- There’s a lot of quick, easy money on the buyer’s side right now, so people don’t think they need listings.
- If the market continues to rise, sellers are going to slow the pace of houses on the market because they are playing the market for appreciation.
- The two most effective ways to generate leads in a low-inventory environment are expireds and FSBOs.
The goal in business is to always start working a plan as if an upcoming obstacle is there now. You have to set up the systems right now to combat the risks when they do appear. Just because there’s a lot of buying happening right now, don’t fall into the trap of not building up your listings. If inventory to sell runs out, you’re in a better position if you’ve been cultivating listings. Right now, you have a good story to tell sellers in prospecting which is that prices are increasing and inventory is low, so their house could be worth more. That’s a winning script.
Thursday Jan 18, 2018
Thursday Jan 18, 2018
The majority of real estate agents are in survival mode. How can they get out of that mindset and take advantage of the good condition of the market? Should you be spending more money on expanding, or putting money away for the market correction? On this episode, we are joined by agent, coach and founder of Real Estate B School, Lars Hedenborg who talks about taking the entrepreneurial approach to real estate, and being intentional with your money.
Money in the bank is the most lagging indicator you can track in your business. - Lars Hedenborg
Takeaways + Tactics
- You only need to track six metrics in your business.
- In a down market, your activities may not work as well, so you have to increase your level of activity.
- If you're not having 100 meaningful conversations a week, you're not going to be able to scale.
At the start of the show, Lars shared how he got started and what’s going to happen to the real estate market when the market shifts. Next, we talked about the importance of being a good steward with your money, and how to position yourself. We also spoke about the 6 numbers you should be tracking, and why tracking everything will solve the upcoming problems real estate businesses are going to face.
We also discussed:
- How to adjust your activities to increase your ratios
- Direct response marketing
- Why you need to take your ego out of the equation
When the market shifts, the real estate industry is going to shrink. If you play your cards right, and save money right now when the market is great, there will be many opportunities on the other side. A lot of agents throw money at other things instead of taking advantage of this market to put some cash away. Don’t follow that tide. Decide to be a steward of a good market and prepare financially for what’s coming. Get your core systems in place and track your numbers religiously. When you do, you’re going to see your own ratios start to shift, and you’ll notice the market is shifting before everyone else.
Guest Bio-
Lars is a broker/owner, coach and founder of Real Estate B School. For more information, go to realestatebschool.com, for a strategy session go to rebsstragysession.com and to find out about their next event go to rebslive.com.
Thursday Jan 11, 2018
Thursday Jan 11, 2018
Developing talent is an important part of going from agent to entrepreneur. How do you connect with your talent on a level that actually resonates with them and their needs? What are the three things we track to make sure what we’re doing is actually working? How do you check in and stay in contact? On this mini-episode, we talk about developing talent, helping people grow and building top producers from scratch.
Tracking our numbers is going to tell us how we’re doing with our lead generation activities and the conversations we’re having. -Greg Harrelson
Takeaways + Tactics
- If you can leverage a person’s strengths, you can get to revenue more easily.
- You’ll be able to leverage their strengths faster than you can strengthen their weaknesses.
- Every transaction is going to come from a conversation.
Most people’s first instinct when it comes to developing talent is to try and get people emotionally invested and fired up by the possibilities they see for that person. What you should actually do first is connect with them on what’s important to them. Honor them by showing that you actually want to know them. When you get into their world you will understand them better. When you do that, their mindset changes, they gain confidence and they become more coachable. This will get you to more income, faster.
Thursday Dec 21, 2017
Thursday Dec 21, 2017
Most people spend so much time working “in” their business that they don’t get to work “on” it and fail to grow. What strategic structures should you put in place if you want your business to generate more leads and referrals? How do you stop putting out fires and actually start working towards growth? How can you put your marketing on autopilot? On this episode, we do a crossover with Local Domination podcast host Doren Aldana to answer these questions.
The best referral partner is someone who your ideal client is talking to, working with, or building a relationship with before they talk to you or have need for your services. - Doren Aldana
Takeaways + Tactics
- When thinking about referral partners, consider: Who has the highest capacity to send you the most leads most often? Who is working with your ideal clients before they start working with you?
- Always carve out time to work on your business, not just in it.
- The contacts in your phone are a database already.
At the start of the show, Doren shared on the 3 buckets of business success and the importance of remembering that you’re in the marketing game. Next, we talked about finding referral partners and how to build a database if you don’t have one. Towards the end, we talked about how to focus less on putting out fires and more on creating a long-term vision.
We also discussed:
- How to maximize your repeat and referral business
- Working “on” your business vs. working “in” your business
- How to mine leads from your social circle
If you want to grow with the future in mind, you have to remember that “Return on Time” can be even more important than “Return on Investment”. If you actually want a business that sets you free, spend more time working on it-- not just in it. One of the most powerful things you can do is set up a system that takes people from suspect to prospect, prospect to client, and then from client to evangelist.
Guest Bio-
Doren is an entrepreneur, host of the Local Domination podcast and the founder of Testimonial Engine. Go to http://mytestimonialengine.com/ for more information.
Thursday Dec 14, 2017
Thursday Dec 14, 2017
A lot of agents focus too too heavily on how much they are earning, rather than the number of transactions they are doing. Why is this a big mistake? How do you do outbound prospecting in high volumes? How can you undermine your competition to become the top agent in your market in 5 years? On this episode we talk to the Beast Mode prospector himself, James Festini.
There’s only two ways you’re going to make money in this business. You’re either going to go out and get your money or you’re going to spend money to have it come to you. - James Festini
Takeaways + Tactics
- The magic formula in real estate depends on how much money you’ve got to spend.
- There’s a right and wrong way to work in real estate and it has a lot to do with your scripts.
- The end game for most logical real estate agents would be to get enough money to start buying real estate.
At the start of the show, James shared how he got started and how he was able to pack up his business and move to another town. Next, we talked about how to overcome the resistance to prospecting, and why he doesn’t want to be passive about getting leads. Towards the end, he shared why you need to become a human pop-up ad.
We also discussed:
- Goals for 2018
- The end game for most logical real estate agents
- Chasing transactions vs. chasing commissions
- How to get on the fast track to success
It is possible to triple your income through strong branding and intense prospecting. Such action is going to cause a massive breakthrough in spite of yourself, because of the sheer volume of contacts. You’re not going to overcome your prospecting fears sitting in your office thinking about them. You actually have to get into action and realize your fears weren’t real in the first place. To really succeed, your goals should be oriented towards number of transactions rather than how much you earn.
Guest Bio-
James is an agent who has been serving Southern California since 1993. To get in touch, email james@JamesFestini.com. To watch his coaching videos go to http://youtube.com/jamesfestini or follow him on Twitter, Instagram and Snapchat.
Resources-
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