Can You McDonald-ize Your Real Estate Business? w/ Glenn Twiddle

Can You McDonald-ize Your Real Estate Business? w/ Glenn Twiddle

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Big companies replicate the same well-oiled machine. They hire people and attract clients based on it. But how do you build the same systems for a real estate business? What are the best ways to attract clients without going through hundreds of calls per week? Are marketing skills applicable to any industry, and how it can be applied to yours? In this episode, Glenn Twiddle speaks how he built his own real estate machine, how he attracts clients, and how he finds talent.

Once you become good as a marketer, as an influencer, you can take that flowchart and apply it to so many businesses. – Glenn Twiddle

Three Things We Learned

Give now to receive later

Giving your advice, content or trainings for free builds a relationship with your prospects. Now they owe you something for helping them out, which taps into the law of reciprocity. The moment they have the opportunity to pay you back for your help, they’ll do it. You can’t attract the same amount of people with a free service as you would with a paid one. The first may pay off later, but the earnings are definitely bigger.

Build a system that takes care of every aspect of your business.

You need a system that leaves nothing to guessing; otherwise, you will be constantly disorganized, putting the wrong people in the wrong positions, and have a hard time teaching what you do to new workers. A system that takes care of every aspect of your business will save you time spent every day trying to figure it out what to do and what to delegate, and it’s going to make things easier for you to train new people.

A skilled marketer can thrive in any industry

Once you become a skilled marketer who can put systems that target the right people in place and fix their pains, you can work in any industry within your skill set.

Key Quotes

Really good marketing makes sales people unnecessary. – Matt Johnson

We know that that the meat patio that goes into a real estate cheeseburger is different every time. So guess what? We build a system to account for that. – Matt Johnson

The DISC profile enables you to figure out who is better at what. If you get to do something that you aren’t good at, you can send it over to someone who enjoys it and is qualified to do it better than you. There are very few jobs in a real estate system that everyone should do or can do at the same level. But if you have an idea of the personality types in your team and their motivations, it’s easier to figure out in what spots they will thrive.

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 career right NOW.

Subscribe on YouTube

For more free tips on digital marketing, check http://www.genevolpe.com/

Organize your emails by topic and content for free using a Folio, an application that has a free version and can be installed directly in your browser.

How to Get Lethal With Facebook Lead Generation w/ James Rembert

How to Get Lethal With Facebook Lead Generation w/ James Rembert

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Leads might be easy to get, but they’re harder to convert due to the fact that in the online environment everyone is bombarded with ads. What can you do to sound less salesy and stand out among other ads? How can you humanize your interactions, and what role does video marketing play in it? Why is the cost per click no longer relevant in the big picture? In this episode, James Rembert talks about how you can lethal with Facebook lead gen.

My conversation digitally has to be as if I were in front of a person. – James Rembert

Three Things We Learned

Humanize your interactions

If it sounds salesy to you, it probably sounds salesy to someone else as well. Because people in general are bombarded with so many ads and promotional content, they develop a filter and get better at telling when someone is simply trying to push a sale.

Video content can reveal who your audience is

Know who your audience is and write to them. Be authentic but speak their language. If you use video, your audience will let you know who they are, as they will be the ones who comment, share, and engage with you.

Don’t look at the cost per click

Agents should stop looking at the cost per click and start calculating the cost per conversation. Both buyers and sellers are more likely to work with the agent they last spoke with. Putting up landing pages and grabbing emails is not enough if you fail to start a conversation with them.

Key Quotes

Facebook is a number’s game when you understand the numbers. – James Rembert

Know who your audience is and write to them. Be authentic to who you are and stand for but speak their language. – Greg McDaniel

Facebook makes it very easy for anyone to get leads. It’s a sophisticated platform where you can be quite specific about what type of person should see you ad. However, there’s a catch: Facebook leads are often useless. Because everyone is bombarded with advertising, they develop a defense mechanism against salesy language. As a consequence you have to go a step further and get in contact with your leads, build a relationship with them, and interact with your them as you would speak to someone face-to-face. Cost per click is no longer relevant when clicks by themselves are quite far away from conversions. What becomes a better metric for agents is the cost per conversation.

Guest Bio

James Rembert is the Zillow Killer. Using Facebook, he provides marketing solutions to real estate agents who want to get high-quality leads without investing large amounts of money in platforms like Zillow. You can find out more about James and his work at http://www.jamesrembert.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 career right NOW.

Subscribe on YouTube

For more free tips on digital marketing, check http://www.genevolpe.com/

Organize your emails by topic and content for free using a Folio, an application that has a free version and can be installed directly in your browser.

How to Win Listings Over Discount Brokers w/ Derrick Evens

How to Win Listings Over Discount Brokers w/ Derrick Evens

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Discount agents are a challenge since many sellers are looking to save as much money as possible, but in the end both sides lose. How can you make an offer that is even more compelling than the one of a discount agent? How can you give your prospects the option to pay only for the things they need? And most importantly, what can you do to stand out during the listing presentation? On this episode, Derrick Evens speaks about how to win listings over discount brokers and withstand market shifts.

In reality, it’s never the price that’s the issue with the consumer—it’s the value that we bring, or the perceived value. -Greg McDaniel

Three Things We Learned

How to put together a compelling offer

The reason why discount agents are so successful is because they have a better offer. A good offer has to have something of value and be easy to understand. If you don’t want to lower your commission, you have to explain what can be done with a certain amount of money and what can’t. For example, if the agent gets a smaller commission, there won’t be much money spent on advertising. In order to sell the house, the homeowner will have to lower the price to get some buyers.

Why people think your services are overpriced

Business is simple: people pay for something of value, and if they don’t wanna pay, they don’t find it valuable. Many prospects don’t find certain things you do to sell the house valuable. To get the listing, you have to offer packages tailored to the individual. When people see they have the option to choose from a basic and premium package, they are more likely to buy because they only pay for the things they find valuable.

Focus on their needs by writing everything down

Your listing presentation shouldn’t last longer than 30 seconds. Let the prospects do the talking. One of the most common complaints is that the agent isn’t a good listener. Grab a piece of paper and make them write down what’s important to them and ask them what they want to achieve at the end of the transaction. Then sign it, while promising you will do everything in your power to help them accomplish their goals.

Key Quotes

If we boil business down to the simplest possible way: give people what they want and they will give you money. -Derrick Evens

Building a marketing material around a compelling offer that got us in the door literally was all it took. -Matt Johnson

When we try to sell our services, we usually tell the potential client what we do and what we charge for. But what happens when the potential client doesn’t find some of the things on your list valuable? Most likely, you will make someone feel like they are overpaying for services they don’t even need. This is why you should offer a few different packages to target different needs without making them feel like they are overpaying for a service they don’t need anyway.

Guest Bio

Derrick Evens has over 17 years of experience in radio and 14 years of experience in real estate. He is the host of List it Live, Digs and the owner of Smarter San Diego Productions. You can connect and find more about Derrick at https://www.linkedin.com/in/mrcredit/

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 career right NOW.

Subscribe on YouTube

For more free tips on digital marketing, check http://www.genevolpe.com/

Organize your emails by topic and content for free using a Folio, an application that has a free version and can be installed directly in your browser.

How to Generate Leads With Bots & AI w/Tod Holland

How to Generate Leads With Bots & AI w/Tod Holland

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Agents often hate the idea of using AI in their sales processes, but real estate will always remain a people-to-people business. Artificial intelligence just takes some of the time-consuming tasks off your plate. But how can you use AI without making a compromise in customer experience, and when is it the right time to do so? What kind of interactions can be taken care of by a bot? Could bots save agents time and money, and how? In this episode, Tod Holland talks about how you can both generate and weed the good leads from the bad ones by using AI and bots.

There is a way to organically promote your business without coming off as a real estate robot. -Tod Holland

Three Things We Learned

How to use AI without making a compromise in customer experience

The secret is to keep the human element but automate everything that can be automated without making a compromise in consumer experience. You have to know at which point in the interactions you should put AI aside and bring in the person.

How agents should use AI to save time and weed out the bad

Bots should be programmed with consideration for your potential client. You don’t have to outright specify that your bot is a bot and not a human, but you have to build in a series of interactions that make sense and save time for the agent. Before the leads even get to the real estate agent, there are some questions that should be asked in order to weed out the the bad.

How you can use AI to narrow your focus and save time

Using AI helps you narrow your focus. You hand off everything that can be done by robots to the robots, and the relationship building, the processes that involves human interaction, will remain your job. Bots can help you save time by eliminating some of the time-consuming, mindless tasks.

Key Quotes

Marketing in the last 10 years stopped respecting the consumer as more than a price tag. -Tod Holland

Good marketing is being considerate. -Matt Johnson

Facebook is one of the best platforms for pushing content because everyone is on it. There is no other platform that has both the people and the tools needed to segment and test what kind of content works and what doesn’t. Also, Facebook rewards high engagement rates by making you even more visible the next time you post on their website.

Guest Bio

Tod Holland started his real estate journey when he was 18. In the present, his company was recently sold, but he is still active as a consultant on the board and he helps real estate agents and loan officers integrate AI into their sales processes.

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 career right NOW.

Subscribe on YouTube

For more free tips on digital marketing, check http://www.genevolpe.com/

Organize your emails by topic and content for free using a Folio, an application that has a free version and can be installed directly in your browser.

Q&A on Tech Tools, Indecisive Buyers & More!

Q&A on Tech Tools, Indecisive Buyers & More!

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Agents face many obstacles in the process, from having their emails ignored to dealing with buyers who can’t make a decision. But what can you do when your clients don’t reply to text or email? Should you give them a call? How do you deal with buyers who can’t make up their mind or want to see all the listings in the area? In this episode, we speak about buyers, means of communication, and Gene shares one of his latest tech discoveries.

The more you clarify your thinking, the more you can communicate thoughts in fewer words. -Matt Johnson

Three Things We Learned

What you can do when buyers want to see all the houses in the area

As a real estate agent, you don’t have the time to show your buyers all the houses in the area. Plus, they probably already have their dream home in mind.

Ask them what boxes their perfect home should tick, and then you can go further and propose to see only the houses that fit those criteria instead of seeing homes they won’t like anyway.

Always make sure to follow-up via the phone

Emails and texts are often ignored, but few clients of yours will not pick the phone when they get a call. On top of this, a conversation over the phone is more humane, and it’s easier to be more persuasive and transmit more emotion during a phone call.

Shorter calls

Agents often end up spending too much time on the phone without saying much. Writing can help you clarify your thinking and help you become more brief in your communication without sacrificing any information. Shorter calls will give you more free time, and your clients will be happy with it as well.

Key Quotes

If you know what people are looking for in your industry and your arena, you can then tailor some of your marketing to target that. -Gene Volpe

People are asking about the tool before they know what to do with the tool. -Matt Johnson

The best way to save time when dealing with buyers that have second thoughts on homes is to create a checklist. When a property doesn’t meet their expectations, or it’s impossible to modify it to meet their expectations, it all gets written down on the checklist and the piece of paper will be thrown away.  In many cases, buyers have second thoughts even about homes that don’t meet their expectations, which only slows down the process. But if you destroy the sheet with houses that don’t fit the criteria, you remove the home from their minds as well.

Guest Bio

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at http://www.genevolpe.com/about-gene/#.

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 career right NOW.

Subscribe on YouTube

For more free tips on digital marketing, check http://www.genevolpe.com/

Organize your emails by topic and content for free using a Folio, an application that has a free version and can be installed directly in your browser.

Q&A About Sales Books, Phone Listing Consultations & Databases

Q&A About Sales Books, Phone Listing Consultations & Databases

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Being informed about what makes a business successful, how large your database should be, and how to sharpen your selling skills is the difference between the agent in survival mode and the one who’s thriving. What’s the best way to connect with online leads, phone or video? Do referrals and repeat business signal how healthy your business is? And how important is empathy in real estate? On this episode, we talk about tips from sales books and phone consultations, and we reply to some of your questions.

Every business that is healthy will generate referrals and repeat business. -Matt Johnson

Three Things We Learned

The ideal size of your database

The size of your database is determined by the type of agent you want to be. For example, if you want to be a referral agent, 1000 people is enough. But a prospecting agent needs a lot more because their conversion rate will be smaller.

Have empathy towards your clients’ lack of knowledge

People often make bad decisions because in the moment their current knowledge seems like a good idea. Not everyone has the time or the resources to research the market and think like a real estate agent. And as an agent, you shouldn’t look down on the decisions of your clients. Instead, you should treat them with empathy and serve as a reliable resource for them.

Use video to get in contact with your leads

Do your best to convince your leads to have a video call with you. If they feel uncomfortable about that, you can send them a video message. Whatever it is, make sure you use video so they can attach a face to the voice. This way, it will be harder for them to forget about you.

Key Quotes

You can be awesomely smart, but if you start with the wrong core beliefs, you will fail. – Matt  Johnson

NLP can be used for manipulation, but it’s just a tool to make people see from your perspective. -Matt Johnson

Every good business, when healthy, will generate referrals and repeat business. If you don’t invest in client retention programs, the percentage of clients that come from referrals will be smaller, but you will still have some recommendations. This occurs because a good service or product will be appreciated anyway, especially if your competitors don’t deliver the same value or the same price. If you don’t have any recommendations or repeat clients, you should consider tweaking your business, because your clients aren’t satisfied.

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 career right NOW.

Subscribe on YouTube

For more free tips on digital marketing, check http://www.genevolpe.com/

Organize your emails by topic and content for free using a Folio, an application that has a free version and can be installed directly in your browser.