The Mindset Agents Need During a Shifting Market w/Jeneen Moretuzzo Masih

The Mindset Agents Need During a Shifting Market w/Jeneen Moretuzzo Masih

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Shifting markets put many agents into a panic mode. Why doesn’t value as an agent change in a bad market? What can you do to be among those who thrive in real estate even when the market experiences a slowdown? And how can you get better attracting the right people? In this episode, Jeneen Moretuzzo Masih talks about how a mindset change can make agents transition from survival mode to thrive mode in a changing market.

You are selling your own value, and your value doesn’t go up and down when the market goes up and down. -Jeneen Moretuzzo Masih

Three Things We Learned

Your value doesn’t change no matter what happens to the market

During shifting markets, when everyone is chasing a commission, if you give advice that doesn’t necessarily serve your best interests now but is in the interest of your client, you’re making an investment in a lifetime client. Decisions like these will help you stand out and get more referrals.

You are who you hang out with

The people you hang out with impact your self-image and mindset. If you feel like there aren’t any people in your circle that can help you grow, you have to make a list of desirable characteristics and start searching for people who have them. No matter where you start your search, make sure you listen to what others are saying and analyze their body language. This way, you increase your chances of connecting with them on a deeper level as opposed to simply exchanging business cards.

Be kind to yourself

In the journey to success, many agents end up being too harsh on themselves. But joy is a better fuel than bitterness. It’s very hard for you to make progress when you’re constantly putting yourself down and limiting your fun until you achieve your goals.

Key Quotes

Psychologically, agents have tied their value to a transaction, and the only time they feel they have value is in a transaction. -Matt Johnson

You are only as good as your reputation. -Jeneen Moretuzzo Masih

When you’re working at a high-level and you get tired, working more and disregarding your fatigue will only make things worse. You have to allow yourself to take a step back and find joy in the process. Search for ways to reward yourself and transform discipline into inspiration. In the end, it’s not about making it perfect, but about making it move forward while being happy with yourself.

Guest Bio

Jeneen Moretuzzo Masih is a life coach who focuses on self-actualization, self-love, and leadership. She has over 20 years of experience as a coach, and her mission is to help her clients achieve clarity in all of the aspects of their lives, including business. She is also a former CEO and real estate team leader attorney.

You can find out more about Jeneen here, or you can download her free ebooks here.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

How to Market to the Rich and Affluent w/ Kelly O’Neil

How to Market to the Rich and Affluent w/ Kelly O’Neil

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Most of us want to work with fewer people and target luxury markets. But what makes the targeting process for higher-end leads different? Based on what do the rich and affluent make hires? And what should be our selling proposition? In this episode, Kelly O’Neil talks about how we can attract and retain high-end clients.

Affluent people are more likely to buy services based on relationships. -Kelly O’Neil

Three Things We Learned

Build relationships and authority in your niche

Many people go to marketing and sales courses where they’re told the same strategies. But anything that’s done by a large number of people becomes ineffective because nobody ends up standing out. The rich and affluent usually hire based on referrals or by searching for influencers. They rarely hire people who send cold emails or share their business card.

Immerse yourself in their world

You don’t have to spend a lot of money to hang out in a place where the affluent go. You can take a Bentley for a test drive, or participate in events. The more money someone has, the more selective they get with whom they choose to work with. This translates into actually knowing and liking the people who they hire. And the best way to make the affluent like you is to meet with them face to face.

Sell convenience

The more wealthy you are, the more aware you are of how much your time is worth. Affluent people look for service providers that provide convenience, save time, and make the whole process pain-free and seamless.

Key Quotes

If you aren’t standing out, you are invisible. -Kelly O’Neil

Affluence doesn’t respond only to money but also to time, freedom, and mobility. -Matt Johnson

When you market yourself to a crowd that has a bigger budget, you have to keep in mind that they expect a top-notch experience, one that not only solves a problem but also solves it in the fastest and most convenient manner. And in order to even be considered as an option, you must either be referred by someone or be recognized as an influencer in your industry. As a result, networking and branding should be your main focuses.

Guest Bio

Kelly O’Neil is the CEO of Innovate Media Services, a brand marketing expert, multi-award winning entrepreneur, and bestselling author.

She was featured in Entrepreneur Magazine, Wall Street Journal, Fortune, Forbes, and many other publications. Currently, she’s working on her latest book that you can pre-order here and receive a free chapter.

You can find out more about her books, courses, and speaking events here.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

How to Build a Relationship-Based Business and Create Passive Streams of Income w/Gayle Zientek

How to Build a Relationship-Based Business and Create Passive Streams of Income w/Gayle Zientek

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Many agents forget that real estate is a people-based business and that the relationship comes before the transaction, not the other way around. How can we make lead generation less stressful? How can send-out cards help us touch the lives of our prospects or database? And why should we look into building several streams of passive income? In this episode, Gayle Zientek talks about how she uses send-out cards to sell more homes and which 4 streams of passive income she’s currently using.

If you are the smartest person in the room, you are in the wrong room. -Gayle Zientek

Three Things We Learned

How to make lead generation more fun

Lead generation can be quite stressful, but building relationships and making somebody’s day brighter isn’t. Send-out cards are a great way to make lead generation more fun because you aren’t asking something from people, you’re just giving.

The card should be about them, not you

When you send a card, make sure you don’t make it about you and your business. Use the card to tell a story and tap into people’s emotions. You can put your name and contact information on the back of the card, but don’t transform the card into a real estate brochure.

Invest in a passive income strategy

Agents are always as good as the last transaction they had. As a result, their income isn’t predictable. The best way to make your income more predictable is to invest in passive income strategies. This could involve teaching a course, EXP shares, and retreats.

Key Quotes

Give first, receive later- Greg McDaniel

Where your mindset goes, your body and your mind will follow.-Greg McDaniel

The best form of branding is giving back to the community that we’re active in. This way, each time people see the results of our work, they’ll think about us not only as agents but also as people who are willing to walk the extra mile and take care of their community. Pick a charity that resonates with you and make a donation each time you sell a home.

Guest Bio

Gayle Zientek is an entrepreneur, coach, and Realtor at eXp. With over 14 years of experience in real estate, Gayle shares the knowledge she accumulated over the years at Referrals for a Living.

Her mission is to teach others to build a relationship- based-relationship and make lead generation more fun. You can contact Gayle here.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

How to Convert Facebook Ads to DEALS w/Matt Cramer

How to Convert Facebook Ads to DEALS w/Matt Cramer

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Facebook advertising is often ignored yet is far less expensive than real estate lead aggregators. What can you use to attract attention to your real estate ads on Facebook? Why should agents ask questions about the motivation of the buyer or seller before starting a lead nurturing campaign? And what piece of information can be used to convince online leads to meet you in person? In this episode, Matt Cramer talks about how to convert Facebook ads to deals.

We’re trying to find a few nuggets of gold. We aren’t trying to turn the entire river into gold because not every lead is a winner. -Matt Cramer

Three Things We Learned

How you can keep the cost per lead low

When it comes to online lead generation for sellers, home evaluations still work. But if you want to lower the cost per lead, switch from using a landing page to a lead form on Facebook. This results in lower costs because Facebook likes it when its users stay on the platform.

Don’t nurture a lead without knowing their motivation first

Online leads, like any types of leads, work only when nurtured. The best way to start a conversation is to ask questions about the motivation behind buying or selling. But make sure you don’t mistake your leads’ motivation for their goals. To find somebody’s motivation, you usually have to dig deeper.

Don’t make your leads jump through too many hoops

Longer forms don’t ensure warmer leads. Short format forms are enough to get you all the information you need. There are very few online leads who are looking to buy a house right away, so there’s no use in trying to filter out all leads for a rare type of potential customer.

Key Quotes

You have to follow-up with the leads that are most likely to convert. -Matt Cramer

The ability to mimic and imitate other people is one of the paths to mastering a skill. -Matt Johnson

A home list is superior to videos or photos of a listing because it makes people come to your office for exclusive information. When you show a listing online you give people all the information at once without receiving anything in return. If they see it and feel that they aren’t sure whether they like it, they move on. Giving away information about listings causes you to miss the opportunity of getting qualified leads to meet you in person and ask you for more information.

Guest Bio

Matt Cramer is the former Director of Lead Generation at Perna team and the CEO of Relentless Media. His mission is to provide real estate agents who are struggling with lead generation warmer leads using social media at a lower cost.

You can find out more about how he helps agents increase their revenue here.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

How to Get Free Leads From Zillow & Realtor.com w/Jordan Sibley

How to Get Free Leads From Zillow & Realtor.com w/Jordan Sibley

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Online lead generation works but is costly for both teams and individual agents. How can we increase our chances of converting online leads by using online reviews? Why shouldn’t we invest in online leads if we’re expecting an immediate sale? Why do we need to let people know what we do for a living more often? In this episode, Jordan Sibley talks about online and offline lead generation.

Prospecting hasn’t changed in 50 years. You still have to get in front of people. You still have to pick up the phone. -Jordan Sibley

Three Things We Learned

Many buying decisions are influenced by online reviews

Online reviews matter. Just think about it—each time you want to buy something, you probably look at what others are saying about it. The best way to increase your number of positive reviews is to ask satisfied customers for them.

Internet leads are long-term leads

Very rarely do internet leads turn out to be instant sales. Most people who are looking for homes online do so months before they actually buy or sell a property. As a consequence, you have to build a nurturing system and stick around them until the incubation time is over, and you must also be there for them when they finally decide to make a move.

Let everyone know what you do for a living

Don’t let others wonder what you do for a living. Wear a branded t-shirt. Use an email signature that mentions that you work in real estate. Everywhere you go, find a way to send the message that you’re an agent.

Key Quotes

Don’t dump all of your savings in online leads expecting all of them to buy or list now. -Jordan Sibley

As soon as you get to be obnoxious, that’s when people will start to listen. Before that, they just won’t hear you. There’s so much noise. -Greg McDaniel

Instead of wasting money on Facebook advertising, as everyone else does, go to a place with less competition. The best way to get free leads is to meet with people face to face or make calls. Subscribing to a list of expireds makes it easier for you to persuade the person on the other end of the call because they already showed interest in selling a home. A dialer can help you in your prospecting efforts as well.

Guest Bio

Jordan Sibley is a residential Realtor and the lead Buyer Specialist at The Sibley Group. Her background in marketing enabled her to gain a better understanding of generating leads, both online and offline, for her team. Jordan is currently active in Slidell and Metairie, Louisiana.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your