How to be successful and happy while leading with Heart!
Episodes
Thursday Sep 27, 2018
Thursday Sep 27, 2018
The “secret” that separates top agents from the rest is something we can all utilize. What are some of the negative thought processes that get in the way of our success? What’s the one thing we can do each day that guarantees more success in just 10 minutes? How can we communicate more effectively with prospects and clients? On this episode, I’m interviewed by one of America's top brokers, Jere Metcalf. I give insights and answers on re-engineering our thinking for success, pre-paving our day, taking inspired action and attracting the clients we really want.
You get inspired action through your thoughts. - Dr Hank
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- Appreciation vs. gratitude
Replace the word gratitude with appreciation. Gratitude sounds like someone else did something. Appreciation is a high vibrational word because it suggests that you co-created something with the universe and your soul. - How we can actually change people
When it comes to dealing with clients, our mindframe should be on the kinds of people we want to work with, not the people we don’t want to work with. Not only will we start attracting the people we want, but we'll also improve relationships with the clients we do have. - The power of understanding the motivations of mankind
Every human being has a motivation, whether it’s to attain independence, get a return on investment or feel like they have the best. When you identify someone’s motivation, you uncover how to speak their language and how to sell to them effectively.
When we focus on something, whether it’s positive or negative, we attract cooperative components of the same thing and get more of the same experience. Ultimately, the thoughts we cultivate are our prayers. If we learn to put more energy into what we want, instead of what we don’t want, we make our lives and our businesses better. The true edge in business is mindset because it determines the way we feel and the actions we take.
Guest Bio-
Jere is one of America's top Agents/Brokers in Atlanta and specializes in the luxury home market from $500,000 to $7.5 million homes. She brings results driven creative marketing concepts and broad market knowledge to her luxury residential client-base. She is a founding agent at Compass. She also hosts The Jere Metcalf Podcast where she interviews top real estate agents across the country and the globe. For more information, go to https://www.linkedin.com/in/jeremetcalf/, follow her on Twitter @jeremetcalf.
Tuesday Sep 18, 2018
Tuesday Sep 18, 2018
In addition to listing properties, many agents also want to get better at investing in real estate. In what types of properties should we invest? How can we become better at attracting clients without the need to prospect all the time? Why should we avoid repeating the same marketing tactics year after year? In this episode, Sunil Tulsiani shares on branding and how real estate agents can get into investing.
When you become a brand, people come to you rather than you going after them. -Sunil Tulsiani
Sunil was a Police Detective who went to Robert G. Allen’s course 13 years and ended up buying 77 properties in his first year alone. Now, he’s bringing his friend and mentor Robert G. Allen to Dallas, Texas to help change people’s lives in real estate.
The general ticket is only $197, but first 25 responded will not pay even a penny for this event on Sept 22nd and 23rd, 2018 in Dallas.
For more info and to grab your tickets (up to 2 tickets per household only), go to:
https://go.amlanding.com/
Whether you want to attract listing clients, investors or become wealthy in real estate, this is absolutely the place for you to be.
3 Things We Learned From This Episode
- Don’t just focus on listings. Invest in rental properties, too.
As agents we receive a commision, and that’s it. For every 10 properties sold, it would be wise to buy a property for ourselves as well. The best way to find out if a property is a good investment is to determine how much you make from it as a rental per year. - Write reports your prospects would sit down and read
Many people write reports, but few of them actually write good ones. If we want to write something truly insightful, we need to spend time researching and perhaps hiring a professional writer who can do a better job at articulating our message. - Avoid tactic fatigue
Most real estate agents bombard their prospects with the same old tactics. We should be aware of the fact that the more a strategy gets used, the less efficient it becomes. If our tactics are the same as what everyone else is doing, we will never stand out in a competitive market.
Branding is what separates the agents who are sought after from agents who have to constantly chase clients and negotiate their commissions. When we become the face of real estate in our area, we no longer have to prove our expertise or make compromises when it comes to commissions. Our clients will feel that it’s a privilege to work with us.
Guest Bio-
Sunil Tulsiani, also known as “The Wealthy Cop”, served 16 years in the police force until he decided he wanted to pursue investments in real estate. In the present, he’s a well-known figure in the real estate investments scene and a self-made millionaire. He runs two private real estate investment clubs, and he’s the author of The Secret to Real Estate Wealth: Canada’s Leading Experts Reveal Their Secrets for Building and Protecting Real Estate Wealth.
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for you and your family!
Thursday Sep 06, 2018
Thursday Sep 06, 2018
The tools we have at our fingertips affect our lead generation, how efficiently we can execute, and the number of people we’re able to help. What simple strategy can we use to quickly get more leads? How can we convert leads to closing 70% of the time? How can we use Facebook to bring more leads into our world? On this episode, Kent Corey shares and demonstrates how he’s using KV Core to generate more leads and convert at a higher level, resulting in more money, time, and freedom.
At my old brokerage, I was an average agent. I didn’t have the tools and technology behind me to do the things I needed to do. -Kent Corey
3 Things We Learned From This Episode
A polite gesture we can make to other agents
In order to market other people’s listings, we need to have the courtesy to call them whether the MLS lets us do it or not. Calling them is a good move, and a great way to build a relationship.
How to find the right Facebook group
Buy/sell/trade local groups are a good place to post our ads. People are on them and searching all the time, and we can drive them from Facebook to our website. We also make it easier for them because the KVcore website captures their info from Facebook.
Tricks to make Facebook work for us
Facebook does not like the word FREE, so a way around that is to write it like as F-R-E-E. When it comes to joining groups, do 10 per day, and post 10 ads only. Don’t overdo the system, or you risk getting flagged by Facebook.
Without the right tools and resources, a lot of us are left to use free or cheap tactics that don’t get us anywhere. As a result, we have to grind hard to make any money, and often have no freedom. When we actually have the tools and resources to do more things with our marketing, we are able to reach and help more people. By working smarter, not harder, we get freedom and real joy out of our work.
Guest Bio-
Kent Corey has over 30 years of experience in Real Estate, Management, Marketing, Public Relations, and Sales. Kent has been featured in both Florida and National Realtor Magazines each of the last 4 Years as an Innovator of Real Estate Marketing. Kent has also been featured in Inman News, PC World Online Magazine and Retechy.com for Video Marketing. Go to http://www.kentcorey.com/ or email kent.corey@exprealty.com, or call 239.410.9075.
Thursday Aug 30, 2018
Thursday Aug 30, 2018
In today’s highly connected world, leads expect instant responses—but we can’t be online all the time. Is there a way to be hands-off and still be completely immersed and interactive with our leads? How can we craft content that gets people’s attention and feeds our funnel with leads? What are the secrets of lead generation, content optimization and self-branding? On this episode, Christina Probeyahn shares on Conversions, the tool that has boosted her business dramatically. You’ll learn how to automatically send emails and text messages to all your leads within seconds, take MLS listings and create squeeze pages that will attract over 300 buyers and sellers automatically.
In order to stay in #1 in the minds of your clients and win their business, you have to reach out to them immediately.
-Christina Probeyahn
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- The importance of squeeze pages
In marketing, you’re going to put all your leads into a virtual funnel, with the goal of moving them right to the bottom to convert them. A squeeze page takes someone from one level of the funnel down to the next level. As they become more and more interested in working with you and closer to becoming a customer, they get squeezed through the funnel. - Build your personal brand, because it sustains beyond any company
Before we even think about generating leads and selling houses, we have to think about building our brand and how we brand ourselves. Ultimately, companies come and go. Having a personal brand can sustain us for years. - Be careful of your wording on Facebook
Facebook scores every piece of content published to determine where it will rank on the news feeds of our audience. Words that come across as clickbaity or egging people on score poorly. Facebook wants relational content, not salesy stuff so we have to find the balance between selling to people but building relationships.
Speed to lead has become so much more important now because there’s so much competition, and our clients expect rapid response. The right tool can automate this and make it easier, allowing you to be hands-off but still engaged. Boosting our conversion is also about the quality of content we put out. On a platform like Facebook, we never want to sound like an advertisement, we have to sound like a friend. How we word our copy is important, if we are too pushy, we’re just going to lower our score and no one will see what we’re working so hard to craft. Don’t be afraid to get creative and use things like emojis, they make us stand out that much more.
Guest Bio-
Christina is an agent at eXP Realty in Port Richey, Florida. She has a powerful knowledge of social media marketing, which is imperative in today’s fast moving and ever-changing real estate market. She also has 20+ years of experience in the sales and service industry. She is highly motivated and ambitious, has keen attention to detail with a strong work ethic and commitment to success. Go to http://www.christinaprobeyahn.com/ for more information and find her on social media or phone 727.744.7211.
Thursday Aug 23, 2018
Thursday Aug 23, 2018
Every rockstar agent, top producer and successful leader can attest that our level of success is all about our mindset. How do our beliefs control outcomes? How do you uncover the root of your thoughts and mindset? Why is it so important for us to have dominion over what we think? On this episode, mindset coach Kim Ades shares her tactics and strategies to help people have constructive, optimistic thoughts that invite success.
If you do things differently, but your thinking remains the same, your results will be the same. -Kim Ades
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- Emotional resilience can be more important to success than intelligence
When it comes to becoming successful, emotional resilience is a key ingredient. It is the ability to bounce back from adversity with speed and agility, and actually leverage that adversity.
- Use practices like journaling to uncover your thoughts
If we want to learn about our own thought patterns, it’s important to hear the words we use, the stories we tell, and the things that trigger our emotions. By paying close attention to these things, we start to become aware of how we think.
- Recondition your mind to see the good
Our minds are conditioned to only look at the bad in everything, but that actually holds us back. At the end of each day, we should actually train ourselves to look at the for that happened. That teaches us there’s a lot of be grateful for but also makes us attract even more good.
No matter what action we take, if our behavior is placed on a foundation of negative and unproductive thoughts, we just won’t be successful in achieving our goals. We have to take control of the thoughts we cultivate, because it leads to the words we say and the actions we take. By uncovering our thoughts and beliefs, we can start to change what doesn’t work and do more of what does. Success is not about facing reality, but about believing that you can create it.
Guest Bio-
Kim Ades is the President and Founder of Frame of Mind Coaching™ and JournalEngine™ Software. Author, speaker, entrepreneur, coach and mother of five, Kim is recognized as one of North America's foremost experts on performance through thought mastery. Using her unique philosophy and quirky coaching style, Kim helps her clients shift their thinking in order to yield extraordinary results. Go to http://www.frameofmindcoaching.com/ for more information or email kim@frameofmindcoaching.com.
Wednesday Aug 15, 2018
Wednesday Aug 15, 2018
Our industry has a low barrier to entry, but a high commodification. This means a lot of people can’t make it through the shifts. How do we set ourselves apart and protect ourselves from being kicked out of the business? How do we engage at a professional level in the work we do? On this episode the leader of one of America’s top teams, Dan Beer, shares how to identify the client’s 'pain points', use them to differentiate yourself, and implement your strategies at a high level.
Differentiation is the moat we’re going to have to create around our business so that it’s protected from the shifts we will experience. -Dan Beer
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- Ideas don’t become reality without action
Any amazing idea is useless if we don’t actually implement and get into action. For us to commit to implementation, we have to be intentional and set aside time in our calendars consistently to do the work that leads to the achievement of your goals.
- Working on our goals is a consistent and permanent activity
Professional athletes are always practicing. They practice more than they actually compete. What that tells us is that we also have to practice. We have to constantly work on improving our scripts, presentations, and other important processes. This is what it takes to break through to a high level of success. - Successful businesses, like successful people, have winning habits
It takes a lot of focused energy on something to make it a habit. Yet when it becomes a habit, your unconscious mind carries it out without much thought. This is what we need to usher into our business, too. On a quarterly basis, we must have clear focus on the most important things. By doing so it becomes a habit of your business.
A business run on the foundation of positive habits and differentiation is a business that can weather the storm of any market shift. It’s simply not enough to offer leads and commission splits. Building a system with a clear focus will push your team towards your goals. This is the kind of value that promotes retention of talent and sustainable growth.
Guest Bio-
Daniel Beer is the CEO/Owner of Beer Home Team of eXp Realty of California, Inc., one of the Top 150 Teams in the nation per The Wall Street Journal and Real Trends. For more info, go to https://www.soldbydanbeer.com/, and to get in touch email dan@beerhometeam.com.
Thursday Aug 02, 2018
Thursday Aug 02, 2018
A lot of agents blame their lack of results on the quality of leads, but that’s not the whole story. Where do people drop the ball in the lead conversion process? How can you develop and leverage high-volume lead generation systems? How do you bring operational excellence into your business? On this episode, Verl Workman shares how their systems are taking people from $250,000 a year to $2 million.
There’s really only three things an agent should do. That’s prospect, list and show houses, and negotiate. Anything else can be done by a team or technology. -Verl Workman
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- What we say and believe will manifest
When we say we’re too busy or that we don’t have time, all that does is make us busier and give us even less time. We create our reality through our own thoughts and words, so we really have to be mindful of what we say and believe. - Delegate what isn’t your most valuable use of time
Every hour you spend doing $15 per hour tasks is sending a message to your family that they are not worth $15 per hour to you. Outside of prospecting, listing/showing houses, and negotiating, everything else can be delegated so that you’re using your time in the most valuable way possible. - Prioritize lead follow-up
When people think they aren’t winning because their leads are bad, often the real culprit is poor follow-up. Conversion happens between the 7th and 12th conversation, so if you’re not following up, you simply won’t get the lead.
Building a high-producing team all starts with operational excellence. Systems for what you do and assistance in your work will allow you to produce at a higher level. Additionally, teaching your agents how to “hunt” and consistently follow-up with leads will help them grow while benefiting you and your business as well.
Guest Bio-
Very is the founder/CEO of Workman Success Systems. Over the course of a career now spanning nearly 20 years, Verl Workman has delivered over 1,000 seminars, webinars, keynote addresses and other motivational messages to real estate and sales professionals worldwide. His philosophy regarding professional training has always been “If it’s not fun, I’m not going!” and believes you deserve programs that live up to those expectations. Go to workmansuccesssystems.com for more information or email coach@workmansuccess.com
Thursday Jul 26, 2018
Thursday Jul 26, 2018
If we’re not offering real value, we can easily get replaced by technology. What does it take to go from being a salesperson to being a trusted advisor? What are some of the most important insights in real estate right now, and how can we take action on them? How do we become trusted advisors with millennials? On this episode, we are joined by billion dollar producer, Barry Habib, who shares on how to be a true advisor, and how that sets us apart from all other agents and competition!
An advisor understands not what the value of that home is today, but what it can be in the future. -Barry Habib
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
-
What current real estate trends tell us about the market
We're seeing a very tight supply and strong demand. Interest rates have gone up a bit, which provides a higher lend. Even then, it’s not taking over the imbalance between supply and demand.
-
Learning how to serve millennials is our key to survival
Millenials are the largest demographic in the United States, and they are going to drive the economy the same way the Baby Boomers did for decades. Agents have to be able to market to these people in the ways they respond to, and that means becoming proficient in social media.
-
How to be more magnetic and become more referable
The real game in real estate is not conversion-- it’s leads. In the first 5 minutes, our customers will know if they want to do business with us or not. We have to be magnetic, and the key to that is making anyone we come into contact with feel better and smarter after they leave our presence.
There’s a reason why travel agents became obsolete. They were just salespeople, and it was easy for tech to replace them. If we want longevity, success, and continued commissions, we have to be advisors. If we are magnetic and customers have a wonderful experience working with us, they will tell everyone they know about us.
Guest Bio-
Barry is an entrepreneur, mortgage industry executive, and Founder and CEO of MBS Highway. He is also is also a well known professional speaker and TV commentator on the Mortgage and Real Estate markets. Go to https://www.mbshighway.com/ for more information.
Thursday Jul 19, 2018
Thursday Jul 19, 2018
Public relations is something real estate agents should take advantage of. What are some of the tactics you can employ to get the attention of journalists? How can you leverage your local market? What is the return on doing PR? On this episode, PR expert Christina Daves talks about the power of publicity.
When you get all this exposure, it blows up your business. It makes you so credible and popular that people want to work with you. -Christina Daves
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- How to leverage your local newspaper
Don’t underestimate your local newspaper. Even with a circulation of 30,000 you can get a lot of exposure and use it as a way to establish yourself as an expert.
- Without a hook, a journalist won’t open your email
The hook is very important to getting a journalist to look at your story. The best examples of great hooks are magazine covers because they instantly spark interest and draw the reader in. - This is not a one-time strategy
Pitching to the media is a long-term play, not a one-and-done thing. Sometimes you won’t hear back from them; not because your pitch is bad, but because they are busy, and the story might not be what they need right now. You have to consistently stay in front of people. Try sending different stories as well.
If you look at public relations as a long-term play to build relationships with the media, it will serve you well. Just taking 10 minutes out of your day can massively benefit your business. If you’re a valuable resource, the media will welcome you to their tribe. When other people see you as a rockstar, and it makes you that much more attractive to local clients.
Guest Bio-
Christina Daves is a serial entrepreneur, award-winning inventor and a best-selling author and speaker. She's the founder and president for CastMedic designs, manufacturing MediFashions, which are award-winning accessories that make medical boots fashionable. Christina uses free publicity to appear on over 250 media outlets and continues to cultivate techniques for using PR as a vehicle to exponentially increase revenue. She has appeared on the Steve Harvey Show, Dr. Oz and local news affiliates of NBC, CBS and FOX. Christina's vision is that anyone can start and run their own successful PR campaign.Go to https://www.christinadaves.com/ for more information or email christina@prforanyone.com.
Thursday Jul 12, 2018
Thursday Jul 12, 2018
FSBOs often scare agents away because they’re typically difficult to convert. How can we transform these leads into a lucrative source of income? Are FSBO’s always interested in keeping the commission? Is it possible to get a listing over the phone? In this episode Robert Russell, named one of the best agents in Dallas, talks about how he gets listings over the phone and creates a steady stream of FSBO leads.
The person who asks the most questions is going to be the winner of the conversation. -Robert Russell
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- Control the direction of the conversation
The best way to control the direction of the conversation is to ask questions. This way, you get to know them a bit and point them in the direction you want while they feel in control because they do most of the talking.
- You can do everything over the phone
Many agents have the misconception that we can’t win any listings unless we meet the sellers face-to-face. When the seller asks to meet us, we can simply ask them if they have any questions. If they do, answer those questions. This alleviates the homeowner's feeling that an in-person meeting is needed.
- Not everyone wants to avoid the commission
Not every FSBO wants to avoid commissions, but most of them have a certain personality type that involves taking things into their own hands. The type A personality is the most prevalent among them, and we need to know how to communicate with this type of person if we're going to get the listings.
Most FSBOs have a Type A personality. This means they hate being told what to do or told that what they are doing might harm their chances of selling the home. You have to be subtle and make them feel like they are in control of the conversation. You can do so by asking them questions that lead them think about how much they know and how their effective their marketing efforts actually are. For example, you can ask them if they have ever sold a house before, or how many people came over to see the house. If few people came over, let them know why you think that happened. This gets the conversation rolling, and allows you to outline the value you can bring.
Guest Bio-
Robert J Russell is the founder of Robert J Russell Companies, a mortgage and real estate company, and the co-founder of a travel agency.
His speciality is converting for sale by owner leads, and over the years he has received numerous awards, including "Best Real Estate Agents" & "Top Residential Producers in Dallas”, and he was also a Finalist for the 2015 Broker of the Year Award.
In the present, he teaches real estate agents how to avoid running out of FSBO leads leads and convert them to achieve the same degree of success he has.
You can contact Robert at robertjrussell@gmail.com