How to Get Over the 100 Deal a Year Hump w/Dave Pannell

How to Get Over the 100 Deal a Year Hump w/Dave Pannell

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Successful teams are built on the shoulders of hard-working agents. But what kind of agents perform best in a team setting? Should you look for top agents or newer agents that need training? What role does having a system in place play in reducing costs and delivering an excellent customer experience? In this episode, Dave Pannell talks about how he leveraged his team to close over 100 deals per year.

The people I surround myself with is my market share. -Dave Pannell

Three Things We Learned

Not all agents are team players

You have to bring in people who want to be part of a team and respect the team’s rules. Many agents choose real estate because they want to do everything by themselves, but this isn’t possible in a team setting.

Why agents need to have a system to plug into right after they get hired

Don’t bring agents on just because you have more leads that you can handle. Bring new agents on when you have the systems in place where you can just plug people and they know what they need to do on a daily basis. This way, there’s less time spent on teaching the agents what to do.

Why we shouldn’t look to build a team with only top agents

The most stable real estate businesses are based on people who want steady, slow growth, not on rainmakers who might leave the team at some point.

Key Quotes

Once you get the systems in place, it’s just a matter of consistently prospecting for agents. -Matt Johnson

You have to perform at a level you are uncomfortable with. -Dave Pannell

One of the biggest mistakes team leaders and business owners make is searching for agents who were just like them in the beginning. But you have to recognize the fact that top agents don’t usually perform well in a team setting, and most of them will end up starting their own team at some point. What team leaders should look for are people who have a more modest goal and are uncomfortable with the idea of working by themselves but can still make consistent sales.

Guest Bio

Dave Pannell is the broker and the CEO of Cities Real Estate. He has served in The U.S. Marine Corps, and in 2005 he started his real estate journey.

Today, he leads a new breed of agents that take advantage of technology and digital marketing to generate leads and close more sales.

You can find out more about Dave here.

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

Q&A on Working With Sellers, Getting the Listings and Becoming a Better Salesperson

Q&A on Working With Sellers, Getting the Listings and Becoming a Better Salesperson

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Real estate agents can’t sell a property if it doesn’t make sense for the market or if they can’t convince sellers to make the needed changes. How can you uncover the hidden motivations of your seller and speak their language? What types of listings aren’t worth your time? And what should you do if you’re just getting started? In this episode, we answer questions about listings, buyers and how to become a listing agent.

Clients are hiring us to lead them to results they can’t get on their own. -Matt Johnson

Three Things We Learned

How putting our clients first leads to lifetime value

Listings can work as lead generators because when we do great job sellers will talk about us. Sometimes we get recommendations from sellers even if we don’t get the listing, especially if we advise the buyer or seller against our self-interests while other agents don’t.

Be selective with the listings you take

You shouldn’t try to get the listing at any price. Some listings are overpriced, and just getting the listing and a sign in the ground with your name on it won’t land you a testimonial if you don’t manage to sell the property.

The splits between the listing agent and the buyer’s agent

The splits between the listing agent and the buyer agent should be dependent on the costs. If the listing agent covers the marketing and advertising costs and the buyer agent doesn’t contribute to those, it only makes sense for the listing agent to have a bigger split.

Key Quotes

An experienced agent won’t take an overpriced listing, whereas an inexperienced agent will believe it’s better to have a sign in the ground. -Matt Johnson

The investment of the money vs the investment of the time are two different things. People aren’t taught to value their time. -Matt Johnson

Many new agents make the mistake of saying yes to overpriced listings just so they can gain experience or have a sign in the ground with their name on it and attract buyers. But you don’t need to take a listing and invest money in marketing and advertising just so you can attract buyers. You can attract them by working as a buyer’s agent and actually making a commission instead of investing your time and money on a property that won’t sell or damage your reputation.

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

How to Become a TOP Listing Agent w/Chadi Bazzi

How to Become a TOP Listing Agent w/Chadi Bazzi

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The only differences between the average agent and a high achiever are what they know and how they implement it. How can you gain credibility as a new agent? What are the decisions that gain clients for a lifetime? And what routines should you cultivate to get better at selling homes? In this episode, Chadi Bazzi talks about his journey to becoming a top real estate agent.

A lot of people are looking for leaders. The majority of the population is made up of followers. -Chadi Bazzi

Three Things We Learned

How to get instant credibility as a new agent

As a new agent, the best way to increase your credibility is to gather endorsements from the people who already like you. Your mentor (if you have one) can also help you with endorsements. This works even better since now you can leverage their credibility.

Why it’s better to lose a sale than stain your reputation

Agents who only chase the commission and don’t have their clients’ best interests in mind make the industry look bad. You have to do the opposite if you want to build a reputation and stay in the business for years to come. This may even mean that you’ll have to advise your clients against your interests and tell them that it’s not the right time to sell or buy.

To change somebody’s mind, you have to know how they think first

Leads are easy to get, especially in the digital age. But conversion is where things get tricky. If you want to impress during the first meeting, you have to do more than qualifying the potential client for wants and needs. You need to find out how they process information and what their mindset is. Once you know this, you can speak their language.

Key Quotes

The greatest salesman never sells. You purely bring value and you help the other person. -Greg McDaniel

When you speak to a woman, speak like you would like someone to speak to your mother. When you speak to a man, speak like someone you would like to speak to your father. -Chadi Bazzi

To become a top agent, you need a routine that keeps you on track. And the routine starts with shifting your mindset and actually working towards your goal even when it gets hard. Writing down your top 3 goals, having at least 4 affirmations, finding reasons to be thankful for your life, and making note of your accomplishments in the present tense are just a few ways you can stay motivated and energized on the daily basis.

Guest Bio

Chadi Bazzi is a real estate expert, podcast host, and coach who uses his knowledge to help other agents become successful as well.

After becoming a top real estate agent, he was approached by a company that was looking for real estate coaches. Since then, he developed one of the best real estate sales and marketing programs in the country while starting his own coaching company, Top Listing Agent.

If you want to dominate your market, sign up for Chadi’s webinar on the 3 steps blueprint to becoming a top listing agent in your marketplace.

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

How to Use Video & Social Media to Become the Go-To Trusted Real Estate Resource for Your Community w/Krista Mashore

How to Use Video & Social Media to Become the Go-To Trusted Real Estate Resource for Your Community w/Krista Mashore

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Social media and video open the door for many agents to make themselves known in their local community. But why do so many agents fail to build a following online? What type of videos get the most views? How can you use paid advertising to maximize your reach? In this episode, Krista Mashore, a top 1% real estate agent in the United States, talks about how she uses social media for her business.

You are the product. People are buying you. So give them a reason to click and say yes. -Krista Mashore

Three Things We Learned

How to repurpose video content

Each time you create a video, you need to set up a calendar that tracks where the video will be published and in what format. For example, from a single video, you can use a shorter clip for Instagram, a long form post for Facebook, a Facebook video, and a YouTube video.

Short, punchy videos work best

The more entertaining your videos, the higher the chance you’ll reach a larger audience. Length also plays a role. The shorter and the punchier the video, the more engagement.

The tools you need to put up a high-quality video

Putting together a high-quality video doesn’t take much. All you need to make sure is that the audio quality is good, the background of the video is intentional, and that you have good lighting.

Key Quotes

Video breaks down barriers and gets the community to know you. -Krista Mashore

The less you are trying to sell to people, the more they are willing to buy. -Krista Mashore

Your primary goal should be serving the consumer, not selling to them. The less salesy we are and the more value we bring, the greater the chance of them buying. Put your name and your contact info at the end of the video, but don’t make videos about listings. Anything that happens in your community, you should be the first one to know and put it in a video. Community videos should be your main focus.

Guest Bio

Krista Mashore is a top real estate agent in East County and a social media whizz.

In her first year, she sold 69 homes. Since then she’s managed to sell over 100 homes each year, earning her spot in the top 1% of agents in the nation.

Today, she shares her knowledge and experience with other real estate agents using coaching and courses where she teaches her approach to success.

Feel free to check out her free resources here.

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

How to Use LinkedIn to Connect With the Right People and Grow Your Business w/Tracy Enos

How to Use LinkedIn to Connect With the Right People and Grow Your Business w/Tracy Enos

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When it comes to the business environment, LinkedIn is king. How can we leverage a social media platform flooded by people looking for business? How can we make sure our efforts reach the right people? And what should our profile look like if we want to attract more clients and get more referrals? In this episode, LinkedIn expert, Tracy Enos is back to share more about making strategic connections using LinkedIn.

At the end of the day, they want to find out what’s in it for them. How can you solve their problem? -Tracy Enos

Three Things We Learned

Create an avatar of your ideal client

Before you start any activity on LinkedIn, find out who your ideal client is and what their psychographics are. Also, think about what you want to achieve on the platform. This is how you can achieve trust as well. Once you know who you’re targeting, it’s easier to deliver a good customer experience.

Build a client-centric profile

Our profile should be client-centric. Everything we write shouldn’t just be descriptive of our experience but it should also provide clues about how we can help others and what problems we can solve. This tactic also works as a differentiator because even though many people have our skills and experience, what the client wants to know is whether we can help them solve their problems.

Don’t invest your time in LinkedIn groups

LinkedIn is planning a comeback for its groups, but you’re more likely to have more engagement on Facebook groups. At least for the time being, the groups on LinkedIn don’t look too promising.

Key Quotes

When you send that connection request and it’s personalized, they become curious and they go back on your profile. -Tracy Enos

People refer and are more likely to refer when they get a bump in social status by referring you. -Matt Johnson

Because you don’t own the platform, your ultimate goal should be using your content to take the connections you make on the platform off the platform. This way, you have more control over what type of content the people you target see and when they see it. But in order to make your connections interested enough to click on your links and reach them outside of the platform, you must have a deep understanding of their needs and desires. Otherwise, your call to action won’t be strong enough.

Guest Bio

Tracy Enos has over 19 years of experience in sales, marketing, LinkedIn consulting, lead generation, real estate, and mortgage origination.

She is a keynote speaker for organizations and a consultant for entrepreneurs and sales teams that want to grow their customer base using LinkedIn.

You can book a LinkedIn business explosion strategy session here.

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

The Mindset Agents Need During a Shifting Market w/Jeneen Moretuzzo Masih

The Mindset Agents Need During a Shifting Market w/Jeneen Moretuzzo Masih

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Shifting markets put many agents into a panic mode. Why doesn’t value as an agent change in a bad market? What can you do to be among those who thrive in real estate even when the market experiences a slowdown? And how can you get better attracting the right people? In this episode, Jeneen Moretuzzo Masih talks about how a mindset change can make agents transition from survival mode to thrive mode in a changing market.

You are selling your own value, and your value doesn’t go up and down when the market goes up and down. -Jeneen Moretuzzo Masih

Three Things We Learned

Your value doesn’t change no matter what happens to the market

During shifting markets, when everyone is chasing a commission, if you give advice that doesn’t necessarily serve your best interests now but is in the interest of your client, you’re making an investment in a lifetime client. Decisions like these will help you stand out and get more referrals.

You are who you hang out with

The people you hang out with impact your self-image and mindset. If you feel like there aren’t any people in your circle that can help you grow, you have to make a list of desirable characteristics and start searching for people who have them. No matter where you start your search, make sure you listen to what others are saying and analyze their body language. This way, you increase your chances of connecting with them on a deeper level as opposed to simply exchanging business cards.

Be kind to yourself

In the journey to success, many agents end up being too harsh on themselves. But joy is a better fuel than bitterness. It’s very hard for you to make progress when you’re constantly putting yourself down and limiting your fun until you achieve your goals.

Key Quotes

Psychologically, agents have tied their value to a transaction, and the only time they feel they have value is in a transaction. -Matt Johnson

You are only as good as your reputation. -Jeneen Moretuzzo Masih

When you’re working at a high-level and you get tired, working more and disregarding your fatigue will only make things worse. You have to allow yourself to take a step back and find joy in the process. Search for ways to reward yourself and transform discipline into inspiration. In the end, it’s not about making it perfect, but about making it move forward while being happy with yourself.

Guest Bio

Jeneen Moretuzzo Masih is a life coach who focuses on self-actualization, self-love, and leadership. She has over 20 years of experience as a coach, and her mission is to help her clients achieve clarity in all of the aspects of their lives, including business. She is also a former CEO and real estate team leader attorney.

You can find out more about Jeneen here, or you can download her free ebooks here.

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