How To Win Listings & Help Homeowners Unlock Their Equity with Brian Elbogen

How To Win Listings & Help Homeowners Unlock Their Equity with Brian Elbogen

Getting free money just for owning your house sounds like a dream for any homeowner. How is this model sustainable? Does it benefit real estate agents at all? And how are co-investment partners similar to your rich uncle that you only see at Thanksgiving? Brian Elbogen, this week’s guest of Unison fame, will discuss all of this and more.


We can do things with our co-investment that just borrowing more money doesn’t do. -Brian Elbojen

Takeaways + Tactics

Use a co-investment partner like Unison to help your buyers make better offers or buy a better home without raising their monthly payment.

Working with a co-investor is like having a rich uncle who doesn’t make it awkward at Thanksgiving.

Monetize the 98% of people you meet who aren’t ready to make a move by offering info on co-investing for existing homeowners.

Resources

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Target Marketing

In the beginning of this episode, we discussed Brian’s idea and model of Unison, and how it can target specific groups of home buyers (such as young families) and help them get their dream property. Gene Volpe also offered a tip on Facebook marketing, encouraging agents to be creative and proactive with it. Brian also mentioned that agents can get in touch with them directly to see what they can gain from a potential partnership with Unison.

We also shared insights on;

  • The most common scenarios of buyers/owners needing to use Unison’s services
  • How Unison made things more comfortable for clients during the market crash
  • Why homeowners are the best partners
  • How co-investment companies can get involved with rental properties
  • Partnerships with brokers and other loan agencies
  • The secret to Unison’s good content marketing

Stay Focused!

One of the many secrets to success is innovation. A lot of profit often comes from a simple trial and error method and when you find your big thing, then you can utilize it to its full potential. Perhaps co-investment will be the big thing for some of you. It gives you the confidence and reassurance that you are offering a good, reliable service to customers, which not only increases your rapport and creates a valuable agent-client relationship, but it can also earn you a good profit on top of your commission. Additionally, it can also help you capitalize on the no-sellers, who might still want to make some profit from their home ownership. Either way, a key point is to be open to new opportunities, as this will help you foster an innovative, receptive mindset, which in turn will guarantee success for your business.

Guest Bio

Anthony Manzon is the founder and owner of Team Manzon, based in Chula Vista, CA, along with his wife, Regina. Their main goal is to provide an exceptional service to customers from all of walks of life. Anthony himself has over years of real estate experience and he was also featured in Realtor magazine’s 30 Under 30. Team Manzon’s main demographic are families in the SouthBay area. They also focus on the millennial generation. Anthony himself was a professional break-dancer before real estate – and still sometimes entertains clients with his skills. Find out more about Team Manzon on http://teammanzon.com

This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.

 

How to Generate Motivated Seller Leads & Use the Mojo Dialer with Tom Cafarella

How to Generate Motivated Seller Leads & Use the Mojo Dialer with Tom Cafarella

Many agents pass up on lucrative wholesale deals almost every day of their careers. What are they missing in order to capitalize on those deals? What tools need to be taken into account when branching out as an investor? What are the benefits of being versatile in real estate? These and many more questions are answered in this week’s episode with Tom Cafarella, who shares the secrets to his success.


If a marketing tool doesn’t work, it’s because you’re not working the lead or you’re not spending enough time or money on it. -Tom Cafarella

Takeaways + Tactics

Keep a big database of potential sales.

Only 1 out of 10 people sell at a discount – know what to do when you meet a discount seller and capitalize on it.

Always take advice with a grain of salt.

Resources

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Don’t Take It Personally

At the start of the show, Tom shared how the integration of virtual ISAs has helped his company hit upwards of 600 – 800 calls a day, and how this has increased their cold calling efficiency. Next, we got a brief tip from Gene Volpe regarding Feedly – a content aggregator from common news sites and RSS feeds, which can be utilized to generate engagement with content. Afterwards, Tom shared his experience with wholesaling and his experience with real estate agents’ reluctance to take on investing. He also touched on why agents shouldn’t take rejections personally and staying focused on the long-term goal. Towards the end he shared his tips on effectively using databases to get sales in the future.

We also shared insights on;

  • His ideas about the Real Estate Mogul podcast
  • Why agents need to be versatile and consider branching out
  • How to reach prospective sellers
  • The role of emotions in real estate marketing
  • Factors to take into account before deciding to invest in a property

Reach Your Potential

Staying afloat in the real estate business requires constant innovation and self-motivation to do better every day. Sellers will expect you to know what’s best for them – and you need to combine that knowledge with what’s best for you as an agent. Don’t miss on opportunities for self-development that could give your business a real boost. Part of real estate is about the technology you use in your marketing, but an even bigger part is the constant strive to do better and reach the maximum limits of your potential./span>

Guest Bio

Tom Cafarella is the owner Ocean City Development that purchases, renovates, and resells properties in the Boston, Massachusetts area. If you have a property, then Ocean City Development may be interested in it – whether it’s a small family house or a 10 unit property. Tom knew he wanted to be in real estate from a very young age and although he has been discouraged a few times down the road, he has now achieved his goal, working with Ocean City Development and buying over 50 properties a year. His work philosophy boils down to: People who like what they do do it better. Read more at http://tomcafarella.com

This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.

Generating and Closing Seller Leads with Matt Lamont

Generating and Closing Seller Leads with Matt Lamont

A lot of things in real estate have changed and marketing is one of them. How does this relate to how agents generate seller leads? Why is it so necessary to get over the fear of knocking on doors? How do you get in front of people consistently? On this episode, we are joined by Matt Lamont, who shares some great industry knowledge, data and tips.


The goal is to be in front of people as much as possible -Matt Lamont

Takeaways + Tactics

You have to market your business, word of mouth is not enough.

A lot of things in prospecting have a lot to do with fear.

87% of FSBOs end up failing.

Resources

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Face Your Fears

At the start of the show, we answered a question on creating a great packet for a FSBO, and Matt Lamont told us the most important thing is to be an advisory asset. He also talked about the power of getting over fear, and why success has a lot to do with knocking on doors and seeing people face to face. Towards the end of the show, Matt shared how agents can start using their system.

We also shared insights on;

  • Why marketing is all about repetition
  • Data and how to use it
  • Why word of mouth isn’t enough

Repetition

Successful marketing is all about repetition, and people seeing you more than once. When it comes to getting listings, it’s very important to lose the fear of knocking on doors and getting in front of people. The most effective system is a combination of direct mail and door knocking. If you want to invest in Benutech, put 6 months worth of savings away for mailers so you can be consistent without running out of money. If you get over your fear and become an advisory asset for people, you can not only generate leads, you can actually convert them at a high level.

Guest Bio

Matt is in the real estate data industry specializing in finding people motivated by a life changing event that would cause them to sell their home. Benutech makes tools like Rebogateway and Titletoolbox that helps people in the real estate industry target their marketing more effectively. He currently heads up creating strategic partnerships in the real estate space. Go to golistyourself.net to learn more about his work.
This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.

 

How to Take Your First Luxury Listing with Michael LaFido

How to Take Your First Luxury Listing with Michael LaFido

There are so many limiting beliefs in real estate about high end and luxury. What can you do to get that first luxury listing? How do you make sure you’re providing value every step of the way? On this episode, we talk to Michael LaFido, who shares on taking baby steps towards increasing your selling price, how to position a home and get it sold, as well as building a luxury real estate network.

All that potential clients care about is what you’re going to do to solve them time, aggravation, and money./span> -Michael LaFido

Takeaways + Tactics

If you’re starting out from nowhere, leverage your brand and leverage your company because you don’t have the track record.

High end is twice the market average value and luxury is three times the market average value.

You don’t get paid to list them, you get paid to sell them.

Market research is the bad guy.

Resources

 

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One Step At A Time

At the start of the show, Gene Volpe shared his social media tips of the week, including Crowdfire, and the integrated Facebook business inbox. Michael shared on taking baby steps towards increasing your selling price, and how to get over your own limiting mindset. We also talked about why market research is the bad guy, and towards the end of the show we talked about the principle of slight edge.

We also shared insights on;

  • The limiting beliefs people have about high end and luxury real estate
  • The importance of overcoming objections
  • How to build a luxury real estate network
  • How to make yourself a marketing authority

Care + Build Rapport

To succeed in luxury real estate, you have to have your own unique selling proposition of what makes you different. You have to bring so much value that you’re positioning yourself as an authority. It’s your job to position a home and get it sold. Show people that you care, and build rapport. Give so much value, they’d be an idiot to hire someone else.

Guest Bio

Over the past fifteen years, Michael and his team developed a method that takes a more comprehensive, proactive approach to marketing a home. Every property is assessed with the homeowner, and a customizable blueprint to position the home in front of more buyers and brokers is created. Our goal is to create massive exposure and press both online and offline to targeted both buyers, brokers, and influencers worldwide. Michael’s a best selling author and his marketing has been featured worldwide. He is the founder of the nationally recognized “Verified House” Program for home sellers. He is a leading authority in the real estate field and is highly sought after as a national speaker. Go to luxurylistingspecialist.com or email micheal@marketingluxurygroup.com.

This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.

 

High Tech and High Touch Follow Up Campaigns That CONVERT!

High Tech and High Touch Follow Up Campaigns That CONVERT!

Do you know what the perfect follow up plan is? Do you know how to react when someone you don’t know asks for a viewing? Just how important is positive thinking and visualization in your real estate career? In this episode we answer these questions and more as we impart expert real estate knowledge.


If you practice for the real thing, when the real thing shows up you will be able to tackle it and conquer it much more effectively and efficiently. -Greg McDaniel

Takeaways + Tactics

It’s important to visualize success and go over scenarios in your head with role playing so that when it comes to the crunch you will be ready.

Follow up with people by using postcards and phone calls over the first 8 weeks, it will take that long to put you in their mind.

Gifts can be great in follow ups and listing presentations, but try and personalize it to the person by doing some research on their interests on their Facebook or LinkedIn page.

Resources

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POSTIVITY

We began this episode by answering a question about how to deal with a client who may be annoyed if you sell their house straight away and accuse you of making easy money on them. Next, we discussed how to act when someone has asked for a cold showing and the importance of taking a partner with you if you do not feel comfortable going to the house alone with a client you have never met. Later in the episode we spoke about the perfect follow up plan and compared approaches. We finished up the episode by talking about the importance of positive thinking, visualisation and role playing and how these things can help you in your real estate career.

We also shared insights on;

  • The pros and cons of meeting someone at the office or at the property
  • The Corefact Real Estate tool
  • The importance of offering something of value in exchange for an email address
  • Video messaging on Facebook Messenger

Role Playing Importance

You can use visualization and role playing to increase your chances of being a successful real estate agent. Role playing is 90% mental, 8% physical and 2% logistical, so if you can conquer the mental side of it and start having authentic arguments with yourself then you will be much better prepared for the real thing. You need to put your ego aside and accept criticism as that is the only way that you will truly grow as a person and as an agent. You must stop worrying about everything going positively as struggles and failure are all part of the natural course to success.

This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.

 

How To Make Yourself A Local Rockstar & Generate Lay Down Appointments with Glenn Twiddle

How To Make Yourself A Local Rockstar & Generate Lay Down Appointments with Glenn Twiddle

There’s very little an agent can do to turn a next year seller into a this year seller, but you can build relationships. How do you become the rock star celebrity in your own market? How do you get a celebrity to lend their credibility to your business? On this episode, Glenn Twiddle, Australia’s number 1 millionaire real estate coach, joins us to talk about the advent of celebrity into a real estate business, and the pillars you can build into your marketing to make it happen.


The secret is in the principle of meeting your people where they are with what they want to do, and you just happen to be the gracious host. -Glenn Twiddle

Takeaways + Tactics

Make an indelible impact on people who would otherwise ignore real estate agents.

Win the kids, win the mom, win the mom and win the dad, win the dad and win the money.

If a marketer needs to do anything other than say their name, they aren’t a marketer.

Resources

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Win Business

At the start of the show, Glenn talked about his background and how he built relationships with Richard Branson, Arnold Schwarzenegger and Gary V. Next, we talked about his strategy for introducing the advent of celebrity into a real estate business. Glenn also shared on how you win people’s business, and towards the end of the show, we discussed giving your dreams a nudge.

We also shared insights on;

  • Why other doctors are mad at Dr. Phil
  • Why you need to be a bit of a media tart
  • How to make an indelible impact on people
  • How to immerse yourself in other people’s brains

Local Rock-stardom

The tactics Glenn used to become a rockstar apply to a listing and selling real estate agent at a local level. The pillars you need in your business include rubbing shoulders with celebrities, getting interviewed by any means necessary and being a bit of a media tart. With the right mindset, you can take over the world and dominate the minds of people who will need your business. Meet people where they are and make yourself useful.

Guest Bio

Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market. Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go to http://www.glenntwiddle.com.au/ for more information.

This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.