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As the real estate industry changes due to technology, how can agents take advantage of this shift? How can you use online resources to amaze your clients with your expertise? How do you know whether you should stay or leave your family business? What’s the role of conversations and send out cards in lead generation? In this episode, we talk about how new agents can impress their prospects, how to become better at nurturing past clients, and more.

Everyone wants a new hot lead now, but they don’t want to do anything for it and they want the person to be ready to buy or sell immediately without any competition. -Greg McDaniel

Three Things We Learned

What to do when you are a new agent with no experience in the local market

When asked what they want from their agents, a large percentage of clients responded that they need someone with a deep understanding of the local market. If you are a new agent, you can get your foot in the door by “faking” local knowledge with reports. Another option you have is partnering with someone who has local market knowledge.

How having 25 new conversations per day will make lead gen a problem of the past

The real estate industry wasn’t built on relationships but on chasing new clients and new leads all the time. Living in a society where instant gratification is possible thanks to technology only makes things worse. If you have 25 conversations per day, you don’t have to worry about not having warm leads. Few agents keep in touch with their database, despite having all the means to do so.

When it’s time to leave your family business behind

Many agents are trapped in businesses they aren’t sure they belong to. If the agreement is not good enough to make you enter the business even if a complete stranger makes you the offer, you’re probably staying in the business just because you don’t want to hurt anyone’s feelings.

Key Quotes

1 out of 5 competitors you have don’t expect to be in business one year from now. -Matt Johnson

If it’s not an agreement you would enter with a complete stranger, why would you let it be that way with family? -Matt Johnson

Real estate is a people-based business, but agents were always about chasing new clients instead of nurturing past ones for repeat work and referrals. It’s now easier than ever to get in touch with your past clients without sounding salesy. From send out cards to having a few conversations every day, no matter what you choose, make sure you are always in front of them.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your