How to be successful and happy while leading with Heart!
Episodes
Thursday Jul 05, 2018
Thursday Jul 05, 2018
Cold calling takes a lot of time, and the conversion rate is getting lower and lower as people develop a resistance to it. What is the alternative for agents who enjoy working with people, but dislike the idea of staying on the phone for hours every day? What kind of content can attract people to you? And what’s the source for the highest converting leads? In this episode, Chris Angell talks about how to build relationships to grow your business.
If you are a people person, cold calling is never going to feel in alignment with who you are. -Chris Angell
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 bigger the database, the higher the probability of success
Your success in real estate comes down to how many people you have in your database. If you have 100 contacts in your database and other agents have 1000, by numbers, the one with 1000 will just do better.
-
Produce content that isn’t only about real estate
The buying cycle for a home is around 7 years. If for 7 years you are speaking about things that are not relevant for future buyers and sellers, you won’t be able to maintain relationships with the people in your sphere. You have to find something you are passionate about to share with others and only occasionally mention what you do for a living.
- The highest converting leads come from referrals
When you get referred, there is already a level of trust going on. You don’t have to work as much to prove that you deserve the listing when someone else already recommended you.
What makes your database a truly powerful tool is building a relationship with the people in it. Most agents don’t keep in touch with them because they don’t want to sound salesy, but you don’t have to always talk about real estate. Find a topic you are passionate about and speak about that to build an audience. Your real estate business should be only a small part of the conversation.
Guest Bio-
Chris Angell is a business coach and the founder of Leads You Love, where he helps business owners and agents build an audience and sell more with less effort.
He focuses mainly on selecting the right people for you so you don’t have to spend time weeding out the people who aren’t a good fit. He does so through video marketing, email campaigns, and branding. You can get in touch with Chris on his Facebook page at https://www.facebook.com/chris.angell
Thursday Jun 28, 2018
Thursday Jun 28, 2018
Thanks to social media, we now have real-time information about our prospective clients. How do we leverage social media as a listening tool? How can we bridge direct mail and Facebook advertising to increase lead generation? On this episode, agent and international speaker Marki Lemons-Ryhal shares on referrals, client service. and social media.
With social media and technology, we get to develop sustainable systems based on research because people tell the internet everything. -Marki Lemons-Ryhal
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
Social media is a great market research tool
Nowadays people share a lot about their lives on social media, and it can actually help us know who wants to buy or sell. Use social media as a way to learn more about your target market and tailor your approach and communication.
Use offline and online marketing strategies together
When you send out direct mail, you can make it more effective by pairing it with Facebooks ads. All you have to do is put out ads to the same area after they receive your direct mail. This will help you touch more people and actually increase people’s familiarity with you.
Find your strongest point and work your niche
When it comes to serving your clients, the first and most important step is to figure out who you are best suited to serve. From there, you can determine your strategy and approach to ensure that you communicate with them in a way that suits them. Remember: top producing agents go after a niche.
20 years ago, we were just paying for email addresses and telephone numbers. Because of social media, people have now brought us into their homes, and they share a lot with us. This is valuable information and it is important for us to invest in social media. Spend at least one hour a day, because it isn’t just a marketing tool; It’s also lead generation, means of communication, and a way to better serve your clients.
Guest Bio-
Marki is a Realtor, Speaker and the Director of Education at EXIT Strategy Realty. She is a Social Media Speaker and Facebook Live Host who provides Social Media Education and Strategies to REALTORS®. Go to https://markilemons.com/ for more information.
Thursday Jun 07, 2018
Thursday Jun 07, 2018
Many agents are tempted to use digital marketing (especially social media) to get more listings and buyers, but they end up being ignored. Is there a way to take advantage of Facebook’s algorithms? How can you gain a disproportionate advantage by using social media groups? Is there a way to get the contact information of a user who just viewed one of your listings? In this episode, Brian Stevens, a marketing expert and speaker, shares his strategy for getting noticed online.
All of your marketing tools should have some form of lead capture. -Brian Stevens
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
- You need a call to action
Posting a listing without having a way for your prospects to contact you is a waste of time. You end giving another agent the opportunity to receive a call and get asked about the home you posted. When you post a listing, always make sure you give your website visitors the opportunity to find out more info. You should ask for their email address and phone number.
- Take advantage of Facebook’s algorithm
If you want your future posts to be seen, you can’t link outside the platform too often because it fights against what the platform wants from its users, which is to stay on the page as long as possible. If you want Facebook to show your posts to as many people as possible, you have to do your best to interact with people on the platform.
- Make use of Facebook Groups
When you do what everyone else does, your message gets diluted. Don’t be active only in real estate groups, because that’s what everyone else does. Join groups that are related to your interests but not related to real estate. This gives you a disproportionate advantage. The people in there will probably need to either sell or buy a house at some point in their lives.
One of the biggest challenges that Realtors face is producing marketing content that stands out from everything else. The best way to use Facebook to get a disproportionate advantage and create fun content is to ask yourself what your interests and hobbies are. Join groups that match your interests, and make yourself known in those groups. At some point, almost everyone in that group will either want to sell or buy a home, and you might be the only Realtor they know.
Guest Bio-
Brian Stevens is a marketing master and is often invited to speaking events and daily shows in order to share his insight on real estate marketing. Along with his business partner Frank, he founded the National Real Estate Post, where you can find tips and digital marketing advice for real estate agents. He also created Listing Booster, a tool that helps realtors close more listings by using HD virtual tours, Facebook integration, squeeze pages, and more.
Thursday May 31, 2018
Thursday May 31, 2018
Social media is where most people spend their free time. It’s where they get their news and keep in touch with their friends and family. But is there any room left for real estate promotional content? How do you find people who actually need real estate help without spamming everyone? How can you take advantage of Facebook’s algorithm and get your content in front of as many eyes as possible? In this episode, Jonathan Fowler, a social media expert, shares his strategies on how to generate leads on Facebook and Twitter.
Most sales are being made on the eighth or twelfth contact. Most people give up on the second. -Jonathan Fowler
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
- Search for keywords related to real estate
On Twitter, you can see anyone’s posts. Search for keywords that are related to buying or selling a house. People often ask for recommendations or share whether they want to sell a house or move to a new area. - Make sure the people in your list see your posts
Platforms like Facebook were made for friends and family. The more you interact with someone, the more content they will see from you in their feed. If you want your audience to see your posts, you have to make sure you interact with them. - Facebook Live videos are the easiest way to push content
Facebook promotes this new feature, but people are scared of using it. As a result, the competition is low. You can use this to your advantage and share a bit about your business and life.
Social media platforms reward users who interact with their “friends” lists. Keep this in mind before pushing any content. Social media is made to communicate with others. Instead of being too promotional, create posts that encourage people to interact with them through likes, comments, or shares. Remember that Facebook has groups where you can find people with similar interests, and Twitter has a search function that shows you results, even for posts made by people outside your list of connections.
Guest Bio-
Jonathan Fowler has been in the mortgage business since 1998. His experience includes being the senior vice president at Hancock Mortgage Partners, a director of national production at America’s Home Choice Loan, and a mortgage company consultant.
Today he is travelling around the country to share his knowledge about how businesses can grow using social media. You can reach Jonathan at 281-352-7307
Thursday May 24, 2018
Thursday May 24, 2018
Expired listings can be hard to approach. They have strong walls, and sellers in this situation have already been through the real estate experience and come out of it with with a bitter taste in their mouths. What’s the best way to contact sellers in this situation, and how should you approach them? Is there an ideal state in which you perform at your best? What do you do when you encounter resistance and objections? In this episode, Jonathan Kirk, a master in converting expired listings, shares his recipe for success.
Your thought goes into energy, and then it creates “matter”-- in other words, our experiences. -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
- Do the majority of your prospecting over the phone
Over the phone, it’s easier to connect, ask questions, and empathize with sellers who haven’t managed to sell their homes in the past few months. Our communication style is important. Speak as someone who is genuinely interested in how they can help.
- Find your ideal state
The truth is that not even the best agent out there can perform at their best if they are in a bad state. What we feed our minds in the morning programs our mood for the entire day. Before you make the first call, write down 3 things you are grateful for.
- Dissolve resistance by asking questions
One of the best ways to fight off resistance is to gather information about why they don’t want to move forward, their motivations, and their previous experiences. Put the spotlight on their needs.
What do you do when the seller of an expired listing is being contacted by many agents and you just happen to be one of them? What kind of value can you bring that will make you stand out? First, ask the seller if they are comfortable with the idea of you calling the other agents and finding out whether they already have a buyer. In case they do (which is rarely the case), the other agents are free to take the listing. Sell them on this by saying that a phone call will save both their time and the time of the other agents. If the other agents don’t have a buyer for them, ask them if they are comfortable working with you instead.
Guest Bio- Jonathan Kirk is a master when it comes to scripts and converting expired listings. He is in the top 1% fastest growing teams and the CEO of Kirk Home Group. You can reach out to Jonathan at 443-928-4550
Thursday May 17, 2018
Thursday May 17, 2018
We all know that real estate is about communication and persuasion, but how do we get better at communicating with others? How can you make your prospects like you instantly? How should you prepare yourself for cold calls, and what are the things you should focus on? In this episode, Juan Sastoque, a master in the art of conversation and persuasion, shares his tactics on cold calls, scripts, and closing listings.
Stop saying that you are busy, because it makes you feel busier and more stressed out. -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
- How to prepare yourself for calls and cold calls.
Make sure that no matter what the end result is, your experience is joyous and what you say to others is relevant. Make a list of names you will call and visualize possible scenarios. Focus on bringing relevant information to the table without actually trying to make the sale. Sometimes you won’t land a client, but you are more likely to be referred to others if you are helpful and you bring good vibes.
- Understand the strategy behind the scripts!
Real estate boils down to one thing: saying the right thing at the right time. Memorizing scripts is not enough. You have to understand why certain things work the way they do. This will help you face unexpected situations and prepare for a question you don’t have a script for. When you know the mechanism behind the scripts, it’s much easier to stay relaxed and mirror the communication style of others.
- How to close more listings
The best thing you can do is to understand why they want to sell and how they want to sell it. This way, you know how you can serve them best and figure out whether they are serious about selling. Ask them what they are looking for in a Realtor and how you can help make the whole experience more pleasant.
Practice and understand the mechanisms behind your scripts, but keep in mind that delivery is important as well. Do you look and sound like a positive person? Are you mirroring the communication style of your prospects? We all like the people who are just like us, so if your prospects speak slower, slow down as well. If your prospect speaks faster, speed up. Always bring something of value and focus on the value without mentioning the sale. Let them decide for themselves if they want to work with you.
Guest Bio-
Juan Sastoque is known as the "Master Conversationalist" with some of the highest lead conversion ratios in the industry! He has done over $20 million in sales on closes over 80 transactions a year! He is the CEO of Home Star sellers where he works along with his wife. You can contact Juan at 44692311057.
Thursday May 10, 2018
Thursday May 10, 2018
Increasing conversion rates are on everyone’s mind, but what are the strategies that experts in the industry use to get more sales? Is memorizing a good script enough to convert over the phone? What happens when you are inundated with leads, and how do you weed out the bad from the good? In this episode, elite coach and team leader, Kathleen Black shares her tactics on converting at a higher level.
"In real estate, we are still in an industry where we are predominantly relying on our art: our ability to connect with others and network." -Kathleen Black
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
- Speak a universal language
Communication is key in real estate. This is why relating to others is so important. Try to speak a language that is appealing to all personality types. - Have a system you believe in
Anyone can memorize a good script, but what makes the difference between a good and an excellent agent is the ability to internalize it. You have to find out the “why” behind the script. This helps you be less nervous and pushy. When you know the value of what you are offering, it’s easier to act natural-- yet persuasive. - Weed out the bad from the good
Put together a step-by-step system based on your notes for each lead and analyze whether they are worth your time. You only have so much brain power. This is why it’s important to save the notes about each lead. You can use the information later either to exclude leads or convert more by showing how familiar you are with their wants and needs.
Real estate businesses work on a spectrum. There are two approaches: the aggressive salesman or the consultant. You will see the aggressive salesman depicted in literature, movies, and cartoons. It’s type of salesman everyone wants to avoid. On the other side of the spectrum is the consultant; the salesman that educates people on the pros and cons and never tries to manipulate them. The consultant has faith that their prospects will make the right decision.
Guest Bio-
Kathleen Black is a CEO and a leader of a team that has 80% of it’s agents in the top 1% agents nationally. She is an real estate coach at Kathleen Black Coaching & Consulting as well as a certified NLP practitioner coach.
Thursday May 03, 2018
Thursday May 03, 2018
Many of us downplay the hiring process and “wing it” until we realize we are not being effective. How can you find both the clarity of what you need and the perfect candidate for the job? Should personality and mindset play a role in the hiring process? How do you know if your current team members are in the positions that get the most out of their potential? On this episode, Christine Lee, an expert in team building, shares her selection process and the essentials of a profitable hire.
Typically we hire “ourselves”-- and this is one of the pitfalls when we build the team. -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
- Most agents don’t realize how much time they waste doing tasks themselves
Many agents aren’t aware that they spend around 50% of their time not selling real estate, but doing paperwork and wearing a dozen other hats. As a single agent, you are the ad man, the buyer, the photographer, etc. You do all the work instead of focusing on the things that bring the most revenue. Hiring is all about the things you don’t want to do yourself, allowing you to focus on the things that matter to you.
- Hire someone who compliments you
Learn about behavior styles and avoid hiring “yourself”. Hire someone who fills in the gaps. To do so, you have to develop clarity about what you need and what kind of person will get the job done. On top of this, you have to test out candidates and find out if they have the raw brain power and a personality that suits your company’s culture.
- Be aware of the dynamics in your team
Understanding how different personalities interact is crucial for your business simply because you might be putting some people in the wrong places. For example, certain personality types thrive in the administrative setting while others are “rainmaker” material. You have to find out which is which and make sure you aren’t pushing them in the wrong direction.
The best way to determine a good potential hire is to use as many filters as possible. Make them jump through hoops. At the end of it, you will know how badly they want the job. During the interview, ask questions that reflect their self-awareness. Ask them what areas they want to improve, and observe their language. Try to find out how positive or negative their life outlook is. If you ask open-ended questions and you let them do the talking, eventually they will show bits of their true personality.
Guest Bio-
Christine Lee started her entrepreneurial journey when she was only 16 years old. Since then, she’s learned a lot about money-making and building teams that enable you to work less and earn more by leveraging highly-skilled teams. You can find Christine Lee on her real estate website at http://www.christineleeteam.com or at https://www.seizethemarket.com/, where she shares her secrets about working less and earning more as a business owner.
Thursday Apr 26, 2018
Thursday Apr 26, 2018
Many people think there’s a magic formula to prospecting, but success is actually very simple. What is the most important thing in prospecting? How do you differentiate yourself? How can you get better with scripts? On this episode, expired listing master Aaron Wittenstein shares his tactics to get 3-5 listings and 3-4 buyers each month.
Don’t look at objections like something you need to handle, look at it as a statement you need to bypass.
-Aaron Wittenstein
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
Use pattern interrupters to set yourself apart
When you’re talking to prospects, learn to ask questions that are pattern interrupters. Ask the question like “How in the world did that house not sell?” because it means they can’t say yes or no. This question will differentiate you.
Consistency is key
Whether you’re doing FSBOs, expired listings, database or something else, commit to putting 3 hours a day towards it. There’s no magic pill-- it’s all about being consistent.
Handle objections before they even come up
Don’t look at objections as something you need to handle. Consider them as statements that you need to bypass. Effective objection handling is all about repeating, reaffirming or redirecting with another question.
When it comes to prospecting, you don’t have to be the best-- you just have to be consistent. Dedicate 3 hours of your day to your prospecting activity. No one and nothing should mess with your lead generation time, because that’s your “money making time”. Ultimately, it’s all about doing the necessary activity, listening to what your prospect wants, and hearing what they need. When you do this, the results will follow.
Thursday Apr 19, 2018
Thursday Apr 19, 2018
The best team leaders know their biggest asset is the knowledge that put them in a leadership position in the first place. What’s the number one reason why agents don’t get the listing? What’s the trait you should look for in your future team members, and how much you should invest in their training? On this episode, Brent Gove shares how he transforms every hire into a success story.
When you look for the good, you will be guided to better things. -Hank Seitz
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 hungriest agent is the most successful
Be hungry enough, and it’s going to happen. Prospects can read you better than you think. They can tell how involved you are, and how much you’re willing to do for them. Ask questions and practice listening. Even if you fail to get the listing, ask them where you went wrong so you’ll know what to change next time.
- A genuine interest in helping people brings the most clients
Drive is important, but when the drive is bigger than the desire to help people and create relationships, your team will ultimately fail. Make sure you choose people who do their research and already have their prospect’s dream home before they make that phone call. Look for people who are interested in maintaining relationships with past clients.
3. Your biggest asset is knowledge, not leads
Many assume that team leaders are supposed to provide leads. However, the more important asset is the ability to teach everything you know and make each agent a self-made superstar. Invest at least 2 years in their training, and keep them around you with a contract for another 2 years.
Hire agents you know, like, and trust. Teach them how to do open houses 7 hours each weekend. Show them how to bring in the “scarcity element.” Put at least 30 signs for an open house and create buzz. The more potential buyers you have, the better your leverage and options.
Guest Bio-
Brent Gove has sold over 3,500 homes in his career, and he ran the biggest Keller Williams franchise in United States. He is a published author, speaker, and the host of “The Real Estate Report,”.