Changing Lanes: Staying on the Road to Success with Lane Ethridge

Changing Lanes: Staying on the Road to Success with Lane Ethridge

Changing directions in your life can always be very intimidating process. How do you make it easier? What’s the importance of consistency and embracing your failure? And why should you value even the smallest things in life? Join us for an inspiring talk with motivational speaker Lane Ethridge about finding the drive to succeed, how helping others helps you and so much more.


You have to have the lane you want to find and you can change it as many times as you need until you actually get in the right direction. -Lane Ethridge

Takeaways + Tactics

Gratitude is the #1 thing that will overcome fear of rejection or cold-calling.

Work on 1 new stream of passive income each year.

If you’re not overwhelmed, you’re underperforming.

Non-negotiables; gotta have em

We started off with Lane telling us a bit about his background and his development as an entrepreneur. Lane explained how he got started with real estate investment and his experience with coaching. He then shared the best books he followed and the mindset he adopted on his way to success. Afterwards, Lane talked about how the DRIVE acronym relates to passive-aggressiveness and some common sales techniques. He also mentioned the importance of striving to outperform even yourself but then leaving everything behind when you go to sleep. We also mentioned how getting doors slammed in your face can increase your determination.

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;

  • Being clear and specific about your goals
  • Following the DRIVE to success
  • Learning network marketing to make profit
  • The three-step pattern – impossible, improbable, inevitable
  • Regarding sales as relationships
  • Honoring your mentors by producing great results
  • The significance of the number seven
  • Making the best of bad days and seeing the other side of the coin

What is your goal?

Before you start on a new journey, make sure to always clear up your goals and ideas. Without a direction, you’ll end up getting nowhere. Find what makes YOU and your vision of the future unique and see how that’s best utilized. Sometimes that’s not in the job you are in right now – it does take courage to pick up something new, however if you find that courage, the benefits you reap will be worth the failures and the closed doors along the way.

Finally, take notice of the people around you.There will be great mentors along the way – listen to their advice and honor it by producing the best results, because then it will be an achievement for them as well. Value human life and talk to those around you openly and honestly. You never know when it might be a case of saving someone’s life. Think about yourself too. Find something to be grateful for every day that will give you the motivation and strength to carry on even in the darkest of times.

Guest Bio

Lane Ethridge is the founder of Changing Lanes International, a 4X National Bestselling author, transformational speaker, professional sales trainer and innovative entrepreneur, Lane helps committed entrepreneurs accelerate their success. He is a phenomenal visionary as a creative marketing and speaker trainer. He founded Changing Lanes International, a business around empowering entrepreneurs to maximize their gifts and skills to drive their business forward. Lane excels as a premier coaching leader, personal coach and mentor for his clients. Find out more about Lane and Changing Lanes http://laneethridge.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 Market Like a Maniac: Revolutionary Real Estate Marketing with Barry Coziahr

How to Market Like a Maniac: Revolutionary Real Estate Marketing with Barry Coziahr

Many agents are insecure when it comes to marketing their properties online. How can we work towards developing a balance between old school and contemporary digital marketing? Does it need to cost thousands of dollars to have a good marketing strategy? Why should we write our property descriptions more like our dating profiles? We sit down with marketing guru Barry Coziahr to bust some popular myths about successful business marketing.


Your communication skills and your ability to build relationships are key in any sales business. -Barry Coziahr

Takeaways + Tactics

When it comes to real estate marketing, think outside of the box. Don’t just show people what they can see on Google Street View.

Look at other industries and see what strategies they’re using to attract clients.

Write the descriptions of your homes as if you’re writing them a dating profile. They need a personality, not just soulless facts.

If you know how to use the right tools properly, marketing won’t necessarily cost you thousands.

Resources

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Postcard Mania

We started off this episode with Barry’s background in marketing and the unique model PostcardMania has developed with its clients and growing businesses. Barry also had a few thoughts on how classic direct marketing can now be reinterpreted for the digital age. Gene Volpe then shared his tip of the week, which was to observe marketing strategies by big successful companies like Disney and the techniques they use to influence their audience’s perception and trigger nostalgic feelings. Barry agreed that this is an effective method and we talked about how an equivalent of this can be applied with postcards and with any other marketing strategy online. We then discussed the importance of thinking outside the box when it comes to real estate marketing. Gene pointed out, and we agreed that success lies in building a marketing plan for every property you manage. Finally, Barry talked about what makes a good, effective website and how public speaking can help develop your attitude, not just towards marketing but also real estate in general.

We also shared insights on;

  • The benefits of Direct Mail 2.0
  • The importance of visual communication
  • What makes a good Call to Action
  • How good local knowledge can benefit an agent
  • Creating low-cost, consistent marketing plans
  • The right way to budget for real estate marketing

Marketing is needed

Even if you’re the greatest real estate agent in the world, no one will know unless you market yourself property. Good, reliable real estate marketing is all about giving your properties a personality and not just a bullet list of statistics. Consider what’s unique about that property and about the channels on which to present it. Learn how to use all the tools available to you – like Facebook Live, which is booming in popularity at the moment. Some of the best social media strategies can be either free or remarkably cheap, so no need to splash out on expensive marketing either. Thinking outside the box is way more valuable than money and can bring you a lot more success, too. Don’t forget to look at other big names in other businesses and see what they do to attract their customers. Once you fine-tune your marketing to your audience and understand how to engage their attention in an instant, then your success is as good as guaranteed.

Guest Bio

Barry Coziahr is a marketing assistant with 15 years of marketing experience, based in Clearwater, FL. As PostcardMania’s National Speaker and Marketing Specialist, Barry is a sought-after speaker, educator and marketing consultant, specializing in small businesses. He is also the host of Real Live Marketing, ranked as a new and notable podcast by iTunes in 2014. Barry has trained and consulted more than 10,000 small business owners and delivered over 1,000 seminars all over the United States. His presentations demonstrate proven marketing tactics using real-world examples and case studies to help small businesses and nonprofits market themselves successfully. Find out more about Barry at barrycoziahr.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 One Email Can Change Your Business: Successful PR for Anyone with DIY PR Maven Christina Daves

How One Email Can Change Your Business: Successful PR for Anyone with DIY PR Maven Christina Daves

Even if you deliver the best service in the world, nobody is going to know about it unless you publicize it properly. What’s the best way to get your name out there? Does getting good publicity necessarily cost millions? And how do you make sure to grab the golden opportunity when you see it? Find out the answers to these questions and many more as DIY PR guru and award-winning entrepreneur Christina Daves talks through her success story her top tips for successful free PR.


Publicity gives you visibility. Visibility gets you customers. Customers make you money. So at the end of the day, it’s all about visibility. -Christina Daves

Takeaways + Tactics

The first step in getting PR is to start local.

There’s a media outlet for everyone. Do your homework and know your media outlets.

Think out of the box – look for unique ways to link yourself and your listings to celebrity, history or other attention-grabbing factors.

Become your Community Ambassador – know your market and its history

Just ASK, what’s the worst anyone could say?

Resources

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HARO

We started off the episode with a lucky story about a million-dollar listing. Christina then joined us to talk about the importance of good PR and visibility to increase revenue. We also talked about HARO and Christina’s top tips on doing HARO right – completely free. Christina then told the story of her own business and her experience of appearing in local and national publications, including The Steve Harvey Show and Dr. Oz. She pointed out the importance of thinking outside the box, no matter whether you work nationally or locally. We mentioned how important it is to keep your email communication focused – short and sweet is the best way to go. Christina pointed out that with any media relationship you have to be consistent and think outside the box to be noticed. Finally, we mentioned the importance of having the right mindset and understanding that nobody wants you to fail and that if anyone does, the best thing to do is to shut them off and keep on with what you’re doing.

We also shared insights on;

  • Benefits of good Twitter interaction
  • Failure on the path to success
  • Breathing life into your local area through good stories
  • The art of grabbing the golden opportunity
  • Becoming a valuable resource for journalists and producers

Publicity is a Necessity

The importance of good publicity should never be overlooked, because that’s what gets you your clients and, ultimately, your revenue. Invest your time in understanding your local community and find out how to put your name out there – that way you can get referrals from channels you might not have even considered before. The history of your local community is what brings it to life. You can’t just stay focused on the sale; remember that people are attracted to good, believable stories. The best kind of PR can be free and if you are a community ambassador, liaise with journalists and producers and have a clear idea of the right audience for your message then business success is waiting just around the corner.

Guest Bio

Christina Daves is a serial entrepreneur, award-winning inventor and a best-selling author and speaker. She’s the founder and president for CastMedic designs, manufacturing MediFashions, which are award-winning accessories that make medical boots fashionable. Christina uses free publicity to appear on over 250 media outlets and continues to cultivate techniques for using PR as a vehicle to exponentially increase revenue. She has appeared on the Steve Harvey Show, Dr. Oz and local news affiliates of NBC, CBS and FOX. Christina’s vision is that anyone can start and run their own successful PR campaign. To find out more about Christina and her ideas, visit www.prforanyone.com or find her on her personal website www.christinadaves.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.

 

Recession Proof Lead Generation: A Different Approach to Prospecting with Michael Higdon

Recession Proof Lead Generation: A Different Approach to Prospecting with Michael Higdon

Many agents shy away from difficult sales, but if their entire market is made up of those sales, they find themselves stuck. How can we approach lead generating in such a market? Why does building a network of estate attorneys benefit your business? Can finding the “problem child” in a family of executors really help you make that sale? We sit down with Michael Higdon who shares his experience of successful prospecting in a difficult market.


If you can pick up one to two great estate attorneys every month or every two months, you’ll be like Michael Young. -Michael Higdon

Takeaways + Tactics

With the competitive market nowadays, clients often know that they can get top dollar by selling themselves. Go the extra mile to convince them how and why they need YOU.

Have your list of go-to contractors as referral points – it’s a good way of establishing trust.

When you’re going after a database of recently deceased homeowners, you have to always approach it with extreme empathy.

Resources

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Prospecting

We started the episode with Michael giving us a bit of his background and why he decided to branch out on his own. We then talked about how to deal with very specific objections, some of which might seem insurmountable, in a way that can still secure you the business. In his tip of the week, Gene Volpe talked Google Keyword and how we can use it to our advantage. Michael then shared some of his insight about working with estates and executors and how to create and manage this database of potential clients. We discussed Michael’s selling routine and how he gets almost no expireds/cancels as a result. Michael also talked about how a good network of estate attorneys can only benefit you in the long run. Finally, we discussed new ideas about database prospecting and scaling up by setting yourself new goals every quarter.

We also shared insights on;

  • The importance of regular follow up
  • How FSBOs are actually selling in the current market
  • The role of compassion when dealing with estates and executors
  • Benefits of seeking out the “problem child”
  • Scaling up sustainably

Make a Good Impression

Successful lead generation in any market requires persistence and patience. Estates and executors can turn into very successful connections – if you work with them properly. A good impression can create more sales for you in the long-run, so make sure to exercise extreme empathy when dealing with these difficult situations. Seek out and build your own network. This instigates a feeling of professionalism in a client and convinces them that you are the right person for this job and they wouldn’t be able to do it without you. You need to make yourself indispensable and instill confidence and professionalism. Finally, always look for ways to develop, not just your business but yourself as well. When you reach a milestone, always set another one right after because continued and sustainable growth is key to success in real estate.

Guest Bio

Michael Higdon is a realtor in the Louisville area with over 16 years experience in real estate. Michael’s goal for 2017 is to help 100 buyers and sellers accomplish their goals. His promise is a full-time commitment to the sale and a wealth of local knowledge to help carry through even the most difficult sales. Michael also believes in embracing technology but not losing the personal touch as his website is equipped with a lot of resources, however he always makes sure these never replace spending time with the client. To find out more about Michael, email him at michael@michaelhigdon.com or visit his website michaelhigdon.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.

 

Thinking BIG: Setting and Attaining BIG Goals in Less Time with Dustin Parker

Thinking BIG: Setting and Attaining BIG Goals in Less Time with Dustin Parker

Many agents miss out on profitable leads because they’re not following up with their lead generation. Is calling a lead five times really enough to get you business? What’s the importance of the team you work in? And can chasing expired leads be profitable for any real estate agent? In this episode, the winner of the Delaware 40 under 40 Award, Dustin Parker talks about his real estate career and some important tips on succeeding in a small yet highly varied market.


We can close the transaction much smoother and much easier with what we know best. -Dustin Parker

Takeaways + Tactics

Building the right team may be the key to success, so always make sure you’re working with people whose views and mission match yours.

80% of business is done between the fifth and twelfth time you contact a lead. If you give up on the fifth call then you will lose a lot of business.

Selling is a lot easier when you engage with the local community. Continued curiosity in your area is essential for success.

While you can pay for a lot of good lead generation software, Facebook has relatively low prices and a great outreach, so use it to its maximum.

Resources

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Chase Expireds?

We started off with a conversation about chasing expired leads. Dustin explained how he got started in real estate and how the first experience of chasing expireds was a bit intimidating, however it does get better as you do more of it. He then talked about the team dynamics and the market he works in – showing how even a small market such as Delaware can have a multifaceted real estate identity. We pointed out the importance of continued education and curiosity about real estate and how that can help a business develop. Dustin then explained his main tools for lead generation and how his team is in the center of both the marketing and the appointments in his business. Finally, we discussed how getting involved in the local community can benefit any agent and how lead generation can be scaled up from any point.

We also shared insights on;

  • Competitors’ views of chasing expireds
  • What lead generation means for a new agent
  • The benefits of hiring inexperienced agents
  • Simple marketing through Facebook Live
  • Difference between buyer specialist and a listings approach

Motivation is the Key

Your team and your motivation are the key to your success in real estate. If you don’t work with the right people, then you won’t get the results you need. A strong group impression is key to impressing a potential seller. While not all leads may lead to a sale, you can never know which call will be the golden one that leads you to that appointment. If you fail to chase up on your leads, or give up after one call, then you’re sure to fail. Consistency is key and by putting your name out there, you’ll not only profit financially but you will also make a name for yourself in your local market. Engage with curiosity and a thirst for knowledge and don’t miss out on your chances to utilize the tools available so you can reach your full potential.

Guest Bio

Dustin Parker is the CEO of The Parker Group and the winner of the Delaware 40 under 40 Award. After a successful career in education, Dustin has discovered a real passion for real estate, becoming one of the leading realtors in the state of Delaware. His mission is to make the process of selling a property as easy and enjoyable as possible. The Parker Group incorporates state of the art technology and markets to an expansive, yet targeted group of potential buyers. Apart from his real estate business, Dustin is also involved in many non-profit organizations and is constantly looking for ways to give back to his community. Find out more about Dustin and The Parker Group on www.sellingsussex.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 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.