Real Insights Live

https://youtu.be/I83A5Ov_k8g We are back with season two of Real Insights Live and we are so thrilled to introduce this episode’s guest speaker, Peter Chabris, who will give us some insight on the way customer service can propel your real estate business to extraordinary heights. Peter Chabris is a MAPS Mastery Coach, a Top Producer for “The Chabris Group”, a part of Gary Keller’s Private Mastermind Group, and certified as one of the top trainers around the world in Keller Williams Realty International. As the saying goes, “small beginnings are the launching pad to great endings”. Prior to his successful career in the real estate industry, he used to be part of the upper trajectory of Corporate America then ventured into real estate development. Having developed the experience and skills in real estate sales, he joined Keller Williams in 2007 and learned to master the art of getting repeat clients and referrals using customer service and relationships as a business model in the real estate industry. Welcome to Real Insights Live Season 2! (0:00:24) • We’re back with season two and we are so thrilled to introduce this episode’s guest, Peter Chabris, who will give us some insight on the way customer service can propel your real estate business to extraordinary heights. Peter Chabris is a MAPS Mastery Transformational Coach, a Top Real Estate Agent for “The Chabris Group”, a part of Gary Keller’s Private Mastermind Group, and he was also certified as one of the top trainers around the world for Keller Williams Realty International. As the saying goes, “small beginnings are the launching pad to great endings”. Getting into the real estate industry (0:03:25) • Prior to his successful career in the real estate industry, he used to be part of the upper trajectory of Corporate America, he also played bass in a band and loves to exercise. Due to an arm injury and being unable to work for 6 months, he came across a couple of books written by Robert T. Kiyosaki. Inspired and motivated by the author, it made him realize that he could never work for anyone again. From New Jersey, he moved to Cincinnati, which opened a new opportunity for him in the business of real estate. Living in the midwest, he decided to venture into real estate development. After three projects and getting his license, the business unseemingly didn’t look too good. Having the experience and skills in sales, he joined Keller Williams in 2007 thinking that he needed to have a real career that could meet the financial needs of his family, which led him to get more serious about real estate. He was motivated and excited to jump into the real estate business unit the great recession happened. Learning that customer service and relationships are is the best business model (0:06:25) • At the beginning of Peter’s career in real estate the great recession began as well. He found himself with no sphere of influence and no internet leads, he only had expired listings. His business started mostly with the telephone jiu-jitsu business model, which he felt was more suitable at that time. As a result, his business has grown by about 25% each year. In in 2014 in which he sold 191 homes followed by 192 sales in 2015. He then learned that more needed to be done as there was a problem in the relational side of the business. It turns out that there was a lack of customer service and this led him to re-evaluate all of his clients’ experiences by using the client’s perspective and came up with a database and communication program that was more robust and intentional. A program that focuses on building relationships and delivering top-rated customer service, he implemented this by spending zero dollars in marketing. The business impressively increased by 33%, with 256 closed sales in 2016 and continued to grow dramatically. Peter discovered that customer service and relationship is indeed the best business model. How to grow your business by raising the level of custom...

https://youtu.be/JNaErnXRirU Highlights: · Blaine’s work experience prior to real estate. (02:09) · What triggered his career change? (03:12) · Blaine’s first brokerage. (07:30) · What did he do in his first year that set the stage for his ongoing success? · His monthly newsletter. (16:11) · The prospecting efforts during year 1 that helped him get results. (18:45) · Nuggets of wisdom for the aspiring agents. (23:58) · Why did he decide to shift brokerage? (28:03) · What pushed him to Keller Williams? (30:47) · How his team generating business in the market. (41:22) · Goal for the coming years. (48:44) · Resources that impacted his personal & professional life. (50:40) Biggest Takeaways: • Know how Blaine transitioned from being a cable installer to Rookie Agent of the Year • How his genuine hunger for helping people helped him succeed • Blaine’s nuggets of wisdom for the aspiring agents A heart with a pure intention will always have a place in business, even in one as harsh as the real estate industry. Known for his genuineness, this is what Blaine Larsen’s success has proven. From a guy who installs your cable, how did Blaine spring board into becoming one of Utah’s best realtors? Coming from a humble beginning, Blaine braved through real estate not only armed with his sales experience in the car industry but his natural inclination in interacting with people and sincere hunger to help. During his first year in the industry, he was consumed by the very reason why he chose to enter real estate in the first place, that is to allow his wife to stay at home and do what she loves most: take care of the kids. Blaine built his database by talking to a lot of people, sending out letters, monthly newsletters, going to conferences and setting up a mailer system. On top of these efforts, he got the results that he wanted by being purposeful & intentional when meeting with prospects. He knew his strength relied upon on building relationships with people, he stayed on that avenue & cultivated it well. Currently, his team still holds client events to continually establish a deeper connection with his clients. Speaking to aspiring agents, Blaine said real estate should not be done in a casual manner. It's hard work, loving what you do, and loving helping people. If you wish to succeed in the business, you should find your hunger and anchor on it always. Creating models and systems will also allow your business to be consistent and sustainable. Now, Blaine’s team is on track for 100 units this year. His goal for the coming years to give his clients the best experience, establish what makes it the best experience, and reproduce it time and time again. Resources: · BOLD · Megacamp · Ben Kinney · Dianna Kokoszka · PPMCO.com

https://youtu.be/-4Psj-o0RyQ Highlights: Duane's backstory. (2:07) What intrigued him to get a license and make a change? (03:28) The reason why he transitioned to real estate. (04:17) What allowed Duane to earn $18.1M in his first year in Real Estate? (06:09) How did he get 10 contracts during his first month? (06:44) Did he have a clear & intentional plan when he started? (08:23) Number of transactions that made up his $18.1M profit (10:51) How did he take his first million dollar listing? (12:30) Why he chose to be a solo agent. (14:51) What does his team look like now? (17:15) Did he follow the MREA book? (19:46) At what point did he hire a real estate coach & what compelled him to do so? (20:19) What's the biggest challenge that he's dealing with right now? (22:20) Duane's goal this year. (23:24) Struggles that he faced in having new agents onboard the team. (25:35) What were the struggles that he faced in having new agents onboard the team? (25:35) His focus in terms of numbers. (26:37) Lead indicators that he is looking at. (27:37) Monthly Client Appreciation Event (29:56) Duane's “One Thing” (32:42) Most impactful classes & books for Duane (33:33) His advice to aspiring real estate agents (35:43) Social media strategy (36:53) Biggest Takeaways: - Discover how Duane Richins sold nearly $19MM in volume during his first 12 months in real estate! - Learn the challenges that he has faced & how he transitioned from being a solo agent to having his own team. - Duane’s goals & “One Thing” for year tow in the business. Real estate is a lucrative business, and sometimes takes years before an agent can build their business to sell $20MM in volume in one year. But, for KW Utah Region’s 2017 Rookie of the Year and KW Orem’s Duane Richins, he amazed everyone when he broke records and sold $18.1MM in volume during his first 12 months as an agent! So how did a newbie like Duane pull it off? Before venturing into real estate, Duane specialized in Cardiac Imaging, having a degree in Radiologic Sciences. He also taught at Stanford before becoming a door to door salesman for security systems. His work in sales afforded him to start buying investment properties and that’s when he started to discover his passion for real estate. His experience with the agents he encountered lead him to believe it could be done better. He thought that there's a lot of need for someone who's willing to go out and hustle and go the extra mile and saw it as a great opportunity for him to dive into real estate brokering. During his first month, he joined a prominent real estate team. During this time Duane tried to figure out what to do and got enough under contract from his efforts that he knew that if he wants to build the business the way he wanted to, he needed to leave and start his own team. Within a month and a half of being an agent he had capped from just simple hard work and committed to start learning the systems of a sustainable business. So how did Duane sell $18.1MM in volume? He said he didn’t have an intentional plan when he started. He didn't know what he was doing but knew that at the end of the day, he needs to find people who want to list their home and that he needed to be different. So he got to work committing to make working the hours needed to and making the contacts to find those who were ready to buy or sell a home. Using his competitive & fierce spirit paired with his sales & teaching experience, he closed 89 transactions that first year, that made up the $18.1MM in volume. In the first few months of becoming an agent Duane hired a MAPS Coach and with the guidance of his real estate coach, his team is now composed of a transaction coordinator, administrative assistant, and 9 agents. His goal for this year is to close 100 transactions himself and wants to grow his team to 25 agents and close $25MM in volume. They do script training every day, 4- 1- 1s weekly,

https://youtu.be/cg_8HplzZGo Biggest Takeaways: • Discover the secrets to Mona & Kelly’s successful partnership. • Know the benefits & frustrations of partnership! • Words of wisdom for agents who want to take the path of partnership. Part of the Keller Williams belief system is that through Teamwork, everyone achieves more. That has certainly been true for Mona Stevens and Kelly Favero. They were both individually doing about $6MM a year before they joined forces and at the end of last year, they had a combined sales of $34MM as partners and became the Keller Williams Utah Regions’ #1 producing team. Before real estate, Mona used to be a coach at the University of Utah Women's Softball program while Kelly worked at a graphic design ad agency and was the creative director for several years. Both became agents the same month & they became fast friends. They worked separately but side by side and always gave each other support. However, when Kelly met the Team Leader at Keller Williams Salt Lake City, he felt that the potential for him was much better and so decided to move. Mona joined Kelly after she read The Millionaire Real Estate Agent by Gary Keller. During coffee one day, they realized that with the combined amount that they are paying a transaction coordinator, they could already have an assistant that they could pay together. That’s when they started thinking that maybe they should merge some parts of their business together and become partners. They started to interview people who were partners to see how their business worked and what issues they encountered. They observed that the common factors of those successful partnerships were the partners’ fondness for each other which goes beyond business and that both bring equal things to the table. Before jumping into the partnership, Mona & Kelly tried coming up with a strategy to make sure that no one will feel like they are doing more work than the other. They put in a lot of thought into it up front and they are still doing the same thing now. They attribute the success of their business to confidence brought about by their partnership. Since they partnered, they felt like they can list & sell anything. The energy created by the partnership makes them a much better Agents. It made them think bigger and breakthrough their ceiling to prosperity. And for someone to achieve that level of confidence, they should know their product. You really need to be the professional who understands forms and contracts inside and out and know your inventory and your scripts. For those who want to venture into a partnership, Mona and Kelly advise not to jump too quickly and know the other person really well. Your work ethic, goals, expectations, and where you want to go should be aligned. You should have similar ways of wanting to do the business and differences that should complement each other. A partnership can be frustrating and you’ll have to work through communication issues to make sure that everyone is on the same page and nothing is missed. A successful partnership requires having really strong clarity in how you are going to talk about expectations & money. You need to have ongoing conversations to resolve issues because any seed of resentment can break it.

https://youtu.be/6ve7cJS9nfo Highlights: • Dick’s professional career path (02:42) • Overview of what Quantum Leap is about (08:58) • Reasons Dick got deeply committed to this material. (11:42) • Whose life are you living? (15:20) • Importance of Building our Internal world. (22:41) • 3 Stages of life (29:18) • 4 Areas of wealthy life that quantum leap starts to dive into (34:20) • Key relationship relating to having a productive meaningful life. (47:15) • Why this material feels personal, yet it has such dramatic impact on people’s businesses? (51:40) Biggest Takeaways: • Discover Dick’s journey from being a real estate agent to becoming one of the pillars of Keller Williams • Know all about Quantum Leap & how it can impact your personal & professional life! Dick, who is the Operating Partner for Keller Williams Market Centers in Plano Texas, Carmel California, & for the Keller Williams Northern California/Hawaii Region, & the is the serving Dean of Keller Williams University Faculty, started off in residential real estate in 1977. He opened the Plano market center & developed the Northern California region which later became the Northern California-Hawaii region. When Gary Keller started Keller Williams University in 1996, Dick was part of the chosen few to teach Quantum Leap. When he was first asked to teach Quantum Leap, Dick wasn’t very excited because during that time, only Gary Keller taught the course; it was one of the most fortuitous things that happened to him. According to Dick, Quantum Leap is a class on how to have the best life possible. It is about how to have a purposeful life – to have anything purposeful; any task you take on where you want to become purposeful. The very first step in achieving a purposeful life is to enrich your thinking. You must think about your life & figure out who you are. You must have clarity of your own values & make sure that your activities are in line with those values. Don’t build a life base on expectations of others, start making decisions based on better criteria versus the expectations created by either culture or family. Dick emphasized the importance of building an internal world before seeing it play out in real life. The mind is a great servant but a cruel master. The belief is everything happens twice; the first time in your mind & the second time in your deed. As they say, good thoughts lead to good deeds & good deeds lead to a good reputation. Just like what Gary’s vision was. He pictured an international company in his mind that would make history, & Keller Williams became a global brand. One’s internal world is also influenced by people you let inside your circle. One should hang out with people who are good models & will fill your mind with enabling thoughts. The 3 stages of life (learning, earning & living) were also discussed by Dick. He said that Gary used to talk about how many don’t know how to balance these 3 which leads to a person experiencing burnout & postponing his joy. Quantum Leap has defined the 4 areas of a wealthy life: life productivity, personal productivity, business productivity & financial productivity. You can’t proceed with your life until you understand yourself, what your goals are, & your values. What is your big why? What is your purpose? BOLD is BE, DO, HAVE, GIVE. BECOME is to learn who you are before you go out & attack or what to go out & emphasize or where to go find your joy & then you have to be successful at that in order to HAVE because you can’t GIVE unless you HAVE. You can’t HAVE unless you DO & you can’t DO until you know who you want to BE. It makes perfect sense that there’s a natural order to these 4 categories. So why does Quantum Leap feel personal & effect such dramatic impact on people’s businesses? It’s because people who have troubled personal lives will eventually have troubled businesses. And likewise, if people aren’t doing well at their business,

https://youtu.be/AP5JoGRdzJk How to Get from Where You Are to Where You Want to Be with Juli Facer, Certified Trainer, KW Legacy Keller Williams Realty for Jack Canfield. Biggest Takeaways: ? Join us as we relive Juli’s journey to personal growth & development ? Discover Jack Canfield principles that changed Juli’s life ? How do you really get from where you are to where you want to be? Have you ever came to a point where despite the success in your career, you felt that your life is devoid of meaning & you are gripped with that strong urge for a change? This was the exact dilemma that pushed Juli Facer to start her journey towards personal growth & development. At the age of 18, Juli started her career in the call center industry. In 2005, after a repeated cycle of climbing the corporate ladder & getting laid off, she decided to stop working for other people & get into real estate. She has been a real estate agent ever since & is currently working with her husband & in South Davis County. She was looking for more meaning in her business. Like a typical workaholic, she was meeting all the metrics of success, but, she wasn’t happy. Her health & marriage suffered, &, after a thorough reflection & together with her husband & they decided to make a change. She decided to take the leap & participate in Jack Canfield’s 7-day transformational seminar who made the claim that if you apply his principles, in 2 years-time you will double your income & double your time off. As they say, there are a lot of really great mentors & trainers, however, the mentor that resonates with you is the most effective. Jack was that mentor for Juli. What Jack Canfield’s success principle teaches is a system similar to combination lock; if you do the right things in right order, that lock will always open. The combination lock translates to the things that you want to accomplish, whatever the goal is. From where you are to where you want to be, it's a system to help you figure out what's in the way & why you are not accomplishing your goals & to be able to do it if you really want to. One of the first things you do in this combination lock is you make a joy list of the things that you really love to do. The whole reason for this is your joy is your inner guiding system for what your purpose is. Anytime you're experiencing joy, that's your purpose. It's kind of like the Pareto principle, if you can spend 20% of your time doing things that you don't like & 80% doing things that you enjoy, the follow up to that process is to make a list of everything that you do all day. Reviewing your personal & business, you go through the exercise of identifying the things that you really love & the things that make you money. The program encourages you to get committed to your goal, but then, stuff comes up that will prevent you from accomplishing that. & this is a process where you start to outline any incompletes, anything that you're tolerating. We have a limited amount of points that we can spend in a day & all of the stuff that's bugging us is taking away our points. This is a process for you to figure out what's in the way & put a plan together. Before, Juli used to model other people who are doing the things that she wants to do & kind of do it their way. After learning the principles, she overhauled her business to send out her own message. They teach their team that they can be really successful doing exactly what they want to do, exactly the way they want to do it. Once you commit on being authentic about who you are, you attract alike. Life is much more interesting when you're surrounded by interesting & like-minded people. Ultimately, it's going to create a business more fulfilling & enjoyable. Juli also emphasized the importance of being purposeful about who you surround yourself with because they impact your lives. You also have to be more intentional & aware of how you’re showing up in a relationship & make sure to be a p...

https://youtu.be/JwzoxxXQi-w Highlights: • Brian’s career path to developing the Sisu Team platform. (04:24) • His take on The 4 Disciplines of Execution. (06:45) • Sisu Team’s role in helping agent focus on right things. (08:02) • Overview of the Sisu Team platform & activities that agents can focus on using it. (09:44) • Real-time tracking & visual display with the SISU app. (11:26) • Goal pacing with Sisu Team . (15:30) • How Sisu Team platform projected accountability in a positive light. (17:08) • Helping agents create consistency with their business through the Sisu Team reporting dashboard. (22:54) • Keys for successful adoption of the platform. (25:59) • The concept of ‘Gamification”. (30:35) • Integration with Sisu Team platform. (35:15) • What’s next for the Sisu Team platform? (37:53) • Fueling realtors’ success with Sisu Team. (38:36) Maximize Your Focus, Exponentially Grow Your Income with Sisu Founder Brian Charlesworth Biggest Takeaways: • Sisu Founder Brian Charlesworth spoke about his transition to real estate & what compelled him to develop the app. • What role does Sisu play in helping people focus on right things? • Learn what Brian discovered in his interaction with the agents & the exponential business growth agent experience when using the app to consistently focus on the right activities. If you are a Real Estate Agent who greatly values accountability & appreciates the importance of real time tracking, then you must thank Sisu’s founder, Brian Charlesworth. Brian started his career in the telecommunications industry & when his investment firm was sold, he decided to jump into real estate to help his partner grow her business. During Brian’s first months in real estate, he hired a coach to learn fast. As he got more and more involved in the real estate industry, he saw the lack of system or models for agents to focus on the right things & track their activity, thus Sisu was born. Sisu provides the Sisu Team platform; optimally designed for brokerage teams, but it is in use in non-team brokerages. Sisu Team includes a Sisu mobile application (available in Apple’s Apps Store and the Google Play store) that provides mobile reporting to the Sisu Team desktop platform. Sisu’s team helped agents focus on the right things. They are proud of the fact that some agents have been fearful to use the platform at first because it drives accountability, but, after a month or 2 of using the Sisu Team platform, they have seen dramatic improvement with their results. According to him, it's really making the right number of contacts every day, which will have a domino effect on the # of appointments a month, signed listing/buyer agreements, & closed contracts. Agents always make an assumption that they are doing more of the activities than they are truly doing until they start very specifically tracking those activities on a daily basis, then there becomes an awareness of how they're spending time in a day. For this, the Sisu Team platform provides agents visual display so they can immediately look at something and know where they stand. Sisu Team’s reporting also helped agents remove the ups & downs in their business & create consistency. With their system, agents can literally predict the kind of business & income that they will have 60-90 days out with huge amount of accuracy. Their tool also helps keep conversation based in reality which allows focus to be more effective. According to Brian, Sisu Team can be successfully adopted by teams if every member is doing it, and the leader is responsible in making sure of this. For the leaders not to fall short of owning this expectation, they must have the discipline of inspecting it consistently over & over again. Accountability is neither good nor bad, it simply is. Accountability is really ownership. Sisu helps demonstrate taking accountability from something that is negative in creating a platform that we can utilize for unde...

https://youtu.be/RPv0bpGX_Hs Highlights: · Nate’s journey to real estate. (7:01) · What triggered Nate to build his own team? (11:30) · What kept Nate from bringing in help sooner? (13:12) · Cameron’s career path. (20:06) · Cameron’s business life before KW. (20:42) · Cameron’s tipping point & actions taken. (22:58) · Current business & team structure. (27:53) · First step in team building, major missteps, & biggest challenges. (30:46) · Resources that helped growth & development as a leader. (33:41) · Why would a talented agent want to be on a team? (42:06) Biggest Takeaways: · Keller Williams top-producing team leaders Nathan (Nate) Poulsen of The Poulsen Team & Cameron Burnside of The Burnside Team talked about team building & working more on the business rather than in the business · Nate & Cameron shared their journey in real estate & how they transitioned from highly productive agents to being team leaders supporting highly productive teams. · Let these two help you figure out your own value proposition! If you are a top performing agent who wants to take your business into the next level, have you ever thought about building your own team? Meet Keller Williams top-producing team owners, Nathan (Nate) Poulsen of The Poulsen Team & Cameron Burnside of The Burnside Team. These two transformed their passion in real estate into a sustainable business by building their own teams. Both started young with Nate running his own computer store at 17, and Cameron getting licensed in senior high. Last year, Nate was closing around 15 transactions a month and doing 90-100 hours a week. That’s when he knew he needed help. When asked why he didn’t get help sooner, he said he was so busy that he did not have enough time to take a step back and reflect about it. Control was also one of the things that factored in his hesitancy. He was a control freak so it was a big issue, but, what he didn’t expect in growing a team is the realization of how awesome it is to help people have the life that they want. Giving back became the most important part of the process for him. Nate also confessed that his biggest challenge in building a team was defining the roles for each member. Unlike Nate, Cameron felt like it took him a long time to rise up in his career. Eventually, with his perseverance & strong drive to make it, he got to a point where he was doing 50 transactions a year. He was doing crazy hours that he knew intuitively it wasn’t the right way & sustainable model to do business. His AHA moment came when Boyd Brown introduced him to The Millionaire Real Estate Agent book. Currently, his team has 4 agents, 130 deals to date, and is over $30M in volume. Unlike before, he now spends more time now working on the business than working in the business. He spends a lot more time figuring how to bring on more talent to the team and how to make everyone move forward. Cameron attributes his growth and development as a leader to the education provided by Keller Williams, like KW Career Visioning & KW Family Reunion. How can you make a talented agent join your team? These two said it’s all about value proposition. It’s important to know what matters to people and where they want to end up, and help them understand that you can be that vehicle to help them get to that place in a much faster way.

https://youtu.be/zvvVopTMCSI Biggest Takeaways: Social media has made thousands of beautiful faces & golden voices immensely popular in such a short amount of time that it makes one ponder, “Do I need to be celebrity material to be noticed in social media? With the huge amount of contents being fed to users every day, how do I make mine stand out & engage the right audience? How does one even start?” With over 40,000 followers in Facebook and their Podcast being one of the Top 5 real estate Podcasts in the US, Rockstar real estate Podcasters Matt Johnson & Greg McDaniel of Real Estate Uncensored and rockstarsocialmediakit.com, have mastered the art of starting conversations in social media, engaging their audience, & turning them into personal & business relationships. Let this duo who has interviewed the best real estate agents & coaches around world show you how it should be done…with a little dash of humor. Real Estate Uncensored’s goal is to be the best sales & marketing training podcast for real estate professionals. Theirs is all about actionable ideas, insights, inspiration around 2 ideas: first is turning real estate career into a life of freedom, and second is becoming a rock star agent in your market, making one a person that your social circle or business acquaintances go to for real estate advice and escalate that into a client relationship. Turning 3 years this coming January, they started as a webinar series. What spring boarded their social media interactions & engagements? Facebook Live. If they would practically coach a real estate agent on how to grow their audience in social media, their advice is to start doing live video immediately. If you’re worried about content to start a conversation, one can go to Neighborhoodscout.com, type in a zip code, and you’ll have micro markets. Click on it and it will give you a description what’s the real estate is doing in the area. To speak out to the community by doing video, go to Realtytimes.com, go to consumer advice section, look at the top 6 tabs, and go pick an article. Take it, read it, and push it in the social media channel. Let people know what you’re doing & come up with a schedule. For your sphere of influence, you can start doing live videos on Facebook and use your phone to do live videos for YouTube simultaneously so you don’t have to redo the content. You can also utilize Patch.com, which is like your hyperlocal digital newspaper for each city in America, if you want to create content and be a reporter in a hyperlocal neighborhood in Facebook group. People have this stigma in mind that when it comes to video media, you have to be polished, you have to be newscaster quality, when in reality, and you have to be the polar opposite so people will flock to you. According to Matt & Greg, you just have to be authentic & get over yourself, put yourself out there, and simply do it. The mistake that you can do in social media right now is getting overwhelmed that you do nothing and taking the pressure to be everywhere. For them, you have to be one place where your audience is and do things that matter in that one place. When it comes to creating & posting new contents, one has to consider his comfort zone. If you’re more comfortable posting only once or twice a day, then do it. Don’t create too much content that it becomes noise. Also, schedule out your postings and market out your time. People will get conditioned to the fact that you are going to be there during your schedule. It is also important to break up your contents into bitesize. Start real conversations with real people, then turn these into relationships. You also need to be entertaining to keep people’s interests and because engaging contents facilitates deeper conversations. For the technical aspect, you don’t have to spend a fortune when starting out but you have to make sure that you have a good audio for your podcast and videos. Your audience should be able to hear you clearl...

https://youtu.be/RAMZzudRhf4 Biggest Takeaways: In life, you’ll come across people whose fierce strength and determination will inspire you to wrestle harder towards your own goals. For me, Ben Kjar has been that inspirational person. Challenged with the rare craniofacial anomaly called Crouzon Syndrome which affects one’s head and face development in early life, Ben had to struggle through several critical medical operations starting at the age of one and again when he was five. His condition also made him a vulnerable target of bullying by other kids which resulted in him questioning his own personal worth. Luckily, his parents did a fantastic job of constantly giving him an affirmation that he is enough and pushed him to live as a victor rather than a victim. They allowed him to find a method of confidence by letting him join different sports of his choice. Wrestling was one of them. Wrestling sparked Ben’s passion, it gave him the confidence of who he is and what he can become. When he entered Centerville Jr. High, he became the very first wrestler to have an undefeated season. His success in wrestling rippled from there where he became a three-time state high school champion and gained him the opportunity to compete for 3 National Titles in college and later narrowly missing an opportunity to represent the USA in the Olympics. For Ben, one is a sum of all the people that he surrounds himself with, and he was able to gain these immense achievements in sport by surrounding himself with pillars who made him dream big and allowed him to visualize his success before it happens. Ben did not stop being an inspiration after wrestling. In 2011, he took a bold and brave step of opening up about his experience with Crouzon Syndrome in front of crowds as huge as 10,000 people and of multi-million dollar companies. He was driven to make an impact on these people by his belief that being great is already an innate attribute that only needs uncovering. Like everyone else, this Superman also struggled with his career despite his past successes. About 3 and a half years ago, he was let go at his job because he simply wasn’t cut out for it. Trying to find his right fit, he got an opportunity to attend a real estate event that reshaped his business aspirations. He invested in an education platform call Renatus, which have communities of investors all over the country. He attended calls that discuss investments every week and earned himself a support group that helped him take his knowledge to the next level. The platform also provided him with great tools such as a deal analyzer which helped him run his numbers. Ben started implementing what he learned and has built a very successful investment and fix & flip business. He made an astonishing $41,000 in his first 6 months and was able to jump from one profitable flip to another. At present, he has already flipped 55 units and has more than 50 rentals all over the country. His new career created a fun and rewarding lifestyle for him and his family and he attributed a great part of it by having the right people on his team and the quality of work that they do. If there’s one great piece of advice that Ben can give to those who are in the same industry, that is to be strategic and to always run your numbers. Ben stressed that one should know his walkaway number and must have pre-designed preferences of the units that he would like well before considering a deal. In deciding whether to keep the property or sell it, he follows his 1% rule on rental. If he can collect a gross monthly rent of 1%, then he keeps it as an investment. He usually finances his deals with either his own funding, some with private money, or others with hard cash. When it comes to Seller’s Financing, it boils down to building a win-win situation according to Ben. One should build a relationship that’s beneficial for all side. It’s also about understanding who you’re dealing with,

https://youtu.be/elKu8H8x1SY Biggest Takeaways: If you missed our Facebook live event on November 16th, below is the conversation with Matt Green and Mike Duley about how he & The Duley Group (Powered by HRG) closed $50 million dollars in volume their first year in business using social media! Do you want to be like Mike? For 13 years, Mike used to sell large retailers for fortune 200 companies before switching to real estate. One of the things that helped him carve a successful path in the real estate business was his experience with large brands, of how they approach the market, and their market strategy of reaching consumers through social media, which he and his team translated to real estate. Mike did not get to be the Director of Growth for Hergenrother Realty Group and the Founder & CEO of The Duley Group which has locations in Arkansas, Omaha, Kansas City, Charlotte, and North Carolina out of pure luck. At the start of his venture in real estate, Mike figured out that social media is the easiest and most cost-effective way to get through to his audience and get this information to a lot of people. He was purposeful in his approach that when he created the social media platforms, he immediately developed it as The Duley group because that wants to achieve for his organization. That vision gravitated people and made them want to be a part of it. One pivotal moment for this group was when they converted a FSBO and sold her home for $700k by posting a video of it on Facebook with 4,000 friends and highlighting it differently. This young mogul shaped his social media strategy by following people with great engagements and tailored fit it to their team. They took note how to effectively use hash tags, made sure they had a great photographer for sharp contents and has someone that will get involve and engage with their audience. Mike also credits his social media strategy and success with the Keller Williams classes and events that he attended and successful agents that came before him. During his first year, he attended around 20 events, listened, and figured out how he can apply what he learned. Some of his great influencer's are Adam, Tim Howell, Cody Gibson, and The Kristan Cole Network. When it comes to social media strategy, he highly recommends listening to Jeff Wood’s podcast who is doing a great job with his 360 marketing plan. Looking at these people, he realized that social media has to work from recruitment standpoint to working with sellers and buyers achieve their goals. According to Mark King, it takes 13 days for someone to forget you’re in real estate, so Mike emphasized that it’s important that they are sharing their story and sharing it the right way. His team realized that people are going to different social media platforms for different reasons and different platforms also call for different contents, which is why all their postings are being done manually by their marketing managers. These marketing managers also use the social media for their 33 touch. They look up their leads’ social media accounts and utilizes mutual friends to build up the warm connection with these leads. Since social media is dynamic, Mike makes sure that they are investing and learning every day. At the early stage of their business, one of the biggest mistakes that they have made is posting sporadically on all their marketing channels. They took a step back, realized their mishap, and started building their own marketing strategy calendar. They also take their email list of clients and potential leads, upload it on Facebook, and market specifically to that group, which brought them higher ROI at a lesser cost. Facebook Live Events are a great way to organically grow and engage with your audience, and this is being used strategically by the Duley team. One great piece of advice that Mike gave was to be very specific on time. One can’t do it anytime and expect the same level of engagement.

https://youtu.be/U_rZW6biw_A Biggest Takeaways: If you missed our Facebook live event on Friday, below is the conversation with Matt Green and Craig Goodliffe about hiring a virtual assistant. Are you ready to leverage your business without breaking the bank? Matt and Craig discuss how to find candidates and build a talent pool from all over the world, how to identify the right assistant and avoid wasting time with the wrong one. Craig explains about some of the challenges he has learned along the way with the different cultures and how he overcame those.

https://youtu.be/YKTdyU5QQ6s Biggest Takeaways: The Financial Peace University class is a nine-lesson money class that teaches step-by-step how to create a budget, pay off debt, spend wisely, and save for the future. The principals that Brett and Juli learned changed their financial future and were live changing. Because of this they are very passionate about this class and have been “paying it forward” teaching others how to change their financial lives as well. Learn how to be in a position where you are not reliant on someone else financially and stop incurring debt in your personal and business lives.

https://www.youtube.com/watch?v=Bip6k8DyjiY If you missed our Facebook live event on yesterday, below is the conversation with Matt Green and Holly Prescott about our upcoming Business by the Book class on October 25th. You can register for this great class at www.kwutah.com. Early bird registration ends on October 13th! If you are looking to gain an edge in the real estate industry Business by the Book is powerful a one-day course that unites the productivity systems of The ONE Thing with the proven models of The Millionaire Real Estate Agent (MREA). Agents will learn both the why and the how of achieving a Millionaire Real Estate business along with actionable tools they can apply the next business day. This class will teach you how to use The ONE Thing and Millionaire Real Estate Agent books as an operations manual by walking you through the key elements instead of reading them as novels. You will also hear about the latest models and systems they are studying in Gary Keller’s Top 100 mastermind group.

https://youtu.be/6rEi3YMQ6Tw Biggest Takeaways: If you missed the Facebook live event Tuesday, here is the conversation with Matt Green & Zach Hartman. Zach is the #1 land broker in the state and had great insight into the market and new homes sales here in Utah. We currently have more starts than closings along the Wasatch front and the time to deliver a new home has risen to over 6 months compared to other parts of the state and is putting upward pressure on home affordability. This is partly due to a wet spring that delayed construction and a tight labor market. Another new trend that we are seeing is that the top long-term builders in the area have scaled back somewhat to better weather a downturn better. That being said there are several new large builders that have entered our market recently to fulfill the gap. Zach does not feel that our market is overheating and heading toward a bubble. At the height of the market before the great recession we were above 16,000 permits and we are set to finish off the year at around 10,000 along the Wasatch front. In years prior were absorbing 14,000 to 15,000 per year and we now have a higher population ready to buy with money in their pockets and continued low interest rates than we did then. Zach went on to explain that we currently do not have the qualified labor, cooperative municipals and the capital willingness to build 16,000 homes currently. Last year Utah County pulled more permits for the first time than Salt Lake County due to affordability, a strong job market and municipals are easier to work with. With the addition of the Mountain View Corridor and Pioneer Crossing it has changed the flow of traffic and has opened up allot of new land to build on for future development and Zach believes that the majority of the new growth will be in the areas of northern Utah County and the southwest part of Salt Lake County. When you look at the Utah Envision map we are basically out of land within next 10 years along this corridor. Some builders are down to a 12 to 18-month supply in some areas before completely selling out and this will impact the affordability of new and existing homes. In a future broadcast, Zach has agreed to come back and do a deep dive into the details of the prison relocation in Salt Lake and the associated developments.

https://youtu.be/c0mlSF0dNtMBiggest Takeaways:Today Matt Green welcomed Ashley Lundgren, Matt Christensen and Tara Horton in a discussion about the 7 weeks of BOLD training that transformed these three agent’s businesses. Watch what they have to say about the powerful mindset exercises, language techniques and lead generation activities that have helped them take their business to the next level.