Jun 27, 2018

How Video Content Can Help You Build a Network of Constant Referrals w/ Kyle Whissel

When it comes to building an audience online, video is a powerful tool. It encompasses all of the other content types in one place and stimulates both the auditory and visual senses. How can video can help us sell more real estate? What makes some videos get so many views while others are ignored? What type of video creation should we focus on? In this episode, the founder of the #1 team in San Diego, Kyle Whissel, shares how he uses video content to build trust and get referrals.

 

When I do an open house now, people come in and we instantly have a rapport because they’ve seen my show. -Kyle Whissel

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

What differentiates good videos from bad ones

All viral videos have one thing in common: the content is high quality and on the right platform. Boring videos get no engagement, and good videos on dead platforms get no views. Also, if we want to build a following, we need to be consistent as well. The composition or the quality of the camera comes last. These days, iPhones can do the job without you having to invest in expensive equipment.

Don’t try to be someone else on video

We might think we aren’t charismatic or entertaining enough, but in the end there is always an audience for our content, and it consists of people like us. We might not be goofy on camera, but there are plenty of people who would find goofiness annoying. Plus, when we meet the people in real life, they will figure out if we are different from the one they saw on camera. Why would we want to surround yourself with clients who wouldn’t like the real us? The truth is, we don’t have to.

Create content that leads to referrals

Focus on the community first. Build relationships with local business owners and create content that benefits them. For example, we can shoot a video about the best places for a romantic dinner in town. The restaurants featured in the video will receive free exposure, but we can build relationships with people who have the financial power to make real estate investments or refer us to people who need an agent. By doing things for others and expecting nothing in return, we tap into the law of reciprocity.

 

The best part of video content is that you can multiply yourself. Your message reaches several people at once, and with time we build trust and rapport with people we’ve never even met. And when they do meet us in real life, we’ve already attracted the people who admire our work and trust our expertise. As a result, we no longer have to work so hard to make our leads trust us.

Jun 27, 2018

Free Lead Sources & How to Grow Your Business Without Writing a Check w/Garrett Pancheri & Dustin Cagle

 

Many agents never get more deals because they aren’t having more conversations and engaging with people. How might we be getting in the way of our own earnings? What are some of the best free lead sources we can use? What is the fastest way to get “now” business from a free lead source? On this episode, we talk to Garrett Pancheri and Dustin Cagle about how they have found success with leads without spending money.

 

When you get comfortable talking to people, you’ll sell houses and get repeat business and referrals. -Garrett Pancheri

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

Use Facebook to connect with people

If you had a conversation and it ended well, it’s easy to go on Facebook and send them a friend request because you're fresh in their mind. These people will start seeing all you’re doing. This will expand your audience and give you exposure to more potential clients.

 

Make yourself and your brand more public

Get creative about getting your name out there. We can even wear t-shirts that say “I sell real estate” or something else that shows what we do. Stop being a “secret” agent, stop wearing other people’s brands, and start showing your own.

 

Follow up is critical

The key to success is following up with people over and over. You have to become part of the community, and become familiar to people.

  

You can’t just sit around and wait for business to happen. You have to actually go out and take action to make business happen. There are so many low-cost and no-cost tools at your disposal. If you started doing something to engage with people, you will see results. Treat Facebook like another CRM, and it will yield results for you.  

Jun 21, 2018

How Brandon Landro Runs His Team and Brokerage while Keeping Turnover Low

 

Building a team takes more than just solid real estate experience. What IS the pattern for success? Why do some teams with great agents end up failing? What role does team culture play? In this episode, Brandon Landro shares his experience on how to build a real estate business that passes the test of time.

 

Culture matters. If they don’t fit with the group, it doesn’t work. You’ll find that you’re “forcing it” all the time. -Brandon Landro

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  1. Don’t be in the middle

If we want to build a team, we need to make sure we understand the numbers involved. Don’t stop at a medium-sized team because you will have high expenses, yet not enough people to help you cover them. A small team has the advantage of fewer expenses, and a big team has the advantage of making more sales. At the end of the day, we will have to pick one of these two models.

 

  1. Don’t go to networking events just to make connections

We can’t grow without investing in our education, yet many agents end up going to events only to socialize. If we are going to take time away from our family and business, we need to be sure to write notes and leave the event with some takeaways.

 

  1. How to find buyer agents that stay on your team

Don’t chase agents from other agencies. Put an ad up, and if they aren’t interested in what you offer during the interview phase, they might not be a good fit for your culture anyway.

 

Another key aspect of keeping low turnover rates and a motivated team is to reward them when they deserve it. Set a target for the whole team and, if they reach it, give them a vacation. Hold weekly meetings, training courses, lunches, or anything else needed to help team members get to know each other and integrate the newest agents into our company’s culture.

 

Guest Bio

Brandon Landro is a real estate broker and the founder of Landro Fox Cities Realty in 2006. With his wife, he also started a real estate team, The Jennifer Landro Real Estate Team, and his goal for 2018 is 500 sales. If you want to find out more about Brandon, you can contact him by email at brandon@landrorealty.com. He is also a real estate coach who works with top agents looking to grow their business to a whole new level.

Jun 13, 2018

Team Retention & Creating a Culture of Winners w/Heidi Hines

Getting the right people on your team is hard, and keeping them is even harder. Retaining team members for as long as 20 years is nearly unheard of, yet our guest has done just that. What are keys to hiring well, keeping people on your team for a long time, and creating a family feel? How does a dynamic of responsibility and humility impact culture from the top down? On this episode, we talk to Heidi Hines about creating a culture of people who want to win, who love their team, and want to stay.

Make sure people feel good. You want people to want to come to work. -Heidi Hines

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

Try to maintain good relationships with all agents. We never know where our next great recruit will come from.

RecruIting people on the other side of the transaction is a great idea. When we work with someone on a transaction, we get a feel for what it would be like to work with them. You get to see how they handle themselves under pressure, and that’s important.

 

Culture is key to a successful and happy team.

A good real estate agent who doesn’t fit into your culture is a bad hire. The right person is good, and they also fit into the culture. If you can get that right, you’ll find that people will stay longer and love working with you.

 

Be humble & take responsibility.

The single most important word in creating the culture that is going to see you through the tough times is “humility”. As a leader, remember this isn’t all about you. There is a group of people working together for a common goal. When something goes wrong, it’s ultimately your responsibility. The key is taking ownership, but not letting it drag you down.  

 

People don’t stay on our teams because of the money or the leads. They stay because of our culture. Culture is the sum of all the people on our team, and you have to be really careful about who those people and personalities are. The goal is to get the team to the level of being a family. Foster an environment of humility, teamwork, positive conflict, and value. If we want to create a life worth living, we have to co-create it with other people. Don’t focus on the result of selling houses. Focus on having a great culture of great people who serve our clients. If we do that, the rest takes care of itself.

 

Guest Bio

Heidi is a full service Realtor and has been a top producing team leader in and around Charlotte, NC, for over a decade. Heidi is a dynamic marketer that gets quick and profitable results for her sellers, as well as aggressively working for each buyer to help them find their next dream house. Heidi and her team, TeamHeidi, are continually recognized through local and national awards.

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