In this episode, we learn the basics for building a monstrously successful company. Do you know how to hand a client off while keeping them comfortable? How do you start? How do you build a team that can grow and succeed? In this episode we are joined by Stacie Peterson who breaks down how to build a seven figure team and dominate your industry.
One thing I see people doing wrong is they just start spending money like crazy. -Stacie Peterson
Three Things We Learned
Put your people where they’re best When you’re building a team, make sure they are where they will do their best. Let people be specialists. When everyone is doing what they’re best at, it allows you as the team leader to focus on what is most important, so everything runs more smoothly and you look your best as a company.
Be careful when you pass clients to other people in your company Nobody likes to feel like their being handed off, but there are ways to deal with this. Make sure that they know you’re still working with them, but this other person they’ll be working with is a specialist that will make the whole process better. This is where people like titles, so make sure that you explain what’s happening clearly because new buyers are nervous.
Lead with revenue If you don’t lead with revenue, you’re going to be in the hole every single time. Make sure that you’re making money so that you’re actually able to hire staff to clear up your time to make more money. When you don’t lead with revenue, it’s risky because it’s an up and down business.
You can’t put the wrong people on the wrong seats on the bus. –Greg McDaniel
Systems allow us to say to the client ‘this is our system, I’m available here, he’s available here’ and it just gives us some freedom -Matt Johnson
Building a team where everyone is at the top of their game is the backbone of success, but it’s not the only thing. It’s important to assemble a team of specialists, make sure your clients are comfortable and taken care of, and make sure you’re secure in the industry. When people are positioned to own their work, their work will show and the company will grow.
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.
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.
If you want more information from Dan you can find him at email@example.com or train live with Dan at agentacademy.com
Human beings are conditioned to focus on the negative. How does this only lead to more negativity in your life? Why are our thoughts so powerful? What are the three steps to making your dreams come true? On this episode, we talk to author, coach and speaker, Dr. Hank Seitz who shares how to make the universe your own personal Amazon, and becoming happy for no reason.
99% of everything we create starts with our mind, 1% is inspired action.– Dr. Hank Seitz
Three Things We Learned
Bad things are blessings
It’s so necessary to figure out the what and the why of what we want because that will allow things to align so that the who, when and where are done for us ask. Even the bad things that happen to us are a blessing because they birth what we do want, and allow course corrections.
Thought, Energy and Experience
There are three steps to making your dreams come true. First you have to have the thought, then you have to apply energy to the thought, and finally this leads to matter or your reality.
Change what you say
If you want to change your life and get what you want, you also have to change what you say and your verbiage. A lot of the times we use negative words which are low vibration. Start using higher vibrational words, like saying “things will play out” instead of “things will work out.”
If you have the power to think it, God has the power to deliver it into your experience at the perfect time in the perfect portion.– Dr. Hank Seitz
The way you see things, colors everything in your day.– Greg McDaniel
Most of us think asking for what we want is just about stating it out loud, but it’s also about the thoughts and language we cultivate within ourselves. The more you cultivate the good things, the more you’ll attract cooperative components to create the life you desire. If you just keep on thinking about what you want and have the trust and faith that things will happen in your favor one step at a time, things will change. Start expecting a little more of what you want everyday and start asking for miracles. If you can allow, believe and expect the good things, they will surely come to you.
Dr. Hank is a bestselling author, coach and speaker. He was recently named America’s Premier Expert in Business and Performance Development and is also a best selling author. His most recent book “The Happiest Man In The World”, is an autobiography that shares with the reader how they too can overcome any and all challenges and be happy and thrive in their lives. To get in touch, go todrhank.biz or call 214.753.7204.
A lot of people in real estate can’t differentiate between a database and a list of suspects. How does seeking relationships solve this problem? Can you sell a prospect on your ability to negotiate and solve problems? Why are relationships at the center of any strong real estate business? On this episode, we answer these questions in a live Q&A session.
A lot of people make the misconception that if they have a list of contacts it can have the same effect as someone’s database, and of course that’s not true.– Matt Johnson
Three Things We Learned
Use Instagram to give people an inside peek into what it takes to be you
Don’t just post about open houses, you have to sell the whole neighborhood. A lot of what you do is interesting so why not take photos of that and show it to your followers?
Present on What Prospects Care About
Being able to effectively solve problems and negotiate are intangibles the your clients don’t really care about. What they care about is your marketing and ability to launch their home onto their market, whether they like you and if you like their home.
There’s a difference between a database and a list of suspects
If you have a relationship with a list of people, that’s a database. You only have a true database if people know who you are and there’s some level of connection and maybe even trust and likability.
If you’re involved in any way in real estate there’s gotta be something you’re doing everyday that you can snap a quick photo of that people would find interesting. – Matt Johnson
If we go in and try to make a presentation based on what we think they should care about that’s going to fall flat.– Matt Johnson
Effectively solving problems and negotiating are two things that are very difficult to put across as a competitive edge or the reason why someone should hire you as an agent because they are very intangible skill sets to prove. Real estate as a profession exists because people don’t want to know about the problems. If you really want to convince someone that you’re right for the job, show them your ability to launch their home onto their market. Remember what we think they should care about is not what they actually care about. Also bear in mind that the basis of a database isn’t a list of contacts, but the existence of a relationship.
When you want to be successful in your local market, you need to always stay on top of your marketing and lead generation. What are the most effective ways for targeted segment marketing? How do you make an open house successful? And how do you manage your team effectively? Dan Lesniak joins us to talk about this and more.
I started with one condo building. Those buyers were moving into bigger condos nearby or town homes. I ended up getting 50% of the market share in that condo building in my first year.– Dan Lesniak
Three Things We Learned
Keep it personal
When putting yourself out there, it’s important to keep a presence in your local community. That helps with your lead generation and networking and it means that you create rapport with potential clients even before meeting them.
Perfect your open house strategy
There is a lot of advice out there on how to make your open houses effective. Cherry-pick all the best tips and make them work for you. Scope out your market, know your agents and that way you’ll have more successful open houses than before.
Think outside the leadership box.
There are different ways in which you can make your team work and these all depend on the specific personalities of the people in your team. Don’t just stick to a 9-5 work routine. Use Google Hangouts, phone calls, emails and other ways to work from a distance. The more ground you can cover as a team the better.
You don’t want to go for the ‘easy’ button, you want to go with the ‘logical’ button.– Greg McDaniel
Getting out, going face-to-face, belly-to-belly with these people – nothing’s ever going to take the power of that away.– Greg McDaniel
When you think about marketing, it’s important to remember that building rapport starts before you meet the client. Make a name for yourself in the community you want to work in, the more you work towards becoming a household name in the world of real estate, the better. Don’t underestimate the power of face-to-face interaction. No amount of digital communication can ever replace sitting next to someone at a barbecue and talking about your interests. Finally, trust your team and keep communication open with them – you never know where the best advice will come from.
Dan Lesniak started his real estate career in 2011. Since then, he has become one of the most productive agents in the country and his grand total adds up to $250 million in sales. Dan’s tactic is creating tailored programmes and backgrounds for his clients to reduce risk and engage with his market. Dan has lived in Arlington, VA since 2007, but he serves all of DC, Virginia and Maryland, focusing on Transit Oriented Development along the orange line of the metro. He’s the founder of Orange Line Living and Optime Realty.
Being a new agent in the business can be intimidating and scary. Where do you even start? How do you handle old leads? Should you build your own website or work with a company? On this episode, we are joined Misty Weisenberger and Neely Freeman who share the most important steps to get your business off the ground.
The culture does absolutely matter and if you have the right culture you’re going to attract the right people. If you’re a team leader, you’re going to attract the right agents who are going to fit that culture.– Matt Johnson
Three Things We Learned
Have a game plan.
Before you start your business, make sure that you know where to start. A step by step outline of everything that you need to do will help organize your time and your mind and allow you to keep track of your progress as you move forward.
Get information wherever you can find it.
Find people who are already succeeding and see what they’re doing. Find podcasts or videos online from people in the industry. If there is a resource out there that can teach you something new and valuable, find it.
Always come from a place of value.
No matter how new you are, or how much experience you have, it’s important to know that you bring value. You have an individual point of view and a brain, don’t forget it.
Take in as much as you can. It’s going to be extremely overwhelming, but watch the successful agents around you.– Misty Weisenberger
You have to understand that you have a very valuable skillset that a lot of people are going to latch onto. – Greg McDaniel
It’s hard to start new, and it’s even harder to thrive, but today we talked about some great first steps you can take to succeed. It’s more than just hard work, although there’s lots of that too, it’s about educating yourself and planning. With a good game plan, some information and confidence, you can get your business off the ground.