Podcast appearances and mentions of kevin markarian

How can I generate more leads? In this episode, you'll get answers to that question. Kevin Markarian joins me on the podcast to discuss how to 10x your listing appointments in the next 12 months. Kevin is the founder and the chief strategy officer at Roopler, which is a lead generation company. According to Kevin, your goal as an agent should be creating a shortcut to the most engaged people that will get you closer to the finish line. Today, Kevin shares tips, tricks, and some nuggets of wisdom that will help you get more listing appointments. He talks at length about why you should work with data providers to get information on potential sellers and buyers and increase your chances of securing more appointments. Listen and learn.   "In real estate, really, it's not about who you know in real estate. It's about who you know that knows what you do."- Kevin Markarian     Three Things You'll Learn from the Episode The importance of connecting to large data providers How to use sell score to your advantage Factors to consider when choosing lead generation companies  

Welcome to the sixteenth episode of Leverage. Join us here as we help you leverage your business through Virtual Assistants! In this episode, we're bringing back Kevin Markarian as he shares how he navigated and hired his first ISA. Kevin runs an INC 500 Business with the help of his ISAs. Find out what his ISAs are doing for his business and how they have attributed to his success! You don't want to miss this!

What sets you apart from your competition, and if you say "I care about my customers," you are exactly the same as all of the rest. Today we talk about how to stand out, and how to make sure people know you are actually different.ResourceCheck Out Her WebsiteReal Estate Marketing DudeThe Listing Advocate (Earn more listings!)REMD on YouTubeREMD on InstagramTranscript:00:05:04:20 - 00:05:32:18UnknownSo how do you attract new business? You constantly don't have to chase it. Hi, I'm Mike Webster, Real Estate Marketing Dave. And this podcast is all about building a strong personal brand. People have come to know, like trust and most importantly, refer. But remember, it is not their job to remember what you do for a living. It's your job to remind them, Let's get started.00:05:35:22 - 00:05:54:00UnknownWhat's up, ladies and gentlemen? Welcome to that, brother. Let me start that over. What's up, ladies and gentlemen, welcome to another episode of the Real Estate Marketing Dude Podcast. Folks, what we didn't do here to start on my mike on today, it's like the only the third time I've ever done this in my life. But I do have a earpads earpods and I think you could hear me just fine.00:05:55:01 - 00:06:14:07UnknownDude, the phone, the markets change quite a bit, you guys. And what I want to share the rest of the year, I'm actually just going to dedicate towards sticking out, doing things different. What do you do now? Because the one thing that you have to do is change your marketing along with it, because if you're still doing the same shit you did six months ago, well you're going to go out of business.00:06:14:07 - 00:06:34:05UnknownAnd so the latest news, about 60 to 80000 realtors have already done just that. And when a shift happens, you either shift with it or you shift right out of it. And this will be my second and a half shift I think I have had over the last 20 years. So I always get emails and people pinch me to come on this show every week.00:06:34:14 - 00:06:51:22UnknownAnd this one was pretty cool. So I wanted to have her on and share with us what she's doing. But I'll give a quick intro and I'll let her tell her tell you a little bit more. But in short, they have taken a truck rental company, re-engineered it, and almost sort of like partner with people on marketing and advertising.00:06:51:22 - 00:07:10:08UnknownIn a sense, she's going to explain her whole process. But the reason why I wanted to do this show was I remember I was right when I moved to San Diego. I was driving down the street and I saw a realtor doing an open house, but it wasn't a typical open house. What they actually were doing is they had a taco truck outside the open house and they threw a damn taco party.00:07:10:15 - 00:07:27:03UnknownNow that was one of the best open houses I've ever seen, but I instantly thought to myself, like, what should if this they're sticking out, they're doing something different on just an open house. And the reality is just the type of stuff you need to do in a market like this. People will remember how you do it, not what you do.00:07:27:03 - 00:07:44:19UnknownAnd everyone in their mother has a real estate license that does not give you the legal right or any right to go out and make $1,000,000 gives you a legal right to technically sell a house and collect money for it. So without further ado, we're going to go ahead and introduce our guest, C.J. C.J, why don't you say hello to our listeners talking about who the hell you are and what we can talk about that.00:07:45:16 - 00:08:14:20UnknownWell, I'm C.J Streit with On the Move and we're located here in San Antonio, Texas that work with real estate agents nationwide. And we have a company called On the Move where we we've been in business since 1992, advertising a pretty unique marketing tool for various agents. And you guys have a what they do, you guys is like, it took me a second to get my head around it, but they basically wrap a moving truck for real estate agents, your branding, your everything.00:08:15:05 - 00:08:32:24UnknownYou lease the truck and then you buy it when you're done. But they build the truck brand for you. And I've seen so many people trying to say, how do I get a moving truck? How do I do that? And I'm assuming these are the trucks you see when people like, Hey, I'll move you for free when you see like the big realtors like image on their network with their thumbs up, right?00:08:33:09 - 00:08:48:21UnknownYeah, that's us. And we try to I try to keep my brand out there. So but a lot of people have a hard time finding who we are as a real estate agent because it's all branded for you. So we're actually the fourth largest rental fleet in the United States, but all of our trucks are branded for our customer.00:08:49:04 - 00:09:19:12UnknownSo if you see any kind of truck that has a realtor on the side or a real estate agent, then 90% chance it's ours and that they used us. If you see like the aerodynamic look of the truck, my family, my grandfather actually designed that truck so it's unique to on the move and we it's a one piece fiberglass shell so it's like looks a lot better with graphics it doesn't have like the rivets because I know one time we had this beautiful girl, she had a truck with a rivet and looked like she had a big mole on the side of her face.00:09:19:12 - 00:09:34:10UnknownBut we definitely we we fixed those graphics so it didn't didn't look like that. But I mean, you never know with rivets exactly where they're place and stuff. It is a little bit trickier with graphics design and that kind of thing. You probably didn't like that one too much. I know she did not and we didn't either. We wouldn't get to.00:09:35:16 - 00:09:57:19UnknownBut so I want to go. I want to dig dove through this because it just so many agents and like you guys are her listeners like I always ask someone would you hire you off your website? And then what's the difference between you and every other agent and every single time you? I know the answer is like, what's the difference when you and every other agent they go, I care for my client, I'm going to like do the right thing by them.00:09:57:19 - 00:10:16:11UnknownI'm like, No fucking shit. You have fiduciary duty to do that. Like, you don't need to tell someone that you're going to work in their best interest. That's sort of assumed, isn't it? And you have to. You have to. I got a mortgage broker tells us, oh, I'm going to do my best. Buy the client. Thanks, bro. Like, what a great guy, dude, that's not part of business.00:10:16:11 - 00:10:32:21UnknownThis is what you have to do. That's why you're in business, because you do a good job in customer service. Our some of your clients using this thing because it's all brand. I've been saying this for the last since go back to 2014 when I started to show you guys it's all brand people hire you off a brand, you don't care about your broker, their income or anything else they care about your brand.00:10:33:20 - 00:10:53:01UnknownAre people using this drug? They're using it just to help their clients. It's a total tool for benefiting their clients, and they let their customers use it whenever they're moving. I have customers or, you know, real estate agents that use it like anybody who's ever use them, use this truck. Well, the more your trucks on the road, the better it is for you.00:10:53:01 - 00:11:15:24UnknownIt's more living billboard for you within a rolling billboard with your name and your brand on it. But to have that advantage and be able to use that truck and have access to a truck like that, especially when moving, not everybody a lot of people obviously use a moving company when they move in, but it's hard. Not everybody thinks of all the details that they need when they move in, like they go to Home Depot and they just need to grab a couple of things.00:11:15:24 - 00:11:35:00UnknownThey don't need a whole moving truck, but they need some kind of truck to move that stuff back to their house. And so it's nice and not to put plants in your car. I mean, just simple things like that, just to use the truck for as advantageous to to your clients as some of my a lot of my actually a lot of my clients use it and donate it to charity and for charitable downtown.00:11:35:06 - 00:11:56:02UnknownSo they really like get known for that and there's press releases about that all the time I get because I'll donate it for a turkey trot or stop the truck and there's all kind of unique ways to use this truck as a another marketing tool like and do good for your community, which is always a good thing, you know, makes you stand out a little bit more.00:11:57:00 - 00:12:09:05UnknownIt's a conversation piece. Like the first thing I see, like when people see you driving around, they try to get in, sorry if your face especially in a smaller markets like if you're like in like in your town Burnie Like if you drive around this big ice truck like people are going to know who the hell you are.00:12:09:14 - 00:12:28:03UnknownYeah, they're going, Oh, you're the guy with that truck, you're the guy that truck. And it's that branding and that name recognition. But I want to go through some creative ways that people can go out and use this thing. And I just want to share some ideas. I'm thinking of time. I had you guys awesome. The only point about like, I don't care who you're following, what you're listening to, you're always chasing conversations in real estate, right?00:12:28:17 - 00:12:50:06UnknownIf you're always talking to people like one of my friends, Tony or Kevin Markarian says, Hey, I used to talk to five people a day. And that's how he became like, do makes like $3 million a year. And I was just bloated because he started just having conversations and that's how he built his database. And the reality is, is that 10 to 15% of the conversations you have or people you come across on a daily basis are weekly or monthly.00:12:50:06 - 00:13:06:13UnknownThey're moving this year and most don't know it yet, but 100% of those individuals have a referral for you. And in the referral dominated business, top of mind brand awareness is talking. Everything's okay. That's all I care about. If you hear someone say the word real estate or mortgage and they associate your name with it, you are winning.00:13:06:23 - 00:13:21:06UnknownThat's why you do stuff like this. So here's some ways you can use this truck and tell me. I'm sure people already doing this. What? I just moved. You're right. You have the move, but you have the shit that you won't put in the moving truck or in your car. Okay. This is why I have three girls in my backyard.00:13:22:09 - 00:13:37:19UnknownThis is why I still have beds and table tops that I just can't throw away because I don't know where to throw them. I would have junk parties, I would have a neighborhood junk party, and I would give my truck and I would hire a couple kids to go out there and trash it all and go shoot the frickin trash in the desert.00:13:37:19 - 00:13:56:09UnknownWho cares? Just haul it away. But if you guys had, like a neighborhood junk party for these trucks, you get the whole neighborhood coming out, everyone will participate. And it's just a conversation starter. Immediately, I'm going to get every single person's direct mail address, email, address. Someone invited my next client party, but the point being is that you're going to have X amount of conversations.00:13:56:23 - 00:14:12:15UnknownNow, anyone who's thinking about cleaning out their junk is cleaning out their house for a reason. One, they just want to clean. Two, it's probably a good lead in and be like, Oh shit, I might be moving. I have to get my shit out of here. Right. Ding, ding, ding. Has anyone done that one yet? They're junk. I'm no, I haven't heard that.00:14:12:15 - 00:14:33:10UnknownI mean, just like internally, like, I was like, we just we just set the check with a bunch of my coworkers. We're like, okay, it's time to get rid of these clothes and these things that are in our garage this time. So I have a tracker. We're going to donate it to the women's shelter. But yeah, for the cleaning of a donkey that's a great like to half of the actual event like I love events like that that's they're fun right like and you could just and it's not even like just to have the truck back there.00:14:33:10 - 00:14:47:23UnknownLike I would just say, hey, can I pick up all like this is I have my kids play soccer, so I'm in travel soccer. I would have a truck out there with every single thing I would bring the soccer nets and the balls to the game, like just to have the brand there. Let's talk about charity. Charity is an excellent idea.00:14:48:20 - 00:15:06:06UnknownI just saw a truck. As a matter of fact, yesterday I was driving and almost stopped him there right next to me. And it was a truck that just picks up stuff from just the junk thing. They pick up old stuff for veterans and they'll take all your junk and they give them the veterans, they refurbish it and they use it and they live it and they use the furniture and whatnot.00:15:06:14 - 00:15:28:24UnknownBut like little charity events are gigantic for this homeless. Some of the charity events you've seen people participate in and definitely for like a lot of women's shelters, I see that kind of thing a lot to help the women move. I see like but it's really cool though because on the graphics people will say this terrible move donated by ABC Reality or whatever, you know.00:15:28:24 - 00:15:49:20UnknownAnd so that's always a really cool marketing piece to have on your truck too. But I've seen like I saw somebody just use it for Girl Scout cookies to deliver the Girl Scout cookies. Fantastic. I saw it for you. I see a lot of Thanksgiving events with the turkey trots and and having it like to donate the turkeys to veteran turkeys is great idea.00:15:49:20 - 00:16:13:05UnknownRight in front of your office. Give away turkeys. Give away pies. That's all good stuff. And we have Cheri Mills. If you're listening to this, you need to buy this truck and I do it with live to give. So we had a client I have brand a couple of years ago stuck in crushing it but she doesn't really market but she has the most best unique selling proposition ever.00:16:13:05 - 00:16:36:15UnknownAnd she created a foundation called Live to Give, which 10% of proceeds go to women's rape, battered abuse foundations. And that's her whole thing. So she would market live to give and she, like her marketing strategy is very simple she just takes pictures of the chucks of the 10% that's given to the charity each time. So she's holding up like a $25 an hour check.00:16:36:15 - 00:17:00:00UnknownI'm like, she just all the $1,000,000 properties. She's holding up a $10,000 check, like she's just sold a 600,000 properties. So you could just always tell what the 10% is. But like you guys, people hire you for why you do it, not what and when. You can be the community hero and you have an unfair advantage very. You could walk into a listing presentation and charge a 9% and no one's going to blink a fucking eye because of the way she does it.00:17:01:06 - 00:17:26:18UnknownBut someone that doesn't have a y like duh, she could plaster her whole thing. There's all you guys are doing, these philanthropic brands. I have another guy, he sponsors a dog every time he sells a house. And so I would say buy a house, save a dog's life. Done. Like you have people just literally so I like these tchotchkes, this show your unique selling proposition, right?00:17:26:23 - 00:17:52:14UnknownRight. If you have a unique offering, we're launching sale leaseback programs throughout several Midwest markets in the next 30 days. So there's there's different unique offerings. It's not just your face. Oh, absolutely. It's your face. Absolutely. I have I do see really cool, like with the value propositions, with American flags. And I'm a veteran and a veteran realtor and I can I specialize in it because I served and that kind of thing.00:17:52:14 - 00:18:11:16UnknownIt's always really cool to see. I've seen, you know, women based companies and and that kind of thing of deals with heels types. Yeah, but you can also do this stuff with the family. I've seen a lot of family brands like your family realtor. Oh, yeah. Picture of you and the kids on the damn truck. Oh, yeah. And the kids love that.00:18:11:16 - 00:18:29:12UnknownLike, I'll see. They'll be like the kids want them to pick them up at school in the truck because they're on the side of the truck or their dad on the side of the truck. Come, come grab me, dad. So that's always a great way. So do some living. What? My daughter wanted me to drive this truck to pick her up today, you know, so sit there in the car power line, you know, at the school.00:18:30:00 - 00:18:52:08UnknownBut another cool thing that I've seen our customers do, too, is like they'll actually share the ad space on the back door. So you could share that with the charities to get their names more around the industry or, you know, around the community. I mean, and but they'll also operate because, you know, I know when I try to market with my real estate agents, it's impossible to get in there for breakfast or lunch because they're booked out six months.00:18:52:08 - 00:19:13:15UnknownBut having other vendors come in, you know, pitch ideas to them or get their title companies or pest control. So a lot of my customer, a lot of my real estate agents, they'll actually sell the ads to like the title company to their mortgage friends, to whoever, and offset the cost. And they'll basically make money on their truck instead of pay even the lease or the insurance for it.00:19:13:19 - 00:19:34:15UnknownDid you by any chance do any stock burgers truck? Yes. Okay. So if you guys haven't listened to that episode of Amy Stock Burger, I was probably a few months back now towards the beginning of the year, Amy literally like she has three trucks, I believe now right? Yes and yes. And she refers even more to us. I yeah.00:19:34:23 - 00:19:56:20UnknownI mean, because she's so what Amy does is she's in Sioux Falls, North Dakota. You don't know. And like, she's the number one agent in that market and you got to watch this episode. But yes, she doesn't run a real estate company. She runs a local community business that happens to sell real estate. And she uses these trucks to cater events for parties.00:19:56:20 - 00:20:13:22UnknownShe she she's like her own version of Home Depot. So she has like the client parties where she caters in all the fucking chairs and tables. And of course, Amy, if you watched a bouncy house, call Amy and then she leases it out. But her trucks don't cost her money. She turns profit on them. Oh, yeah, she does.00:20:13:24 - 00:20:35:11UnknownAnd it's very smart because you got to look at it like that's what do you think the CTA bus line does or any bus line is? All busses is that bus exists because of the ads on the side of it and that's how they that's how they zero out. So you can sell that ad space on there because do you have any statistics on how many eyeballs that really I want to check the math on.00:20:35:11 - 00:20:54:24UnknownIt's like how many eyeballs? How do you measure that? Because I know it's like it's like Vegas, like, you know, it works, but you don't know which which time did you see my truck that made you call me? Exactly. It is it is difficult. I mean, I use the outdoor Advertising Association. Their metrics is like 6 million viewers for every mile driven without like a wrapped vehicle.00:20:55:14 - 00:21:18:07UnknownSo or 6000, maybe 6 million. Sorry. That was what do you pay? So for 6000 views. What do you pay for that? Like on social ads, like do the math. So like where what we're paying for are you guys is that in real estate marketing is more I believe it's always been more irr y higher return on investment than any type of advertising or lead generation leads your buying or anything like that.00:21:18:07 - 00:21:34:01UnknownThe way I mean. Yeah. And especially like say I buy an ad on, on Facebook and I create this whole ad and everything. I'm paying that money. I'm never going to see that money back. Well, I that's what I think is so cool about the truck. Is that okay? It's not working for me. I sell it to make money.00:21:34:08 - 00:21:58:20UnknownI get my asset back or whatever, you know. So that's kind of unusual for its impact as well. Just here, let's just do the the the dumb task that you're going to hire, which is do it differently. You're going to hire. Let's get out of real estate. You're going to go to two different restaurants. One of them has a great ambiance and dining room and you're like, Holy shit, there's a guy even playing piano in the dining room, right?00:21:59:06 - 00:22:21:12UnknownThe other one is just a taco stand. Which one is a better experience at the ambiance? Obviously that one's a little tricky for me because I do sell food trucks doing something. I feel like the food you like I said, for experience. So not the food, but experience with experience. Yeah, I know the ambiance of the piano. Of course.00:22:21:12 - 00:22:39:11UnknownYeah. So look at two realtors. Like, let's just say you pull up into a listing presentation with your fucking truck, like, give me a break, dude. Would you rather show up in the truck or the Datsun? Yeah, right. So it doesn't matter. Like it's it's and again, that's what people really hire. People hire like Josh Altman goes into a listening presentation.00:22:39:11 - 00:22:52:24UnknownHe doesn't go out there and start fumbling through a PowerPoint. He looks him straight in the eye and he goes, What the fuck you want me to do with your property, sir? You want me to sell it or not? And he has the confidence today because of all the brand that he's built. This is a brand bed building thing.00:22:52:24 - 00:23:09:23UnknownYou guys are the ones that have a brand never lose, period. Yeah, exactly. I mean, like meeting a marketing person or coming from a marketing background. And if I saw a real estate agent with a truck, I'm like, I'm like, okay, they understand their marketing. They're going to market the heck out of my house if they are creative with our personal marketing.00:23:10:05 - 00:23:24:05UnknownYeah. I mean, you should just put me on one of your commercials, like I'm selling the shit out of this. I know. Jesus, like, holy crap, but I believe in it like an I don't. We just met, so I don't have any type of affiliate agreement with there, you know? I know I wasn't I was expecting to sell.00:23:24:06 - 00:23:43:00UnknownI probably should. But I do love talking about outside the box stuff because I know how important it is in these shifts because attention is everything and whoever gets the first call is going to be the one who wins. And there's not that many calls or as many as there were two years ago. That's why it matters. 80% of people hire the first person they meet with.00:23:43:00 - 00:24:03:12UnknownIt's either going to be you or someone else. How do you increase those chances? You make a lot of fucking noise. Yeah. Popularity contest. Absolutely. I like it. I mean, any other what's how does cost? Like, how do you pencil this? Let's talk about our eyes on something like this. Okay, so if I wanted to, I might just want at least a chance to talk at least a truck.00:24:03:12 - 00:24:29:13UnknownLike, why do you like, what does it cost? How much does it cost me to buy or lease one of these things, the markings or other works. It does vary by by state in which model you want. But like for our our base model, like I call it my show truck, the one that has like a fiberglass. We offer, we always offer like a 14 foot moving truck is what we really recommend to everybody because it is like the easiest for most people to move while still being able to put stuff in there.00:24:29:13 - 00:24:47:24UnknownSo that's about like 4000 dollars a month, whether the rental insurance you're looking but that that does the rental insurance program that does vary by state. So that's why I can't give you like a totally exact answer. But so you're from that and then I'm going to do you have the option to purchase the truck for the residual value?00:24:48:09 - 00:25:14:17UnknownSo you're looking at like at the end of a four or five year lease, you're looking at spending about $11,000. You can own that truck, have unlimited miles included. You need the five year, 100,000 mile warranty, roadside assistance, everything that a typical new vehicle. It's just on lease. I'll just do lease. All right. So here's the numbers on lease, you guys, for all you nerds that are writing this stuff, it's 1400 dollars times 12 months comes out to be $16,800 gap.00:25:15:09 - 00:25:37:02UnknownSo $16,800 is going to be about $750,000 worth of real estate sold to pencil that. So if you're deciding whether or not you want to buy a fucking truck, you say, well, this truck over the next 12 months make me more than $750,000 of gross volume sold. If you're in San Diego. And that's like the price of a parking spot, well, great.00:25:37:04 - 00:25:54:20UnknownYou can't sell one house with a big ass truck like that. You're an idiot if you're in the Midwest and the sales prices about 200 to 50, you need to sell three houses as a result of the truck. It's not going to be does or does it not pencil or do I get a positive ROI? It's going to be on say, how the hell are you going to market the truck?00:25:54:20 - 00:26:23:22UnknownThe truck is just there. The truck doesn't bring the business. You still bring the business. The truck just gets eyeballs. This is very similar to video, you guys. This is all we do. We create content and our numbers are around the same. That's why every single client of ours has a positive return on investment, as long as they stick with it for 12 months because our costs would run $12,000 a year to do someone's videos if they can't sell more than $500,000 of real estate as a result of all that attention, they're in the wrong damn business.00:26:23:22 - 00:26:47:06UnknownIt's the exact same. It's how you market branding. That's how you come up with an eye on branding. Does that make sense, folks? And I bothered you. Follow me as I actually mentally make sense. So that's like I mean, that seems I thought I was getting more expensive doesn't be more like 2500 bucks. That's pretty good because you could probably least what does Amy lesser ad space on there and how much rentable space is on this truck?00:26:47:18 - 00:27:05:10UnknownShe's actually starting to do the sides. I don't remember right now what it is because we're actually currently working on articles. She's going be on the cover of my next magazine. We do a quarterly magazine here. Go. But I know she she sells them for $2 a spot in the back and that's there's eight spots, so it's 6000 dollars a month.00:27:05:10 - 00:27:24:18UnknownSo she's paying for this. It's paying the advertising should cover the cost of the truck. Right. Then you're only costing you like probably gas and maybe a little bit of insurance. Well, yeah, but the cool thing, well, that's a 1400 dollars. That includes the insurance license that we offer, which had like $5 million with the liability. So it's really a cool program.00:27:24:18 - 00:27:38:00UnknownAnd as a software buyer, you better like rent the truck out and schedule it. And that way you don't have to like spend a lot of time on it. You can send a link to somebody like sign up to rent my truck so it can be like in your signature line or anything. It's really simple. It's pretty simple to mark.00:27:38:00 - 00:28:03:05UnknownAnd if you put you have to excuse, it's just it sticks out. I think it's pretty cool and there's a lot of different things, but you do have to have it branded your way like I would almost. The people that are probably a little bit ballsy out there, like I can see some like Donald Trump fan doing like a make in real estate great again truck like wrapped that's a problem crush it in the right market right right.00:28:03:05 - 00:28:29:14UnknownRight market. But I can also see we had as attorney guy he calls himself like I got I'll see like the tattooed realtor or something like that, you know, where there's like somebody with a mind would be your real estate. Like your real estate, dude. Like, that's always been my brand. Yeah. No, that's. That's perfect. I just had a guy, I don't know, maybe he has a tattoo guy, but it seems like one light on his arm and he had that like in the it's so that's cool.00:28:29:15 - 00:28:50:13UnknownThat's him. Yeah. Don't know. That's not that same guy I'm talking about but I saw another one. That would be awesome. This guy is a mortgage broker and it said But Wu-Tang is forever, right? I saw an air conditioning company in Chicago and I, 55, had the best billboard ever saw. And it said, Your wife is hot. That was really good.00:28:50:16 - 00:29:14:07UnknownI just like some of these little things like this. You guys are. It's not what's on there. It's the impact it makes. And that's what branding is. If you're not doing anything in your business on a weekly or monthly basis, that's making an impact in your community, that's keeping your voice and your brand at the forefront, you're losing business in whichever way you want to do it.00:29:14:16 - 00:29:34:06UnknownSo any other closing thoughts you want to think about? Have fun with that and do some cool graphics and and work with your community to get on the strike. So once you tell them where they could, if you have any closing thoughts, go ahead and a lot of invite. But if you want to tell them where to find you when you're done with that, go for it.00:29:34:12 - 00:30:04:07UnknownYeah, well, if anybody wants to if you guys send me an email info it on the new trucks dot com, I will give you a free graphics design. So you able to check out what a truck would look like for you and what your branding would look like. So that's a cool thing. I think that I can offer for for all you guys with a real estate dude, go and then you guys can find me on on the move trucks dot com and my name C.J. if you have any questions, feel free to give us a call.00:30:04:17 - 00:30:22:02UnknownWell, on the move, trucks dot com. Visit it, guys. Check it out and appreciate you listening. Another episode of the Real Estate Marketing Dude Podcast. Folks, if you like what we talked about today in branding, you need to check out referral suite. Referral suite will keep you in front of your database. It will help with your social media content, video, email, content, and direct mail.00:30:22:02 - 00:30:40:16UnknownWe take a three pronged approach to staying on top of mind with the people that matter most. That's anyone that's on your Facebook, feed your friends lists, anything. If you would say hello to in the grocery store, I want to farm them each month with content so that they become a referral source for your business. Go ahead and visit referral suite dot com, referral suite dot com and we'll see you guys next week's episode, please.00:30:41:16 - 00:31:05:15UnknownThank you for watching another episode of the Real Estate Marketing Do Podcast. If you need help with video or finding out what your brand is. Visit our website at WW W dot real estate marketing dude dot com. We make branding and video content creation simple and do everything for you. So if you have any additional questions, visit the site, download the training and then schedule time to speak with the dude and get you rolling in your local marketplace.00:31:05:19 - 00:31:21:08UnknownThanks for watching another episode of the podcast. We'll see you next at.

Wondering how you can maximize the benefits of marketing automation to get more leads, sales and catapult yourself ahead of the competition? Our guest for today, Kevin Markarian of Marker Real Estate shares with us his wisdom on leveraging automation in real estate. You will learn how to find and manage new leads, and the right way to follow up with them using the latest, cutting-edge tools/apps. This show is full of some hidden gems. For starters, Kevin reveals how real estate marketers can use AI to have highly individualized conversations – which will ultimately boost conversions. You will also get a sneak peek into Kevin's proprietary CRM system that he is currently building out. From discovering hidden profit centers within your business to building systems & processes to using the latest apps/software, you will get some great nuggets guaranteed to give you the competitive edge.

Every single year in December, it's one of my favorite times, because not only do I recharge, I try to take a little bit of a break. But I also start implementing what the hell we're doing for next year. So what I want to do is bring on a friend of mine, he's been on the show before, this guy's a fucking killer. He's ranked on the Inc 500 and what he does is all virtual. He doesn't need an office he could do this from his in his underwear from the comfort of his damn living room. And this guy just has a system for everything. He's a master at lead generation and that's we're going to talk about today, is how he could do this from the comfort of his home and do it nationally too. Three Things You'll Learn in This EpisodeThe importance of having systems in place that workHow to utilize your skill and prospecting ability to grow clientele anywhereTaking advantage of resources and not being afraid to spend dollarsResourcesLearn More about Kevin MarkarianReal Estate Marketing DudeThe Listing Advocate (Earn more listings!)REMD on YouTubeREMD on InstagramTranscript:So how do you attract new business, you constantly don't have to chase it. Hi, I'm Mike Cuevas to real estate marketing. And this podcast is all about building a strong personal brand people have come to know, like trust and most importantly, refer. But remember, it is not their job to remember what you do for a living. It's your job to remind them. Let's get started.What's up ladies and gentlemen, welcome another episode of the real estate marketing dude, podcast. It is that end of the year. And what we're doing today is doing nothing better. Yeah, what we're doing this whole month is nothing more than just a bunch of end of the year planning things and getting ready for next year. Because if you're living in reality, the next two weeks should be pretty slow. Unless you're some kind of pagan or atheist, and you don't celebrate Christmas. So if you are celebrating Christmas, what you're gonna have is a lot of downtime. And thinking about what you're going to actually implement this year. And I know from my own personal experience, every single year in December, it's one of my favorite times, because not only do I recharge, I try to take a little bit of a break. But I also start implementing what the hell we're doing for next year. So for example, guys, I am implementing a How am I going to create eight videos a month next year? How am I going to implement this system, we're implementing new products and services with real estate marketing dude, including creating short form content, all of these little things are things that you have to do because I was very poor at working on my business over the last three months. And there's a major difference between working in the business and being ran by it then working on it, setting up systems and basically allowing you to grow it's you'll never grow your business if you don't work on it and just work in it. It's just a hamster wheel that just never ending thing. So what I want to do is bring on a friend of mine, he's been on the show before, this guy's a fucking killer. He's ranked on the Inc 500. And how he does it is all virtual, literally like this guy has an office. He's in his office right now. But he doesn't need an office he could do this from his in his underwear from the comfort of his damn living room. And this guy just has a system for everything. He's a master at lead generation. And that's we're going to talk about today is how he could do this from the comfort of his home and do it nationally to that's the most amazing thing. So without further ado, let's go ahead and welcome our guest, Mr. Kevin Markarian. What's up, dude. Thanks, buddy. Thanks, man. Congratulations on all of your success. It's great to see you progress and grow. And I'm just honored to be on this, this time with you to spend this time with you and to get to connect with your wonderful audience. So thanks, Kevin, watching everyone who you are, yeah, where you're from what you do, and then we'll get into this. Okay. I'm Kevin Markarian. And I'm in California. I originally lived in Modesto, California, small town, little ag town, did incredibly well. And at a young age, I started in real estate around 21. And worked for a big developer, national builder. And after a short period of time, and 1000s of agents I became the number one agent in the country for them. And and then shortly after that, I was living this low high life you know, a great lifestyles driving like a convertible Porsche, and as big as this has the fucking size of a giant balloon thinking your shit don't stink? Yeah, you know, 23 years old. Yeah, it was, you know, this is all butterflies and rainbows or whatever. And then the market crashed. The Central Valley of California was really kind of the epicenter of the foreclosure crisis in the United States. And so I had to make a decision fast am I going to continue to beat this beat this bit this path here and go down this path selling $60,000 homes and, you know, dilapidated properties, and not not really enjoying what I was doing? Or should I should I go somewhere else, and then try to expand and try to do something bigger. And fortunately for me at the time, you know, being that I was not far from San Francisco, one of the most elite cities in the world. I had, I took a chance and literally just kind of closed up left Modesto and moved to SF, and that was a really big, big move for me. And,and, yeah, did you have a database? Or did you know anyone in SF when you made this move? Or were you and were you still like, what, 2425 years old? Yeah, I didn't know anyone. No, I didn't. But I knew that I could count on my my skill and my prospecting ability and just, you know, it just it works anywhere. It's like you said, you know, I like to really build out systems and everything and, and if it can be done somewhere, then it can be done somewhere else. And so that's how I how I really looked at it. And I know I didn't know anybody, but but I knew that I can connect with people. And so that's what I really counted on. And then also at that time, companies like Zillow and realtor.com, and lead gen was sort of on its way, becoming more of a just really started coming out at that time, and so took advantageTo that, and that's really how I was able to level the playing field because shortly after moving to San Francisco, I became a top producer and sort of building a team and everything and just was very, very successful in a short period of time. And it wasn't so much of like, personal skills and everything, it was just more about taking advantage of resources, and not being afraid to spend dollars. And it's easy for us in our industry, especially being commissioned salespeople to want to hold everything and not not want to spend it, because you don't know when our next checks come in and everything. But, but if you have the systems in place where you can make more predictable income, then you can take a little bit more risk. It's not as scary. And that's really what I what I was able to do.Let me ask you a question. Sorry. So Kevin, start buying leads, right? You're doing like the realtor.com. One, and it doesn't matter. Like I think where you source your business from the difference is whether or not you can fucking close it. Leads are nothing more than conversations that you're having with other people. And when we're marketing our database, all I'm doing is I'm having conversations with them might not necessarily be about real estate. But when you're buying leads Zillow, you're having conversations about real estate either way, you're still having conversations. And the key to having conversations is to get people know like trust. Love you. First and foremost. Would you agree with that? Oh, yeah, absolutely. So what is your secret weapon? Why can't Kevin Markarian convert leads, but I can't find an agent within a 500 mile radius, I can have a conversation with a complete stranger and get them in the car the next fucking day? I think, you know, I think it just sometimes we overthink things. You know, we have to do things a certain way a certain script, somebody told us we have to do it this or that. It's just, I think, where I kind of why I think I have a little bit of a difference. People do this to not saying I'm the only one but just Just be yourself. You know, yourself. When you be your swimming, when you just feel be you know, you and just be comfortable with yourself. And just treat talk to people normally, it doesn't have to be like a, you know, certain way mean a talk or whatever it just be, be normal, be yourself be comfortable. And then you're going to start to attract people. And, and that's really what it is. That's the difference. That's why I'm able to do that and understanding other people. That's here's what we're talking about. Guys, if you're following up with people, do you have commission breath? And yes, I can smell that through the phone. Yeah. So obvious. Like, you know, when people have commission breath, you could feel their tonality, you could just feel on be like, Oh, my God, like I could tell when I have someone on the phone, whether that cold calls me. And I could tell whether they have commissioned breath or not just by asking different pointed questions, right? Yeah. And a lot of people have commission breath.And sometimes, though, sometimes we had that because we're in a position where we don't have not, we don't have transactions, we're desperate, right? Yes. So what we have to really do is avoid those desperate situations. Because then then it's like, then I can just be be comfortable, you won't be myself, we get the commission breath, I guess it's more, it's either you're doing and you're doing it wrong. Or you're doing it because you don't have other income, and you're just, you're desperate. So how do you avoid those desperate situations? That's the question. So that you don't have to come across as that sort of, like pushy salesperson, you bring up a good point. Because I agree, like I had to start this company on a, I bought I bootstrapped this company for three years before we get out, we didn't have money for freakin lead generation, we didn't have money to go out and run on ads, we had to do everything from the ground up how we did it was creating consistent content. And you either have money or you don't, if you have the resources, and you can leverage your time, if you don't have the resources, you got to put in some time, is how it works. So how do you approach so I think that's a good conversation to have is that people are always like, well, if I spend this, I have to get this back? And then how do you overcome and start approaching ROI on specific marketing activities? I think it's you know, if you're, if you have the luxury of being in a market where people know you, it's really simple. Just go through the list of people that you know, and just start having conversations, right. And that's, that's very simple. And thenfrom there, if, like, for me, I didn't have that luxury. So I had to basically spend the dollars. But there are ways that you can you can connect with people without spending money, like you said, just spending time, for example, one is through using sell scores, that's one way that you can do it today. And that is through just using the MLS to find out who's most likely to sell because they put a score on every single person now through the tax record, and then going through and skip tracing that data and then making out making those calls yourself or that just takes a little bit of time. But there's that's pretty much free, right? You can use free resources to get contact information. And so that's that's the way to do it is just to try to have as many conversations as possible with the most amount of people about real estate, and I use a system that it's funny because I got this thing out of a book a long time ago, tiny little book andand then II kind of hear people saying it, which is cool, you know. But I brought, I kind of started talking about it, which is the four point system, the four point system that I use, and that's everyday My goal is to get four points. I got this out of a book called How to be a rainmaker by Jeffrey Fox, super tiny little book. And he says, If you want a salesperson that always wants to stay busy, should try to try to reach four points a day. So if I can reach four points a day, I'm always going to be busy. One way to do that, or how to do that, How's his other ranking works is one point as foreign is for a good positive conversation about real estate. Two points is when I set an appointment, three points is if I get a signed contract, so signed buyer contract, listing agreement by representation, whatever, if you get a signed contract, that's three points. And four points is, is if you get paid. So if I, if I can get four points a day, I'm always going to be busy. So that's one thing that I was able to do.When I moved to SF was I just My goal is to get the four points a day, that was it, and I know that I can get I got four points a day, I'm going to be, I'll be busy, I'll be successful. And tomorrow, I have somebody to talk to. And so I think that's, you know, because we get, it's easy to get caught up in the monotony and yeah, you know, you get bored and so on. You gotta have some that's why people talk about having your why and so on. But, um, but this is this a way to kind of game it and stay and stay focused. And I so let's, let's put this into context, what we're talking about is you have to have more conversations, whether you have a built in network or not either have a database or you don't, and you can buy conversations, you go out and have them. Have you guys ever realized some of the top producing agents aren't the sharpest tools in the shed that the most popular?They have more friends than you do. They're more marketable and more people they have more conversations than you do. On average doesn't mean they're smarter than you doesn't mean they're better than you, which is exactly you know, there's two ways that you really stand out in the business you either a nurture the relationships you have, or be you offer something no one else has. There's a reason why Redfin goes into a market, it's our shreds acting immediately is because they have unique selling proposition. Unfortunately, the vast majority of real estate agents don't have a unique selling proposition, you guys are all selling the exact same shit. And when you're having these conversations, it's how you make people feel that really makes you stand out, which is all your personal brand, at the end of the day. So what does that mean? Well figure out a way to have conversationswith regardless of how you're doing, you're gonna buy them, or you're going to manufacture them, by putting yourself in the center of that conversation. There's a reason that I've seen, we've had some people on the show that would start up a brand new business.In a market they don't know anyone in, and in every single circumstance that they do. It's because they're super outgoing and social and they put themselves at that table.I've seen people do that with business owner interviews in those small local market. I've seen people do that in foundational giveback programs where they didn't know anyone in the foundation. But today, they are now sitting on the board of the foundation because they raised so much money for them over the last 12 months. But every case that I see somebody run an attraction based business, it's because they put themselves in that situation. It didn't happen on accident. Hmm. Yeah, absolutely. Absolutely. And, and the thing about that, too, is that there's plenty of information out there that we can get access to, and how to do things, and how to find like people that are watching and listen to this. It's like, you know, they're they've, it's, there's, the information is available. So it reminds you of the story. If it's all right, I can tell this story about when I was growing up, I had a coach wrestling coach. And he'd always ask us, what's the difference between an amateur and a professional? What's the difference between an amateur and a professional and then, you know, sit there looking all these Theriot steroid kids, you know, like nobody has the answer. And then he would say the differences consistent, right? Yeah, an amateur and professional. So like, if I go bowling, I can ball strike maybe once out of 10 to three times out of 10. A pro is gonna pull 10 out of 10. Right? And, and the baseball pitcher is gonna pitch strike every almost every time, right? So the same thing with what we're talking about is like, we can get excited, listen to a conversation with you about what to do. And then the next day, we're amped and we go do it. But then what do we do the next day, the day after, and so on, and so on. So that's really kind of the difference, right is though those individuals that you're talking about that are putting themselves in those positions, they're doing it all the time, not one time, right? You listen to who they are, it's who they are naturally, like you're born with it, it's very hard to create that in somebody you either have it or you don't. And that the faster you figure out whether you do or not is the faster you figure out which model is going to work for you or which type of waves you're going to have more conversations. That's the key right is like figuring so you don't have to be that guy like I'm not always the most outro virgin outro Verna person but understanding where you kind of fit in then you can build a model around your strengths. And that way you can leverage other people or other systems or tools to do that.The things that you necessarily like you're not enjoying as much, right? So so I think that's, that's the key. And and, and that's where kind of teamwork comes in and partnerships and so on and so forth. But, but, um, and that's also where leveraging technology comes in. And then that way staying top of mind through digital platforms, and, and so on, if, you know, maybe just, it's really just about you said, it's defining, and understanding what your strengths and weaknesses are, what you're good at, and then being able to work around that. And I think that's, that's really important. And so I guess the question for you is I have for you is what's, uh, what are some ways to do that? Like, how can people determine routes go.Um, I mean, it's really comes down to, if you're the type of person that goes to your kids school event, and you sit in the corner and just talk to the people, you know, well, you're probably not the person that's going to go out there and put yourself in a center of attention. You know, if you're the type of person that knows everyone on your block, and says, Hi to everyone in the restaurant, you walk in, like that's perfect for you. In the event, you're not say the person that's going to do it, maybe you don't have the time, maybe you're like me, and you have like 10 Kids, can you pick it up three different, pick it up three different things, I don't have time to go out and meet people, nor do I have the energy. And I'm about to do this here in San Diego, and start a real estate team. And I'm starting from scratch, all my friends here are in real estate. So it's like I remember referral based business. But I can tell you guys how I'm gonna do it. I know how Kevin does it. And let's let's actually do this as a case study of something good for show. So what I'm going to do here in San Diego is I'm gonna create a create a website called your real estate dudes. And we're going to create lots of conversations through a shitload of video content creation. And what we're gonna do is we're gonna have every dude on the team is going to be creating two to four videos a month. And that's how I'm going to get them in front of the right people to have those conversations with because we have to create content in order to do so. Content creates engagement, engagement, creates conversation, conversation creates trust, trust gets you fucking paid. That's the formula. It's very, very simple. But I'm also going to be doing lead generation to now totally different strategy. Because when you look at your business, you got to look at the assets you have the assets are nothing more than the amount of people you'd invite to your wedding or funeral if you had an unlimited budget for both.Now, in my case, I don't have any assets. But the agents I bring on my team do, each and every one of them have to be from the area, each and every one of them have to have X amount of Facebook friends, an email list and X amount of social media reach, because I know that all I need to do is infiltrate those people to have conversations. Now, that is one aspect of lead generation more based on attraction referral generation from people's existing audiences. The other system I'm going to run is probably something you know how to do way better than me. And I'm going to trip and fall forward and call you up for advice along the way. And what that's going to be is I'm going to buy a list, I'm going to get data of people who are most likely to sell, I'm going to do this to my friends over Geopoint data, Dawson the phrase, and these are going to be people that are facing financial constraints, death, probate, divorce, relocation, significant amount of credit impacts significant amount of debt on their score, I'm looking for people that own properties that are more than likely to sell. And then I'm going to take that data, and I'm going to fucking pour out all over them. I'm going to hit him on email, I'm going to hit him on tax, I'm going to hit him on social and I am going to be everywhere all the time.And that is lead generation.Right? But I have to start, I don't want to just I'm not gonna go by, here's where people screw up and lead gen as they go out. And they do it. It's good to Every Door Direct Mail. So let's start talking and having conversations with people that have no interest or intention of moving. That is what I call a waste of money. Hmm, absolutely. Tell me how you do it. Yeah, no, I think that's I think that's great. I think right now, especially in this market. It's it's very, I wouldn't say easy, but it's there's a lot of sellers that thatare interested in selling, right. I mean, there's Fannie Mae came out with the article a couple months ago, talking about the first time in 25 years, sellers think it's the very best time to sell in the last 25 years. And buyers think it's the worst time to buy in the last 25 years. So who would you rather work with? Who's most likely to work with you? So? Absolutely. You know, that's, that's one of our strategies as well is just now that we have this access to data that can tell you people are likely to transact, like I mentioned earlier through the self score thing, but like you mentioned, Geopoint, that's another option is finding those individuals who are likely to transact and start creating relationships, and with what your strategy is, what I really like about it, Mike is is that it doesn't take me to go out to a parent teacher conference or whatever and sit down and talk to 1515 parents, right. It's it's it's a leveraged approach. And so that you're kind of throwing out that that that casting the line, and seeing who who'd be ininterested and you're targeting individuals that are based on digital information and data are likely to transact right so that you're efficient and being smart with your with your dollars that you're spending. One area that I think what we do on that is we have,we have a call center, we have individuals that are that are incentivized to create create appointments for agents on our team. And so we take that list like that. And like we do everything that you just said. And then we're also reaching out to them to to try to set appointments or try to have conversations. Another area that I think is really helpful with this type of marketing is to use leverage I buyer, people talk about eye buyer being an enemy, right? To me, I think eye buyer is more of a strategic partner, and we can leverage them to get our foot in the door. Whether or not those individuals, the agents decide, or the sellers decide to use that eye buyer as an option to sell their home is irrelevant to me, what I want to do is, is I want to provide those solutions, and I feel more and more today, as real estate agents and professionals. We're not no longer the gatekeepers of information, what we need to really be as a solution providers, option providers, provide individuals with those with a mountain enough all the options so they don't have to go elsewhere. Here's all I've been saying this for fucking five years, your don't sell real estate, you solve fucking people's problems. I had issues with the real estate, it's very simple. I forget, when I started learning, content marketing.It's like when real estate marketing dude came up, I was in this conference, outside Marketing Conference in Denver, I remember. And I don't know what stuck out to me during that day. But they said, hey, you know that this is what content creation, I got addicted to it, I was just like, Dude, it's great. I'll just gonna create content on people's fucking problems and have the solution for it. You know, it's very simple. Like that makes sense. Like think about when you're when you're shopping yourself. And you're like, I don't know, let's say I need a flowers for my wife. Because it's Valentine's Day, I'm sorry. But I have no interest in going to page two a Google, like the first flower shop I see is fine with me the first one that solves that problem I'm going to use. Now I want to take that same concept and apply that to real estate because 88% of people close with the first person they meet with period. No one wants to go out and shop a bunch of different real estate agents. But you do have to offer a solution that's relevant to today's market. What Kevin's talking about with the I buyers is 100%. Right on the money. This is why we built listing advocate is that we're taking all those ibuyer offers, and we're out.I wouldn't say performing, but we're out servicing our competition. Because people want solutions and the market is changed. And when we're doing something different than nobody else is by offering many different types of solutions to their problems. Who cares which bucket they find it. So people with the ibuyers 95% of people will still go regular listing agreement, but 100% of them want to see all their options. So if you're just selling, hey, I got a listing agreement. I'm doing a video on this today. What's the difference between you and every other agent? And most agents can't answer that.I asked him every time What would you do? Why should I hire you over anyone else? Why don't they? What do you think the answer the question is?Well, we're going to provide the most options and most solutions we're going to get depending on what their needs are what the agents say we think most agents answer to that question is what do you do differently than everybody else? You're gonna work harder. Yeah. I'm gonna have your best interests in mind. Well, No shit, Sherlock, you have a fiduciary duty to do that. Right? Right. But they don't have the you don't like that's the craziness of the of the business right now? Is that the answer? The answer is read the answers right in front of you. I have an easy answer. It's called listing advocate calm. But do you could just copy your concept and do it yourself. There's nothing crazy about what we're doing with it. We're just creating a mega offering that'll out compete every eye buyer and every other agent and marketing. Think about it fromThink about from two cents you guys is like, you got a couple different restaurants to go to. Right. And Kevin and I are I'm in Orange County with Kevin and we're hungry, it's lunch. And if it's lunchtime and mean Kevin want to go eat because I'm Mexican, I'm automatically going to default to go to the tacos. But because we're in the middle of the business meeting, we might go and eat tacos for 10 minutes at a taco stand. That'll fill our bellies and that'll check the box. But once 5pm comes along, Kevin and I don't just want to eat we want to eat and have an experience we want to eat and go have a cup of margaritas. We want to drink a little bit so we're gonna go to this fancy taco restaurant in Orange County by Kevin's house. And when we get there, it's going to cost me five times as much.What's the difference? The experience I'm seeking? Right both both serve both them my belly both accomplished immediate goal, but I'm looking for something specific. So how can you create the experience keep going sorry. Know that how do you that every real estate agent listen when I What is your experience level? What makes you different?Because having the conversations have to battle, you still got to close it. Right? So a lot of the stuff we're talking about is twofold. Guys like having the conversation comes in one aspect, but then what makes you the right answer to their problem?Why do you have the right solution? I think what you're talking about also, and I don't want to, I don't want to be like super abstract, because I do want to allow my child how much time we have left, but I want to get into some specific support, things that people can really take away and use. But um, one of the things like, you know, kind of, before COVID, I was speaking all over the country going to different events and going on stage and stuff like that, and doing podcasts and everything.And people ask me all the time, like, why do you share all your secrets and everything? And first of all, I like to do that it's fine, because I feel like it's more of a reciprocal thing. But also, here's an important factor to keep in mind. Like we talked about all the time, most, most people don't implement anything, right?Exactly, right. Nobody implements anything. But then let's say that, let's say people implement,but then it's a matter of how you're going to execute. So matter of First of all, you're going to implement, nobody does that anyway. So only a small percentage of your competition is going to implement. And then second, beyond that, who's an execute better? So it's kind of like if you're in a football, you know, real estate marketing dudes, I think there's maybe a lot of dudes on here that are football, maybe football fans, okay? So it's like when the NFL teams are going to heads up, and the offense runs the ball. And the defense knows the play, they know exactly what they're gonna do. They're gonna, they ran the same play four times in a row, they keep running it, and why are they running it? And how are they successful? Are they successful is because they can execute better than the other team? And they don't doesn't matter if you know what I do. So the answer is they asked me, How come? How come I share because I don't care, because you're not going to execute better than me. And I'm not confident in that. And there was something that I forgot who said this, maybe I don't remember who but you said, Never underestimate the mediocrity of the competition. That's great. So it's just so much opportunity. And it's just something to be very excited about. And, and so just putting in a couple things, like, you know, the listing advocate of the website that you're talking about, that was the name that you just said, you're saying add listing, advocate, listing, advocate calm, I mean, how many people are using that? I mean, it's like, I'm sure you have a lot of sales and everything, but like are the top are as your competitors using it. Right? So it's like taking small rooms, and then just implementing them into your business. And then now you just perfect and execute and just focus and do it over and over and over again. And I'd rather be the master of one thing, then be you know,so, and that's where we come back into leads, and how we manage our lead flow and systems and everything is just a it's a science, it's a process. It's just it's easy. Anybody can do it. Next, do you have a Kevin as a follow up for everything? If someone opts in, they want to Kevin's forms. Like, I don't know how many Zapier connections you have, I'm gonna guess you could probably build a house with all of them. We, we stop using Zapier a lot.We have our own internal stuff. So you had to build your own. But yeah, if you're going to get in the lead gen, you got to have all those different systems set up. And you're right, the same reason that I'll give away all of my video scripts to my competition. I'll give away all my video scripts. I'll give them the viral marketing right now. Frank, take them all, you're not gonna execute, dude. Yeah, you know, I mean, like, and same thing with real estate agents. I'll be like, here's exactly how you shoot the video. But I know for a fact that they're never gonna learn how to edit. That's why a service like us has, but it is about leaning forward. So we'll create all of our content, we give it away. We're not gonna hold anything back. Yeah, but here's the thing. It's part of that though, too, is it's okay to hire out. Right? It's fine. But part of execution is is having the right team. Yeah. So that's why it's like one of the factors too, is like, I'll hire you to edit for me. I'll hire the marketing dude, edit for me, because I don't know how to edit. Right. So it's like coming back to one of the early things in our conversation was, you know, is don't be in a position where you can't spend money, don't be.So that way we can create a predictable income so that you can spend the dollars but one thing I want to share with everyone.I'll try to give away like a simple strategy. I don't know if it's, how simple it'll be. But first of all, one of the things that we do and we're we're creating about maybe 100 between 60 and 100 Hand raisers per hour with our team, and the way we do that is we use real scout and then we just integrate real scout with follow up boss So Andrew, if you're from from real Scout, if you're watching this, you set up that integration, buddy, so we don't have to do it so much on the issue. What the fuck are you doing man?Forever, you get about 60 to 100 per hour. The way I do it is I take my follow up boss, CRM, and every lead that comes in gets entered into real Scope.Just have real Scott by itself alone, I don't have any ownership of real Scott, I probably should be already gifted by now like 10%. Andrew, you're that one to pick them up Andrew. And so take your leads, put put them into real scout or something like it, where you can then start dripping, sending content that's relevant. And then where you can track the engagement, but more importantly, where your your clients can, can message you to let you know when they're interested. And, and so what we've done that's unique is taking the the activity and the engagement that's happening inside of real scale, and then transitioning that through an integration that we've created on our own because it was way too expensive. To use Zapier, imagine 60 to 100 an hour how much that's gonna cost.So we had to do our own. But now all those all those activities that are happening in real Scout are getting sent over to follow a boss for my team, who is now seeing all those activities, all that engagement in our, in our call center, and everybody is calling. And it's just working out so well. So if anybody's interested in learning how to do that, reach out to me, because I'll show you guys how to do and that's kind of something that we're offering right nowas a consulting thing, so if anyone wants to do that for their team or their business, you look up, but you're doing it through like the thing to to just serve everybody understands as you're reaching out through multiple mediums, oh, yeah, to pull tabs, like, there isn't like, if you're doing lead gen Do you agree? Like, there's no such thing and lead gen world anymore, where there's just one channel you're using? Right? Like, you can't just use email anymore, and then expect it to work? Like you might get a deal here and there. But like, you're never gonna scale? Well, like you said, you need to be everywhere all the time. Yeah. And so right, it's just, it's a matter of like building trust, and so on. So like, people see you, they're gonna, it's a matter of building that trust. So the more that you're seeing, the more visible you are, the more relevant content that you're providing, the more the more trusted that you will be. And the more likely the thing is, people are going to reach out to you. Because like you said, when you're when you're going on looking for that flower shop, right, you're going to click on that first one that reaches that solves your problem. So if I can be in that position, maybe I'm not going to be the first page of Google, but I'm going to be on your videos, I'm going to be on Facebook, I'd be on everywhere, so that when the time I just I don't have to go far to find the answer. So the Be that person, and I know you're like a master of that. And and then we do that as at a high level as well. And we're just, you know, constantly sharing that data. And it's also important to share it with people that are most likely going to transact. So we don't want to waste our dollars and our time with people that have no interest whatsoever. So one of the things that we do, like you said, you take that data, the cell score, the geo geo point where you can show that shows you who's interested, but then now you're sending them content. And now they're engaging with your content. That's information that we may be tracking to. And then we're picking and going deeper with that it's all basic stuff to you, man. You know this, but people that are listening if you don't know it, learn from Mike, because there's nobody out there. It's really better than understand view. Do you believe that everyone needs to be creating content today? Yeah, absolutely. Absolutely. Because of that. And then because of that, like you got you can't like if you have your sales messages going out, you have that you have multiple things going on. Like I have a pitch video that goes out to people who are listening to this podcast right now, like you guys, click on my website, go ahead and click on my website, I dare you click on my fucking website right now. Click, click, click on my website, I am going to be all over Google YouTube, Facebook IG, and I'm about to do it on tick tock. Because I know that even in our world, like the more I am everywhere, the more demos we get, and the more times we saw our video services. But when I turned off those demos, there's been a couple of times this year where my schedule was booked out two weeks, and I turned off my ads. Big mistake. Don't ever do that, please. And then I went through a peak and valley in our demos because of it. So it's crazy on how important it's become unnecessary learning experience, man. Yeah, if you didn't do that you wouldn't have known for sure, like you would have guessed would have been a hypothetical, right? And that everything's hypothetical. I'm always wrong the very first time I'm not smart. I'm not by any means. Like some kind of smart dude. I've just not scared to test things out and see what works and then amplify and that's that comes back to because you're consistent because you're you have systems in place you can you can take those types of financial risksand, and not be afraid so.Yeah, I mean, it justI mean, I can I can see her and talk forever man, I really appreciate you I think you got it wrapped up I think people are gonna be interested possibly in your consulting thing. Why don't you go ahead and unless you have anything else to add, let's go ahead and get this one wrapped, and tell people where they can message you. But I think closing thoughts guys. You got to have more conversations and to do that you got to be in multiple places. And you got to be everywhere all the time. And you got to have those conversations in front of the right people.The right people are either a cold list of people who are more than likely to buy or sell, or those people are the people who already know like and trust you. Yes. And like I said, right now we're generating between 60 to 100, new, active people that want to engage that want to talk that are hand raisers. per hour, 60 to 100 an hour.How much of a guy asked how much of a budget does that cost? Okay, so my,I got it.I mean, like, probably close to six figures a month at one time, close to with everything, okay. But now, it's a lot lower. It's, it's because I got smarter number one, number two, also, we built such a huge database over those over those years, right? And then three is who, okay, here's my philosophy on leads. And we have a short time I know, but for those who are leads, people, okay, and where are those people live? In your community? In your your neighbors, your people, right? So what are when you're paying for leads, what you're simply what you're doing is you're speeding up the process, from having to basically find a needle in a haystack. And you're paying someone to find that needle for you. So that they're right. So they're saying, Okay, this is a person out of this community, this person is interested, what if I had the whole access to the whole community? If I had access to everybody in the community? What would you do?Just second, if you're paying attention, if you had everybody, if you had access to everybody in a city, in San Diego, and your your neighbor, I'd be all over him, you'd be all over him. Right? So So then would you buy a lead? No, no, because you don't need to, you don't need to. So that's my point to everybody is you can create your own leads, because you know, where those people are coming from, they're coming from, let's say, your neighborhood, your community, wherever. And so if you can get access, which we have access to that now, I can get access to everybody in my community, and I can get data on those people, which is available, very low cost. And if I can just then figure out a way to get in front of them with content. Like I said, What now we're calling we're setting appointments, we have a cost, so I invested in the call center stuff. So my cost is like stupidly low man, like, it's, it's so low, I can't I mean, it's like, so low, he can't even share them no matter how low it is. Soit's more about not so much like we're not paying for the leads, I'm paying for the systems and management of how to manage those contacts from the community that we're targeting. You could probably sell those leads and turn pretty pretty promptly toyour you're giving them to your team members. And you're writing an awesome model doing that keeping them busy. Systems is all Yeah. Can I plug one thing, man, God, yeah, so um, so obviously have a brokerage marker real estate. And we're basically looking to grow with great people. So that's another goal of mine is to try to connect with with agents. And we're rolling out a rev share plan, rev share model. So if anybody's interested in learning about how to become part of our team, or you're receiving leads, and we're setting appointments for you with sellers with buyers.That's another thing you know, I don't want this to be like a pitch fest. But no, I think that's a pretty damn good offer. If you guys are having struggling with business or acquiring business, then you got to surround yourself with someone who's had acquired for you until you learn how to do it on your own. And he's offering JOIN US team if you're interested and I'll supply you with leads. Simple, it's pretty fair offer to me. Whether you're an agent or a team, you have a team or brokerage, whatever, I think we have a solution for everyone. And so that's that's my that would be my my thing. So I just want to say thanks, Mike. Dude, I really respect you, man and appreciate everything you're doing. Thanks, dude. Appreciate it. And we appreciate you guys listening to other episode the real estate market do podcast folks, you know where to find us. If you are thinking about getting on video next year. You don't need more leads, you need more dudes, all you need to do is go to real estate marketing do.com Schedule a demo with me. I'll show you how it works. And I will promise you that people will stop forgetting what the hell you do for a living and you'll start running and attraction based business. That's www that real estate marketing do.com go and connect with us on all of our social sites as well and keep leaving those reviews and tell people about this show. I appreciate you guys listening. We'll see you guys next week. And we'll talk to you then peace out. Thank you. Thank you for watching another episode of the real estate marketing dude podcast. If you need help with video or finding out what your brand is, visit our website at WWW dot real estate marketing dude.com We make branding and video content creation simple and do everything for you. So if you have any additional questions, visit the site, download the training, and then schedule a time to speak with the dude and get you rolling in your local marketplace. Thanks for watching another episode of the podcast. We'll see you next time.

Listen in on how Kevin dives in on his challenges and growth during his time building a net worth of over 200,000 followers! Get practical application to lead in your life every week, in your inbox https://www.joshkalinowski.com/jk-download For more free tools to grow your business visit www.joshkalinowski.com Get my new book for FREE www.strike3book.com
 Liked this episode? Check out this video... www.youtube.com/watch?v=RHj4HjTq3K0 
 Josh Kalinowski is a CEO, serial entrepreneur and family man hellbent on helping leaders live a life of exceptional impact, influence and faith. On this show, Josh shares what he learns with thought leaders, entrepreneurs and everyday extraordinaires to keep moving the finish line forward. If you're searching for “more,” you're not on this journey alone. As a listener you can expect the tools, inspiration and accountability you need to find your inner greatness and become your best self in business and life.

Kevin Markarian is the Chief Executive Officer of Marker Real Estate. Founded in 2014, they've achieved rapid success as one of the nation's most innovative companies, and use leads and innovative systems to serve 7 different markets in Northern California. Hear how to generate leads for your business, use digital marketing to your benefit, build your marketing team, nurture a valuable database, and stay diligent with sales follow-ups. Connect with Kevin on Facebook and Instagram

Kevin Markarian of Marker Real Estate wants to teach you how to generate seller leads! Marker Real Estate was awarded Inc 500's Fastest-Growing Companies in America and they are a part of Forbes real estate council!Kevin wants to teach you his strategy for generating seller leads!Kevin Markarian of Marker Real Estate wants to teach you how to generate seller leads.Marker Real Estate was awarded Inc 500's Fastest-Growing Companies in America and they are a part of the Forbes real estate council!Find out Kevin's strategy for generating seller leads!

Welcome to the sixteenth episode of Leverage. Join us here as we help you leverage your business through Virtual Assistants! In this episode, we're bringing back Kevin Markarian as he shares how he navigated and hired his first ISA. Kevin runs an INC 500 Business with the help of his ISAs. Find out what his ISAs are doing for his business and how they have attributed to his success! You don't want to miss this!

How do you start over in a new market and compete with established top producers? Kevin Markarian did it by investing online leads and developing follow-up systems for high-level conversion. Eventually, Kevin built a team and then a brokerage to support the lead flow, and he continues to leverage the best available digital tools to manage his growing real estate empire. Kevin is the Broker-Owner at Marker Real Estate, a wildly successful brokerage out of San Francisco with regional offices throughout California. Since its founding in 2014, Marker has become known as one of the nation’s most innovative companies and earned a spot on the Inc. 500. As a thought leader in the industry, Kevin is a regular contributor to RIS Media and Inman News, and he has served as a panelist and speaker for the National Association of Realtors. On this episode of Founders Club, Kevin joins Oliver to explain how he got his start in real estate working for a developer in the Central Valley and what he did to start over in San Francisco after the crash. He shares what inspired him to go all-in on online leads, discussing how the Marker Real Estate systems empower agents to grow their business. Listen in for insight on Kevin’s 1985 Bears Defense approach to marketing and learn how he is outsourcing his proven model to support others. Key Takeaways [1:48] How Kevin got his start in real estate Grew up in Modesto, introduced to broker at age 20 Hired on with top developer in 2003 (became #1 agent) [8:26] Kevin’s transition from Modesto to San Francisco Made decision to fail big in big city after crash Started buying leads, building SOI before move [16:17] The AHA moment Kevin went all-in on online leads NAR session on managing high volume of leads Bought all of San Francisco County from Realtor.com Built team to handle lead flow, CRM to track [27:50] What differentiates Marker Real Estate as a brokerage ISA team responds to online leads, sets appointments Long-term follow-up system = high conversion rate [36:15] How Marker Real Estate is growing now Expand to other markets throughout California Partner with others to use model in their business [42:25] Kevin’s strategy for growing his business Connect with hard-working, collaborative people Leverage digital tools to be everywhere all the time [50:52] Kevin’s 1985 Bears Defense approach to marketing Blast target audience with email, text and calls Become celebrity to client base on social media [59:43] The art of building duplicatable systems Keep it simple and battle test them yourself Ask others to document for your review [1:04:50] What Kevin is investing in now Natural hazard disclosure, mortgage ventures Profit centers related to real estate business Connect with Kevin Marker Real Estate Marker Advantage Marker Concierge Connect with Oliver Big Block Realty Oliver on Facebook Oliver on LinkedIn Resources Top Producer Follow Up Boss Zoom Verse CallAction RealScout PowerISA Virtudesk MyOutDesk LionDesk Real Closers Facebook Group

Some classic Brittiny Quotes ...   “I have a big dick and I’m not afraid to say things” “I don’t back down if I believe something is right.” “Get your ass up and go to work.”   Show notes ... In this fifth episode of Rags to Riches podcast, Baton Rouge real estate agent Brittiny Howard shares with us her brazen but captivating story. Growing up, she had a good support network, with her dad working in a roofing and brick masonry business. Her first stint at real estate was when she helped her mom sell their home at 12 years old to her best friend's family.  Even though she had her first child at the age of 20 and raised him as a single mother, she refused to let it stop her from graduating at the University of Vanderbilt on time.   However, difficult times came when she was barely making enough money and even had to count nickels in order to buy their food. Despite all of this, her little boy was her biggest motivation to push and try harder.   This iron-willed and decisive mother was able to close 52 deals in her first year as a real estate agent. But by the end of 2017, merely four days after she got fired by her brokerage, her home and neighborhood got flooded. The government didn’t help them and her insurance failed to reimburse everything she spent, wiping out all of her savings. Devastated as she was, her family and personality remain as her driving force to “get her ass up” and go to work—with no more excuses.   Brittiny simply believed that losing and failing is not an option.   Tune in as she mentions the amazing people who’ve become part of her real estate journey, how she started focusing on building relationships with her potential clients, and her special way of giving back to the less fortunate in her community.   Mentions:   Zillow - https://www.zillow.com/ Commissions Inc (CINC) - https://www.cincpro.com/ Google (PPC) - favorite set-up Lab Coat Agents - https://www.labcoatagents.com/ YouTube - https://www.youtube.com  Gusty Gulas - https://www.linkedin.com/in/gustygulas  Tristan Ahumada - https://www.linkedin.com/in/tristanahumada Michael Hellickson, Club Wealth - https://clubwealth.com/michael-hellickson/   Kevin Markarian - https://www.searchsanfranciscocahomes.com/team/kevin-markarian-licensed-real-estate-agent Sam* Cheri Benjamin - https://www.linkedin.com/in/cheri-benjamin-945bb8115  Mike Bjorkman - https://teambjorkman.com/team/mike-bjorkman-licensed-real-estate-agent Amanda Todd - http://amandatoddgroup.com/  Howard Tager - https://www.ylopo.com/howard-tager-ylopo-ceo Vanderbilt University - https://www.vanderbilt.edu/   Show Sponsors;    Ylopo -  The Future of Real Estate  Tech - https://www.ylopo.com Lab Coat Agents - The  #1 Facebook Real Estate Group to learn how to grow your real estate business -  https://www.facebook.com/groups/labcoatagents/

In this first episode of Rags to Riches Podcast, Robert shares his amazing story which inspired us in creating this podcast. He gives us a glimpse of how he has created his billion-dollar empire from using his wife’s credit card in secret. He shared his values when it comes to keeping his clients and his employees happy. He also shares technology and platforms that has helped him develop a working system that continuously grows his real estate business to where it is today. This story is about an amazing journey of a risk-taker, who kept his desire to grow, and has opened his doors to new technology. When it comes to the mind-blowing and inspirational story of success, Robert definitely takes the lead. Come join us and listen to an amazing story of a man who took the risk and never looked back! Back in 2014, Robert got tired of selling used cars and contemplated what he can do to generate money for groceries. He knew that real estate is the key and started his investment by passing the real estate brokerage license exam and spending $168 on Zillow. And the rest, as they say, is history.   Mentions:  Zillow: https://www.zillow.com/ Realtor: https://www.realtor.com/ Follow Up Boss: https://www.followupboss.com/ SquadVoice: https://www.squadvoice.co/ Client Giant: https://www.clientgiant.com/ Kevin Markarian - https://www.searchsanfranciscocahomes.com/team/kevin-markarian-licensed-real-estate-agent  Real Trends Top 1000 - https://www1.realtrends.com/rankings/real-trends-1000-teams-by-sides-2019

Real estate agents need leads to do business. And if you don’t have a robust sphere of influence, your business will flounder without a reliable pipeline of prospects. So, what are the best (and most cost-effective) online lead sources? Are there any no-cost strategies for attracting clients? And once you have built a database of online leads, what are the best tools to use for follow-up and conversion? Kevin Markarian is part of the admin team at Lab Coat Agents and Broker-Associate at Marker Real Estate, a San Francisco-based team of 55 agents that close an average of $3M each in business every year. An expert in online lead gen, Kevin is known for building the systems necessary to grow a database and automate follow-up, leveraging technology to compound results. Today on the podcast, Kevin joins Oliver to explain how moving to a new city inspired his interest in online lead generation. He shares his favorite lead sources, offering insight into how he structures $2 Facebook lead ads and nurtures those leads long-term. Kevin also discusses the automation tools he uses to follow up on leads, hold agents accountable, and nurture his database. Listen in for Kevin’s FREE Craigslist and Yelp lead gen strategies and learn how to convert online leads at a high level! Key Takeaways [2:13] What motivated Kevin to master lead gen Knew no one after move to San Francisco Interest in generating leads online [3:32] Kevin’s favorite online lead sources Facebook ($2 per lead) Portals more expensive but lower in funnel [4:20] The differences among Facebook, Google and portals Portals, Google = active leads seeking info Facebook leads targeted by you (longer timeline) [6:23] Kevin’s advice around consistent follow-up Call back second time to create urgency Leverage ‘automation with authenticity’ [8:52] The fundamentals of Facebook lead ads Extracts info without registration Create lists (i.e.: 10 Best Views in SF Under $1M) [13:15] The tools Kevin uses to automate follow up Agentology facilitates speed to lead Agent Legend to stay in front of lead long-term [18:33] Other real estate tech platforms Kevin recommends Follow Up Boss to assign leads and track progress Line2 app to separate personal vs. business calls RealScout to nurture database, set appointments [24:26] How Kevin holds agents accountable for follow up Note-taking in Follow Up Boss Reach out to client for progress report [26:55] Kevin’s FREE Craigslist strategy Post photo + description of listings ‘Text INFO to’ CallAction # [30:01] Jason Walters’ Yelp keyword strategy Ask clients to write reviews with specific keywords Rank in Google search for ‘best realtor’ in your city Connect with Kevin Lab Coat Agents Marker Real Estate Connect with Oliver Big Block Realty Oliver on Facebook Oliver on LinkedIn Resources Agentology Agent Legend Follow Up Boss Line2 RealScout CallAction Jason Walters Google Keyword Planner

Kevin Markarian, the Founder of Marker Real Estate, grew his company's revenue from $125,000 in 2014 to $2.1m in 2017, a 1,578% increase, and now they are on track to hit $5m this year. Marker Real Estate helps their clients buy and sell homes in San Francisco neighborhoods as well as throughout California. In this interview with Eversprint's Malcolm Lui, Kevin shares how he and his team accelerated their high value sales by: Leveraging technology for lead generation and nurturing. While they buy leads from the likes of Zillow and Realtor.com, their own Facebook marketing channel yields the highest ROI by far. Creating systems to consistently deliver qualified leads to their agents. When a lead expresses interest, his 24 x 7 concierge team will reach out them right away to see how his firm can help. Fostering a very strong teamwork environment within their brokerage, where the most seasoned agent will make time to help the newbies. They're not just a brokerage, but a "teamerage". See acast.com/privacy for privacy and opt-out information.

Want to get more clients and ensure that all of them stick with you through to closing? If so, don’t miss this Real Estate Rockstars with Kevin Markarian, broker and owner of San Francisco-based Marker Real Estate. On today’s podcast, Kevin discusses how he helps his agents leverage leads for more business before covering the skills and strategies they use to keep deals from falling through. Kevin also shares the biggest mistake agents make with leads along with tools and techniques proven to boost conversion rates. Learn more about your ad choices. Visit megaphone.fm/adchoices

Kevin Markarian interviews Mike for Lab Coat Agents

Episode 10 - Kevin Markarian joins the Assyrian Podcast and tells us all about his journey. Founded in 2014, Marker Real Estate achieved rapid success as one of the nation’s most innovative companies. Word is spreading in industry circles about Marker’s unique approach to digital marketing communications via a transparent, inclusive client-focused strategy. Email Kevin here:  kevinmarkarian@markersf.com or look him up on social media! 

Sparking major business growth isn’t as much work as you might think. Broker Kevin Markarian joins us to cover the software and the services he used to take his business from a three-agent team to a 50-agent-strong company. Through automation, Kevin and his team are able to tackle a massive number of transactions. After you’ve heard him cover the key components to successful automation, you can too. Plus, you’ll learn other unique strategies for aspiring team leaders, like how to train agents with Monopoly! Learn more about your ad choices. Visit megaphone.fm/adchoices

Insights for Success Episode 12 – Kevin Markarian A veteran of the California real estate community, Kevin Markarian established a reputation as a playmaker from the very beginning. Exhibiting diligence and a keen understanding of the market and the needs of his clients, he’s closed hundreds of transactions totaling over …