Direct Response Farming w/Dan Beer

Direct Response Farming w/Dan Beer

Watch the On-Demand

A lot of agents underestimate the value of Direct Response Farming. Do you know where to start when it comes to farming leads? Do you know how to set yourself apart from the competition? Do you want to know how to cater to your specific market? We are joined by Dan Lesniak to break down how to dominate your market by farming leads and crafting a brand that sets you apart and builds instant credibility.

If you’re going to go head to head with someone who is dominating, that doesn’t mean you can’t go in, but you’re going to need a competitive advantage. -Matt Johnson

Three Things We Learned

Farm what you can afford
Start with what you can afford while making sure you get two touches a month. You have the budget, you just have to be smart about it. Your success is predicated on sticking with a reasonable plan and not panicking. Stick to your guns and allow for the time it will take to grow. The tortoise beats the hare.

Understand your market
Don’t just listen to what people tell you. Know your market and the numbers there. Cater everything you do to your your specific market and not just national trends because they might not work where you are. Cater to the clientele you relate best with and build that.

Come in with a competitive advantage
Consider making a marketable strategy that is unique to you that you can sell right away. Make sure that you know what your competition is doing, and set yourself apart. Bring your own flair, but also, bring something that the market needs that only you can provide.

Key Quotes

The challenge is lead acquisition, it’s lead confirming. -Dan Beer

What most agents will fail at is consistency. -Dan Beer

Farming your leads can make or break your company. It’s important to know your market and make sure that you set yourself apart in new markets so you can battle with the big guys right out of the gate. Match your farming with a realistic budget, and make your own system and know how to sell it.

Guest Bio

If you want more information from Dan you can find him at dan@beerhometeam.com or train live with Dan at agentacademy.com

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Military Buyers and Sellers and the VA Lending Process with Bree Meloan & Larry Luna

Military Buyers and Sellers and the VA Lending Process with Bree Meloan & Larry Luna

Real estate services for the military is a worthy niche for agents to consider. How does it differ from civilian real estate? What is the loan process and why is it so important to be informative, available and helpful? How do agents market themselves on base? On this episode, we are joined by Larry Luna and Bree Meloan, who are experts when it comes to military real estate.


Most first time home buyers don’t know what they are getting into, I like educating and helping them along the way. -Bree Meloan

3 Things We Learned

The military is a tight unit and if one person knows that you’re in real estate they will refer their circle
In the military, the rules about marketing yourself as an agent are a lot stricter. The inventory of an agent is considered to be in competition with the base’s real estate. Most business comes by way of referral after you’ve worked well with one person. The community is super tight knit so this is what will bring the business.

Being accessible to clients who are deployed makes a big impact
In all real estate, it’s important to be available to your clients in their times of need. In military real estate, your clients won’t always be in the same time zone as you are. When you make yourself available to them, it really makes them feel valued and cared for.

The VA limits specific expenses and costs that can be charged to the veteran
The main goal of the VA’s rules for real estate is protecting the veteran. Appraisals are a lot more strict to make sure the house doesn’t have issues, and there’s no requirement for down payments to keep expenses down for the veteran.

Find Your Category

If you’re looking for niche or category that you can potentially dominate, consider working with military buyers and sellers. They are people who deserve excellent service from someone who is experienced and dedicated. The home buying process can be difficult and daunting, and if you can be valuable you will gain referrals and make a difference.

Guest Bio

Bree is Realtor at Allison James Estates and Homes in Murrieta, California. Find her on Facebook or email breemeloan@gmail.com

Larry is a mortgage loan originator at South Pacific Financial Corporation. Go to http://www.spfcnet.com/larryluna/ for more information or phone 951.858.0797

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.

30 Under 30 Finalist Interview with Jessica Randolph

30 Under 30 Finalist Interview with Jessica Randolph

For a lot of agents starting out in the business, being young can be a disadvantage. How do you stop your age from being a barrier to your success? Why do you need a mentor and how will you know what to look for in one? In this clip, we talk to one of Realtor Magazine’s 30 Under 30 agents Jessica Randolph.


If you’re going to use a CRM, use something that you understand, that you like the way it looks and the way it functions. -Jessica Randolph

3 Things We Learned

Reach out to people as if they already like you.
A lot of what drives reluctance in agents is the fear of reaching out to people who probably don’t like you. To overcome this, mindset is the most important thing. Work with the assumption that people already like you, so reaching out doesn’t feel so difficult.

A personal life says a lot about who you are and it says a lot about your priorities.
When you’re choosing your mentor, it’s easy to focus on the professional attributes they bring to the table and ignore details like their personal life. It’s important to look at someone’s home life because that’s where you really get to see what their why is.

As a young agent, focus on what you can offer, not what you can’t.
Just because you don’t bring age and experience to the table, that doesn’t mean you don’t have value to give. When you’re marketing yourself to people, make sure you focus on what you do well, whether it’s knowledge of technology or having more time to focus on them.

Market Yourself

Marketing in real estate is all about relationships and being able to build them even when you think you’re too young or too inexperienced. If you can’t offer age and experience, lead with what you do have working in your favor. Remember it all has to do with being clear on your value and fighting for it. At the end of the day success comes down to your attitude and mindset. It’s also important to find a mentor you really admire.

Guest Bio

At 21, Jessica got her real estate license, and ran as fast as she could next to some of the most successful agents in Nashville. She seeks knowledge from mentors, classes, and podcasts. She has chaired the Young Professionals Network for her local association and was the youngest female practitioner to be named Rookie of the Year. This year she joined the cast of an HGTV series, “Masters of Flip,” as a design assistant. To get in touch, email jessica@thenashvilleperspective.com or call 615.319.1390.

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 Ask the Hard Questions to Get Results NOW with Ahalya Kethees

How to Ask the Hard Questions to Get Results NOW with Ahalya Kethees

Waiting for the recognition of other people is a downward spiral. What are the hard questions you have to ask yourself to find what fulfills you? Why is it so important to celebrate what you’re good at and what you’ve accomplished? Why is clarity so important? On this episode, we are joined by executive coach Ahalya Kethees who gives us so much value.


The more clear you get, the more confident you become. The more confident you become the more clear you get about something. -Ahalya Kethees

Takeaways + Tactics

The more clear you get about your goals, the more confident you become, and it becomes a virtuous cycle.

Take time to acknowledge yourself for your wins AND drill down to acknowledge the character traits it took to produce the win.

Most people don’t get what they want because they don’t have clarity on what they want.

5 minute ritual

At the start of the show, we talked about success rituals and the power of using a five-minute journal at the end of your day. Gene gave us his tech tip of the week, which is using later.com for your social media posting. We also talked about the confidence-clarity loop, and towards the end of the show, we shared the questions we ask ourselves to get closer to our goals.

We also shared insights on;

  • The power of doing self-acknowledgement
  • How to be strategic and intentional about your inner circle
  • Starting with the end in mind

Goals are key

To get the results you want out of life, you have to have a burning desire to accomplish your goals. Ask yourself if you’re chasing artificial goals that someone else told you to have, or if you’re doing what matters to you. Be honest about where you are now and work on where you want to go. Have the belief that it’s possible and act as if it’s going to happen and be strategic and intentional about your inner circle. When in doubt about what you want, start with what you know for sure.

Guest Bio

Ahalya is an Executive Coach and Facilitator for Tech Leaders and Teams. Go to https://www.linkedin.com/in/coachahalya/ 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.

How To Become A Local Real Estate Rockstar Even If You Are Brand New And Don’t Have Any Customer with Nick Sakkis

How To Become A Local Real Estate Rockstar Even If You Are Brand New And Don’t Have Any Customer with Nick Sakkis

If you think sending an email a month is enough to effectively market to your database, think again. What do you need to do in order to be in front of the right people consistently? Why is Facebook Messenger the new email? How can you find the right people to feed into your database? On this episode, agent and marketing expert Nick Sakkis goes deep on building a wall around your database with good marketing.


I think most Realtors should crumple up the money they spend trying to generate cold leads. -Nick Sakkis

Takeaways + Tactics

Build a wall around your database by running Facebook ads to them. This creates the appearance that you’re “everywhere” for as little as $5/day.

People are continually chasing after the cold leads, but the real money is in the people who already know, like and trust you.

Build your Facebook Messenger list as large as possible, open rates for FB messages are 70-80% right now. Speak to people in the channel they want to be in.

$5 a day

At the start of the show, we talked about how Nick got started and why we’re a demand generation. Next we talked about how powerful $5 a day on Facebook advertising can be so effective. We also spoke about the power of building a wall around your crowd and how to get in front of the right people in the first place.

We also shared insights on;

  • The truth about email open rates
  • How to get in front of the right people
  • How to get people to opt into your Facebook Messenger

Target with Facebook

If marketing was basketball, Facebook would be your point guard. Target a high number of people with exactly what they want and you’ll succeed. You’ll gain the advantage of having people come to you in their time of need, instead of you constantly having to go out and prospect all the time. Learn to build a relationship with the right people and then build a wall around the people who know, like and trust you. If you can’t afford to spend $5/day to target the people that know, like and trust you that will be around for as long as you’re around, just get another job.

Guest Bio

Nick is the co-founder of the Sakkis Group, Nick acquired his real estate license in 2005 where he worked for Prudential Tropical Realty. Nick was born and raised in South Tampa, attending local schools, including St. Johns Greek Orthodox Day school, Plant High School and Hillsborough Community College. Growing up as a two sport athlete Nick developed a strong sense of what it takes to win and be successful. He has brought that same level commitment and perseverance to his real estate business. Go to http://www.sakkisgroup.com/ 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.

The Truth About Multiple Streams of Income (Live Q&A)

The Truth About Multiple Streams of Income (Live Q&A)

People with multiple streams of income start with one engine for their business before they add something new. What misconceptions do people have about this process? What misconceptions do people have about being the digital mayors of their local area? Why is it a bad move to dilute your focus? On this episode, we answer these questions and provide massive values to our listeners.


Before you focus on developing another stream of income, make sure the first one is actually working. -Matt Johnson

Takeaways + Tactics

If you can’t afford good photography for a high-end listing, partner with someone who can.

Most self-made millionaires build their wealth through their business then they get into real estate to preserve it.

Even if you have an online community, the only way to maintain the sense of community is to get people to connect in person.

Online to real life

At the start of the show, we talked about the importance of finding the engine of your business, and why you need to go deep and not wide. Next, spoke about how wealthy people use real estate to preserve their wealth, and the importance of not diluting your focus. Towards the end of the show, we talked about the power of online communities meeting in real life.

We moved on to talk about non-negotiables and how knowing what isn’t an option for you can really help you with your future plan. Greg, Matt and Lane all shared their non-negotiables as well. Lane then explained how Changing Lanes came to be and how being fired six times helped him build his own business. Lane also mentioned the importance of consistency. Then, with a personal story, Lane showcased how helping others can make you more successful. Finally, we stressed how important life is and how making the most of it should be a top priority for everyone.

We also shared insights on;

  • Photography for high end listing
  • How to handle a seller who micromanages a listing
  • The truth about being the digital mayor of the local area

Create your core first

If you focus on developing multiple streams of income at the same time, it’s very hard to focus on one thing and create the core of your business. Before you focus on developing another stream of income, make sure the first one is actually working. It’s impossible to be an inch deep and a mile wide, so have your priorities set before you try to diversify. Remember, the people who have the most money go deep on one thing first.

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.