In this episode of /RealEstate, we sit down with social media expert Katie Lance to break down what’s actually working right now and what’s just noise.

Katie shares a smarter, simpler strategy to turn social media into a lead-generating machine and tells you how to convert social media followers into clients.

We dive into why “social media is rented ground,” how to move people from scrolling to real conversations, and how to use AI without sounding like everyone else.

If you’ve ever felt overwhelmed by content creation, unsure what to post, or frustrated that your social media isn’t turning into real clients this is the playbook you’ve been missing.

Get even more great insights from Katie at https://katielance.com/ 
Katie's Free Content Grid: https://katielance.com/contentgrid
The Katie Lance Podcast: https://thekatielancepodcast.transistor.fm/
Connect with Katie on Instagram: https://instagram.com/katielance

Discover how to batch videos, organize ideas into simple content buckets, and turn one recording into dozens of posts across YouTube, social platforms, email, and Google Business. You’ll also see why simple tools—like your iPhone, a lapel mic, and CapCut—can be all you need to produce effective content fast.

You’ll walk away knowing how to:

• Capture usable content anywhere
• Use trends without losing your brand voice
• Add calls-to-action that generate responses
• Engage online in ways that build real client relationships

If you’re ready to stop guessing what to post and start creating content that works for your business, press play and follow this step-by-step framework.

-

See what The Todd Tramonte Team is up to at: https://www.instagram.com/toddtramonterealtors/ 

Learn even more from Courtney and the rest of The Todd Tramonte Team at: https://realestategrowthsystems.com/  

–

Want to turn your content into real conversations with leads? Real Geeks gives you the tools to capture and convert online traffic with an IDX website and a CRM built for real estate teams. Check out Real Geeks to learn how agents connect content, lead capture, and follow-up in one system.

Learn more at RealGeeks.com 

Ann shares how intentional branding decisions shaped everything from merch and community presence to agent culture and client loyalty. We dig into why swag can be powerful when done right, how consistency builds trust faster than volume, and why company values determine the brand, not the other way around.

TIMESTAMPS:

00:00 Intro & why branding matters more than ever

03:26 How did Ann start the family brand?

09:08 What was the next step in expanding the brand?

25:52 What did the system look like once the brand became more established?

32:45 How does Ann think about sizes if you're purchasing branded t-shirts?

39:37 Besides branded t-shirts, what other merch was Ann producing?

46:00 How does Ann begin to think about the next merch item she's going to make?

52:08 How does the brand translate into the business culture at NORCHAR?

This episode is packed with real-world examples and ideas for agents who want to stand out without feeling salesy.

Brought to you by Real Geeks, the all-in-one CRM and IDX website platform trusted by top real estate teams to power their marketing, leads, and follow-up. All in one place.

Learn more at https://www.realgeeks.com/ 

You’ll learn:

• Pay at Closing vs. online lead-generation ROI
• How PAC leads impact your commissions and control
• Why online leads convert on an 8–12 month timeline
• How solving problems—not chasing “ready now” buyers—builds pipeline

Perfect for agents researching real-estate lead generation, ROI strategies, and long-term business growth.

Read Chris’ blog post that sparked this conversation here: https://www.realgeeks.com/blog/why-pay-at-close-is-the-slow-death-of-real-estate-teams 

In this episode, Dustin Owens explains exactly how he uses ChatGPT, Zapier, and Read.ai to streamline his workflow, save time, and deliver a better client experience.

If you’ve ever wanted to work smarter (not harder) as an agent, this is the roadmap.

Listen in now to learn:

• How to automate client follow-ups and reviews
• The AI prompts Dustin uses for listings
• The “Buyer Under Contract” system that saves hours per deal

Grab the free Automation Recipe Book here

Learn even more from Dustin on his YouTube channel @mantlerealty and his website mantlerealty.com.

For even more about the episode, check out our blog post:  https://www.realgeeks.com/blog/turn-every-task-into-an-ai-automated-system  

Craig Schneider joins us live in-person between sessions at The Real Growth Summit to share how real agents are using AI to save time, serve clients, and grow their business.

On this episode you’ll hear about:

• The real-world ways AI helps agents close more deals
• How to use AI to train, communicate, and compete at a higher level
• Building confidence with tech that supports your business, not replaces it

See how AI can help you work smarter, stand out, and win more business.

For more information and why it matters for your business check out our episode blog post.  

You’ll hear how Eric:

• Creates neighborhood-specific content that ranks above generic pages
• Uses schema and breadcrumbs to help Google trust his site
• Keeps site speed fast to avoid losing leads
• Relies on AI to draft market reports and update site code

What stands out is Eric’s focus on consistency. Instead of spreading himself thin with every marketing trend, he doubled down on writing his weekly housing report. Combined with smart use of AI, that one habit has positioned him as a trusted authority for Orange County real estate.

To get a free pdf of Eric's AI prompt and to dive deeper into the episode topic check out our blog post: https://www.realgeeks.com/blog/small-seo-habits-big-real-estate-wins-part-2 

Eric shares how his weekly Orange County Housing Report ranks on Google next to billion-dollar companies like Zillow and Redfin and how long-tail keywords like “single-level homes in Costa Mesa” drive targeted, motivated leads.

You’ll learn:

• Why local market reports are a goldmine for real estate SEO
• How long-tail keywords beat out big portals
• The simple weekly habits that build predictable growth

Discover how small SEO habits can create big wins for real estate agents.

For additional information check out our blog post for this episode here.

Don’t miss Part 2 of our conversation with Eric on October 1st.

In this episode of /RealEstate, Todd Tramonte explains why generalists struggle, how specialization makes you memorable, and the exact steps agents can take to niche down without losing deals.

• Learn why referrals come faster when you’re the go-to expert.

• Hear real examples of agents who grew by focusing.

• Discover how to audit your brand so clients instantly know what you stand for.

If you’re ready to stop blending in and start standing out, this is the episode you can’t afford to miss.

For all of the links mentioned in the episode, additional information, and a discount code for this year’s Real Growth Summit check out our blog post here: https://www.realgeeks.com/blog/why-specialization-wins-in-real-estate 

You’re not alone. Chuck Richards, Senior Product Manager over CRM and AI at Real Geeks, joins us to unpack why so many agents avoid CRMs, how to set one up for success, and the traps that waste time instead of saving it. 

During our conversation we cover:

• Why agents resist CRMs (and how to get past it)
• The difference between “just having a CRM” and using it well
• Common mistakes agents make with lead management
• How AI is transforming real estate CRM systems

If you’ve ever said, “I’ll get to my CRM later,” this episode is for you.

For more details and links to everything mentioned today check out our blog post HERE.

Be sure to also check out Chuck ‘s previous appearances —each one packed with actionable ideas to help you work smarter with your CRM.

CRM 101 – New to CRM or need a refresher? In this episode, Chuck breaks down exactly what a CRM is, why it matters for real estate agents, and how it can become the foundation for your growth. Perfect if you’re just starting out or want to make sure you’re using your CRM to its fullest potential.

You’ve Got a CRM! Now What Do You Do? – Owning a CRM is only the first step. Chuck shares practical best practices for identifying hidden opportunities in your database and turning existing leads into active clients.

Workflows and Automation in Real Estate – Take your CRM game to the next level. We cover the basics of automation, the difference between workflows and automations, and creative ways to streamline your follow-up so you can focus on building relationships.

Ready to see how Real Geeks can help you scale? Talk to our team today

That’s exactly what Todd Tramonte helps agents build. On this episode of /RealEstate, he shares how to attract clients instead of chasing them, and how to create a business that supports the life you want.

We talk through:

• The difference between attracting and chasing leads
• How to identify your ideal client (and who to avoid)
• Simple systems for building authority and social proof
• Todd’s script for getting the great reviews you want
• What is happening in the marketplace right now 

This one’s all about building a business that’s predictable, profitable, and focused on the clients you want most.

Want to go deeper with this kind of strategy? Join us at the Real Growth Summit in Dallas on September 15–16, hosted by Todd Tramonte. It’s built for agents who want consistent growth by attracting the right clients and building a business that actually works for them.

We’ll be there too, and we’d love to meet you.

Grab your ticket now at https://www.realgrowthsummit.com before they’re gone.

Ready to skyrocket your real estate business? Real Geeks is here to help – we’re an all-in-one CRM + IDX Websites + Marketing Automations platform designed by real estate professionals, for real estate professionals.

https://www.realgeeks.com/
https://www.instagram.com/realgeeks

Nora Schneider joins us again to break down her strategy for growing a personal brand on Instagram that drives real results. No influencers, no gimmicks—just practical tools, tips, and tactics.

Nora walks you through: 

• What she posts (and how often)
• Easy tools to create, edit, and schedule
• The difference between tagging and collaborating
• Tips for batching, planning, and scheduling like a pro
• When to use filters

Whether you’re new to social or ready to level up, this episode gives you real-world tips you can use today.

Subscribe for more episodes every other Wednesday.

Check out Nora's first appearance: A New Agent’s Guide Post-NAR Settlement with Nora

Nora's Instagram: @noraschneiderr
Nora's Youtube Channel:  @noraschneiderr

Meet us all at the Real Growth Summit in Dallas, TX September 15 and 16  https://www.realgrowthsummit.com

Amazon Shopping List:

OCTOBUDDY Silicone Suction Phone Case Adhesive Mount
MOFT Phone Tripod Stand
PHOPIK 55" Magnetic Selfie Stick Phone Tripod
Flexible Phone Tripod Stand with Wireless Remote
Selfie Light for Phone

Suggested Editing Apps:

CapCut
Edits, an Instagram app

More great tips from Nora:

Batching
3 Mistakes KILLING Your Socials
Nora’s 3 Pillars
Hashtags
Behind the Scenes Videos

Ready to skyrocket your real estate business? Real Geeks is here to help – we’re an all-in-one CRM + IDX Websites + Marketing Automations platform designed by real estate professionals, for real estate professionals.

www.realgeeks.com
https://www.instagram.com/realgeeks

In Part 2 of our conversation with Dr. Matt Johnson, we dig into the crucial difference between differentiation and branding.

Dr. Johnson explains how to develop meaningful differentiators that tap into a deeper emotional reservoir with your clients. 

During this part of our conversation, we cover:

• The 4 P’s of marketing (Product, Placement, Pricing, and Promotion) 
• The True Why test 
• Establishing product market fit
• Effectively using AI to help scale 

Plus, Dr. Johnson shares actionable insights on how tools like ChatGPT and AI can become powerful allies in shaping your messaging and scaling your reach without losing authenticity.

If you’re serious about standing out and scaling up, this conversation is your roadmap.

Catch up on Part 1 of our discussion: https://youtu.be/AQhXL-lRvcM

Matt’s website: https://www.neuroscienceof.com/

Matt’s blog: https://www.neuroscienceof.com/marketing-psychology-blog  

Get Matt’s books:

Blindsight https://benbellabooks.com/shop/blindsight/   

Branding that Means Business https://www.hachettebookgroup.com/titles/matt-johnson/branding-that-means-business/9781541701687/  

To learn more about Real Geeks and what we have to offer at https://www.realgeeks.com/    

Dr. Matt Johnson sits down with us to teach us some Marketing 101 and explain how marketing is actually perceived by the consumer. 

During Part 1 of our discussion we explore:

• What is marketing? 
• Identifying unmet needs in the marketplace
• Collecting data
• Assimilating that back to your brand and delivering it to your consumers 
• What is a brand? And where does it live?
• The impact of the brand is in the minds of the consumers 
• What gives a brand power
• The importance of how you make the consumer feel 
• How to find more of your ideal clients 
• Not limiting your market before your brand is established 

You need to think about marketing, branding, and your perception in your clients' minds and Dr. Matt Johnson is here to help. 

And stay tuned for Part 2 on July 9th, where we dive deeper into differentiation, the 4 P’s of marketing, and how to leverage AI to drill down your messaging. 

Matt’s website: https://www.neuroscienceof.com/

Matt’s blog: https://www.neuroscienceof.com/marketing-psychology-blog 

Get Matt’s books Blindsight and Branding that Means Business

To learn more about Real Geeks and what we have to offer at https://www.realgeeks.com/   

On this episode, Tamera Gaede gives us a basic overview of what you need to know as an agent about title. 

Tamera brings her expertise from over 16 years in real estate, as the Director of Colin Country Sales for Lawyers Title, and as the host of The Closing Table with Lawyers Title podcast.

During our discussion, Tamera shares the basics of what Title actually does, tells us how agents can leverage their Title reps, and clears up some common misconceptions about what Title does.  

We specifically dive into:

• How Title reps can help overcome challenges for you 
• The importance of having a great escrow team and working with a well-established title company
• How Tamera uses her vast network to help solve any challenges her clients have
• The ways she stays on top of the market
• Top tips to help real estate agents build their business today 
• The importance of using a CRM
• Starting a podcast
• Common misconceptions about what title reps can do 

Title reps are there to help, tune in to learn how you can save time and energy by leveraging them and their expertise. 

Check out Tamera's podcast The Closing Table with Lawyers Title 

Get in touch with Tamera

Discover how Real Geeks can help you grow your business at https://www.realgeeks.com/ 

Ricardo Bueno joins us at the Media Pouch studio in Austin to explore how top agents are going beyond the listing to dominate their markets and turn every transaction into a long-term relationship.

During our conversation Ricardo and Chris dive into:

•  Building your know, like, and trust factor
•  Leveraging automation 
•  Making sure your messaging is relevant to your audience 
•  Tips for getting the best AI results 
•  Some of Ricardo’s example emails
•  Which metrics you should be looking at
•  Going beyond messaging and crafting an experience  

If you’re ready to elevate your marketing and turn clients into raving fans, this episode is for you.

To hear more from Ricardo check out his first appearance HERE. 

Stacy Zellner is back to share her story and how she has utilized her skills from her previous career to help her stand out in real estate. 

Before moving to real estate in 2021, Stacy was a director of marketing for a software company. However, by the time she got her license and started selling, the market had cooled considerably. That didn’t stop her, through perseverance, planning, and patience she has been able to build a successful business.    

During our chat, we explore: 

• Doing open houses 
• Pivoting objections through exploration and education 
• The power of referrals  
• Working every angle 
• Targeting ads for people looking to move into her area
• Building her pipeline for the future, not just now 
• How she tells a story through her listings 
• Going beyond the MLS to reach potential buyers
• Working with people in every price range

For more of Stacy check out her previous episode with Theresa Bastian https://youtu.be/4IFQTUZtSto or find her at either stacyzellner.com or letsmoveaustin.com 

And watch our previous episode with Theresa Bastian to hear what the market was like when Stacy was starting out https://youtu.be/V7goykM79AA 

 During our discussion, we also dive into:

• Planning for your niche, even without investing a lot of money upfront  
• Making sure your niche has enough opportunity 
• Ways to reach out to your niche 
• Using events to build personal relationships and grow your database
• How to be strategic with sponsorships that will benefit your business

If you are considering picking a niche or even just looking for new ways to reach your ideal clients, you’ll want to tune in. 

Check out our bonus mini-episode with Theresa on Pocket Listings: https://youtu.be/aTmKUxbPwRM

Learn more about what Theresa and Stacy are up to at https://www.letsmoveaustin.com

Are private listings really a good idea?

Check out more from our conversation with Theresa in her full episode: https://youtu.be/4IFQTUZtSto 

You can have all the website traffic in the world, but it doesn’t matter if you’re not following up effectively.

In this episode of /RealEstate Ricardo Bueno shares his journey in the industry, emphasizing the importance of a polished digital presence and the need for agents to focus on follow-up rather than just lead generation.

During our conversation Ricardo dives into: 

• How you should present yourself 
• The importance of having a good website and digital presence 
• Ricardo’s ADD - Automate, Delegate, and Delete
• How to evaluate your follow-up 
• The importance of auditing your tech stack
• Good email list hygiene 
• How to guide people where you need them to go through your messaging
• Providing additional value as an excuse to hit someone's inbox again
• What we get wrong with our follow-up systems 

Tune in to learn the essential elements of succeeding in real estate through technology and effective follow-up strategies.

To get Ricardo’s scripts go to https://www.ricardobueno.com/ 

If you’re not getting a lot of traction from your social media, you might be over-posting.   

Brian Icenhower isn’t just another real estate coach, he’s a coach to industry leaders. With over 35 years in the business, Brian knows that differentiation is crucial for agents to stand out in a crowded market, especially on social media.

During our conversation, we dive into: 

• Effectively using social media for business 
• How to build up momentum in Meta’s algorithm 
• Being vulnerable by showing you’re open for business
• How a balanced posting strategy is essential for effective social media engagement
• Being uniquely positioned to be the center of your local community referral network 
• The 10-10-5 engagement method
• How to get people from social media into your CRM

Tune in to learn the importance of balancing personal branding with professionalism and effective strategies for translating social media activity into tangible business success. 

Learn more about Brian’s coaching at http://www.IcenhowerCoaching.com

At the 2024 Real Growth Summit we sat down with Nora, a second generation real estate agent who was born into the industry. Nora has been in the game for less than a year but has already built a name for herself through social media.

During our chat Nora shares:

• Misconceptions she had about being a realtor before getting started
• Learning how she got over the fear of making calls
• How she builds rapport during Buyer Initial Consultations
• Using social media for establishing yourself and networking 
• Her approach to posting on social media 
• How to make it look like you’re doing something awesome every day 

If you are a new agent, thinking about becoming an agent, or just looking for some fresh perspectives and ideas then you’re going to want to listen in. 

Download Nora's BIC HERE

Find Nora on

Instagram: @noraschneiderr https://www.instagram.com/noraschneiderr/

And @nora_norchar https://www.instagram.com/nora_norchar/ 

YouTube: Nora Schneider https://www.youtube.com/@noraschneiderr

Facebook: Nora Schneider https://www.facebook.com/nora.schneider.750331

Throughout Part Two of our discussion we explore: 

• The difference between a one-off referral and a golden handoff referral 
• How long the retiring agent will receive referral fees for 
• The actionable steps to take when handing off a database 
• How much communication there should be between the retiring and adopting agents
• Referral fees vs a flat fee for a database
• How you could possibly make more money not working

If you missed Part One you can catch up here: The Golden Handoff with Nick Krautter - Part One

To learn more from Nick check out https://goldenhandoff.com/ 

Nick Krautter, author of The Golden Handoff, joins us to share his process for adopting clients from agents who are winding down their businesses or changing markets. 

During this part of our conversation Nick shares:

• How he got from 200 to 2000 clients in two years by adopting other agents' clients. 
• The challenges Nick encountered the first time he tried to adopt someone else’s book of business 
• How to identify who is a good candidate to give your book of business to 
• How to find people who are looking to retire or change markets
• Scripts to help approach someone about taking over their business 
• Partial handoffs 
• Practical steps to take to make the transition as smooth as possible 
• Setting expectations for success 

Are you looking to grow your business quickly or looking to retire and are unsure what to do with your book of business? Then listen in for part one of our two-part discussion with Nick to learn some actionable steps you can take to do so. 

To learn more from Nick check out https://goldenhandoff.com/ 

We’re still bringing you insights from top industry leaders and experts—just with a fresh new format and a bold new look.

If you are already subscribed to Keeping It Real you don’t need to subscribe to anything else, /RealEstate will be coming to you in the exact same places. 

Tune in every other Wednesday on YouTube, Apple Podcasts, Spotify, or wherever you get your podcasts for game-changing tips, tricks, and tech to take your business to the next level.

We’re kicking things off next Wednesday, February 19, with part one of a special two-part episode featuring Nick Krautter on The Golden Handoff—you won’t want to miss it!

During our conversation, we explore:

• The basics of automation
• The difference between automation and workflows
• Creative ways to utilize automation - Best practices for workflows
• The future of automation

Whether you are new to incorporating automation in your business or a seasoned pro looking for exciting new ideas, you’re going to want to tune in. 

Check out Chuck’s previous appearances:

Setting Up Your Website for Success: https://youtube.com/live/mmXFixZeBl0 

CRM 101: https://youtu.be/ORx4GIwJBX4

You’ve got a CRM! Now What Do You Do?: https://youtube.com/live/VyzNv9ohQU0 

Despite the uncertainty around the NAR settlement, don’t wait until everything is in stone to start implementing some of the upcoming changes. Dale shares some of his master objection-handling skills to help you deal with some of these new obstacles you might face.  

During our conversation we dive into:

• When to have the conversation about buyer agent agreements with online leads

• Setting expectations about compensation 

• How to address the contingency of having the buyer having to pay what the seller doesn’t cover

• How the news cycle creates more objections 

• A real-world example of how to address the “I don’t want to pay a buyer agent’s commission”  

• How to handle common objections such as “So and so represents buyers for free”, “ I don’t want to be tied to one agent”, and “I don’t want to pay for a buyers agent” 

For more of Dale's great insight check out his Youtube channel:  @Smartsalescoaching  or to work with Dale go to: http://www.smartsalescoaching.com 

Theresa talks to us about the importance of: 

• Approaching your business like a professional in any other field would  

• Having control over your time 

• Surviving the crash in 2008

• Getting to a skills-based model for a balanced market 

• Having foundations in place

• Knowing the market well enough to be confident in the conversations you need to have

• How giving the perception we are always available devalues what you bring to the table 

• Working with your ideal clients

• Operating with a business plan

• Standing out from the automatic responses 

• Knowing your value propositions and articulating that value

• Understanding that you are a business owner

• Learning that you can work remotely 

• How to successfully delegate

Dr. Benjamin Ritter is an international leadership and career coach, Sr. Talent Management Consultant, Top Career Development and Executive Coaching Voice on LinkedIn, international speaker, values-geek, online instructor, and host of two podcasts.

During our discussion, Dr. Ritter provides actionable steps for dealing with:

• Feeling a lack of control

• Self-leadership

• Holding yourself accountable 

• The Three C’s: Clarity, Confidence, and Control 

• Getting over the fear of calling your leads

• Managing your schedule 

• Tackling an overwhelming to-do list

• Delegation 

• Job satisfaction

• Managing change 

• Comparing yourself to others

• Having difficult conversations 

If you are feeling stuck in your career or want help optimizing your workflow, you’ll want to tune in. 

Aymen has been laser-focused on becoming a real estate agent since he was 14, strategically choosing jobs in sales and hospitality in order to accumulate skills in preparation for his career in real estate. Now he’s in his second year in real estate and is killing it.  

In our conversation, Aymen shares some of the lessons he’s learned starting out, including:

• Learning how to handle objections

• The chaos of change creating opportunity 

• Focusing on the client instead of the commission 

• The payoff of making 100 calls a day

• Working with your clients on their timelines 

• Working with difficult buyers  

Theresa shares her takeaways from the proposed NAR settlement, including: 

• NAR as a lobbying group

• Corporate home ownership

• How the NAR settlement could make it harder for individuals to get into homes

• Tough conversations we need to be ready for that may not even occur

• As an industry, we’ve not done a good job of showing our value to the media, our consumers, and the general public  

• How we are not taking a good job of articulating the value we bring 

• That this could be healthy and level the playing field 

• Fears surrounding buyers rep agreements 

Tune in to hear about what parts of the settlement you need to be aware of, take seriously, and will have the most impact on your day to day.  

If you can provide value and communicate it effectively, the opportunity is a massive. During our conversation we dive into:

•  The basics of the NAR settlement
• Why consumers view buyers' agents this way
• Why the consumer is right 
• How to turn this into an opportunity
• How to provide and communicate value
• How our industry has weathered much bigger storms than this one
• How NAR locked in higher compensation for higher-value agents
• And a whole lot more 

Todd has also generously provided a digital download PACKED with valuable information to help you get through these changes, which you can download here: https://hub.realgeeks.com/nar-settlement-with-todd

If you aren’t sure what to do to prepare for these upcoming changes or just want to get ahead of them you’re going to want to tune in.

From door knocking and using a reverse directory book to find phone numbers to his first real estate website in 2006 which he quickly started optimizing for SEO with neighborhood-specific content and has been crushing it with SEO since.

Some of the topics we explore in this episode are:

• Creating neighborhood-specific content
• How his business took off during the 2008 recession
• What to do when you are hit with a Google penalty
• Why you need more than just a WordPress site
• Optimizing URL structure
• How technology has changed follow-up
• Recruiting opportunities

We also have a quick chat with Darren’s marketing director, Lisa Broussard, about going through a company rebrand.

Tune in to hear how Darren’s business has evolved and some of the lessons he’s learned along the way.

On D.J.’s podcast, also named Keeping It Real, he sits down and talks to real estate experts to share what is really working for them in their business and the state of industry.

In this episode, we dive into some of the hot button issues today including:

• The NAR lawsuit, including possible changes
• Portals like Zillow becoming major players in the real estate market
• The potential of A.I.
• Today’s interest rates

Tune in for some killer insights on some of today’s biggest concerns in real estate and also be sure to checkout D.J.’s Keeping it Real podcast at http://keepingitrealpod.com or wherever you get podcasts.

Click HERE to check out D.J.'s recent episode about the NAR lawsuit on his podcast. 

Scott dives into:

• The key elements to optimize your Google Business Profile
• Why your Google Business Profile important 
• How to avoid common mistakes
• Ways to differentiate yourself by showcasing your unique offerings
• Additional tips to get your Google Business Profile to rank higher

If you want to get more organic leads and stand out above your competition, you will want to tune in for all of Scott’s killer tips.

To get a free branding consultation, go to https://optimize5.com/

In this episode Todd goes beyond just sharing his essentials for launching a team.

Some of the topics we cover are:

• When to start a team
• How to have a healthy team
• Knowing when to subtract someone
• What systems your business needs no matter what
• Some differences between a brokerage and a team
• Leveraging technology you already have for recruiting

If you are considering building a team or just want some best practices that can help your team become more successful you’re going to want to check out this episode.

To learn even more about building a team check out Todd’s Team Scale Live event coming up on Feb 5th and 6th in Dallas Texas. Details at https://www.teamscalelive.com/

Download "The Commoditization of Man" by Todd Tramonte HERE.

•  What information to include on your website
• Some of the pages you should build
• Tips for creating a positive user experience
• Basics for driving traffic to your site  Whether you are setting up your first website or want some tips on how to optimize it you’ll want to tune in. Want more guidance? Download Real Geek's Real Estate Playbook here: https://hubs.ly/Q02gR5Kn0

The backbone of his business is having authentic relationships with the people he works with even if it loses him a sale. He gives you advice on how to break the ice with new people and how to stay in touch even after the transaction.

Haris is not shy about asking for reviews, they are a great way to get other people to tell your story. He shares how he approaches the ask, follow ups, and how he utilizes reviews to get more business.

An impressive 87% of Haris's business is referral-based, a testament to the robust connections he forges with past clients and those he's assisted in various capacities. This episode offers listeners actionable ways to fortify their relationships and unlock new business opportunities.

Join us for an enriching conversation filled with practical insights on strengthening relationships and generating organic business growth.

Connect with Haris on Facebook at https://www.facebook.com/hariskhadziselimovic or at 360-521-1615

For more information on SEO Fast Track go to https://www.realgeeks.com/seo-fast-track

Mo works with a diverse range of investors, from small groups and mom-and-pop ventures to institutional non-profits that have received funding from HUD and other institutional sources.

Many of these organizations possess the financial resources but lack the manpower to actively engage with communities.

He notes that often, there are opportunities within the MLS that people fail to recognize due to a lack of understanding of potential disposition strategies. Shedding light on an interesting angle, revealing that parcels where churches are situated can often be repurposed for residential use. By tearing down these emptied churches and navigating local municipal regulations, one can transform these spaces into viable housing solutions without the need for rezoning.

Tune in for our enlightening conversation with Mo as he walks us through how you can make multiple deals at once while also improving your community.

Susie Ellis, Greg Harrelson, and Marc Plotkin bring their wealth of experience to the table, offering invaluable insights into the intricacies of working in these unique environments.

Join us as our expert panel shares their expertise on various aspects, including:

• How they work with absentee owners

• Being intentional with PPC

• Using SEO to get out-of-state leads

• How to pull data to prospect absentee owners

• Talking to clients about secondary costs and insurance issues on the second home market

• Addressing buyer concerns specific to the second home market

Whether you're already immersed in resort real estate or considering venturing into this dynamic realm, this episode is a must-listen. Tune in to gain profound insights that will elevate your understanding and expertise in the ever-evolving landscape of resort markets.

He shares with you:  - 3 easy tips to immediately improve your videos - The importance of posting on a consistent basis - How to repurpose your long-form content - Why every video needs to provide value Roger is making money and making an impact. If you want to hear more from Roger he will be speaking at the Real Geeks User Conference on Thursday October 19th. For more information on the Real Geeks User Conference go to urguc.com and for more of Roger check out his YouTube channel https://www.youtube.com/@RogerWakefield/

They dive into the inception of their respective companies, reflecting on the transformative journey from their beginnings to the present day. Including why they both decided to craft software featuring open APIs, thoughtfully designed to seamlessly integrate with other systems.

Both Dan and Kevin share their excitement for cutting-edge technologies that inspire them, pushing the boundaries of what's possible in their industry. They also reveal the features they've consciously chosen not to build and the reasons behind them. 

This is an unmissable opportunity to gain an exclusive peek behind the curtain of Follow Up Boss and Real Geeks, witnessing the brilliance of these companies from an insider's perspective.

Here Kevin pulls back the curtain to tell us what AI really is, gives us some examples of how it works, breaks down some uses for it, and answers whether or not he thinks AI will replace real estate agents.

Texting has been a major topic of conversation lately due to the new opt-out language that's been popping up.

Join us as we discuss why we are starting to see this language, why we are going to start seeing even more of it, what this language means for communicating with leads, and how to adapt to these new guidelines.

You can also join us in person this fall at URGUC by going to www.urguc.com

Theresa is an Austin-based broker and Certified Divorce Real Estate Expert (CDRE) with extensive experience selling, marketing, and pricing properties.

In Part One, Theresa talked to us about her unusual approach to social media. 

In Part Two we focus on how Theresa has weathered the highs and lows of working in one of the fastest-growing markets in the country. Taking what she learned from ‘08 to inform the core structure of her business, Theresa discusses how she pivoted her business during both COVID-19 and the recent market shift. 

Theresa is an Austin-based broker and Certified Divorce Real Estate Expert (CDRE) with extensive experience selling, marketing, and pricing properties.

In Part One, Theresa talks to us about her approach to social media by adding layers of value to her community as a way to generate business. Theresa walks us through how she has started and managed different community groups on Facebook, describes the life cycles of the groups, and shares how she tries to keep the peace within them. Beyond just Facebook groups, Theresa also discusses how important it is to comment on posts in order to build authority as an actual community expert and how she gets engagement from sharing things from her own life.

Our conversation with Theresa will continue in the next episode, where she fills us in on what it has been like working in the booming Austin market during the last few years.

The Power of SEO and Area Pages w/ Bob McCranie: https://youtube.com/live/QNG_BeeQ7pU

Wrapping Up 2022 and Predictions for 2023: https://youtube.com/live/QIhzAY8emz0

Craig provides a roadmap for getting started with technology and scaling it alongside your real estate business. He emphasizes the importance of having a client-centric website and mastering the fundamentals of technology.

If you're uncertain about the technology you're currently using, Craig offers valuable guidance to help kickstart your real estate business.

Sascha is crushing it with videos. He does everything from using them for lead follow-up to social media posts to running a successful YouTube channel!

In this episode, Sascha will share what kind of videos he’s making, how he’s making them, and how he’s utilizing them for the best ROI. If you need help getting started with video or are looking for more video inspiration, you will want to tune in for this one.

Subscribe to our email list and never miss a new episode: https://www.keepingitreal.com/subscribe/

Connect with Sascha: https://poplme.co/hash/j1oss4Dq/2/share

Check out Sascha's YouTube Channel: https://www.youtube.com/@UCKpnrjyt3_aknYZhhxKf-Yg

Find out more about Dale's programs: https://www.smartinsidesales.com/dale-archdekin-training.../ Dale's podcast page, where you can sign up to join live: https://www.smartinsidesales.com/cash-call/?playlist=da6b7ef&video=fc5b09b Dale's socials:

YouTube: https://www.youtube.com/c/SmartInsideSales

Instagram:https://www.instagram.com/smartcoachingandtraining/

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

Linkedin: https://www.linkedin.com/company/smart-coaching-and-training/

Join us for this episode for more onboarding best practices and real estate lead generation strategies to bring to your workflows or train up your team.

Download Nick's The Ultimate Onboarding Cheatsheet HERE!

Stephanie will be speaking at the Unofficial Real Geeks User conference going even deeper into how she’s been able to grow her business using Real Geeks.

The Unofficial Real Geeks User Conference 2022, hosted by Todd Tramonte’s Real Estate Growth Systems, will be a gathering of over 300 real estate agents, team leaders, brokers, and owners from all over North America.They will share their best practices and lessons learned in growing and scaling a successful real estate business.

The Unofficial Real Geeks User Conference 2022 in Dallas, TX, is only a few weeks away on October 18-20, 2022! For tickets and more information, go to uRGuc.com

Download our Real Geek’s 2022 CPL Report that breaks down the real estate cost per lead in the top 10 most prominent markets, the top 10 lowest cost per lead markets, and the cost per lead breakdown of the 50 largest markets of the previous year: https://share.hsforms.com/1IieskR56Qj2uKuQQZsdzLw5dqvo

Download our Real Geek’s 2022 CPL Report that breaks down the real estate cost per lead in the top 10 most prominent markets, the top 10 lowest cost per lead markets, and the cost per lead breakdown of the 50 largest markets of the previous year HERE.

The Unofficial Real Geeks User Conference 2022, hosted by Todd Tramonte's Real Estate Growth Systems, will be a gathering of over 300 real estate agents, team leaders, brokers, and owners from all over North America. They will share everything from their best practices to lessons learned to grow and scale a successful real estate business.

The Unofficial Real Geeks User Conference 2022 will gather live in person in Dallas, TX, on October 18-20, 2022! For tickets and more information go to https://www.uRGuc.com

Get a FREE DOWNLOAD of Todd's Ideal ON vs. IN your business Residential Real Estate Professional Calendar HERE!

“Make more cold calls.”

“Go to more networking events.”

“Knock on more doors.”

While these methods work well for some, they do not work for everyone. This is where Ashley Harwood of Move over Extroverts comes in.

However, introverts make up 25% – 40% of the population, and you’ll meet many of them in the industry.

As an introvert, managing your energy in real estate is crucial to your success. If you don’t understand how your energy works, you will often feel tired and anxious.

Introverts tend to feel more comfortable focusing on their inner thoughts and ideas than they feel when focusing on what’s around them.

Contrary to popular belief, it doesn’t necessarily mean they’re quiet, shy, or reserved. There are social introverts, and there are private ones, too. The trait that unites them is they replenish their energy by being alone.

If you’re unsure whether you’re an introvert or an extrovert, you can take a quiz to determine your personality type. Remember, major life events or persistent interventions can affect your classification.

Once you’re sure you’re an introvert, use the tips below to make managing your energy in real estate easier.

To better manage your energy, determine which activities drain you and which ones restore you.

Naturally, some activities can zap your energy more than others. For instance, prospecting might require more effort from you than staging and showing homes.

Also, some methods for decompression might be more relaxing for you than others. For example, you might find that a yoga class works better than taking a nap before joining a networking event.

Think of your energy as you would your phone battery. Some apps — like GPS-based ones — take more out of your device than others, and you need to recharge it from time to time for it to function.

If you charge your phone the moment it hits 19%, you should also have a baseline for yourself. Listen to your internal gas light to determine if you have enough left in you to complete a task, such as performing appraisals or inspections.

Working below your baseline will leave you snippy, impatient, and irritable. Keep in mind that nobody wants to work with that kind of agent.

Recharge if you must to get through your activity. Go for a walk if necessary. If you don’t have the time for that, try to delegate the duty to a more suitable agent.

Lead generation is the lifeblood for real estate agents and is a crucial part of long-term success. It may seem overwhelming at first, but it won’t be once you find the right strategy for you.

Some cost-effective techniques include cold calling, LinkedIn prospecting, and community events. These all take some getting used to, but you’ll eventually figure out which one makes you feel most comfortable.

If a super-draining approach doesn’t yield results, cut it out right away. On the other hand, if you discover a tiring method that attracts the right clients, go back to the drawing board to improve your action plan and make it work for you.

Get a FREE DOWNLOAD of a list of Ashley's lead gen ideas HERE!

In this episode of the Keeping it Real podcast we sat down with Greg Harrelson to talk about what you should do as an agent. Keep these tips in mind so you’ll know how to take action and convert those leads into paying clients!

Before everything, let’s discuss your key performance indicators or KPIs. Most agents refer to the contact-to-close ratio, which frequently shows low numbers. That’s why we want to introduce a better KPI to help shift your focus: capture to contact. 

This way, you can focus on increasing your number of conversations versus closings. You’ll be in touch with more people you can convert instead of contacting a few leads and converting even fewer.

Now that you have leads, it’s time to contact them using a method called double dialing or calling them twice. This changes their way of thinking and prompts them to answer you on the second call. However, if that doesn’t work, you can activate a workflow on the Real Geeks customer relations management (CRM) platform. That way, you’ll have as many touch points with the lead as you need to close the sale.

Make sure you’re in control of the platform or autoresponder and not the other way around. Your leads will be more willing to engage with you if there’s a recognizable human element to these communication efforts.

As a real estate agent, you’ll want to abandon the phrasing “dead lead.” They might be inactive, or maybe they’ve simply “ghosted” you, but they’re probably still looking to buy a property — just not with you. You need to activate a workflow that will reengage them or contact them manually so they can have a one-on-one conversation with you.

You may encounter leads that are not ready to buy or leads that are just thinking of buying. Many agents abandon these leads in pursuit of those more likely to convert immediately. However, it’s essential to keep the three phases of a buyer in mind: dreaming, exploring, and buying.

If somehow a buyer calls you and is ready to buy, remember that they’ve probably talked to other agents who abandoned them early in the game, thinking that the buyer was still in the dreaming or exploratory phase. So be patient, nurture those leads, and take advantage of technology like the Real Geeks CRM to ensure that you manage them efficiently.

For a contact-to-closing ratio, 16% – 18% is good enough for the average real estate agent, but it’s low compared to the potential of a capture-to-contact ratio. For that, you can focus on getting at least 30% before aspiring for 60% – 70%. That’s an almost 300% increase in contacts, with no additional expenses!

Ready to learn more about our real estate CRM? Contact us today and tell us how we can help! You can also watch this podcast episode on YouTube for a more in-depth discussion of the concepts above.

For some, this has been a difficult transition. Some workers — specifically the older generation — thrive in an office environment and find it hard to focus when working from home. Others experience the complete opposite; they work better in quiet environments, away from the hustle and bustle of an office.

Regardless of which side you fall into, there’s no denying that working from home has impacted how people use office spaces.

In the past, companies were worried about how their employees would take to WFH. However, they are now more accepting of the idea. This has led many companies to downsize their office spaces or give them up altogether.

Companies are now more comfortable with single-story offices. Office spaces where people can easily go in and out have become more popular. CEOs prefer spaces with no elevators or common areas to ensure social distancing.

While companies know that many employees — especially the younger generation — prefer to work from home, they are still trying to find a balance. This is why high-end offices that have the “live, work, play” mindset have also taken a hit. Many companies are now choosing more suburban locations, assuring employees they can still have an excellent work-life balance.

Since the pandemic, buying property and leasing an office has become more complicated. In the past, companies made these decisions quickly. Now, they are taking much longer as companies want to ensure they’re making the best decision for their employees — and their budget.

Several factors come into play when making these decisions. For example, will the company allow WFH? If so, how often? What type of office space do they need? How many people will be working in the office?

All of these questions must be answered before a decision can be made. And even then, there’s no guarantee that the decision won’t change. After all, we are still in the middle of a pandemic, and things can change anytime.

There are also many cases where companies have signed leases, only to have them fall through. This is usually because the company has decided to change its business models, or they’ve realized that getting employees back into the office is more challenging than they thought.

This led to shorter-term deals, which have become more common in the office market. Two, three, or five-year deals have pushed ten-year deals to the side. It’s also led to more landlords being flexible with their tenants, offering more termination options.

It is not easy to predict the future, but it is safe to say that the pandemic has changed the office space landscape and will continue to do so. WFH has become the new norm, and companies are still trying to figure out what type of office space they need and how many employees they can get back into the office.

What is certain is that office spaces will have to be able to adapt to the ever-changing landscape. You will need to be able to accommodate WFH and social distancing and provide a good work-life balance for employees.

Abe is a top real estate agent, real estate coach, and business owner based in Myrtle Beach.

As a real estate agent your day is filled with an array of activities. Staying focused and getting everything that you need to done can be tough.

Abe will walk you through how he structures his daily schedule in order to produce at a high level.

If your routine isn’t helping you to get the results you're after you are going to want to listen up as we discuss how to set a schedule to make the most out of your day.

Having a CRM isn't enough if you aren't using it. Chuck provides some best practices and suggest ways to identify opportunities already in your database.

If you don't feel like you're getting the most out of your CRM or want to up your game, you will want to check this out.

Join host Frank Klesitz, CEO of Vyral Marketing, as he and Chuck discuss making your CRM work for you.

Vyral Marketing will interview you on an HD webcam to create helpful Q&A videos which they then edit, optimize, and promote for an effective 36-touch program to your database. This way more people call you to buy or sell a home (or work for you as a real estate agent). Go to www.getvyral.com for pricing, how it works, reviews, success stories, examples, and to request free strategy call.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Agent Utility Belt

This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

To check out the video for this epsode go to: keepingitreal.com

For more of Sascha:

Email: sascha@chatmanrealtygroup.com

Coaching Website: http://realestatetechninja.com

Coaching Course: https://bit.ly/RETNCoaching

While there are several ways to find your audience, one of the most effective approaches is to set up a home seller workshop. Take a look at the five steps to creating and promoting your workshop.

The first step is to pick a day. Find a time of day when you think your target audience will be available to watch or listen to your presentation. Usually, many professionals are busy during the day, so the best time to schedule it is in the early evening, around 7 PM to 8 PM.

Once the date and time is set, the next step is to create a curriculum. What will you talk about in your workshop?

If you’re new to the industry and not familiar with public speaking on a virtual platform, perhaps you can invite a guest speaker to have conversations with. For this method, the best format is question and answer. The topics you can cover can include top questions sellers are asking right now, like the following:

• What’s going on in the market?
• What improvements can I make to increase my home’s value?
• What do I do with my belongings when I move?
• How should I stage my home, so it sells fast?
• Do I need to hold open houses to get potential buyers?

Once you narrow down the topics you want to talk about, you can go to Google and search for the answers. While the information you provide is essential, what matters most is how you deliver it.

Your audience will listen to someone who exudes confidence and expertise, so consider this as you prepare for your workshop. Practice, practice, so you don’t come across as uncertain of yourself. If you don’t trust what you say, your audience won’t, either.

Now that you have the date and the curriculum ready, the next step is to create an event with a good title and develop a sales copy for the event. Make sure to explicitly mention what the main points of your workshop are and what value it will bring to your viewers.

If you have additional offers such as free virtual consultations, special guests, and home price offers, include them to increase your appeal.

After that, you need to develop a registration page. With Eventbrite, you can customize the page to include the essential details, such as:

• Name
• Email address
•  How did you come across my workshop?
•  Link to the workshop

Once they submit their form, you can collect their information and save it in your database. As the event nears, get in touch with them by either sending an email or texting them. Calling them three times can increase the conversion rate because it will let them know they’re wanted in the event, so they will be more inclined to go.

If you want to widen your reach and tap a more significant number of people, you can do so in various ways. For instance, you can:

•  Send out an email to your existing database
•  Make a Facebook Ad
• Send direct mail
•  Use an affiliate program
• Call people personally

With these steps, you’ll be sure to produce a successful workshop. While these steps serve as a good starting point, be sure to customize them to fit your needs. The more authentic and personalized your pitch is, the more you will grab people’s attention.

Join host Frank Klesitz, CEO of Vyral Marketing, in breaking down the strategies and best practices behind a robust, high-conversion online presence in today's evolving digital landscape.

If you need some help optimizing your site, tips on how to turn up the volume on your current lead flow, insight into different strategies that have provided wins for agents across various markets, check out Bob's Area Page lead generation strategy!

Bob, a Brokerage Associate & Team Owner at Texas Pride Realty Group - HomeSmart Stars, shares the techniques and strategies he deploys to increase overall visibility to prospective clients in his market. 

According to Bob, he deploys three unique strategies to get leads. These strategies roughly refer to attraction marketing, SEO & optimizing his website based on popular search engine optimization guidelines, and demographic farming/cultivating his existing audience. 

Let's dive more into these strategies and find out how Bob executes them to get as many leads as possible.

Attraction marketing, also called event marketing, is Bob's number one strategy. This strategy is based on the idea is that you don't have to run Ads all the time or cold calls but have people gravitate towards you because of who you are in the community. In the case of Bob, he's a well-known Broker Associate with long years in the industry. Newer agents can begin working on their community visibility by hosting events. 

You can draw people to you by hosting events, posting about them on social media, and generally being a social connector. It doesn't have to be a real estate event, but any event that serves as a lure to connect with people.

Some of the events you can host include:

• Kite Flying, BBQs, & Outdoor Events
• Theater Events, Movie Nights, DriveIns, Concert in the Parks, etc. 
• Recycling Events, Food Drives, Community Service Events, etc.

Starting successful community events takes consistency and patience. Make a schedule and stick to it when promoting your events. You can put up physical signs around your area. Put up flyers at your local coffee shops and gyms, and utilize social media ads. These have proven very effective no matter which markets you are located in. 

Putting in a constant effort will build attendance over time, and before you know it, you will have collected a community of regulars at your events that can also serve as a potential client base. Networking greatly helps get leads, even if not by a massive count at first.

The second and perhaps most important is internet marketing, specifically SEO. Your primary medium is your Reel Geeks website, which helps you draw in more organic leads. You still run Google ads, which brings you steady business.

However, you must have a website to lead your potential leads and provide them with the information they need.

Of course, just having a website is not enough – you need area pages. Bob stresses the importance of area pages and being specific about where you want your leads to go. He combines social media and SEO, focusing locally on his pages.

No one looks for real estate in the main city. People always look for the suburb or neighborhood they are looking into.

You create business pages for each suburb of the city you're covering. Each page must have a call to action that takes the reader to the actual area page on your website. It has to lead to the direct page for the city or suburb, not the homepage. It helps to pre-fine all searches as much as possible, directing leads where they want and giving them satisfaction.

Bob's last strategy has to do with demographic farming, which is about cultivating or nurturing your lists.

In this example, he developed his holiday list using postcards sent creatively and in good fun. For instance, he would send a holiday postcard in June or Valentine's Card with a humorous caption. Of the many postcards he sent, the most creative and successful is the tagline, "No, I don't want to buy your house." Bob doesn't want to buy your house, but he can sell it at a 30 to 40% better price than others in the market. The idea is to keep it fun, so people will look at the cards or mail and know what Bob has to offer.

Per Bob's experience, the strategies that can help you bring in leads are – attraction marketing/events marketing, SEO and area pages, and demographic farming. Add them to your process, and you can turn up your current lead flow to the highest volume.

The market is hot right now, and we see a lot of areas with low inventory. Lisa gives you her tips and shares what she and her team are doing to maintain their seller lead flow.

Lisa and Jason break down the most effective approaches to 5 different lead sources and how to create a plan that meets your needs regardless of which market you are in.

Join host Frank Klesitz, CEO of Viral Marketing, as he, Lisa, and Jason dive into generating new seller leads today. If you are looking for a way to generate more seller leads, you will want to check this one out and take notes!

Millions in revenue have been generated from the training, tools, and connections created by the GRID network alone.

All and all, Rob shares a great passion for empowering real estate entrepreneurs to build wealth and create a legacy.

What’s your motivation and how did you start?

“I started thinking about a way to go from a 1 to 1 communication to a 1 to many. As your starting to build a business you know you have to build a database. You do that by having a cup of coffee with somebody, or prospecting somebody, or talking to a lead ... What would the world look like if I could actually create something of value that would attract 20 people, 30 people, 40 people, 100 people to me at one time where I then have the ability to pour into them on a topic that I love and we could just talk about it. So that’s where the idea came from. I wanted to build my database, I wanted to lead with value, and it started with 5 people and it just kinda grew from there… Before we knew it there were over 100 people in the room and we were all just talking about what we love to talk about which is building wealth and buying real estate investments and I would help facilitate those discussions.  ” [Rob Chevez 4:10 – 5:16]

How to Provide Value

“Before you decide to do something like this, I really believe you have to have some content/context, you need to be doing it, you need to be in the game already. My wife and I had been going to real estate investment association groups for 5 or 6 years prior to this … buying real estate along the way. I remember going to these groups and saying to myself ‘This could be done better, there’s no cohesion in this conversation. They're giving you just enough information to be dangerous but not all the information.’... What if I just gave the information out for free so we could do more deals? What would an investor need to know first?” [Rob Chevez 6:48 – 7:49]

Rob started by examining his and his wife’s own experiences with real estate investing throughout the years and came away with several foundational topics that he felt would bring the most value to do a deep group dive on.

These topics would serve as the general structure for Rob’s MeetUps with one meeting a month at about 2-3 hours each. 

“You spend about an hour to an hour and a half on a topic and people get really into the topic … You get 30 minutes of intros because I wanted people in the room to learn who is in the room … after the topic, the most important part is people in the room networking with each other … Once the topic was over people would talk to the people they had an interest in talking to and I made sure that I was a power connector. That I was helping them build their database. ” [Rob Chevez 8:55 - 12:30]

“The way you provide value is: you help someone make money, you help somebody save money, … or you're trading them information that makes them smarter … Go from being a transactional agent to being a transformational agent.  ” [Rob Chevez [21:33 - 23:39]

Provide a Platform

“What I learned is I pulled people into the conversation so it was never a monologue … I made sure that I made my members part of the experience and the discussion. Of course, everyone wants a platform, and this gave them a platform to show what they were doing. We celebrated successes in that process. ” [Rob Chevez 12:33 - 13:15]

Providing an environment to facilitate relationships is one of the greatest ways to provide value. This mindset in creating your own mastermind groups will result in meet-up events that go beyond the standard networking event. 

Reach

Promote your meet-up across all your regular channels (Facebook, Twitter, Instagram, TikTok, LinkedIn, etc.), email lists, and even linked in your email signature.Rob also live-streams his meetups and provides a playback on his youtube channel. This is another great way to expand your digital footprint. Feature video content of meetups and any highlights from your Meetups in your workflows.

In this episode of Keeping it Real, we speak to the #1 real estate agent in Michigan, Jeff Glover.

We made a list of the top 10 seller concerns for this Spring 2022 market (which you'll need accurate answers to) when asking for an appointment or a signed listing contract.

You'll get the answers to questions like...

Why do I need to pay a real estate agent in this hot market?

Why can't I just sell my home myself?

Why can't I just pay you to bring me a buyer?

Where will I move when there's not much for sale?

Other real estate agents are willing to take less.

I want to hire a friend or family member to sell my home.

We need to finish a few projects before we put it on the market.

And more...

If you want to know the answers working on the phones and at listing presentations, in this market, come join us for this week's Keeping it Real with your host Frank Klesitz.

We give Jeff all the objections, and he answers them - be prepared to take a lot of notes!

In it, you’ll ask them to call you to find out what your buyer would pay for their home.

Of course, you’ll only write the letter ethically by representing a real buyer, either a retail buyer in your CRM or an institutional buyer who provides instant offers. There isn’t any buyer personal information in the letter.

Frank takes you through the steps of how to pull the mailing list, format the mailing list, write the letter, and mail it using a mail house that will print, stuff, and mail them for you at the cost of about $1 a letter. The cost can get down to about $0.85 a letter at volume, and you always mail first class pre-sort (never standard/junk mail rate).

We also go over how to get these buyers, how to get a commission agreement with the sellers signed, and how to handle the inbound calls.

If you are looking for a timeless way to generate seller leads that will consistently and predictably get people to call you who are interested in selling their home, this is it.

In this episode of Keeping It Real Anna Krueger shares some of her tips to learn how to successfully turn leads into appointments.

Here are some tips that can help turn a seller lead into an appointment:

The problem is most seller leads don’t expect to be called and would often brush you off. When the seller says they’re busy, follow this 3-step process:

1.    Pattern your greeting with gratitude, saying, “I’m glad you told me.”

2.    Ask them when it’s better to call back.

3.    Ask them, “Hey, what’s got you thinking about moving?”

Asking these questions usually earn you a response, which you can use in turn the next time you call them. The most important thing here is to keep them talking even though they said they were busy. Why? Because if they were actually busy, they would ask you to call some other day.

How can you do this? Here’s what a Harvard study says, “If you call a new lead six times in six days, once a day for six days, you have a ninety percent chance of them picking up the phone or calling you back.” Most agents found they often just needed to call twice. In this sense, you simply need to be tenacious and keep calling the lead until they pick up.

In addition to calling six times in six days, take advantage of text messages and email. You don’t need any lengthy email newsletter for this – just a blank one with a single subject line that says: “I left you a voicemail.” Just this, and you can already get tons of calls back.

The goal of the email is to get them to listen to the voicemail you sent, which is a more personalized way of telling them your purpose. There are two strategies you can utilize here, which are:

1.    Don’t leave a voicemail –  The first call you leave, don’t leave a voicemail. Many of them will call back out of curiosity. 

2.    Leave a voicemail –  The structure is to tell them about the benefit of your team and a specific time to call you back. Create different voicemails about this, and you can increase the chance of them calling back.

Another strategy you can’t miss is the use of videos. You can insert it into the emails as a visual version of the voicemail. One tip is to call each lead by their name, which calls on their emotions and makes them feel closer.

According to Anna Krueger in her real estate class BOLD, “Logic makes people think, emotion makes people act.” This shows that if you know the seller’s emotional reason for moving, you can make them act way more than simply telling them the logical stuff.

There are many other strategies you can utilize to turn your real estate leads into an appointment. However, really the most critical key is to hold onto their motivation. When you know what made the seller want to move, then you’ll know the right words to convince them.

If you want to turn your leads into appointments, it’s crucial to have the right platform to track them all. Such software is vital in scoring leads, nurturing leads, optimizing conversion rate, engaging customers, and more. One of the best ones on the market today is Real Geeks, which is an all-in-one real estate solution.

The world has changed drastically because of COVID-19. Many major changes have taken place in the real estate industry. Learn how you can take concrete steps and decisive actions to adjust to the post-pandemic changes through the New Year’s resolutions and actions of Brendan and Todd.

Brendan shares what he learned in 2021 after he and his real estate team initially built on the wrong fundamental structure by focusing on productivity: “Culture first… The big thing I learned this year is: If you don’t have the culture, you can have the best, most aggressive agents on earth, you’re not gonna get very far.”

As a result, he and his team now resolved to prioritize culture moving forward. He emphasizes their new goals: “We follow our three Ps: People, Progression, and Philanthropy.” He applies these principles by changing which attitudes and behaviors they allow and don’t allow among their team members. He also provides more creative options to both buyers and sellers so they can find a suitable solution for their needs.

Brendan educates himself to become a better leader so he can inspire his team to become better real estate agents.

Todd shares what he learned in 2021: “How absolutely overwhelmed our client is.” He explains that he observed that many people felt confused and exhausted after hearing different messages from different sources during this pandemic in the real estate field and beyond.

That’s why he and his real estate team aim to be the voice of reason and clarity in 2022. He plans to achieve this goal by tailoring their message to give clients reassurance and reliability. He offers simple, straightforward solutions to their real estate needs amid the overwhelming factors in real estate transactions.

Todd also realized the power of onsite work interactions. He fosters mutual trust in the company by working shoulder-to-shoulder with his team every day.

His resolutions align with his overall work inspiration: “The only reason I’m building a business is to have a life of purpose and impact. A life that actually matters, that I’m proud of.”

If you want to transform your New Year’s resolutions as a real estate agent into tangible actions like Brendan and Todd, you can partner with a competent IDX provider like Real Geeks. We offer an all-in-one real estate solution so you can grow your business in the upcoming year. Level up your real estate venture through our custom IDX real estate websites, web design, drip system, and CRM services.

When you send emails, make sure that you send to warm leads rather than cold ones, and make sure to make it personal. No one wants spam in their emails and everyone knows what a templated email looks like, so don’t send out one of those. If it looks like junk mail or if it doesn’t look relevant, people are more likely to throw it away or unsubscribe. 

Before you can send out an email, you need a list of email addresses. These emails can be found from all of your contacts on Outlook, or your Gmail. Proceed to export all the people on your contacts to your email marketing program. Do the same for everyone on your cell phone and put them in a different spreadsheet. Then do the same for your existing CRM, whether you’re using Real Geeks or something else. Export everything except anyone who has unsubscribed from emails in that system. Another source is a dialer — these will make calls for you and may lead to people you’ve spoken to. Export these into another spreadsheet. 

Next, we need to scrub these emails — use NeverBounce.com to ensure that you don’t get bounced emails. This works by providing a ping to the email addresses to see if the actual mailbox works. A $50 subscription will be enough to scrub a couple of thousand emails, and businesses of all sizes use this tool. 

While you now have 4 to 5 spreadsheets of scrubbed emails, you will probably have a bunch of duplicates too. Use Myemma.com or Zoho Campaigns will help you send your marketing emails. Other tools include MailChimp and Salesforce for the big players. Upload each spreadsheet into your email marketing program so that the system automatically eliminates duplicates of the same email address. Now, you have a scrubbed, no-duplicate list of all your best contacts ready to get an email from you. 

Be sure to do an SPF DKIM Authentication — Google will have a help file on how to set this up. Going through this process will significantly improve the likelihood of sending this email to mailboxes where it would be tagged as spam. 

With the steps above, you should be able to get a wealth of leads from emails sent to your contacts. However, this isn’t meant to be done all the time and you can’t send out an email every single week. Keep in mind that this method is best used about once a month or once every two months.

You can download a pdf of all the emails from this episode HERE

In 3 years, back when he re-launched his real estate team correctly after burning it down, he went from earning $0 in real estate to $1 million dollars net income (after expenses), all while out of production. It's a pretty incredible story on scaling up a real estate team.

In short, the secret is he started recruiting agents immediately to his online leads. In addition to that, Chris raised money from local businesses who benefit downstream from new movers (not on the settlement statement), all who chipped in financially toward his marketing costs to buy the online buyer and seller leads in the first place.

This is one of the fastest stories of scaling up a real estate team we've heard on Keeping it Real. We're excited to interview Chris so you can model his success. If you're working to build up your real estate team fast from scratch, this is one you should tune in for!

For a complete transcript of this episode go to KeepingItReal.com 

In the next Keeping It Real as host Todd Tramonte and Daniel dive into Daniel’s book “Key Person of Influence”. They will explore some of the simple but powerful steps to help you make your mark.     

“Key Person of Influence” details the five skills that will make you more “vital”. Join us to find out how you can utilize these skills to make you the go-to person in your market!

You can get a free pdf version of “Key Person of Influence” on Daniel’s website here. 

Craig was a Real Geeks user but left after frustrations with building his brokerage around the website and CRM. He experimented with using many different platforms for his business that eventually didn’t work out either. He'll discuss what he was looking for, why some of the platforms he tried didn’t work for him, and why he eventually came back to Real Geeks. PLUS, how he’s using it now!

Join host Todd Tramonte as he dives into how Craig has been able to maximize the Real Geeks platform for lead generation and distribution for his entire team with a very high return on investment.

You’ll learn a simple process to export all your contacts into one file - properly de-duplicated and scrubbed - so you can email them a re-connect message about the latest local real estate news. You'll get a copy of this message on the show.

Then, you’ll put everyone on a “36 touch” plan so you’re top of mind as their go-to real estate agent. You’ll even be able to track who engaging with you so you can follow up.

The strategies you’ll learn to do this are inexpensive and simple. As a bonus, not only can you reconnect with your database, but you can also work the databases of other agents in your market for a referral fee – a low-risk way of generating high-quality leads for yourself.

Join Frank Klesitz this week to learn everything you wanted to know about how to get the most business from your #1 asset – all those emails, phone numbers, and mailing addresses sitting in your Gmail, Outlook, mobile phone, and CRM(s).

They originally set their agent splits based on what’s taught in the Millionaire RealEstate Agent book. Their bottom line, however, was only 10-20%.

After reflecting on that, they decided to actually increase their agent splits to 60/40 and70/30 (in favor of the agent), while cutting all the fixed, hard costs their agents saw as “low-value,” but in fact were very high cost to them.

Kevin says his agents are happier than ever, keeping more money, and his business is now more profitable than ever. This is a topic we wanted to dive deeply into with you!

Join Frank Klesitz and Greg Harrelson for this insightful Keeping it Real.

We talk about the optimal way to pay your agents if you have a real estate team. Kevin shares how he did it, how his numbers work, and why it was the best move for their agent/team model. This is a hot topic with a lot of opinions - this is an exciting discussion!

To hear even more from Kevin: Join Kevin's Facebook Group Listen to Kevin's Podcast Watch Kevin's Youtube channel for Realtors

It's working - he sold 1,800 homes last year with this simple message in hyper-competitive Phoenix, which is ground zero for all the iBuyer disruption.

Dan uses direct mail, Facebook, TV, and phone calls to let homeowners in Scottsdale know he has multiple buyers ready to go for their home.

When homeowners call to learn more, he asks them to send in photos of their home (or an agent goes on an initial discovery meeting to get the photos), which he submits to his institutional buyer relationships for a real, actual offer right away. The offers are very competitive, not low-ball investor offers.

Now armed with those offers upfront, and an accurate CMA, his agents guide the seller on the next steps best for them (i.e. you can sell it yourself, take the instant offer, or list it with us).

Join Frank Klesitz and learn how to tweak your seller lead-generation message for the best response (get an instant offer), and how to actually help those sellers when they call from your Guaranteed Offer messaging. Dan fills you in on how to partner with institutional buyers who will make very competitive offers too, so you're honest and authentic in your message.

Spring got her operational costs down considerably by hiring an international team of virtual assistants, so she can invest more resources into her agents and the customer experience (5-star agent communication, which is the #1 complaint of homeowners working with an agent). She’s also working on the ancillary side of things, like opening a title company, to stay competitive.

It was only five years ago she was ready to leave the business entirely and go back to being a hairdresser – barely making any money with a very small team. Since then, she’s been watching Keeping it Real and implemented the systems(and philosophies) of our guests. Spring shares what she’s learned about seller lead generation, recruiting, hiring agents, selling homes, and streamlining your operations. She also just transitioned her brokerage to ΓEA⅃ this summer. You’ll hear her thoughts on that decision, too, with the recent explosion of brokerage options in the space.

Join Frank Klesitz for this Keeping it Real and learn how you too can model what Spring’s doing to grow your real estate business!

If that's the case, join us for Keeping it Real this week to learn the optimal way to onboard a new real estate agent to your team or brokerage.

Frank Klesitz will interview Greg Harrelson (our guest this week) on how he gets a brand new real estate agent with minimal resources up to speed so they are selling homes within weeks.

This is a great interview if you're a brand new agent - you'll learn how to get yourself up to speed! This is a step-by-step instructional interview with the exact steps for a new real estate agent to take. 

Hear how he was able to shift from a buyer-dominated business into a seller-dominated business and how in the last week alone he took 4 FSBO listings.

Once they speak with a homeowner who is interested in getting an offer on their home, they pass the lead to a licensed agent for a conversation.

Join us for this Keeping it Real where we’ll dive deep into the numbers of prospecting homeowners directly over the phone. While we are not attorneys, we’ll discuss the legalities we are aware of (DNC, TCPA, state licensing requirements) along with what calling lists work best, how to append phone numbers, hiring and training a virtual assistant to make the calls (with general pay ranges), the proper scripting, and what metrics one should hit to have a reasonable chance of success where you make 4x+ back in commission income.

If you have a CRM with a lot of archives in it, it’s also great idea to have them call all the people who haven’t bought or sold a home with you. You can also put them on Home Value email updates when you get permission to stay in touch over the phone.

Join us for a deep-dive on outbound prospecting for seller leads when hiring a virtual assistant to do most of the heavy lifting for you.

JP’s Scripts: Circle Prospecting FSBO New Buyer Leads

Nath began her real estate career as a home stager and transitioned into becoming a transaction manager, and then determined that she could be an asset as an agent, and decided to take the test for her license through Kaplan online in three weeks. She didn’t plan to rush through, but while doing it realized that she could be learning scripts and reaching out to clients to let them know she was in school. For others that would like to get started, Nath suggested that soon-to-be agents can learn scripts, start conversations, and set up their social media. “They can start learning scripts before they have their license,” said Nath.

Nath was strategic in building her client base. She chose to start with Instagram as a lead generation tool and searched for people posting near her in Colorado Springs. She’d make comments and like their posts and start following people, and they would do the same. She would like up to 200 items per hour. “I started focusing all my time and energy on social media,” explained Nath. “I learned everything from webinars!” Nath would look at someone’s Instagram page and make sure they were a local who had posted recently and had interests similar to hers and then she would send a personal message, using their name and referencing something from their profile which sparked her interest. To her the key was that she “made it beneficial for them as well as me.”

Over time, Nath learned what was good to post live vs. as a story, and found that an 80:20 ratio, with 80% of posts relating to her life as a mom and 20% of posts involving real estate was a good mix for her audience. “I want them to see I’m a human as well as a realtor,” Nath said. “You were proactively recruiting and prospecting,” Klesitz said,“reminding listeners that Nath “would make 50 attempts a day to reach out to people in Colorado Springs.” 

According to Nath, her main message was not about real estate, it was about creating local relationships and “getting to know people in my community.”  And, it worked. She doesn’t spend as much time prospecting on Instagram now because she is really busy with referral business and past client repeat business.

Nath also used Facebook but does not consider it her main source of social media. She posts home listings in groups and on local buy, sell, trade pages, but only shares a price and size range rather than exact details. The reasoning is that then the viewers had to click links to her unbranded Real Geeks property landing pages which required registration before showing home photos. Once she saw the leads sign up on Real Geeks, she would engage them in conversation. She felt they were warmer leads since they were already looking at homes. This strategy alone resulted in her selling 10 homes her first year.

Nath said she used a landing page on her Real Geeks’ website and would post a short description and link the page to 5-10 local groups a day. She did not post to the same group every day, but rotated between 15 groups. Of those 15, Nath said 5 had the largest audience and better traction, but that posting to all made it more comprehensive. Klesitz noted that in doing so, Nath uses Facebook as an inbound strategy, whereas she uses Instagram as an outbound strategy. Harrelson and Klesitz were impressed as they calculated that she generated 150 free leads off Facebook where ten of those turned into deals, giving her close to 7% conversion through organic posting. Harrelson appreciated her approach in using forced registration when the leads came  to her page. “They volunteered their information, now that’s a qualifier,”  said Harrelson, adding that the qualifier brought conversion. Harrelson reminded that every Real Geeks user could generate leads using the property pages on social media. “Property pages have share buttons that make sharing it simple,” he said.

In addition to social media, Nath said she built her database from looking through her phone, checking who had come to her home for dinner and who she knew from volunteering at her kids’ schools. She contacted people she already knew to have more face to face “let’s go get coffee” interaction and was involved in “Mom groups” which allowed her to meet more people and grow her sphere of influence. “It’s all about keeping those relationships and nurturing those people,” Nath said. Even if they didn’t need her services, she knew, “they may know someone.”

Nath uses gifts to stay top of mind with past clients and contacts, delivering about 300 gifts each month through what she refers to as monthly pop-bys and events. She shared an example of a personalized art card + flower seeds that was sent and explained that at Thanksgiving mini bundt cakes were hand delivered by  their real estate team with the message, “we’re nothing bundt thankful for you.”

Harrelson mentioned that she’s created a formula and that “she came across the formula naturally.”

“She chose something that fit her personality style.” He described it as authentic, intentional, simple, and consistent. “She created a routine and she delivered value,” he said explaining that it works as she, “leads with the give and lets the take come in some sort of reciprocity.”

“You gotta be a little bit of crazy to start your business,” admitted Carbutti, “to be your own broker. But the right kind of crazy, the right kind of risk taker. You've got to believe in yourself and you’ve also got to have a written plan.” Listen to the story of how Carbutti went from being a top producing real estate agent to a business owner, broker, trainer, and leader of a top producing team. This Real Geeks training will show you why Klesitz, Harrelson and Carbutti agreed that “not everyone should become a broker,” but it also may inspire you to build a team.

Carbutti purchased his brokerage from his father in 2010 and recalled that he had no idea what he was doing at the time. “No one told me I was getting into the human resource business at the time,” he said. Carbutti also found that the company was filled with agents who didn't respect the son buying the business, as many of the agents had been with the company longer than he had. This required him “to step up and take a leadership role” and shift his mindset from being the top producer to being the leader and broker.

“I used to think nobody could do it better than me, and I was wrong.” Carbutti revealed. “I used to think I was the best at listing presentations, somebody else couldn’t possibly do that.” However trying to do it all and micromanage everyone else on his team was not a successful solution. He had to learn that other team members needed success and could be responsible for listing presentations and didn’t need to be micromanaged. He learned that you need to hire the right people to make systems work and that risk is a critical element to success. “Definitely do not...  hire the wrong people,” urged Carbutti. “Don't be desperate to fill the seats.”

Carbutti shared that he was able to make these changes by gaining accountability through working with a coach. “I've always been a doer,” explained Carbutti. “Even if I didn't know what I was doing, I took action and I implemented.” He said that in the beginning of running his business, he “created a lot of monsters” because he started relationships based on money and thought profitability was based on volume. However, Carbutti had to reconsider his approach because his business model wasn't working. He added that he realized he needed to be a leader for his team and not mix roles, once he understood that “The agents that are in production can feel threatened by the sales manager.” 

Klesitz asked Carbutti about his biggest mistake and Harrelson and Klesitz both nodded and related strongly when he said, “signing a lease with my Dad.” Harrelson added that building lease arrangements, family linked or not, is “one of the biggest challenges as the owner of the brokerage.” Harrelsoon warned anyone thinking of signing a building lease to think it through. "Be careful and be cautious," Harrelson said, “It's one of the hardest things to unwind if things start going south.” 

One of Carbutti’s successful first steps was running radio ads. “Nobody in my marketplace was doing it," he said, so he signed up for three spots a week and a morning show and the phone started to ring. He shared that conversion from listings to signed contracts is over 85% from his radio ads. His call to action on the show is to call or “Google us,” Carbutti shared, explaining that it makes it easy for clients to connect.

Carbutti also shared that he’s often surprised by what interests his clients, so he tries to be consistent on all  sides because it all works together and yields results. “A lot of these buyers coming in are actually sellers disguised as buyers,” he said. Then he told a story about a couple that needed help with a transaction and how he wasn’t sure how it was going until the end when the client turned to him and said, “By the way, I really like your videos…” Carbutti said he went back and reviewed the clients’ record and found that the couple had been in their system for 3.5 months, but had never responded to emails or calls, even though they’d been actively paying attention to his messaging. He then said that particular client has done six transactions since!

Moments like those teach Carbutti that he doesn’t know everything about client behavior, real estate, or how to run a team. He uses a recruiter to hire and train and says his role is to inspire and attend huddles. Talking about his teammates, Carbutti said, “I want to know the name of every single person that works at my company and I want to have a relationship with them.” It’s very important to him that his agents feel they are a part of the team. “They understand that at the end of the day, we have their back,” explained Carbutti.

Inspired by Carbutti’s methods on team building, which seems to be a cross between a team and a brokerage, or “teamerage, ”Harrelson said, “We shouldn't be trying to build a brokerage. We shouldn't be building a team. We should be following the pattern of Jonathan.” Klesitz agreed, adding, “A brokerage is an extension of your character,” which is what Frank says explains Carbutti’s success.

Today, she owns over 110 long-term rental properties, 16vacation rentals in Branson Mo., 6 commercial buildings, 4 real estate franchises… and it all started from building one successful real estate business with the power of leverage.

You’ll learn on this show…

• The change in thinking it takes to build wealth vs. income in real estate sales
• The day Linda decided to never go on a listing appointment again
• The first key hires Linda made as she stepped out f her production role
• How she bought rental property at scale (while still running a real estate team)
• Her decision to invest in her first brokerage; and how she expanded to several more

If you’re interested in “What’s Next” beyond selling homes for a one-time commission. This will be a smart business discussion on the “air-game” it takes to build real estate assets (brand, database, systems, people, culture, rental property, etc) to complement the “ground work” of earning commissions to pay for your lifestyle while investing the difference in passive income streams.

Friedman explains how he grew his business and sold over 400 homes in 2020 with the help of his hybrid US and overseas based teams. Having created a business which is 93% team generated,Friedman’s insight and expertise in using virtual assistance overseas is unmatched. Listen in to hear real examples of ways to train, teach, and create systems that will streamline your business through the use of virtual assistants in this video.

“I went through the top 100 real estate agents,” Klesitz reported, “looked at what they were running and took note of themes.” In doing so he was able to see a clear picture of what works and doesn’t work in today’s market. Accessing the Facebook Ads Library as a tool is a game changer. It can be accessed at: https://www.facebook.com/ads/library/

This episode details current ads, targeting methods, and landing pages that are generating leads right now, and explains why they worked so well. ROI and actual cost per lead type are discussed, allowing agents to have the info they need to plan and run successful Facebook marketing campaigns. 

Discussing ways to retarget audiences, Harrelson also explained the basics of the advertising he runs. “For the best conversion,” he said, “I’ve been running seller leads ads. Harrelson does this by creating specialty community Facebook pages, rather than using the main company page. Jackson explained that ads can be very market dependent and that it’s best to have 20K people in each audience, if possible. She also shared that more expensive homes meant more expensive ads in most cases, due to increased competition.

Harrelson agreed about the competition and the need to adapt advertising to the market. He urged agents to not be complacent and said that even he didn’t have “magic ads,” which means his team is always testing to see what works best in a given market. Harrelson suggested paying attention and accumulating an audience of people who didn’t fill in the form (known in retail as  cart abandonment) to retarget.

Generally speaking the group agreed that it was better to have the lead taken to a lead capture page with a sign up form rather than a general  website page. Jackson shared that funneling leads in through a property detail page where a lead signs in through a Facebook login, results in a highly effective campaign, “especially when you’re on your phone,” she said. These ads create a pattern which has the lead returning to the site on a daily basis. When A/B testing, Jackson said that the aggressiveness of the copy is a key area for testing. Klesitz introduced the idea of dynamic creative, where the ad or ad image is chosen based on performance.

Jackson said ad fatigue is real and that you have to constantly be testing new ideas for ads. Homes with pools work really well, she explained, “but just make sure that it matches.” For instance, if you’re advertising pool homes, don’t share a picture with snow, show a home with a pool.

Klesitz shared his view on the 4 tiers of advertising. 

• Tier 1 - Uploading existing past clients and databases and using a pixel to retarget your warm audiences. Harrelson uses ExactDial to find out client contact information. Klesitz suggests a budget of $5/day and unique messaging since they’ve had contact already.

• Tier 2 - Send to Facebook cold audiences all throughout the city, within the restrictions Facebook places on housing ads.

• Tier 3 - The Greg Harrelson level which targets a cold audience in a specific community. 

• Tier 4 - Next is cold leads. This is radius based (15 miles), age and gender are set to broad. Look at interests that are in the home owning process. “Broad is better,” explained Klezitz and Jackson. The algorithm creates the audience based on look-alikes. “In smaller towns you can get away with a small audience,“ said Jackson.

In discussing the metrics, Harrelson knew that it cost him $2.40 for each seller lead  in his custom audiences. “When you’re capturing  seller leads online, you’re capturing them very early in the funnel,” he said. Adding that most people give up too soon on seller leads because they are trying to speed the process too quickly. Using a non custom audience results in a high cost per lead, between $3.50-4 per lead. More competitive areas will have more expensive leads. Currently Jackson said the least expensive cost per lead is Florida and the most expensive is in San Clemente, California.

Harrelson believes 1-3% is normal for agent ad conversion though his reporting shows that 14% is possibly convertible from all of the ads. Real Geeks clients can use the Facebook tool or reach out to RealLeads@RealGeeks.com to have advertising set up for you. 

Klesitz shared his favorite 3 seller lead ad calls to action:

1. Get a cash offer on your home, click here. 
2. Or offer a seller workshop and ask: When was the last time you sold your home? 
3. Find out what your home is worth?

As the segment concluded, Harrelson reminded agents to take notes and choose one action to take and do consistently. He believes doing this each week could make a huge difference in an agent’s production for 2021, even if the changes are small.

Establishing credibility through sending direct mail to property owners and following up with phone calls, targeting mapped school areas, and circle dialing were all ways Jennings suggested staying in front of sellers. “All will sell at some point,” he said.

Recalling the words of his mentor Tony Robbins, “Wealth exists in the gap between ideas and their implementation,” Jennings explained that exploring that gap has been the key to his success. He sells real estate in a very affluent area, Silicon Valley, and has found that consistency as a team effort has allowed for predictable results. He targets an area of at least 2,000 homes and defines it by school district boundaries in his MLS. Using Remine or Realist, he then downloads the contact details of those homeowners and sends hand addressed, stamped letters to each. He mails one to himself so he knows when the letters are received. After they’ve been received, typically 3-5 days later, his team begins calling as follow up.  This technique has allowed Jennings and his team to secure listings in a low inventory market.

Jennings said the direct mail campaign works alongside his digital efforts. Every lead also is set up to receive a monthly Corefact postcard, monthly e-market report, and he has seller alerts set up for his CRM, showing pending and sold homes within 2 blocks of the property owners’ address. In addition Jennings uses HomeBot for his entire SOI and reports a 70% open rate using that tool. Jennings said his focus is to become known in a variety of ways. “Not just digital, but do digital and print to make you unforgettable,” he said.

These techniques alone are not the cause of Jennings GCI jumping from $3.9 million to $12 million, however. He had a plan to scale and said he only did that through hiring a “rockin' admin,” scaling lead generation, scaling to 50 quality agents, and scaling quality support.

Listing Realtors Property Resource (RPR) as another tool, Jennings, Harrelson and Klesik discussed how this could be used to print out market updates for all buyers and send personal messages congratulating them on their increases in home values. The note could also provide the “most universal offer to sellers” which is the idea that you have a buyer. Jennings suggested leveraging your most committed buyers by finding out from the agents on the team who the buyers are and what types of homes they need. 

As you mail to your farm areas, Jennings advised to intentionally choose a hand written font, even on the envelope. He explained that using a service such as Addressable, which uses a real robot pen to write addresses, can achieve a 50% open rate for mailings. Jennings then shared that his team accentuates results with mail and a followup call in a 3 tap system, “either call, mail, call or mail, call, mail,” he said. He also recommended using a short url for zoom to make it easy for people to get on a video call, such as zoom.name.com.

Jennings acknowledged that this approach is large scale and cost-prohibitive for soome, but encouraged agents to look for partnerships on the mailing. He suggested including a 2nd page with a referral to a financial advisor offering a seller tax implications webinar, and having them cover a portion of the postage.

Explaining that letter frequency mattered due to message fatigue, Jennings said that in his market, “the ideal cadence is every 3-4 months,” and explained that this way, “if you call behind the list, you may get advance news of seller plans so you can add them to CRM.”  Harrelson and Klesitz agreed, with Harrelson adding, “Never do direct mail unless you're willing to prospect behind it.”

Harrelson spoke from experience saying he’s found that sellers take a letter and “put it in a property folder to access in 6 months,” and encouraged agents to do multiple things, as Jennings does, not only direct mail. Speaking of Jennings, Harrelson said agents needed to be more like him, "He's not a dabbler. He's a doer, he's a get-it- doner. He goes deep." Klesitz suggested more tools for agents to use if they need to find buyers, explaining that institutional buyers are available through multiple companies, including Offerpad, and Opendoor. Klesitz also mentioned Homelight as a trade-in way to access equity and then sell the property as an "Exclusive Partner."

In wrapping up this episode of Keeping It Real, Klesitz mentioned his “Magical Seller’s Email” and offered it to agents. He recommended personalizing it and emailing the letter to an entire database as a way to get conversations started. Download it here.

This Keeping It Real episode shows you best practices for staying in front of potential home sellers. 

Utilizing these concepts and tools with your Real Geeks CRM is sure to increase your seller leads and grow conversion in 2021. Let us know what works for you and reach out if you have techniques you’d like to share in Real Geeks training. We’d love to have you on LIVE event!

As a passionate entrepreneur seeking a life in real estate, Thomas spent hours preparing for his career as an agent, but more importantly as someone who could lead a team. In the beginning it was just him, but from the day he hired his assistant, he knew he would be a success. He knew it, because he could see it. Thomas had prepared by watching hundreds of hours of training ahead of time, in the form of Keeping it Real episodes and related Real Geeks training. This coaching helped Thomas internalize the message, “Whether I was going to fail or succeed, it was a win for me,” Thomas said.

Klesitz and Harrelson were amazed at his drive, and Harrelson recognized it as a key to Thomas’ success. Harrelson says: “Anthwon minimized his risk by maximizing his learning,” he said. Thomas attributes his success to his supportive wife and the knowledge gained as he internalized the role plays shared in those video trainings. I had to have focus and the belief that I was a winner, and a competitor,” he said.Thomas went on to explain that success is about working smart, “It’s not about how intelligent you are, it’s about how many times you were being intelligent,” he shared.

With a business based in Lafayette, Indiana, Thomas shows that “you can still be profitable in any market” as his small team consisting of three sales agents, a director of operations, closing coordinator and virtual assistant generated 120 deals last year in a market with a median sales price under $200,000. Thomas himself is no longer closing deals, and instead serves in a management role, helping his agents stay focused on prospecting and closing deals. 

Part of Thomas’ success lies in keeping costs low (marketing budget was $53,000) and morale and expectations high. His company has published standards for work efficiency and production for their agents which include:

• Have a minimum of 25 contacts per day (125/week).
• Close a minimum of 2 transactions each month.
• Attend all team meetings (2 grace days permitted).
• After 6 months, agents pay $495 unless monthly transaction goals (2) are met in the previous month.
• If the above goals are not met, the agent agrees to participate in a system of change. 

Thomas finds that his system provides clarity, incentivizes, and works well for his motivated team, and shared that the agents hold one another accountable. “When we bring agents on the team,” he explained, “We future pace them… We let them know what to expect.” Believing that the amount of contacts you have per day will be the number of closings you have per year, Thomas provided insight into why his system works. Even knowing this, Thomas felt building systems and processes was the value he could best contribute in his business, so left transactions to his agents.

Impressed by Thomas’ system, training, and team, Harrelson and Klesitz discussed how approaches may be different, but that success happens with consistency. Harrelson shared that his team approach is unlike Thomas’ in some ways. For instance, Harrelson requires no minimum sales standard, but guides individual agents based on their own goals. “My job is to help them accomplish what they want to do,” Harrelson said. Harrelson encouraged agents seeking to grow a team to make their first hire an assistant and suggested they convert 50% of time saved into lead generation time. When growing their businesses, Harrelson and Thomas took different approaches. Thomas reinvested his time into building a business. Harrelson reinvested his time into listings. “Both of us probably did it right, based on our vision of the model,” Harrelson said.

Thomas explained that he didn’t do everything perfectly in the beginning. Talking about his failures, Thomas acknowledged, “Even though I sold homes, I didn’t lead correctly. The first agent I brought on didn’t stay with us long. I needed to prove myself a little more and make sure I was gliding, not grinding, everyday.” He realized he had to be more of a team player and changed his process so he could deliver more value and add more support, Thomas explained saying, “At that point things started taking off.” Harrelson agreed, “I’m a big believer in leading by example,” he said. Harrelson shared that he doesn’t have his own office, though he does make use of a conference room, because his goal is to build and teach his team. “I want to be with agents,” Harrelson said, talking about his leadership style.

“The reality is if I need to sell a home today, I can,” Thomas said, adding that his role and value is in building out “a strong bench of great players” to contribute to the team’s success. Thomas believes in accountability. He shared that his son checked in with him everyday when he was getting started at building his business with the question “Dad, did you follow or execute on your obligations today?” 

Explaining that leading a team is about feeling led, Harrelson said, “Let your passion and your heart take precedence in your decision. The economics will magically disappear.” A true leader puts in the effort required to see the dream through, Harrelson explained as he shared a story about ditch digging. “It’s not about being a resource,” Harrelson said, “It’s about being resourceful.”

If you’re planning to grow your team in 2021, or anytime in the future, you’ll want to watch this amazing episode. Internalize these practical tips and insights to ease your transition and have you seeing success from the start!

Before discussing the details of follow up, Bartic stressed the need for agents to understand that a lead is someone that has interest at some point. "Every single person that comes in has to ‘be processed or nourished 100%’," Bartic said, though he added that all need to be nurtured in different ways.

Bartic uses giveaways, radio ads, workshops and seminars, and traditional signage and advertising, alongside online advertising to attract and capture leads. Retargeting has been particularly successful for his team (who closed 230 transactions in 2020), and Klesitz suggested agents search The Bartic Group use the Facebook Ad Library (linked in the resources section below) to understand effective advertising language and images.

Once a lead comes in, Bartic’s team segments that person into one of two database categories, “met” and “haven’t met”. Describing online leads as “top of funnel,” Klesitz had Bartic and Harrelson share their nurturing processes. Harrelson suggested that understanding a person’s motivation was important. “Do they really want to buy a property?” Harrelson asked. “Yes. Then they’re a good lead… Let the timeframe dictate what you’re going to do to incubate that opportunity so you’re still at the top of the mind whenever that time frame comes.”

Bartic further explained that as every lead represents a person with family and friends who could later be referred, his team responds as such. “We are looking at just trying to get into relationships and look at not every single person, not just as a turn and burn ‘Hey, I got this lead. They need to buy in the next 30 days. If not, I’m on to the next’.” Instead, Bartic evaluates whether the person’s needs can be “met” now and needs immediate engagement or if the person is considered an “unmet lead” and needs to be nurtured through automation. 

Harrelson and Bartic agreed that the relationship is very similar to courtship and, in most cases, requires time investment and multiple, consistent touches. "If we courted all of our new leads like they were a new relationship,” Harrelson explained, “it would be amazing!" Bartic agreed. “We have to court them over a period of time for that relationship to occur,” Bartic said.

Klesitz delved into the financial aspect of lead generation, asking Bartic for real advertising spend numbers in Bartic’s Denver area. Stating that his team spends $5-8 per general Facebook lead and that specific ads such as making an offer on a home, are about $15. Google adword PPC leads are closer to $40 per registration form completed. Bartic’s cost per lead numbers are determined by how much is spent on advertising, divided by how many people opted in.

Bartic shared his process for training his sales teams on follow up by referencing his flowcharts (linked below). “We’re going to call them [leads] immediately… right out of the gate,” Bartic said. “If they answer, then there’s a path that we’re going to take that allows us to move forward with them. If they don’t answer, we hang up immediately, and then we call back a second time. In the industry we call this a “double tap.” The key to that call is that it is ‘unbranded,’ with no company or call details being shared in the voicemail as that often causes people to call back.

Bartic went on to describe his F6 lead follow up plan where the agents put in 6 days of consistent effort with daily calls for 6 days. If there is no response then the lead is placed on a weekly automated contact list using a Mojo dialer. Typically Bartic said they see interest from a lead on the 5th or 6th call attempt where guilt is often used to get leads to respond and engage by asking the lead to call and let the hard working agent who wants to help know if there is no interest. Often, his team finds they’ll get a response.

Bartic describes another technique called the ‘nudge text’ saying, “People respond to it like butter.” The nudge text results after no response is given to a voicemail. The voicemail is followed up with one text. When that text doesn’t produce a response, a second “Did you get my last text” message is sent 6 minutes later. Bartic explained that the nudge text is phenomenal at producing a response from a lead.

Once a lead is engaged, other tools are used such as customized market reports and hand written notes (addresses are looked up through a service). Bartic explained that it’s important to use the lead’s name in all contact, from the personal note to the custom home search alerts. "We know that the personal touch part is critical," Bartic said. Using these techniques, lead response grows and percentages change. He shared that if only 1 call is made the response rate is 1-3%, but after implementing F6, that rate changes to 73%. "We have to go deeper, not wider,” Bartic reminded. 

• Call them immediately.
• Call a second time (unbranded).
• Call once every day for 6 days.
• On day 1-2, look up the lead’s physical mail address and send a handwritten note.
• After 6 attempts, with no response, categorize the lead as “unmet” and begin that follow-up sequence with email campaign drips and automated property searches set up which include the lead’s name, and personalized market updates and a market report.
• Once the lead responds, build rapport and set an appointment asking, "...are nights or weekends better for you?"

Bartic feels that, "People jump off the phone way too early,” rather than recognizing every call as an opportunity to build a relationship. He said that he’s had people who've never bought or sold a home with him refer ten people to him.

Overall, Bartic wants agents to know not to give up too early. "It takes time to convert internet leads," he said. To Bartic the lead always has potential, even when wrong information is given. "That's not a dead lead to me,” he said, “it's an 'I gotta do more work'." Harrelson and Klesitz agreed that gaining details about each lead and creating that relationship, is most important and helps agents stand out. "We've got to bring some of that personal connection back into our lives," said Harrelson.

• Ways to access lead contact info: truepeoplesearch.com
• Facebook Ad Library https://www.facebook.com/ads/library/
• New Listing Lead Flow Chart: https://drive.google.com/file/d/1nJYOkYRMKe-UGJwOil2jfZxaoCUUgMtp/view
• COI Lead Flow Chart: https://drive.google.com/file/d/1SjKTO9jBwAMEzJHlsJtW2rDNBkpifzGc/view
• New Buyer Lead Flow Chart: https://drive.google.com/file/d/17kMFnhYUlwSbZtPmA7sRWIyBscdTYZdU/view
• Scripts: https://www.brendanbartic.com/
• Bartic Group website: https://www.thebarticgroup.com/
• Bartic’s video coaching series: https://bit.ly/BrendanBarticCoachingYouTubeChannel
• M...

We want to thank Todd Tramonte and Dr. Cynthia Tant for sharing their knowledge with us and the real estate community! It’s important for us now more than ever to band together and support one another through these uncertain times.

You can follow us and get updates on more upcoming events on Facebook, Keeping it Real, Twitter, or now on iTunes as well.

Some of the things we cover include: 

• Working your database to generate more listings
• Why you should use a multi-channel marketing approach
• How to have the right conversations with your prospects
• Speed to lead - the art of following up fast to win more business

We want to thank Lisa Chinatti, Greg Harrelson, Kevin Mills, and Jeff Quintin for sharing their knowledge with us and the real estate community! It’s important for us now more than ever to band together and support one another through these uncertain times.

You can follow us and get updates on more upcoming events on Facebook, Keeping it Real, Twitter, or now on iTunes as well.

So brush up on your follow-up skills and tune in to this episode. Bill is a master of communication and continues to keep up with market changes, technology, and smart communications to provide his clients with the knowledge they need

We want to thank Bill and Jason for sharing their knowledge with us and the real estate community! It’s important for us now more than ever to band together and support one another through these uncertain times.

You can follow us and get updates on more upcoming events on Facebook, Keeping it Real, Twitter, or now on iTunes as well.

Here are some of the things we cover: - Staying organized by segmenting your leads based on urgency - Leveraging workflows to nurture your leads and maximize conversions - How to drive traffic to your lead gen website - Understanding the lead conversion times based on lead sources - How to “make today a masterpiece” by staying focused and setting attainable goals

Here are some of the things we cover:  – Leveraging email, text, and live chat to build relationships with your clients – Building a database from scratch – Hiring and training an efficient team – Having an exceptional work ethic and a positive mindset to succeed

We want to thank Al and Jason for sharing their knowledge with us and the real estate community! It’s important for us now more than ever to band together and support one another through these uncertain times.

You can follow us and get updates on more upcoming events on Facebook, Keeping it Real, Twitter, or now on iTunes as well.

See you at the next event!

The Todd Tramonte Home Selling Team and the Sims Realty Group, share the systems and processes they’re using to achieve a high ROI and convert leads at a high level to produce amazing results!

What makes this episode so unique is that Todd and Jason both interview their ISA’s and dive deep into the tangible results of their follow-up campaigns, agent workflows, maintaining production, lead sources, PPC lead generation, and much more.

We want to thank all our guests for sharing their knowledge with us and the real estate community! 

We also cover: 

- How Lisa opened her own brokerage - The systems Lisa’s team uses to generate and follow up with her clients - How to recruit and retain talent - The importance of culture when building a team  - The skills needed to be a great leader - Learning and growing from your mistakes - and much more! 

We'd like to thank Lisa for sharing her story with us! 

We also cover:

• How to follow up with different lead sources

• How to get higher conversions when following up

• What to say when following up with leads

• How often to follow up with leads

• How Lisa trains her agents to get higher conversions

• We also share how often her agents practice their skills, schedules, work ethic, mindset, and possibly a little roleplay.
• And much more!


Here are a few things we cover:

- How your mindset affects your conversion rate - How "quick you respond" will determine the quality of the lead - How often you should follow-up to get higher conversions - How you're communicating makes a huge difference - What you're saying could be the difference between converting or not - Why listening and asking follow-up questions is so important - And much more!

We also cover: – How to continually grow your database – Importance of segmenting and tagging your database – How to do niche marketing to your database – How to generate more listings from your database using different tools & marketing – Follow-up scripts – How to create valuable content for your database so they’ll reach out to you – How to get email addresses and contact info from all prospects – How to leverage your database to dominate your market – And much more!

We also cover how to: - Bring certainty in an uncertain market - Plan ahead and change your habits for an upcoming shifting market - Take advantage of market changes to grow your business - Create marketing & sales plans to keep you competitive - Compete with the discount brokers Have a good follow-up process in place when sales time broadens - Develop the right mindset and be consistent - Use workflows to automatically follow up with leads - Work your database and deliver something of value - Roleplay with your team to develop knowledge and confidence during an uncertain time - And much more! 

We'd like to thank Myrtle Beach, SC, real estate broker, Greg Harrelson, for joining us on this hangout.

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

We also cover: -Lead sources -Systems & processes -Follows-up strategy & cadence -Scripts & the importance of roleplay -Training & real estate events he attends -Marketing & content strategies -And much more! 

Here are some timestamps to help you navigate to the section that will help you the most: 01:15 Introduction to Jose Luiz  02:25 Progression of transactions - 9 homes to 110 homes a year 04:05 How Jose became a listing agent 04:30 Jose shares how real estate events and coaching influenced him 06:43 Leveraging time by hiring an assistant 07:30 Buyers vs. Sellers - 60% / 40% 07:55 Jose explains how his team is organized 08:30 What sources Jose is using to generate leads 11:18 Jose shares the script and process he uses to work his COI 12:00 How Jose uses the Real Geeks system and CRM to follow up with his COI 14:00 Jose shares his video marketing strategy 14:45 Key items that Jose’s mentor taught him  18:30 Jose shares his journey of how to produce video content 20:40 Jose shares his main source of seller leads  22:00 Jose shares how he gets a competitive edge over other agents 22:50 The importance of practicing your weaknesses 23:57 How Jose generates business from probates 25:20 Jose shares how often he follows up  26:00 Jose shares the “conversation list” he uses when following up with his database 29:05 How sold searches and market reports helps Jose generate more business 29:50 How Jose leverages his CRM to set more appointments 30:55 How Jose works FSBO’s 31:10 Invest in the way you communicate with people  32:36 The importance of role-playing - twice a day, six times a week 34:20 Working through objections 34:55 How and when Jose transitioned from a buyer to listing agent 36:05 How Jose developed the drive and mindset to improve himself and his business 37:27 Reinvesting profits and commissions into real estate 38:00 How to bring more value to your sellers with a marketing plan of action 41:45 How to invest your money back into your business and practices  43:45 The importance of coaching and networking at events  48:47 How Jose stays focused and keeps his momentum going 49:40 What Jose needs to do to take his business to the next level 51:00 Retargeting web traffic on Facebook  53:45 Treat every conversation with your sellers like a presentation

We'd like to thank Ventura County, CA, real estate agent, Jose Luiz Morales, for joining us on this hangout and sharing how he is crushing it! 

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

They dive deep into different marketing techniques to drive traffic to different landing pages like Facebook, PPC, and other traditional marketing strategies. They also share the different systems and technologies they use to do better follow-up, convert more leads into sales, and get the great ROI from every channel. They answer many questions live, you don’t want to miss this!

• Mark Martin (Austin, TX)
• Jason Simard (Nanaimo, B.C.)
• Todd Tramonte (Dallas, TX)
• Nick Trevillian (Phoenix, AZ)
• Phil Shaver (Phoenix, AZ)
• Kory Prince (Port Coquitlam, B.C.)
• Bret Baker (Tri-City Areas, WA)

They discuss lead generation, lead follow-up, how to build a team, how to convert buyer leads into listings, systems and software, and much more! You don’t want to miss this!

00:00:00 Introduction 00:01:25 Episode begins 00:02:18 Greg's discusses his journey 00:03:12 Early prospecting 00:05:00 Early listing Agent – qualify buyers 00:08:00 Early coaching with Mike Ferry 00:09:20 Coach, transform, and empower others to be successful 00:09:53 Current office and market 00:10:53 "I feel like I'm a team" 00:11:45 What does a team do? 00:12:30 Production 00:13:15 Total number of transactions 00:14:36 Listing coordination team 00:16:00 Closing coordination team 00:18:10 Agents can invest more time in generating business 00:19:10 What tools do you use? 00:20:05 Leadership style 00:22:00 Return on Investment < Return on Time 00:22:20 Daily schedule 00:23:35 Rituals and schedules 00:24:55 KJ sets an appointment (database call) 00:27:09 Greg interviews sales agent, KJ Jordan 00:38:00 Kevin sets an appointment (expired listing) 00:44:00 Greg interviews sales agent, Kevin Mills 00:51:50 Brendon sets an appointment (expired listing) 00:59:05 Greg interviews listing agent & business partner, Brendon Payne 01:06:52 Mitch prospecting (database call) 01:07:28 Greg interviews sales agent, Mitch Gainforth 01:16:13 Lori follow up call (buyer) 01:17:08 Greg interviews buyer's agent, Lori Sorensen 01:23:58 Lori sets an appointment (buyer) 01:27:30 Greg interviews buyer's agent, Lori Widner 01:34:34 Greg interviews listing agent & business partner, Jan Pitman 01:44:10 Greg coaches sales agent, Brian Yager 01:46:12 Greg explains how he develops talent on his team 01:48:15 Weekly conference call – Greg coaches team on how to generate business through the holidays 02:08:00 Research and statistics about home sales throughout the year 02:19:00 Greg explains how he hosts boot camps 02:20:00 The importance of recognizing talent on your team and leveraging it 02:20:41 Role-play and the importance of internalizing scripts 02:21:47 Greg role-plays with his team 02:22:05 Role-play "When do you plan on selling?" 02:26:02 Role-play "How to set a listing appointment" 02:29:00 Greg introduces us to his staff 02:30:15 Greg interviews head of web assets/InfusionSoft, Sarah Hughes 02:33:17 Greg interviews marketing director, Lindsay Colbert 02:39:55 Greg interviews graphic designer, Daniel Little 02:44:10 Greg interviews president of operations, Tammy Juergen 02:48:48 Greg interviews executive assistant, Stacey Weaver 02:50:55 Closing remarks

We'd like to thank Greg and his team for allowing us to come hang out with them. If you would like to reach out to Greg with a referral in the Myrtle Beach area you can go to his website: http://www.c21theharrelsongroup.com/

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

Todd's team consists of four full-time agents making over $100,000 a year! He will share the systems they use as well as the processes they follow to get such a high ROI and conversion rate. Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show!

Watch this LIVE hangout to learn how Kory converts 4-5% of his leads into sales by CONSISTENTLY applying his follow-up strategies, and how he has generated an additional $90,000 in referral revenue. Here are some of the secrets Kory shares that helped him triple his business: - How he makes the most efficient use of time he spends prospecting? - His PPC strategy to get the most ROI ?- How he keeps his database engaged? - How he built his site authority to bring in 30-50 organic leads per month? - His highest converting email drip campaigns ? - The call scripts that help him turn 5% of his internet leads into closings?- How he prioritizes follow-up for his incoming and hot leads to maximize his appointments and deals? ….and SO MUCH MORE. You absolutely have to watch this if you want to exponentially grow your business in 2017! To get more information on the tool that Kory uses to streamline his communication with incoming leads and maintain his referral revenue, check out our video on how to use the Real Geeks CRM in your business. Here are some timestamps to help you navigate to the section that will help you the most: 00:03:36 - Importance of time management & prospecting 00:33:55 - Kory’s different lead sources and business 00:05:03 - How Kory reaches out to past clients 00:07:00 - How to keep your database engaged with market reports 00:08:55 - How to keep past clients engaged 00:10:25 - Tips on building your database 00:13:17 - How to qualify your leads to get higher conversion rates 00:18:28 - How prioritizing your follow ups helps you close more deals 00:20:36 - How to leverage the live feed to get higher engagement with leads 00:21:42 - Importance of treating your prospecting time as an appointment 00:24:15 - Things you want to avoid 00:24:38 - How to make sure you achieve your commission goals 00:25:25  - Role playing scripts live 00:30:00 - How to use eBlast emails to get higher engagement 00:31:10 - How to leverage referrals and generate additional income 00:34:35 - Kory’s ROI and Yearly marketing budget 00”36:00 - How Kory converts 4-5% of leads into closings 00:40:00 - How to convert more leads into listings 00:42:00 - Additional role play MUCH MORE! We'd like to thank Port Coquitlam, BC real estate agent, Kory Prince for joining us on this hangout and sharing how he is crushing it working internet leads! These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing. You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events: You can also follow Real Geeks on Instagram.

You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

00:00:00 Highlight Overview 00:01:15 Jeff Introduces Josh 00:02:15 Josh explains the Redding, CA market 00:02:50 Josh’s team Structure 00:03:18 Josh explains the agenda & goals of his weekly team meetings 00:04:20 Josh begins full walkthrough & introduction of his administrative team 00:04:38 Senior Escrow Manager (on the seller’s side) explains her role 00:07:22 Escrow Manager (on the buyer’s side) explains her role 00:08:36 1st Listing Manager explains her role 00:10:18 2nd Listing Manager explains her role 00:15:20 Executive Assistant explains her role 00:16:57 Administrative Assistant explains her role 00:17:27 Marketing Manager explains his role 00:18:17 2016 Goals (450 closed) 00:19:00 Josh shares how his team is on track to achieve their goals, & their numbers YTD 00:19:25 Josh shares his best source for getting listings which are his past clients & COI’s 00:20:00 Josh explains how he follows up 00:22:03 Josh explains how he works each lead source such as expireds & FSBO’s 00:22:41 Josh sets an appointment with an expired listing 00:27:47 Josh prospecting with an expired listing 00:37:34 Josh sets an appointment with an expired listing 00:38:37 Josh explains his lead sources for buyers 00:39:24 Buyer specialist (Kevin) sets an appointment 00:43:35 Buyer specialist (Erik) sets an appointment 00:48:35 Josh shares how he & his team use the Real Geeks website his SEO strategy 00:49:35 Josh explains how his buyer’s agents are using the Real Geeks CRM to follow up 00:50:49 Josh explains how he manages & tracks the productivity of his buyer’s agents 00:51:27 Josh explains the email drip system & market updates he sends to his clients 00:52:32 Josh explains how his administrative staff helps him manage so many listings 00:56:50 Josh & Jeff both discuss the importance & influence of being trained by Mike Ferry 00:58:57 Josh shares how he prioritizes getting price reductions by evaluating his inventory 01:00:00 Josh shares how he is a Mike Ferry trainer 01:03:30 Josh talks about his highly leveraged producer’s model & the mindset it requires 01:05:03 Josh shares his daily schedule 01:06:54 Josh discusses keeping his skills sharp by role playing daily 01:07:25 Josh role playing 01:12:15 Josh discusses training his sales team to overcome objections 01:12:49 Closing remarks

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks. http://www.realgeeks.com

We hang out with Jeff and his team for three days as he shares everything he does to generate business and how his team is structured.

Here are some of the things he covers: - His best business sources - His follow up procedures and systems - Live prospecting and booking appointments - Team structure and their roles - Marketing and business generation strategies …and so much more! This is a MUST see!!

00:00 Highlight Overview 01:18 How Jeff got started 03:11 Jeff's team structure 05:00 Listing specialist explains their role 12:27 Additional team members rolls 13:03 Executive assistance responsibilities 13:55 Jeff talks about their listing managers duties 14:33 Listing manager explains their role 22:23 How do you introduces your team to the client 24:05 Jeff touches on closing mangers duties 25:17 Closing manager explains their role and responsibilities 28:34 Jeff explains the difference between income generating side and income serving sides of his business. 30:01 Jeff explains the agenda and goals of his weekly team meeting 36:44 Team Schedule/Prospecting 38:50 Jeff talks about sales skills and technology work together 40:29 2016 Goals and their market 43:03 How they get sellers and listings 48:26 How they list and sell expired 56:25 David setting an appointment with an expired listing 01:02:30 David explains the history of the expired listing he set the appointment with 01:05:26 Jeff prospecting a new expired listing who is considering selling them self 01:18:55 How they work home valuation leads 01:23:29 How do you generate buyers 01:25:50 How do you work your zillion leads 01:28:11 How he generates more business from his database 01:30:05 Closing remarks and announcement about live Q&A to follow up

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks. You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events: You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

Published 2016/08/06

Learn how 28 year old Tim Heyl grew his business into 2-Million GCI by the time he was 27 years old and is gunning for 3-Million this year by prospecting, scripts and systems.

Here are the things that will be covered:

The mistakes he made and learned from along the wayHow to build systems you can leverageWhat sources he is prospectingWhat scripts and follow up procedures are working

Come join us live and learn how to take your business to the next level!

Have you ever said to yourself... “I shouldn’t of said that!!” or do you walk away with the sale in hand… totally blown away by what came out of your mouth… Inspired by your own power?

Here are a few benefits of watching Creating Sales Velocity:

How to start attracting more business to you and stop pushing it away.

How to move into a state of extreme confidence.

How to start communicating at a higher level that allows you to close more sales.

Come join us live to see what you can do to start connecting with more prospects to increase your business.

We will cover all the different lead sources he is working:

-Past Clients

-SOI

-Expired

-FSBO's.  

Mike will share what he has implemented to add an additional 10 Million in volume this year. 

Come watch live to see what you can add to your business to take it to the next level.

It takes a different mindset. 

So, we’ve invited two agents – one in Louisville and the other in Tampa – to join us on the hangout so you can “be in their shoes” as Matthew coaches them through the process to successfully convince a homeowner who is selling their own home to list it with you.

You learn how to build a list of For Sale by Owners, and how approach them, how to nurture them, and how to position your value proposition to overcome objections so they hire you.

So join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show!

See you there!

- How he works only 4 days and no evenings

- The systems he has in place to attract business

- The specific ROI from each of his lead sources - and profitability

- The "ah-ah's" he's learned over the years

Bart is a top real estate professional and a client of Real Geeks and Vyral Marketing. Come join us to learn what he's doing to be successful in all aspects of his business. It's a 100% educational event with no selling so you walk away with tips and strategies to implement into your business now.

So we invite you to RSVP for the live event today, and we'll see you there!

Matt will share how his team did 75 transactions last year and how they are going to more than double that despite a flat market. 

Did I mention Matt is only 25 years old? 

You'll learn what systems are working for Matt's team, as well as his biggest growth opportunities. Matt will share why he's focusing on his most valuable lead sources - sphere referrals, online review sources and follow-up efforts. 

So we invite you to join my co-host Frank Klesitz with Vyral Marketing and myself for a powerful hour with Matt Templeton. 

See you on the live event! 

Jeff Manson

If you’re a new or seasoned agent – without a marketing budget – and need to know what to do right now to get listings, make sales, and earn more commissions - this Keeping it Real Mastermind is for you!

Greg is going to share how he coaches new real estate agents to have a sustainable real estate business.

A brand new agent, 150 days in real estate, has 35 listings and 7 pendings following Greg's plan. 

You'll learn what systems in your real estate business you must set up from DAY ONE to make sure you’re building a sustainable business that does not go up and down with inconsistent commission checks.

So we invite you to join my co-host Frank Klesitz with Vyral Marketing and myself for a powerful hour with Greg Harrelson.

See you on the live event!

* What Tom has accomplished since his last hangout on July 10th 

* Tom's goals for this year and how he plans to achieve them 

* Key strategies Tom has implemented to get to 120 deals this year 

* One-on-One coaching with Tom and Greg Harrelson 

There will also be Q & A at the end of the session. 

We will be speaking with Tom Nickley a returning guest from one of our most successful hangouts from last year. Tom hit is goal of 60 transactions in 2014 and on this hangout we will discuss how he plans on doubling his transactions this year.  

So RSVP now for the live event and let's learn together how you can grow you business in 2015. 

I'll see you there!

(2:15) Mark Martin details the rise, fall, and recovery of his real estate career

(8:57) Why Mark initially decided to hire a calling assistant

(14:20) How the book "Predictable Revenue" sparked an idea in Mark's mind to help him grow his business

(17:55) How Mark plans to get a 10X return on the money he invests

(21:57) Getting into the details of the ROI on Mark's assistants and marketing services

(31:35) Mark shares some of the scripts he has his Virtual Assistants use

(35:20) The follow-up systems Mark has in place for buyers and sellers who aren't quite ready

(38:45)  How Mark uses surveys to get around any legal discrepancies regarding his virtual assistants

(42:45) What qualities your calling assistant should have and when you should hire them

(47:23) How you can get your lenders to pay for your prospectors

(52:48) The advantages of contacting buyer leads through your virtual assistant

(56:15) Why Mark thinks home valuation site leads aren't worth his assistants' time

(58:17) Why virtual assistants simply won't work in some markets

Make sure to follow us on Google+, on our YouTube page, and visit our website www.realgeeks.com.

I want to thank Mark Martin for joining us on this hangout and sharing some of his secrets and tips with us.

I want to thank our friends at Vyral Marketing for helping us put on the event. If you're looking for help with your database marketing, check them out.

Thanks again for coming, and I'll see you on the next Keeping it REAL Hangout! (details to come shortly...)

* How to get 3 clients for every listing

* What he sends to his farm to generate business

* What he sends to his COI to generate business

* How he gets it all done with his wife and 1 admin person

* What you need to do to get started with a similar plan today

- Where he finds agents for his team and his value proposition to them.

- The weekly meetings he holds, what is covered, and how he builds team culture.

- What accountability systems he has in place to make sure goals are achieved.

- Team members compensation plans.

- The organizational models of his team and how leads are generated.

- So much more!!

- See more at: http://www.realgeeks.com/blog/team-building-skills-80-425-deals-3-years/

Here's what we covered with timestamps so you can jump to the section that most interests you:

(3:08) Why did Jeff Cohn Decide to build a team? Where did he start?

(5:40) How did Jeff work his database in the early days?

(8:40) Step-by-step team building. The CLAPS acronym to build a successful team.

(26:10) What is Jeff netting as a percentage of GCI?

(28:20) How is his team organized?

(32:27) Jeff's thoughts on hiring a transaction coordinator.

(34:15) How did he learn the strategies he employs today?

(39:42) The details of the lead process in Jeff's office.

(45:32) How can calling assistants help you reach your database?

(49:38) The importance of your sphere.

(51:13) Audience questions...

(57:57) What role do showing assistants play in Jeff's business?

(5:25) How Home Valuation Leads are captured 

(7:35) The best ways to drive traffic to a home valuation tool an agent might have?

(12:46) Free resources on how to run a Facebook ad.

(15:30) Mistake agents make when trying to drive traffic to their home valuation tool site.

(20:15) Scripts for calling leads. 

(25:19) Using AdWords and the data every agent should know.

(30:43) Automated lead generation services.

(34:55) The ROI of the lead generation process.

(42:12) Does this stuff work in the luxury market?

(47:20) How does Buddy segment his leads?

(50:40) Advice for agents who want to generate more leads on a tight business.

(55:50) Radio scripts to help drive people to a lead generation site.

The items Buddy mentioned that you can download are on the page below on the lower right side. Under Resource Links:

http://www.freehousevalues.com/help

We'd like to thank Buddy Blake for joining us on this episode, and sharing his great insight on home valuation leads and the scripts that he uses to contact them.

Also, a big thanks to our friends at Vyral Marketing for helping us put on these events. These wouldn't be possible without their help. 

Our next Live OnAir Google Hangout is scheduled for Thursday, January 15th at 4pm PDT / 7pm EDT.

You can follow us and get updates on more upcoming events on Facebook, Google+, or on Keeping it Real, too.

See you on the next event!

(4:20) The most important reasons to follow a script 

(6:40) Should you follow scripts word for word 

(8:08) Tips to internalize a script 

(10:03) Why tonality and rate of speech are so important  

(16:14) Why you should have a role-play partner 

(21:21) Best prospecting schools to attend 

(24:04) Scripts for expired listings 

(37:35) How to use a level shift to get around objection 

(39:41) Bill's answers to common objections 

(49:10) How to handle out of town sellers 

We'd like to thank Bill Jenkins for returning to the show, and sharing his scripts and tips to set more appointments and take more listings. Also, a big thanks to our friends at Vyral Marketing for helping us put on these events. These wouldn't be possible without their help.  

Our next Live OnAir Google Hangout is scheduled for Thursday, December 11th at 4pm PDT / 7pm EDT. We'll be joined by North Carolina Real Estate Agent Buddy Blake - We are excited to have him on to share his secrets on how to "Convert More Home Valuation Leads Into Listings."  

We will also be announcing the winner of the NAR drawing for the 1 year free IDX website and Real Leads Marketing during the Hangout, so be sure to tune in.

How your mind can prevent higher levels of achievement and success

How to overcome fear of calling prospects, leads and past clients for business

Why the status-quo in your life may be unconsciously holding you back

How to feel good talking to people about doing business with you

You’ve met many successful agents on Keeping it Real who shared what’s working for them, but if you haven’t implemented yet – what’s holding you back?

To answer this question, we’re excited to interview mindset expert Matthew Ferry on this upcoming episode of Keeping it Real.

If you’re struggling to implement the strategies, sales, and business ideas we’re discussing on these masterminds – it may be your mind holding you back.

Matthew is going to share his best tips to get “unstuck” from where you’re at and train your brain so you start doing what you need to do to get more deals.

This is a 100% educational event with plenty of live Q&A.

So RSVP now for the upcoming event, and we’ll see you there!

During this live event you'll learn: 

* How to set yourself apart from other agents 

* The scripts Mark uses to find the true motivation and timeline of buyers & sellers 

* The systems he uses to follow up and convert more leads

* How to cultivate the long term leads into clients

* How to use texting to convert more online leads

Mark Martin has been a real estate agent in Austin, TX since 2000. He and his partner spend about $3,500 a month on Zillow & Trulia leads and earn over $22,000 a month from them (not bad, eh?). This is a 600% ROI. 

This strategy, along with a few others, help them earn over $900,000 GCI in 2013. They earn a net profit of 84% while working only 20 hours a week. 

Here is a link to read more and get Mark's text, phone and email scripts:

http://www.realgeeks.com/blog/how-convert-more-zillow-trulia-leads-sales/

During this live 100% educational hangout you’ll learn how he converts more of these portal leads into sales. There will be plenty of live Q&A for you to ask your questions and get the answers you need. 

Jeff Manson

-Real Estate Business 20 years 

-Personally going to sell 190 homes this year

-Owns 2 offices Myrtle Beach & Charleston, SC

- Team/Company sell 1600 homes this year

- Avg Production per agent is like 30 transactions a year

***Greg has built his personal business to the point where all his 190 sales this year… are prospects reaching out to him.  

During this live real estate mastermind event you’ll learn:

Exactly what Greg teaches his agents to do DAY ONE when they start

Where to get phone numbers and what scripts to use to make calls

How to build your database when you don’t know anyone in your market

The proven plan to build your business from NOTHING to $200,000 GCI

How to do all this without spending a DIME buying leads

How would you like to ask a top producing real estate businessman, “What would you do if you had to start all over from SCRATCH today?”

Well that’s the exact question we’re going to ask our guest Greg Harrelson who has a real estate team in Myrtle Beach on track to sell over 1,600 homes this year. He will personally sell over 190 homes this year himself…and you’ll learn how he does it with a prospecting-based, database marketing enhanced strategy.

And get this….

His office will sell 1,600 homes this year with 45 agents (talk about per-agent productivity!) and he just brought on like 15 or 20 new agents to help them grow their business.

What system does he teach his new agents to earn commissions quickly?

RSVP for the live Keeping it Real event today and that’s what you’ll learn during this 100% live educational Google Hangout OnAir event. 

We do these free events because we know everyone can be successful. With the right knowledge and training anyone can make a great living selling real estate.

No hype. No sales. All real. We're keeping it real!

And as always, we’d like to thank Vyral Marketing (www.getvyral.com) and Jeff Manson Hawaii real estate broker and Founder of Real Geeks (www.realgeeks.com) for helping us put on the events. None of this would be possible without their help.

Everyone is asking for Dirk's FREE online conversion workbook! You can be downloaded here: http://www.realestatechampions.com/rec-internetleads/

It's packed with a ton of value... scripts, dialogues, charts and more!

Learn how to convert more online leads into clients and closings .

Here's what we covered with timestamps so you can jump to the section that most interests you:

3:15 - Dirk's background and his transition into coaching and training

5:43 - The truth about internet leads: "Whoever gets them face-to-face first wins the game"

10:09 - How to correctly communicate your value from the very first conversation

11:46 - The "Core 4": The systems, the skills, the scripts, and the sales strategy

17:08 - The ONE thing all the highest-converting salespeople are able to do

20:20 - The average agent responds to an internet lead after 15.3 hours. How quickly should you respond?

25:12 - The Pyramid of Persuasion and how it can help you TRULY connect with prospects

29:53 - The right way and the wrong way to leave a voicemail

31:03 - The worst question a real estate salesperson can ask (and almost everyone does it)

40:19 - How the book The Art of War by Sun Tzu is a microcosm of securing internet leads

45:11 - Why you need to stop being ashamed of being a salesperson

48:32 - What most real estate scripts and dialogues are lacking

51:56 - Guidelines to an Elongated Call. Stick this on your wall if you want more appointments

54:31 - Prequalification: Does it actually raise sales resistance?

57:50 - 15 minutes of Q&A

Dirk has been in real estate for over 25 years and transitioned into training/coaching 15 years ago. Previously, he was selling 150 homes a year, only working 4 days a week. He currently trains 67 of the top 250 teams on the Wall Street Journal List. He has also written 10 Top Selling Books.

- See more at: http://www.realgeeks.com/blog/

The biggest MISCONCEPTIONS about internet buyer & seller lead generation

How to overcome the biggest challenge converting leads to appointments

The 4 core strategies you must use for every buyer & seller lead

How to set up a long term sales strategy to maximize every lead

Mistakes agents commonly make in their goals, objectives, and approach

Dirk is a master at internet buyer & seller lead conversion – in fact he’s written Success As a Real Estate Agent for Dummies and Telephone Sales for Dummies. He’s coached many of the top real estate teams on the Wall Street Journal increasing buyer & seller agent conversion from the industry average of 1% to over 5%! 

Our goal is to give you the immediate tools and strategy you need to get better results from your existing buyer & seller lead generation budget without having to spend more money on Zillow, Trulia, Realtor.com or PPC leads.

Let’s talk about how to get more results with the leads you already have!

This is a 100% educational event and you won’t hear a pitch or any product or service…because we’re Keeping it Real!

Again, a big thanks to Vyral Marketing for helping us put on the event. We couldn't do it without their help.

So RSVP now and we’ll see you there!

During this live event you'll learn:

- How Jeff manages 90 listings with only 1 transaction and listing coordinator

- What Jeff does when it comes to prospecting to sell 1 home a day

- How Jeff stays in touch with his database to convert leads and earn referrals

- What Jeff does to generate sellers in a hyper-competitive secondary resort market

(4:40) How Jeff generates seller leads.

(7:17) How Jeff's team is structured.

(9:30) A typical morning of lead generating.

(12:24) How are commissions split on Jeff's team?

(13:35) Where does he get his phone numbers?

(15:58) Guidelines for unlicensed ISAs.

(17:23) What's the procedure for future follow up?

(20:00) How do you stay persistent without getting discouraged?

(27:05) How is Jeff layering his marketing? How does his system work.

(32:00) Buyer lead generation.

(34:55) Where to get content for drip campaigns.

(37:08) How to prospect from marketing standpoint.

(39:30) How do you communicate with 90 listings with such a small team?

(45:10) Structuring email sequences. 

(45:45) Payment structure and how to build a team. 

(47:58) What percentage of Jeff's 90 listings won't sell?

(50:02) What software or system does he use to manage his transactions once they go into escrow.

(53:50) Do you call on Zillow's "Make Me Move" leads?

(55:10) How does Jeff develop his unique content?

Jeff Quintin runs the #1 real estate team in South New Jersey and has been selling real estate for over 22 years. He started at 18 years old calling people in the phone book asking if they wanted to buy or sell a home.

He's on track to sell 210 homes this year with a very lean staff - best of all he keeps over 60% of the commissions for himself (to the bottom line) after expenses, so he's very profitable.

We invite you to RSVP for the next Keeping it Real event now with myself Jeff Manson, Hawaii real estate broker & CEO/ Founder of Real Geeks (www.realgeeks.com) and Frank Klesitz CEO/ Founder of Vyral Marketing (www.getvyral.com)

See you on the event!

Ben shares the most common mistakes agents make when hiring people to build your real estate team. What to do and NOT do when building a team.

* His ideal team structure and positions you can model

* Team Break Down: Buyers Agents, Listing Agents, Admin, and Telemarketing

* How his team generates leads and listings

* How he finds top talent for his team and you can too

* Shares how he compensations team members for profitability

He’s on track to sell 600 homes this year, working only 4-5 hours a week in his business – and also owns 7 other locations with over 800 agents.

Here's a few main points we covered with timestamps:

(4:09) Ben Kinney's background and the benefits of having a team

(6:21) Getting started building a team: What's your first hire?

(9:55) Hiring buyers agents so you can focus on listings

(13:36) Adding a listing agent and additional lead generation support

(15:49) Giving leads to agents BEFORE going to an ISA

(19:11) How to maximize efficiency and growth with the right admin team

(21:17) Ben's "10 Days of Pain" process for lead conversion

(23:30) The mindset it's crucial to have for effective communication

(27:26) 3 tips for successfully utilizing scripts

(30:12) How to approach compensation for each position

(33:50) Identifying talent: ALWAYS be on the lookout

(38:48) Accountability through transparency

(41:56) How Ben adjusted to changing Craigslist guidelines

(46:00) "If you could start over, what would you do differently?"

(49:05) The benefits of unfair or unequal lead distribution

(51:32) Tracking both nurtures and appointments from ISAs

(55:04) Resolve to release anything not adding true value 

Ben answered a lot of live Q&A.

Keeping it Real live events are hosted by Jeff Manson, Hawaii real estate broker & CEO/ Founder of Real Geeks and Frank Klesitz, CEO and Co-Founder of Vyral Marketing – these are 100% educational events.

P.S. If you didn't have a chance to watch our last event "How to Hire a Prospecting Assistant to Set 40+ Appointments For You w/ Special Guest Bill Jenkins" you can watch the full replay here: http://www.youtube.com/watch?v=HSQrky0NihE

You’ll learn:

How he gets his phone numbers

How he hired, trained, and now compensates his prospector

The return on investment he is getting

The scripts and dialogues used

The daily and weekly accountability systems

And much, much more.

If you’re looking to hire someone to help you with phone prospecting so you can follow up and set high quality appointments, this is an episode you don’t want to miss.

Bill will provide a lot of value as he’s also a real estate coach.

P.S. We’ve had over 564 likes and 187 shares on Facebook for our last event “How New Agent Tom Nickley Will Sell 60 Homes His 1st Year.” Watch the on-demand replay here: https://www.youtube.com/watch?v=ASm9vVRM5vY

Here are a few bullet points of what we covered: 

(Intro) We break down Tom's YTD production numbers through June.

(4:05) How Tom's sales background in the wine industry has translated into real estate success 

(9:07) Tom's beginnings in real estate and his initial strategies for business growth 

(17:00) How to work leads, and why you should call ASAP 

(22:34) More keys to successful lead conversion 

(33:50) The importance of maintaining contact with internet leads 

(42:31) Tom's specific strategy for sticking to his follow-up plan 

(46:00) The correct way to introduce your buyers agent to clients 

(53:15) Jeff's list of income-producing activities that you should spend ALL your time on 

(54:57) The most important tip of the day!

You can watch all past episodes of Keeping it Real here:

http://www.keepingitreal.com

(2:30) The process of building a database 

(4:35) A simple script for getting email addresses from contacts 

(8:15) The importance of using Tags in Infusionsoft 

(11:45) How to determine what educational content to include in emails 

(17:47) Prioritizing follow-up based on email opens and clicks 

(24:12) How to properly promote a Property Valuation tool 

(28:00) Using Infusionsoft to truly understand the consumer 

(33:33) An in-depth description of several specific lead campaign sequences 

(43:23) How to keep prospectors from getting "tied up" in technology 

(53:21) The key to maximizing user engagement through emails

Get Todd's free audio recordings with exact instructions to do this here: http://goo.gl/82x5oi