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If there is anyone who knows how to work smarter, not harder, it’s Stef Shock. At the height of the recession and when she was on the verge of giving up, she tripled her income, had two consecutive $30M years and went on to sell luxury homes in the Bahamas. One of the keys to her success? Putting strategies into place that helped her work smart.

Stef Shock - Vimeo

If you’ve been in the industry for any time at all, you’ve heard the phrase “work harder instead of smarter.” But what does that really mean? How can we take the phrase and put it into action in our businesses?

Don’t reinvent the wheel, figure out how it works.

In any industry in the world, there are people who are ahead of you in business. Real estate is no different. You don’t have to reinvent the wheel, you have to have the courage to seek the advice of others and ask them for their insight, especially those who have a business model you admire.

Push through your mindset and find the courage to ask.

We often play a head game and talk ourselves out of reaching out to someone we admire. We do it because either we think we’re not good enough or we’re too good to ask for help- our pride and ego gets in the way. .

Try to get some face to face time with people who are successful so that you can learn the very techniques that helped them become great in their business. A really simple way to this is is to invite them out for coffee and come prepared with questions you want to ask them.

When Stef tripled her income, it happened because of a specific phone call she made to an agent. That agent had taken her out to coffee two years earlier and she reached out to say her business wasn’t looking good. During their meeting, the agent said to her, “ let me make some phone calls and see what I can do.” Before she knew it, she was getting set up awesome appointments with developers.

“I got this great opportunity handed to me. I wasn’t really qualified to sell this big beautiful building in New York City, but I managed to get it because I knew I was going to work my tail off for it.”

If you want even more mindset tips, read Mind Over Matter- How To Create An Empire From Nothing.

Make bold and strategic moves in your business.

You have to decide what you want and make focused decisions. These strategic moves in your business are a lot like a chess game, you’re always thinking a few steps in advance.

Everyday we’re pulled in 100 different directions in our business, new CRMs pop up, there are new strategies to try and books to read. But if instead of chasing a new shiney object, Stef recommends you thoughtfully consider each business move and how that decision might affect other areas of your business. Don’t jump into something impulsively.

For example, here are the questions Stef would ask herself if she thought about building a new website.
● How much time and energy is that going to take?
● Do I need to outsource it?
● How much content do I want to build?
● What kind of content do I need to have ready for when the website launches?
● Am I going to commit to this?

Create a strategy dependant upon questions like that and how much you want to commit to it for the long term. That’s 100% working smarter, not harder.

Create content that serves the socks off of your buyers and sellers.

Marketing is a great opportunity to be creative. These days, everyone’s on their smartphones and Facebook, which means every agent out there is also using Facebook as a marketing tool.

The key to working smarter instead of harder is to produce content that actually matters to the prospect If you’re doing what every agent is doing, like giving marketing reports for neighborhoods, you’re just creating noise. And it’s noise the prospect is already receiving from someone else.

The ONLY thing that separates you from another agent (and their Facebook content) out there is YOU. You’re one of a kind and the strategic difference in your business. Think about it, the associate next door has access to the same tools and community as you do. But they don’t have you, your story or your personality!

You might have to think outside the box a little bit, examine your market and think about what kind of information is really needed.

● If you’re in a market where the home inventory is really low, you might create a post with a graphic that says “Are you tired of getting bid out in yet another bidding war?”
● If you’re in market where there are a lot of older homes you might create a post with a graphic that says “Do you have a hole in your roof? You can still sell your home.”
.
Both of these examples tap into the psychology of the prospect and serves them. This type of content is active and engaging.

Community related content will also serve your prospects. Stef thinks that real estate agents under estimate how much influence they have. They’re thought of to have the answer to everything from the best coffee shops, movers, cleaners, landscapers, schools, playgrounds, farmers markets and more. This influence can be used to make recommendations, educate prospects and form authentic relationships. So, go ahead and recommend your favorite coffee shop and tell everyone why you love it!

Video is also a great way to engage on social media. Everyone is a fan of behind the scenes, so why not ask a contractor if you can make a video of a bathroom remodel he’s working on? When you share it, you’ll put both of you into top of mind.

To really achieve success, you’ve got stop focusing on the results, but instead focus on making excellent content. If you stop chasing money and start thinking about how you can actually help people, you’ll be blessed with abundant relationships. Facebook might be the platform that started the relationship, but you’ve got to be the added value.

At the end of the day, all of these suggestions can be summed up in one word, tweak. You don’t need to overhaul your entire system or rearrange your business model. Ask your friends and mentors to go out to coffee with you and use that time to talk about what’s working for them. Take your time to think about your next move and if you’ve got the time and resources needed to execute it well. Show up differently on social media than the other agents in your market and serve your prospects with creativity. These are all small changes that will dramatically change your business in the long run.

To learn more about Stef Shock, connect with her on her website.

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Gary Elwood started in 1995 and has tried every kind of sales profession. Gary is the President and CEO of Proquest Technologies, a company that has serviced over 26,000 agents and generated more than 28,000,000 leads. 8 of his clients are in the top 100 in the world according to Wall Street Journal. And the years he’s had many agents in and out of that list. Early his career, he had a lightbulb moment that changed the way he thought about generating warm prospects and leads.

Gary Elwood - Vimeo

Gary’s big lightbulb moment is a matter of making sure you’re in front of the right prospect, at their right time and with the right information. Gary believes the most under appreciated, undervalued and under cultivated lead in the real estate industry is person who got in their car to drive by a home they’re interested in, also known as the drive-by prospect.

Focusing on this method has a very high ROI. When thinking about ROI, Gary suggests considering more than just return on dollars, “ ROI isn’t just dollar figures, it’s also how much time, energy and money that you actually have to produce in the source to produce a profit.”

Why The Drive-by Prospect Is So Valuable.

The Drive-by prospect focuses leveraging what you’ve already got, which is the listing. From the listing, you can use it to generate inbound call activity (more on this in a few minutes) and incredibly high converting leads. You don’t have to create something new, you can optimize what you’ve got.

The Drive-by prospect is closer in the transactional cycle than someone who is sitting on the sofa, sees a commercial for Zillow and searches their home property’s home value on the Zillow website.

94% of real estate searches start online. According to Nar Generational Trends Report after an internet search, the very next thing that 76% of prospects do is develop a target list of properties, get in their car and go driving through the target areas where they might want to live. The key is to capitalize on their activity and capture their interest. They could just pull up their phone from their car and look up the information on Zillow. Wondering how to stay relevant when you’re up against online giants? Read up on the topic here.

Often times, Drive-by prospects are not only buyers but some are also thinking about listing.

The Nar Generational Trends Report also states that 46% of prospects last year who transacted, also had a home to sell. New home buyers are at an all time low, more and more home buyers are upgrading, downsizing or making a lateral move from an existing home the own.

How To Optimize Your Sign and Capture The Drive-by Prospect

There is a tiny window of opportunity to get the prospect to come down a path you’ve created versus heading to Zillow, getting the information they were looking for and driving away.

Gary suggests going back to an old school technique and using brochure boxes and paper brochures to interact with the drive-by prospect right at that moment. To make it just a tiny bit easier to respond to us instead of Zillow, he also suggests using a sign rider below the brochure box, right next to the curb.

Your sign needs an upgrade that invites the Drive-by prospect to take action.

Most agents just put a sign in the yard and that’s it. They’re missing an entire new way to connect with prospects. Or they might put a rider on the sign driving them to a website. The key is to get to the meaningful conversation with the prospect.

The sign rider on the brochure box offers information available 24 hours a day via phone or text message, a service provided through ProQuest Technologies. The prospect calls in and hears a recorded message. At the end of the message it says, would you like additional photos and current pricing for this property? If so, say yes.”

ProQuest knows that 9 out of 10 times, the drive-by prospect will say yes, they’d like more information. So, while the prospect is listening to the recording, Gary’s company is simultaneously calling the agent. The timing has been perfected so that as soon as the prospect has just said yes for more information, the agent is on the line ready to start a conversation.

Yes, it really is that simple!

This process works because it opens up a conversation with perfect timing.

Agents are connected with a hot prospect at the perfect moment when they’re ready for information about a home. This may or may not be the perfect moment for the agent, but it is for the drive-by prospect. The prospect isn’t just sitting down to dinner, at their child’s soccer game or grocery shopping when the conversation starts.

As a society, we’ve been conditioned to expect an automated response. When a drive-by prospect gets a live person on the end of the line, it surprises them. Usually the prospect stumbles for a moment because they weren’t expecting a human on the other end of the phone and shares they were looking for pricing at xzy house on 123 street.

Last year, 69% of buyers and 71% of sellers did business with the first agent they first agent they had a meaningful conversation with. Not the first agent they opted in to online, but the first agent they connected with. The key is making the first meaningful conversation happen at the right time, when a prospect is ready to make decision because they’re already in the cycle. Optimizing your signs and using this technique will help you make connections with the right prospects at the right time.

Proquest Technologies has a 14 day free trial, where you can test drive the service and receive training materials with no obligation to purchase. There are 8 lead generation action plans for both buyers and sellers, a training library to learn how to interact and engage with leads and more.

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When it comes to making a lot from having nothing, Michael J. Maher knows all about it. His life started in extremely humble conditions. He jokes that his family looked up to the dirt-poor people and he hoped he’d get their hand-me-downs.

So how was Michael able to go from being one of the poorest of the poor to a highly successful businessman and best-selling author? His answers may surprise you.

Finding Success is Mostly due to Your Mindset

Early on in his career, Michael was highly influenced by a book he read, The Greatest Salesman in the World, written by Og Mandino. The book tells the story of a poor camel boy Hafid, who achieves a life of abundance. The lessons of the book teach a philosophy of salesmanship and success. It’s an old book, not a very big book, but the way of thinking presented in the book led Michael on a path to thinking differently and that he could have more than just living in a shack. This book has continued to guide him through the years.

But his approach to mindset and changing his situation started earlier than that. His high school football coach once challenged Michael, when he was in what he thought was an impossible situation and he was thinking about quitting the team because he believed he could never perform up to the expectations. His coach asked him, “How bad do you want it?” He realized he actually wanted success on the field badly, and his performance on the football field drastically changed with his change of attitude. This mindset shift and his level of effort in training resulted in some big victories for the team that would have been seemingly impossible before this mindset shift. This experience taught him that we all have another gear. That gear is excellence. That gear is mastery. That gear is “How bad do you freaking want it?”and what are you willing to do to get it?

How Do You Apply This to Your Real Estate Business?

So many people get into real estate by default. Maybe it’s by divorce or by losing a job or because the kids are going back to school and they want something to do on the side. The problem with taking something on as a “side” job is that you can easily get overrun and spit out by the Real Estate business. You’ll be another one of the statistics and be out of the business within three years. But Michael insists that anyone can be successful in real estate. It comes down to whether you’re able to shift into this other gear. How bad do you want it?

If you’re going to do this business and be successful with it, you have to do it with a passion. Michael believes you need a plan and you need fire. You need to become a master of your trade. This is done both by becoming an expert in your trade but also by working on developing yourself.

Anybody can be a Master

To be a master, you must master your industry. This takes hard work and dedication, of course, but it also takes a massive amount of mindset. Instead of wondering why others are seeing success that you are not seeing, turn the question around.

I think the question you need to be asking yourself is why not me? Why not me? And the truth is, is that it should be you. – Michael J. Maher

We can all find our niche of what we want to master and take it to the next level. If we spend enough time on it, 10,000 hours according to Malcolm Gladwell, we can master it and, and make a living with it. But the other part of this is finding something that you enjoy spending 10,000 hours mastering. What are you going to enjoy through the drudgery? What are you going to stick with when the hustle doesn’t seem to be producing? It’s easy to hustle when you can see the results but it’s harder to hustle when you’re tired and in the middle of the game and not certain whether you’ll win or lose.

Most Successful People Start from Within

Go build yourself and then you go build a business.

Michael says that sometimes business isn’t about business at all. It’s about you. He truly believes the purpose of a business is to be referable. If people are referring you, it means you’re doing it right. Your service is high quality, your product is good. People are marketing you because you are good at what you do.

All of that starts with the person, right? You can be the expert, but if you’re not running things well enough for people to refer you, if you’re not respected, building a successful business will be harder. A large part of working on yourself is by building yourself up through a higher vibration.

Build Yourself by Raising Your Vibration

Michael is a big fan of daily affirmations to raise his vibrations.

The Law of Vibration states that everything in our universe, seen or not, can be quantified as a frequency or an energetic pattern. The more positive your thoughts are, the happier your thoughts are, the higher your frequency will be, the higher your energy, and the higher your vibration. You will get more done at a higher vibration and you’ll also attract people who have a higher vibration.

People operating on a higher vibration are more successful. Michael raises his vibration level through daily affirmations. He starts his day each morning with five affirmations. An example would be, “I am a best-selling author.” Or “I am a seven-figure real estate agent.” Raising your vibration and doing daily affirmations allows you to manifest the things you want most into your life.

The other daily morning ritual he is to say five appreciations. These are simple, like, I appreciate my wife’s smile. Or, I appreciate my coffee. He finds it’s incredibly important to balance our desire for what we don’t have and want in life with a great appreciation for what we already have. It’s gratitude for what we already have.

He describes affirmations as a “soft” skill, but believes fully in the power of affirmations to raise his vibrations, which improves everything else in his day.

What slows so many people down?

Most people are procrastinators. We can overcome procrastination with three words. Do it now. To remind himself throughout the day to stay focused, he wears a “Do It Now” band; a band that has a secret message inside of this band: “Let’s do it now.”.

If you’re willing to dig into the mindset, shift your mindset, raise your vibrations, set your intentions and affirmations, and work on yourself as a person while working on your business, you’ll be amazed at the places you’ll go.

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How do we keep from going extinct as brokers when companies like Zillow and other large companies are shutting out the traditional broker?

Brokers are essentially funding their own extinction by providing their information to Zillow and other similar databases and portal sites. As these sites continue to grow, it can feel like there’s no other option than paying to play through these portals. The good news is, it is possible to create your own success without caving in to using the big sites.  Ryan King shares his tactics for staying competitive with big online real estate market places like Zillow and Trulia.

Ryan King - Vimeo

Ryan is no stranger to creating opportunities in a market place that seems impossible to gain momentum. Ryan grew his business during a big dip in the market when many people were bailing from the real estate business. While trying to market his company, he realized the ads he placed in larger industry magazines were getting lost in a sea of other ads, making his company just blend in with all of the other brokers seeking new business. Ryan decided to get in front of the marketplace by creating his own magazine featuring foreclosed homes. Once he launched his own magazine, he no longer had to worry about competing against all the other ads, because the entire magazine pointed back to his company. He had the magazine distributed in popular grocery stores and made himself a leader in the Las Vegas foreclosure market.

Now the challenge is in keeping brokers and their businesses afloat as big real estate portals and websites threaten to completely dominate the marketplace. But once again, Ryan has found a solution to keep his company out of the shadows of these companies. Ryan has positioned his company and his agents so that they remain relevant and competitive and continue to thrive even with the growth of websites like Zillow. These are his tips for how you can do the same.

Don’t Fund Yourself into Extinction

Ryan’s message to the real estate world is that you don’t need pay money into a database like Zillow to keep leads coming and your business growing. In fact, by buying in, you are actually setting yourself up for extinction. You are literally paying another business to use YOUR information. These companies are putting YOU out of business, and you are paying them to do so. They utilize the data that you provide to them, they then sell your data back to you, but you don’t ever truly benefit from sharing data because your company information is buried in all of the listing agents and information in their site.

That’s insanity! Instead, focus your efforts and your money into building your own website that is full of information, creating your own content, and establishing yourself as the go-to expert in your community.

The key steps in this process:

  1. Hire a credible tech team to build an impressive website. If you want your website to be competitive with those other businesses, it has to match the level of usefulness; it has to be comparable. Rather than paying money into another business to share his data, Ryan hired a team to build a competitive website. His site, vegasdata.com is incredibly successful, but his team works round the clock to keep it competitive. He is constantly building out the site and adding relevant information, so that it’s a website visitors do want to spend time on and return. For example, they have created community videos for nearly every community in Las Vegas, which is great for his site and it ranks well on YouTube as well. Additionally, his team set it up so that if a visitor goes to a civic property and the property is in a community where we have community video, that video is also included on the listing in the details page. The consumer is getting more information and we’re sending visitors to OUR content rather than paying a site like Zillow to make even more money.

You can compete against these big websites, but you have to go above and beyond with your data~Ryan King

Stop sending money to big real estate websites and invest in yourself instead. Build your own media company. Spend the money you’d be spending on companies like Zillow to grow your own database, content, and marketing.

  1. Create and leverage your own content by adding value

How do you add value to your community? Start by building relationships and finding out what people want and need. Provide that information to them. Know your community and brand yourself to that community. You must become the go-to source of information in your community for real estate.

Ryan suggests you play to your strengths and create content based on that. Find your unique value and hone in on that. What are you good at? Are you a writer? If you love to write, write! Write reports, blog posts, other relevant content.If you like video, make videos, and put them out to the community in a very strategic way. If audio is your thing, create audio downloads. Find your areas of strength and pump out content. Make sure your website is full of content and full of the data that you have on your communities and market place.

Once you’ve created unique content, you’ll need to leverage that content to drive traffic to your website, through a solid marketing strategy.

  1. Get in front of the consumers – all the time!

What are you doing to stay in front of your prospects? Marketing should be a constant focus. Ryan is always getting in front of his potential clients and ensuring people know what his company is about and who he is.

Commit to spending time, energy, and money on your marketing efforts. There’s no part time in success. You’ve got to be able to market in ways of 2018, which means you need to be effective on Facebook and social media to helpyou get in front of the right audience and build those fans that will become your customers and refer others to you.

You’re going to have to get good with social media marketing. You have good consistently posting, learn what’s going to make you rank higher on search engines or on social media. Know your value. Some agents are investing as much as $10,000 to $20,000 a month with the online sites. Imagine what they could do for their own website and marketing efforts with that kind of budget! You don’t have to rely on Zillow to build the database and media. You can do it yourself.

  1. Build a memorable client experience

What will make the home buying experience more fun? A really memorable closing. And how will you use that to gain more clients? Show your audience how you are different than other agents. If you literally roll out the red carpet for closings, record that experience, and share it. Your current clients will be impressed by how they are treated, and future clients will eat that up too. People want a memorable experience. It’s easy to share fun videos of clients entering their homes for the first time. It creates a desire that others want as well.

The Time for Action is Now

Ryan believes brokers and agents will continue to be devalued as companies like Zillow or Trulia continue to grow and unless you take the steps to create your own opportunities, build your own databases and content rich platforms, and get in front of the right audience on a regular basis, you will struggle. Companies like Zillow will only continue to try to push the envelope and grow their influence in the marketplace. Invest in technology, invest in training, invest in building your own content and in getting that content in front of your target market, and you’ll not only survive, but you’ll thrive.

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If there is anyone who knows how to work smarter, not harder, it’s Stef Shock. At the height of the recession and when she was on the verge of giving up, she tripled her income, had two consecutive $30M years and went on to sell luxury homes in the Bahamas. One of the keys to her success? Putting strategies into place that helped her work smart.

Stef Shock - Vimeo

If you’ve been in the industry for any time at all, you’ve heard the phrase “work harder instead of smarter.” But what does that really mean? How can we take the phrase and put it into action in our businesses?

Don’t reinvent the wheel, figure out how it works.

In any industry in the world, there are people who are ahead of you in business. Real estate is no different. You don’t have to reinvent the wheel, you have to have the courage to seek the advice of others and ask them for their insight, especially those who have a business model you admire.

Push through your mindset and find the courage to ask.

We often play a head game and talk ourselves out of reaching out to someone we admire. We do it because either we think we’re not good enough or we’re too good to ask for help- our pride and ego gets in the way. .

Try to get some face to face time with people who are successful so that you can learn the very techniques that helped them become great in their business. A really simple way to this is is to invite them out for coffee and come prepared with questions you want to ask them.

When Stef tripled her income, it happened because of a specific phone call she made to an agent. That agent had taken her out to coffee two years earlier and she reached out to say her business wasn’t looking good. During their meeting, the agent said to her, “ let me make some phone calls and see what I can do.” Before she knew it, she was getting set up awesome appointments with developers.

“I got this great opportunity handed to me. I wasn’t really qualified to sell this big beautiful building in New York City, but I managed to get it because I knew I was going to work my tail off for it.”

If you want even more mindset tips, read Mind Over Matter- How To Create An Empire From Nothing.

Make bold and strategic moves in your business.

You have to decide what you want and make focused decisions. These strategic moves in your business are a lot like a chess game, you’re always thinking a few steps in advance.

Everyday we’re pulled in 100 different directions in our business, new CRMs pop up, there are new strategies to try and books to read. But if instead of chasing a new shiney object, Stef recommends you thoughtfully consider each business move and how that decision might affect other areas of your business. Don’t jump into something impulsively.

For example, here are the questions Stef would ask herself if she thought about building a new website.
● How much time and energy is that going to take?
● Do I need to outsource it?
● How much content do I want to build?
● What kind of content do I need to have ready for when the website launches?
● Am I going to commit to this?

Create a strategy dependant upon questions like that and how much you want to commit to it for the long term. That’s 100% working smarter, not harder.

Create content that serves the socks off of your buyers and sellers.

Marketing is a great opportunity to be creative. These days, everyone’s on their smartphones and Facebook, which means every agent out there is also using Facebook as a marketing tool.

The key to working smarter instead of harder is to produce content that actually matters to the prospect If you’re doing what every agent is doing, like giving marketing reports for neighborhoods, you’re just creating noise. And it’s noise the prospect is already receiving from someone else.

The ONLY thing that separates you from another agent (and their Facebook content) out there is YOU. You’re one of a kind and the strategic difference in your business. Think about it, the associate next door has access to the same tools and community as you do. But they don’t have you, your story or your personality!

You might have to think outside the box a little bit, examine your market and think about what kind of information is really needed.

● If you’re in a market where the home inventory is really low, you might create a post with a graphic that says “Are you tired of getting bid out in yet another bidding war?”
● If you’re in market where there are a lot of older homes you might create a post with a graphic that says “Do you have a hole in your roof? You can still sell your home.”
.
Both of these examples tap into the psychology of the prospect and serves them. This type of content is active and engaging.

Community related content will also serve your prospects. Stef thinks that real estate agents under estimate how much influence they have. They’re thought of to have the answer to everything from the best coffee shops, movers, cleaners, landscapers, schools, playgrounds, farmers markets and more. This influence can be used to make recommendations, educate prospects and form authentic relationships. So, go ahead and recommend your favorite coffee shop and tell everyone why you love it!

Video is also a great way to engage on social media. Everyone is a fan of behind the scenes, so why not ask a contractor if you can make a video of a bathroom remodel he’s working on? When you share it, you’ll put both of you into top of mind.

To really achieve success, you’ve got stop focusing on the results, but instead focus on making excellent content. If you stop chasing money and start thinking about how you can actually help people, you’ll be blessed with abundant relationships. Facebook might be the platform that started the relationship, but you’ve got to be the added value.

At the end of the day, all of these suggestions can be summed up in one word, tweak. You don’t need to overhaul your entire system or rearrange your business model. Ask your friends and mentors to go out to coffee with you and use that time to talk about what’s working for them. Take your time to think about your next move and if you’ve got the time and resources needed to execute it well. Show up differently on social media than the other agents in your market and serve your prospects with creativity. These are all small changes that will dramatically change your business in the long run.

To learn more about Stef Shock, connect with her on her website.

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Joshua Smith has sold over a billion dollars in real estate his career, closing over 650 transactions in 2017 alone. He’s a Wall Street Top 30. What is it about Josh that allowed him to scale his business from 48 deals in his first year to over 650, and even better, only work about 30-minutes a month in his real-estate business? Read on for Josh’s best tips on how he did it.

Joshua Smith - Vimeo

Spoiler Alert: It doesn’t happen overnight

It’s important to note that Josh didn’t start out wealthy. He was a college dropout with no money to his name and couldn’t even secure a loan. But he had big aspirations and he had some experience in running a business. Raised in the fitness club industry (his father owned health clubs), Josh was familiar with what it looked like to be a business owner. While his passion still lay heavily in the health and wellness industry and helping people lead healthy and fulfilling lives, Josh saw an opportunity in the real estate industry. He decided to throw everything he had at building a successful business selling real estate.

“If you do this right, the real estate industry can become a source of passive income.” – Joshua Smith

Success didn’t come easily though. Josh worked hard, around the clock. He admits that when he started, he had no spouse or family, so he was able to give himself fully to building his business. Year one ended with 48 closed deals. Reflecting on how important building a sales team had been for selling gym memberships, Josh decided to expand his team and hired an assistant. Six months later, he brought on an assistant manager. 13 years later, he owns nine companies and his real estate business closes over 600 deals a year, with little input from him.

What is it that Josh did that allowed him to capture this level of success when there are agents out there working an insane amount of hours a week trying to figure out how to escape the grind but only closing five or so deals a month, 40-60 deals a year?

How did he make the transition? What do you need to be able to do this?

Josh’s Tips for Building a Massively Successful Real Estate Business
  1. Recognize that it doesn’t happen overnight.

There is obviously some hustle required. Sometimes a lot in the beginning. But you shouldn’t have to hustle forever. If you’re willing to put in the work, you can have the lifestyle you want. Make sure you’re putting the hustle in the areas where it’s truly going to result in faster change – in your systems, processes, and team growth.

  1. Establish Processes Early!

These are your proven step-by-step action steps that guide you to the results you want. Josh refers to this as the “cookbook” with all the recipes for running your business. When you follow the same recipe each time you do a process, not only do you save time and stay consistent, you can scale the business quickly because you can duplicate efforts rapidly, you can delegate more easily, and you don’t have to worry about important steps and procedures getting overlooked.

To establish the processes, start by documenting everything.

When we get a phone call from a listing lead, we do x,y,z. Spell it out specifically. Create the processes for exactly what you’re going to do when someone wants you to list their house. What do you do to prepare for that appointment? How do you list it? What is the presentation?

Most real estate agents don’t even take the time to master their own daily processes inside their business and it’s hindering them, slowing them down, and most importantly, keeping them from scaling as quickly as they could.

  1. Build systems around the processes.

Once you have all of the processes identified, build systems around them. Save time in the actions you do over and over. Then as the manager, you can manage the systems and let your team manage the actions. Josh emphasizes that until you have these processes and systems established, people are not the most important thing inside your organization. Yes, people are critical, but when you’re trying to scale massively, systems and your processes are the most important thing. You can hire the best, most talented person, but if they don’t have proven systems and processes to follow and if you don’t train them on these, they will ultimately fail you. But if you do these things right, you’ll be able to hire the right people, train them properly, and then they will help you really grow and scale your business.

  1. Expand your team as quickly as you can.

There is so much value in creating a team. If you don’t hire a team, you’re always going to have a job. Hire an assistant. Hire a manager. Hire more agents. If you’re planning on growing a large agency, hire the people you need to take care of the business aspects that you don’t need to be spending time on, like hiring new people. And train them with the procedures and systems you’ve created so that can duplicate the systems you’ve put in place.

  1. Know your numbers intimately.

Track the front end and back-end financials to create predictability in your business. If you aren’t tracking the numbers, how can you know what it’s going to take to meet your goals? Where your inefficiencies are? Or how to set goals for your team members? You need to know exactly what you need to be accomplishing to have a good ROI. Track everything; the leads per source, the cost per lead, the cost per acquisition, appointments, closings, everything on the front end, but also everything you’re putting into the business to grow it – ads, etc.  Knowing these numbers intimately creates predictability in his business. Numbers don’t like, and it only takes a few minutes a day to know how much time and money you are spending and what the return on investment is.

  1. Don’t make excuses that you’re not wired like other successful people.

Do the work and realize that you CAN be successful too, but you must have processes, systems, and know the numbers so you can adjust accordingly. Basically, do steps 1-5, with no excuses.

“Anytime you put somebody up on a pedestal, all you’re doing is giving yourself the permission to not go out there and do the work that you need to do to become great.” Joshua Smith

Josh admits for the first five years, he didn’t do these things. And instead of making millions, he was pulling all-nighters, working far too hard and far too much. He realized that something had to change, he had to do things differently in his business so that he could enjoy spending time with his family and live a fulfilling life. It was only once he learned all of the tips above and implemented them that his business and his wealth grew substantially. You can do this too.

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Shon Kokoszka - Vimeo

Shon Kokoszka is the founder and CEO of ICON Coaching, working with real estate professionals to improve their production, profit, and their lifestyle. He came from a very humble background and got into real estate sales when he was 20-years-old. While he had some success in his first two years, he was not on the fast track to success. However, he thought he knew how to do it all and was not open to other people’s ideas or learning new things, and he had limited thinking. He says he was “uncoachable” during this timeframe.
Then all of that changed.

Shon attended a conference and he heard someone on the panel say they said they had $100,000 commission day. It blew his mind that this was even possible. He realized immediately that he wanted to get some coaching, get some accountability, and open himself to new ideas and new approaches.
Before this, his limited thinking was keeping him from growing. He had set a goal to make $1,500 a month when he got into real estate sales, which at that time, seemed like a good income. But from that moment he could sense a shift within him and all of a sudden, he became coachable. After that, the fire was lit and the next year he made over six figures.
Here’s the deal: If your goal is to make $1,500 a month, you will do what it takes to make $1500 a month. If your goal is to make $15,000 a month, you’ll do what it takes to get there.

He manipulated his $1,500 a month mindset into over $100,000 a month in commissions as a buyer’s agent, and as a result, was picked up by some of speaking companies. Then organizations like the National Association of Realtors, Gary Keller, Remax, Century 21, Coldwell Banker, etc. started taking notice of the production levels, and wondered if he could train their agents to have this level of success.
Shon spent several years learning from the best of the best, Gary Keller. He came on as a consultant, essentially a coach, for Keller Williams and built a training program “Bold”. He moved on to corporate as the VP of Growth and helped them grow the company and was then promoted to President of a company with the mission of taking the success models they were implementing within real estate to other companies and industries outside of real estate. He brought the training program to many Fortune 500 companies, learned about their structure, their compensation models, how they operated. But he wasn’t fulfilled by this position, so he resigned and launched ICON Coaching. It took off immediately and he hasn’t looked back since. Shon is having the time of his life adding value and getting fulfillment from watching other people’s trajectories and income improve day after day.
Now his purpose is to work with people and add so much value to them their trajectory increases, their profitability increases, and ultimately their income grows to allow them to spend more time with their loved ones, to take the vacations that they deserve, and to live a fulfilling life. That’s what’s behind ICON coaching. Now he is in his “happy place”. He gets to add value to people.
Shon has learned a lot of valuable lessons that helps him coach others to great success now, through a lot of ups and downs in his career, some great successes and some heavy losses. Here are some of his best tips.
Key Takeaways
The undisciplined pursuit of ‘more’ will bring you to your knees.
~ Shon Kokoszka

How do you get “more” in a disciplined way? Shon shares the following tips for success:
1. Have a purpose behind everything that you are doing. This will keep you grounded and moving forward to the right goals.
2. To really grow your business, build a team so that you don’t have to be there for the business to function. The faster you can pass on different elements of running the business to other people, the faster you can grow and scale. Move from the I do it → we do it → THEY do it.
3. Sometimes failure is the greatest learning opportunity.
4. Take responsibility for everything in your life.
Structuring and moving from I do it → We Do It → THEY do it
If you want to really have success and growth in your business, you have to put things in place to allow the business to grow.
1. Identify the key people you need on your team – a listing agent and a lead buyer, for example. Create the models for your business, like lead generation model, budget model, et.
2. Then build systems around these different elements so that it’s done the same way and anyone can do them. (Systems do not fail, people do.)
3. Get the technology you need to make things happen. What do you use for a CRM or digital marketing?
4. Finally, you want to hire the right people, train them fully, then give them the incentive to stay, through good compensation and buy-in (equity).

When you’re at the lowest of lows, you have the greatest opportunity for growth
Shon found himself in a pretty desperate situation after the bubble burst in 2008 and he lost everything. His properties, his home, his boat, everything except his family. He was at the lowest place, a very dark place, even to the point of contemplating suicide, when he had somewhat of an epiphany. He decided what he wanted to do was help other people grow and develop by learning from the best and then transferring that knowledge to individuals like him to keep them out of a desperate financial position. So he followed routes that would help him improve himself and help others as well. This led to some amazing opportunities for him.
Take responsibility for everything in your life
Have a good attitude and you will reap the benefits. Where your attention goes, energy flows. And since energy attracts like energy, if you’re complaining all the time, you just get more things to complain about. Shon made a mental shift to take responsibility for all the good and the bad that was happening to him. Instead of having a victim attitude when things didn’t go his way, he started turning things around and trying to learn from and adjust from anything negative in his life. He credits much of his current success to his attitude shift.
When your ego gets out of control gang, the world will figure out a way to humble you, I promise you that. ~ Shon Kokoszka
These are some of the key areas that Shon teaches others who want to achieve great success. You can follow him for more inspiration at: (insert where to follow him).

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When it comes to leveraging social media to generate more loans and originate more business, there are few people who do it better than Chris Patille, co-founder of Modern Mortgage Mastery, a Facebook training program for loan officers.

Why Use Social Media for Growing Your Loan Originations?

Social media can grow your business unlike almost anything else that’s available to us right now. Chris uses a social media strategy that has helped him increase his business and has had a significant impact on originating more leads and clients. His business went to a whole new level when he started going live on Facebook consistently every Monday night from 6-7pm with his Mortgage Talk Show. Because of the level of visibility that a consistent (and very useful) presence on social media is giving him, his business has really become recognizable and has grown at an unprecedented rate.

As part of his strategy, Chris also uses a mixture of Facebook advertising and employs multiple strategies for targeting leads. It’s not just about the loans, it’s about finding people interested homes lists, and open houses, looking for sellers and buyers to build depth in his leads. He interviews other people who bring value to the conversation, like experts to talk about credit, he visits businesses around his local area and goes live from different venues, and he really tries to have fun with his topic. And, of course, he’s bringing mad value to a not-so-sexy but really important topic.

A Big Part of A Successful Growth Strategy is Creating Relationships

 

How do we create relationships? And even more importantly, meaningful relationships that lead to business?

Chris states that it’s important to actually go out and make things happen, work hard, put in the effort, make your brand KNOWN and back that with a solid business strategy. But the key piece that will take your business to the next level is by adding in the next part: relationships. When you build relationships with people, you’re unstoppable. Sales are founded on relationships. Obviously for loan officers, some of the best relationships that can be built are with real estate agents. You want to create a relationship deep enough that they’ll continue to bring referrals your way.

To do this, Chris emphasizes the need for a service-oriented approach. This means, a mentality of putting the client first; putting the best interests of the real estate agent first. Work hard for them. Be available to them. Make them know they are your priority. Then combine the service attitude with a solid social media strategy to stay in front of those people and find new leads. Christ travels to local hotspots and shoots videos and networks at those places. He’s making his brand known. His work ethic stands behind his brand and his customer/client-first attitude is what is really making the difference in growing his business.

What are some of the ways to find the agents to make relationships with?

Chris has a specific strategy for finding and creating relationships with real estate agents who are cold contacts. He uses two techniques. The first is to go online to sites like Zillow, Trulia, Redfin, Realtor.com, and take a look at any open houses that are on the MLS for the upcoming weekend. He reaches out to that real estate agent, introduces himself and explains what he does. He strikes up a conversation and invites himself to join the agent and help explain mortgage lending at the event.

His script:

Chris: “Hey, my name is Christopher Patille with GSF Mortgage. I’m a local lender here in New Castle Delaware. I see that you’re hosting an open house on Saturday from one to three. I wanted to see, have you ever had a mortgage lender accompany you at this open house?”

Agent: “No, I haven’t. How does that work?”

Chris: “Okay, well great. Well, you ever get a bunch of clients at one time to where you’re not really focusing on multiple people? You’re just spending all your time with one person? That happens a lot. So what I can do is I can help take that burden off of the real estate agent. I can talk to people as well and then also answer any and all mortgage questions that they may have as well. What better than to be able to write a preapproval on the spot and then actually be able to submit that offer right then and there? And I’ve seen it happen and I’ve done it.”

If the agent agrees, he joins them and helps make the real estate agent’s open house a bigger success.

But it doesn’t end there. To really build the referral pipeline, you’ve got to keep the relationship with the agent beyond the one open house.

How do you keep those relationships?

Once you’ve gotten the attention of a new person, it’s important to get to know them. It’s more than just taking someone out to lunch and assuming that the relationship is solid. Chris really gets to know his leads. It’s all about the follow up. Especially if the first encounter does not lead to a deal. Become a part of that person’s life. Get to know them. What makes them tick? Build and nurture the relationship. It will pay big dividends in the long run resulting in repeat business and more referrals.

Facebook Leads are Long-term Play

Using leads from social media to generate relationships with real estate agents to develop a robust network of leads coming in, loans getting closed, preapprovals going out, etc. requires an investment of time and energy. It’s not a get rich quick scheme. You have to work. You have to learn about all the systems and processes that he’s put in place in his training program, Modern Mortgage Mastery.  You have to develop the leads into long lasting relationships. But once you’ve done the work, it should just be a matter of “rinse and repeat”.  For anyone that isn’t getting success from Facebook leads, it’s primarily because they’re unwilling to put in the level of effort required to get to the end-game. They give up too easily and don’t invest enough in growing the lead.

To see long-term success, you have to play the long game. It’s possible to be very successful with an online marketing strategy and social media, but it’s not an overnight, quick strategy. Put in the effort, make the relationships, have a great work ethic and your business will flourish.

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Real Estate Marketing University by Grant Wise, Real Estate Marketing U.. - 9M ago

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