How To Become A Dominant Force In Your Market by Your Mid 20’s with Sterling White

How To Become A Dominant Force In Your Market by Your Mid 20’s with Sterling White

How do you leverage your assets to give value and solve problems? Why is it so important to out-educate your prospects? How do you maximize your seller lead generation? On this episode of Real Estate Uncensored, we’re joined by the successful young agent, Sterling White, who shares on his work as a real estate investor and Gene Volpe also pops in with his weekly social media tip.


You lead with value first, you answer questions, then maybe they’ll accept self-promotion. -Matt Johnson

Takeaways + Tactics

You always want to out-educate your clients and prospects.

Don’t count Twitter out yet, the platform is due to make some big developments in the live video space.

When door knocking, try presenting yourself with your back to the prospect then turning to face them to put them at ease.

Resources

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Twitter: Don’t Count It Out Yet

At the start of the show Gene Volpe shared his social media tip of the week, and why you shouldn’t count Twitter out. Next we talked about the importance of creating good marketing content that educates your clients. Sterling shared on the work of his company, Holdfolio, as well as how he contacts and communicates with potential clients. Towards the end of the show, he shared how people can partner with his company, and the importance of hiring the right people.

We also shared insights on;

  • How he produces content
  • How he has conversations with sellers
  • How he creates a pipeline of deals
  • The toughest part of building a team

Lead With Value

To build relationships that are mutually beneficial and truly effective, lead with value first, and create content that really makes a difference. The benefit of this is the results will always drive traffic back to your organization, and make you look great. Your prospecting should be condensed, niched and well-researched prior to you taking the time to door knock or call. Strengthen this by hiring smart, high-quality individuals to take things off your plate so you can focus on maximizing.

Guest Bio

Sterling White is a young successful Real Estate Investor, Developer and Philanthropist. He has been involved in the real estate market for numerous years, and has seen the many opportunities it can hold for astute investors. Email him sterling@holdfolio.com, or find him on Facebook or follow him on Instagram @sterlingwhite_.

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 Bay Area Top Producer Michael Young Built A No-Complication Business

How Bay Area Top Producer Michael Young Built A No-Complication Business

Real estate is a very simple business but it’s not easy. Why is it so important to self-generate your own business? How do you make your clients feel unbelievably cared for? What attitude should you have towards debt? On this episode we are joined by Michael Young, who shares his strategy, tactics and the practices that have helped him succeed in the real estate game.


If you generate you don’t have to tolerate. -Michael Young

Takeaways + Tactics

The complication for agents comes from running away from the simple but difficult things.

Your goals have to be bigger than your challenges.

If you can’t learn about debt when you first start, then you’ll never learn about it.

Resources

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Get Out The Way Ego!

At the start of the show, Michael shared on his career, and the importance of showing people that you care. He also shared on the difficulties of real estate businesses, and how to overcome them. He also shared on how he approaches property investment, and how to get the engine for that going. Towards the end of the show, we discussed how ego gets in the way of self-improvement.

We also shared insights on;

  • Self-generating the business you want
  • Balancing investment with your real estate business
  • Why it’s a major mistake not to use debt right now
  • The power of learning from the best

Simple But Not Easy

What you do in private is what will get you the accolades in public later. This applies to the real estate business, which is simple but not easy. If you want to succeed, your goals have to be bigger than you challenges, and you should check your ego and allow yourself to learn from the success and intelligence of people are ahead in the game. Remember if you don’t want to tolerate, you have to self-generate your business.

Guest Bio

Michael is the founder of Princeton Pacific Properties. They provide excellent client service, in-depth knowledge of the ever changing California Real Estate market, and the experience of thousands of completed transactions. Go to princetonpacificproperties.com for more information or email michael@princetonpacific.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 Achieve Traction & Scale Up Your Real Estate Business with Mike Paton

How To Achieve Traction & Scale Up Your Real Estate Business with Mike Paton

When there are multiple operating systems in a business, all heck breaks loose. How can everyone get on one page and have core values to always refer back to? How can entrepreneurs position themselves for scalability? How can you get the best out of the visionary-integrator relationship? On this episode of Real Estate Uncensored, Mike Paton is here to talk about achieving traction, EOS and the mindset you need to succeed.


No one is ever going to achieve perfect symbiosis with another organism, it’s a lifelong journey. The minute you quit working at it, you’re screwed. -Mike Paton

Takeaways + Tactics

A strategic plan needs discipline, accountability and clarity of leadership.

When you have a 20 person company, you can’t have 19 people that never need management.

If you trust your integrator to execute on the vision, you have to give them the authority to make the decision when you don’t agree.

Resources

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Ask Questions

At the start of the show, Mike shared on EOS and how it helps people get traction and map out the day-to-day of the business. He also talked about the new book, Get a Grip and how it helps people achieve simplicity and clarity. We also discussed how the lack of emotional intelligence affects how people handle disagreements in business, and why it’s good to be the person asking all the questions.

We also shared insights on;

  • The visionary vs. integrator dynamic
  • The power of having core values to refer back to
  • Why agreeing to disagree can kill your business

6 Key Components A Company is Built On

There are 6 key components that a company is built on; vision, people, data, issues, process, and traction. The right system won’t be another weight on your business – it will bring simplicity and clarity, which allows for discipline and accountability. To keep everyone on the same page, core values are the necessary glue that binds everyone together. As a leader, be willing to be the quivering mass of flesh who asks all the questions.

Guest Bio

Mike has spent a lifetime learning from and sharing with entrepreneurs. The product of an entrepreneurial household, Paton cut his teeth in banking before running (or helping run) four small, growing companies. For the last eight years, he’s been helping entrepreneurs clarify, simplify and achieve their vision by mastering the Entrepreneurial Operating System® (EOS).

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.

 

Building A Lifestyle Real Estate Business with Jeff Cohn

Building A Lifestyle Real Estate Business with Jeff Cohn

Have you reached a point where your work/life balance is way off and you have no freedom? Are you doing the things you love on a day-to-day basis? Is your fear of failure stopping you from growing and learning? If you answered yes to any of these then Jeff Cohn is here to help you! On this episode Jeff shares on going from the grind to building a lifestyle business. You will learn how to implement his transition and some tips to start tipping the scales back in your favor.


The people that make it big learn a lot and apply a lot, and you get to a point where you’ve learned enough that you don’t have to be the one doing everything. -Jeff Cohn

Takeaways + Tactics

Figure out the part of real estate that you really enjoy – and look for ways to outsource everything else.

Know your hourly worth, and look for ways to hire out anything that falls below that value.

The missing component for most people is the willingness to build an actionable plan and then executing on it.

Resources

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Do What You Enjoy Within Your Business

In this episode we began with Gene Volpe giving us a great tip on how to invite people to like your Facebook Business Page who you are not friends with. Jeff Cohn then discussed his history as a realtor and how he reached the point where he decided that he didn’t have the business life he wanted, and how he went about creating his business. Jeff went on to give us a list of book recommendations that you can read to help you make this business life shift. Later in the episode Jeff discussed with us why he still goes to listing presentations and how important it is to still do the things you enjoy if it makes financial sense. We finished up by discussing the importance of not being afraid to put yourself out there and ask people for help.

We also shared insights on;

  • Flat-Rate Expansion
  • What a business model is
  • The importance of being comfortable in your own skin
  • How you can learn some of the most important lessons through failure

You CAN Have It All

Working less and living a happier life is a possibility. You don’t need to let go of everything, just limit yourself to things you enjoy. When you go about making this change in your life you have to be willing to take one step back to take three steps forward though, whether that be paying for leads, adding an agent to your team or adding an admin assistant. All of these things can be scary, but you have to take risks if you really want to grow both as a business and as a person. Don’t be afraid to ask people for help, most people who have been successful will be happy to help you start living your dream life today. Life is too short to live it doing the things you don’t love, so get out there today and start taking control of your destiny.

Guest Bio

Jeff grew up in Omaha, Nebraska and graduated with a Bachelors of Science degree from the University of Nebraska at Omaha, with his course of study including classes in real estate. As Nebraska’s #1 Team, Jeff’s group sold over 100 million dollars in real estate and over 600 sales in 2016. Jeff works as the Owner and Team Leader and is engaged in team development, coaching and recruiting. He believes in saving client’s time and money by implementing the most advanced marketing techniques available while applying the latest negotiating strategies. For more information head over to Jeff’s Linkedin page; https://www.linkedin.com/in/jeffmcohn/ or go to http://eliterealestatesystems.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.

 

Negotiating: Never Split the Difference with Chris Voss

Negotiating: Never Split the Difference with Chris Voss

The art of negotiation is making the other person think they had the idea in the first place. Are your skills up to scratch? Do you know how to deal with a client who is just downright not receptive? In this episode, hostage negotiator and all-round genius, Chris Voss shares with us his experience of negotiating in the toughest situations, and how negotiation can be easy when you know all of the tips and tricks the specialists use.


The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. -Chris Voss

Takeaways + Tactics

In so many deals, money is important, but it’s not the MOST important element in a deal.

Starting with a cold read is a powerful way to start any negotiation, you’re looking for a “that’s right” response, OR they correct you.

The avoidance of loss is twice as powerful a motivating factor as the pursuit of gain.

Resources

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The Art of Negotiating

In this episode we began with Chris Voss telling us about his history in the police force, and how he became a hostage negotiator. He then went on to share with us the art of negotiation. We discussed the soft approach in negotiation and how you shouldn’t always try to go directly for your end goal. Following on from that we discussed how important it is to give the other side the illusion that they are in control. Later on we talked about the importance of letting them know personal information about yourself and how important it is to tap into emotions. Towards the end of the show, we spoke about tactical empathy and the important difference between someone saying, “That’s right.” Rather than, “You’re right.” We finished off by talking about mirroring and repeating the last three words that someone has said to you.

We also shared insights on;

  • The use of first names in negotiations.
  • How to deal with a last minute change of heart
  • How NO fits into the negotiation strategy
  • How to get over that initial resistance

Emotions Trump Money in Negotiating

Emotions are the most powerful tool in negotiation, more important than money. It’s important to present yourself as a real person, so you can tap into the emotional undercurrent of the person. One of the key elements of negotiation is letting the other person feel as though they are in control of the conversation and you can do this by letting the other person speak first. If you do it this way you, are already in the process of gaining the upper hand.

Guest Bio

Christopher Voss is an American businessman, author, and professor. Voss is a former FBI hostage negotiator, the CEO of The Black Swan Group Ltd, and co-author of the book, Never Split the Difference. He is an adjunct Professor at Georgetown University’s McDonough School of Business and a lecturer at the Marshall School of Business at University of Southern California. For more information head over to his website; http://blackswanltd.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.