Super Agents Live- Selling Real Estate

Todays guest is steven ross an expert in persuasion.  Persuasion is one of my favorite topics because everyday in multiple ways we play persuasion games.  According to game theory everything we do is an act of persuasion---we do this at work, at home, with our kids and with our partners.  For most of us---trying to get another to see the world as we see it is the most important thing and that is never truer than in business.  Whether its on our instagram or on facebook we are trying to persuade others to see the world as we see it or the way we want them to see it.  I would make the argument that persuasion is the single most effective thing we can learn to master in order to shape our lives in a way that we are ultimately happy. Persuasion starts with our body---our facial expressions extends to our tonality and pace of speech and ends with the content we are delivering.  Often we get into sales pitches and deliver our pitch perfectly only to walk away with a blank contract-------why?  Effective persuasion is part psychology, part sociology and to be effective we need to understand both game theory and be able to be an illusionist knowing what to reveal and when.  Today I have Steven Ross on the show and if you havent heard our first interview a few years ago I would encourage you to go back and find the episode I think its number 276 we get into doublespeak and subtle words can effectively put people into a more receiving state---we also talk about how to use the power of touch.

Today on the show we bring on Tyler Whitman of the hit show Million Dollar Listing.  We discuss why you need to be a hyper local expert in your market.  We dig into the type of expertise you must develop to differentiate yourself and why differentiation is the difference between winning and going hungry.  

Getting rich is rarely about being the smartest person in the room nor, is it always about taking gigantic risks and betting it all on black.  More often than not, its about being in the right place at the right time and recognizing that the world is shifting beneath your feet.  That's why the "luckiest" entrepreneurs often have a very diverse group of friends and  interests.  Today's guest recognized there was gold laying in plain sight.  

Whether its from government intervention or tech innovation the way realtors have typically made a living are about to change.   Some of the changes that have been proposed are small and relatively unimportant.  A rule that was enacted across the board was that buyers agents could no longer advertise that there services were "free" and that agents could no longer "not" show a property due to the low co-op fee.  Those seem pretty reasonable and were enacted by most MLS's across the nation. At the heart of the REX initiated DOJ antitrust lawsuit that seems to be most confusing is that they are arguing that buyers should pay for their own agents services and the seller should pay for their agent.  This may benefit a company like REX but, it seems like it would create a larger barrier to first time homebuyers and stifle the overall market.  Today we discuss. Please visit our sponsor issuu.com  We all have creative ideas but, how do you take your idea and turn it into a digital asset?  Issuu helps creators, marketers, designers, and really anyone who wants to make content that stands out. Taking our ideas and transforming them into a marketing piece that can be used on all of our social media can be maddening.  This is why large teams have a dedicated marketing person doing nothing but, creating and reformatting content for use on all of our platforms.  Issuu solves all of that in an easy to use make it once and distribute everywhere tool.  Make it once and distribute it everywhere.  You can try it free at issuu.com and if you want premium features like analytics or SEO help to make your content more discoverable you can get 50% off when you go to issuu.com/podcast and use the promo code superagents.  That's I s s u u .om /podcast and use the promo code superagents.

When you are stuck how do you breakout?  What separates the average performer from the super successful?  Dr. Hank Seitz and I discuss these issues along with various other topics including mental mapping and how we all may be cut from the same cloth but, just haven't yet realized it. Our sponsor is issuu.com. Issuu helps creators, marketers, designers, and really anyone who wants to make content that stands out.  Make it once and distribute on all of your platforms.  Go to issuu.com/podcast and use the promo code super agents to get 50% off

Today I talk with Matthew Ferry.  Matthew is a long time and prominent coach to Wall Street folks, Fortune 500 CEOs and he even coaches someone in the royal family but, he doesnt divulge names which I can so very much appreciate.   I bring Matthew on to talk about his brand of goal setting which he calls enlightened goal setting.  Its a term which he has probably coined and I suggest you drop any preconceived notions about what it is and whether it will work for you.   The reason why Matthew coaches people at such a high level is that successful people gain mastery in the basics, time management, goal setting, delegation, etc. but, often its when we reach all or most of our goals in life we become stagnant not knowing how to break through to the next level.  Sometimes we cant even envision a next level and we can feel stuck, stagnant and sometimes having the outward appearance of massive success but, on the inside feel like frauds--I certainly have felt like that at many points in my life and career.  Most of the times I have felt like that its been because money alone has stopped being my primary driver.   Its in those times that I need to stop and find a higher purpose---I need to find something larger than myself to aim toward.  Heres my conversation with matthew Ferry. Download his free workbook here https://matthewferry.com/optin-497351461626468565047

 One thing that has really improved in this industry is technology--technology used to be your CRM now its the ability to send targeted ads to age groups, specific geography or category.   One thing that is going to get better and better is predictive analytics.  All kinds of companies are developing new predictive models.  If companies better predict buying or selling behavior we can get in front of the seller sooner.    Its going to be a while before these things really get sorted out so Im not worried about this in the short term.  I do see a few threats on the horizon and some of these you probably should be aware of.   First--are you familiar with the lawsuit between redfin and the DOJ?  Redfin was suing for more transparency around buyer broker commissions.  Redfin wants to fundamentally remove the ability for buyers agents to work for a buyer and get paid by the seller.  They want buyers to pay their agents directly.  That means that when you take on a new buyer you will have to negotiate your own buyers agent fee upfront.  No more will you help a buyer find a house and get paid by the seller at closings.     While this sort of transparency is always good it will undoubtedly effect commissions in many markets.  Here in San Diego where the average price is 850,000 dollars a buy side commission is roughly 25,000 dollars.  I think a lot of buyers are going to experience sticker shock.  We will have to see what this ends up looking like over the next 18 months but, I think this is a call to action whereby agents particularly ones focusing on buyers that they up their game.  You going to have to up your game and really get clear on what value you add to a transaction.     I might do an episode on that----hit me on twitter if that sounds interesting my handle is @superagentslive

Krista has been a top agent for a very long time.  I ask her what she has learned from coaching top agents as well as, what agents are getting wrong.  I hope you enjoy this as much as I did.

Hey everybody--I hope you are crushing it.  Todays I bring on Gregg Sugerman.  Gregg is a coach that focuses on mindset.  We discuss how to identify your unique competitive advantage.  Where people get stuck in their businesses and lives and how to break out of those barriers.  WE discuss why you should develop your own personal board of directors. And we talk about the things that hold people back from achieving the life of their dreams and why sometimes we are our own worst enemy.   A quick word from our sponsors: If you want to turbo charge your business you absolutely must call myradioexpert.  They are the premiere media company for realtors.  They are experts at identifying and isolating the perfect demographic and theres nobody better at writing copy that moves the needle.  Radio is the one thing that is necessary if you want to dominate your market in listings.  Go to myradioexpert.com and fill out the getting started sheet---they will give you a free 30 minute strategy call and find out if radio is right for you We are brought to you by exp realty.  Im happy to be a part of exp.  I love that they empower every single agent by giving them their own professional website, a crm and virtual transaction management software and on top of all that they offer the best training in the industry.  If you want to know more about exp, their tools or their unique revenue share program send me an email.  If you want to make more money faster I want to talk with you about joining my team at exp realty.. Send me an email to superagentslive@gmail.com

I hope you are killing it at the game of life.  Every week I bring on someone that i think can add something to your business and life.  Its a strange market out there and the people who are winning are the ones that are adding the most perceived value to the market.  Heres a fact---most realtors look and sound the same and because most  realtors look and sound the same consumers see them as a commodity.  Whats the difference between shell gas and arco gas?  Isnt gas just gas?  Or is there something special about the Shell gas---oh yeah---its shell with techron.  I dont buy arco gas----I pay a little more the the Vpower techron gas.   At the end of the day-----maybe gas is just gas---I dont know if Techron is even real but, that hook has hooked me on the Shell brand for years.    Does your business have its own version of Techron?   let me take a step back.  Right now----almost every realtor in America is facing the same issues of inventory----which is really astounding that right now the country as a whole has more buyers than sellers.  In the past We have experienced the opposite.  In the great depression of the 1930s and the great recession of 2008----during those times we had more sellers than buyers.  I dont think we have ever seen a time of more buyers than sellers.   And in a time like this we as realtors lose some of our power---some of our glitter.  Now all of the sudden the seller doesnt need your fancy marketing---he knows he can price higher than the last house sold-----doesnt need to do any repairs and is likely to ask for a reduced commission.  Seriously---why does this seller need you?  What do you bring to the table?  What value do you add to the process?     This is something I ask everyone that I hire and you might not be shocked to hear that most people really havent thought of it.  They never asked themselves what value they add to the deal?  I wonder what your answer might be.     What value do you bring?  It cant be something generic or some kind of commodity.  It needs to be something unique to you.  What is your Techron?  Thats what we are going to talk about today

Hey everyone--- today on the show I have Greg McDaniel.  Greg has run large teams in the bay area and he has a podcast named real estate uncensored.     Ive spent a fair amount of time talking with Greg and I enjoy listening to his ideas on how to build a business.  He has a unique and straight forward approach to listing and selling houses and wanted to have greg on as this economy opens up.     Theres no question that real estate is on the minds of most people in business as its a very direct indicator of a healthy market.  For the last year there has been a large push upward on prices and equity.  By all measures the upward thrust in price appreciation has been largely artificial.  Artificial in the sense that halting foreclosures and evictions has put a stranglehold on inventory.  This stranglehold is set to release very soon and it will be interesting to see what happens.  It may break loose all of the sudden or it may come on gradually.  It really doesnt matter----all that matters is that A)  Its going to break loose in a matter of months and B) that you have positioned yourself to take advantage of the inevitable onslaught once it happens

Hey everybody--today I bring on Michael Reddington.  Michael is the founder of inquisitive and is a forensic interviewer.  If you dont know what that is----I didnt either.  Michael teaches CEOs how to apply investigative interviewing techniques in their roles as leaders in order to reach their vision and exert  influence. Michael says the cognitive processes that drive interrogation suspects to say “I did it”, is the same process that drive customers to say “I’ll buy it” and employees to say “I’ll do it” are all nearly identical. Ive had the chris voss the head of the fbi hostage negotiation unit on this show covering similar topics.  I want to know what strategies or tactics I can use to uncover a prospects hidden needs or desires and I want to know how to get them to say yes.  How do you get them to the edge and then over the edge and into yes.   Before we get to the show I want to tell you about myradioexpert.  Theres one marketing method that all top top producers have in common and that is that they are reaching the right consumers at the right time and there truly is no better way than radio and myradiexpert does it all---they identify the right station with the right demographics.  They negotiation rates and build each client a custom schedule thats within their budget and they write all the copy.  All you have to do is pick up the phone and go on listing appointments.  If you want a listing business----you must do radio. Go to myradioexpert.com or send me a text to 619-301-0823 this may be the thing that changes your business and life.  

This is a wobbly market and our way ahead is still uncertain from an economic perspective.  Wall street is getting a little more nervous  as inflation heats up and the biden administration today has proposed increasing capital gains which will be a forcing function to encourage wealthy people to move cash into tax deferred investment vehicles and there are agencies like the consumer finance bureau that are calling for a continued moratorium on rent and mortgages----all of this points to continued pressure on inventory. If that's the case there will be more qualified agents competing for the same amount of inventory.  How do you get ahead or differentiate yourself?  I brought on the CEO of BombBomb to talk about how what he thinks is the most compelling way to do this. A quick note---I say it all the time---the best way to get listings is to reach them at the point where they intend to sell and the best way to do this is radio advertising.  I love the new stuff you can do with fb advertising and funnel building but, there is nothing better than radio to dump ready to list homeowners than with radio.  If you want to know more goto myradioexpert.com and fill out the getting started sheet.

Let me share a few thoughts before we get to the episode.  one of the things to note about the current climate is the lack of inventory in every metro market in the united states.  I just read that there are now two licensed realtors for each home listed.  Those are unreal numbers and we need to consider the implications of the data.  The average shelf life of an agent is 18 months-----career start to finish a year and a half---those agents that do make it will only sell an average of 8 to 12 sides a year most of them on the buy side.   With super constricted inventory will we see that drop-----maybe the average agent will do 4-6 sides.  If that happens we will most likely see the shelf life shrink to less than a year ----maybe?  Will this give rise to larger teams or more teams in general?  One thing is for certain the middle is shrinking----there will be a divide of those crushing it and the rest just scraping by.     That story is just taking shape.  Will you be one of the crushers or will you get crushed?  The differentiator will be who has the best way to reach the most people at the cheapest cost per person.  For the last 10 years the people that crush it are on radio.  If you want to know more about what radio can do in your market go to myradioexpert.com  fill out the getting started sheet   

Today on the show I bring on a speaker, trainer and author.  We talk about her new book brand clarity.  we talk about what it really means to build a brand.  I get frustrated many times when people speak of branding.  Typically when people speak about branding they are talking about their logo or maybe they are talking about a particular ad campaign.  I particularly hear this when I see someone spend money on some useless form of advertising-----when it doesnt work meaning generate actual calls they will say its for branding.   Todays guest talks about branding as something more fundamental.  She explains how a brand is an authentic representation of your values and concepts.  She explains how to create your brand as well as, how once fully formed will inform all of your messaging---from the way one approaches a market to the type of people one works with.  I particularly resonated with idea that if my brand is authentic to my way of interacting with the world I will attract the type of people I want to work with and the types of deals I most desire.   This was a fantastic conversation---I hope you enjoy it as much as I did.

Before we get to the episode I want to share with you some of the thoughts Ive had on this market.  We spend a lot of time over here thinking about how this market is trending.  We of course want to help our clients skate to where the puck is going rather than doing what it feels like most people are doing which is skating to where the puck is.   Last year was impossible to ever get any sort of handle on the market longer than maybe a 3 month view and thats why the people that ran their business---- just kept on chugging along did really well in their and those that tried to time the market lost a bunch of time and money.  Ill give you an example--there are people changed their business model mid year because they thought or were told to begin prepping for short sales and foreclosures but, in reality we saw just the opposite.  We saw a steady and sharp increase of home equity.     I dont want to get lost on historical analysis but, I do want to briefly share my thoughts on the rest of this year.  In terms of real estate I think 2021 is going to be  somewhat of a mirror image.  The fed has indicated that rates will continue to stay super low.  Theres some concern about inflation and that may effect the 10 year treasuries which mortgage rates are actually based. And by May the Biden administration says there will be enough vaccines for everyone in america. So-- People will be back to work and if the eviction and foreclosure moratoriums work everything is back to normal except that homeowners got a giant boost in wealth from their equity.     If this is the path we still find ourselves in a very constricted market with limited supply of available homes.  So if this is the environment we find ourselves in and we believe this environment will be stable through 2021 what should we do?  How do we begin to shape our marketing?  Our messaging?  As we progress and this environment evolves I will continue to not only give you my thoughts but, you will see how my thinking shapes the conversations I have with my guests.   I will share this one tidbit---this last year has caused a fracturing. Large groups are fractioning into smaller and smaller subsets.  We see that in the LGBTQ arena with an ever expanding list of distinctions.  We see a fracturing in a political sense whereby the far right Qanon types are very far from the moderate republican and the AOC far left doesnt really resemble anything like a moderate democrat like an Obama or clinton.   We also see a fracturing in what is a business and who is an entrepreneur.  Is the lyft or uber driver any less of a entrepreneur than a broker owner?  The answer is no and some of the legislation forcing companies like Uber to offer health and dental insurance and 401k’s further blurs what constitutes an entrepreneur. I think we will see far more people entering the workforce as entrepreneurs.  A lot of people will create micro or side hustles and we will finally see an emergence of the “brand of you”.  Of course this will not happen overnight but, we are on a faster track than ever before.   If you follow my logic and can envision the path which I outlined you will see a need to begin cultivating the long tail of branding--your individual brand.   I can stop right here because the sad fact is once I said branding Ive lost half of you.  Branding is one of those terms often means different things to different people.  I am going to shortcut the term and instead say “expertise” for ths particular conversation.   Each one of us has a unique expertise and its your specific expertise that will make a massive difference in an environment like the one we find ourselves.  As we experience of fracturing of identity, of politics and even economics people will naturally begin to look for businesses that cater to their specific brand of thought.  Once you start to look for this level of distinction you will start to see it everywhere.  I could very easily merge this into a different discussion but, for now I am going to stay focused on business and how you can use these trends to your advantage or at the very least you can know these trends so you dont get eaten alive.   Have you identified your unique expertise?  How are you reaching your people?  What platforms will you use?  What messaging will clearly define you and your approach?   I think over the next few weeks and months we will be exploring  this idea a bit further.     I can tell you that my personal brand has benefited tremendously from this podcast.  I have spun off a few businesses the biggest being our radio and television arm.  This podcast has opened up tons of new relationships and business opportunities that I would never have access without it.  I think every single one of you should start your own podcast.  Its cheap and massively effective.  I would be remiss not to tell you that for years we have had an offering just like this----I just never mention it.  If your interested you can go take a look at viralkast.com viralkast with a K.     In the next year there is certainly going to be a continued arms war with the top teams in the country spending more and more money on things like radio and digital specifically facebook.  It is this distinction that things can get a little blurry.   Without getting too deep into this topic let me briefly point out that advertising on something like the radio falls into the category of direct response advertising.  A 60 second radio spot is a lot like an elevator pitch.  I get to tell you who I am.  What I do and why you should care. Direct response ads are designed to attract sellers.    A facebook post or a sponsored post is more akin to a banner ad.  Largely speaking this falls into the branding category.  This is not to say that you can't blend the two if you're good at video but, I’m speaking in generalities.  In general direct response will target sellers and brand or impression marketing will target buyers. The problem with companies that are buying zillow leads or any kind of buyer lead at all is the fact that buyers are everywhere and having 500 buyers working with you doesn't mean anything if you cant find a house to sell them.     In this kind of environment it becomes increasingly critical to begin investing in the brand of you.  Its common knowledge in virtually every market in the nation that if you list your house for sale it will sell.  In some markets you might get 30 offers in one day in others it might take a week or two but, a decent house wont last long.     Now more than ever we need to be crafting our unique value proposition.  We need to find new and creative ways to get our messaging into the hands of an audience that will resonate.  Will you continue to play follow the leader and copy the people that are selling 100 or 200 houses or will you go out and forge a path that is uniquely your own?     More importantly I want to stress the importance of building out a business plan that is sustainable.  This is most easily done by trying to establish some parity between the amount of listing you have and the amount of buyers you have.  Whenever one side gets too heavy you need to rebalance.  If you have a portfolio of stocks and you built it out with 50% of the companies you own being in technology and the other half in retail.  If at the end of the year you see the technology side inflate to 80% of your portfolio value you need to rebalance.  There are some people that will take a look at last years stocks and say “Im killing it in technology and put all their money into this one sector.  Thats great until its not and often one realizes their error too late.  This is very similar to the team that spends all their money on Zillow leads and now find themselves with a bunch of buyers but, exactly zero houses to sell.  That person would have been much better off if they would have attempted to maintain a 50/50 or a 60/40 listing side business.   Everything in life and business is about proper planning.  All too often I see businesses get themselves into trouble and not realize it until its too late and by the time they realize they need to try a different approach are often too deep and cannot see the forest for the trees.   Ok---I meant this to be a simple intro into an interview podcast but, got carried away a little bit.  As this market changes I want to continue to evolve and adapt and im very much considering doing this podcast a little different than in the past.  Im not sure if I can carve out enough time but, I think I would like to put out a daily podcast.  Some of it will be whats on my mind and some of it might be commentary from sources like inman     Just like in the game of life-----you need to try new things and approach it from new angles if you want new,  different and hopefully better results.  If im willing to try --I hope that you will join me in reinventing the way you approach this new and wonderful world that is finally opening up. Talk with you next week.

Hey everybody---My guest today is charles mylinsky--- charles was part of the original team that started jet.com and later sold to walmart for 3.3billion.  He is now  the chief product officer at OJO Labs.    I recently talked with Chris heller and found out that he joined ojolabs. Why would top talent like these two guys join a chatbot company?    I am always compelled to look deeper when I see something that looks interesting OJO labs started in 2015 and to date has raised 134M in venture capital.  How does a chatbot raise 134M dollars and capture top tier talent?  The simple answer is ---it doesnt---- not unless you have much bigger plans.    with the recent news that zillow recently announced they were buying showingtime for 500M dollars.  Zillow has made it very apparent that they are trying to be the bridge between an agent and a consumer. Looking a little deeper i found that OJO has a strategic partnership with wolfnet technologies which has 100Million property profiles similar to the size of zillow property database. They  acquired Movoto  which is a top 5 home search portal with about 20M unique visitors a month and coincidentally the the second-largest fully licensed online real estate brokerage in the US and realsaavy which is  a web development shop with a unique search function. and their whole business seems to rest on two patents around machine learning and distributed networks.  Machine learning or AI------ it needs tons of data for it to work..   Understanding that OJO’s mission to help people make better decisions through the fusion of machine learning and human intelligence?  Which is actually human assisted machine learning where humans are doing a lot of the sorting and matching as the machines  in the network learns.  Put in enough conversations and you hit an inflection point where a machine is conversant.  It can answer many routine and maybe non routine questions in a home sale or purchase. I dont actually know anything about what this company is doing or planning but, all of this seems super interesting.  Imagine You had a search portal with 20M uniques,, a zillow sized property profile database and you own a web development company and the only thing missing is millions of conversations for your AI to become conversant?   Imaging all those pieces together and what is possible is exciting.  I wonder how you might arrange them in order to capture, record and sort millions of conversations. You need an end to end marketplace---ebay, airbnb, etc.  The thing with marketplaces is that they are incredibly difficult to build---the good news is that if you can build it they are indestructible as long as both the buyer and seller are capturing value. The foundation of a marketplace is trust and the sad piece of truth about this industry is that there is too much agent turnover for most consumers to distinguish between a good agent or a bad agent. Good information or bad information. If agents would like to get qualified consumer leads it makes sense that the consumer would want a qualified agent lead--- could a personalized and customized technology solve both sides of the equation.  OK--enough of my rambling

Hey everybody whats happening-=--I hope you are crushing it as this new year begins.   The last few weeks I brought on some coaches---Im always interested in hearing what different coaches are advocating.  The last person  in this lineup was Bob Corcoran--If you dont know bob he is the guy behind the guy.  At the next conference you go to---- If you see a person on stage getting an award for doing 100M or 200M in production there is a good chance they are either coaching with bob or have been in the past.   I am releasing a conversation I recently had with bob------it was just him and I talking. This is not really an interview its just two guys talking about life and business and because of that we both get personal---I edited out some of them and stopped the recording at other times--heads up you might hear some of the editing.   I hope you can take something away from this.

Last week we heard from a coach that focuses on helping people break down small barriers that have large scale effects.  Today we are going to hear from a team owner--his name is aaron rian   Aaron has a very successful sales focused business.  I wanted to find out from him how he coaches his agents and how he gets his agents to become top producers.  I wont give anything away here except to share that he focuses on an agents built in talents and already developed sense of direction and discipline.  As you listen to this I would encourage you to ask yourself how you would perform in a very sales focused environment.     If I ask 100 agents what their biggest challenge is 90 of them would say that if they just had enough good leads they would be making a million dollars.  That may be true from some of us but, the reality is that most people just havent developed the sales skills necessary to be an actual closer.  Im talking alec baldwin “coffee is for closers” level.  I hope you enjoy my conversation with aaron

Sometimes you can't see the one thing that is holding you back or sabotaging your dreams. Today's guest shares how she helps people find a path to reach their goals in a way that is most authentic to themselves.

Today on the show I brought on a guy with a team of 3 did 100M in production last year. Obviously, the only way to do that level of production is when your selling luxury.  Selling luxury is not only ridiculously lucrative it's sexy---for a lot of people this is why they get into real estate. That's why so many shows like selling sunset are so popular.  The biggest barrier to entry is the lack of access to the actual people that can buy a 10+ million-dollar house.   Today's guest shares a lot of nuggets when it comes to building a luxury brand, meeting the right kind of people, and the type of skillset needed to pull down 8 figure deals.  I hope you enjoy this episode as much as I  did when I recorded it.   Whether you want to move into luxury or just want to sell more houses you need to look at myradioexpert.com  Let me share with you a few things.  One--in almost every metro market in the US radio has a much bigger reach than something like Facebook.  Two-- this pandemic has radically shifted consumer listening habits--whether its been the election or the pandemic people are streaming local stations more than ever.  The leader hands down in helping agents grow their business on radio is myradioexpert.com.  These guys create a custom advertising campaign for each client--there's nobody that does it better.  Go to myradioexpert.com fill out the getting started sheet or give me a call at 619310823

Hey everybody--I hope you are doing well wherever you ---- last week I shared a little of what my end of year planning outline looks like.  If you havent heard that episode----that is something that you might want to consider.  Today---I was thinking of covering some of the areas that you should consider adding to your plan right now.  One thing I wanted to cover is something I am watching closely is the eviction moratoriums---right now the eviction moratorium is scheduled to sunset on december 31, 2020 according to the wall street journal in January there are between 2.4 and 5 million households at risk and more in the following months.  While this is a very sad and I wish that no one ever has to be forcefully removed from their home----the fact is there are going to be a lot of rentals hit the market I think this poses an extraordinary opportunity for a lot of people.   In my preparation for how to best position oneself to capture this opportunity I thought it would be most helpful to the audience to talk with you about cutting costs as we move into an uncertain economy and how to best place yourself to capitalize on opportunity as they appear.     When looking at your business planning for the year you really should start off with reviewing your brokerage.  If you are thinking about making a change or just entering the industry.  I want to share with you some things you may want to keep in mind.   First--let me say that if you are considering making a change---right now is the time to do it.  Heres why:     1) You probably have less of a pending transaction "pipeline".   Most buyers and sellers wait until after the holidays. If you make a change, there's less chance any unethical corporate document skimmer will try to screw you out of commissions.   But, hey your broker is most certainly ethical, that's why you chose them to begin with right?  Yeah--most brokers are very ethical but, there are plenty of corporate clowns that will hold money back in the hope that you wont pursue them in small claims court   Too often sales people that are headed out the door are nickeled and dimed others lose client relationships and that adds up to tens of thousands of dollars over and agents career.   If you do have clients under contract---many of those expire during the holidays and if your client happens to cancel while  your in the middle of a broker change well uh--everybody wins --I think.  It will at least make your job change easier.   Choosing a broker is much more than just looking at the office or the splits.  You really should be asking yourself what broker is going to spend the most effort in helping you grow your business.  The fact is most brokers are just big recruiters they are not incented to help you grow. Most brokers will hire  you sight unseen even though, they will tell you that they only accept 1 out of 10 agents.  They hire almost anybody because they are not going to give you anything otherwise known as leads.    I want to credit inman writer missy yost that came up with some of the questions and content I am going to share.   When looking at brokerage you need to decide whether to join a team or build your business on your own.  There are many pros and cons of joining a team and in my mind a lot of people join teams mainly because they are either nervous about their ability to generate leads and they are nervous about setting out on a desolate landscape on their own.  In short--they are nervous about becoming an entrepreneur.   Before you jump ship on your current broker or blindly join a team here are some questions you should consider.       Does your brokerage offer agent support, and if so, to what extent?     The amount of support an agent receives will be one of the most significant differences in brokerages and brands.   Some are geared more toward the self-sufficient agent, while others will do everything for you.     If you want an admin person to enter listings into the MLS, prepare e-blasts, postcards, and other marketing materials, choose a brokerage that provides that type of support. However, you should know that very very few brokers are any good at marketing so if a broker tells you they will send out email blasts, postcards or anything else for you ---ask them to see the last thing they sent out and then ask them to see the response rates.  That will give you some kind of idea of what they are really doing.   If you are like me and are OK doing this yourself, this type of support will not matter.   In general, the more support a brokerage offers, the higher the fees might be for you.   The second question to ask is:   What do you do to retain your agents?   When a brokerage focuses more on recruiting than retention, it's a red flag.   Good brokerages will spend as much time on the retention of good agents as they do on recruiting. The broker should have a clear answer regarding incentive programs geared toward agent retention.   Do you encourage your agents to come into the office to work?   Working from home or at the office is vital to many agents.   If you work better around others than you do in a home office alone, then desk space and a busy office are essential for your success.   Some offices are quiet, while others are full of energy. Pay attention to the vibe, and choose a brokerage that fits your work style best.   Question # 4. What are you doing to incorporate new technology into your real estate brokerage?   Old school brokerages that rely mostly on old school methods such as door-knocking and calling FSBOs and expired listings are fading, while brokerages that encourage video, social media and iBuying tools are becoming more relevant.    Make sure the brokerage you choose embraces new technology.  In this environment its critical that your broker has all the tools for you to run your book of business virtually, that they understand social media and how to use things like facebook ads or google PPC.   It’s OK if it teaches a mix of old- and new-school methods to agents. It’s not OK if it’s ignoring new methods of prospecting.   Does your brokerage encourage teams?   The trend in real estate has been moving more toward teams and less toward the individual agent.   However, brokerages embrace teams differently. Some look at them as a group of agents that share commission and responsibilities based on their separate agreements with the brokerage.      Others allow the team leader to set commission and all other requirements for their team members. In this case, the brokerage pays the team (usually a business entity), and the team pays the team members.   As a new agent, being part of a team gives a sense of belonging, and though commission might be less, you make up for it in volume.    If you are thinking about being part of a team, interview multiple teams before deciding which one to join.   What fees do you charge your agents, and which ones are optional?   Some brokerages have high monthly fees, and others have no fees at all.   Ask about mandatory fees, what they cover, and what fees and offerings are optional.   If you don’t need a desk, you don’t want to pay for one. You’ll want a brokerage that, at minimum, offers a website, lead capture, and customer relationship management (CRM).   What are your commission tiers, and do you have a cap?   Too many agents get wrapped up in their commission split. If you’re not selling, your split doesn’t matter, so choose a brokerage that fits your needs first, and then consider commissions.    Companies that have a cap will give you a 100% commission once you meet your annual cap. Other companies will increase the commission as you meet specific sales levels.   Your commission will not reset at these companies every year, but it might decrease if your annual volume falls below your previous year’s volume.   Do you have franchise fees?   If you choose a brokerage with franchise fees, you will always give a portion of your gross commission toward these fees. The more you make, the more you’ll give.    Franchise fees are usually up to 8% of your gross commission. and that can add up over time.   One thing is very clear pandemic or no the business of selling real estate is changing and they are a lot of very deep pocketed companies that want to disintermediate the agent---there is simply too much money. Tom Ferry once told me that real estate and all its accompanying parts accounts for 20% of the nations GDP.  The takeaway from this is that we must stay ahead of tech focused companies that want to automate most of the home selling and buying process.   You can look at some of the moves zillow has recently made.  You can look at the rise of ibuyers and the tremendous amount of money that has been raised.  You can look at new companies like OJO that just closed a 134Million dollar D round---these guys are buying up small portals like digs and movoto and are rapidly developing AI to ask, answer and deliver an end to end solution through technology.   If you want to thrive in this environment you must develop a fully defensible unique value proposition or you will be soon obsolete.   Right now more than ever we need to make sure that your broker is not doing the same things in the same ways as every other brokerage---it is truly innovate or die on the vine.  I dont know about you but, I dont want to look like that old travel agent that still sits at his desk with picture of hawaii up on the wall hoping that someone will walk in and ask how much a plane ticket is.   I want to be ahead of the game and I hope that you do as well.  I will leave you with this--if you have questions about what broker is best suited to you or you want some help in crafting next years strategy I am here to help. Send me a text--my direct line is 6193010823 or you can send an email to superagentslive@gmail.com  Until then---I hope you are safe and I hope you can still dream big dreams.  I cant wait to hear what you want to achieve.   See you

Whenever December rolls around I am always obsessing with future casting of what I want to accomplish for next year and this year is no different---typically  I will look back at my last 12 months and take note of what worked well for me and what things didn't go so well and then course correct.  Hopefully, I can see what I need to double down on and what I need to let go. Sometimes I double down on losses----If I had bad year trading stocks I will double up my positions and dig in to not only reverse my losses but, turn them into blockbuster returns---I always end up losing more because I start making bad bets. Sometimes I find something that has worked well and think that I am so good at that nowadays that I don't have to focus on it any more-----I always end up replacing a good habit with a bad habit, I can do an hour on goal setting but, I'm not-however I do want to take a few minutes and talk with you about the framework that I have found to be most effective to not only set goals but, to actually achieve them.  The first 2 things that I consider is what pillars in my life do I really want to change?  For me---in some years financial is my primary goal and to be honest, that has been my primary driver for most of my life but, in those years that I only focused on my financial pillar-----I started to see an eroding in other areas of my life----for me invariably---as my financial pillar grew my health pillar started to lose height.  I spent more time engaged in work I don't have time to work out or eat right.   There is always a push-pull in life---because we all have the same amount of time we all experience a pushing forward and simultaneous pulling back.  I am not going to cover how to hack the system and how leverage can change all this----I just want to provide you my framework to design my life.   I focus on 5 pillars---they are  in no particular order: Financial Health Relationships Education’Growth Spiritual   Those are the 5 areas that I focus on and I think most people will agree that reasonable buckets to focus on-----the problem engineering your life is not just knowing that these are the 5 buckets that you should focus on but, more of a question of how to focus on them.  It doesn't work if you just start listing your dreams.  I want to make a million dollars or worse I want to achieve financial freedom.  My health goal is to be at 10% bodyfat or whatever your ideal is.   Bullet pointing your life's ideals is great but, don't confuse that with actual year-end planning. I keep it super simple----I look at each pillar in turn and rank them from 1 disaster to 10 which is off the charts. If for example, my financial pillar is at a 7 and my health is at a 2 I probably need to really consider rebalancing how I spend my time.   If my relationships with my friends and family is a 3 my education/growth is an 8---- you probably need to think about going to some relationship seminars.  I'm bringing this up because I went through most of my life thinking that my financial pillar will solve all the others----if my finances we a 9 and my health a 2--no problem---I hire the best people and buy the best training and voila---im fixed.  That tactic works for a time but, thats not something that a person can sustain for more than a few years.  Mainly because the peaks get higher and the troughs get lower.  Its a much better strategy to focus on solid 7’s and no----you can't average them.  You must look at them pillar by pillar.   The last thing I am going to say about this is that when you look at these pillars you should only focus on a maximum of adding 3 things to each pillar and subtracting 3 things from each pillar.   The methodology around limiting the number of changes you make in each pillar is that it provides a backstop around someone trying to change everything all at once.  The process of improvement is largely incremental----there are times in life where we can achieve move the ball way down the field----but, those outlier events can rarely be engineered year over year---   You should build your business much like a stock or startup portfolio---you want to spend the bulk of your time just trying to get base hits------although; we all need to have a few moonshots in play.     Im not going to get into the specifics of what that looks like during this episode although I will leave you with this-----planning for this year is going to be very different in years past for the reason that we have some very large structural things right in front of us---covid, an administration change, mistrust in our institutions and a very uncertain economy.  These are times where fortunes are made and lost--the people and teams that win are the ones that stayed flexible enough to adapt to fast-moving change but, built-in enough structure to keep getting on base. If you need some help crafting your next year's strategy or just want someone to add finishing touches-----give me a call I would love to see if I can help.  My direct line is 6193010823 

More listings, more money, better life   We are closing in on a new year and hopefully all of you are planning out your goals for next year.  I dont usually get into end of year planning but, this is such a weird year that I felt like I should address this topic.     One of the reasons I felt like this was important is that unlike in other years is that everything has been changing so fast.  I know thats how it feels---everything is so different than it was last november.  When I say things are so different now Im not necessarily talking about politically or even economically even though areas are massively different than a year ago.  Im talking about the differences in how we live--how we work --fundamentally how we spend our time and attention.  And all this matters to a very large degree as we think about how we will attempt to reach more people and convert those people into listing their houses with you.   Let me ask the question - what are you going to do this year that will propel you forward?  When i meet with teams and we decide on a 12 month business plan I usually take time and make sure that we are addressing the appropriate areas--some of this is getting the culture right--meaning that the culture is in alignment with where the team is headed.  Many times  in newer or smaller teams there simply is no unifying culture.  Once we address the soft portions of a team or business I like to get into the nuts and bolts.  I want to know how they retain existing clients and making them brand ambassadors when they are at work or at play.  How do they get new clients?  Where will they get new clients?   Im gonna do a quick and dirty rundown of some of the things i am telling my clients to be mindful   The first area I always encourage clients to look at is their sphere of influence and your database.  Everyone thinks they are in touch with their sphere until they find out their good friend just listed with someone else.  SOI and database at first seem like one pillar but, i find it helpful to separate the two.  On your sphere in this time of constrained supply sellers have a ton of choices so you need to be extra vigilant that everyone in your sphere knows what you do and why your the best at it.  The same thing for your database but, the connection you have with your soi and your database is often different---the connection you have with your database is more tenuous than your sphere but, the goal is the same.  For everyone in your database you need to stay very much in front of them right now.  They need to know that your a realtor and that you can help them. The question is can you really help them?  What is your unique value proposition?  Why will your soi and database put you at the top of all the other agents they know?    When is the last time you spoke or texted to everyone in your phone?  Whens the last time you sent out handwritten notes?  Im not going to cover all the stuff you can do to get closer to your soi or database i just want to remind you that the lifeblood of your business are the people you know.   And If you dont know that many people you need to go out and meet them---more than that you need to go out and help someone and then help someone else---sooner or later you will have a whole bunch of people that will be singing your praises.  Whats that zig ziglar line?  Help enough people get what they want and you will get what you want.  I think thats true. What if your in the right now game? I need a deal right now because---I need to pay my rent or I need to feed my kids or whatever--I totally understand. If you need a listing right now lets talk about what you can do right now.  The first thing is this---do you really need a listing right now because if thats true I would ask you how did door knocking go yesterday?  Maybe you think you need a deal right now but, that door knocking thing---well thats not my thing and hey arent we battling covid?  For the person that says they need a deal but, are not willing to go out and do whatever it takes to go out and get it--------I would suggest that sort of person either doesnt actually need a new listing and that they should probably find another way to make a living.  This is not a hard business but, it can be hard on our egos----we want people to come to us---we want to put our 800 dollar boots up on the desk and have people come so that we can dispense all our knowledge.  Thats a great idea and maybe you will get there one day but, for the 99% of the rest of us we need to put in the hard work.   For those of us that want to look at our other options lets spend a few minutes chatting about this.  Assuming we have gone thru our database and our sphere we can start to look outside the places closest to us.  I was going to drop into some of the online and offline strategies for gaining new clients but, Im going to take a step back into talking about your sphere of influence.  Let me share why I think this is really important right now.   As i said earlier this country is as divided as its ever been and we are all on the lookout for fake or biased news.  I can look at cnn and all i see is that covid is killing the whole world and then I pop over into foxnews and Im seeing riots and unrest and I dont fully believe either narrative.  I think thats true for everyone and when we are not sure we can trust what we are seeing online, on television or on the radio we turn to the people we trust most.  Those people around us---if I trust suzy and suzy trusts toby----i trust toby.   This is why your sphere is so important and in this timeframe it is more important than ever.  OK--I hope you will indulge me a bit here if you think you know the story.   When I coach newer agents----they tell me they dont have a sphere or that its very small--that might be true in some cases but, the fact of the matter is that a lot of people have a giant aversion to “selling” their friends.  Man--if you think that----you are not gonna last.  We can provide value to our sphere-----those other coaches that tell you to use magic scripts to talk with your friends are wrong----I would say your intuition is correct when you think that you are going to burn relationships trying to use scripts on your sphere.  Your friends know what you talk like and when you start sounding inauthentic---your dead.  You shouldnt use scripts or rely on crazy things like “33” times to start scoring referrals from your sphere.  Whatever you do---be super authentic with what you say and how you say it.  Your friends will know.  I mention being authentic because our next step is to write down a ton of names.  So--if your taking notes---grab a pad and pen.  I suggest you open up a spreadsheet--it will help us move names around later.   Right now this is just a brain dump----as you write names down dont start making judgements about who should or should not be on the list----everyone should be on the list.   Past coworkers (even if your last job was waiting tables) Your friends (yes, even the high school pals you haven’t seen in 20 years) Your spouse’s or partner’s coworkers Your spouse’s or partner’s friends Your kids’ friends or their parents (depending on age) Your kids’ teachers and school workers Your extended family Your neighbors Friends and acquaintances from any social groups such as Neighborhood Association, Rotary, PTA, etc. Anyone you interact with regularly (even if that just means once every couple of months), for example: your hair stylist, accountant, doctor, dentist, even your bank teller. Don’t get sidetracked thinking about what you’re going to say when you reach out, or why you really don’t know this person that well, etc. The first step is to just get the names down on paper—and at this point, it’s absolutely crucial you don’t undervalue or overthink a single candidate for your list.   Now that we have all the names we can color coordinate to heat zones or levels of influence or levels of connection.  Think of this like a dart board---the center or bullseye is our hot zone.  The people in our hot zone is our immediate family, our close friends and daily/weekly  contacts.  The next circle is our warm ring this would include nearby family, social friends, church members, business associates.  Then you have your outer ring--distant family, neighbors and casual acquaintances.  Outside of your outer ring is everyone in the world you havent met---people you dont know---this is guy in the car next to you at a stop light.  These are cold contacts.  These are the people that you target when you buy facebook ads, radio ads or grab a billboard.   Once you have all the names written down and segmented all your connections into hot, warm, and outer rings. You need to reach out to them in a way that is authentic to you as well as the level of connection.  For a lot of your list it would be really strange to call up and announce the topic of the call is business.  For a lot of people just getting  a call from you might be out of character---if you chat with them on facebook---reach out to them on facebook.  Talk with them on the platform and way you normally talk with them and try to engage them in different methods---if you normally chat with them on whatsapp ask them for their email so you can send them an article.  Slowly try and close the gap between you and them---talking with someone in person is always better than texting them   Reaching out with a question like “is this the year your going to buy a house”? Or something like that is terrible; instead reach out and share with them a recent win, a funny story or a new aha about the market.  Can you do this for everyone on your list?    Remember, this is not a sales call----your sharing something personal which might just happen to coincide with your career as a realtor.   Let me insert here a pro marketing tip:  once everyone in your sphere clearly knows that you sell real estate we now need to cement this idea or craft a brand around  this notion.  Your sphere trusts you as a person now we need to get them to trust you as an expert.  This is where we can leverage social media to show our wins.  This is where we become an active member in the community--pta or neighborhood whatever.  This is where you need to  start to buying traditional and digital media.  This is a tool like radio goes crazy---once your sphere hears you on radio being endorsed by some bigwig the game changes.  Now your no longer the guy i used to wait tables with but, now your the real estate expert.  Your ideas and opinions carry weight.  I have to jump in here---if your looking to up your game whether thats buying radio or just buying facebook ads send me a text.  This is where my 10,000 hours lay.  I would love to see if it can help my cell is 619-301-0823   OK---this is where i start to diverge and go into marketing or I get more granular on specifically how to not only make all these calls and send all these emails but, how to keep track of them ie having a crm.   Hey---wait a second---let me ask you guys---do you have a crm?  If  not--why?  And if you say that you have “access” to your broker or team leads crm I would strongly encourage you to have your own crm no matter what.  If you follow some of the suggestions already laid out you will be on track to creating your own referral machine. And thats exactly what Im talking about---the great brian buffini built a whole empire using the exact outline above.  I dont know about you but, if I am going to set out to build a referral machine I would want to own the machine--which is your database.    If you dont have your own crm because of the cost consider joining a broker like exp that gives you a ton of these tools---they give you a professional website that is completely your own and your own crm---it comes when you join.  If your not familiar with the pros and cons of using your brokers tools Im happy to have a quick 1 on 1 chat with you about what someone like exp offers. You can still text me at 6193010823 and just let me know what you want to talk about.   OK--maybe next week we can get further into year end planning or if you guys have a topic send me an email to superagentslive@gmail.com and if you like the show please go to itunes or wherever you get your podcasts and give us an honest rating anbd review it helps other people find the show.

mastering marketing and the power of radio advertising in real estate and doubling your income with your sphere of influence (SOI)

If you want to sell 5M dollar houses--you need to know the kind of person that can afford a 5 or 10M dollar house.  If your rolodex doesnt have at least a few 10Million dollar people your gonna have a difficult time listing big dollar properties. Todays guest shares what he knows about centimillionaires; people that are worth at least 100 million dollars. If you want to double your income next year this is the episode you need to listen at least a few times.

Hey everybody--I hope that everything is going well for you right now---ok--todays guest is a guy that started out as a regular old real estate agent and leveraged the skills he learned as an agent and ended up being tapped to lead keller williams as ceo--my guest is none other than chris heller   I wanted to know how he engineers opportunity in his career and life and we get into a very honest conversation about the traits of success as well as, what he see for real estate in the future --in this conversation we get into how AI will impact the way we search for homes in the near future. Theres no question that real estate is one of the only bright lights during these very difficult times and if you want to grow your business into something that is predictable and repeatable you need to be advertising on the radio--not on google or facebook---good oldfashioned radio--it worked for chris heller and it will work for you.  The leader in radio for real estate agents is myradioexpert.  They will find the right station---negotiate a schedule and rates --and they will get you rates you simply cannot do yourself------they even write copy-----if you want to level up---sendme an email to superagentlsiv@gmail.com or go to myradioexpert.com and fill out he getting started sheet.

Today's guest is a tech entrepreneur that is trying to grow a discount brokerage marketplace---T---the reason I brought him on and grilled him about what he's doing to grow his brand is that I wanted to show regular agents that don't have a clear methodology about how to grow sales or how to market the stark differences between what they are doing and what someone with a very clear vision is doing. More importantly than the tactics being deployed is the clear reasoning and thought process that goes into building a company.  During this interview, I asked this guest all sorts of questions about all sorts of topics and he always had a clear and concise answer at least to how he attempts to approach a subject-- One thing that became very clear to me during this interview is that one of the reasons his company is succeeding is because most agents are failing.  They are failing to market themselves and their unique skills to the market.  In reality this is why zillow can charge so much money for the leads they produce-----------its not that zillow leads are even that good; its that agents will opt to pay someone else instead of learning to market their businesses.   Before we get to the episode----if you need some marketing help or help in planning out the coming year or just want to get unstuck----give me a call I have helped hundreds of agents double their businesses and create the life they want.  If your serious about building your business you should consider joining my inner circle. Ive designed my inner circle coaching program to help you get unstuck and get you to the next level.  My direct line is 619-301-0823 that 6193010823 now----lets get to this fantastic episode.

  In this fast moving environment none of us really know who is ready to sell or buy a house--I cant tell you how many times agents will email me with a story about how one of their close friends used another agent or how the person you see everyday at the gym used someone else.   If youve been around long enough this has happened to you--the reason I think its important is that too often people assume that 1) other people know what you do and trust you to do the job and 2) everyone is one interaction away from signing a contract.  I often hear people say “that neighborhood is dominated by X” or I cant break into that group because everyone in that group knows susan and will use her.  I say that is a false notion -- a limiting belief that is holding you back.   I hope that today you will learn why you might want to start incorporating youtube ads in your quiver.  We talk about how to buy ads, when you actually get charged for an ad and how to target your ideal type of person or demographic.   I just realized that many of you might not understand how an online ad running in the background fits into your sales funnel.  You might not even have one  or a real one.   Just the basics---your sales funnel looks just like a funnel---you have a big opening at the top where all kinds of stuff comes in and you finally have a smaller opening at the bottom where sales or dollars actually falls out.  At the top of your funnel you should have a mix of inputs---some of them totally offline like calling your database--that is an offline lead generation input.  You might have radio, television, postcards or some other mailer--that is another type of offline lead generation inputs.  Most of the offline inputs i described above are primarily used to locate sellers --generally.  Your sales funnel should also have top line inputs that are online and can run in the background and can be easily and quickly changed, altered or stopped.  This is where facebook ads, youtube ads or google PPC come into play.  These are cheap inputs that yield large amounts of low quality leads.  For those of you who will take exception to me saying online leads are low quality-----I am calling them low quality because they generally have a low level of intent--they often are more curious that ready to pull the trigger but, this type of always running in the background strategy can be extremely effective when we target the prospects in your database.  The people who have met you but, dont know you well or those people that might know you relatively well but, arent familiar with your level of expertise.  This might be someone you know from your childs school or that guy or girl you know at the gym.  Facebook ads, youtube ads and generally online methods can be very effective at converting prospects that have lower levels of connection with you.  So----hopefully you have an understanding of what your funnel might look like-----lets get to the episode  

persuasion and understanding personality profiles sales in real estate

Needless to say this is a crazy market--- the stock market is back into the 29000 territory---millions of people out of work--record low rates and there are almost no houses out there to sell---inventory is super low---------for a lot of people listening they would like to take advantage of market dynamics and many of us will but, for the vast majority of people---they will not take advantage of either the market or their skills for one reason.  The reason people will not take advantage of the opportunities in front of them is that we all have limiting beliefs--for one person it might take the form of “I dont have money”, I dont have the right experience or connections or it might sound like “im too old” or “Im not good with technology” or whatever-----This “reason” will take many forms but, as I coach entrepreneurs of all stripes, ages, income and ability----we all have some sort of limiting beliefs that hold us back.

just a quick note---lately I have been kind of moving away from trying to uncover tactics or strategies to grow or just start in some of cases---lately Ive been more interested in where people are seeing opportunity and what they are doing to try and exploit that area of opportunity. Todays guest is someone that used his grit  dug in and did the work and is now reaping the rewards.. Once you start listening to this person you will realize that he didnt come from a money background and he started with literally nothing--I think thats important because for many of you that is exactly where you find yourself and for those others that maybe have found success I hope you hearing this guy will give you a little more motivation to make those extra calls or put in that extra hour in the evening--in any case I hope you enjoy it and if you do I hope that you will leave a rating and review on itunes or wherever you get your podcasts

Hey everybody--I hope you are crushing it wherever you are in the world.  Today on the show I bring on one of the premiere marketers in this industry--chris smith of curaytor.   where the low hanging fruit is in the market right now---how his clients are getting more listings and his whole thought process around digital advertising vs traditional media.  I really enjoyed hearing what he has learned after deploying millions in client capital buying digital ads primarily facebook ads.  Hes a very smart guy and a very humble and transparent fellow--I hope you enjoy this episode as much as Ive enjoyed it.   One thing that became very apparent in this interview is the absolute need to migrate toward a virtual business.  If you are going to succeed in the 2020’s you must be able to disentangle your business from a brick and mortar location and the absolute best way to do that is to join exp realty with me.     EXP offers the best splits in the industry--offers the most training and the most comprehensive toolset of any brokerage--you get a customized website, a crm, a virtual transaction management system with lead generation baked right in and with their revenue sharing program agents are making an extra 3k to 5K per month.  If you are interested in learning more and joining me at exp--give me a call right now-6193010823 in this economy there is no time to waste- join me and shift your business and life into top gear. My direct number is 6193010823

OK--today on the show---I have guy that sent me an email a year ago and told me he that I was going to feature him in the future---I responded that's great thinking I get a lot of people telling me that but, this guy has kept in touch and in his first year he did 120M in production.  That is certainly noteworthy but, this goes to show that anyone listening right now can do the same thing---I brought him on to talk about how he did it

Theres so much going on that many of us dont know which way we should be going or what we should be doing. If your just starting to build a business you might be wondering if its ok for you to go out and knock on some doors and let your neighbors know you can help them ---let me assure you it is completely OK----this pandemic coupled with a very uncertain economic outlook has bolstered one to one, face to face interactions and right now might be the best time to capture market share.

Todays episode I brought on a guy that has been through the last 3 economic/real estate downturns and took some hits but, came back huge.  I wanted to know what he thought we should all be doing through this pandemic and economically uncertain times. We talk about where to find opportunities and how to best position yourself to win once this market actually opens up and starts bleeding. This guy gets pretty excited so it was a really fun episode.

Todays episode might be just me  .Im not sure how long this will take me.  I feel the need to share this with everyone listening because it could be just the thing you needed to hear before you launch that new strategy.   I want to talk about where we all might start looking for opportunity in the market.  Today is August 3 2020 and the state of the world is in flux---last week cnbc reported that the coronavirus induced shutdowns have left 47.2% of adult americans jobless although; due to the large scope of the care act we have not seen massive shifts (read foreclosures) The real estate market has so far been relatively unharmed and with record low mortgage rates, a federal eviction moratorium and a lack of supply of houses.  Since I am going to try and make a case here let me take a minute and set the table at least in terms of how Im thinking about this. The administration acted early by passing a relatively generous unemployment package.  During the initial 3 month lockdown everybody that filed for Unemployment got an extra 600 dollars a week and for a lot of low wage workers they made more money than actually going to work.  Couple that with the eviction moratorium and everyone got both some much needed  time off if they didn’t pay their rent or mortgage everyone was very understanding.  These large scale measures had the intended effect and tamped down some of the fear that still lurks in everyones memory banks of the 2008 meltdown.  We saw the stock market take an initial and immediate dive—much more violent that what we saw in 2008 but, in this case due to the sheer size of the cares act----the stock market and its participants saw this as a buying opportunity.  The market fell to 19000 on march 20 and today its back at 26,600 this is largely due to the wealth of the baby boomer generation.  This boomer generation and its wealth is both an area of opportunity that we should explore and as smart consumers and marketers should be aware of the size and scope of this group. To refresh your memories---the boomers were born between 1944 and 1964 so they are currently between 56 and 76 years old. This aging population controls a massive amount of wealth that is essentially locked in two areas----one is real estate and the other is equities (stock market) As an aside----this is one of the reasons why our advertising arm focuses so heavily on terrestrial radio and television over digital.  This boomer generation is largely wealthy and largely conservative and we do particularly well in speaking to them on platforms they trust with language they are comfortable with.  If you want to know more about how radio can target these boomers check out myradioexpert.com OK—back to the episode.  A lot of these people lost almost everything in the great recession and the number 1 thing they learned is that if you hang on too long your gonna get burned.  Most boomers weren’t ready to retire in 2008 and for those that made it through do not want to get burned this time through. Let me reiterate this very true point---this group is aging out---they are focusing on how long they are going to live.  They will no doubt start selling equities (stocks or moving into very consertive portfolios) and start selling real estate and moving into smaller units in the sun belt.  The main thing these older people want to avoid is volatility.  They will prefer non-volatile and liquid assets. At this point we could start talking about how to target this group—what platforms to use and the best messaging but, if we are going to optimize our platforms and messaging lets take a deeper look at this group. The Silver Tsunami is coming and this pandemic and high level of volatility is amplifying the retirement plans of even the most conservative of this group. 78% of this boomer generation owns homes.  According to Zillow for the 10 years  between 2007 and 2017 boomers put about 730,000 homes on the market annually.  As this demographic continues to age out they will put more and more homes on the market jumping to almost a million new units on the market in the following years.  The silver tsunami!  This tsunami is real.  The question we should be asking is if this pandemic and the associated market volatility will increase the rate at which this event would naturally occur---meaning---will this group stay and hold or will they cash in their chips. Sooner or later---all those people that are currently on the unemployed  rolls will run out of benefits.  Sooner or later people will be evicted from their homes and somewhere along that axis there will be increased level of inventories and downward pressure on home prices.  When that happens the volatility hating boomers will run for cover. Why this is something that we all should be seriously considering and baking into our marketing plans (ie don’t be spending all your money on Zillow or facebook like a lot of you are doing right now).  This needs to be considered right now because if the last 4 months are any guide to what the future holds we are in for whiplash as we get closer to this election and who knows what happens after the election   I could keep playing this out as there are multiple pathways—each path probably another 30 minutes each with their own variables. So, Im going to end this here—if you want more of these brain dumps send me an email and if you are looking for help in your business—you just don’t know what to do or are having trouble with getting your business back on track send me an email to superagentslive@gmail.com  Im happy to try and help  See you guys next week.

Todays guest works alone--no team and is doing 176Million a year in production by herself.  I dig in and find out exactly how she transitioned from being an action sports journalist to selling real estate.  We talk about the exact steps she did from how she guerrilla marketed her way into the top echelon of the bay area.  The thing I love about this---is the steps she took are things we all can start right now

Hey everybody--I hope everything is going great for you wherever you are.  I get a lot of emails and I read them all------ive gotten a lot of emails asking  “what should I do right now?” Theres a lot of fear in the market whether thats due to the pandemic-0--the economic fallout from this pandemic and this massive cultural shift.  Theres no wonder theres a lot of fear out there---and fear is infectious--its catchy   Todays guest is a best selling author, coach and national speaker on how to break your old models of thinking and harness your ultimate self.  Im always up for learning how get to my ultimate self.     I have a quick ask-----itunes took down our show on accident a few months ago and we lost all our ratings and reviews----if you like the show--could you please subscribe and leave a rating and review--that would really help the show   Before we get there------We are sponsored by myradioexpert--if you want come list me leads the best way --hands down is radio.  Myradio expert chooses the right station--negotaties rates and schedules leveraging their massive footprint and writes customized spot copy---a professionally built radio campaign can double your business.  If you want to learn more visit my radioexpert.com and fill out the getting started sheet.   Also--exp realty----im proud to be a part of exp---not only is it the only truly virtual brokerage and gives the best splits--it also comes with the best tools a custom site, a crm, transaction management software and lead gen built in-----and nobody has a revenue share program like it in the industry.  I would love to talk with you about joining me and my team.  Send me an email to superagentslive@gmail.com  I would love to know what you are trying to build.   OK---lets get to the show

It is exactly these types cataclysmic events that are not just disruptive but, potentially apocalyptic for how some industries conduct business and what types of information becomes transparent.  These sorts of changes that are immediate and require a 180 degree shift in outlook are both phenomenally destructive to legacy infrastructure and ways of conducting business.  Let me give you my rundown for this pandemic protest economic timeline---in the future ill refer to this as PPE moving forward.     OK---let me try and briefly summarize the events and then get into how you can look at these changes to make a bunch of money.   Here in San diego we have been fully quarantined since  February 14.  This first started as a virus and we as a nation reacted to this as a serious threat to human life.  One by one large metro markets started to shut down business operations to curtail unnecessary human death.  I cant help but, think that the stance on whether to shut down or not to shut down had more to do with politics than with the actual infection or death rates of the virus.   On this note:  I should probably note that China was only seeing something like a 4% death rate which is terrible but, a 4% death rate doesn’t sound very bad when sars and mers the last two pandemics had death rates of 10 and 30%   Either way---- we were all looking at daily death rates and staying home to be on the safe side for a lot of people it started to feel like we were on summer vacation in high school.  While everyone is napping and getting their unemployment checks ---that extra 600 bucks a week and a forebearance on your mortgage started to feel pretty good.  That is until we started to see massive numbers in the unemployed ranks and for a lot of people when they see unemployment numbers like that its very easy to recall the financial crisis of 2008   Im recording this June 9 2020---the question on everyones mind right now is Are these changes to the employed rolls permanent When will these jobs come back Wheres the opportunity for me?  How can I win in this environment?   If your like me you want to talk about C.  Where is the new opportunity?  That’s what Im tyring to figure out.  I would love to heqr your ideas –send me an email.    On A)  The massive and immediate unemployment numbers are due to two basic factors.  The first is that it was mandated that non-essential workers stay home.  Simple cause and effect.  The 2 trillion dollar Cares act in principal was ideally a way to fund businesses to stay open by helping them pay their employees while juicing the actual enemployment payments 600 dollars a week.  A lot of lower paid workers were making more than if they were actually working. Theres lots of money running through the veins of our economy so far so good---whats the problem?  The problem that we all kinda forgot over the last few weeks is that the virus is going to be a problem until we get a vaccine and a typical vaccine can take a decade or more.  The fastest vaccine ever produced is 4 years for the mumps.  The good news is that there are 42 clinical trials underway so we could optimistically see something be developed within a year and we then need to mass produce it and mass distribute it.  For the US government a year sounds ambitious-----Bill Gates and Jeff bezos are throwing in a billion trying to crack this problem.  I have no doubt that private citizens can do this better than our federal government.    If we assume the best case 1 year scenario---that means that we need to develop new ways of working within the bounds of covid 19 and social distancing.  There will be markets like Texas that find themselves inclined to go completely open with no social distancing or a California that will open with timidly.  Before last week I would have been watching the open markets to see if we get outbreaks like we saw in NYC, now im going to be watching the large metro markets with massive and prolonged protesting like Minneapolis , nyc, Miami and los angeles.    If we see large swaths of new covid cases due to either the opening up of markets or recent large population events like protests. I want to note one quick but, crucial thing and that is that one of the main reasons that we went into lockdown and social distancing is that we knew that covid was airborne but, what we didn’t know is the disease Rnaught number.  If you want to look this up just google r not but, the actual spelling is naught like naughty.  An Rnaught number is a diseases infection rates----it can get complicated but, and R0 of 18 says that on average 1 sick person would infect 18 and that 18 would infect another 18 and so on.  With an Rnaught of 18 it would only take 1 sick person to infect roughly 105,000 people on the 4 th row meaning . 1 infects 18 that 18 turn into 324 turns into 5800 which then turns into 105000 people.  This can get pretty scary pretty quick and even now Im not aware that we know the non-social distancing Rvalue of this disease.   As I was writing this Dr fauci was just reported in the new York times as saying that “we are at just the beginning of this”.   I wanted to summarize where we have been and where we are mainly because I feel like a lot of people think this virus is nothing but, a different flu.  Whether it is or it is not----I know the world is not going completely back to normal in the near future   And that gap between our old reality and the new reality is where opportunity lies.  If we try and see between those gaps we can find ways in which we can be of maximum service and create a maximum amount of wealth.    Who was the famous hockey player that said---“I skate to where the puck is going instead of where it is”   This is where we find the winners and losers in the game of getting ahead in life because the margin for error is very small.  In order to make boatloads of cash we need to not only find the right lever to pull but, be able to pull that lever at the right time.   So—I know we this is  a podcast about real estate and we can certainly look at the gap between the old way of selling houses---very high touch and the possible new ways of llisting and selling houses.  We can do that but, sometimes its easier to spot opportunities if we can get a little more elevated viewpoint.    What I mean by that is that if we are going to talk about opportunities and where they lie we must first remove all the contstraints that you normally have.  A lot of people will miss opportunities right in front of them because they often tell themselves why they cant do something.  Most often people will say they cant do something –cant take advantage of an opportunity because they don’t have the resources specifically money   What I will tell you is that if you want to actually see opportunity---you must find a way to remove those constraints in  your mindset.  OK—lets look at a somewhat obvious example of looking at something at a macro view and then trying to extrapolate where opportunity intersects that viewpoint.   Lets look at education in this pandemic protest environment PPE   Education—specifically higher education; lets take a Harvard or Stanford as an example.  If classes cant resume on campus in fall----they must start educating online.  If all classes are online---how can Harvard or Stanford charge 100K a year?  If all classes are online why would entry into Harvard have such a high entry to barrier?  You shouldn’t need a 4.3 gpa and a eillingness to get 300K in debt. Everybody should be able to access an online class for little to no money   These institutions used to say that being on Stanford campus and having access to other really bright and connected people was worth the inflated tuition cost.  With online classes that argument collapses on itself.  One other thing is that if we have harvards library of content online why isnt higher education free or almost free?  That’s for a different discussion but, those questions can give us a glimmer of how we can up our game.   Im not sure exactly how they are going to justify charging 100K a year but, I know that they will  It would be worthwhile to look at how these institutions will change their model.  What can we implement in our businesses to follow these brands.   If we are on this vein it would be instructive to look at fashion.  In what way will the fashion industry cater to the high end and how will they change in addressing the midrange market.  What are they doing that we can implement to make improve our value proposition in  the market?  The reality is that most of you listening right now will not have a clear and present value proposition.  If I honestly asked you what is the real difference between you and the next guy down the block---most of you will make something up on the fly-----and more often than not its something like “Ill work harder than the next guy”  The problem is that you cant exactly quantify that.   I can guarantee that institutions like Harvard will have a very clear and concise answer to what is their value proposition.  So—what is your value proposition?  Don’t be afraid to change and this environment might be demanding we radically change right now.   One thing I have seen in this pandemic is that being locked down has accelerated things that were already coming but, we have been very slow to implement.  This lockdown has amplified the signals that were already in play and we see the world responding to them---we don’t have to look farther than the protests that then turned into riots.  I literally witnessed the san diego la mesa riot------my house is literally 7 minutes away from the little town of la mesa----this is the san diego riot where we saw a chase bank and union bank and a few other businesses literally burnt to the ground.  Again—Im not going to take a political stand here---all im going to say is that the market wanted something different than they were getting.  How can you be a leader in your market or industry to effect some change even if its only in how you operate?   One thing I have witnessed in this pandemic is that our technology is allowing  us to work in a very different way than we ever have in history.  Never in our history we us humans capable of earning a living and not having to live our homes.  Our  legacy systems demanded that we get in our car—go to the office and run our businesses onsite.   It is at this juncture we might be able to look at human behavior and take a more granular look at where we can use this information and find opportunity.  If we just look at the environment from a current pandemic viewpoint.    A few things pop out at us---if we just consider pandemic and real estate its almost self evident that in the near term commercial or large spaces are going to have to find a new way to exist.  Have you been inside a home depot during this pandemic?  The lines are ridiculously long for a store with a giant footprint.  Just to give you an idea---did you  know that the average home depot store is 105K square feet?  To put that in persepective a football field is only 57500 sq feet.  If this covid situation persists large footprint stores will almost definitely need to find a more efficient way of serving its customers.  Is there a giant opportunity here?  Absolutely   So if we now zero in on residential real estate where might we find an angle?  Wheres the opportunity?  If working at home becomes the new standard which I think it will just from a profit and loss viewpoint we will see properties in dense areas become less attractive and larger home spaces with office space will begin to be much more desirable.  In many markets this alone could create hot zones within established municipal areas.  We will also see cities begin to change zoning overlays to match consumer desires—here in California all residential properties could add a 1200 or 1250 granny flat regardless of the size of the primary home.  We will see more of  this ---- this will undoubtedly result in the need for underground fiber and super fast internet access.   OK---so lot of opportunistic areas to think about just in the real estate vertical.  How else m ight we look at this time in the environment and look for opportunity?   We started off dealing with a virus and it has since grown into a protest movement.  Again---I am in no way getting political or social.  Im simply relaying what I see happening in the world and trying to extrapolate that into zones of economic opportunity.  I feel its important to talk about all the factors that are changing the fabric of our economy and social life as we know it.   We locked down because of the virus and as pointed out earlier that gave way to an unintended and  unforeseen economic hit to the global economy.  This economic punch to the gut hit the more unfortunate in our social system.  People like me and hopefully you listening rolled with the punches of this lockdown…I stopped going out as much but, I continued to make money and working.  That is not the case for a lot of people and the second unforeseen and unintended consequence is that people that were being marginalized in our social and economic system started standing up and calling for reform.  The black lives matter movement has been aroud since 2013 when   OK---hold up here---this whole time I promised not to get political and man I really don’t want to but, I absolutely hate people in authority abuse that authority.  I hated it in teachers, I hated it in the kid that always told the teacher on me and I really dislike cops.  As an adult----Ive never really had any runins with the cops but, when I was a kid growing up in my small town---ive been billy clubbed by cops as a 16 year old—I was maced as a 17 year old and ive wanted to get even ever since. So when I see a fat cop doing fat cop stuff like hassling people for the fun of it and only doing because they are wearing a badge I detest those type of people.  I could go on and on about this but, I wont.  I will say that theres no doubt that cops and teachers do bad things and they will get away with it because they can and if they do get caught their unions will protect them.  Im angry about what happened to me as a white boy in central California---I cant imagine being a black guy in Detroit or LA and have to live with this kind of anger their whole life.  I totally understand why people want these legacy systems defunded and rebuilt.  I think we should---I say break the unions----rip away their pensions and start over.    And to bring this back around to looking for opportunity----I think we  could be on the brink of massive change.  We are changing the way we work---we are changing the way we live and we seem to be on the verge of a cultural change and man this change is happening fast.   Ive been writing this all day on June 10, 2020 and just in the last few hours---this is the last few hours there has been a call for the government to rename military bases like fort bragg and fort hood as those names are related to the confederacy.  Nascar has banned the confederate flag from its events and properties.  Amazon blocked the cops from using its facial recognition software and the show Cops was cancelled from being on the air.   We are seeing massive change to the systems that have been in place and the norm for the last 100 years.  Who knows what we will see tomorrow?  It just takes one idea to make you a decamillionaire which is a net worth of 10M or more.  We gotta keep our radar tuned to just start looking for high level patterns that are repeating or areas that must be rebuilt.   I gotta end this or I will keep talking for hours.  Let me end by sharing a few things I think I know for certain.  A lot of us  have put a massive amount of time into our careers.  We have been trying to get ahead based on a relatively stable economic and social platform called the usa.  That system, its rules and how it operates is now shifting below our feet----- I don’t know where we will end up.  I do believe that these events and the short term and long term uncertainty these events have created have given many people a new lens with which to view the world.  Some people will want to tear down legacy systems and others will simply opt out of trying to beat the system—a lot of people are opting for happiness today instead of a potential better life tomorrow.  The people that will demand change are the people that have been left out of full participation in this upwardly mobile society and as we have seen this is not only people of color but, all people 18 years old and up.    The late gen Xers were negatively impacted by the 2001 terror attacks---this is a time when we gave up civil liberty for safety.  We got used to long lines at the airport.   Millennials got dealt a 7/2 hand when the financial crisis of 2008 and the gen z graduating classes of 2018 to probably 2024 will come of age in probably the worst economy in modern America.   There is no question the world is in for massive change---the real question is how will you carry yhourself into the rest of this year and into 2021?  History has shown us that the easiest time to get rich is in times of economic or social upheaval---as for me—im going to try and keep the broadest mind in looking at events and looking for opportunity.  I hope that you will join me   If you think your business needs a fresh look-------I will be taking on 2 new coaching clients----with me------I don’t make anybody sign contracts-----use me for a month and if your not happy cancel at anytime.  I only want to work with people that are serious about building wealth in this environment.  My pone number is 619-301-0823 that’s xxxxxxxxxx and if you enjoy the show--------please leave a rating and review on itunes, Spotify or wherever you get your podcasts.   If you have any comments please email them to me at superagentsliveWgmail.com        

Using non gated platforms to grow your brand and get your message saturated in your market

Today I bring on a man that owns the 10th largest real estate company in the US.  He has over 21K agents that follow his lead and because of best-selling book countless others that seek out his guidance I bring him on to talk about how to navigate this uncertain time—what changes we should be making and what big money guys are doing right now.  He drops some nuggets that we call all implement to be ahead of the market. He also shares the importance of building out your network and how that has given him the leverage to manage 21K agents. If you want to be ahead of the market---right now is the time to look at your broker and ask what he's actually doing for you.  The smart money is joining me at exp realty.  More tools, more training better splits, and for everyone that joins me---I personally sign onto their board of advisors.  If I cant help you get to the next level---someone in my network can.  I want to help you achieve your 2020 goals.  If you want to learn more about joining me at exp—send me a text to my cell 619-301-0823

Winning in todays environment has become guerilla warfare. It's more about moving from tactical position to tactical position instead of setting one single annual strategy. The world is moving so fast that we must set our sights on shorter-term wins instead of accomplishing long term goals. We must do this simply because we are unable to predict what the environment will look like 45 days from now. Todays guest went from a multimillion-dollar house to broke and then earned it back twice-over. He shares how he had to retrain his mindset to get more aligned with his values.   We talk about how living our life within the bounds of our values will equal making tons of cash.  Sometimes it's not the market dictating whether we are winning or losing but, how we interpret the data.  Being first is often a sign of being in touch within your value system. Before we get to the episode right now a lot of us are thinking about how we are going to adapt to today's environment. There is a disconnect between the media reporting 30M jobless and the temperature in the other parts fo the market—specifically wall street. Wall Street panicked and now is indicating healthier levels than at the beginning of this.  I don’t know what this new environment portends for how we live or how we work but, one thing is certain and that is that we must adapt. One suggestion I would make to everyone listening is to that right now I would encourage you to call every person in your phone and ask them two questions. How are they doing? Really doing and What you can do for them If you can find just one thing you can do for someone in your phone each day---I promise you will get a feeling for where the market is going. I would also suggest that you focus on getting as virtual as you possibly can.  The businesses/agents that can harness the power of virtuality will win not only in this coronavirus climate but, in the future.   Real estate has not yet been disintermediated by technology but, this coronavirus is going to create a new reality in how houses are shown, sold and listed. The businesses that can quickly adapt and create systems and processes and move their business online are the ones best suited to win in 2020 and beyond. The best and fastest way to get virtual is to join a brokerage that provides all the tools, systems and processes that are already created and in the cloud.  It’s a main driver why I joined exp and am actively building an inner circle of people that want to be the top producers.  If you want to build a bigger, stronger business and join my inner circle at exp realty.  Send me a text---my direct cell phone is 619310823 yep that’s my actual phone number 619310823  

Today on the show I bring one of the premier coaches in the industry and we talk about what entrepreneurs are doing to capture their piece of the pie in todays environment.  We talk about the options available for small business owners --- We talk about what the smart entrepreneurs are doing right now and how you should be structuring your business for this rocky road ahead of us.   Right now with quarantine and social distancing there is no better time for all of you to start building your platform and mining your database.  The first thing every single one of you should do is building your database and communicating with it and second you really should start your own podcast and you know what?  We can help.   Go to viralkast.com with a K and learn how we can help you setup your own podcast and do all of  the heavy lifting.  All you have to do is find a guest and schedule a time go to viralkast.com and watch your network grow   For your database---most people dont send emails simply becasue they dont know what to say copy and send has solved all that---for one annual fee you can get access to 300+ email templates---start mining your database toda

The economy is looking like it could be worse than in 2008.  22 million have filed for unemployment and the fed is injecting cash as a bridge loan. If we can resume business as usual in 90-120 days we might be OK but, any longer than that things could get dark. I brought on todays guest to share what hes thinking and what his wall street coaching clients are doing. The one thing we all need to be doing now is making sure our businesses are as virtual as possible.  Send me an email if you want to know more about how joining me at eXp realty--superagentslive@gmail.com

JUST LIKE YOU i WANT TO TRY AND GET A HANDLE ON WHAT'S HAPPENING AND MORE IMPORTANTLY WHAT'S GONNA HAPPEN SO THAT i AM BEST SITUATED TO BOTH MAKE SOME MONEY IN THIS ENVIRONMENT AND HOPEFULLY HELP OTHERS ALONG THE ROAD.   I AM TALKING WITH EVERYONE IN THE INDUSTRY FROM COACHES TO THE GUYS THAT ARE DOING 500+ DEALS AND EVERYONE'S PREDICTIONS ARE WILDLY DIFFERENT   ARE WE GOING TO SEE ANOTHER 2008?  DOUBTFUL---THE BANKS BALANCE SHEETS ARE MUCH STRONGER TODAY AND THE FED, LOCAL MUNICIPALITIES AND BUSINESS ALL ALLOWING PEOPLE SOME TIME TO READJUST    WHEN IT COMES TO REAL ESTATE---i THINK THERE HAS BEEN A LOT OF MONEY ON THE SIDELINES THAT HAVE BEEN WAITING FOR AN OPPORTUNITY TO BUY.  i ALSO THINK THERE IS A LOT OF FEAR ON MAIN STREET-------THERE ARE PEOPLE THAT HAVE SECOND HOMES THAT WILL SELL--THERE ARE A LOT OF PEOPLE THAT HAVE BEEN ON THE FENCE ABOUT SELLING THEIR PRIMARY HOMES HTAT WILL TRY AND BEAT THEIR NEIGHBORS TO MARKET.   AT THE END OF THE DAY-----WHENEVER THERE IS FEAR IN A MARKET PEOPLE ARE GOING TO REACT INSTEAD OF RESPOND.  THERE IS A BIG DIFFERENCE IN A THOUGHTFUL RESPONSE AND A KNEE JERK REACTION. i WILL TELL YOU THAT FEAR IN A MARKET PROVIDES A TON OF OPPORTUNITY   I ALREADY SEE TOP PRODUCING AGENTS PULLING AD SPEND BECAUSE THAT THEY WERE FEARFUL----INSTEAD OF WAITING AND RESPONDING TO ACTUAL DATA------THEIR FEAR OF AN UNKNOWN FUTURE IS LITERALLY DRIVING THEM TO MAKE DECISIONS THAT THEY OTHERWISE MAY NOT   I SEE OTHER PEOPLE TAKING A WAIT AND SEE ATTITUDE.  THEY ARE WAITING ON THE ACTUAL DATA BEFORE THEY MAKE ANY DECISIONS.  THESE ARE THE ACTUAL BUSINESS PEOPLE-----LARGE FORTUNE 500 COMPANIES MAKE DECISIONS BASED ON DATA AND MODELS    THE LAST GROUP OF PEOPLE IS KIND OF WHERE I FIT IN.  THESE ARE THE PEOPLE THAT ARE DOUBLING DOWN ON AD SPEND---THEY PLAN TO SUCK UP MINDSHARE AND MARKET SHARE WHILE OUR COMPETITORS ARE LEAVING VOIDS.  I PERSONALLY AM IN THE MIDDLE OF SELLING A FEW OF OUR RENTALS TO HAVE SOME EXTRA FIREPOWER READY TO HOP ON THOSE OPPORTUNITIES IF AND WHEN THEY ARISE.  I AM NOT LOOKING TO DIG IN----IM LOOKING FOR OPPORTUNITY---THOSE LITTLE BLUE SPACES IN THE MARKET THAT HAVE OPENED. tHERE ARE GOING TO BE A TON OF PEOPLE MAKE BOATLOADS OF CASH DURING THIS TURMOIL.   I WANT TO BE ONE OF THEM---I WANT YOU TO BE ONE OF THEM.   THIS SOMEHOW JUST TURNED INTO AN ADVICE SECTION---WE ARE HERE SO HERE ARE MY THOUGHTS.    I WOULDN'T BE CUTTING AD SPEND JUST RIGHT NOW---ITS TOO EARLY IN THIS CURVE I WOULD BE DOUBLING DOWN ON COMMUNICATING WITH MY DATABASE OR SPHERE OF INFLUENCE.  THAT MEANS EMAILS, CALLS AND LETTERS------TONS OF UPDATES DURING THIS TUMULTUOUS ENVIRONMENT TRY SOMETHING NEW. IMPLEMENT A BRAND NEW MESSAGING DELIVERY PLAY--THAT COULD BE VIDEO, THAT COULD BE A PODCAST--WE'VE BEEN HELPING PEOPLE LAUNCH AND RUN THEIR OWN PODCASTS FOR YEARS--YOU CAN CHECK THAT OUT AT VIRALKAST.COM I WILL TELL YOU THAT IN AN ENVIRONMENT LIKE THIS YOUR GO TO WILL ALWAYS BE OUR DATABASE. wHEN IS THE LAST TIME YOU SENT OUT A DRIP CAMPAIGN?  iF IT'S ANYTHING LESS THAN 30 DAYS AGO---YOU NEED TO TALK TO YOUR DATABASE/SPHERE TODAY--RIGHT NOW. iF YOU HAVEN'T SEEN OUR EMAIL TEMPLATE LIBRARY GO CHECK IT OUT AT COPYANDPASTE.COM   The last thing that i will say is that this virus is making us think about the way we work and interact and there is no better time than to be completely virtual.  That's one of the reasons that I choose exp realty---they give you more tools--better splits and are completely virtual. I've joined a strong group of coaches and top producers and if you want to join me---I would love to talk with you---call my cell right now 619-301-0823  

What to do in a coronavirus real estate market.  Jeff Cohn does 500 deals a year and he shares what hes doing right now to take advantage of this corona virus real estate market. He shares what hes adding and removing from his sales and marketing arsenal.  His ability to run his office virtually is making all the difference rigjht now.  He also shares the number of outbound calls he asks his team to complete and the closing ratios he gets.

Today we discuss the pro's and cons of joining a team.  Finding mastery in the unlikeliest of places and why leaning into risk in scary  times (coronavirus) is the key to beating the competition.

The amount of money you make is in direct proportion to the size of the vision you have for your future life. Building and sharing a vision that is so compelling you can attract the best talent in the market.  We also talk about How to advertise your unique value proposition so that you get the low hanging"come list me leads". We also talk about how to get ahead of this fast-moving market.

Today's show I speak to a husband and wife team.  They share with me the iterations they went through in order to see success.  I talk with entrepreneurs all the time---and a lot of the time the story you hear is one where they worked hard—found some kind of secret sauce and then just built on top of that -----the story you are going to hear today is one that is much more typical of the evolution of a company and a leadership team and how that that continually evolves as they react to outside market forces.    I enjoyed my time with these two----I hope you stick with us.   Before we get to the episode----I want to tell you about the best kept secret that everybody knows about but, very few prople know how to crack the code-----that is radio----everyone knows that all the top producers are on radio but, almost nobody truly knows how to do it well.   Over here at myradioexpert.com we have been doubling our clients businesses for the last 7 years----we live and breathe advertising and we are the best at thwat we do0---we pick the right stations with the right demographics and we are able to cut media deals that 99.9% of businesses just couldn’t.  We have spent years developing our secret sauce from knowing exactly how much to spend on a spot to what copy will get your phone ringing.  If you want to double your business---send me an email to superagentslive@gmail.com or go to myradioexpert.com and fill out the getting started sheet. 

The principles for success are well known but, often are transmuted into what we think will work in 2020.  Today we talk about what works year in and year out.