You can connect with Ann here

Check out Ann's podcast here

The following is a transcript of the first 3 minutes of our interview 😎

Well, hi, everybody, and welcome back to the show. I'm with Ann Carden, and good morning. How you doing?

Good morning, I am doing wonderful, right? Thanks so much for having me on. Hi, everyone.

And we're about to see you in the world today, Ann.

I am in the United States. I am in the state called Missouri, the Midwest.

Yeah, absolutely. Tell us a little bit about what you do. I'm really excited to have this call because I know that you offer some special ideas around content and what real estate agents can be doing to grow their business and their income.

And I'd love to get into, you mentioned just before we press record about creating multiple income streams. I'd love to learn a little bit more about that. And I'm sure my listeners would as well. So yeah, tell us what you do.

And also tell us maybe how we can reach out and connect with you. What's the easiest way to connect with you?

Yeah, the best way to connect with me is to go to my website at annlcarden.com. There is an L in my in my website, but that's the best way because I have lots of resources there. I've you can really find out a lot.

I also have my podcast there as well, which I go into a lot of marketing and sales strategies and things like that in my and I interview other experts. So my expert in your podcast is also hosted on my website.

So there's that's the best way to reach me or if you want to have a call with me, you can book a call there.

I'll include those links in the show notes. Sounds great. Yeah. So tell us a little bit about what you do specifically.

Yeah, so I have two sides of my business. I've been an entrepreneur for 34 years. This is my sixth and seventh business. I've sold five previous businesses. And I work mainly with people that are experts in their field who want to either start a coaching or consulting program, or they want to monetize in other ways.

So that's one side of my business of people that want to grow and scale their coaching and consulting professional service business. So that is one side. The other side of my business though, is I also help people really stand out in their market, in their marketing, and build really an expert and influence marketing platform.

So they are really seeing at the top of their industry where they can get the best clients, the best opportunities, either playing a bigger game. And so that is the agency side of my business.

Right, right. Well, I'm sure you've made plenty of observations about realtors, as we call them here in North America, or real estate agents. What are some of the things that, well, maybe I could ask it this way.

If you were a realtor, what would you be doing to stand out in your market? Because right now it's so competitive. And we're coming off a little bit of a boom in many parts of the world where there's been a lot of property for sale, and then the number of agents grew, and now there's not as many properties for sale, but there's just as many agents.

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Special thanks to Rachel Adams Lee for such a great interview!  LOTS of gold here.

BIO: She is a small-town girl making moves! Top 1000 Realtor in the US, multi-passionate entrepreneur & a boy Mama of 3. She runs multiple 6 & 7-figure companies with her hubby and lives life on their terms! She loves helping others tap into their true potential and build the business of their dreams. Facts: Positivity is her jam. You can find her snuggled on the couch in yoga pants, hair in a messy bun with her laptop! She is 5ft tall, love all things social media, is obsessed with having a healthy marriage, and thinks Nutella should be its own food group! Fun fact: She just lost 50lbs postpartum!

Connect with Rachel on Social:

Instagram

Facebook

Youtube

Real Estate Website

Coaching Website

Mailing address: 548 Gibson Dr #200, Roseville California USA. 95678

Here area few topics and ideas Rachel is passionate about:

-My personal journey with self-development

- Social Media Tips to beat the algorithm

-How to grow your following

-How to convert a follower into your next client

- The importance of who you surround yourself with

- Setting personal/professional boundaries

-The value of a mentor

-Time-Blocking

-The power of Positive affirmations

-Creating a powerful morning routine

-Defining a healthy relationship standard

-How to build a life by design

-The importance of systems/scripts in your business

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Mindy brings a fresh approach to a proven traditional model and I'm always happy to profile innovation and leadership

Mindy is a seasoned leader who has a passion for growth. Growth of business, growth of people, growth of herself. Her forte is being able to 'see' strategically and then translating this into execution. Mindy delivers results through and with people, investing in them and building their capability to succeed.

Mindy has an impressive background in a variety of industries, with extensive experience in management, publicity and sales. Possessing an adaptable personality, she has adjusted and refined her skills across widely varying cultures and demographics, having worked in Australia, United Kingdom, United States of America and the United Arab Emirates.

Naturally adept at networking and acquiring new business, her consistent and overarching goal is to continually grow and improve the company’s presence and reach through collaborative vision and exploring innovative business strategies.

Reach out and connect with Mindy here

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

The 'Magic Window' refers to the time between when the listing appointment is made with the seller and when you meet.  Might be a couple of hours, might be a week. In this episode, I share a strategy that works beautifully especially in a 'cold' contact situation where you have not met the seller.

Discover the power of AI-Driven marketing to set you and your brand above every other agent in your area.

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

In this interview, Ray shares his best ideas, strategies and advice

Sign up here for Ray's free lesson

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Barry Pulver is a former international journalist and radio show host with experience in all aspects of journalism from the largest media corporation in the world. Writing for newspapers reaching a large local area in North Carolina, USA, currently hosts a popular radio show in Charlotte, previously produced his own radio show in London, England.

He's also the real estate agent who expanded eXp from being a North American company to being an international one.

Barry is currently the #1 global eXp real estate agent with a $billion+ yearly team who is focused and passionate about helping every single real estate agent reach their OWN goals and potential by providing them with direct mentorship and the tools and systems to help them develop their success through their OWN brand....

In 2023, Barry and his team helped over 7,800 families accomplish their housing dreams and goals and I believe we have the blue print, tools and mentorship to help you achieve the lofty ambitions you deserve for your business and your family!

Connect with Barry here

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

When RE/MAX launched in the early 70s it was something of a game changer. 

The RE/MAX model gave agents a much larger share of the commission in return for a monthly ‘desk fee’ that guaranteed certain support essentials. 

The RE/MAX model started to grow with brokers stacking hundreds and sometimes thousands of agents into their brokerages. Top agents liked RE/MAX because they got to keep a greater percentage of GCI. The traditional model didn't stand a chance and RE/MAX grew rapidly during the 80s and 90s.

New real estate model founded by Seattle broker 

Fast forward to 2009 when Seattle Broker Glenn Sanford started to ‘tinker’ with the agent-keeps-more model and founded eXp Realty. 

The eXp model charges agents a nominal monthly fee but they only pay $25,000 a year on the first $100,000 earned in GCI. After that, they keep everything. So a traditional system agent who makes $200,000 a year in GCI would normally keep around half or $100,000, while the eXp agent making the same amount keeps $175,000. Extend that over five years, and the eXp agent has kept $375,000 more than she would have with the traditional commission split model.

While the eXp model is not for everyone, it’s quickly gaining momentum as an attractive option for real estate’s top performers tired of paying a big percentage to the owner/broker. Anyone in real estate who has experienced the crush of competition and the seemingly endless increase in costs will quickly tell you “It’s not what you make, but what you keep that really matters.” 

However, Glenn Sanford did more than create a more generous commission share model, as eXp also has a structured revenue share feature whereby agents can build their teams and benefit from team member results. This has been a very successful strategy for eXp as big team agents earn serious amounts of passive income as the compounding effect gains momentum. In addition, EXP WORLD HOLDINGS INC is listed on the NASDAQ, and eXp agents are allocated shares and can earn and buy more.

Lisa B comes onboard with eXp

Real estate success coach, Lisa B from Queensland’s Gold Coast saw the eXp advantages early on and went all in to start building her team of agents from around Australia and the world. As a former high-performing agent, Lisa knows the daily challenges of a career in real estate and the obvious advantages of keeping more of what you make. 

The power and freedom of working remotely

The rise and rise of eXp and eXp agents has only been helped by the amazing advances in technology and the digital era where working remotely and mobile from the cloud keeps them connected but free to roam without the need for a central or traditional office on the High Street. 

As Lisa grows her team, I’ve been able to witness the success of the agents she coaches and supports. With endless enthusiasm and great energy, she is a shining star in the group propelling many agents in her team to earning levels they have never experienced before.

Agent thought about becoming an Uber driver!

One agent from Melbourne had become so despondent and unmotivated working in the traditional model that he was about to sign up to become an Uber driver before joining Lisa’s team and reinventing his personal brand and career. 

In the last six months, he’s earned more than $250,000 in GCI and is quickly building his own team with agents including several from India where eXp is gaining market share and attracting the more entrepreneurial top performers. 

My takeaway from what I know is eXp agents get more money, more options, more support and more tools. Reach out if you’d like a sneak peek of the exclusive bundle we’re offering. When we connect, I’ll set you up for a call with Lisa and she’ll tell you all about the group and see if you might be a good fit.

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

It's no wonder the sale of high-end and fancy digital cameras is has been plummeting for the last ten years. Your phone is now more than just a computer in your pocket, it's a brilliant, high-performance digital camera producing stunning resolution images, a range of wide and telephone lens settings and simple editing features built in. But I'm sure you already know that.

However, there's one thing your phone can't do, and it's a powerful real estate-specific must have!

I'm talking about the light-balance issues when shooting images for your latest listing and the light variances that turn an average shot into an image that makes everyone sit up and take notice.

Let's say you've just listed an apartment with views over Sydney's Harbour. You walk into a beautiful living room but you can't help but notice the large window because your eyes are drawn to the mighty Sydney Harbour Bridge and the glowing white sales of the world-famous opera house.

You can shoot this room with a wider angle setting on your phone but there's a problem: You can take a great shot of the room and a great shot of the harbour view but you can't take both because the light difference for both features in your shot are too extreme.

You shoot the room and the harbour is washed out. You shoot the harbour and the beautiful living room is dark.

Before founding real estate's number one image editing company Box Brownie with co-founder Mel, he was a real estate photographer with all the fancy gear and lights and editing software to make sure he delivered the very best marketing images for real estate agent clients.

But Brad being Brad, dreamed of creating a business that could produce great images for his clients but so much more and for a fraction of the price.

Today BoxBrownie.com is the preferred image editing solution for more than 200,000 real estate clients in more than 130 countries.

BB's software can virtually stage an empty room (you can't actually tell it's not real!) create floor plans, bring dull images to life, straighten wonky photos, and create a beautiful dusk image of a home that brings out the warmth and color that catches the eye every time.

But I digress...

Go to your phone and search and download an app called SNAP SNAP SNAP. It looks like this

This brilliant app lets you take a series of images on your phone (via the app) that you upload to Box Brownie and they'll get you back an amazing looking image where everything is perfectly balanced for light and color. It's a total breakthrough!!

Here's the man himself taking you step by step through the process. Don't take any pics with SNAP SNAP SNAP until you've seen this video:

https://www.youtube.com/watch?v=bnjPK0CzJ6E

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

If you’re 200% serious about automating genuine seller leads using AI marketing then I’m inviting you to join me and my team for our 30-Day Challenge.

You'll be using the very latest AI-Powered Software to create stunningly-successful ads in just seconds

Seriously, the way AI is creating headlines, ad copy and then testing each ad to advance the best-performing campaigns is mind-blowing.

Here’s how the challenge works:

• You schedule a call with us so we can show you around the platform
• We set you up with your customized account so we can get the party started
• We will be meeting via regular group meets throughout the challenge to help you create your ads, monitor results, tweak where necessary, follow up leads, win listings and make sales
• You’ll get access to our tech team specialists plus a Google Ads and Facebook expert
• You’ll get access to our Corporate Shutterstock account to use unlimited professional-grade videos and images in your marketing
• We’ll be showing you LIVE and in real time how to create stunning social media, Google , Bing and Youtube ads in just seconds
• If, at the end of the challenge you want to keep using the Real Easy Ads platform we’ll do you a ‘Can’t-Say-No’ special deal and ALL the support you experienced in during your trial will continue

Click here to register now

The only way to join the challenge is to set up a one-on-one call with Ray. Grab a time here that works for you

I came away from this interview with so much inspiration and motivation and if you don't mind, I'm just going to brain-dump the ideas and strategies Athena shared right here.

• Do a regular audit on the 7 areas of your life that matter: self, family, love-life, business, money, health, spiritual.
• Once a quarter, Athena and her team have an off-site retreat to look at each aspect of the business. What's working and what needs attention
• Set yourself up with a daily ritual so you know what's coming
• Inspire and motivate your brain and outlook with a daily workout
• Junk in-Junk out! We need to be careful what we listen to and watch. Is the content we consume each day helping us or hurting our prospects of growing and getting more out of life?

Athena's website is: www.athenabrownsonrealtor.com

Facebook: www.facebook.com/AthenaBrownsonRealtor

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Debbi helps her clients with 5 programs so they can follow their passion and live their purpose.

• Life Coach
• Marketing Consulting
• Real Estate Coaching
• Product/Brand Consulting
• Book Coach

Download everything here

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Meet Dan Thompson, president at Wide Money Tools, Idaho USA.

Dan Thompson

Wise Money Tools, President

Office: 208.939.5910

Website: www.wisemoneytools.com

YouTube: https://www.youtube.com/@wisemoneytools

What does Dan do?

Wise Money Tools is a financial services company dedicated to helping clients grow and preserve their wealth, whether in their working years or close to retirement. Our mission is to provide clients with personalized investment strategies that work at different risk levels to help them achieve their financial goals.

At Wise Money Tools, we understand that everyone’s financial situation is unique. That’s why we take the time to get to know our clients and their individual needs.

Our non-traditional approaches focus on growth, safety, tax-advantages, and cash flow. We believe that financial planning is not just about growing wealth, but also about preserving it for future generations

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

This episode happened when my producer Joel called me to say we needed some content to finish off the year which was when I said "I don't have anything lined up so why don't you and I just create some"😎

My new song is titled 'F*** this fire's hot' so it's not for little ears ...If the Eff word offends, please don't click!!

It started as a joke a couple of summers ago at the cottage when one of of friends got too close to the fire and the song idea kind of snowballed from there.

Our friend Amanda is a songwriter and recording artist and she liked the riff so I went down to St Catherine Ontario one afternoon in the summer of 2023 and we recorded the song between us. I have never done anything like that before so it was a lot of fun. Amanda can play anything and has a great voice so she filled in all the gaps to give it a great sound.

Then, when we were done, she suggested I send the master file to a former Sony Music engineer and he made it sound even better!

Here's the result!

Youtube link to my song: (F*** this fire's hot!)

Spotify link to my song: (F*** this fire's hot!)

Other links Joel and I discuss are:

https://reincubate.com/camo/

https://www.elgato.com/us/en/p/prompter

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

This episode happened when my producer Joel called me to say we needed some content to finish off the year which was when I said "I don't have anything lined up so why don't you and I just create some"😎

https://reincubate.com/camo/

https://www.elgato.com/us/en/p/prompter

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Buy Tim's book at Amazon.com

Listen on Spotify

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

In the last ten years, the steady rise of cloud-based real estate corporations has challenged the traditional model of salespeople being employed by a real estate company working out of a brick-and-mortar office.

This new digitally remote model has not only allowed agents to establish and promote their own personal brand but also enjoy a greater slice of the commission pie.

These days, cloud-based digital brands provide much of the heavy lifting in terms of back-office support for their member agents including trust accounting (where laws call for that) and supplying an ever-widening range of tech tools like coaching, mentoring and training, marketing platforms, CRMs and lead generation workstations leaving the agent to focus on the dollar-productive activities of getting in front of more sellers and doing more deals.

This recent visit back to Victoria Australia to spend time with friends and family gave me the opportunity to catch up with my brother Tim and we decided to record a couple of interviews for the show.

Tim is something of a brand guru. Today he consults to a list of private clients but his former career path saw him deeply involved with brands like Nike, Mattel, and Krispy Kreme.

In 2022 he published his personal branding strategies and success formulas in a book titled 'YourAmazing Brand Story'

In this episode, Tim and I get nicely into the weeds of effective branding and how agents can best reach out to potential clients in their community by telling their brand story and standing out in a 'sea' of other agents and making emotional connections by deciding then telling their brand story.

There' some really valuable points in this short session. Grab your journal for the good bits. Enjoy! R😎

You can get Tim's book here

Here's Tim's summary on Youtube

 Click here to download my latest book DIGITAL MAYOR.

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

You only need to ask 5 questions to qualify your buyers and I'll get to them in a sec, but first hear me out on something really important.

In my experience working with buyers, especially unqualified buyers is the fastest way to ruin a Real Estate career.

I see so many newbie agents focus on buyers because finding buyers is easier than finding sellers, and for some reason, new agents think it will deliver the same rewards. Big mistake.

Now at the same time, I know some agents specialize in working with buyers which is fine as long as you're set up correctly to do it, but I'm approaching this episode from my traditional viewpoint as a listing agent which is where the big money is made in Real estate.

If we all agree that time is our most precious resource, then why waste it working with buyers who are not ready to buy?

I know many agents (especially rookies) struggle to manage their time and are easily distracted with a buyer who may or may not be ready to go.

But what if we could quickly qualify our buyers with 3 questions to help us make that time investment decision and help them out at the same time.

What if you could provide great assistance without wasting your time on someone not even close to buying?

And there’s another very important factor here that will cost you big money if you fluff it up; What if the buyer is also a seller?

If you turn them away, then you’ll struggle to become their listing agent.

I came up with these four questions as a way to train my team during a busy open home where there could be 20 to 30 buyers in a property at any one time and you need to quickly find out who is serious who is a seller and who is just kicking the tyres.

I’ll get to the qualifying questions in a moment but there’s something you need to do first.

Write two or three blogs on your website so you can refer buyers to them when you let them down gently.

If you don’t have your own website and blog, you need to get one because it's the FASTEST way to get found online and you’re naturally going to link your Google Business Profile to it which will get you even more traffic.

Your articles will be something like:

• 5 things to look for before you buy in (your area)
• A Buyer’s Guide to (your area) real estate
• 12 buyer tips for buying real estate in (your area)
• 3 success stories from buyers in (you area)

These blogs will also help MASSIVELY with organic search.

You need to blogs because you’ll be referring your B class buyers to them so you can continue to help them on their purchasing journey.

In fact, at jigglar.com you can quickly customize a multi-page The Ultimate Homebuyers checklist then have it available as a download.

Okay, so here are the 3 buyer qualifying questions:

1. Okay great, I love working with buyers. Let me grab your contact info so I can keep you up to date with new listings that fit your criteria.
2. How long have you been looking?
3. What have you seen that you like?
4. Have you made any offers?
5. Do you need to sell a property?

At this point, you’ll be able to assess if the buyer is also a seller and act accordingly.

Here’s another great question to see where they’re at in the buying process: “Have you lined up a good mortgage deal? I can refer you to an excellent mortgage broker if you like”

So by now, you know if they are ready to buy or not.

But here’s the thing: Most rookie agents just can’t say “no”

They agree to take the buyer around to homes they can’t (or are not ready to) buy and burn daylight when they should be prospecting.

They do the easy, non-productive actions that have way less chance of getting results instead of investing their time wisely in quality, solid prospecting.

So, let me ask you a question:  are you not better off investing time to win a listing in which case all the real buyers will come to you anyway?

In fact, if you're making notes, write that down …When you get a listing, the ‘real’ buyers come to you.

So after asking your qualifying questions, you’ll know if your buyer is ready to go or not. There are no ‘maybes’ here.

If yes, then great. You know what you need to do.

If no, then why not grab their email and send them a link to your blog to help them get ready to buy.

You have a heap of options here.

The mission is to quickly establish if a buyer is ready to go and worth investing time in.

There are plenty of ways to help a buyer if they’re not ready to buy.

The most important thing is to make sure you add them as a contact into your database.  Remember, you’re in the relationship business and you never know who will be referring you a listing next.

Keep in mind, as your database of new contacts grows, the possibilities and opportunities are endless!

Thanks for joining me today. You’ll find these questions in the show notes for this episode at TopAgentsPlaybook.com

Also, let me tell you about some recent episodes that are most popular with listeners.

Episode 192 has gone off like a frog in a sock. It’s called The Top 5 Ways To Attract Listings. And it’s an interview with my good friend and super agent Trent Pool

…and episode 182. From Zero To 60 Sales A Year. An Interview with Gizzelle Powell. I get so much great feedback on that one.

If you’d like to connect, just search Ray Wood Bestagents on Facebook

Raywoodlive on Instagram or send me a message via the contact button at TopAgentsPlaybook.com

So, until the next episode, dream big and take names!

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Lisa’s TOP ideas

1. Specific target prospecting - if you have no buyers - find some.

2. For sale by owner - marketplace and FSBO sites

3. Withdrawns. properties that were on the market

4. Sphere of influence - anyone you know that could have a property to sell

5. Doorknock around listings yours and other agents

6. Make sure you build a database from day one

Ray’s top ideas

1. I would go ‘crazy’ on expired listings then target For Sale By Owners on all the socials, marketing sites like Gumtree, Kijiji and Craigslist
2. Print off a bunch of IMPORTANT NOTICE Flyers you can find in jigglar.com (Just type IMPORTANT NOTICE) in the search field (See flyer graphic below)
3. Print off 300 IMPORTANT NOTICE flyers in Jigglar and follow the correct formula to get them out.  Watch the 'how to' video here

From Linda Goer

Call family and friends

Find someone in the office I could work with

Ask for the office orphan data

Get out of the office and start talking to people - ensuring I am wearing my name badge

Ask colleagues if I could do their open homes

Call Ray Wood and discuss his new secret weapon!

From Dottie Moretz  Broker/Realtor. Beech Mountain,NC

1. I would reach out/call everyone that I know) and ask for a referral or whether they are ready to sell their home.

2. I would call FSBOs that have recently listed their properties. I would ask to preview the property and discuss the benefits of working with an agent. I would prepare a pros and cons list along with a seller's 2-3 page info on selling a home.

3. I would find another agent (that is established) that would let me co-list a property with them.

4. I would go introduce myself to my neighbors and see, if anyone wants to sell.

5. I would call acquaintances to try and find someone looking to sell.

6. I would go to my local coffee shop and with a sign offering to buy coffee for customers that are willing to talk to me about selling their home.

7. I would call local companies to inquire about employees that may be relocating and offer my info. Probably wouldn't get far, but you don't know if you don't try.

8. I would go to a local restaurant and offer to buy lunch for any patrons that will talk with me about real estate and selling their home.

9. I would offer free comparable market analysis to anyone that I could and talk to them about selling their home.

10. I would offer a Seller's Workshop today on how to sell your home fast for the highest and best price and would go by offices with flyers inviting prospects to the workshop at a popular local restaurant with party room and offer dinner to all that attend.

11. I would go to Lowes' or Home Depot and talk to customers. Especially those buying packing supplies.

12. I would go to Lowes' or Home Depot and talk to contractors. They often know who is getting ready to sell, before others do.

13. I would call my local banker/mortgage broker to see, if he/she has any referrals for sellers getting ready to sell a home.

14. I would send out an email to everyone that I know asking for help finding a listing.

15. I would send a voicemail broadcast out to all my neighbors or neighborhood that I want to list in.

16. I would reach out through social media to all my friends, family to help find a listing.

17. I would reach out to potential sellers through social media.

18. I would send a video of myself to homeowners/ potential sellers in my immediate area.

19. I would ask my broker for leads.

20. I would call my hairdresser for possible leads - they talk to and know a lot about their clients.

21. I would call a real estate agent that has recently retired and ask for referrals.

22. I would post on social media asking for a new listing and post why I would be their best bet.

23. I would call my nail tech for possible leads - they talk to and know a lot about their clients.

24. I would ask agents in my office for potential seller leads that they have dropped the ball on or couldn't close and offer a referral fee.

25. I would door knock.

26. I would cold call.

27. I would call a top-producing agent in the market and ask to buy leads they can't follow up on or aren't interested in.

28. I would call builders' offices asking to list their upcoming builds.

29. I would call expired listings.

30. I would visit a divorce attorney's office and ask for referrals.

31. I would read past Obits for the last month and reach out to those homeowners.

32. I would set up at the entrance to a neighborhood that I want to list in and offer coffee and doughnuts to everyone leaving with my card and local market data for their neighborhood handout.

33. I would get permission to set out in front of my local grocery store with a display about home selling and talk with customers to find a listing. I would have market data for the surrounding neighborhoods as a handout. I would offer $50 grocery gift cards for each person who books a listing appointment with me.

34. I would reach out to everyone that I knew in High School through social media looking for a listing.

35. I would have my husband asking co-workers, if they are interested in selling.

36. I would go to the mall and talk to people walking around looking for a listing with handouts of market data for surrounding neighborhoods.

37. I would go to an agent hosting an open house and offer to help with their open house and explain that I need to find a listing lead and offer them a referral fee, if I find one.

38. I would record a video and post to all my social media asking for listing. I would then ask all my friends and followers to share.

From Trish Walls. The Gold Coast Qld Australia

I would check realestate.com.au to see if there are any properties listed by multiple agents and contact or door knock the owners to try to list them and open the home to get some traction.  Also, a drive around my area for a signboard check although it’s not so common to have open listings these days, but you never know!!  …. It was easier when we had classified ads in the newspaper!!

A post on Facebook to all my ‘friends’ advising that I am now in real estate and offer an incentive to anyone who can refer a property owner who might be interested in selling.  I would also offer an incentive to anyone who chooses to sell with me (ie a marketing program for example).  

Of course, I would couple this with some sort of letterbox drop into my target area.

From Troy Kincaid Colac Victoria

Expired listings.

Social media boast with hot buyer cashed up.

Drive by local streets checking who is renovating, painting, skip bin out etc.

Call every legal rep in the area introducing myself. Then “asking do you know anyone thinking of selling” Every person I speak with I would be asking this question.

Friday & Saturday nights first week I’d spend the evening at the busiest pub/club in the area with my business cards then visit this place regularly.

From Michael Good Toowoomba QLD

Door knock around current listed / just solds offering a market update.  Do 100 per day for 10 days and I guarantee you would find someone selling by the end of the 10 days

Find old appraisals/data in the office and call around those

No agent should ever look to get listings without data... ie they should start out alongside an experienced agent as a PA and progress to sales once they have 300-500 bits of data.

From Ron Tomblin. Hamilton and Ancaster Ontario Canada

I this case I would turn to my friends and family for a referral.

From Leigh Ingle NZ

1. Call everyone I personally know & ask "who do they know..."

2. Go doorknob every property I see painting, tree shaping or any kind of renovation work at all.

From Trent Pool Noosa Heads Qld

Knowing what I know after 22 years my go-to would be

1. I would first ask for any office data that’s not being worked and call it all.
2. My own office & competitors withdrawn listings would be getting a call, door knock or hand written letter (or all 3)
3. Door know around sold properties either with in your office or competitors offing a market report or updated property assessment
4.  Ring Ray Wood and ask him if I could have access to Trent Pool ...that famous guy from the podcasts so I could get some advice from him! 😎

David Searle

I’d print off a list of buyers my agency had (privacy compliance done etc) and door knock whatever suburb I could (preferably the one with highest turnover) until I had an appraisal.

Scripting would be a simple: "If I could bring you a legitimate offer that would knock your socks off, would you consider it?"

Andrew Wood. Wood Property in South Melbourne

Call 100 buyer...]]>This idea came up quite by accident so Lisa and I decided to run with it. I sent a last-minute email out to my list and got some awesome responses. Thanks everybody for participating. There are no longer any excuses to not have a bunch of listings and a full pipeline. Dream big and take names 😎

Lisa’s TOP ideas

1. Specific target prospecting - if you have no buyers - find some.

2. For sale by owner - marketplace and FSBO sites

3. Withdrawns. properties that were on the market

4. Sphere of influence - anyone you know that could have a property to sell

5. Doorknock around listings yours and other agents

6. Make sure you build a database from day one

Ray’s top ideas

1. I would go ‘crazy’ on expired listings then target For Sale By Owners on all the socials, marketing sites like Gumtree, Kijiji and Craigslist
2. Print off a bunch of IMPORTANT NOTICE Flyers you can find in jigglar.com (Just type IMPORTANT NOTICE) in the search field (See flyer graphic below)
3. Print off 300 IMPORTANT NOTICE flyers in Jigglar and follow the correct formula to get them out.  Watch the 'how to' video here

From Linda Goer

Call family and friends

Find someone in the office I could work with

Ask for the office orphan data

Get out of the office and start talking to people - ensuring I am wearing my name badge

Ask colleagues if I could do their open homes

Call Ray Wood and discuss his new secret weapon!

From Dottie Moretz  Broker/Realtor. Beech Mountain,NC

1. I would reach out/call everyone that I know) and ask for a referral or whether they are ready to sell their home.

2. I would call FSBOs that have recently listed their properties. I would ask to preview the property and discuss the benefits of working with an agent. I would prepare a pros and cons list along with a seller's 2-3 page info on selling a home.

3. I would find another agent (that is established) that would let me co-list a property with them.

4. I would go introduce myself to my neighbors and see, if anyone wants to sell.

5. I would call acquaintances to try and find someone looking to sell.

6. I would go to my local coffee shop and with a sign offering to buy coffee for customers that are willing to talk to me about selling their home.

7. I would call local companies to inquire about employees that may be relocating and offer my info. Probably wouldn't get far, but you don't know if you don't try.

8. I would go to a local restaurant and offer to buy lunch for any patrons that will talk with me about real estate and selling their home.

9. I would offer free comparable market analysis to anyone that I could and talk to them about selling their home.

10. I would offer a Seller's Workshop today on how to sell your home fast for the highest and best price and would go by offices with flyers inviting prospects to the workshop at a popular local restaurant with party room and offer dinner to all that attend.

11. I would go to Lowes' or Home Depot and talk to customers. Especially those buying packing supplies.

12. I would go to Lowes' or Home Depot and talk to contractors. They often know who is getting ready to sell, before others do.

13. I would call my local banker/mortgage broker to see, if he/she has any referrals for sellers getting ready to sell a home.

14. I would send out an email to everyone that I know asking for help finding a listing.

15. I would send a voicemail broadcast out to all my neighbors or neighborhood that I want to list in.

16. I would reach out through social media to all my friends, family to help find a listing.

17. I would reach out to potential sellers through social media.

18. I would send a video of myself to homeowners/ potential sellers in my immediate area.

19. I would ask my broker for leads.

20. I would call my hairdresser for possible leads - they talk to and know a lot about their clients.

21. I would call a real estate agent that has recently retired and ask for referrals.

22. I would post on social media asking for a new listing and post why I would be their best bet.

23. I would call my nail tech for possible leads - they talk to and know a lot about their clients.

24. I would ask agents in my office for potential seller leads that they have dropped the ball on or couldn't close and offer a referral fee.

25. I would door knock.

26. I would cold call.

27. I would call a top-producing agent in the market and ask to buy leads they can't follow up on or aren't interested in.

28. I would call builders' offices asking to list their upcoming builds.

29. I would call expired listings.

30. I would visit a divorce attorney's office and ask for referrals.

31. I would read past Obits for the last month and reach out to those homeowners.

32. I would set up at the entrance to a neighborhood that I want to list in and offer coffee and doughnuts to everyone leaving with my card and local market data for their neighborhood handout.

33. I would get permission to set out in front of my local grocery store with a display about home selling and talk with customers to find a listing. I would have market data for the surrounding neighborhoods as a handout. I would offer $50 grocery gift cards for each person who books a listing appointment with me.

34. I would reach out to everyone that I knew in High School through social media looking for a listing.

35. I would have my husband asking co-workers, if they are interested in selling.

36. I would go to the mall and talk to people walking around looking for a listing with handouts of market data for surrounding neighborhoods.

37. I would go to an agent hosting an open house and offer to help with their open house and explain that I need to find a listing lead and offer them a referral fee, if I find one.

38. I would record a video and post to all my social media asking for listing. I would then ask all my friends and followers to share.

From Trish Walls. The Gold Coast Qld Australia

I would check realestate.com.au to see if there are any properties listed by multiple agents and contact or door knock the owners to try to list them and open the home to get some traction.  Also, a drive around my area for a signboard check although it’s not so common to have open listings these days, but you never know!!  …. It was easier when we had classified ads in the newspaper!!

A post on Facebook to all my ‘friends’ advising that I am now in real estate and offer an incentive to anyone who can refer a property owner who might be interested in selling.  I would also offer an incentive to anyone who chooses to sell with me (ie a marketing program for example).  

Of course, I would couple this with some sort of letterbox drop into my target area.

From Troy Kincaid Colac Victoria

Expired listings.

Social media boast with hot buyer cashed up.

Drive by local streets checking who is renovating, painting, skip bin out etc.

Call every legal rep in the area introducing myself. Then “asking do you know anyone thinking of selling” Every person I speak with I would be asking this question.

Friday & Saturday nights first week I’d spend the evening at the busiest pub/club in the area with my business cards then visit this place regularly.

From Michael Good Toowoomba QLD

Door knock around current listed / just solds offering a market update.  Do 100 per day for 10 days and I guarantee you would find someone selling by the end of the 10 days

Find old appraisals/data in the office and call around those

No agent should ever look to get listings without data... ie they should start out alongside an experienced agent as a PA and progress to sales once they have 300-500 bits of data.

From Ron Tomblin. Hamilton and Ancaster Ontario Canada

I this case I would turn to my friends and family for a referral.

From Leigh Ingle NZ

1. Call everyone I personally know & ask "who do they know..."

2. Go doorknob every property I see painting, tree shaping or any kind of renovation work at all.

From Trent Pool Noosa Heads Qld

Knowing what I know after 22 years my go-to would be

1. I would first ask for any office data that’s not being worked and call it all.
2. My own office & competitors withdrawn listings would be getting a call, door knock or hand written letter (or all 3)
3. Door know around sold properties either with in your office or competitors offing a market report or updated property assessment
4.  Ring Ray Wood and ask him if I could have access to Trent Pool ...that famous guy from the podcasts so I could get some advice from him! 😎

David Searle

I’d print off a list of buyers my agency had (privacy compliance done etc) and door knock whatever suburb I could (preferably the one with highest turnover) until I had an appraisal.

Scripting would be a simple: "If I could bring you a legitimate offer that would knock your socks off, would you consider it?"

Andrew Wood. Wood Property in South Melbourne

Call 100 buyer enquiries

From Mike Cranstoun Dunedin NZ

I would ask the principal or manager if I could contact past appraisals from other agents that weren’t working them.

From Kevin Young from Brisbane

Perhaps FSBO’s would be where I’d start. It might be old fashioned and not very sexy but it works.

Andrew Clark from Barefoot + Thomson in NZ

Ask my manager for an orphaned list of branch contacts

Talk to other agents in office and ask for their open home lists of 1-2 years ago or longer (offer 50:50 split on any listings)

Ask to run other agents open homes (talk to buyers)

Open phone contacts. Scroll to the bottom of the list to see the count. Call 10 contacts a day and talk - Family, Occupation, Hobbies/sports, Goals... and maybe who do they know that requires assistance with their property. Are they contemplating a real estate transaction this year?

Go and introduce myself to a local lawyer, accountant, and mortgage broker and ask for any referrals.

From Shona Robb Harcourts in NZ

I was a single mum and had no support or advice when I started- My manager had a major health event.

Every agent must have received all the messages from all the real estate gurus- learn everything - Knowledge really makes a difference and you don’t have long to be new.

I had a buyer that was going to be homeless - their house had sold.

I phoned everyone I had ever met and looked like the agent that cared -I genuinely do care. I got my first listing from those prospecting calls and have now sold 4 properties for this family.

Genuinely caring is a great business model

I really appreciate always receiving your emails Ray ...Thank you

Kind regards

Shona

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

In this episode, I re-connect with Owner/Broker Trent Pool to take a look at the strategies working best for he and his teams in a very different real estate environment 😎

Let's get you in front of more clients!

RealAds is a Full-Suite Real Estate Marketing Platform. Get everything you need and nothing you don't in one easy-to-use online platform with a mobile app. Work from anywhere. Slash your costs and 10X your marketing reach and power. Attract qualified seller leads and booked appointments on autopilot with better marketing, automation plus a full suite of powerful tech tools in one easy-to-drive hub. Set up a one-on-one demo call at https://realadscrm.com Download my eBook 'Digital Mayor' here: https://www.bestagentsinc.com/digital... Check my 200-plus podcast episodes here: https://www.topagentsplaybook.com/

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Getting started in real estate is hard enough without sabotaging your first year with this stupid idea!

https://realadscrm.com/ideas/b/the-dumbest-thing-new-real-estate-agents-do

https://youtu.be/g78VmBMgvQ0?si=HY692U7zLFYzlNir

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Sarah is just getting into her third year in real estate. When she started, listings were plentiful and selling fast. Then ...the market changed, and in Sarah's patch there were suddenly half as many listings but just as many agents.

I'm happy to report that Sarah totally reinvented her working day, week and month by sticking to the 7 specific tasks I share in the video.

I speak with top agents every day who are more than happy to share their best ideas. But I notice some agents are getting distracted in this 'new' market and not getting their share so here are the best 7 SPECIFIC TASKS AND ACTIONS that I GUARANTEE will work if you work them.

If you're new to real estate or in your first few years like Sarah and need a 'push' I think you'll get some real value.

If you've been in real estate a while but want to reinvent your personal brand and shake things up then I can't think of a better 'Guarantee' to get you motivated and winning more listings and sales.

Be sure to reach out if I can help 😎 ray@bestagentsinc.com

https://realadscrm.com/ideas/b/the-7-specific-tasks--actions-that-guarantee-real-estate-success

https://youtu.be/xiTLa8wwKLE

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

It was my pleasure to host as my guest for this week's show Robert Kennedy III from Kinetic Communications. Robert shared so much valuable content during our show and also gave his recommendations for the latest equipment required to turn your videos into a 'Hollywood' production that looks amazing.

Extra Resources

Get in touch with Robert here http://getintouchwithrk3.com/

Robert's gear we talk about during the show

Microphones: Shure SM7B (I use this mic and it's the best!!) Samsung SQ2 is also pretty good

Podcast workstation/mixer: Rodecaster

Camera: Sony ZVE 10. Robert suggests a 16mm lens setting

Lighting: Elgato Key Light or lights.

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Our thinking controls our lives. It determines how we love, live, earn, play, create and work.

In fact, our state of mind is obviously central to all decisions made and, at the end of the day, our quality of life.

So what if you could 'hack' your thinking to rapidly get yourself back on track if you're having a crappy day or just stewing over something that's getting in the way of your success?

When I recently connected with Nicole Davidson, I felt like she had given me a special gift: The power to change my thinking and my state of mind whenever I wanted. Is that not a priceless possession?

Nicole Davidson is the founder of Growth to Success, a coach, a lover of conversations that matter, and an in-demand speaker.

The author of ‘How To Put the Balance in Your Business – An Owner’s Guide to Having it All’, Nicole helps real estate agents connect to the gold they have inside of them so they can show up more powerfully. Nicole is committed to helping real estate agents become the best version of themselves in order to successfully grow their business and navigate their careers on their own terms, while balancing the often-competing energies of work and life.

Nicole supports leaders and businesses to effectively harness the energy of their people to create workplaces in which everyone can bring the best of who they are.

Connect with Nicole Here

Set up a personal 0ne-On-One call with Nicole here 

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

After following Trent's success for more than 10 years, I'm blown away by his ability to build and lead both real estate teams he operates in two different states.

I'm sure you'll enjoy this catchup call with Trent. I always get great feedback every time one of our episodes goes to air.

Want some help building your team?

Reach out to Trent here. He's always happy to help out with some great ideas to help you build and grow your team. trentpool@mcgrath.com.au

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

I followed Danny out into the foyer and was delighted to meet Howard Drukarsh, a fellow podcaster, career real estate legend and co-founder at Right At Home Realty, Canada's largest independent real estate brokerage with almost 6000 members.

We only chatted for a few minutes but right there I knew I had to somehow get Howard on the show.

In this interview, Howard and I share our thoughts on what agents need to be doing in this current market to not only survive but grow their business and their brand while many of their competitors are wondering what on earth to do.

Many thanks to Howard for joining me on this call and sharing his very best ideas and strategies.

Howard's podcast guest list reads like a who's-who of Canadian real estate excellence. Can I suggest you check it out here:  RealEstateWithHowardDrukarsh.com

email howard: howard@rightathomerealty.com

About Howard Drukarsh

​Howard was born and raised in the working-class neighbourhood of Downsview in Toronto Canada. He spent his formative years working in the family variety store and snack bar before deciding to pursue post-secondary education, he was the first member of his family to do so. Howard attended York University and after graduating with a degree in Political Science he took a position at the Canadian Broadcasting Corporation in Audience Relations. While at the CBC he recognized that for him to move forward in his career he would need an education in business, to that end he enrolled in the University of Windsor and graduated with a Bachelor of Commerce degree. Seeking new challenges Howard began to work in Advertising, he had several positions with boutique agencies but soon felt that his true calling lay elsewhere. He wanted to explore his entrepreneurial side and decided that Real Estate would provide the best opportunity for him to do so.

Howard worked with several brokerages before settling at Johnston & Daniel A Division of Royal LePage Real Estate Services Ltd., Brokerage, it was here that he met the late Arthur Bartram and the two decided to start their own brokerage. Arthur had seen a new business model attracting hundreds of Realtors in the US and thought that with some tweaking it could be successful in the Canadian market. This new venture required funding and after a few setbacks in that regard, they were introduced to Ron Peddicord who possessed the business and financial expertise needed to scale up the operation as well as attract investment. Ron soon joined Arthur and Howard as the 3rd co-founder of Right at Home Realty. In May of 2004 Right at Home Realty opened its doors, 16 years later it has grown to become Canada’s largest independent brokerage with close to 6000 members.

A consummate Realtor with a vast and insightful knowledge of Canadian real estate, Howard is often asked to provide comment on issues affecting the real estate industry. Over his career, he has had the pleasure to serve on the Real Estate Council of Ontario (RECO) Board of Directors, the Toronto Regional Real Estate Board (TRREB), and continues to serve on the Board of Right at Home Realty.

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

What's John's message?We don't get too far into our call when John reveals his true opinion about the banks (He calls the Banksters) and the faceless Wall Street investment giants that are pre-occupied with lining their own pockets with your money.

Instead, John advises to take the time to be aware of what's happing in the world. MAKE the time to read the Wall Street Journal or your local financial daily and study and follow the better and more reputable financial advisors who don't have a secret agenda to sway your thinking.

John finishes our call with a powerful message to his real estate brothers and sisters. He says that we work so hard to build wealth for our clients and often ignore or neglect the investment opportunities that will determine our ultimate wealth position.

John Michailidis, MSIRE, JD, is an attorney and entrepreneur with degrees in economics, international real estate, and law. As a young man he served with the U.S. Army as an 82nd Airborne paratrooper. With a career spanning 30+ years as a broker, property manager, author, educator, mentor, group investment sponsor, and coach he actively works with those interested in fortifying their futures, preserving their assets, and leaving a legacy that lasts.

Get on John's email list and buy his book

email John at connected@wealthloop.com

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Ryan believes farming is the future for real estate success

He’s on a mission to share his new project “Launch Your Farm” with the real estate world and to ignite the same excitement in other agents.

Ryan became passionate about geographic farming after relocating a number of times over his 14 years in real estate forcing him to rebuild his business multiple times.

Having tried almost every strategy in the book, he quickly realized that combining your strategies and tactics in a hyper-local fashion was the best way to build momentum and success in real estate. That was when he became a real farming fanatic.

After coaching, training and interviewing some of the top agents across North America, Ryan realized his true passion was in showing other agents how to reach their full potential by helping them develop systems and tools to build the best geographic farming foundations for their local markets.

To learn more about geographic farming and how to grow your business, head over to LaunchYourFarm.com to get access to Ryan's podcast, marketing ideas, resources and more.

Connect with Ryan at LaunchYourFarm.com

Check out Ryan's Podcast here

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Savvy realtors are cleaning up helping property owners short term rent their properties with the help of some amazing technology.

Okay Okay, Airbnb is huge and has massive market penetration but did you know there are dozens of other players in this space?

Also, there's a way to cut out the middle man and earn 'substantial' rental management fees if you know what you're doing.

My guest today is Jessica Larsen and she's going to show you how you can get involved wherever you are.

The following is the email Jessica sent me after our call:

Hi Ray,

Thanks for a good chat! It’s always nice to talk to someone with as much passion for the industry as I have, it makes for a better discussion :)

Here are a couple of helpful links:

Link to book a chat w/Jessica - www.calendly.com/capecodsquad

Link to Jetstream’s website for Real Estate Agents (there’s a quick and helpful video I made at the bottom of the page): https://jetstreamtech.io/short-term-rental-marketing-realtors/

Link to Jetstream’s own OTA, Leavetown.com

In the interview, I mentioned my newest partner on Cape Cod, real estate agent and property manager Sarah Rock of Rock Properties had launched her first listing this weekend. Here it is on Leavetown: https://leavetown.com/accommodation/44957787.

This same listing can be found on VRBO and Airbnb - all perfectly synced; more platforms to come soon.

This is a great example of how the listing distribution tech works. She’s up to 7 bookings since her launch this weekend and she’s already off and running signing her second listing today!

Direct booking sites are for partners with 3 or more properties. Here is a link to my branded direct booking site: www.FiveStarCapeCod.com

I have also attached the Distribution Schematic we were looking at in the interview as well as my Presentation Deck for Real Estate Agents & Brokers.

If there is anything else you think would be helpful, let me know and I’ll do my best to produce it to you.

Many thanks and all the gratitude for your time and the opportunity to be on your show today. I appreciate you!

Warmly,

JESSICA LARSEN

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

If you’re sick and tired of ‘Frankenstiening’ digital platforms together to automate your real estate funnel and generate leads on autopilot then I have an idea.

I bet you want to FULLY AUTOMATE your business but getting all your online platforms to seamlessly connect is harder than winning the lottery!

And let’s not forget the time suck and tech rage you’ll suffer as you try to build your ‘monster’

C’mon, you’re not a nerdy coder, you’re a real estate agent who wants to dedicate every waking minute to getting listings and making sales.

You want to do what you love not what you hate!

Have you ever thought to yourself “Wow! It’s 2022. Why isn’t there one simple platform that can do everything I want without the time-wasting, frustration, tech rage and BS?”

Let’s say you want a complete system under one roof, one login and one domain that stores all your contacts, manages your leads with a state-of-the-art email and texting feature, offers a bunch of awesome landing pages, an epic-looking stand-alone personal website and custom websites for every listing.

These features don’t need add-ons or widgets to talk to each other because they ARE each other.

…and it’s not only a dream to drive, you get unlimited one-on-one zoom support calls whenever you want! Who the heck offers that??

And what if this WHOLE system was developed first for mobile (rapidly becoming the consumer weapon of choice) but also delivers the most amazing user experience on any hardware and browser?

Let me ask you a question. If the digital tool that does all this is available now, is SUPER affordable, and used by more than 7K raving-fan agents, would you not be prepared to crawl naked over broken glass to find out more?

In this interview with Realia.me founder Zach Koerber, you'll get up close and personal with what I believe is the most feature-laden, real estate-specific CRM available today ...and the really GREAT news is that this baby is so easy to use.

Check out Realia.me here

I'm so impressed with this platform that I have set up a very sweet deal for agents I'm working with. If you'd like more info, please email me at ray@bestagentsinc.com

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Mentioned in this episode:

Social Media Ad Machine Wherever You Find Podcasts!

What if you could create hundreds of social media ads in just minutes? And what if you paid as low as 2 cents a click while your competition is paying up to two dollars? Social Media Ad Machine is the AI Powered podcast that’s leading the way to better marketing for businesses everywhere. All you need to do is search Social Media Ad Machine wherever you get your podcasts

Meet Levi Lascsak. A Dallas Texas Realtor who made the decision on day one to go all-in with just one social media platform.

Levi's YouTube Channel

iPhone 11 with the wide-angle lens Note: Levi suggests filming yourself with the camera lens facing you, not your screen.

Shure Brothers iPhone Microphone

When the military vehicle in which Levi and four of his teammates were traveling, detonated a 400-pound bomb, Levi was the only survivor and despite serious burns and many broken bones, he ultimately recovered and realized his Green Beret days were now behind him.

I was unsure how dig to deep in this session when it came to Levi's traumatic past but, as he shares during this interview, your story is what makes you and a powerful story like this one, is the kind of story that stays with people and becomes part of their lives forever.

These days Levi runs The Levi Rodgers Group in San Antonio Texas and is helping the Veteran community not just get involved in owning a great real estate investment, his team is 55% former US military as well.

But I think what I like most about Levi's story is that this highly decorated, elite soldier with a Purple Heart, a Legion of Merit and four Bronze Star Medals overcame a traumatic and near-death experience to honor his fallen teammates (as you'll hear during this interview) and create a business from scratch that gives so much back to his city and the local military community.

If you're looking for a shot of real estate 'go-for-it' mega-juice to take you and your real estate business to the next level, then drop everything and join Wayne and I for this short but revealing one-on-one success mastermind. You WILL NOT be disappointed.

During our session, Wayne shares his deepest and most powerful strategies around team building, morale, the personal character traits that set great agents apart from the rest, and the critical number of contacts you need to be the busiest and most successful agent in town.

I'm going to predict that if you seriously take this in and watch/listen more than once, BIG things are going to happen, to you and your career.

Enjoy

So if we all know and agree that nothing tastes as good as being thin feels, what's the problem? It seems life gets in the way. We get older, exercising is less enjoyable, why have one glass of red when you can have two and so on.

My guest this week is a Kiwi who has relocated to Tulum on Mexico's gulf coast.

Aaron Caville is a very fit looking forty-something and comes to life when he starts talking about health and fitness and the special diets he created then tested on himself. He also creates his own food lists for his weight-losing clients around the world.

Personally, I think getting fit and maintaining a healthy weight and lifestyle is all about commitment and sticking to a plan, and that's where Aaron's awesome programs come in.

Full details here

Brent's book will show you how to generate a ton of EXTRA business from the contacts you already have.

To get Brent's Magic Text Formula.  magic@brentattaway.com

To order your copy of Brent's Book. FollowUpFortunes.com

Future Proof Agent Founder and CEO, Jason Weinberger was in the right place at the right time with the right ideas.

Fifteen years ago Jason was trying to break into the Toronto real estate scene but there were agents everywhere.

Tired of door knocking and cold calling for leads, Jason read a book on Google Ads and, as they say, it was a game-changer.

These days Jason is helping other agents repeat his approach with great success.

Listen to my interview with Jason then check out his free training here

How many authors actually possess the real-life experiences to not just talk about the best path to take on the road ahead but inspire and motivate you to take that first step with a solid plan?

Well, I caught up with someone this week who is more than qualified to advise and mentor in the skills of living your best life, success in business, personal fulfillment and happiness.

We're all very different with different needs, goals, hopes and dreams, but the essential formulas for getting what you want from our time on this earth are solidly entrenched in history.

In his brand new book, former elite soldier and successful real estate professional, Shane Kempton delivers an enthralling collection of amazing stories together with a solid proven plan anyone can implement, wherever you are and whatever you're doing.

'Your best days are ahead of you' is a brilliantly written life manual you'll want to read more than once, and I'm tipping there's probably someone in your life who will benefit from Shane's ideas and life strategies as well.

I once heard someone say, "you don't choose a book, a book chooses you" and I have a feeling that Shane's book has come along at the right time for many people who are searching for that little push, that change or maybe some courage to do what they know deep-down they need to do

Let me read a little from the book's intro and you'll see what I mean:

 Shane writes: 

"My story might be different to yours, but it is also has a common theme. 

Starting out life in a generational rut or feeling like you're on the back foot is a universal experience and it has provided me with the motivation to try and live a better life.

If you’re reading this book, there’s a good chance you’ve felt stuck in the past, you’re stuck now or you want to change something in your life. 

Or you might be feeling flat and unmotivated because you think your best days are behind you and you’ve had enough of feeling this way.

Good! You’ve got the right book in your hands. 

This book is a practical guide to shift your attention from the good old days of the past, to believing and knowing your best days are ahead of you.

To do that, we have to help you free up your attention, mindset and beliefs about what’s possible.

The good news is this: there’s a set of skills, a Master Life Model and a Blueprint that will help you avoid the slippery slopes and deep trenches of a rut. A set of principles that will get you believing and knowing that your best days are definitely ahead of you.

Even better, this Model and Blueprint comes with a bonus side effect: it’s also a secret map to becoming the best version of you."

So, I've included a link in the shownotes to grab yourself a copy of Shane's book. In fact, I'm suggesting you grab a few copies and share his ideas with someone in your life who could use some help right now or someone who loves a good story.

Stay with me now for my interview with Shane. We've got all that and more, coming right up.

I'm also delighted that if something awesome could have possibly come out of COVID, it's more eyeballs on social media and higher email open rates.

Seriously, there's never been a better time to reach out to your list and connect with your people using value-adding email content.

More people are reading your messages and more people are focused on the joy of the home they live in than ever before.

...and let's not forget the power of your real estate funnel.

I define the Real Estate Funnel as a series of three interconnecting parts. Attracting sellers, nurturing then converting to listings.

As you listen to Trent's top 5 ways to attract sellers, you'll discover he has more than a passive interest in the power of leveraging social media.

I think you're going to absolutely LOVE this episode

In the years I've been working with Trent Pool, I've come to expect big things. His business dominates the Southern NSW city of Merimbula with a dedicated and hardworking team. Merimbula Realty is a highly successful real estate business model with a dynamic sales presence and a well-run property management division.

Trent is a systems guy. For example, he has leveraged LockedON as his CRM and Jigglar as his creative marketing platform right from the start and is constantly tweaking things to get more revs from his business engine.

A couple of years ago, Trent confided that he was planning to move his family to Queensland's Sunshine Coast and start a real estate business there. I naturally assumed this would mean selling Merimbula Realty but that's not how Trent thinks. "Why would I sell it when everything is working so well?" he told me.

Earlier this year he acquired a small rent roll on the Sunshine Coast and made the move. I know agents that struggle to run one business let alone two but Trent's energy and dynamic work ethic let him hit the ground running and the new business is already cranking out sales ahead of planned expectations!

I think there is so much value in this session today but what always stands out to me each time Trent and I connect is his hunger and personal drive plus a willingness to admit mistakes and share the lessons learned. I'm grateful to Trent for sharing his ideas. I know he has a growing following in our industry as he forever tweaks his business systems to strive for the ultimate real estate model

The very best ideas cater to a particular market niche and solve a problem that niche is having or produce a fresh product with obvious and instant appeal.

Property technology or 'proptech' as it's called is no exception and since first meeting Peter, Brad and Mel from Box Brownie, it's been fascinating to follow their innovative ideas as they bring an ever-expanding range of options to real estate agents so their marketing looks awesome.

If I had to highlight the biggest feature as I see it, it's that Box Brownie offers highly technical services that used to cost hundreds or thousands of dollars for a tiny fraction of old-world prices plus their turnaround is super fast.

Make no mistake, you are instantly judged by your marketing and visual presentation. In a world where getting attention is beyond competitive, there's literally no second chance at a first impression.

Why would you feature an image of an empty room when you can virtually fill it with great-looking furniture, floor coverings and wall art for less than $2?

Why would you feature a room with a view where the light imbalance makes the room or the view looks under or overexposed?

And why would your hero marketing shot be a street image with grey skies when you could have a blue sky or a twilight image showing warmth and color from inside lighting?

Every listing is a listing opportunity and you only get once chance to get it right.

Today, tens of thousands of agents around the world have BoxBrownie.com saved in their browser bookmarks to order their image makeovers together with a bunch of stunning presentation tools that make buyers and sellers sit up and take notice.

If you agree that every listing is a listing opportunity and that you're judged by every marketing image you promote, can I suggest you tune in to this episode and you might just hear about an exciting new feature that will change the way you market your listings.

We've got all that and more coming right up.

ahh, perfect...

It's a story of one couple's passion and courage to trade their regular lives for a chance to experience island paradise.

So, let me ask you a question... Have you ever caught yourself daydreaming about escaping to a tropical island in the south pacific? Exploring hidden beaches, discovering mountain trails and diving in an ocean so fresh and unaccustomed to humans that the fish actually swim up to your mask to check you out?

At night you're treated to amazing island meals like lobster paella and exquisite local fruit deserts as you stare at a brilliant canopy of a billion stars in a dark sky untainted by city lights or sirens.

As we suffer though our fourth COVID lockdown here in Ontario, I find myself craving an island escape with daily sun-filled swims and warm, tropical island air. So I thought, why not track down a good mate of mine who stopped thinking about it and made it happen

I'm delighted to introduce you to this week's guest, Marcus Xavier. I first met Marcus and wife Stoney when I was living in Queensland quite a few years ago before I came to Canada.

Marcus and I share a passion for marketing, looking for great opportunities in our respective fields and generally preferring to zig when everyone else is zagging. 

Social media has its fair share of critics but without it, I wouldn't have been about to keep in touch with Marcus and Stoney and their adventures. A few years back I started to see posts of Marcus doing things like building vacation villas, creating amazing meals and even building a pizza oven.

I blitzed off a message to Marcus. "Mate, what the heck are you up to?" "Great to hear from you Ray" He came back. "We've bought a retreat-style resort on an Island in Vanuatu. We run gourmet cooking retreats for private guests and are having a ball"

Marcus sent me the link to their resort called Papaya Loco and I was hooked! They run cooking retreats where Marcus gets to share his love of cooking and the skills he inherited from his Mum and Godfather.  

I've put the link to Papaya Loco in the show notes.

If you've ever been tempted to explore the wonders and pleasures of island life and you're ready for a pandemic distraction, this might be a great place to start.  

We've got all that and more coming up!

Next thing you know I'm down a very cool rabbit hole of podcasts, Youtube shows and marketing innovation where I could tell it was not only going to be fun, but that my listeners were in for treat and would learn a whole lot about taking a different approach to real estate success.

When it comes to marketing, I love the idea of sharing awesome content and super helpful information to build my list of friends, contacts and clients. 

That one simple concept has served me so well over time. In fact, writing and self-publishing my first edition of How To Sell Your Home For More was the very start of my journey to look at real estate marketing differently and start literally giving away my very best ideas. And I guess this show is proof that I'm still doing it.

So when my guest, early on in our call starts talking about how he offers sellers advice on how they can sell their own homes themselves, I started to feel some marketing chills and began to realize this guy is a marketing brother who shares the same ideas and beliefs as me. 

I call Jas Takhar a super broker. With a team of more than 60 people doing close to 700 deals a year, a business like this becomes its own solar system that reaches beyond the average brokerage to shape and influence a market and the people that buy and sell with them. Along the way, an exciting team picks up on the energy created and that's where marketing confidence and serious momentum kicks in.

And there's something Jas gets into today that is not just profound but so often overlooked in the cut and thrust pursuit of real estate success.

He says "The more I just relax and be myself and talk about the things I love, the more I attract the people I want to be with and work with and the more I repel the people I don't"

You can tell that Jas genuinely treasures his relationships with his partners, his team and his clients. I have to admit, it's super empowering to just be yourself and do your best while you're doing something you love. Not everyone has the courage or vision to walk to the beat of their own drum. When you see it up close it's inspirational.

So get ready for a little marketing enlightenment and big dose of killer ideas.

All that and more coming right up!

Download Jas' 50 CLIENT TOUCHES PER YEAR https://jastakhar.ca/fifty

Download Jas' HOW TO CREATE 23 PIECES OF CONTENT DAILY https://jastakhar.ca/content

If this is your first time listening, I'm Ray Wood and I partner with real estate agents to attract, nurture and convert leads and show you how to become the local influencer in your real estate market.

If you'd like my blueprint of the 7 best prospecting actions of all time, I can give it to you now in the form of an eBook where I not only list the top 7 actions, but take you step-by-step thru each one so you get a plan and a proven blueprint to follow. To get started today go to bestagentsinc.com/blueprint

Like everyone in the real estate success business, I'm always thinking about the very best strategies to lift performance because, as we all know, better results are a direct link to a better lifestyle, more opportunities, and, let's just say it, more fun!

It's a combination of knowing what to do and making sure you have the energy and tools to make it happen.

One of the things I love most about hosting this podcast is that I get the chance to speak with other coaches and trainers and quickly drill down to what's working for their people.

I find the very best real estate coaching personalities are masters at not only sharing their best ideas but giving our listeners the easiest ways to implement for fast results.

My guest today is Chadi Bazzi and he's no exception.

Chadi and I cover a lot of ground in this short interview and you'll discover plenty of gold. I'm sure you'll find some fresh meat as well as some forgotten gems ...and make sure you catch Chadi's very simple strategy towards the end of our call where he shares a brilliantly simple daily success action that I believe is one of the best I've ever heard.

We've got all that and more coming right up.

Get free training at  https://takemorelistingsnow.com/

Contact Chadi at https://www.chadibazzi.com/

Facebook https://www.facebook.com/chadibazzi

Get LockedON (real estate's best CRM) at https://lockedon.com/

Get Jigglar (real estate's best online marketing tool) at https://jigglar.com/

And speaking of growing your business, there's a long list of ideas agents use to generate leads and win listings. There's a lot of advice flying around and it can get very confusing so I've done the heavy lifting for you and sorted the list to feature the top 7 actions real estate's best agents are using right now

But just a warning, I'm all about using the best methods to attract leads and that means the best use of your time so you won't find any door knocking or cold calling in my 7 essential prospecting actions.

I not only list the top 7 actions, but I also take you step-by-step thru each one so you get a plan and a blueprint to follow. To get started today go to bestagentsinc.com/blueprint  

My guest today started her professional life as an architect and quickly realized she was leaving a lot on the table so she combined her passions and became a real estate agent. Today she leads and inspires a brokerage based in Miami Florida of more than 1000 agents.

Ines Hegedus-Garcia is a Miami REALTOR and Director of Strategy and Innovation at Avanti Way Realty. She's at the forefront of the prop-tech industry, a former president of the Miami Association of Realtors and a director of the National Association of Realtors.

I'm delighted to welcome Ines to the show. I think you'll pick up on her awesome energy and unwavering passion to help her fellow agents navigate the many changes happening right now while jumping on the best opportunities.

To work out the most popular topics for this podcast, all I need to do is go back into the control platform and see which episodes have the most downloads.

...and if I need any confirmation, I head into the back end of Jigglar, our online design template platform and look at what the most popular downloads are about.

I'm sure you guessed it... social media.

But then I sometimes wonder if social is popular because it works or because it's free. I think it's definitely, a combination of both.

In this mini-episode I want to share what I've learned about social media in the last year and also give you the heads up on which platforms agents are using the most to get results and what type of content they're posting.

There's a massive shift going on right now and we're all part of it. In fact, I believe real estate is one of the industries that has the most gain from this shift.

This shift is not only about how we're reaching out and connecting with future clients, it's about how they are reaching out and connecting with us.

For example, you're listening to this podcast episode right now by choice. You're not listening to a podcast about Latvian rugmaking or instructions on how to train your Portuguese water dog. You're looking for ideas and inspiration on winning more listings and making more sales.

It's the digital age and suddenly, we have choices to consume the type of content we want to consume. Your future clients are doing the same thing.

Right now they're searching Youtube for information. They are just as likely to click on a video that offers the 7 things they must know before they selling in 'your area' or a video that's all about the top 3 ways to create a buyer's bidding war when selling in 'your area'.

In fact, there is so much demand for highly relevant and niched content people can consume, that it's almost impossible to match it with the supply required.

It was the early two thousands when the global media giants started diversifying because they could see the writing on the wall.

If you owned a bunch of newspapers and magazines in the late nineties, your readership was starting to go elsewhere. The monthly circulation of the larger mastheads was falling like a brick as companies like News Corp, one of the biggest in the world, scrambled to understand and then try to capitalize on the new digital world that caught them napping.

I think the best way to look at the changes between the old newspaper and magazine world from last century and the digital world we know today is to compare Rupert Murdoch's News Corporation to the novelty online start-up that nerdy student Mark Zuckerberg founded in his Harvard dorm room in 2004.

Comparison is relatively straightforward as the stock of both companies is publicly traded.

Founded in 1980, News Corp has a market capitalization of $15 billion while Facebook comes in at close to $900 billion or 60 times that of News Corp.

This begs the question: Is a social media ad likely to be 60 times more effective than a newspaper or magazine ad? I'd say a resounding yes. And with good reason.

Look at the specific media changes around this shift to digital.

Radio has been replaced by iTunes, Spotify and Podcasts

Billboards, Magazines and Newspapers have been replaced by Facebook, Instagram Reddit and Twitter to name a few.

TV has been replaced by Youtube and a whole range of streaming services like Netflix and HBO.

Letters in the mail have been replaced by email and a bunch of messaging services.

Outdoor advertising is pointless because it's way harder to engage a potential client and the last time I looked around at other drivers at the lights, everyone had their noses in their phones.

I didn't start out trying to convince you of the obvious marketing shift, I think you already know that because your one of my listeners and your smart.

My mission is to get you to do more of it starting today.

So I want to get into two things, where you need to be, and what you need to say.

Right now, Facebook, Youtube and Instagram are commanding most of the consumer attention in your area. Yes there are other social platforms like TikTok, Twitter, LinkedIn and Pinterest etcetera but can I suggest you master the big three first then start playing with the rest if you have the time and inclination.

...and by the way, if you're winning new relationships from some obscure app, then don't stop. But current research numbers tell us, the lion's share of traffic is going to those three.

Increasingly, Instagram is perfect for agents for a whole number of reasons. It's also said to be 10 times more engaging than everything else. Facebook is the industry favorite right now but not for much longer I'm predicting.

You also have the advantage of multiple broadcasting options inside Instagram like a regular post, Instagram stories and IGTV.

Youtube now ranks as the second biggest search platform and having spent the last 12 months renovating our boathouse on the lake, I can tell you that it's an amazing resource of ideas and instructional videos where someone like me can actually do something and be proud of it.

There's no way I could have done that last century.

So let's talk about content.

If you're a regular listener you will have heard how agents are getting results from social.

Long story short, content ideas are everywhere.

Right now the market is crazy so why don't more agents post about how they handle multiple offers to attract sellers. What about a short video for buyers offering your experience and expertise in the same area?

Youtube is crying out for you to share the 10 things buyers need to know before they buy a home in 'your area'.

Or simple daily posts like 'Here's a list of take-out restaurants in Bondi Beach, what's your favorite?' can get massive engagement.

Content ideas are everywhere.

I see a million video posts of new listing walk-throughs and they're okay but unless I'm buying or selling, I'm not really interested. So why not tell me where you get your coffee and feature your talented Barista doing her thing!

Content ideas are everywhere.

Your challenge is to start and keep going. Too many people quit early. Your Youtube content is not going anywhere, so keep building on it. Your market is global. How do you know that person watching in another country doesn't own property less than a few kilometers from where you're sitting right now?

Right now Youtube is free. Can I suggest you start leveraging that one important fact?

I remember back in the day when you'd run a $1000 magazine or newspaper ad. The sales guy would tell you not to expect calls but the important thing is that you're getting 'exposure' and promoting your brand. I can just hear him saying "It's all about repetition" What a load of rubbish those guys fed us.

I guess that's the difference between now and then. Back then a $1000 ad would last for a day. Today you can upload awesome video content for free that stays there forever.

So let's summarize, Focus on Instagram, Facebook and Youtube and post engaging content about the things you are doing in your day. Oh and don't forget to smile.

Until next episode, dream big and take names

If this is your first time listening, I'm Ray Wood and I partner with modern real estate agents to attract, nurture and convert leads and show you how to become the local influencer in your real estate market.

If you've tuned in before then welcome back and thanks for the opportunity for my guest and I to share our best ideas.

And speaking of guests, you're about to meet my guest for this week and I think I need to tell you this comes with a warning. That is, a wealth warning because you're about to hear from a dynamic Californian realtor with a powerful message, that if followed, will win you extra listings and sales.

Krista Mashore's real estate career spans twenty years. Yes, she's won all kinds of awards but she's one of these great energy agents who has figured out the process and adapted to embrace online marketing and reaped the rewards which she now shares with her lucky coaching clients.

And the good news is, she's more than happy to personally share her ideas and strategies with you in a very popular 5-day free course. You'll find the link in the show notes and Krista will tell you herself in a moment, but just before we get into it, I'd like to share an important message.

I think I know my people pretty well.

I know you tune in for inspiration, motivation and what's working for the top agents in our industry.

You're about to be exposed to some things that may or may not be news to you, but here's the thing, they work.

Krista might be an elite real estate coach but she's still listing and selling and can afford to do both because she runs a proven system. So when you hear something that strikes a chord in your thinking, And you can see yourself taking action and doing it, I want you to press pause and write it down in your journal and make it happen. Don't try and do ten things in ten minutes. It never works. And don't be overwhelmed. Do one thing, nail it and then come back and do the next thing.

I want to thank Krista for being so free with her success ideas. You're in for a real treat.

Click this link to join Krista's Client Conversion Accelerator (it's a FREE 5 day LIVE course with Krista, you'd be crazy to miss this opportunity)

Krista's real estate page

If you're a regular listener, it's great to connect again for another show, and thanks for the faith you have in me to deliver actionable content straight into your ears each week.

In case you're wondering who am I and what do I do, I'm Ray Wood and I partner with modern real estate agents to attract, nurture and convert leads and show you how to become the local influencer in your real estate market.

I'm also excited to announce I have just published my latest book, which is a book full of my best listing ideas called The 7 Essential Prospecting Actions Blueprint.  You can download it here

This is not a one-page pdf of bullet-point tips, it's the actual step-by-step blueprint real estate's top agents are using right now to grow their market share by becoming a local influencer.

This week on the show I'm super-pumped to feature a great session with my good friend Trent Pool from Merimbula on the south coast of beautiful New South Wales.

Trent and I have been working together for many years and I wanted to share one of our regular meetings and take you deep inside his business which has grown from strength to strength in the last 8 years.

After our call, I started to think about the amazing transition that is happening in real estate right now and how modern agents are leveraging new tools and cleaning up while many are getting left behind.

The way Trent is using social media to attract and nurture new relationships is a great example. He understands where his people are and what they react to. He knows how to cause a social encounter and how to engage.

As you'll discover in this session, he uses LockedON to store and communicate with all future sellers and Jigglar to build and customize all his marketing and social footprint templates.

Almost without knowing it, Trent has become a local influencer in his town of 3000 people or what I would call the digital mayor of Merimbula.

Becoming a local influencer is 2 main things: Knowing what to do and being consistent at it. Just posting to social media when you feel like it is not a plan that will yield fruit. In fact, if you're doing that it's probably costing you potential engagements and damaging your brand.

I think that right now presents one of the biggest opportunities to beat your competition at becoming a local influencer mainly because most of your competitors have no clue what to do or are getting poor advice from so-called marketing experts who charge crazy money for average or zero results

Right now, we're focussing on the three social platforms that give us the best bang for our buck, Facebook, Youtube and Instagram.

The link to download your very own copy of my new prospecting blueprint is in the shownotes or you can grab it now at www.bestagentsinc.com/blueprint

Trent is living, breathing proof that leveraging social media has not only fast-tracked the success of his business but given him total dominance in his market. And how's this for acknowledgement of his success?

...He recently told him one of his competitors called him up and to ask him what he's doing to win so many more listings than any other agent in town. You gotta love that!

This is part of a series we're producing here at the podcast about women in real estate. We'll be featuring a number of interviews with some very impressive women who all have a story to tell about their journey and rise to the top.

You might wonder why I made the decision to single out a group that represents half the population and feature female agent interviews. Well, there's a number of reasons:

For a start, most of the women I know in real estate had to work twice as hard to reach the level of success they now enjoy. If you're a woman in real estate or even if you're not, you'll know as well as I do that, right from the start, the learning curve is steep.

Then there's the fact that so many women juggle family and other commitments to make their careers work. Many are single mothers who somehow adapt to higher levels of organization to manage the daily routine of kids and school and everything that goes with managing all the lives in a family.

So even if you have a partner to share the load, that's a solid workout. But many women ride alone and do everything themselves. To make this happen, they work hard and the hours are long.

But then something happens along the way. ...and it happens because it has to. They get super-focused and super organized because they understand better than anyone, time is money. They become personally accountable for every minute of each day because they know and understand there will be some more heavy lifting to be done before their head hits the pillow that night.

So when you hear me thank my guest for their time, it's not just a throwaway line to wind things up. I genuinely know, understand and appreciate the sacrifice and contribution they are making.

By way of example, after I hit the stop button on this week's episode with award-winning legend Gizzelle Powell, she told me she was happy to share her experiences and lessons learned because she knows there are so many women who are going through the same battles that she did.

She told me there were so many people who helped and mentored her right from the start of her career and this is her chance to pay it back.

I first met Gizzelle at an event we held in Australia some years ago. She had just started her career and came up to tell me that she had read some of my coaching and training manuals and that she built her career by following and implementing those ideas.

Gizzelle has a lovely smile, great energy, and there's something about her that tells you she can face big challenges head-on and keep going when others don't. She reminds me of some other impressive women I've featured on the show like D'Leane Lewis, Nyree Ewings, Arabella Hooper, Emmy Thies, Jessica Chia and Leigh Thomas-Brown.

These women share a work ethic that guides their careers on an ever-upward trajectory. And it's not so much that they're afraid of hard work, they embrace it as a secret weapon which is why each one dominates their market.

This year, Gizzelle won RE/MAX's prestigious Hall Of Fame award, the Chairman's national award plus national and local awards for placing in Rate My Agent's Top 100 agents.

What I took away from this interview is Gizzelle's deep commitment to helping her sellers and buyers achieve the real estate solution they are looking for. Her demeanor and attitude telegraphs her dedication to client care on a whole new level.

It's been a cold blast here at the cottage in the last couple of months where we have been in semi-isolation and various stages of lockdown for almost a year.

The month of February is testing us because there's this weather effect called the polar vortex that brings with it arctic cold temperatures like minus 30 Celcius and feet of snow.

But, fortunately, the boathouse is keeping us warm thanks to a wood fire we installed last year and some incredible spray insulation that keeps in most of the warmth.

The boathouse has been a fun project and it's still a work in progress that will take me a bit longer to complete.

Personally, this last year has been an amazing time. I feel I have better focus and direction. I feel like I have more drive and energy. 

In the last 12 months, I have completely overhauled Bestagents to a digital marketing platform and with the amazing resources of Jigglar and LockedON, a steady stream of new members are coming on board while they can still get the heavily discounted founding members deal.

My real estate funnel marketing model is working like a well-oiled machine and let me share what I've learned about the art of funnel marketing in the past year.

There are 3 stages to a good funnel; Attract, nurture and convert.  

The 16 digital assets including eBooks and autopilot lead generators we have created at Bestagents do most of the heavy lifting when it comes to attracting with the impressive resources of Jigglar pitching in by pumping out fresh professional-grade content on a daily basis.

LockedON's new version 2 is turning heads and playing a critical role nurturing and converting contacts to listings and sales with the help of our digital pre-listing kit and lots of pre-written emails ready in the system.

In fact, that's a perfect segway into this week's interview which is all about the power of email marketing and some awesome tips to make sure your messages are connecting with your contacts in all three stages of your funnel.

My guest for this episode is email writing and marketing expert Chris Orzechowski, and the timing around the release of this episode is highly relevant as the Australian government finds itself in something of a Mexican standoff with Facebook.

Basically, Canberra wants Facebook to pay for the news it strips and recycles. Facebook have said "I don't think so" and have started deleting content from any Australian Facebook page that faintly smells like it offers any kind of news.

In fact, today's email from Chris (and as soon as we met, I signed up to get his daily emails) talks about this and he warns, you can't build your brand on quicksand which means don't rely on Facebook or any social platform for that matter to be there tomorrow.

Chris says that's all the more reason to build solid relationships with great email marketing and I couldn't agree more.

You are your brand, not some tri-color logo or pretty font. But here's the critically important thing: Marketing you doesn't mean talking about you. 

Want to write better emails to attract, nurture and convert more contacts?

Right now, you can download Chris' eBook, Make It Rain for free.

Can I suggest you head over to www.themakeitrainbook.com and get your copy?

Here are just some of the things Chris shares in his book which is a brilliant read by the way:

• How to segment your email list properly, so you can send the right offer to the right person at the right time.
• Why emails with great copy out-convert fancy, HTML emails… every time!
• How to make your emails stand out from all your competitors… and how to make people fall in love with the emails you send.
• 3 email campaigns that will work for you every day… even while you sleep!

That URL again is themakeitrainbook.com and that link is ready and waiting for you in the show notes for this episode.

I was keen to pick Chris' brain about how we can apply his email marketing rules and strategies to real estate being mindful of the attract, nurture and convert stages of the funnel.

In this session I ask Chris;

• Is email really relevant anymore? 
• If my open rate is below 10% what am I doing wrong?
• Why does good copy in a ’normal’ email outperform HTML fancy graphics every time?
• Does he follow a formula? (headline, reinforce/stir up, solve, prove, call-to-action)
• We’re in real estate land looking to nurture and hopefully keep, existing contacts. How often should we connect and what should we be saying?
• Email is pointless without a list. How do we build a list?  
• How important is the subject line?
• Are open rates better when there’s a question in the subject line and we use our contact’s first name?
• Does long copy sell? Do people read it?
• How important is using testimonials in our copy and where should we use them?

Download Make It Rain (eBook) here

A special welcome this week to new Bestagagents members

• Varinder Sharma from Kellyville in NSW
• Shannon and Samatha Smith from Queensland's Gold Coast
• Dean Bozunovic from Frankston in Vic
• and Silvya Saric from Wodonga Bestagents on the Murray River in Wodonga Victoria

I'm excited to have the opportunity to work with you guys and the results you're already achieving are impressive.

If you're familiar with my work and real estate success strategies, you’ll know I’m a big fan of what I call the real estate funnel and if you're looking to add better systems into your business, I'm going to make you a complimentary offer in a moment to help you make it happen.

In marketing, a funnel is the system and strategy that attracts new paying clients into your business. The good news is that once a funnel is set up, it will work hard for you 24 hours a day producing leads, listings, sales and (this is what I love most about a good funnel) consistent success.

And the really great news is that anyone can do it.

You don’t need to be a national brand or super successful agent. It doesn’t matter where you are, whether your market is hot or cold or how long you’ve been in real estate.

Let me ask you a question:

Have you ever suffered the humiliating frustration of the good month-bad month income YoYo?

One month you’re flying high and thinking about a new kitchen, updating your car or skiing in Italy. But the next month, you don’t quite feel that dopamine hit when you log in to your online banking to discover you’ve got too much month at the end of the money.

And you had no idea that tax bill was payable so soon.

If that’s you then that’s okay, because that’s been all of us at one time or another.

And it’s almost like you need to experience the good month-bad month YoYo to know you don’t want it to happen again and you’re very motivated to work out how.

Let me share a simple but vitally important fact I often return to with some of my coaching clients: (and the keyword here is FACT) You can’t expect different results when you keep doing the same thing.

This can also happen when you decide to lift your numbers. Say you’ve done the same amount in GCI give or take for the last 3 years and you want to move things up. There’s no way it can happen if you’re rinsing and repeating the same strategies you used for those previous years.

Businesses grow. So do people.

So back to my funnel.

Let me share the three essential stages that drive a good real estate funnel and of course, it goes without saying, the better each stage is serviced and enhanced, the better it will perform.

The first stage and the top of your funnel is Attraction. Just how are you attracting your future clients, how many are you pouring in and how often? This is the most overlooked yet essential stage of your funnel. At Bestagents, we like top say the magic is in the numbers and this is exactly what we're referring to.

What lead magnets are you employing to drive traffic to the top of your funnel and what is motivating or attracting these people to you? In the online marketing world they call this your offer or offer stack.

...and your lead magnet needs to clearly show, it's something of value your potential new contact will want.

It’s the offer that causes attraction. What’s yours and how many do you actively employ?

The second stage of your funnel is Nurturing.

Real estate is a service. We generate a fee for that service by offering a solution to a problem.

Now that your new contact is swirling around in your funnel, what are you doing to move them on into the narrow bit? Why are they staying? Why do they want to stay? What is it about you and your real estate business that compels them to hang around and not opt out from your messages? How are you helping them solve their problem?

I believe the number one reason agents lose a listing is lack of trust. They may like you but do they trust you? So what strategies are you employing to clearly illustrate and deliver proof that you are not only the best agent to solve their problem, They can trust you.

That’s nurturing.

The third stage is Conversion.

When the time comes for your contact to sell or buy, you’re relying heavily on the relationship experience you’ve delivered since that beautiful day they first found themselves in your amazing funnel.

You get the call. They’re ready to list their property for sale and they want to see you tomorrow at 4pm to find out what you think their home is worth and your fees to see how you compare. Yep. You’re going to pitch.

This is showtime. This is where your hard work and system pays off. This is where you stand to win the listing, make the sale and receive your well-deserved fee for service. This my friend, is Conversion.

…and think about that fee for service for just a sec. Is it $5 grand. Is it 10 or more. How much are you prepared to do to win the prize and what does your conversion process look like?

Does your physical pre-listing kit dovetail perfectly into your actual listing presentation? Is your online pre-listing kit and questionnaire sent within minutes of the listing appointment being made?

And is trust reinforced solidly with both?

This is conversion and given that you’ve attracted and nurtured so well to get to this point, I believe it deserves every effort you can muster to win the business at this final stage.

Your funnel isn’t a part of your business, it is your business. Many agents I speak with tell me they have a listing problem but they don’t. They have a funnel problem.

So here’s the deal: I’d be delighted to help you with your funnel and help you get to where you want to go. In fact, I’ll give you a number of ideas you can install straight away into the Attracting, Nurturing and Conversion stages of your funnel to make sure you start getting results without delay. That’s my offer and my personal promise.

All you need to do go to a simple website I’ve set up and tell me a bit about yourself, your challenges and opportunities and we’ll set up a time to speak with a Zoom call.

There’s no charge and it’s my pleasure to help.

To connect and get the ball rolling and move towards that place you’re looking for, go to raywood.net and tell me what’s happening. Nobody sees this information but me and it will help me deliver the best ideas you can start using straight away with little or no investment.

The website again is raywood.net

So speaking of building your real estate funnel, I think you’re going to like today’s guest.

If you’re a long time listener, you’ll be familiar with one of the show’s biggest fans, and regular guest, Queensland super-agent Scott Lachmund.

…and if listings are hard to find in your neck of the woods right now, Scott has a number of strategies that will not just help you with new ways to connect with people, you’ll discover first hand, Scott’s amazingly simple yet very powerful scripts when you reach out.

I guess I don’t need to try and convince you that it works because I know it does.

But this is cool and tells you a bit about the guy: the more successful Scott becomes, and his last few years have been nothing short of meteoric, the more he wants to help his fellow agents reach their goals.

I think you’re going to love this one.

Scott on Facebook

Check out Scott's community website and video interviews

He mentioned a video of his presentation and that can be found here

Ask Dan about his “done-for-you” marketing services by texting (905) 903-5442.

He has a special bonus for you too!.. Anyone who listened to the podcast can book a free coaching call with him at http://brokeragenation.com/30minsession

Finally, he mentioned his group coaching calls at www.patreon.com/Dannywood I hope you take the time to reach out to him because he’s a treasure trove of unique ideas that will keep you coming back for more.

Thinking social? YouTube: www.youtube.com/dannywoodvideos

Instagram: www.instagram.com/calldanwood

@calldanwood

More old school? Call (905) 903-5442 or visit: Https://www.brokeragenation.com

It’s been a huge month for me and Bestagents with a bunch of awesome agents coming on board and securing exclusive area rights to their postcode.

I’d like to personally welcome some new Bestagents members including

Craig Robinson from Castle Hill in NSW

Daryl Johnson from Hamilton NSW

Melissa Saad from Camp Hill in QLD

Leonie Snook & Steve Welsby from Wellington NZ

A special shout out to Craig, Daryl, Melissa, Leonie and Steve.

I’m delighted to share our Bestagents resources with you guys. Welcome top Bestagents and I’m looking forward to working with you to help you grow your brand and your numbers as you offer a clear and compelling point of difference to property sellers in your areas.

I can also share we’re about to roll out another lead generating landing page offering sellers in your area a current list of recent sales under the domain TruePriceFinder.com This is an additional offer at no charge to Bestagents founding members.

…and if you’d like to find out if your area is available, message me with your location and postcode and I’ll let you know.

Well, it’s always a pleasure to catch up with Troy Kincaid from Colac in Victoria.

Troy joined Bestagents in 2012 looking for ideas and systems and his journey from a raw beginning to a consistent number of sales each month is evidence his systems work and work well.

In less than 12 months from joining Bestagents, Troy’s business had doubled and within 3 years doubled again.

In the last 170 plus episodes I’ve profiled some amazing agents doing amazing numbers. Many enjoy an average selling price of more than $1 million but country agents in regional centres like Troy rarely see those prices so they need to really heavily on volume and consistency.

And as you’ll hear in this interview, there’s a powerful underlying community commitment that gives Troy and his team a valuable edge. All that and more, coming right up.

In a few months, the so called Canadian 'snow birds' would typically be heading south to Florida, the Carolinas or the gulf of Mexico to escape a brutal Toronto Winter but this year, the border to the US is closed to cars and folks are making sure their cottages are stocked with firewood and supplies so they can ride out the winter up North.

For us, it's been a magic summer. The boathouse we started renovating back in March is starting to take shape. I don't know that we'll have it ready for Winter but it's definitely in better shape than it was. For a guy who likes to write copy, record podcasts and create marketing ideas, learning how to demolish, renovate and rebuild something has been an incredible journey of learning with a few failures but some memorable victories.

If this sounds a bit echoee, it's because I'm in a very barren boathouse looking at stud walls, bare plywood walls, some gorgeous hand made timber trusses and a ghetto kitchen that will hopefully be gone by this time next month. If we were in Queensland, finishing would be easy but with the winter temperature getting down  to minus 35 celsius which is about the same temp in Fahrenheit, we're going to need a heap of good insulation and maybe a cosy wood fire to help us combat conditions from November through to May.

...and I guess right now we're all overcoming setbacks and challenges which is what this episode is all about.

But before we get into that, I'd like to welcome some new Bestagents members including
Ben Stevenson from Estate Realty in Queanbeyan NSW
Dan and Ness Brugghink from Wallan in Victoria
Chris Brown from New Vision Real Estate in Glenwood in the Hills District of Sydney
Kim Turner from Mount Pleasant in Perth WA
Peter Stone from Real Estate of Distinction on the Northern NSW Coffs Coast
and Zieglar Coelho from beautiful downtown Brampton right here in Toronto Canada

I'm pumped to be working with our new members and so impressed with how everyone is jumping in to access Bestagents resources to win more listings and make more sales. The marketing library is getting a solid workout and our brand new online pre-listing questionnaire is receiving great feedback from sellers and paving the way for the best possible listing presentation because we've set it up that sellers are taken straight to the member's client review and free ebook page when they submit their pre-listing answers.

I'm getting a clear message that great marketing is more important now than it has ever been before.

Bestagents memberships are exclusive to one agent or team per area, suburb, city, town or district.
Each area is different so message me ray@bestagentsinc.com if you'd like to know more and to check and see if your area is available.

******

A lot of people are facing challenges right now that they have never faced before.

Life is tricky enough without throwing a global pandemic into the mix and it's fair to say that if you're under 75 years old, you've never had to face any kind of global crisis.

If this was some kind of bizarre social experiment, you'd have to wonder at the extremes many people are experiencing right now.

For some, who get trapped in the downward spiraling vortex of failure and despair, hope quickly fades as they grapple to acquire the resources to cope.

While others...  are reveling in the forced changes these times are bringing and grabbing some amazing opportunities.

My guest this week is Albert Garibaldi, a 20 year veteran, CEO of The Agency, an innovative real estate business operating in California's Bay Area south of San Francisco.

You don't need to spend too long with Albert to know and understand he is living breathing proof about acquiring the best mindset to handle everything and anything.

He's also a 3 book author including The Passion Punch which is a book we get into during this episode and stays firmly in the top 1% of agents within his national group.

You'll discover Albert has a simple yet very powerful formula for life, family, business, health and success and I'm grateful for the opportunity to connect with him as he peels back the layers that helped him overcome some significant learning disabilities and prosper in one of real estate's most competitive markets.  Albert's awesome book:

Connect with Albert

Albert's awesome book: Passion PUNCH to Success

My guest for this episode is Paul Ross, a speaker, author, trainer & teacher.

Paul is a gifted communicator who will quickly influence and empower you to adopt some very fresh yet proven communication ideas for your next listing presentation, price reduction meeting or buyer showing.

If you click this link now, you can score a couple of awesome free video training sessions from Paul.

I was on a call with Bestagents member Kim Turner this morning.

Kim and I were workshopping some ideas and I shared something that has been very effective for a number of agents in my private client group.

In fact, I would say it has the power to supercharge your chances of winning more listings at presentation?

And it must be a secret because nobody eyes is doing it! :-)

I’m also going to suggest this is a drop-everything-and do-right-now kind of thing!

In a sec I’ll give you a Pre-Listing email that’s killing it right now for one very specific reason... Your potential selling client gets to see your testimonials!

…PLUS I have a special kicker that will take your ‘authority’ through the roof.

Here’s the thing: Most agents don’t give potential selling clients their testimonials until AFTER the Presentation.

In this week's episode, I'm going to take you through the 3 critical stages of a dedicated real estate marketing funnel then you're going to meet one of the nicest guys in real estate, RE/MAX Canada's Broker of the year.

All that and more coming right up.

The funnel concept is simple. I can even 'show' you in a podcast episode like this:

Imagine a funnel.

In my mind it's a red funnel. But it's big. Say 1 metre or 3 feet in diameter at the top and 2 metres or 6 ft deep.

At the bottom it takes a right-hand turn for another 3 feet and at the end, money comes out in the form of listings and sales.

The real estate funnel is made up of 3 parts: First and obviously is leads coming into the top of your funnel.

Next is 'nurture' where your CRM takes over directing you to employ a range of innovative connectors like email, text, phone, hard mail and social media. This stage is critical because it's warming up and building the relationship with your new contact. It's also critical because it will determine your new contacts perception of you where, essentially, they're asking themselves; Is this the agent I'll be choosing to sell my property.

The third and final stage is often triggered by one of your CRM connectors. It's the all-important listing stage.

This is where your hard work and investing in stages one and two of your funnel pays off.

The listing process is where you on-board your new client with a regular and digital pre-listing kit and industry best listing presentation

I've made a video that shows you exactly how the real estate funnel works. You can check it out at bestagentsinc.com/founders

Earlier this year I had the pleasure of connecting with RE/MAX Broker of the year, Asif Kahn.

A recipient of RE/MAX's prestigious Diamond & Chairman's awards plus Hall of Fame & Lifetime Achievement awards, Asif runs a highly successful team based in Markham just east of Toronto. He also co-hosts a weekly radio show called ON THE MARKET, on The Region which is 105.9FM.

In case you don't know, Eastern Canada has a very strong RE/MAX presence and has done from the early days when the RE/MAX brand was just getting started.

That makes winning Broker of the year all that much harder. I was keen to learn some of the challenges Asif faces, and how he sets his agency apart.

We get into the key aspects of Asif's brokerage that set him and his team apart including his charity and community work.

I think you're going to like this episode. There are lots of valuable takeaways and I'd like to thank Asif for sharing so much awesome content.

Connect with Asif Kahn

I firstly want to say a BIG welcome to Bestagents and thanks for joining us. I'm humbled you have chosen to become an exclusive member and also that you have placed your trust in me and my team to grow your personal brand

In this episode, we take a deeper dive into the unique marketing strategies Bestagents members are using to attract quality leads and nurture them through the process.

Full info at https://www.bestagentsinc.com/founders

First off, a big thanks to everyone who reached out to see how I'm doing.

We're still in isolation here in Canada like so many others and life is good. It's been a super busy time with lots going on and I'm making the most of what I'm calling a 'reset' with a number of projects on the go to help agents adjust to win more listings and make more sales.

In the last episode, I mentioned how my team and I are rolling out a series of Virtual Agent lead generation landing pages and virtual tools and the response from my podcast audience was way more than I expected.

I've actually spent the few months setting up a new membership group where I'll be not only creating landing pages and social media templates but re-releasing eBook versions of my books. And one book, in particular, I have ghostwritten so you can be the author.

And, for the very first time, I'm inviting agents I work with to access my private library of marketing tools, graphic templates plus my back catalog of scripts and client email copy.

If you're familiar with how I work, I prefer to offer postcode exclusivity so only one agent per area can use these resources.

Right now, I have a growing list of agents I'm bringing on board as Founding members who'll be 'grandfathered' into the group with a below-cost deal to access everything and be part of this new movement of Virtual Agents complete with area exclusivity!

If you'd like to know more, please reach out to me on Facebook and send me a private message or email me ray@jigglar.com and I'll get you more information on the Founding Members Package.

Speaking of Virtual Agents, I was interested to find out how Australia's world-famous Auctioneers have adjusted to this new contact-free environment. Are they still running auction campaigns? If so, how are they doing it?

And who better to reach out to than my brother David who ranks as one of Australia's top auctioneers.

David is a partner at Belle Property in the premier Inner-Melbourne suburb of Albert Park and at the first sign of restrictions surrounding the COVID 19 changes, David and his team quickly adapted with a combination of applying the best tech tools and solid client communication.

The outcome has been a steady stream of listings, some very impressive results, and a lot of happy clients.

In this interview David and I get into the biggest challenges he faced, how he was able to educate buyers, the actual process the Belle Property team employed to conduct fully isolated and contact-free actions and the new strategies he thinks will remain when this global reset is over.

Belle Property

Contact David Wood

I don't have kids to organize and entertain or their meals to plan.
I'm not on a health professional on the front line helping virus sufferers like a number of friends and family who are doing an amazing job saving lives. I've worked remotely from a home office, coffee shop and often my car for the last 15 years so there's no major shift in work habits and so far, and  touch wood, I don't have a sore throat or dry cough.

And if I bring the virus back home to Christine who suffers severe asthma... well, I don't even want to think about that.

In times like this, I believe it's important to focus on what we can influence.

For a start, we have the power to influence our own thinking. We can wallow in the cancer that is self-doubt and choose to take the low road of despair, pending doom and negative, destructive thinking which, as we all know, never ends well... or we can choose to remain optimistic and hopeful and reach out to others and either ask for support or offer it. Nobody is immune and we've all reached this fork in the road at some point. The important question is when you do?

When you think about it, we're all born with the same two options... we can choose to be a tower of strength or a swamp of suffering and if I've learned one thing in life, it's that you will move towards what you think about.

You naturally gravitate to where your head's at. In fact, it's virtually impossible not to. For so many, success begins when we make the decision to hack into our optimism and achievement tools with things like exercise, meditation, a solid routine, focussing on the right business actions for these times and tuning our radar to actively scan for opportunities.

Since this thing started I've had the chance to connect with agents in many different places. Sometimes we email, sometimes we talk on the phone or face to face it with a Zoom call.

I'm honored and humbled that many real estate contacts (including quite a few I don't know) have reached out to me for help and I'm grateful for the opportunity to share any ideas, suggest solutions and workshop options at a time like this and I'd like to extend the offer here and now. If I can help, let me know. Reach out and say hello and tell me what's going on. I'm ready to welcome your message and looking forward to helping out wherever I can.

I can tell you I don't have all the answers for what's happening right now but I don't believe anyone does. I do have some solid ideas and strategies I learned in the early 90s and 2008 that are working well for my private client group,

This morning we woke up to a very cold cottage because the fire went out during the night and there's no other heating. I needed some kindling to get things underway but it had rained overnight and the kindling was wet. I cursed myself for being unprepared.

If you've ever tried to light a fire with wet wood you'll know it's a challenge but it's the perfect metaphor for what's happening in real estate at the moment. So many agents are trying to light a fire with wet wood. The things they were doing in February are not working in April. Adaption is key.

There's no doubt this global health crisis will trigger an economic downturn and probably the most severe we will see in our lives.

Last week I checked in on my 87-year-old mother in law to see how she was doing. She lived through the blitz in London during the second world war and I was interested to know if she noticed any parallels. "Not really" she said. "During the blitz we honestly didn't know if that day would be our last. Bombs were falling out of the sky and killing our neighbors. With this pandemic, all we need to do is stay inside and keep ourselves busy."

In my view, this event is dramatically different from the early 90s recession and the mortgage meltdown of 2008. It's different because we can't go out and support local businesses. We can't head out to our favourite bar, go for a meal, buy a fresh pair of jeans or buy a car because we're stuck at home under personal self-arrest as it's the right thing to do. The COVID 19 Pandemic means millions of businesses closed virtually overnight and with that, the monetary flow of the economy that makes the world go round. That's why this time it's very different. Many of us are lucky to live in countries that will support us with resources. But that can only last so long.

However, what we do know is that it will end... and as real estate professionals, I think we're lucky.  Here are 4 reasons why:

First off, we're essentially self-employed. We don't really rely on anyone for 'a job'. Our mission is to find property owners looking to sell and show them how we can make it happen.
Second, We can work from anywhere we like which right now is our home office or kitchen table. We can work the hours we want and don't need to burn daylight on a lengthy commute. We're professionally autonomous and I'm tipping many agents will adopt this as their new norm from now on.
Third, we have established contacts in our database who may need real estate help right now. It's knowing how to reach out and what to say that's critically important. By the way, if I see another 'I'm Here For You' or 'we're in this together' email I'll scream. Your contact's inbox is jammed with the same subject lines. Don't go there!
And fourth, we have so many amazing tech tools to make it happen. We can conduct a virtual orchestra of real estate business without moving our butts from our home-office chair. This is the remote revolution so many in our industry have been hoping for. For those of us prepared and equipped, this is our time.

And here's the thing: Real estate in your area will be sold in the next 3 months. Maybe not the same volume as the last three but property transactions will happen.

Our challenge? Right now people can't go out. So what do folks do when they're stuck at home? In 2020 they spend more time watching Netflix, more time on social media and more time sending and answering emails. In other words, more screen time.

So how can real estate professionals use this change to maintain our connections and stay actively involved and open for business?

There are a 5 ways:

1. Be willing to put yourself in places where opportunity can find you, and by that I mean creatively online. We can ramp up our community involvement. Which services are open, which are not? Who's delivering and how we can go about ordering. Supply names and numbers? Who needs support in your community and what can you do?

2. There are still essential services serving your community. Who are they and how can they be contacted. Let your people know. Be a conduit of highly useful and relevant information.

3. In the last few weeks, I've done more chores around the house than I have in the last 3 years. I've painted, re-floored, replaced lights, cleaned out the garage and right now, I'm rebuilding a deck. It's funny but my 'honey do' list continues to grow.
So plenty of people are using this time to keep busy and tick off tasks that need completing. Can you help your contacts with your local traders list? We just sent a new template live at Jigglar.com   All you need to do is build a list of local traders and offer to send your people a pdf. Our local hardware store won't allow people in but you can order over the phone and pick up. Same with the supermarket. If this is available in your area, let your people know.

4. Get proactive in your marketing and offer an online Virtual Market Update.  All you need to do is send your contacts an email and offer a contact-free property value opinion via a live and customized landing page. If you'd like to see a very cool online landing page sample that does just that, let me know. Details are in the shownotes for this episode.  The agents using this landing page are winning leads because they can virtually prospect without cold calling. You can take it to the streets by setting up a Facebook campaign to promote your virtual market update offer.

5. When you're ready to get your listing to market, ask your owner or tenant to take the shots. Our buddy Brad Filipponi over at BoxBrownie.com has just made a very cool video that will give you and your owner or tenant the very best instructions on how to make that happen. They've even done a pre-photo checklist and you can watch the video and download the list in the shownotes.  Just go to topagentsplaybook.com/168

I hope I've shared some ideas you can put to work ASAP in your business and please keep in mind, these ideas are out there working right now. All you need to do is get started, implement and reach out if you need support.

So how long will this last? It's up to us. The Chinese model shows things are just starting to get back to normal after 12 weeks but that was with a military enforced lockdown and quarantine and god only knows what else but clear evidence shows that staying home and isolated works.

When the COVID virus first started to escalate in California, the Governor ordered the state's 40 million residents to stay home. They were the first state to do so.
New York, with a population of less than 20 million did not.
Today, April 8 2020, the California numbers are 17000 cases and 452 deaths compared to New York's 140,000 cases and deaths over 5000.
Okay there were a few other factors like California's aggressive testing and better access to personal protection equipment but come on...  8 times more deaths and cases in a state half the size. I guess one Governor is enjoying his last term.

There is no vaccine just yet so I think the evidence is clear. The fastest way to work our way back to normal]]>I hope you're staying home and staying safe. It's day 27 in isolation for me and I'm very fortunate.

I don't have kids to organize and entertain or their meals to plan.
I'm not on a health professional on the front line helping virus sufferers like a number of friends and family who are doing an amazing job saving lives. I've worked remotely from a home office, coffee shop and often my car for the last 15 years so there's no major shift in work habits and so far, and  touch wood, I don't have a sore throat or dry cough.

And if I bring the virus back home to Christine who suffers severe asthma... well, I don't even want to think about that.

In times like this, I believe it's important to focus on what we can influence.

For a start, we have the power to influence our own thinking. We can wallow in the cancer that is self-doubt and choose to take the low road of despair, pending doom and negative, destructive thinking which, as we all know, never ends well... or we can choose to remain optimistic and hopeful and reach out to others and either ask for support or offer it. Nobody is immune and we've all reached this fork in the road at some point. The important question is when you do?

When you think about it, we're all born with the same two options... we can choose to be a tower of strength or a swamp of suffering and if I've learned one thing in life, it's that you will move towards what you think about.

You naturally gravitate to where your head's at. In fact, it's virtually impossible not to. For so many, success begins when we make the decision to hack into our optimism and achievement tools with things like exercise, meditation, a solid routine, focussing on the right business actions for these times and tuning our radar to actively scan for opportunities.

Since this thing started I've had the chance to connect with agents in many different places. Sometimes we email, sometimes we talk on the phone or face to face it with a Zoom call.

I'm honored and humbled that many real estate contacts (including quite a few I don't know) have reached out to me for help and I'm grateful for the opportunity to share any ideas, suggest solutions and workshop options at a time like this and I'd like to extend the offer here and now. If I can help, let me know. Reach out and say hello and tell me what's going on. I'm ready to welcome your message and looking forward to helping out wherever I can.

I can tell you I don't have all the answers for what's happening right now but I don't believe anyone does. I do have some solid ideas and strategies I learned in the early 90s and 2008 that are working well for my private client group,

This morning we woke up to a very cold cottage because the fire went out during the night and there's no other heating. I needed some kindling to get things underway but it had rained overnight and the kindling was wet. I cursed myself for being unprepared.

If you've ever tried to light a fire with wet wood you'll know it's a challenge but it's the perfect metaphor for what's happening in real estate at the moment. So many agents are trying to light a fire with wet wood. The things they were doing in February are not working in April. Adaption is key.

There's no doubt this global health crisis will trigger an economic downturn and probably the most severe we will see in our lives.

Last week I checked in on my 87-year-old mother in law to see how she was doing. She lived through the blitz in London during the second world war and I was interested to know if she noticed any parallels. "Not really" she said. "During the blitz we honestly didn't know if that day would be our last. Bombs were falling out of the sky and killing our neighbors. With this pandemic, all we need to do is stay inside and keep ourselves busy."

In my view, this event is dramatically different from the early 90s recession and the mortgage meltdown of 2008. It's different because we can't go out and support local businesses. We can't head out to our favourite bar, go for a meal, buy a fresh pair of jeans or buy a car because we're stuck at home under personal self-arrest as it's the right thing to do. The COVID 19 Pandemic means millions of businesses closed virtually overnight and with that, the monetary flow of the economy that makes the world go round. That's why this time it's very different. Many of us are lucky to live in countries that will support us with resources. But that can only last so long.

However, what we do know is that it will end... and as real estate professionals, I think we're lucky.  Here are 4 reasons why:

First off, we're essentially self-employed. We don't really rely on anyone for 'a job'. Our mission is to find property owners looking to sell and show them how we can make it happen.
Second, We can work from anywhere we like which right now is our home office or kitchen table. We can work the hours we want and don't need to burn daylight on a lengthy commute. We're professionally autonomous and I'm tipping many agents will adopt this as their new norm from now on.
Third, we have established contacts in our database who may need real estate help right now. It's knowing how to reach out and what to say that's critically important. By the way, if I see another 'I'm Here For You' or 'we're in this together' email I'll scream. Your contact's inbox is jammed with the same subject lines. Don't go there!
And fourth, we have so many amazing tech tools to make it happen. We can conduct a virtual orchestra of real estate business without moving our butts from our home-office chair. This is the remote revolution so many in our industry have been hoping for. For those of us prepared and equipped, this is our time.

And here's the thing: Real estate in your area will be sold in the next 3 months. Maybe not the same volume as the last three but property transactions will happen.

Our challenge? Right now people can't go out. So what do folks do when they're stuck at home? In 2020 they spend more time watching Netflix, more time on social media and more time sending and answering emails. In other words, more screen time.

So how can real estate professionals use this change to maintain our connections and stay actively involved and open for business?

There are a 5 ways:

1. Be willing to put yourself in places where opportunity can find you, and by that I mean creatively online. We can ramp up our community involvement. Which services are open, which are not? Who's delivering and how we can go about ordering. Supply names and numbers? Who needs support in your community and what can you do?

2. There are still essential services serving your community. Who are they and how can they be contacted. Let your people know. Be a conduit of highly useful and relevant information.

3. In the last few weeks, I've done more chores around the house than I have in the last 3 years. I've painted, re-floored, replaced lights, cleaned out the garage and right now, I'm rebuilding a deck. It's funny but my 'honey do' list continues to grow.
So plenty of people are using this time to keep busy and tick off tasks that need completing. Can you help your contacts with your local traders list? We just sent a new template live at Jigglar.com   All you need to do is build a list of local traders and offer to send your people a pdf. Our local hardware store won't allow people in but you can order over the phone and pick up. Same with the supermarket. If this is available in your area, let your people know.

4. Get proactive in your marketing and offer an online Virtual Market Update.  All you need to do is send your contacts an email and offer a contact-free property value opinion via a live and customized landing page. If you'd like to see a very cool online landing page sample that does just that, let me know. Details are in the shownotes for this episode.  The agents using this landing page are winning leads because they can virtually prospect without cold calling. You can take it to the streets by setting up a Facebook campaign to promote your virtual market update offer.

5. When you're ready to get your listing to market, ask your owner or tenant to take the shots. Our buddy Brad Filipponi over at BoxBrownie.com has just made a very cool video that will give you and your owner or tenant the very best instructions on how to make that happen. They've even done a pre-photo checklist and you can watch the video and download the list in the shownotes.  Just go to topagentsplaybook.com/168

I hope I've shared some ideas you can put to work ASAP in your business and please keep in mind, these ideas are out there working right now. All you need to do is get started, implement and reach out if you need support.

So how long will this last? It's up to us. The Chinese model shows things are just starting to get back to normal after 12 weeks but that was with a military enforced lockdown and quarantine and god only knows what else but clear evidence shows that staying home and isolated works.

When the COVID virus first started to escalate in California, the Governor ordered the state's 40 million residents to stay home. They were the first state to do so.
New York, with a population of less than 20 million did not.
Today, April 8 2020, the California numbers are 17000 cases and 452 deaths compared to New York's 140,000 cases and deaths over 5000.
Okay there were a few other factors like California's aggressive testing and better access to personal protection equipment but come on...  8 times more deaths and cases in a state half the size. I guess one Governor is enjoying his last term.

There is no vaccine just yet so I think the evidence is clear. The fastest way to work our way back to normal is to stay home and stay isolated. New Zealand shut down hard and shut down early while amazingly, my mother's nursing home south of Melbourne is still allowing visitors. Maybe they've stopped watching the news!

Dream big, take names, stay safe and let me know if I can help

Super Agent Nyree Ewings is a phenomenal success. Last year she recorded GCI of $1.3 million which came from 94 sales and 140 listings. So let's take a quick look at those numbers for a sec. If you take a day off each week and a few week's vacation, that's one listing every two days.

Nyree's no-nonsense approach to jumping in and getting things done consistently wins her amazing results and if you're familiar with the 'whatever it takes' philosophy, she's living breathing proof that it works.
She's successfully grown her career in the past 12 years starting as a stand-alone salesperson and growing her brand and personal following to hire 2 assistants and build an amazing team

A big reason why I love hosting guests like Nyree is that she has the power to inspire so many people and if you're new to real estate, you're about to get a raw and real look at what it takes to thrive in one of the most competitive industries there is.

If you're not new to real estate and not getting the results you want, then can I urge you to listen closely to this episode and take special note of the things that jump out at you. I believe the power of a good podcast is that it will speak to you about the things that are important and help you with the changes you need to make.

And hey, if you're killing it then awesome. In fact, if you're listing more than 100 properties a year, I'd love to feature you as a guest on the show.

But I know many of my listeners are in the early stages of their career and looking for real and tangible ideas they can quickly implement. So here are 5 rules I've picked up along the way to get you started:

1. Personal accountability is your best friend. The world is full of people who say they are going to do something then don't.  Sure they have excuses but they suffer the frustration of not achieving the results they set. By the way, you'll find personal accountability at the corner of focus and discipline. If you need some, hire a good coach to help you plan and set your action and task priorities with a deadline.
2. Set your priorities the day before and you'll achieve more.  In fact, do something for me: After you've finished listening to my call with Nyree, ask yourself this question:  What is the most important thing I should be doing right now? If you need listings you should be prospecting. If you have listings but need sales, find your most motivated seller and go and see them and get the price reduction you need to help them get an offer. Then go to the next one and so on.
3. Find your 'why.' My friend and super-agent Garth Makowski who runs a $6 million dollar enterprise is so big on this. Why are you doing what you're doing?  What are toy dreams? When the going gets sticky, what's motivating you to get through?
4. Write down your goals. Let me tell you, I've tried not writing goals and writing them. For years I dreamed of setting up an online graphics tool for real estate agents. I would come up with great lead generation and business growth ideas but the graphic designer costs were just too high.  Plus they took too long.  Then one day, and it was actually on a train trip, I wrote down the goal and planned it out. The more I wrote down, the closer I came to working out what needed to happen. I got up-close with the objectives and priority action steps along the way. Two years later we launched Jigglar. Two years after that, we're in more than 130 countries and thousands of agents use Jigglar every day to win listings, make sales and grow their brand. I can honestly tell you that it would never have happened without a written goal.
   Garth carries his goals around with him in a journal that never leaves his side. He's an amazingly driven guy and understands that we become what we think about, we achieve what we focus on and we build what we feed our subconscious mind. He's built a business and a lifestyle on exactly that.
5. Surround yourself with the people that can help you on your journey. Look for evidence that they know what they're doing and that they can help you. I don't know of any great achiever ever who did it alone. These are the mentors and guiding minds can be there for you. Garth calls them 'Critical People' and yes, they're on his goal planning list. Keep in mind, where we are now is purely the result of past decisions made. We make decisions every day. Make sure you get some help to make the right ones that align with your personal goals and life trajectory.

Okay, I'm delighted to present my second interview with Nyree. Our first was episode #28 almost 5 years ago and she has well and truly powered on since then.

I know you'll get a heap of valuable takeaways from this session including some very interesting operational ideas on how Nyree runs her business and is continually building momentum.

Having the discipline, let alone, time to write a book is a skill I really admire.

It's not complicated... A good non-fiction, 'how to' book shares the essential knowledge promised on the cover.

My guest for this episode is author and Ohio agent Derek Tye.

There are two main reasons why Derek and his team are killing it in Cincinnati: The first reason is because they work a system (which is exactly what Derek's book is about) The second is because they have a plan and follow it.

In case you don't know, I never really prepare for my interviews. I used to when I started out but I quickly discovered I would go off-script because some shiny thing would always come up and there's where I like to go.

It's a little bit like being in a listing presentation and searching for some common ground. An old habit I guess.

Anyway, as you'll hear, Derek and I worked out that we're both Tony Robbins fans and he reminded me of a free test Tony offers online.

It's kind of a personality strengths and weaknesses assessment, or as it says on the website 'Understand your personality to get ahead in your career, to communicate better in your relationships and understand your personal patterns'

So I did the test and was kind of flattered with the summary. Especially this bit.  Check it out.  It says and I quote "You have the ability to persuade others, not with hype but rather with warmth, sincerity and understanding. This skill comes from the merging of your people skills along with the fact that you tend to be more modest when dealing with people"

Well I guess it could have been worse!

The test took me about 20 minutes and I'd like to suggest you try it. And what about this for an idea, if you're hiring, ask them to do the test and send you their results.

Here's the link. It's free! https://www.tonyrobbins.com/disc/

I really enjoyed my call with Derek. His book? '7 Levers for Success in Selling Real Estate' went live in paperback and Kindle on Amazon last week.  The link and Derek's contact info is in the show notes.

Check out Derek's book

Connect with Derek

I define a super-agent as anyone earning more than a million dollars a year in gross commission.

These are the agents others look to for inspiration and ideas. They're better organized, with better systems and a highly productive marketing plan that continually feeds their new business pipeline.

Today's guest is a quiet achiever who sticks to the tasks that win results and I have a feeling you're going to get a lot of takeaways from this episode.

Speaking of results, how would you like to be the only agent in your area to use some of the best real estate marketing ideas ever created?

What about exclusive postcode rights to powerful brand-boosting strategies, regular coaching, free subscriptions to some of real estate's most popular tech and software and a unique set of tools built to position you as the local authority and attraction agent in your area?

Bestagents is the personal marketing partner to hundreds of successful real estate professionals who have secured exclusive postcode rights to use my personal marketing and lead generation ideas in their local area.

If you'd like to know more, email me ray@bestagentshq.com or check the show notes for this episode for links and more info.

Sydney's James Baker listed 47 homes in 2019 and sold 40 giving him a GCI number very close to $2 million.

James has a story that's not unique in real estate success. He has a proven plan and it works so he keeps doing it.

Perhaps it's the discipline and focus that keeps him on top year after year. After all, his area of Sydney's Northern Beaches is some of the most highly-priced and sought after real estate in the world.

And where you find high-priced property, you find a very competitive local real estate industry with literally hundreds of agents all competing for business.

In this interview, you'll discover how James cuts through to stand out from others, how he keeps his days-on-market low and how his loyal client base acts as his most important referral network.

James Baker. Corporate Profile and contact points

Connect with Ray. ray@bestagentshq.com

I created some marketing that I could distribute inviting people to call me to get a free copy of my book and kept tweaking the formula until I got it right.

It quickly positioned me and my brand as a clear alternative in the market.

I’m sure you’ve heard the homeowner's mantra…  a good home sells itself. My book started to change the way home sellers thought about the home selling experience.  They began to understand the opportunities and the major influencing factors that really help a home sell for more.

Long story short, it worked very well for my business and today, the book and the marketing system around the book is used by of hundreds of agents under my Bestagents brand.

If you’re a Bestagents member, you’ll know what I’m talking about. If you’re not, message me and I’ll get you some more info.

My guest today is in the same space.

A few years back he wrote a book called Sold Above Market and created an offer to generate seller leads in his area which is the Sydney harbor suburb of Mosman.

Since then he’s written two new titles and you’ll find out all about them today.

So I guess my observation is that the real estate seller education business is alive and well and that’s a good thing.

Because property has no recommended retail price, property sellers, in my opinion, are somewhat vulnerable and face the risk of becoming easy prey to agents who have no idea what they’re doing.

Then there are agents like today’s guest. An experienced professional and trusted opinion who can not only guide his sellers to a great result, he’s a published author on the subject.

Sydney agent Geoff Grist has seen his market double, and double, then double again and in a highly competitive professional environment, he’s worked hard to build a solid client base and loyal following.

Geoff’s a great writer and has the book sales to prove it.  He’s also become a good friend over time as well as a reliable sounding board for different ideas and strategies.

He recently hired an agent to sell his own home which is an interesting story as you’ll soon discover.

Check out all Geoff's book here

I recorded the interview you’re about to hear a few years back when Gary was preparing to head to Australia for a series of talks.

I think his story is impressive and his journey from working in his father’s shop to his current role as the head of Vayner Media is beyond impressive.

He took his father’s liquor store in New Jersey from turnover of $3 to $60 million in just 5 years.

He’s now the head of his own company, Vayner Media, a Fortune 500 company that looks after the social media marketing for some of the biggest brands in the world with revenue now well over $100 million.

But before you switch channels because you don’t think this multi-million dollar career trajectory relates to you in any way, please hear me out because I truly believe there’s something here for you.

I’ve studied Gary’s ideas from the first time I saw him speak live in Las Vegas back in 2011.  I’ve read his books and soaked in his methods. I’ve admired his hussle his drive and his chutspah.

It’s because of Gary Vee that I started this podcast. He inspires me tremendously and he’s a powerful and very relevant thought leader in the marketing space as we know it.

He says he day trades attention which is a cool way of saying that he says and does things to get noticed.

Put simply, his pitch is that he wants to encourage us to embrace and leverage the social media opportunities and unique and different marketing ideas that are available to us in the new digital world.  He knows there are people out there ready to buy what we’re offering and these eyeballs are free or very cheap so he doesn’t understand why we’re all not doing it.

He wants us to make videos and podcasts and not be afraid to be different.  He wants us to be game enough to not conform. To have the courage to empower and promote others so that we too can benefit from an information and content-hungry world.

He wants us to create content, to share a dream, to tell a story to suffer humiliation and not be too proud to tell others and laugh at your own misfortune.

In other words, he wants us to be us… and share it.

And just a quick word on getting started.

Please don't make the mistake of letting perfect get in the way of great.

I can 100% promise you that your first video will probably suck but who cares.  I can almost see some of my private coaching clients listing to this nodding their heads. But I’m so proud you guys had the courage to start.

I was so nervous recording this interview and you can hear it in my voice but look what I got back! An amazing one on one discussion with a hero and a truck load of great content.  I’m calling that a win.

I think you’re going to enjoy this!

The 2011 RE/MAX Las Vegas conference keynote Gary delivered in 2011

If you've never offered a property for sale by auction before, either as an agent or as property owner, you're going to think of it in terms of risk.

My North American listeners might be interested to know that selling real estate by auction is alive and well in many parts of the US and increasingly in Canada.

I'm not talking about power of sale, a Mortgagee clearance, bank forclosure or a distressed selling situation. I'm talking about a property owner who wants to sell and maximize their result, who teams up with an auction savvy agent and committing to an auction campaign.

But up until now, this has been tricky.

Many agents in North America haven't auctioned a property before and I'm sure most wouldn't know where to start.

And, in fairness, it's only natural to have concerns and reservations about something that's unfamiliar or different in much the same way people protested when the first motorized vehicles started threading their way through American Streets back in the 1890s.

But now something exciting is happening.

Harcourts, the company that pioneered the Australian method of selling real estate by auction in California, and a number of neighboring states, are for the very first time, offering their complete auction marketing system to non-Harcourts branded real estate businesses.

This highly innovative and proven business model is being spearheaded by well-known auctioneer and regional director at Harcourts Pacific, Ben Brady.

If you're a regular listener to the show you probably would have heard Episode 151 with Ben where we got into Harcourts push into the Californian real estate market and in particular, how the group has perfected the real estate auction system.

Well now, that system is a marketing gun for hire with everything from complete marketing guidelines to access to the online bidding app that Harcourts has developed.

Ben and his team are kicking off this brand new concept in San Francisco but I have no doubt they'll quickly spread East into new markets where enterprising real estate brokers and brands will be interested to discover the power of auction and the power of offering a dynamic and compelling point of difference to their selling clients.

It was great to catch up with Ben again.

We get into how the system works, why it's popularity is booming and the advantages selling by auction delivers to homeowners, home buyers and agents.

HarcourtsAuctions.com
Ben.Brady@harcourtsauctions.com

1. Business Goals. What numbers do you want to do for the year ahead?
2.  Financial Goals. Do you want to reduce debt? Reach a ‘rainy day’ savings target, buy real estate or save for a mortgage?
3.  Critical Friends and People. Who are the critical people you want to spend time with in your life? How are you going to make it happen? Who are the chief advisors and mentors that will help you reach your objectives?
4.  Family Goals. What’s important to you and your family? Time together? Where and when?
5.  Personal Goals, Health and fitness. Your mindset. What’s fueling your personal energy each and every day? 

It's worth reinforcing the effect of number 3, critical friends and people. Nobody ever achieved anything alone and I believe, in fact, I have proven, that building your personal advisory team is one of the best things you can do to go after the results you're looking for.

So let me summarise a proven plan for 2020.

Plan your goals around the 5 areas I've just mentioned and build your personal team to help you execute.  They might be key people in your business, a business partner, a key employee, a trusted relative, a mentor or coach. And please, if you're going to invest in a coach, make sure they really know real estate and can produce evidence of a successful career. 

Speaking of systems and success, my guest today is living, breathing proof that the system is the solution in real estate.

I first learned about this guy from my business partner at LockedOn Luke Newton.

Super agent Chastin Miles from Dallas, reached out to Luke when he discovered LockedOn after a Google search and wanted to know more.

By the way, in case you don't know, LockedOn is a real estate specific, cloud-based, customer relationship management system.

Anyway, one thing lead to another and before long, Luke and his team of developers started working on a North American version of LockedOn which we launched during 2019.

Chastin loves the platform and gave Luke a heap of awesome feedback and ideas to get the new version to where it is today. 

I met Chastin at NAR in San Francisco last month and I promised him this episode would be out before Christmas.

So Chastin, thanks for your time, great to meet you and a Happy New Year to you and your family. I'm looking forward to catching up and setting up that Jigglar demo I promised.

Also, please let me extend New Year wishes to all my listeners and real estate friends. Your feedback and support has been invaluable during 2019 and I can't wait to inspire and motivate you with lots of fresh ideas in 2020. I have a feeling it's going to be a very big year!

All that and more, coming right up!

I count myself very fortunate to have featured some amazing agents here on the show.

I like to profile the top agents who are waking up every day just like you and doing the things that get them results... and I like the way a good podcast can do that.

But for some time, I've been looking to take that podcast listening experience to the next level and host a live mastermind style meeting for a day with a top agent guest from the show who's ready and willing to share their best ideas so others can learn and duplicate. The trick however, is getting a million-dollar plus performer to say yes.

Looking back over my most popular interviews, it wasn't too hard to find the right guest.

I've featured Sydney super-agent Garth Makowski on the show a couple of times in episodes 10 and 144 and the feedback from both sessions was phenomenal.

Garth's operation in Western Sydney where he owns and operates one of Australasia's best performing Harcourts offices will do close to $6 million in total revenue this year.

He's also in high demand as a trainer and speaker but naturally, like all top agents, he's very careful where he spends his time.

So long story short, Garth said yes when I asked if he'd be the feature presenter for a one-day leadership and top agent summit in Sydney on Monday November 25 this year.

Garth has spoken in front of thousands of agents but I wanted this to be more of an intimate gathering of like-minded professionals where we all get a chance to ask questions and workshop ideas so I'll be keeping numbers low to make sure this happens.

That date again is Monday November 25 and we'll be meeting at Garth's brand new office in Campbelltown about 35 minutes from Sydney Airport.

If you decide to join us, get ready for a great day of discovering fresh ways to take your business to the next level, and Garth also has some brilliant strategies to help you smash it in 2020.

We've set this up for real estate business owners, managers and top agents and I can't wait for you to experience Garth's special energy, raw enthusiasm and a unique ability to share more than 20 years of elite real estate and business owner success.

If you'd like to know more, simply email me at ray@jigglar.com and I'll send you a link with full info.

This is the only training day I'm involved with for 2019 and I don't know when I'll get the chance to do it again.

Email me today and I'll reserve your place.

There was a time, not so long ago, where a million dollar a year performer was a rare unicorn.

I define a super agent as someone consistently earning $1 million dollars or more in GCI a year.

If you ever wondered what a real estate career can do for you in terms of income and lifestyle, listen to this interview.

If you've ever felt like an imposter and you don't belong earning an annual GCI in excess of $1 million, you need to listen to this.

And if you'd like to tap into what needs to happen to become one of the most successful agents in the area and in the country, you MUST listen to this interview with 4 million a year super-agent Michael Coombs.

This is a guy who wears his heart on his sleeve. He's humbled to experience the success he now enjoys and is refreshingly honest in the way he shares his story.

My guest for this week's episode is LA-based super agent, Peter Lorimer.

Peter is an Entrepreneur, Real Estate expert and co-host of the top-rating NETFLIX series “Stay Here” which helps struggling property owners redesign and market their short-term rentals into moneymaking showstoppers.

But before real estate, Peter had another life:

Born and raised in the UK, he achieved tremendous success as a widely sought-after Music Producer working alongside the biggest names in music including Pink, Sheryl Crow, INXS, George Michael, Christina Aguilera and more.

He accumulated over 30 #1 Billboard chart hits by his retirement from the music industry in 2003. Wow!

On a quest for new business ventures, Peter began investing in the LA property market.

In 2005, he joined Keller Williams Realty and went on to become the #1 Agent at his brokerage three consecutive years in a row.

In 2009, he earned the prestigious distinction as the #1 top producing Keller Williams Agent for the entire LA region.

In 2010 Peter launched PLG Estates based in the heart of Beverly Hills and aimed at serving the who's-who of the creative entertainment world, which blossomed with its anti-establishment mantra and its policy of no-vanilla.

Peter and his team of more than 200 handpicked agents dance to the beat of their own drum while catering to a discerning clientele.

I believe we need less agents and more marketers and those with the courage and drive to shake things up are forging some of the most dynamic and successful businesses in the world.

Peter is living, breathing proof this works. He's part realtor, part Hollywood and part creative director attracting household names as loyal clients.

When you've finished listening to my interview with Peter, can I suggest you head over to his website PeterLorimer.com where you can feast on a visual treat of stunning marketing images, engaging videos (that Peter actually produces himself) and world-class copy that tells the stories so important to drawing a crowd and keeping them.

Then I had a thought…

What if I connected with Toby and we interviewed each other for our shows?

It would be a win-win and we could share each episode with our respective audiences and help spread the word.

I emailed Toby and he said “I’m In”

That was back in January of 2016. It was my 33rd episode.

Super Agents Live is closing in on 300 episodes and Toby works hard to deliver excellent content each week.

Can I suggest you subscribe to his show on iTunes or Sticher or wherever you download your podcasts by searching Super Agents Live or go to SuperAgentsLive.com

Toby is also a huge fan of radio adverting and works with hundreds of agents helping them win more listings and make more sales in their local area.

It doesn’t matter where you are, Toby knows the game and can probably get you very sweet deal on airtime. He also knows what type of stations work for real estate marketing and what don’t.

He’s happy to chat and give you more info, so if you’ve ever wanted to break into radio advertising and stand out from the crowd, this is an excellent opportunity from a proven global authority.

Check out MyRadioExpert.com for more info.

This episode is pretty much me and Toby talking real estate marketing and what’s working right now. He shares some valuable insights.

You'll come away with ideas and priorities to start implementing the changes you're looking for.

Tim is Director and Auctioneer at Fletchers, a dominant brand is Melbourne's highly competitive eastern suburbs.

He came in at number 13 on this year's REB Australian list of real estate's top 100 agents.

Let's take a quick look at his numbers: He's been in real estate for 17 years and has a support team of 4.

For the 12 months leading up to June 30 2019, Tim listed 140 homes, sold 111 with an average days on market time of 35 and an average sale price just over $1.5 million

Special thanks to Tim for taking some time out of his busy day to share his strategies and tips and as usual, Tim shares something else that's even more powerful.

The never-ending quest for increased productivity and leveraging time against results continues to change our world. And in real estate, perhaps more than any other industry, time is our currency.

We all have the same 24 hours in a day, so what makes one agent 10 times more effective than another?

How do successful agents take 10 weeks holiday each year and live the dream of a so-called 'balanced life' while others labouriously tread the hamster wheel of continuous struggle with time and money?

Think back just 25 years to a very different world where we walked into a bank to do our banking, walked into a travel agent to choose and book a vacation or paid obscene amounts of money for marketing and graphic design then waited or days or weeks for delivery.

Post-1995, the Internet of things has not just changed the way we live, it continues to alter almost every aspect of our lives and careers.... and at breakneck speed

Take powered flight for example. Did you know it's less than 70 years between The Wright Brothers and the Lunar landing?

Today we do our banking online, we Google the best vacation deals or whip up a stunning flyer, infographic or social media post in Jigglar in just a few minutes.

So what's my point?

Quite literally and like never before, the world is at your fingertips and a rapidly growing bunch of agents who understand the power of change and the accompanying opportunities are achieving major breakthroughs by delegating non dollar-productive tasks to a virtual assistant.

Not convinced? Okay, let's look at this another way.

If your annual income is around $180,000, you work 6 days a week, you're hourly rate is around $70.

If you're a full-time admin assistant doing all the things a full-time admin assistant does, working 48 weeks a year from 9 to 5, 5 days a week for a salary of say $60,000 your hourly rate is around $30

There are really just 5 dollar productive activities top agents focus on:
Doing an open home
prospecting in any form
Securing a price reduction
Meeting with a potential seller and delivering a listing presentation
and negotiating and documenting a contract

In a perfect world, everything else can be delegated.

But most agents won't hesitate to bury themselves in the thick of thin things and sail headlong into non-dollar productive tasks.

Yes okay, there are things that need doing but shouldn't you focus on building your brand and getting in front of more clients?

And here's what happens: As soon as they switch to traditional assistant tasks they've just given themselves a 60% pay cut on their hourly rate.

Instead of sticking to the tasks that deliver them an income at an hourly rate of $70 bucks, they're doing $30 an hour stuff and wonder where the day goes.

Real estate is the perfect industry for a virtual assistant because so much of what we do can be systemized. Rinse and repeat.

Virtual assistants are not new but one Australian real estate entrepreneur has identified a big gap in the market and based himself in the Philipines to build and grow a highly efficient team of assistants working for agents in a growing number of countries.

Stephen Atcheler set up shoreagents.com to meet the needs of time-starved agents everywhere. His people are real estate trained and know what they're doing.

By basing himself offshore where his team live and work, he's 100% hands-on recruiting and training the best people who deliver outstanding results.

In fact, if you're not sure whether you're ready for a VA, Stephen has set up a short questionnaire or 'are you ready' test at shoreagents.com to help you take things to the next step. You'll find it at shoreagents.com and there's no obligation or charge for this service.

So, you have the ultimate solution to increased productivity at your fingertips ready to go.

Before I bring Stephen into the show, let me leave you with one thought: The fact is, the only time we make money in real estate is when we're in front of a seller or buyer.

Imagine if you had more time to focus on those 5 key dollar productive actions, knowing there is someone competent and capable working in the background to support you on a daily basis... and keep in mind, you're not paying anywhere near $30 bucks an hour.

Stephen and his team are changing lives and careers with a powerful real estate specific support platform.

Take the test at shoreagents.com or head to the show notes at for this episode at TopAgentsPlaybook.com/153 to watch my interview with Stephen and a link to shore agents and contact points.

Keep in mind, real estate top agents all have a fantastic support team so why not explore this awesome opportunity to reach your goals faster

Get Stephen's book, The Offshore Tipping Point

Contact Stephen

This is the website link

Connect with Stephen on LinkedIn

There's a saying that goes; if you want to get something done, give the job to a busy person, and if you're into extreme productivity, getting results and squeezing a little more out of each day, I think you're going to love this interview.

My guest today is a 16 year veteran and this is the first year she nominated to be listed in REB's Top 100 agents in Australia.

She's also a mother of four young children so I'm thinking the only way she can achieve such impressive results is because she's organized with industry-best systems.

Her entry into the list of elite top earners is due to pure numbers in terms of listings and sales. She's not selling $5 million dollar homes in Sydney or Melbourne, she based in the beautiful hills district just outside Adelaide South Australia.

And for my listeners not familiar with the Adelaide Hills, we're talking about some of the most beautiful country on earth. Lush green rolling hills, horse studs, hobby farms, larger commercial agricultural operations and home to some of the most successful and award-winning wine companies in Australia and the world.

Arabella Hooper is a team member at Harris Real Estate.  As you'll hear in a moment, there's little time for indecision and time-wasting in her world. Listen out for her strategy on working with unmotivated sellers and how she's learned about the damage they can do to your productivity and your business.

And we get into the weeds on some very relevant ideas that will help you lift your results.

Meet Arabella

But there's a bit more to the story...

A little over 5 years ago, Ben and his team spear-headed the Harcourts attack into the US, setting up in Los Angeles California.

In that time, Ben has become the #1 Auctioneer in the US selling more than $4 Billion worth of property under the hammer.

I don't want to dwell on this but do you have any idea how massive that is?

It's the real estate equivalent of getting a bunch of football supporters to start following another team.

It requires something way beyond normal selling skills, but as you'll hear in a moment, Ben is well beyond normal with the ability to overcome seriously huge setbacks and challenges that would probably make you and I head for the bar.

As I'm thinking through this intro, I'm looking to highlight takeaways that you can apply to your business and as you're about to find out, they're everywhere.

The challenges required to pull something like this off are nothing short of phenomenal starting with Ben's ability to surround himself with an impressive real estate auction and marketing team plus creating a series of engaging campaigns to win over Californian home sellers with a totally foreign and untested method of sale.  Not to mention designing a compelling counter-attack to combat the ingrained US agent and consumer belief that selling by auction is reserved for distressed sales like bank foreclosures.

This interview gives deep insight into the will, determination and focus required to take on any big challenge. So if you're looking for some next-level inspiration to take your personal brand and results to the next level, I think you're going to love this session with Ben.

If you listened to my recent interview with Melbourne's Glen Coutinho who moved to LA this year to run Harcourt's #1 office in Beverly Hills, you might remember their stats Glen shared for the last year:

They auctioned 1200 homes with a clearance rate around 92% and days-on-market at 35 compared to an area average of 120.  If that isn't delivering a better way to buy and sell real estate, I don't know what is.

Harcourts awesome marketing campaign invites real estate consumers and agents to RETHINK REAL ESTATE.

And in the last year, Harcourts' Auction wings have spread to record auction results in Hawaii, Oregon, Nevada and the Canadian province of Brittish Columbia.

If that's not enough, Ben and his dynamic young team have their sights set on even greater challenges which you're about to discover...

HarcourtsAuctions.com

In fact, I believe the changes we're seeing and about to see represent the greatest shift in the real estate industry as billions of dollars continue to fuel an ever-growing number of direct-to-consumer start-up businesses competing with you for the attention of property sellers and buyers.

I don't really see there's anyone to blame here and not all startups succeed, but those that do are going beyond disrupter status to change the way real estate is being bought and sold. The simple fact is, that if you throw enough money at something, then sooner or later you'll get traction.

There was a time, not so long ago, when the real estate agent's role was purely transactional. You won the listing, you found a buyer, negotiated a contract, said sayonara and hoped the seller would call you if they ever needed to sell again.

Today, agents looking to stay relevant and compete against the Zillows, Redfins, Open Doors and iBuyers are left with little choice but to broaden their range of services to go well beyond the transaction and oversee and guide their clients through the complete buying and selling experience.

Phoenix Arizona is an affluent desert city of 1.7 million and the sprawling suburbs with high real estate turnover are a popular proving ground for the next big thing,

Staying relevant and staying in business is easier said than done so smart agents are looking for ways to increase market share, build relationships and go way beyond the transaction.

If you've listened to any of my shows before, you'll know my real estate success formula is all about attracting the attention of consumers (and I'm talking about anyone in your community with a pulse) and continually providing relevant and valuable communication. So when the time comes to sell, they reach out to you instead of the app on their phone.

In today's episode, we're going to connect with one Phoenix agent who's seen the writing on the wall and is making moves to attract his own local market traffic.

And the good news for us is that he's ready and willing to share everything he knows and his mantra makes sense: When you look for ways to be more than just about the transaction good things can happen.

And wait until you hear what he's doing!

I know many of you like to listen to some episodes more than once because there's so much gold. I think this might be one of those.

Klaus Team Website

Message Kenny via his Facebook Page

In a poorly researched and executed advertising frenzy since launching in Australia a few years ago, PB blew $20 million trying to buy market share by selling a message nobody wanted to hear.

Now I don't know about you, but if I had $20 million to blow on marketing, I can think of a hundred better ways to invest it.

But I believe top agents have something far more valuable and that's a formula for helping their sellers sell above market value and the agents I interview right here on the show are not only experts at helping their clients sell for more, they're also more than happy to tell you how it's done. All you need to do is go searching thru my episodes and you'll discover how agents like Marcus Chiminello will earn $4.3 million this year.

Here's a guy who actually grows his GCI year on year regardless of market conditions. If you're new to the show, you'll find a bunch of top agent interviews and great ideas you can start using today.

Purplebricks arent the first fee discounting real estate company who think they know what real estate consumers are looking for and they won't be the last.

And I want to be clear that it's the discount fee real estate services model I'm attacking in this episode not so much the brand.

Obviously, there is fallout following the Australian exit. Jobs are lost, dreams are shattered and careers disrupted and if you're a former Purple Bricks agent, I mean you no disservice and this is by no means a personal criticism. I can understand you're upset and perhaps even angry at what's happening. But if you're committed to staying in real estate, can I suggest you hear my out and see if my argument resonates with your business and marketing compass... and who knows? Perhaps these are event will trigger a positive change in the direction of your career.

Long story short, it's the PB model that troubles me for the simple reason that sellers are under-represented and their homes run an increased risk of being undersold.

I'm going to get into the 5 main reasons why PB failed, why the discount services model is in intensive care and the big marketing opportunities agents have and how you can get your point of difference message out to sellers in your area.

But first, I want to say a special thank you for all the great feedback from last week's interview with Garth Makowski.

Garth's tough market talks are impossible to beat and he shared so many winning scripts and ideas on that episode.

If you haven't listened yet, go to topagentsplaybook.com/144

My main mission with the show is to get you up close and personal with real estate's best and give you the takeaways you need to reach the goals you want.

And speaking of top performers and tough markets, the super-agents are rising and I notice almost all use a similar model just like my guest today.

They build a dedicated team of supporters who let them focus on the things that make them money.
These are what I call the blue dollar tasks like prospecting, doing an open, putting a deal together, delivering a listing presentation or getting a price reduction.

They know that almost every other task can be allocated to someone else.

Let's break it down and look at it this way because I want to make a point.  If you're a super agent, you're probably earning at the rate of somewhere more than $175 an hour.

So why would you work on tasks that could be competently completed by someone for $35 or $40 an hour?

If you're not at super agent status yet but want to be there, you can simply copy the formula and start looking at your personal business and the regular tasks you're doing.

Why not get some help to let you focus on getting in front of more sellers and buyers. You can start with a virtual assistant for 10 bucks an hour. No wage, or commitment, just pay by the hour.

I've been doing this for years and it's a game changer. You can make a screen share video giving instructions and create a library of training videos behind a private YouTube password channel and you can basically do it all for free.

Start thinking like a super agent and watch what happens. My crystal ball tells me plenty of agents are spinning their wheels at 30 or 40 deals a year that should be doing this to take everything to the next level.

It's simple economics. The more time you can dedicate to your blue dollar tasks, the more results you'll see. It's a law of nature just like gravity.

And my advice to anyone looking to reach super agent status is to study their systems and strategies. If they publish a guide or eBook get it.  If they offer a course, buy it. Because that's just what they did to get where they are today.

My guest for this episode is Sydney's Nick Papas.

He's an accomplished super agent earning over $1 million in GCI with a powerful message that will help set you apart from your competition.

He shares his favorite mindset hacks to make sure he's always on top of his game.
He gives his best advice on what agents can be doing to grow their brand position and influence and the best tactics for new agents to get traction early.

If you go to the show notes for this episode you can watch the video of the Zoom call of Nick and I recording this interview.  That's at topagentsplaybook.com/145

All that and more coming right up.

In Toronto, where I live, the market is strong with multiple buyers competing to purchase up to $2 million.

But things aren't so strong in Auckland, Melbourne and Sydney and after a 25-year boom, the cycle has turned and competition for real estate is not as strong.

So, with many of my listeners in Australia and NZ I want to dedicate this episode to getting results in a changing market and my guest for this week, as you'll soon discover, is not only ready for change but excited about the opportunities it's delivering.

So let me make a few observations:

1. The current changes we're seeing are part of a cycle. There's no way such high levels of property growth can be sustained long term.  Sooner or later there's a correction.  There's nothing wrong with it.  It's a cycle just like the tide and the seasons. Let's remember, it's been good for a long time.

2. When the market softens, prices fall but the actual number of properties coming onto the market falls as well. Which is where most agents feel the pinch. The frenzy of competing buyers which fuels the volume of properties hitting the market is no longer so strong.

3. I have no data to back this up but I'm going to estimate that 90% of agents selling real estate today have never experienced a tough market which means many don't have the skill set required to get results for their clients. And here's something weird I've noticed.  I'm going to call it MGS or Market Guilt Syndrome. I notice many inexperienced agents, for reasons I can't understand, blame themselves for what's happening. So let's accept the market is not your fault and you're not responsible. But what you are responsible for is helping your sellers achieve the best real estate solution they can get.

4. When you list a property for sale, your client, and let's assume they're motivated and need to sell, have chosen you to deliver a result. What I'm saying is you have a moral and ethical obligation to get them sold for the best price inside your average days on market time.

To make this happen, you're going to need to have what today's guest calls REAL DISCUSSIONS and probably more than one or two.

This is all around managing your seller's expectations and getting their price into the likely selling range. This takes courage and skill as many agents are discovering but here's the thing:  If you can quickly develop these skills, you'll not only survive and thrive in a down market, you and your brand will be beautifully positioned once things turn around.

You need to give your sellers cold hard evidence that their price is too high. Your evidence might come in the form of days on market, the number of unique online visits which fail to convert to physical showings or good old buyer feedback.

And I know these strategies work and work well as they're a regular topic in our Private Client Group.

5. Getting your head right is essential in a tough market and I've learned so much working with Mindset Coach Jet Xavier in the last 6 months. Jet's ideas and mindset tactics are tailored to agents. That inside voice that sits on your shoulder and tells you that you can't do something has destroyed many real estate careers. But long story short, Jet has a strategy for every situation.  In fact, if you download his top 7 mindset hacks at TopAgentsMindset.com you'll see what I mean. It's a short cheatsheet with his best mindset ideas.

My guest today is a formidable force in his market and a major influencer in the Australian real estate scene. He has an impressive and highly successful approach to current market conditions and I know for a fact that many agents who employ his strategies are doing very well.

And even though his market has softened, he's full steam ahead and aims to write more than $2 million in GCI this calendar year.

I have the feeling this interview is going to be on high rotation and make sure you listen out for his short role play scripts which you'll want to learn and use ASAP.

Days on market for their auctions averaged 35 against an industry average of 120.

The funny thing about selling by Auction in a new market, and this is my personal observation, is that the only negative reactions come from agents.

And that's okay, everyone is entitled to an opinion. And we can all understand the threat of the unknown.

But if you dig a little deeper, you'll find the most critical agents wouldn't know a real estate auction from a hole in the ground. Or they're stuck in the Vietnam War era where they think Auctions are the last resort for a distressed sale situation.

I have no issue with spirited discussion and informed debate, but (and this blows my mind) most of the auction haters have never actually been involved in an auction campaign.

That's a bit like saying you don't like Indian food but you've never tried it. Or saying you don't like a band, but you've never heard their songs.

Let me qualify my opinion and support for the power of auction by saying that not all properties and their owners are suited to Auction.

Selling by Auction is not a blanket fix.  It's an alternative selling method to be considered in certain and very specific situations.

Auction success happens when the time and circumstances are right.  This is not a magic elixir for selling all real estate. It's a powerful marketing tool you bring out when it's applicable.

A couple of months ago, highly successful Melbourne auctioneer, real estate agent and father of 5 Glen Coutinho packed up and moved to join the team at Harcourts #1 and founding California office in Beverly Hills.  And yep, his office zip code is 90210

Not everyone makes the decision to buy a one-way plane ride to another country. It takes courage and it takes a cause and those of you who know Glen also know he has both.

On the long plane flight from Melbourne to LA, Glen wrote a letter to his kids called 'Flick The Switch'. It's moving and inspiring and Glen has given me permission to run the audio at the end of this interview. It's powerful and impressive.

And an interesting side note... I couldn't work out all the peace, love and flower power references around the event until I realized it's 50 years this year since Woodstock and the height of the San Francisco anti-war peace marches. (not that I was around then but I Googled it)

The NAR conference is the largest real estate event in the world and if you haven't been, it's worth checking out. More info here.

And speaking of Jigglar, two things.  The Design Team has just published the 4 page Landlord Report which looks amazing.  I've written some generic copy for the back cover and the inside middle spread is a very cool infographic you can quickly edit to reflect your numbers.  I've already shared the template with some of my private coaching clients and feedback is very good.

The second bit of Jigglar news is that the TEAMs feature is now live.  Here's how it works:  Let's say you're the admin or marketing manager of a team or a multi-office group.  You can create templates in Jigglar or edit our designs then simply post them to the TEAMS folder in your account where all team members can automatically access the customized template and add their specific details like photos and contact numbers.

And you don't need to worry about your team altering brand-specific design elements because you have the option to lock down every shape, image, and word of your design.

If you don't have a free account yet, getting one is as easy as booting up your browser and going to Jigglar.com

Well when it comes to online marketing to score seller leads, I've noticed agents are doing one of three things.  Nothing, paying big money to buy leads from the dominant real estate portals like Zillow.com or realestate.com.au or connecting with online marketing experts who specialize in getting leads at affordable rates mostly using social media.

My guest today is one such expert.

James Rembert markets himself as the Zillow Killer and with good reason because he offers a very cost-effective alternative to the online giant and he's getting results.

Listen out for his specific targeting ideas and his hyperlocal strategy that's getting listings for his clients.  Also, check out what James has to say about getting attention and building influence before expecting leads.  Makes a lot of sense and I'm confident every agent listening to this episode will get some valuable takeaways.

Connect with James here

James On Facebook

The summit features more than 50 real estate agents, experts and commentators in what can only be described as a frenzied listing binge of free information and great ideas.

When Andrey asked me what I wanted to get into for our session, I didn't hesitate. Getting listings is all about the funnel and new business pipeline. In fact, the agents that follow this formula and execute well are the super agents and household names in our industry.

In my session with Andrey, we get into a wide range of real estate success ideas you can implement straight away to create more relationships.

I also got to share my ideas around owning a clear and compelling point of difference in your market and one specific idea that's proving a powerful tool for the agents I work with.

You can still access the summit for free I believe.  Just go to GetListingsSummit.com

And here's the thing... if you can't get your seller a better result than ANY of your competition, why would they hire you?

There are 3 things you need to do to ensure your seller understands you are better than the rest.

1. Send 6-8 testimonials from your sellers as part of your pre-listing kit that says how you achieved a result HIGHER than your sellers expected and that you were able to handle multiple buyers (a bidding war)
2. Send a video or preferably a compilation video of happy sellers saying the same thing
3. Sharing one or two case studies at your listing presentation

And if we're working together, there's actually a 4th thing that is a powerful reminder of your point of difference:  It's when you deliver a copy of How To Sell Your Home For More with your pre-listing kit.  How To Sell is my best selling book. It's $39.95 from Amazon.com but I supply it at cost to agents I work with.

Here's my elevator pitch.  I have used it for many years and I believe it's one of the best real estate pitches going around.

"Mr and Mrs Seller, the thing I love about the real estate is that it has no recommended retail price. I use a system that helps my sellers achieve the highest possible price, can I show you how it works"

I think you'll get a lot out of this short session.  I not only believe it makes a ton of sense, I and agents I coach have been using it for years with powerful results so it's a proven formula.

It's the first week of Spring here in Ontario and the snow and ice are starting to melt. My drive takes me across some beautiful country.  Unlike Australia, water is everywhere. Lake Ontario (the large body of water at the bottom of the map below) is the last of the 5 great lakes which are said to hold 20% of the world's fresh water.

In the last 6 months, I've been doing some very interesting work with real estate mindset coach Jet Xavier, and let me tell you why:

First, and perhaps this is obvious, I believe your mind is the control tower of your business and your life. When you think about it, your mind controls and influences every aspect of your happiness and success.  From the basic fundamentals of believing you can or can't do something to mastering the discipline to lose weight, get fitter, prospect better to grow your business or improve a relationship, your mindset will determine your success in every endeavor. Luck... is not a factor.

Second, I wanted to learn as much as I can from Jet so I can share it with you, my listeners. This podcast is not just exposing you to the ideas and strategies of top agents, it's also about inspiring and motivating you to new heights and enhanced levels of personal fulfillment and quality of life.

I want the things for you that you want and I see my role through concepts like this program to help you get there.

So increasingly, I know and understand that a top agents mindset will not just help you get there but lead the way up the mountain.

I'm not saying that I think it might help, it's that I 100% know it works and in coming weeks I'll be sharing more of Jet's insights and ideas to help you achieve an enhanced state of thinking and decision making on a whole new level.

We all know that a real estate career can be challenging so from where I'm sitting, I believe we need all the tools we can get.

You can have the best boss, be part of a great team, a dominant brand, and a great market but without a top agents mindset, you'll never capitalize on every opportunity or struggle to rally and triumph when the chips are down.

Let's face it.  Sooner or later, we all face obstacles and setbacks. But life is not so much what happens to us, it's how we handle what happens to us that makes the difference.

Which is the perfect segway to intro this episode.

As a teenager, my guest found himself bricklaying in East London with his father and grandfather, uncles and cousins.  His job was to carry 80 pounds of bricks in a three-sided box up a ladder to build the next course of bricks on a building.

He hated his job and for a time believed there was no way out, but one day, he somehow found the courage to quit.

What happened next is part of his journey and it eventually led him to his current job to be the man who created Bluefish, the internationally famous company that makes once in a lifetime events happen.

My guest is Steve Sims and his day job is to make the impossible possible. With his help and expertise, his clients’ fantasies and wildest dreams come true. Getting married in the Vatican, being serenaded by Andrea Bocelli, and connecting with powerful business moguls like Elon Musk or rock stars like Elton John, are just a few of the many projects he has worked on.

Steve's mindset has taken him from the poverty and struggle of gloomy East London to the glamorous lifestyle and sunshine of California.

I reached out to Steve after reading his book Bluefishing: The art of making things happen and as so often happens with guests on my show, we've been friends ever since.

I think you're going to love this interview with Steve.

Get on Steve's email list here

Check out BLUEFISHING here

Subscribe to Steve's Podcast here

Control ALL your marketing with a FREE Jigglar account here

For example, in 2018, there were more than 100 Sydney homes sold for more than $10 million and while some cities boomed more than others, a record number of transactions meant good times for agents new and experienced.

In fact, if you started in real estate at any time in the last 10 years, you’ve probably only experienced boom conditions. How things have changed.

Today, it’s estimated that 9 out of 10 agents currently working in the industry don't know what a tough market is like and this shift in the market means that not only are prices down but, and this is more damaging to our industry, the volume of properties coming on to the market is substantially reduced.

It’s difficult when things get tough and the tunnel is always darkest in the middle but let’s remember, this is also an incredible opportunity to build your brand and widen your local marketing footprint.

As sure as the sun rises, things will improve putting those agents prepared and ready in the box seat to enjoy the spoils when the market inevitably turns around.

But something strange often happens in a market like this:  I’ve noticed how some agents tend to blame themselves for what’s going on. I know it sounds weird but it’s all too common.

So let’s just all agree that the market is not your fault. But what IS your fault is not having‘important discussions’ with your sellers to help them understand what’s really going on. It’s also up to you to let your buyers know that right now, in many markets they have an unprecedented opportunity to get a great deal.  With prices down and money still super-cheap, it’s the perfect storm.

I was keen to discover what the top agents are doing in these challenging times and what specific actions they’re focusing on to maintain numbers and meet targets.

So last week I reached out to Marcus to find out what he’s up to and how does one of real estate’s top agents, used to writing over $4 million a year in GCI adapt to a changing property market?

What is he saying to buyers and sellers and what does he recommend agents do to not only survive a challenging market but thrive?

I think this is an important episode for a number of reasons, but I know you’re really going to like the scripts Marcus shares and how he’s handling his sellers right now.

If things are tough in your market right now, I think you’ll be inspired by the ideas and suggestions Marcus shares… like staying positive and confident with a top agent’s mindset, increase training for better ideas, accountability, motivation and inspiration and simply have more discussions with the buyers and sellers relying on you for guidance and support.

So if you’re doing videos, I’ve got a question for you. Are they working? Do you have a strong, steady and reliable flow of great listing leads you’re converting to sales while building your brand and local authority with property owners in your area? Or are you looking under rocks for listings?

If your video marketing is not giving you the ROI you were hoping for, m aybe you should think about shooting videos with a difference and really getting noticed!

I’ve noticed some pretty cool real estate videos lately.

The production is amazing and these must cost a few hundred dollars each at least… if not more

But every time I see one, I have to wonder how many people actually watch it?

So I look at the number of views on YouTube and they are normally less than a few hundred… and the views don’t lie

So, you have to wonder if there might be a better way to attract more eyeballs and my only conclusion is It all comes back to content.

After all, if you’re going to the trouble and expense of making a video, why wouldn’t you want the world to see it?

About four years ago, Scott Lachmund started promoting local businesses and people in his area on the sunshine coast on his own video channel and website.

Four years later he’s had more than 2.6 million views.

He profiles business leaders, local identities and sports people and has played a leading role in promoting a large number of charities and local causes.

In fact these days, he is in so deep with his community, that people come to him.

There is no way this could be done by promoting videos of houses for sale.

The professional following and personal authority Scott has built in the last four years with his regular video interviews is amazing.

He is now in the enviable position of being the vehicle that provides locals in his area with a voice. How many agents can say they do that?

By his own admittance, he can’t possibly imagine any other way he could have done this.

The main issue I have with self-promotion and traditional real estate videos is that they are all about the agent, which totally defies the first rule of marketing… Make your content all about your target market.. NOT yourself.

If you know anything about me, you’ll know I’m a fan of pointing the camera or the microphone at someone else and letting them be the hero. That’s when the magic happens because suddenly they are sharing it with their friends and putting you in front of an audience you don’t even know yet.

Here’s the thing; there are too many real estate agents but not enough marketers. Take look around you… Most real estate agents all look the same. They make the same offers in the same way.

Do you think people in their community really notice? Or perhaps I should ask, do you think people in their community really care? What are you doing to be different? What are you doing to stand out in your community and why not use video and engage your community before someone else does.

Since I started talking about this a few weeks ago, I’ve had quite a few approaches from agents looking to be coached on the topic and how to get set up.

We get into the specifics around the best equipment, choosing the best people in your community to work with, how to approach them, what questions your should be asking and the best formula and platforms to promote your video and have your interviewee share them too.

If you’d like to know more, head over to topagentsplaybook.com and send me a message and by this time next month, your message could be in front of more community influencers than you could have possibly imagined while your competition are still looking under rocks for listings.

I think you’ll enjoy this interview with Scott. It’s a couple of years since we last spoke and this time Scott shares everything he’s learned and how his local popularity and notoriety is helping him get noticed while he helps so many others in his community.

All that and more… coming up!

I’m not that big on gambling, but I’d like to make a wager with you.

I bet that right now, there are people in your community who looking for a local platform just like Scott is doing in his community.

I bet there are businesses, sports people, civic leaders, and local charities who would jump down the phone and say yes to a short video interview if you approach them correctly.

But getting the formula right is important. In fact it’s critical so if you’d like to know more, email me now and let me know.

It doesn't matter where you are or what your local market is like. This formula works anywhere.

By the way, if you’re listening to this before Monday April 30 2018, make sure you join Glenn Twiddle and I for four days in a row of Facebook live. We’re kicking off for 30 minutes at 7 am next Monday to Thursday so if we’re not connected on FB yet, send me a request at fb.com/Bestagents so you’ll notified when we go live!

We’re going to be sharing some career changing ideas and have a little bit of fun and we’re looking forward to helping you get each day next week off to a flying start!

Until then, Dream Big and take names

In return I will send you The Full Listing Presentation Document plus the Pre-Listing Kit Template plus my complete Direct Mail Power program to help you write better emails and letters to win more listings and make more sales.

Here's how to do it.
1. Go to iTunes or Stitcher
2. If it's iTunes, please subscribe
3. Leave me a 5 Star Review heading and comment
4. Send me an email to ray@jigglar.com
5. When I get your email I will send you a link to download everything in word and pdf so you can simply cut and paste everything you need straight into your system

If you're a bit confused, don't worry :-) I've made this short video that will show you EXACTLY what to do.  

… but my guest in this episode does and he’s the co-author of the #1 New York Times best-selling book, Extreme Ownership: How U.S. Navy SEALs Lead and Win.

Going by the emails and Facebook messages I receive, you’re listening because you want to find out how top agents are getting their results. Well, I think you’ll find this episode over-delivers in so many ways.

Melbourne agent and auctioneer James Tostevin is an elite performer and usually finds himself in the number 1 or 2 position when ranked according to GCI.

James is driven, energized, focused and highly disciplined. In this interview, he not only shares the structure and systems he uses to drive his team and his business, he digs deep into the daily success rituals that have made him Australia’s top agent for more than 10 years.

Imagine if you could spend a few hours with James and get a solid and thorough understanding of the exact formulas and systems he uses?

Imagine if you could learn the prospecting scripts and day-to-day success habits that make him a clear leader in our industry.

Well if you act quickly, you can.

This Friday, August 5 2016 in Melbourne, James is holding his first ever private coaching workshop. It’s called Accelerating Growth. It’s a half day session and here's the link to book your place

If you believe that you need to give to get in life, I think you'll really like my interview with Queensland agent, Scott Lachmond.

Scott's approach, not just in business but in life, is that you can only expect to get back what you put in.

If you take a look at his community website, 4510TV.com you could be forgiven for thinking it's an initiative from the local chamber of commerce, not a real estate agent who is that deeply invested in his community, he's prepared to put his money where his mouth is to promote it.

Take a look at  the interviews with athletes, business leaders, community spokespeople and influencers and you'll see a dedicated record of deep community involvement and commitment.

For many in Scott's local community, he's given them a voice and platform and I think it proves that making the effort to help others will never do you any harm.