In real estate, it’s really easy to start the year with motivation and drive. The challenge is maintaining the momentum and keeping your foot on the gas pedal when the going gets rough. With everything going on in the market, interest rates and the NAR settlement, it often feels like you’re up against a headwind. We have to put systems in place to make sure we keep generating leads and listings. How do we keep achieving our goals in challenging markets? In this episode, I outline 3 powerful stra...
Aug 08, 2024•5 min•Ep. 230
Many real estate agents start the day with the intention to get a lot done. Unfortunately, they still find themselves with a ton of tasks to do by the end of the day. From lead generation and follow up, there are things we need to do to ensure our success. Getting more production out of our day isn’t difficult - it’s all about doing a few critical things before noon. How do we set clear intentions and actually follow through on them? How do we focus on the most productive tasks? Why do productiv...
Aug 06, 2024•6 min•Ep. 229
The future of the real estate industry is in flux right now. Due to recent lawsuits, the buyer side of transactions has an uncertain future. That means listing appointments are more important than ever. Listings are the easiest way to secure your future in the industry. In order to get more listing appointments, there are 3 things we have to know about the conversations we’ll be having. What are smoke screens, objections and conditions? How do they play into your lead generation? In this episode...
Aug 01, 2024•6 min•Ep. 228
There’s a race going on in the industry right now - the race to build an engaged database. The agents with the biggest and most engaged databases will be able to dominate their local markets and gain 20% of the market share in just 12 months. This isn’t about building a database for the sake of having thousands of names saved. It’s about building a database that will drive more business. What does it take to create an engaged database? In this episode, I talk about the secret to community domina...
Jul 30, 2024•6 min•Ep. 227
Whether we like it or not, we all exist online. The problem with most real estate agents is, when you Google them, all you find are incomplete profiles. This is what the consumer sees when they search for you, and it might make them question if you’re even still in the business. How do we make sure our online presence doesn’t work against us? In this episode, I talk about the importance of completing your profiles on platforms like Zillow and Realtor.com. I’ll share simple steps to enhance your ...
Jul 25, 2024•4 min•Ep. 226
In this market, selling 3 listings in just 5 days seems highly unlikely, but that’s exactly what one of my agents did. And he’s only been licensed for 5 months! When it comes to getting and closing more listings, you really don’t have to figure out how to do it. It’s already been figured out - all you need to do is commit to the process and do it consistently. What are the things this agent did to close more listings in a week than other agents close in 3 months? In this episode, I share what it...
Jul 23, 2024•5 min•Ep. 225
Most agents are doing 90% of their business with buyers, but with all the changes coming from the NAR settlement, it might be time to pivot to doing more listings. Landing a listing quickly isn’t as hard as some agents think it is. If you know where to look and what to do, you can get a listing a lot sooner than you thought. What are 3 easy sources of listings? How do you convert them into listings? In this episode, I share how to find more listings, specifically through sellers....
Jul 18, 2024•6 min•Ep. 224
The NAR settlement is all anyone can talk about in real estate lately. The problem is most of the conversation is based in fear, scarcity and a gloom and doom mentality. Agents actually have the opportunity to come out of this change better and stronger, but that depends on where you put your focus. Instead of complaining and panicking, we could be using the settlement to give our clients a better service. What should we be thinking about when it comes to settlement? How do we set ourselves up f...
Jul 09, 2024•7 min•Ep. 223
The key to taking more listings is setting more appointments. The biggest barrier to getting to the appointment is the first no you’ll get from a seller. That first no is nothing more than a smoke screen that you have to get past. What strategies can we use to get past the smoke screen and interrupt a pattern of negativity? In this episode I share simple ways to redirect a rejection and turn it into an appointment.
Jul 05, 2024•5 min•Ep. 222
In the competitive world of real estate, hearing a "no" can feel like hitting a dead end. It can leave us feeling like it’s not worth making the ask again. But the truth is, "no" doesn't always mean never? Very often a “no” means “not now” or it’s just a smoke screen that’s a lot easier to overcome than you think. How do you turn rejection into an opportunity? By reframing our mindset and persisting with meaningful dialogue. In this episode, I share practical strategies to boost your success in ...
Jul 05, 2024•6 min•Ep. 221
Working your database is a surefire way to generate a ton of business without bringing in any new leads. But in order to convert your contacts into clients or referrals, you have to have an engaged database. You have to turn the names and email addresses you’ve collected into a true audience that reads and responses to your content. Here’s the simple secret: the more valuable our content is, the more engaged our database will be. That in turn, makes it so much easier to get responses to our offe...
Jun 27, 2024•14 min•Ep. 220
Across the country, real estate markets have been split into two distinct groups. The few agents taking all the things, and the many who aren’t taking any listings at all. People might think it has to do with the market itself, but this has nothing to do with how many listings are on the MLS. Whether inventory is high or low, the same thing is happening. Top producers continue to dominate while everyone else struggles. This has everything to do with the activities of agents, and big areas of wea...
Jun 06, 2024•12 min•Ep. 219
Most real estate agents don’t want to hear this but, an abundance of leads does not equate to business growth. In fact, too many leads could be the reason for a decline in deals. Getting a truckload of leads sounds great, but if they're not turning into real business, what's the point? Collecting leads like they're going out of style isn't doing us any favors if they just sit there. If you ever feel like you're swimming in a sea of leads but you’re still thirsty for actual sales, our guest will ...
Apr 04, 2024•41 min•Ep. 218
The lawsuits, litigation and legal concerns on the buyer side prove two things about our industry. The landscape for buyer’s agents is shifting, and unlike the listings side, agents in that space are heavily misunderstood. That doesn’t mean agents who work buyers are obsolete, you just have to differentiate yourself by proving the value you bring to the table. How do we demonstrate our value? What do buyers care about? In this episode, I share strategies to showcase your value, and how to preser...
Mar 07, 2024•7 min•Ep. 217
While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldn’t be further from the truth. As a matter of fact, by thinking of them as one and the same, we could actually be doing ourselves a grave disservice. So, what is the chief difference between the two, then? Is one more likely than the other to get us better results with leads? Could focusing too much on one or the other be the reason we’re yet to see the results we’re aiming for? In this episode...
Feb 15, 2024•14 min•Ep. 216
When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable. The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now. So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over the long term without coming across as sleazy salespeople? In this episode, we’re talking how to monetize a rejection and build a phenomenal pipeline ...
Feb 01, 2024•14 min•Ep. 215
In a metrics-obsessed industry, it’s super easy to attach our idea of success to grand numbers and achievements. Unfortunately, this approach can do more harm than good. In our book, the numbers are insignificant. The process is what we should be obsessively fixated on. When our vision of success is tied to what we do every single day, the extraordinary results we seek take care of themselves. Why are process-focused people more successful than results-focused people? How do we lead our agents t...
Jan 18, 2024•35 min•Ep. 214
A listing-based business is a lot more profitable than a buyer-based one, but it’s also harder to grow and scale. Generating seller leads isn't as simple as purchasing a list of buyers. It takes strategy and intentionality to turn a homeowner into someone who’s ready to list. Driving listings is a lot harder than holding an open house, but not impossible. When we build a rich database of homeowners, incubate them and provide value, seller lead gen becomes predictable. How can we see the opportun...
Nov 09, 2023•45 min•Ep. 213
In real estate, there will always be a gap between our projected production and actual production. This makes it really hard to know if we’re on target, especially towards the end of the year. If we want to accomplish our goals, knowing what that gap is in detail is critical. How do we analyze that gap, including the leads, pendings and what we have in our pipeline? Why are these last 3 months of the year so important? In this episode, I’m joined by speaker, author and CEO of Real Estate Champio...
Oct 26, 2023•32 min•Ep. 212
The real estate market might be more challenging than usual, but that’s not why people are struggling. People aren’t hitting their peak performance and this is entirely fueled by mindset. Our mindset can either be a headwind or a tailwind. The more we pay attention to what we tell ourselves, the easier it is to point ourselves in the right direction. In today’s market, mindset woes aren’t just hitting inexperienced agents. In fact, it’s the seasoned pros who are struggling most. How do we stop b...
Oct 12, 2023•38 min•Ep. 211
Real estate agents often blame their production issues on bad quality leads. The actual problem isn’t the leads themselves but rather our mindset surrounding them. We don’t respond fast enough, we don’t have the muscle of consistent follow up, and we complain when the lead isn’t ready to take action right this second. How do we develop a better attitude towards leads? How do we increase our chances of success? In this episode, Chief Real Estate Officer of OJO Labs, Chris Heller returns. Today, w...
Sep 28, 2023•42 min•Ep. 210
When it comes to selling real estate, no one can say they don’t know how, yet so many agents still struggle to take action. In this market, it’s the doers who are getting a bigger piece of the pie. In order to become doers, we have to have to gain confidence. What steps can we take to build our confidence? How do successful agents treat a market like this one? In this episode, Broker/Owner of Century 21 Curran & Oberski, Adam Oberski shares what it takes to win in this market. The easier the...
Sep 14, 2023•34 min•Ep. 209
Take 2 agents, give them the same leads and scripts, and 1 outperforms the other, what separates them? It’s easy to think it’s a skill set issue, but what actually drives us forward (or pulls us back) is mindset. We can’t outskill a bad mindset, especially in this real estate market. How do we know that our mindset isn’t as good as it could be? How do we develop a powerful mindset? In this episode, I’m joined by speaker, coach, successful agent and real estate Closing Machine, Richard Duggal. We...
Aug 31, 2023•53 min•Ep. 208
In a market like this one, it’s really easy to take our foot off the gas - until someone challenges us with a big goal and a ton of accountability. For Jeff Quintin, that challenge was to generate multiple listings within a week, which he accomplished quickly. When you raise your intensity, the velocity with which things can happen and the income you can generate is amazing. How did Jeff put this strategy into action? In this episode, the team leader, investor/developer, entrepreneur shares how ...
Jul 13, 2023•35 min•Ep. 207
If you want to see how agents are doing in this market, look no further than MLS and individual Realtor stats. Agents are struggling - they aren’t doing as many deals or making as much money as before. It’s easy to blame this on inventory or interest rates, but what’s leading to agent failure has nothing to do with external market conditions. What’s really at the heart of the struggle of agents in this market? How do you change your results? In this episode, I talk about an easy fix to the strug...
Jun 15, 2023•20 min•Ep. 206
In this current market, the greatest pain point of most agents is not having nearly enough conversations that turn into listings. Everyone’s looking for a magic pill to get more listings, but the answer actually lies in the habits we form. There’s no shortcuts to generating leads. No amount of automation will take the place of prospecting, and as long as we don’t take our foot off the gas, our businesses will thrive in any market. How do you become a master listing agent? How do we eliminate the...
Apr 27, 2023•28 min•Ep. 205
When it comes to lead conversion, what some agents think is bad luck is nothing more than a counterproductive approach. How can we expect success if we only call once and never follow up? The pattern of success with lead generation is simple: call fast, get them to the appointment as soon as possible, spot smoke screens, and follow up frequently. How do we improve our lead conversion hygiene? Why do we have to close the gaps in our follow up? In this episode, we share why your leads aren’t conve...
Apr 13, 2023•19 min•Ep. 204
Everyone is talking about getting more listings, but they skip many important steps in their approach. There are 4 interconnected parts to building a massive listing business, and like dominoes, one piece has to fall for everything else to work. How do we increase our listing inventory? How do we optimize the most important pieces? In this episode, we talk about 4 things we need to take more listings. The seller’s motivation lies a few layers lower than their reason. -Brendon Payne Three Things ...
Mar 30, 2023•21 min•Ep. 203
When we really get down to it, the activities that lead to success in real estate aren’t all that complicated. The challenge is, we need to have an unflinching commitment to them in order for them to truly bear fruit. In an industry that’s riddled with built-in distractions, that’s easier said than done, but if we are non-negotiable about just 3 things, we can achieve the production goals we want. In this episode, we share 3 unwavering, non-negotiable commitments every agent should make in their...
Feb 23, 2023•19 min•Ep. 202
As tech gets smarter, online lead gen platforms face more restrictions, and consumers get less tolerant of marketing, agents are faced with a sharp decline in their lead conversion. The barriers between us and the consumer’s inboxes are higher and more numerous than ever before, so how do we still convert leads at a high level? In this episode, we talk about a problem all agents are facing in their lead generation efforts and how to work around it. The first connection you make with someone need...
Feb 09, 2023•27 min•Ep. 201
