How to Better Align Your Personal and Professional Goals w/Kelly McCarthy

How to Better Align Your Personal and Professional Goals w/Kelly McCarthy

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One of the things that happens to many of us is that we set goals in our personal and professional lives but we find them in conflict. What is the core reason behind this conflict? How do we prioritize our goals? How do we overcome the stories we tell ourselves that hold us back? On this episode, we are joined by the Silicon Valley Coach, Kelly McCarthy, who talks about how to get more clarity and focus in our goal setting.

We can talk about goals all we want, but our internal ladder of values is actually what determines our behavior. -Matt Johnson  

Things We Learned

Three Things We Learned

The cause of our goal conflicts
The reason people find their personal and professional goals in conflict is that they put every single value and goal on the same level. There is an order of importance in our goals and it plays out in everything we do.

The importance of slowing down to focus

People are natural doers and they can easily charge towards their goals, but very often what people need is to do a lot less and be. That means they have to slow down and focus.

The purpose of coaches

Learning your values and living into them creates new neural connections in your brain, it’s like building a muscle. It’s a new connection that needs to be strengthened. The coach holds you accountable for living into that value on a daily basis so it becomes who you are instead of it being an effort.

Key Quotes

The more time you can take to feel what’s going on, the more clarity and focus you have in each area of your life. -Kelly McCarthy  

If you can get over the story your own mind makes up, your boundaries are limitless. -Kelly McCarthy  

When it comes to setting and achieving our goals, we often think we need to pile on more goals and take more action, but sometimes what we actually need to do is focus and slow down so that there’s clarity before any action is taken. It’s critical to take the time to figure out where your goals lie in order of priorities so that we stay true to our values. By taking the time to really think and feel what we want to do, whatever we do from there will be authentic.

Guest Bio

Kelly is a Certified Silicon Valley Lifestyle Coach. She works with clients who are ready to identify, be driven toward and held accountable to reaching professional and/or personal goals. Go to https://www.thesiliconvalleycoach.com/ for more information or call 925.2530.8051.

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

Getting Out of Our Own Way: Leverage, Systems and Freedom w/Verl Workman

Getting Out of Our Own Way: Leverage, Systems and Freedom w/Verl Workman

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Being an agent in the shifting market that exists today can be challenging, and the changes that are taking place are easier to ignore than to face and act on. How are iBuyers impacting our business? What can we do to integrate iBuyers into our own business? How does specialization and teamwork help us give better service and grow? In this episode, Verl Workman discusses lead generation, lead conversion, and iBuyers, and what we can do to compete with new challenges in our marketplace.

Tracking the right things, understanding your business, focusing on profitability and developing your people – that’s really the crux of running a successful business. -Verl Workman

Things We Learned

How to help clients feel at ease with our team

We think that we need to do every single thing for a transaction and that clients expect that of us, but consumers today are trained to deal with specialists. When we are clear that we are the main point of contact but that other specialists will be dealing with each level of the transaction, we create a better client experience.

How to make iBuyers part of our business

We can include advice on and negotiations with iBuyers in our contracts with sellers to assist them in the listing process. By doing so we can make the process more hassle free, and keep our seller’s transaction local rather than having to deal with online strangers at a national level.

Using systems that create freedom

When we look at our business as transactional, we are seeing it as an agent selling houses. We need to think about our business like a leader would by delegating what occupies most of our day, and by focusing on business development, people development and profitability.

Key Quotes

Everybody likes to put their heads in the sand and believe iBuyers don’t affect them, until they start losing listings to them. -Verl Workman

The consumer today is trained to deal with specialists – specialization creates better client experiences and we need to have a specialist at every step of the transaction. -Verl Workman

Everybody likes to believe that iBuyers aren’t affecting them until they start losing listings to them. We need to lean in to market shifts and talk about them in order to continue to play a role in the transaction process. By working ourselves into every conversation that our consumer is a part of, we remain a part of it too. When we focus on the customer experience, work with a team of specialists and focus on profitability over cash flow, we make room for our business growth in a shifting industry.

Guest Bio

Verl Workman is the Founder and CEO of Workman Success Systems, and he is a Professional Speaker, Consultant and Coach. Over the course of a career spanning nearly 20 years, Verl has delivered over 1,000 seminars, webinars, keynote addresses and other motivational messages to real estate and sales professionals around the world. His coaching focuses on motivating real estate agents and brokers to get real results with today’s technology. Verl has over 18 years of public speaking experience, and he earned the Certified Speaking Professional (CSP) designation from the National Speakers Association in 2016. He specializes in sales training and incorporating technology for maximum performance, and his winning attitude and undying passion infuse every encounter with a sense of discovery that empowers him to inspire his clients and truly change lives.

verl@workmansuccess.com  

https://workmansuccess.com/

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 Sell High-End Homes in a Shifting Market w/Michael LaFido

How to Sell High-End Homes in a Shifting Market w/Michael LaFido

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While there are vast differences between what’s happening in the various high-end markets across the country, there are things that we can do to boost our sales regardless of our market. What is the state of high-end markets at the moment? How can staging and recommendations impact our probability of selling? How can we expand our pool of potential buyers? In this episode, Michael LaFido discusses what agents can do to maintain and grow their sales rate in a shifting high-end market.

7 out of 10 times there are things an agent could do that are within their control to position a home differently and more effectively. -Michael LaFido

Things We Learned

Dealing with open house objections
We have to cover one main area of objection when it comes to high-end open houses, and that is security. By bringing on more people to host the open house with us, asking for viewers’ identification details and advising the seller to put away valuables, we can better ensure a low-risk open house.

Growing our pool of potential buyers
By encouraging our sellers to let their personal networks know that they’re selling, and by sending the same message to their neighbors, we can increase the amount of potential buyers for the property. We can motivate sellers and neighbors by explaining how this will give them some control over who their buyer and new neighbor is.

Articulating recommendations without offending
Being able to articulate our staging advice to sellers without offending them is very important. Instead of saying it in a way that comes across as our personal opinion, we should explain why it makes sense from a market research perspective and how it will help their house sell.

Key Quotes

You need to have amazing photos and descriptions of the property, and highlight the best features whilst downplaying the least favourable. -Michael LaFido

The media and the type of list that you’re marketing to is vital. -Michael LaFido

In order to keep our sales rates steady and growing in a shifting high-end market, we need to be able to advise sellers on how to best position their property so that it gets the most views, clicks, and eyeball traffic. When advising, we should be careful of how we articulate our recommendations so as not to offend, and so that they understand what changes will help their property sell. We can reach more potential buyers by using social media effectively and tapping into sellers’ personal networks. In this way, we can compensate for some of the more prominent shifts in our market.

Guest Bio

Michael LaFido is a top-producing luxury Realtor®, a national trainer and a leading authority in luxury real estate with over seventeen years of experience in the industry. Astounding results from his pioneering methods have created tremendous demand for his consulting services, as well as his Marketing Luxury Expert Certification. Throughout his career, Michael has displayed the importance of superior marketing when positioning a home for sale versus traditional marketing methods. Michael is the founder of the Marketing Luxury Group. The Marketing Luxury Group assists other real estate agents and affluent homeowners by providing turnkey marketing services including lifestyle marketing, strategy, consultative, and PR services to help agents and owners sell luxury homes using his proven and repeatable strategies. Michael is the author of “Marketing Luxury”, the best-selling book “Cracking the Real Estate Code” and “Luxury Listing Specialist”. Michael’s marketing has been featured by numerous publications and media outlets. He is the founder and creator of the nationally recognized Marketing Luxury Expert Certification program (LUXE) for real estate agents, a nationally recognized leading authority in the real estate industry and is frequently asked to speak and present at national conventions.

michael@marketingluxurygroup.com

https://www.amazon.com/Luxury-Listing-Specialist-Book-Dominate/dp/1974582604

www.luxurylistingspecialist.com  

www.luxuryspecialistgear.com  

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 Crush it on Social Media in 2019 w/Marki Lemons-Ryhal

How to Crush it on Social Media in 2019 w/Marki Lemons-Ryhal

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It is difficult to know which social media platforms are the most effective for business, and it is even more difficult staying up to date with the features that could be significantly helping us grow our audience. Which platforms should we be focusing on? What type of content works best for which platform? What features should we use to grow our engagement and following? In this episode, Marki Lemons-Ryhal explains how we can grow our business by staying visible and relevant on social media, and how IGTV can help us do so.

A lot of my focus is going to IGTV because I’ve seen a 818% increase in views just over the past 21 days. -Marki Lemons-Ryhal

Things We Learned

IGTV video length affects reach and engagement
When we upload videos to our IGTV channel, they need to be longer than 60 seconds to get previewed in Instagram feeds. This preview increases our view count and can help grow our followers.

Authenticity trumps production for engagement
People engage more when they feel the content they are interacting with is authentic. While we should keep production in mind, we need to remember that people want to see the true, unedited version of us.

Fewer actions means more interaction
If we’re asking people to take additional actions to engage with our content, they’re unlikely to engage with it. We need to understand how the platform functions, and we need to keep steps to a minimum so that it is easy for our audience to interact with us and our content.

Key Quotes

People are connecting with people who they feel are authentic, and people don’t want to see the made up versions of us – it’s just not going to be the best engaging form of content. -Marki Lemons-Ryhal

We do business with people so we should always include some personal content on our social media, but it should be business personal as opposed to super personal. -Marki Lemons-Ryhal

Mark Zuckerberg said 2019 is going to be the year of stories and live, and when the owner of Facebook and Instagram tells us where he’s focusing, we should be focusing our efforts there too. By making use of Instagram features like stories, story highlights and IGTV in an informed and authentic way, we can boost our reach, engagement and following and stay visible and relevant to our target audience on social media.

Guest Bio

Marki Lemons-Ryhal provides Social Media Education and Strategies to Realtors. She earned an MBA degree from Saint Xavier University and has over 50 certifications, designations and licenses in social media and real estate. Today, she travels the country teaching social media courses for the National Association REALTORS®, REBAC, ASI and others. Her 300,000 plus students consistently rank her 5 out of 5 as an instructor due to her knowledge and entertaining training style.

https://markilemons.com/

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

Helping Buyers Make Better Purchasing Decisions w/Bill Joyce

Helping Buyers Make Better Purchasing Decisions w/Bill Joyce

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Buying a house is not only a huge financial decision, but a huge life decision. Buyers often make mistakes because of the fantasy they have of the perfect home, and these mistakes are ones that can greatly impact their lives. How can we help buyers make more informed decisions? What do we need to consider other than their financial position? How do we approach the conversation without offending our client? In this episode, Bill Joyce explains how we as agents can deliver a more holistic service to clients.

There are a lot of mistakes we can make as we chase this fantasy of the dream home – the perfect, happy home – and these are life-changing mistakes. -Bill Joyce

Things We Learned

The difference between the price and the cost of a home
We need to remember that the price of a home is not the same as the cost of a home. The price is what you pay upfront and the cost is the ongoing bills and maintenance. When buyers don’t consider the cost, it impacts the lifestyle they thought they could have.

Calculating budget based on personal affordability
A lender is not a financial advisor, and they tell buyers what maximum the bank is willing to lend them rather than how much the buyer can afford to spend. A bank’s lending guidelines have more to do with their profit than a buyer’s happiness, and buyers need to treat buying a home like a financial planning exercise.

Working backwards to make holistic buying decisions
Agents should encourage buyers to figure out what a happy home looks like to them based on their lifestyle and family needs first. When we allow buyers to make decisions based on their fantastical pursuit of the perfect home, the reality often undermines it as they have not considered all the factors.

Key Quotes

The decisions we make when we buy a house can undermine the fantasy, and borrowing too much money is one of the biggest mistakes. -Bill Joyce

A house-buyer in house-buyer mode is not thinking about their life in the broader context, and they need to be drawn back to that. -Bill Joyce

Time and money are the two most precious, limited resources we have to work with, and a house will consume both. When advising buyers on purchasing a home, we need to make sure that they are carefully considering their finances, lifestyle and family. We need to encourage and equip them to make a sensible purchase that aligns with the things they value in their life so that they don’t make decisions that undermine the idea they had of their life in their new home.

Guest Bio

Bill Joyce is the Owner of Charter~Home in Sacramento. Bill spent 20 years as a consultant out of New York advising corporate clients and travelling the country. Over the years he ended up developing an impressive client list which included American Express, Pitney Bowes, the US Postal Service, along with every major New York advertising agency. Bill was routinely asked to speak at conferences and conventions in his field and wrote articles for trade magazines. In 2004 he changed his career to real estate, a field where his work ethic and problem solving skills could have a genuine impact on people’s lives, with less travel. Bill found his home and purpose in the American homeowner – those stuck in overpriced homes facing the staggering cost of overpaying for housing and stuck where they are for a decade or more. He is writing a book and online newsletter “Surviving the American Dream” in an attempt to spread the word about what really happened with the crash, as well as provide practical advice for taking control of your financial future. In recent years, home ownership has had a disastrous financial impact on the lives of millions of Americans and Bill wants to fix that, one family at a time.

http://www.charter-home.com/

http://www.survivingtheamericandream.org/

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

Integrating Freedom into Your Business Model w/Bart Vickrey

Integrating Freedom into Your Business Model w/Bart Vickrey

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Our work can sometimes consume us to the point where it becomes all that we do and think, and it is detrimental to not only our business but to the other areas of our lives. How can we create freedom within a business model? What kind of team works in this business model? How and where can we cut back on investments in order to hone in on the best ones? In this episode, Bart Vickrey explains what transitions, transformations and successes he had when he decided to shift his mindset from wanting more, to needing less.

What’s wrong with the systems, processes and philosophies that we follow is that once we have what we want, we still want more. -Bart Vickrey

Things We Learned

The importance of a small, skilled team
It’s important to recognize what your skill set is and then build a team whose skills compensate for the skills you don’t have. When you have a small team it is easier to have a more personal professional environment which is valuable not only in the workplace, but with building client relationships as well.

How to scale back investments
When we have invested too much and need to scale back and focus, we need to consider two main things. The first is which investments do we like the least, and the second is which investments make the most geographical sense in terms of our base.

How to make the most of our database
We need to reconsider how we think about and approach our existing database. If we build personal relationships and show our vulnerability through a proper communication plan, we can retain more clients and generate more leads.

Key Quotes

If we become more and more intimate and in a relationship with our database without the façade, it really works in our favor. -Bart Vickrey

If you can build your business authentically with the people that want your message the most, that respond to your message the most, you will separate yourself from the pack. -Bart Vickrey

The real estate sales business is phenomenal, but the job of being a real estate agent is often not as great. Practices like cold-calling and door-knocking are part of what makes it tedious, and chasing commissions can often lead to overworking. We need to rethink our approach and consider cutting back in areas that are saturated, and really focus on adding value to our database in a more personal and vulnerable way. When we shift from chasing what we think happiness is to living a good life and having peace of mind, we can have a successful business and a balanced lifestyle.

Guest Bio

Bart Vickrey is the Founder of real estate guru website, realestategoodlife.com, and has over 20 years of experience in the real estate industry. He built a team of incredible people that help service his clients at a very high level, and they’ve created systems that allow him to sell more real estate than anyone else in his market whilst working no more than 20 hours a week. Agents often work 60-70 hour weeks selling 10-20 homes a year, whereas Bart and his small team sold 151 homes last year working less than a third of those hours.

http://realestategoodlife.com/

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