As we go from agent to entrepreneur one of the things we tend to overlook is the importance of the people we surround ourselves with. How do we go about zeroing in on and building relationships with people we admire and look up to? What process can we follow to get into the orbits of these people? Why is it so critical to take the step of cutting off relationships that don’t serve us anymore? On this episode, Kurt Francis shares on the value of our relationships and building the right ones. You ...
Sep 06, 2018•36 min•Ep. 50
Real estate has shifted tremendously over the last two decades, resulting in the idea that certain strategies are “old school” and others are new. What are some of the key distinguishing characteristics of each group? What can both old school and new school agents learn from each other? What old school strategies do we still need to utilize today? On this episode, Jeff Quintin shares what he learned in real estate years ago that younger agents can benefit from today. The old school way of knowin...
Aug 30, 2018•50 min•Ep. 49
The conventional view of leverage is that we delegate the things we don’t want to do. However, this is a flaw that sets us up for disaster. How can we carry out leverage in a way that creates value in our organization for years to come? As we move up the entrepreneurial ladder what needs to shift about the way we look at leverage? On this episode, we go deep on a new way of looking at leverage and how it actually brings more value to us and the people we work with. There’s something way more imp...
Aug 24, 2018•24 min•Ep. 48
Scaling and expanding into new markets has its own unique set of challenges, but it also has many opportunities. What needs to be set up in your business in order to be expansion-ready? What values must a team leader must have to pull this off successfully? How do you go about generating leads in a market you aren’t actually in? What has to consistent across all iterations of the organization? On this episode, Amanda Todd shares on expanding into 4 markets successfully, while still being present...
Aug 16, 2018•39 min•Ep. 47
A company’s success is about more than the models; it’s all about the leadership. What do you need to do as a leader to make success inevitable? What are some of the systems and levers that are important in the growing your business to 1,000+ deals? What are some of the key values that need to be in place? On this episode, we talk with the leader of San Diego’s #1 real estate team, Kyle Whissel, about breaking through the 400 deal point and beyond. If you have a solid staff, you’ve really built ...
Aug 09, 2018•36 min•Ep. 46
Agents strive to get to the next level yet nothing holds them back like telling themselves they aren’t capable of certain things. How does this influence the kind of action we take? What impact does it have on our success? How do you move past this? On this episode, we talk about how to get out of your own way and stop proving yourself right. You have to give up the labels that you’ve placed upon yourself. Get out of your box, and just make the attempts to do things you know will get you to the ...
Jul 26, 2018•16 min•Ep. 45
When it comes to picking a CRM, a lot of people choose a tool before they are even clear on what they want to accomplish. How can you determine what works best for you? How do you start to consolidate everything into one system? What mistakes are often made in this process? On this episode Wes Schaeffer, The Sales Whisperer, shares on how to improve our ability to have the conversations that increase sales. Great marketing makes sales easy, but great selling makes great marketing possible. -Wes ...
Jul 19, 2018•33 min•Ep. 44
With all the technology at our disposal, we have never been more disconnected as a society. This is having a real impact on our business as real estate agents. Why are meaningful connections more important than the volume of contacts? What are some ways to deepen the connection with a contact? How can you track your connections and come up with a good metric to measure them? On this episode, we talk about the importance of forming a meaningful connection with people, and how it benefits your bus...
Jul 12, 2018•17 min•Ep. 43
The strength of your relationships with your centers of influence can be the difference between being a top producer or a struggling one. How can you use your sphere for more than just getting business? How does video content deepen your connection with them? How can you maintain a team that feels like family while still having strong leadership in place? On this episode, Pat Wattam shares her winning strategies for leveraging your sphere of influence and leading your team. People don’t want a s...
Jul 06, 2018•36 min•Ep. 41
For a lot of agents, getting reviews and referrals is a challenge because they don’t know how to go about it. What are the things you need to do to ensure that people willingly and happily give you a review? What is a “mini-flip” and why is it a powerful way to generate leads? Is there an expiration date for asking someone for a review or a referral? On this episode, husband-and-wife duo Kimberly Sethavanish and James Colucci talk about their success with reviews and mini-flips. If you make the ...
Jun 29, 2018•34 min•Ep. 42
Sometimes you reach a ceiling in your growth and struggle to understand why. How do you identify what’s holding you back so that you can address it and get to the next level? Why is it so important to maximize on the systems that are already in place? How do you figure out if your ceiling is being caused by a system or mindset? On this episode we have a conversation with Michael Higdon about overcoming your limitations. It’s a lot easier to create within a system that you’re already using than t...
Jun 15, 2018•39 min•Ep. 40
There are more people in the exploratory phase of buying real estate than ever before. Why is this frustrating and confusing for some agents? How do we shift our service so we can actually serve the needs of these people? How do we breathe life back into the segment of our database that has gone dormant? On this episode, Beverly Ruffner talks about the importance of information gathering on overload, and nurturing leads by giving people a reason to stay in your dashboard. The only reason people ...
Jun 01, 2018•42 min•Ep. 39
Real estate agents can find themselves struggling to find a lead generation strategy that matches their personality and interests. How can you go about finding an audience for your interest? Why is educational content such a great way to solve problems, establish yourself as an authority and build rapport? On this episode, author, coach and agent Madeline Dobbs shares a unique, clever and authentic method for getting business. The strategy is a much more authentic, and genuine relationship when ...
May 24, 2018•35 min•Ep. 38
Technology is causing so many great changes that it can be hard to keep up with it all. What can you do to avoid being negatively affected by shifts in the industry? Is there a threat of our commissions being decreased? What changes might technology bring to buyer’s agents, and how do we adapt to an industry moving so quickly? On this episode, we talk about how agents can prepare themselves for what’s to come. The experience we provide needs to not only be a “wow” experience, but a relevant “wow...
May 17, 2018•24 min•Ep. 37
In a hot market, skilled agents find themselves competing with less skilled agents for clients who may not be able to see the difference right away. How do you prove yourself when the consumer isn’t really looking for skill? Why is a down market actually a lot easier to grow in? How do you go about growing your market share when so many people want a piece of the pie? On this episode, we talk about what it takes to grow your business when the market is up. Focus on the systems you have in place ...
May 10, 2018•14 min•Ep. 36
The question of a market correction or shift isn’t an “if”, but rather “when”. What is the sequence of events that follows a market shift? How can leaders prepare their followers mentally, financially and behaviorally for the change? How do you make sure you don’t just survive a correction, but actually thrive through it? On this episode, we do a crossover with Jeff Cohn from the Team Building podcast to discuss getting your business ready for a market correction. You must have a road map. If yo...
Apr 19, 2018•37 min•Ep. 35
Real estate agents tend to have an identity crisis from handling so many different facets of the business. Who are we supposed to be? And who does the consumer want us to be? How are we going to use data and predictive analytics to improve their experience of buying or selling? On this episode, Century 21 CEO, Nick Bailey talks about how agents should prepare themselves right now for the changes tech is bringing to the industry. We have an opportunity to leverage technology to make the process a...
Apr 12, 2018•41 min•Ep. 34
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 succes...
Apr 05, 2018•28 min•Ep. 33
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...
Mar 08, 2018•41 min•Ep. 32
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...
Mar 01, 2018•49 min•Ep. 31
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 th...
Feb 22, 2018•11 min•Ep. 30
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 ...
Feb 08, 2018•37 min•Ep. 29
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 ...
Feb 01, 2018•13 min•Ep. 28
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...
Jan 18, 2018•34 min•Ep. 27
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 a...
Jan 11, 2018•16 min•Ep. 26
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 ...
Dec 21, 2017•44 min•Ep. 25
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...
Dec 14, 2017•36 min•Ep. 24
There’s very little content creation in local markets in the real estate field. How does good content marketing set up your authority and generate long-term business? What drawback of sales does content solve instantly? How does good content get lost in bad titles? On this episode, we are joined by best-selling author and content marketing guru, Dave Kerpen, who shares his practical tactics to becoming an authority in your market. Content is this amazing way to demonstrate who you are, your repu...
Dec 07, 2017•31 min•Ep. 23
We’re in the most over-trained and over-skilled business, but people still aren’t doing what they need to do to succeed in real estate. What’s holding people back from growing in the business? How do you transition from managing people to managing the systems that manage the people? Why does everything start with trusting yourself? On this episode, we are joined by superstar coach, Jon Cheplak who shares on the critical pieces that drive productivity and profit in a real estate business. People ...
Nov 30, 2017•45 min•Ep. 22
Most entrepreneurs think the best way to learn is to consume as much knowledge as possible, but the greatest learning comes from taking aim and getting into action. Why is “failing forward” such a powerful teacher? Why is it so important to hire an assistant now, instead of later? On this episode, we are joined by Adam Hergenrother who shares the mindsets, actions and behaviors that have been instrumental to his success. There’s never going to be a perfect time to hire an assistant. -Adam Hergen...
Nov 21, 2017•42 min•Ep. 21
