Nov 28, 2018

How to Leverage & Benefit from the Rise of iBuyer Programs w/Long Doan

Anytime a new model disrupts the real estate industry, agents and business owners feel threatened. The latest model to do this is iBuyers. How does the model work, and how is it solving the pain points of home sellers? Are there any opportunities for real estate agents within this model? What is the long-term strategy of models like iBuyer? On this episode, we are joined by Long Doan to talk about why we shouldn’t feel threatened by the iBuyer business model.

 

 

You are the CEO of your own company, and there are only 3 activities you should be doing. Innovation, quantification and orchestration. -Long Doan

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX 

 

Three Things We Learned From This Episode

  • How the iBuyer model actually works
    The iBuyer concept has actually been around forever. It’s just real estate investors going in to offer cash to buy a home but using more technology to do it. An iBuyer is a real estate investor that uses a proprietary model to come up with a value so they can make a cash offer within minutes to buy the home and close quickly.

  • The pain points iBuyers are solving
    iBuyer programs are succeeding because they are solving the pain points of sellers. One of the biggest of these is that some real estate agents just aren’t good, and the iBuyers allow sellers to skip the process of working with an agent. The other pain points are the various hassles and stressors that sellers deal with during the transaction.

  • What business owners should be focusing on
    There are three things every business owner should be doing. Innovation is learning everything you need to know to grow your business and implementing it. Quantification is tracking and documenting everything. The third thing is orchestration, which is putting people, systems and processes in place to run our businesses well.  

 

As the market shifts and changes, we’re going to see a lot more iBuyer programs. As business leaders we can either feel threatened into inaction, or we can try to find the opportunities. The truth is, iBuyers still need to work with agents in many ways, and that means we can partner up with them to our benefit. If we’re really good at providing value, we’ll always come out on top.

 

Guest Bio

Long Doan is a real estate coach and broker/CEO of the Long Doan team at RG Realty Group.

He has been in the real estate industry for 25 years. As the top 1% Agent in Minnesota and in the country, he has a proven track record. His company is one of the fastest growing real estate brokerages in Minnesota, providing a full-service real estate brokerage where they handle all types of real estate transactions, ranging from Traditional to Luxury, Short Sales to Bank Owned, Investments to Non-Performing Notes acquisition, Property Management to Rentals, and Commercial to Businesses. Go to https://longdoan.realtygroupmn.com for more information.

Nov 15, 2018

How to Become a Master of Scripts & Dialogue w/Alexis Bolin

Many agents are terrified of fumbling over a script and ruining their interaction with a prospect. What is a key mindset shift we should have about scripts and how we use them? What are some of the things that go wrong with scripts, and how do we break tension and awkwardness? On this episode, we are joined by real estate legend and queen of scripts, negotiation and dialogue, Alexis Bolin, to talk about sharpening our communication skills.

 

Scripts and dialogue are nothing more than asking the right questions. -Alexis Bolin

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • Why we should not try to be our agents’ friend
    When it comes to our teams and agents, we need to stop trying to be their friend. When we do that, we’re not doing them any favors because it leads them to shake off the responsibility they have for their own success. We give them the tools, support and systems and the rest is on them.

  • How to rethink scripts
    We call them scripts and dialogues, but they are nothing more than answering questions and providing information. If we learn to gather information properly by asking the questions, we can provide what the prospect is looking for..

  • How to have tough discussions with clients
    Not everything we’re going to say to our clients is going to be something they want to hear. Sometimes they’ll have to hear some hard truths. To do this without negatively impacting the relationship, ask for permission to deliver a message to prepare them for it.

Scripts are everywhere in our lives, whether it’s learning the alphabet, counting, or song lyrics. We shouldn’t look at scripts like as an impossible obstacle to overcome. It’s all about communicating, being empathetic, and being genuine. If we genuinely care, this will shine through every single word we say. Excelling at scripts comes down to knowing when to talk and when to listen.

 

Guest Bio

Originally from the Jersey shore, born in Long Branch, NJ, Alexis graduated Red Bank High School, and worked 18 years as a waitress. Fourteen of those years, were worked at the Officer’s Club at Fort Monmouth, NJ and another four years at Fort Gordon, GA prior to moving to the Gulf Breeze in the Pensacola area in November of 1977. During most of that time period Alexis was a single mother working three waitress jobs to support her children with no child support or alimony. Alexis obtained her Real Estate license in May 1978 and her Florida Broker’s license in 1980. She started as a new agent in 1978 and worked 39 years the same Real Estate Franchise prior to joining Keller Williams Realty Gulf Coast in July 2017.

Her accolades include, being Number 1 Agent Nationwide for ERA Real Estate 3 times, ranking among the Top of All Agents Nationwide, being one of 100 Most Influential Agents in Florida, one of the Most Awarded Agents in the Nation, International Real Estate Hall of Fame 2013 and Real Estate Experts Hall of Fame 2013. Go to http://www.alexissellshomes.com/default or https://www.linkedin.com/in/alexis-bolin-b1145310/ for more information.

Nov 7, 2018

Recruiting: How to Find, Hire & Train the Best Talent for Our Teams w/Jay Niblick

Recruiting is constantly on the minds of leaders looking for the best way to bring on talent. Why is it so important to have filters in our hiring process? What does a candidate’s resume really tell you, and how should their personality factor in? Should we only be looking for licensed agents? On this episode, Wizehire CEO Jay Niblick shares insights on their process and how they help team leaders get the best people to come onboard.

 

When you’re hiring, take your sales hat off and put on your home seller hat. -Jay Niblick

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • How to know you need to bring someone on
    The key metric that determines whether we should be hiring someone to help us is when we get to a point where we can’t handle the business because we’re doing other things like admin. When our bandwidth is maxed out even with an assistant, that’s when you need to bring on a buyer’s agent or two.

  • Hiring on the resume vs. hiring on personality
    Don’t base your hiring decision too much on the resume. Remember: it’s a document written by a salesperson, and they will sell themselves as well as they possibly can. Even if they have references, it’s not like they will put the boss that last fired them. Put the weight of the decision on their personality and the interview.

  • Why unlicensed agents can also be great hires
    A lot of us shy away from agents who are newer to the industry, or aren’t licensed yet. However, we have to question why the more experienced agent isn’t managing to get to the next level, and whether we might have to train out some bad habits. With new agents, we can start them off as ISAs for 90 days, train them, and see if they can grow. That’s a great filter for getting really good talent and then making sure they fit the culture.

 

When we’re faced with a wide pool of talent, it can be difficult to bring it down to the valuable few that will really boost our businesses. DISC profiles help us determine the kind of people they are and what we can expect, but personality and character matter, too. Are they willing to do a DISC assessment, show up to calls on time, and reply to emails? Those things are all very telling. When we hire, we should think like a home seller who has something of value to award to the right person. When that right person comes along, they are given the opportunity of working with us.

 

Guest Bio

Jay Niblick is the founder of Wize Hire, a real estate recruiting software with a data-driven approach to the hiring process. He matches companies with the perfect candidate based on behaviour, communication style, and values. For more information, go to. https://wizehire.com/.

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