The Real Estate Sales Podcast

Wonder what to do for your business in this current market? In today's episode of The Real Estate Podcast, Jimmy meets with Gino Blefari to discuss ways to survive and thrive in the current real estate market. 1. Have a strong mindset A strong mindset is ALWAYS important, even more so in the current market. We don't know how long the current market will last or how deep it will go, but we do know it will pass. You have to remain mentally strong in this market to thrive in the upcoming market. 2. Follow your schedule Don't make a commitment without first checking your schedule. If it can't fit, then don't make the commitment. By creating and following a schedule, you can prioritize what's important and dedicate your time and energy to it. 3. Focus on your MEDS Meds stand for meditation, exercise, diet, and sleep. When you take care of yourself and your mental health, you'll feel good and perform better. Again, think about strengthening your mindset. Blefari says these are small cornerstones that lead to winning habits. Focus on the small, daily things that will lead to big changes. 4. Focus on strategy Blefari would farm realtors who were leaving the real estate business. Whatever you do, create a strategy and follow it. Whatever worked for you in the past, focus on that. Contact all of your clients, add value, and focus on lead generation. Whatever strategy you choose, follow it and tweak it as necessary. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

A lot of the time, EVERYTHING we need for success is right in front of us. In today's episode of The Real Estate Podcast, Jimmy goes over 7 CRUCIAL things most realtors miss about setting their business up for success. It's not about the houses, it's about the people. Oftentimes, when someone is wanting to get into real estate, they think the business is about houses. Real estate is about PEOPLE, it's NOT about houses. When you focus on houses instead of people, you push YOUR thoughts onto clients instead of letting them think about what THEY want. Instead of adding value, this subtracts it. It's not about the number of leads, it's about the quality of the conversations. Leads are vital in real estate, yes, but if you only have names and emails, it amounts to NOTHING. Quality is more important than quantity. You have to identify people who are genuinely interested in doing business with you, then DEVELOP deep relationships with them. Otherwise, you won't generate leads or turn any profits. It's not about how impressive you are, it's about the value you bring. The market only rewards people who bring value to it. If you want to get more income, you HAVE to add more value to the market. Instead of focusing on being impressive, focus on things like becoming the go-to knowledge source in your area and adding value to clients. This will ultimately reward you and your business more than just being impressive. It's not about your split, it's about how much you make. Instead of focusing on maximizing your split, focus on generating as much value and income as possible. If you have 1 deal and get a 100% split, that's 100% of the profit, sure, but only a single deal. Compare that to 10 deals with a 50% split. It's less money per individual deal, but more income overall. Prioritize getting more and more deals over maximizing the profit of each individual deal. It's not about how much you make, it's about how much you keep. This isn't specific to real estate, this is relevant to LIFE. Income is important, yes, but you'll only grow your business and your personal wealth through SAVING that income. If you bring in a million dollars but spend it all, you have nothing. However, if you save 75% of it, you'll still have something. Save your money and put it to work. It's not about the closing, it's about the follow-up. Adding value to clients is one of the fundamentals of real estate, and people often neglect it. However, it's fundamental for a reason, following up and adding value is KEY for business growth and success. Every deal you close presents an opportunity for future business. Don't neglect to follow up, otherwise, you're neglecting the possibility of future leads. It's not about you, it's about them. This one should go without saying. The core of ANY business, whether real estate or not, is focusing on your CLIENT, not yourself. If you want to continually grow, you HAVE to add value and focus on the needs of your customers. Otherwise, your business will fail. It's not a matter of if, it's a matter of when. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Wonder if there are still any opportunities in real estate. In today's episode of The Real Estate Podcast, Jimmy has an interview with Noah Escobar, who in his first full year of real estate, made $16 and a half MILLION dollars. How Escobar Got Into Real Estate Escobar first started in real estate when he turned 19. He did video production for a church before Jimmy reached out to him for a video. From there, Escobar began to learn more about real estate. After two years of working with Jimmy and learning about real estate, Escobar got into the market. It started when we began generating leads and talking to people he had met from video editing. Generating Business on His Own Although Escobar focused on adding value to people he already knew, the BULK of his business actually came from things like cold calls and networking. He would attend different events and introduce himself to new agents, and regularly did cold calls. Something unique that Escobar did, just like Jimmy, was actually call LANDOWNERS to talk about building real estate. Since Escobar started so young, he aimed to do things other realtors were NOT doing. If something was too easy, he left it to someone else. One of Escobar's most memorable moments was when he called a broker. After getting sent to voicemail, he called another number. The broker picked up and begin to actually cuss Escobar out. After explaining his situation, the broker understood and helped Escobar begin developing real estate. Escobar's Fundamentals For Business Throughout his first year, Escobar focused on the fundamentals of real estate. He was specifically, adding value to clients and focusing on lead generation. Of course, he was naturally fearful, but Escobar understood what he wanted was BEYOND that fear. After selling his first lot via the broker, he once again did circle prospecting, to turn that singular transaction into multiple transactions. That first deal actually turned into 4 separate deals. After each transaction, once again, Escobar would circle prospect. The biggest mistake that Escobar believes he made, actually, was STOPPING the circle prospecting. After he stopped making those calls, he stopped generating leads. He had the 4 deals, sure, but nothing beyond that. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The real estate game has changed. In today's episode of The Real Estate Podcast, Jimmy goes over 4 different ways that you can use ChatGPT to help grow your business and get transactions. Social media content A lot of real estate agents understand the importance of posting on social media, but they don't know WHAT to post. ChatGPT can help agents figure out what to post on social media. You can go into ChatGPT and give it a prompt asking about social media posts about certain things people in an area should know, or social media posts for realtors, etc. Listing descriptions Listing descriptions have to be unique AND engaging to help generate interest for a particular listing. Writing individual descriptions by hand can become mundane, but ChatGPT can easily produce listing descriptions. Go into ChatGPT and give it some basic information on the listing. Things like amenities it includes, its location, the number of beds and baths, or whatever else you want to include. ChatGPT will then produce a high quality description for that listing. Video content Just like social media content, ChatGPT can also help write content for videos, whether that be ideas for videos or full on scripts for you to follow. For example, you could ask ChatGPT to write a script on certain things that make your area attractive to buyers, or things that make your city unique. ChatGPT could write scripts for these ideas or help you think of ideas for scripts. Blog content and newsletters Just like social media content, realtors also know how important it is to regularly send out newsletters and produce blog content. ChatGPT can streamline both of these processes. You can ask ChatGPT to produce blog posts, or create ideas for those blog posts. ChatGPT can also help take information on new listings, or other information included in newsletters, and create an informative and engaging newsletter for your clients. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There will be winners and there will be losers in this current real estate environment. In today's episode of The Real Estate Podcast, Jimmy goes over 7 different moves that the top agents are using right now, that you can start using. Evaluating their expenses With the current state of the market, you HAVE to ensure that you're getting maximal return from your investments. Top agents are going through their expenses and evaluating what they're spending money on. If the investment isn't bringing you much in return, stop spending money on it. If it IS bringing in profit, however, double down on it. Evaluating where their revenue is coming from Top realtors are going back through their records, and figuring out where they were able to generate the most profits. Once these profitable ventures are identified, the realtors are then RETURNING to those ventures to ensure profits continually come in. Building systems With the current market, top agents know they HAVE to adapt and prepare themselves. We don't know how long the market is going to last or how deep it's going to go. Top realtors are building systems and platforms that prepare them for the market's eventual upswing. Upgrading their current talent We hear it a lot, but we really ARE the sum of the 5 people we spend the most time with. As a result, the top agents are spending more time with coaches, with other high performing realtors, and the people who are going to teach them the most. Going where the puck is Top realtors go where the business is going to GO, not where it currently IS. These top producers are focusing on what's going to explode in the future and become a major part of the real estate market, and then honing in on that. Having more conversations than ever before You can't do any business if you don't actually talk to people. Top realtors are talking to clients, leads, partners, ANYONE who can help them start and end transactions. With the current state of the market, they're doing these business conversations more than ever before. Getting greedy while others are nervous This comes from a quote from Warren Buffet. When other investors became nervous, Buffet became greedy, and vice versa. Focus on building your business and creating leads NOW while the market is down, because there's less competition. You'll be better off when the upswing comes. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

You got your listing, but how are you going to make that one listing turn into multiple transactions? In today's episode of The Real Estate Podcast, Jimmy goes over 23 different ways you can generate multiple transactions from single listings. Teaser videos for upcoming listings Don't reveal the ENTIRE property, but go over an overview of the upcoming listing. Provide information like the address as well as how many baths and beds. Tell people to contact you if they're interested in the property. Circle prospect the neighborhood Go around the neighborhood and inform people of the upcoming listing. This helps you add value to that particular area and build rapport with potential future buyers and sellers. Door knocking the neighbors Instead of calling neighbors and telling them about a new listing, go to them in person. It helps you build an even better relationship with potential buyers and sellers and is an IMMENSE way to add value. Send teaser videos to your database After you record the teaser video on an upcoming listing, send that teaser video through your database. This gets the video out to multiple eyes and puts you and your listing at the top of several different people's heads. Call people in your database If you know clients within your database are going to be buying or selling within the next year, or would specifically be interested in an upcoming listing, call and let them know. Make a social media post Once the listing is actually up, make a post on social media announcing the listing. This gets people thinking about the listing and puts you, again, at the top of their heads. Send a just listed postcard Sending out just listed postcards does two things: Helps agents find potential buyers but more importantly it also BUILDS VALUE with those same potential buyers. Building value is, of course, key. Host an open house Hosting an open house lets you meet with a large number of potential buyers and sellers. You can gather the information of people who come to the open house and add them to your database. Door knocking We've already covered door knocking, but after a listing is up, do some more door knocking. Let them know the property is on the market and ask them to send leads your way. Circle prospecting We also already talked about circle prospecting before listings went up, but circle prospecting after a listing is posted is another way to generate more transactions. This builds value and rapport and puts you on people's minds. Behind the scenes content at the open house Buyers and sellers WANT to see what's going on with listings. By providing them with this information on what happens at open houses, you deliver content that they specifically want. Short form video about listings Create a 15-30 second video, around the length of a TikTok, and provide a very brief overview of the listing. Make sure to tag your location as well. Unboxing of the listing Jimmy saw a video from Brad McCallum where he "unboxed" his listing. Essentially, McCallum opened up a box, pointed the camera inside of the box, and inside of the box was his main video about the listing. Post on a Facebook group Look for a Facebook group about listings in your local area, and post listings. This not only helps you connect with people in your local area, but it also builds up your reputation as THE real estate agent in that area. Have an attention grabbing sign Use take one signs or have signs with a QR code that sends people to videos about listings or your latest listing. Instagram story This is similar to using short form videos. Post a video on your Instagram story about a new listing and put a LINK into the story that directs people to information about your newest listing. Short form videos about listing amenities Do a short video, around 15 seconds, DAILY FOR A WEEK, on different amenities that the listing has. Native full form videos Instead of sending potential leads to another platform like YouTube, create a full form video about a listing. Post that video on a single platform and showcase different clients' houses. Create a graphic saying the listing is now under contract After you've found someone to buy the property, make a post on social media, telling everyone that the house is under contract or in escrow. Congratulate the new owners, don't brag, to help build rapport and add value to that community. Host a going away party for the new owners After the owners have bought a new property, host a going away party for them. This builds value with those clients, but also gives you the opportunity to meet NEW leads as people come to the party. Send a pending card After a listing has been sold, send a PENDING card. Let all of the recipients know that, although that particular listing is sold, there may be other listings that these new leads can purchase. Send a just sold card Just sold cards are a FANTASTIC way to show your value to new leads. By sending out just sold cards, you show the recipients that you were able t

Chaos creates opportunity. In today's episode of The Real Estate Podcast, Jimmy meets with David Chiders to talk about the greatest way to generate listings in the current real estate market. The State of The Market Inventory is shifting as we start this new year due to several different factors. Demand is also decreasing. The Best Method For Generating Listings In this current market, you HAVE to be a smart seller and work with smart buyers. Inform and educate not only yourself, but your clients as well. If you want to learn more about David Chiders or the current real estate landscape, check out his website at https://www.keepingcurrentmatters.com/. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Tech is an INVALUABLE tool for real estate agents to use. In today's episode of The Real Estate podcast, Jimmy goes over 23 different tools that will generate CRAZY growth for you and your business. ChatGPT ChatGPT is an AI that focuses on creating natural, human-Esque speech based on a prompt. Testimonial Tree Testimonial Tree is a platform designed to help you manage your online reputation, a VITAL aspect of being a successful agent. BombBomb BombBomb is an online service that lets you send highly personalized and value-adding videos to clients. BoxBrownie BoxBrownie is a service designed to provide real estate agents with PREMIUM quality pictures and drawings for virtually every need. Keeping Current Matters Keeping Current Matters is a service that takes relevant, informative content and breaks it down into easily understandable terms for clients. HomeBot HomeBot sends out monthly letters to homeowners about their property with personalized branding for you and your business. CapCut CapCut is a free service that gives agents the ability to quickly create and edit videos, PERFECT for social media posts. Clip On Ring Lights Clip on ring lights, especially for phones, is a fantastic way to get INCREDIBLE lighting for your videos. RedX RedX is a service that offers agents lists of phone numbers they can call to generate leads. Spacio Spacio is a tool that helps agents market their listings and open houses that is optimized for social media and click-through. co co is an AI that actually provides HANDWRITTEN notes for real estate agents, to help them provide value for clients and generate leads. MileIQ MileIQ is an app that lets agents EASILY track how many miles they've traveled for both business and for personal reasons. Canva Canva is a platform that gives real estate agents TERRIFIC graphics for social media posts. TurboScan TurboScan is an app that lets real estate agents QUICKLY scan any documents they may need to scan. Forewarn Forewarn is an app that lets agents punch in information and receive detailed background checks on people they may meet with, to ensure their safety. Hootsuite Hootsuite is a platform that allows agents to create content calendars, so they know EXACTLY when to publish content and can focus on meeting with clients. ShowingTime ShowingTime is a time management tool and data provider used by PLENTY of real estate agents, and for good reason. Coffee and Contracts Coffee and Contracts is a website that provides several different formats for social media posts, as well as a content calendar. Adobe Premiere Pro Adobe Premiere Pro is an app that provides agents with professional editing software for their videos and content. Audible Audible is a platform that provides users with thousands of e-books and is a fantastic source of information for realtors. Calendly Calendly is a time management platform that lets you set and easily track appointments and open houses. Waze Waze is an app for your phone that provides directions for real estate agents when they're traveling. Quickbooks Quickbooks is an online accounting app that gives real estate agents VALUABLE information and makes accounting simple. We live in an age FULL of wild and important technologies. Use some of these technologies in your real estate business, and you'll be SHOCKED by how much growth you'll see. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Lost momentum in your real estate business? In today's episode of The Real Estate Podcast, Jimmy goes over 5 different ways to generate momentum for your business in ANY type of real estate market. Get back to where you first had momentum Even if you haven't personally had momentum, SOMEONE in your area has. Ask them where they first started seeing momentum, and get yourself to where they were. Take inventory of all the business you've done in the past Go back a few years and look at clients you've done business with. How did contact first begin, and what did the process look like? Utilize all of this information to start generating momentum again. Start doing whatever generated business for you in the past Instead of focusing on new avenues, go back to form. Utilizing the data you got from taking inventory, find what generated the most momentum and go back to it. Block your time We waste FAR more time than we tend to realize. Instead of mindlessly wasting time, set specific blocks of time to do specific activities. Make sure you actually utilize this time to do things to generate momentum. Pick up the phone and make phone calls Momentum only comes from more conversations. You HAVE to actually talk to people ABOUT real estate in the real estate market. Call contacts, make outbound calls, and UTILIZE your phone. Momentum is key in real estate. Use these 5 tips to generate MORE momentum for you and your real estate business. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

2023 will be a year of opportunity. In today's episode of The Real Estate podcast, Jimmy goes over 5 different predictions he has for 2023, and how YOU can take advantage of these predictions for maximum profits and business growth. Less Transactions In the last half of 2022, for multiple different reasons, the market has slowed down. There's a disconnect between prices that sellers are willing to sell at, and that buyers are willing to buy at. Jimmy predicts that for the first half of 2023, this stagnation will continue. Since there are going to be less transactions, whatever transactions you do have, you have to MAKE SURE they don't fall through the cracks. Make a list of the clients who are most likely to either buy with you, sell with you, or send you leads. FOCUS on these clients. You also have to prioritize relationships. ADD VALUE to your clients. Transactions may be slow going into 2023, but by adding value to clients you make it more likely they'll do business with you, whether now or in the future. More Inventory All throughout 2022, there was a rise in inventory. Especially in the springtime, as homeowners are looking to move or make a change for the new year. Even though there's more inventory however, there's also been less demand. Be VERY selective on your listings. If a seller is setting an unrealistic price, then don't take that listing. Don't be afraid to say no! With less demand and less transactions, it's CRUCIAL that you only take the listings most likely to sell. In particular, look for EXPIRED listings. Why? Expired listings put you in a position to tell the seller what they need to hear instead of what they want to hear. Listings expire for a reason, and you can tell the seller why their listing expired, and how to prevent it from expiring again. Look For Sellers Who Have To Sell Over his 30+ years in the business, Jimmy has noticed that whenever a client has some major life event, they're more likely to sell. In particular, even if it sounds morbid, death can be a trigger for a sale. After major life events, people are emotional. You can take advantage of this by being a helper for the client. Provide them with a list of services, whether that be moving companies or clean-up crews. Death isn't the only event to look out for. Divorce, job transfers, retirement, and children are all things that can prompt someone to sell their house. A Lot of Agents Leaving Real Estate When the market is good, a lot of people get into real estate because they believe it's easy and quick money. When the market slows down, however, agents tend to leave. For the people looking to get out of real estate, you can help them park their real estate license. You can also offer to pay these agents a referral fee. This lets them continue to monetize all of the work they've done, and will make YOU seem like a better real estate agent. Superstar Agents Will Emerge The real estate business has a natural rotation of agents. Just as agents are going to step away from the business, new top-tier agents will emerge. The top 5% of agents now probably won't be in the top 5% in the next few years as they naturally rotate out. Don't treat real estate as a hobby. If you want to be one of these emerging superstars, you HAVE to put in the effort and the work. Go all in NOW so you can have a solid foundation once the market picks back up. As the market continues to slow down going into 2023, RECOGNIZE these trends. Once you've recognized them, you can then take advantage of them. Put in the effort and focus on what matters and you WILL keep seeing profits going into the new year. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Video, video, video is ALL we hear as real estate agents. In today's episode of The Real Estate Podcast, Jimmy goes over 23 different video ideas you can use to get some high-quality content out for 2023. Seven Things To Know Before You Move To This Area Whenever people are getting ready to move into a new city or new area, oftentimes they'll go onto Google or YouTube beforehand to get an idea of both open properties as well as things to know about the area. If someone is thinking about moving to an area, and they see your video, they'll be FAR more likely to click on it and watch it. It's a fantastic way to generate some traffic for your channel and get out to people. Five Things People Love About Living In This Area Just like the seven things video idea, this is another clickable and watchable video that people WILL WANT to check out. This video gives potential buyers an idea of WHAT an area they're interested in is actually like. It'll give them an idea of whether or not they'll actually like the area, as well as an idea of some things that are popular in the area. Five Things People Hate About Living In This Area Negativity is clickable. Just like things people LOVE about living in an area, people will also click on a video showcasing some things people don't like about a particular area. This video will also give buyers some insight into a particular area, specifically some of its more negative aspects. It allows them to know the pros AND cons of a city before they make the commitment of moving there. Three Most Popular Neighborhoods In This Area Providing people with information on the best or most popular neighborhoods is a great way to add value to them. After all, why wouldn't a buyer WANT to live in one of these three neighborhoods? This video also presents an opportunity to get TRAFFIC to your website. In the video description or in the comments, you can link your website and provide some listings in one of the neighborhoods. How many homes Can You Get For This Amount of Money in This Area? Whether it's real estate or some other product/service, price is a VERY important piece of information for buyers to know. A video like this not only gives VALUABLE insight for buyers, but it also presents an opportunity for a series of videos. Make a video about what 1 million dollars can buy, one about what 50k can buy, one about what 10k can buy, etc. Five Facts Most People Don't Know About This Area People LOVE knowing secret information or feeling like they know something exclusive. This type of video is another hyper-clickable one that will get traffic to your channel. Whether it be stories, places to hang out, or something else just highlight some little-known facts about a particular city. This gives information to buyers as WELL as helps build trust with them, since you're sharing exclusive information. Three Things To Consider When Buying/Selling In This Area One CRITICAL thing you should focus on when making real estate videos is: Being a resource. Present yourself as the ultimate resource for information to buyers and sellers to help build trust with them. Videos like this not only make you come off as a resource, but also helps to set you apart from other real estate agents. Go over some sort of information that buyers and sellers should consider before they consult you. Seven Service Providers Everyone In This Area Should Know Beyond presenting yourself as a resource to buyers and sellers, another KEY concept to consider when making videos is: Make them shareable. One INCREDIBLE way to make your videos more shareable is by focusing on information or ideas that are local to a particular area. Go over some important service providers for your specific area to get people engaging with, and sharing your videos. Interviews With Local School Representatives Something that families in particular are going to want to know before moving into an area is what the local school system is like. Whether you interview the principal, some teachers, or other faculty members, these types of videos are a FANTASTIC way to give potential buyers insight into what the school system is like. Community Overview Videos Just like information on schools, something else people HEAVILY consider before moving into a particular city is what the community is like. Neighborhood videos like this are something you SHOULD utilize to help garner organic traffic and leads. Jimmy knew a real estate agent who, at the request of a buyer, made a video describing some information about a local neighborhood. Without ANY effort, a few weeks after the video went live, someone called her and asked about information about a particular house. She sold that house for 450k. Restaurant Owner/Manager Interviews Videos like this give you two advantages: Not only do they allow you to come off as a resource for a particular neighborhood, but they ALSO put you in good standing with local businesses. If you help local restaurants, they'll be likely to hel

Markets may change, but principles stay the same throughout time. In today's episode of The Real Estate Podcast, Jimmy goes over 7 different principles you can apply to your real estate business to see EXPLOSIVE growth. The Rule of 5 If there's a tree growing in your backyard and you want it gone, take an ax and hit the tree with it 5 times. Eventually, that tree WILL fall. The rule of 5 is pretty simple: It says that if you do 5 actions CONSISTENTLY, sooner or later you WILL find success in them. It may take a long time, or be quick, but doing it consistently will make it happen. Instead of chopping down a tree, think of 5 things YOU can do for your real estate business to see growth. The things that Jimmy personally recommends for any agent to focus on consistently are: Maintaining a consistent flow of leads, maintaining a follow-up system for past clients, ensuring a constant flow of new listings, having daily real estate conversations, and finally working with the hottest potential leads. Whether or not you focus on THESE, do 5 things consistently to see success in your business. The Power of One More The power of one more is another pretty simple, but POWERFUL principle. It states that doing ONE more thing, whether that be finding one more lead or adding value to one more client, it'll generate compound interest. Compound interest is VITAL to growing your business. Just like the rule of 5, find something you can put just a LITTLE BIT more effort into each day. It may be finding new listings or following up with clients, but just do one more additional thing and you'll generate compound interest for your business. A famous saying says "Compound interest is the 8th wonder of the world", so take advantage of that world wonder! "If you can help just enough people get what they want, you can get whatever you want." Instead of focusing on what's in it for YOU, focus on what your clients are getting out of your deals. A common motif in the sales world is to focus on being an ADVISOR to your buyers, not a salesperson. This builds trust with your client and helps close deals. Focus on answering questions your buyer may have and offer guidance through the entire deal. If they're first-time homeowners, give them PLENTY of information. If they're renting, let them know if they can buy, if they're selling then let them know the value of their property. Offer tidbits of information like that. With real estate, if you focus on giving your clients what THEY want, instead of what you want, you'll start to build a relationship with them. From this relationship, you can get leads and expand your sphere of influence. This ALL translates to growth for your business. The Compound Effect The compound effect is basically a combination of the power of one more and the rule of 5. What does it say? The compound effect says that the more effort we put into something, and the more consistent we are with it, the more success we'll see. You HAVE to do something consistently that will bring you success. They say practice makes perfect. So practice! Make SURE you're being consistent in your efforts. It could be ensuring you make calls often, follow up with clients, or generate new leads. Regardless of what it is, do it often and do it consistently. Your success will compound over time, meaning INSANE growth for you and your business. Your Past Doesn't Define You, It Prepares You Markets change, as do careers. This is ESPECIALLY true in the real estate world. Think about the 2008 recession and how it changed the market. Think about how 2020 changed the market. What worked in the past won't NECESSARILY work in the future. As a real estate agent, you have to remember that everything in your past has PREPARED you for your present, and future. Take whatever lessons you've learned in your past experiences and utilize them. However, be willing to learn new things as well. Constantly learn from your experiences to maintain business growth. You will face setbacks, but view them as a learning opportunity. "The harder I work, the luckier I seem to get." No one becomes a successful real estate agent by being lazy and not working. All of the growth and success that Jimmy has seen during his real estate career came from times that he was working HARD and CONSISTENTLY, as is the case with every other real estate agent. You HAVE to be willing to get your hands dirty and focus on building your real estate business. The harder you work and expand your sphere of influence, the MORE OPPORTUNITIES you will get. As the saying says, you'll get luckier. "The path to success is to take massive action." This quote from Tony Robbins is just as POWERFUL as it is TRUE. If you want to see massive growth in your real estate business, you have to take massive action. If you take massive, bold actions and work hard and consistently, you'll see the growth you're wanting for your real estate business. Be willing to take big deals or find huge amounts of leads. Whatever

Sometimes you have to SEE something before you can BE something. In today's episode of The Real Estate Podcast, Jimmy goes over 4 different interviews he's conducted with 4 different top real estate agents. Heidi Harris (1:45) Heidi Harris is the owner of the real estate business Home Sweet Heidi, based in Raleigh, NC. Harris runs, with 5 others, a real estate business that services SEVERAL different cities in North Carolina. Harris's story begins in 2012 when she began working as a solo agent. For a LONG time, she remained solo. Before working in real estate, Harris sold radio ads. However, these ads were DRAINING. One night in bed, her husband suggested getting a real estate license. After getting her license, Harris began work by researching the TOP producing realtors in Charlotte and sending them letters. The letters included some of her business cards and asked for referrals. Specifically, Harris wrote, "If any people are moving to the Triangle, give me a referral.". The success this got her can't be overstated. Even TODAY, Harris is STILL getting those referrals. Some of the BEST advice that Harris got while she was just starting out was from a top realtor whose office was next to hers. She came into his office CRYING and asked just HOW EXACTLY he stayed in the business. His answer? "Remember this moment.". He reminded Harris to focus on the basics. They were painful, yes, but they were the things that were going to drive her toward success. The next step Harris took was to focus on building her BRAND. She started creating business pages for Home Sweet Heidi on platforms like Instagram, Facebook, and LinkedIn. By posting consistently and building her brand, a whopping 30% of ALL of her sales have come from social media. Throughout her entire career, Harris kept focusing on the basics. Whenever self-doubt would arise like if she ever felt video shy, she would push through it. If you're ever feeling doubtful on camera, push through. As Harris said, "The worst thing that happens is you don't watch the video a second time.". Lean into your strengths and prioritize them. Utilize them! Harris has two children, a 5 and 3-year-old. As she focused on mothering her kids, she began to outsource some work. Specifically, as she was pregnant with her 3-year-old, she interviewed a new real estate agent. The agent asked Harris "Can I be on the team?", and Harris said yes. 3 months after making her first hire, Harris hired the second team member. The momentum continued and now, Harris works with 5 different team members. You can connect with Harris on Facebook at Home Sweet Heidi and on Instagram, under the same name. She's also available on LinkedIn. Her email is [email protected] and her phone number is 919-946-3292. Harris loves paying referral fees, so send her your referrals! Andrew Undem (39:45) Andrew Undem is one of the LARGEST real estate agents in the country. Most people can't relate to that level of success, sure, but they CAN relate to his story of working up TO his current status. Undem started out with a simple, but POWERFUL idea: He wanted EVERYONE he personally knew to know that he was a serious real estate agent. However, he also didn't want to come off as too pushy or salesman-like. Undem focused on getting his name out while ALSO keeping his personal touch and personality intact. Specifically, whatever his competitors were doing, he did the OPPOSITE. Undem started out by going onto Facebook Messenger and sending everybody who was active a message. He told everyone that he was now working as a real estate agent and he was looking forward to catching up with them or just talking. Although the messages he sent to everyone were similar, Undem made SURE that there was also some personalization between different messages. Again, don't appear too corporate or salesman-like. Just like Heidi Harris did with her letters, Undem did this CONSISTENTLY. Every day he would go onto Messenger and send a message to the people who were active. How successful were these attempts? In his first year ALONE, Undem made over 30 deals! A lot of real estate agents, and people in general, forget to focus on the basics. THOSE are what build you up to Undem's RADICAL level of success. Another thing that Undem focused heavily on was: Giving his buyers VALUE. In the sales world, one of the most often touted pieces of advice is to act like an ADVISOR instead of a salesperson. Undem focused on treating his leads like genuine humans and focused on HELPING them instead of simply closing deals with them. This is a GUARANTEED way to help generate leads and build up your business! What's a method for adding value? Focus on being local, hyper-local even. Work within your community, network with people in your neighborhood, whatever you can do. Why is this important? It puts you at the top of people's minds. Just like adding value to buyers, adding value to your community will also generate leads. Whenever someone in your area is l

Warren Buffet is one of the most prolific investors in history. In today's episode of The Real Estate, Jimmy goes over 8 different things Warren Buffet has said in the past and how they can relate to your real estate business. "Risk comes from not knowing what you're doing." Real estate is a risky business. Success is absolutely NOT guaranteed. So, learn more about the business. Gather as much information as you can to avoid unnecessary risks and see your real estate business grow. "There seems to be some perverse human characteristic that likes to make easy things difficult." Have you ever heard of the KISS principle? It stands for "keep it simple, stupid.". Too often, real estate agents VASTLY overcomplicate things that simply don't need to be difficult. When things are overly complex, you're more likely to not understand them, thus promoting risk. Whatever you can simplify, simplify it. "It's not necessary to do extraordinary things to get extraordinary results." Similar to the KISS principle, sometimes basic is best. There's no easy button in real estate. If you understand and apply, the basics like adding value to clients, following up, remaining consistent, and generating leads then you'll see results. There's no need to do anything crazy to see results. "When others are fearful, be greedy. When others are greedy, be fearful." When other agents start to get fearful and pull out of the market, prices begin to drop. Take advantage of this! Get greedy as Buffet says, and then once agents begin to get greedy, start holding onto listings. Think of it like the stock market: When people get fearful, stock prices drop. It's at THAT moment you buy, so you can then sell for profit. "The best investment you can make is an investment in yourself." Investing in yourself does a few things: Builds yourself up professionally and builds up your career, as well as builds your business. Spend time and money on developing yourself to see great returns. Whether that be attending conferences or seeking out new leads, put SOMETHING into yourself to see returns. "Price is what you pay, value is what you get." A lot of people confuse the meaning of price and value. Look for things that have a lot of VALUE, not things that necessarily have a high price. What things are going to generate referrals, leads, listings, etc.? Those are high value, so focus on them. "Better to hang out with people better than you. Pick out associates whose behavior is better than yours, and you'll drift in that direction." The saying goes: You're the sum of the 5 people you spend the most time with. The people you're around influence your actions, which influence your outcome. So make SURE that you're surrounding yourself with positive figures, especially agents who are more successful than you. This will rub off onto YOU and help grow your own business. "Only when the tide goes out do you discover who's been swimming naked." Tough times create strong men and strong men create good times. Whenever the market gets rough, like it currently is, it's VERY telling. You see who is a competent agent and who isn't. During markets like this, study the agents and businesses that are succeeding. Then use those lessons to make sure that YOU'RE not swimming naked. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The lifeblood of real estate businesses is generating leads. In today's episode of The Real Estate Podcast, Jimmy goes over 23 methods he KNOWS will generate leads for your business. The 23 Different Methods Social Media "Little Help" Posts Social media is one of the MOST potent tools you can use as a business owner, real estate or not. The idea is you make a post on social media asking for help in finding listings. This gets people talking and generates leads for you. Open Houses It's repeated over and over, but it's repeated for a reason. Open houses are the MOST EFFECTIVE way to meet potential buyers and sellers. Host some open houses and you'll come face to face with people looking to buy and sell listings. Instant leads! Buy Lunch, Not Leads This doesn't necessarily mean LITERALLY buying lunch for a client, but try and DEEPEN your relationship with existing clients. Whether it's an actual lunch or something simple like a gift, do something to keep yourself in the mind of existing clients. Not only does this mean you're more likely to do MORE business with them, but you're also more likely to get new leads. Hosting A First-Time Homebuyer Seminar Similar to hosting open houses, this is another FANTASTIC way of meeting new leads in person. Hosting an event like this gets people actively looking to BUY homes for you. You can then do some discovery and figure out what exactly they're looking to buy or sell and then act on your new customer! Geographical Farming Having a particular area where you are actively KNOWN as the ideal real estate agent is foundational to generating leads. After all, when buyers and sellers trust you, they're likely to come to you for business and refer you to others. Spend time adding value to a particular area to build up that trustable reputation. Farming For Referrals Just like geographical farming, farming for referrals is a great way to generate leads for your business. Reach out to people who can give you those referrals and have them send people your way. Optimizing or Starting Your Google My Business Page Whenever someone is considering consulting you to buy or sell, they're likely to google your business. By OPTIMIZING or establishing that presence online, you ensure there's information freely available to you and get people interested in working with you. Unsolicited Video CMAs An unsolicited video CMA is just a video you send out that lets clients know the value of their houses. This is another way to generate leads and give potential leads information on you and your business. Think of it like cold emailing. Circle Prospecting Circle prospecting is an older method, but one that's time-tested. By calling up people near recent buys or sells, you get information on a particular area AND also stay on top of potential buyers' minds. Using Buyers As Bait When you're working with a client that's looking for something specific, put in EXTRA effort when working with them. This does a few things: It might expose new leads to work with AND helps build rapport and potential future referrals for you. Host Housewarming Parties Similar to the "buy lunch, not leads" method, this is another way to generate leads for your business. When you go that extra mile for someone you just finished a deal with, not only does it make it more likely THEY'LL do business with you in the future, but it also increases the odds of them REFERRING you to other clients. Host Going Away Parties This is the EXACT same idea as housewarming parties but held for people LEAVING instead of moving in. Not only does it build rapport, but it also lets you see people interested in buying or selling properties in the area. Expired Listings Consistency is key with this one. Create a newsletter or some packet of information and send it out. Expired listings are WANTING to sell, but the client didn't have the right agent. That's where you come in. Post Listings In Facebook Groups Just like social media help posts, posting listings in Facebook groups is another way to generate leads. By posting ABOUT listings, you'll remain on top of people's minds. Clients may tag their friends on your posts or reach out to you directly. Referral-Based Lead Generation Companies There are PLENTY of companies out there that gather clients together and then, once they're ready to buy or sell, connect them with agents like you. Utilizing one of these companies equates to GUARANTEED leads. Call For Rent By Owners For Rent By Owners is a website that gathers up different listings available for rent. If you contact them, you can gather data about people looking to rent or rent out their properties. You can then CONTACT these leads directly and begin a business. Contact Airbnb Hosts Just like For Rent By Owners, AirBNB is another FANTASTIC source of people looking to buy or sell properties. Simply contact some hosts and talk to them. This lets you gather data about potential future leads. Door Knocking Although you shouldn't just go door to door

Leads are the lifeblood of real estate businesses. In today's episode of The Real Estate Podcast, Jimmy goes over 10 different leads with no upfront expenses to help your business grow. Opcity Opcity is owned by Realtor.com and gathers up leads either looking to buy real estate or sell their existing properties. Once you connect with Opcity, you'll get placed into one of two grounds: New real estate agents or experienced real estate agents. The more deals you close with Opcity, the more profitable leads you'll be given. Redfin Redfin is mostly known for being brokers, but they ALSO offer referrals to leads. Redfin prioritizes agents who close a lot of deals, typically around 6-10 per year. Positive reviews are also KEY for being eligible for Redin's referral program. Make sure you close frequently and receive good feedback from your client if you want to utilize Redfin. Rocket Homes Rocket Homes is an affiliate of Rocket Mortgage. All of RH's leads are already qualified to receive mortgages and are ready to purchase homes. Just like Redfin, to qualify for RH's leads, you have to have been in the business for at least 2 years and closed 8 deals in the last year. Just like Redfin, positive customer reviews are essential with RH. Estately Estately requires agents to have AT LEAST 3 years worth of experience although 5 years is preferred. They also look at customer reviews, so make SURE you are receiving quality reviews from your clients. Estately is also selective; they only partner with one agent per area. In exchange though, you will receive VERY high-quality and profitable leads. Veterans United Realty VUR is an affiliate of Veterans United and works specifically with veterans. If you live near a large number of veterans or a military base, VUR would be a great agency to partner with. VUR looks for agents with positive reviews as well as a history of working with military buyers. Home Light Home Light utilizes an algorithm to match clients with agents. Just like the rest of these agencies, Home Light is looking for experienced and well-reviewed agents to partner with. They look into several different statistics to match clients with agents. Ojo Ojo looks for agents with at least 3 years of experience in the industry and 25 transactions within the last year. Despite the high entry barrier, Ojo delivers HIGH QUALITY and profitable leads. If you're an agent with a solid history, Ojo is definitely an agency to look into. UpNest UpNest requires agents to have made at least 6 transactions within the last year and also have at least 3 years of experience. UpNest is a bit different from the others, though. Through UpNest, you have to COMPETE with other real estate agents to secure leads. A strong online presence is a necessity if you use UpNest. Agent Pronto Agent Pronto doesn't have any requirements, unlike all of the other agencies. However, AP does take your AP profile and specialties HEAVILY into consideration. If you want to utilize AP, make sure you have a strong and solid profile. AP will then match you with ideal clients, depending on your specialties. FastExpert Out of all of the agencies discussed, FastExpert is the toughest one to partner with. You have to be within the TOP 5% of agents to receive leads. Your ranking depends on your performance in your specific market. Although you can create a profile as long as you're within the top 25%, only the top 5% of agents will receive leads. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Success in real estate is not 100% Guaranteed. In today's episode of The Real Estate Podcast, Jimmy shares nine strategies that always work when you work them. Open Houses Find an agent in your company or marketplace that has a lot of listings, and propose to them a way that you can help them get more information and market their listings. If you have listings, this is a great way for you to show additional value to your listings. Open houses start with door knocking to let them know that the open houses have been happening in a coming couple of days. Creating opportunities to come see the house themselves, or to let friends or family members know that might be interested. Google My Business optimization Make sure to have 100 photos with reviews if available. When uploading those photos, make sure to have specific titles that are recognizable to people in that area. Give information about who you are and your experience, all that which adds value. Geographical Farming Top producers have a farmed area that they specifically add value to in a way that helps them get opportunities for listings. If you know someone in that neighborhood that actually is an expert. This gives you an opportunity to begin to build the plan of action for geographical farming. Email Campaigns A consistent flow of information going out weekly or monthly in a Newsletter, a bom bom video, and community events. Consistent email marketing keeps you consistently top of mind which leads to more business and more referrals. Online Leads A specific strategy and a plan of action give you the best ability to convert the leads. Expired Listing Campaign Develop a plan of action and be a consistent plan of action of adding value to those expired listings. Circle Prospecting An old school way where we used to have the maps, we would take a specific house that either had some activity, whether that be a new listing or a price reduction or had just recently sold and we would circle the houses on the map that were 20 to 25 houses that were closest to this house. The focus is to build relationships, we were building our database. Just Listed and Just Sold Campaigns 1 - 3% of mailers are sent depending on the area and these are perfect opportunities for new listings, or for potential buyers. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Visualization is one of the MOST POWERFUL tools you can use to help grow your business and close sales. Jimmy has personally used it to close more than $5 million dollars worth of deals. In today's episode of The Real Estate Podcast, Jimmy discusses what visualization is, and why and how you SHOULD be using it. What is visualization? Visualization is a tactic where you simply imagine something happening or repeatedly view something. Jimmy had a whiteboard with a list of his top 10 clients, referrals, and listings that he would look at every day, but it could be something as simple as imagining a sale or a new client. On this whiteboard, Jimmy would also have some different information in view. Things like what his client was looking for, their price range, and the type of home they were looking for, among others. He did this to keep his most valuable clients at the forefront of his mind. If a new property came up that matched a client's requirements, he could quickly contact them because Jimmy would've already had them visualized. What are the advantages? One other piece of information Jimmy included on his whiteboard was the last time he spoke to each client. This forced him to keep in contact with them and limited the likelihood that a promising client would end up purchasing a different piece of real estate. Not only were they at the top of Jimmy's mind, but Jimmy was also at the top of their mind. Jimmy's whiteboards were organized in a top 10 fashion, with the most promising buyer at the top and the least at the bottom. This allowed him to focus ALL of his attention on the sale that would make him the most amount of money in the least amount of time. Every day, that information was right in his face and constantly kept in mind. The main appeal, and benefit, of visualization is how it streamlines EVERYTHING. Having a viewable list, or something similar, keeps clients on the forefront of your mind and helps limit distractions or anything else that might detract from your business. Try it out for yourself, and see just how much your business grows! Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Systems lead to business success. In today's episode of The Real Estate Podcast, Jimmy goes over 7 different systems he's seen INCREDIBLY successful real estate business owners use to expand their business. If you implement these systems, you too can see the same consistent and systematic growth. What are the 7 different systems for long-term business growth? The first thing that drives business growth is consistent business leads. Every day, you need to have a good amount of potential leads. Jimmy personally recommends aiming for between 3 and 5 different leads per day. The second driver is having personalized conversations with leads as they're coming in. This lets you see EXACTLY what the lead is looking for and puts you in a better position to begin, and close, a profitable sale. It's easier to close a sale if you know the exact thing a buyer is looking for. The third driver is following up with leads and keeping on top of sales with any promising buyers. Things like automation really help here, as it lets you stay on top of deals while also letting you focus on new leads. The fourth driver is utilizing a top 10 list. This ties into the idea of visualization. Keeping a list of your top 10 most promising buyers keeps them on the top of your mind and limits any distractions and prevents deals from falling through. The fifth driver is maintaining and taking advantage of your sphere of influence. Keep in touch with both contact and leads to expand your sphere of influence, and continue to bring in leads and make new contacts. The sixth driver is keeping in contact with past clients. Just like maintaining your relationship with leads and your sphere of influence, past clients can offer you referrals, repeat business, and provide word of mouth advertising, all of which are boosts for your business. The last major driver of business, and perhaps the most important one, is having a persistent mindset. Even the best of sellers go through rough periods, but the ones who are able to push through are the ones who ultimately see success. The aim of any business owner is to ultimately grow their business and increase sales. Try implementing these 7 different drivers and see just how much growth your business can receive. It will make an absolute WORLD of difference. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Listings are the name of the game in real estate. Today you will learn about a step-by-step system that over the next 12 months, you can build a funnel that will be chock full of opportunities for you to generate listings, no matter what the market is doing. It starts with some of the basics. Your daily activity plan: Gather three email addresses of homeowners every single day, five days a week, and 50 weeks a year. That will give you 750 new email addresses each year. When you call a lead to share something of value with them about the market in their neighborhood, ask for permission to get their email for future updates. Provide your buyers with a monthly update on the valuation of their homes. This lets them know you are thinking about them. Release a monthly or weekly newsletter. Set up a personalized conversation follow-up plan, Send a text, confirm that it is okay to send a message, and ask about the frequency of the message. Once a quarter, call your prospect. Record details in your CRM. Video email illustrating what's happening in the market. Personalized touches – once a quarter – four times a year. As you implement the steps above every day, five days a week for 50 weeks a year, your business will look completely different than it does today. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

If you do these seven daily activities, you will set your business on fire! Be consistent each and every day and your efforts will be compounded. Counting from 7 to 1 – they are the following: 7. Seven conversations with seven homeowners each and every day. 6. Speak with six prospective buyers. Share information about properties, and get them in touch with a lender. 5. Check-in with five of your past clients or people that are in your sphere of influence. 4. Send four hand-written notes to agents in potential feeder markets. 3. Either show or preview three different homes each and every day. 2. Send a text, email, or video walkthrough of homes that you have previewed to two potential buyers each day. This lets your buyer know that you are working for them and going the extra mile. 1. Send an unsolicited video CMA to a homeowner each day. Provide value – illustrate that you are their real estate expert on what their home could be worth should they decide to list. By applying these seven daily habits rigorously and consistently, you will see your business build and be profitable next year and beyond. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

If you do these seven daily activities, you will set your business on fire! Be consistent each and every day and your efforts will be compounded. Counting from 7 to 1 – they are the following: Seven conversations with seven homeowners each and every day. Speak with six prospective buyers. Share information about properties, get them in touch with a lender. Check-in with five of your past clients or people that are in your sphere of influence. Send four hand-written notes to agents in potential feeder markets. Either show or preview three different homes each and every day. Send a text, email or video walkthrough of homes that you have previewed to two potential buyers each day. This lets your buyer know that you are working for them and going the extra mile. Send an unsolicited video CMA to a homeowner each day. Provide value – illustrate that you are their real estate expert on what their home could be worth should they decide to list. By applying these seven daily habits rigorously and consistently, you will see your business build and be profitable next year and beyond. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The real estate market is changing and it's going to crush certain agents. In this episode you will learn how not to become one of them. Transactions are Down from Last year Going into a period of transactions that will take 12 to 18 months longer to close. In 28 years of business, Jimmy has learned how to get past the downturns. 7 Types of Agents The Uniformed Agent – Do you understand what is happening in your market? The Secret Agent – Does your circle of influence know you are in the real estate business? The Negative Agent – Do you flood social media with negativity? The Passive Agent – Are you waiting for the business to come to you? The Undisciplined Agent – Does your day get away from you? The Desperate Agent – Can your prospects sense your desperation? The Unfocused Agent – Are you bouncing from niche to niche? Be a light to others, stay informed, and keep your focus laser sharp. Now is the time to add more value to your business. Be the opposite of the agents that will be crushed in the year to come. What you focus on is what you will get. Focus on growing your business no matter what the market is doing and your business will grow. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Knowledge is power and when you share that knowledge you become the perceived expert in your field. In today's episode of The Real Estate Sales Podcast, Jimmy shares seven resources that will help you stand out as the smart agent in your neck of the woods. Position yourself that if the Wall Street Journal or Inman News wanted an interview in your local market you would be the expert they would speak with. Realtor.com/Research/Data: National data that compares state and local market statistics throughout the years. National Home Builders (www.NAHB.org): Housing starts, permits, and inflation trends. Showing Times: Trends on showings in the national, state, and local markets. You will see historically what has happened and be able to evaluate where the trends are going. Keeping Current Matters: Easy-to-understand collated cliff notes about the market that you can share in your social media accounts. Zillow.com/Research: Historical data that is consumer friendly on sales of homes and rentals in the nation. National Realtors Association (NAR) Home Sellers and Buyers annual report: Helps you formulate how to position yourself in your market. Multiple Listing Service (MLS): Critical data that gives you school and neighborhood trends, and inventory numbers. The person who is viewed as the local expert is always going to be the person that does the most business. What are you going to do? Are you going to utilize some of these tools to make sure that you're communicating out as much value as possible to the marketplace? When you communicate value out, value comes back. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The market has changed, the things that we did last year are probably not going to help us get where we want to go next year, the things that we did that were easy in the past are probably going to be a little more difficult going forward. In today's episode of The Real Estate Sales Podcast, Jimmy walks through his Listing Machine Strategy to take your business to a whole new level in the changing market today and tomorrow. Statistics show that in America every 11 years homeowners sell their home. National Association of Realtors statistics show that 89% of the time homebuyers reach out to the same real estate that they previously used. Strategy: All in CRM Tags Details (Birthdates, bought it – sold it) Automated emails of data (consistent touches) Unsolicited Updated Value – What's the value of their home? (Via video) Automated personal outreach (3, 6, 9, 12-month plan) Utilize Home Bought App Monthly Video Update on the market Connected with your database on social media If you implement this strategy five days a week by reaching out to four homeowners a day you will grow your database to 1,000 potential homeowners in the next 12 months who will either list, buy or refer to you. This will build a system that will compound over time as you implement the process giving you lasting results. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Are you wondering how you can give back to your community? On today's episode of The Real Estate Sales Podcast, Jimmy chats with Lynne Kelleher about how to grow your business by giving back to your community. How did Lynne get her start at giving back? She has always been a believer in supporting the community that supports you. Lynne leads a group of women who meet four times a year and donate $100 to a charity nominated by the members of the group. At her first meeting she started with 35 women, she now has 250 women. Lynne donates $100,000 a year and spends 4 hours doing it. How exactly do these meetings work? Lynne has an email list and sends out email reminders to her members. They can attend in person or on zoom. They meet in a country club and start with announcements. Then the three selected members get 5 minutes to talk about their charity and a small question and answer period. The votes are then cast and tallied, and the members write a check directly to the charity organization. How does this help Lynne's business? Lynne has expanded her center of influence by doing great things for her community. She receives lots of press and people now associate her with her group. Episode Resources For more information from Lynne you can reach out to her by email or phone at [email protected] or 215.813.6655 Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

On today's episode of The Real Estate Sales Podcast, Jimmy talks with Jason Gruner to discuss the process of how to farm a luxury neighborhood. How did Jason choose a specific area? Jason's end goal is figuring out how to get a seller to call him. He picks an area that makes sense, has $10 million in volume trailing 10 months, a turnover of at least 6%, that he wants to work in, and that he gets excited about. What does the typical monthly output look like? The biggest thing that Jason has committed to is the first of every month he sends out a bright yellow market report for that area. The physical component of sending mail to someone is a huge opportunity and can set you apart. Jason also films a market report and posts them to his social media each month. What would Jason have done differently? He would have done half the size of what he did and made sure to send 12 postcards in the first 12 weeks. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Thanksgiving is a great time for you to say thank you to those who have made a positive impact on your life. On today's episode of The Real Estate Sales Podcast, Jimmy shares seven ways that you can show gratitude this Thanksgiving. Send video thank you texts On Thanksgiving morning Jimmy makes a list of individuals who he wants to thank and sends them a personal thank you video. Showing gratitude is a two-way street, it always comes back to you. Deliver a pie to your best clients Think of your 10 best clients and hand deliver them a pie with a handwritten thank you note. Handwrite thank you notes Personalized hand-written thank you notes really stand out. Say thank you through a charity donation Donate to a cause that is important to your clients. A check-in call Give a gift card Think about an expense your clients will have during Thanksgiving and give them a gift card for it. Send fresh-cut flowers Flowers never make things worse, they always help. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

On today's episode of The Real Estate Sales Podcast, Jimmy talks with Heidi Harris about the seven things you can do to make sure that next year is your best year. 1. Unsubscribe from unnecessary emails Unsubscribe from anything that isn't giving you value so that you can clear your mind and start your day on the right foot. 2. Create a master sphere of influence list 3. Use Homebot.ai Homebot allows you to take data points and send a detailed report to homeowners with your own personal branding. If you do not have a CRM, this is a great place to start. 4. Get a coach 5. Invest in Quickbooks 6. Take a morning walk Take time for yourself and calibrate yourself. Heidi uses her time to listen to audiobooks, most recently she read Traction and highly recommends it. Jimmy recommends I Love It Here by Clint Pulver. 7. Be in front of people If you believe this business is built on relationships, make building relationships your business. If you would like to hear more from Heidi, email her at [email protected], and follow her on Instagram, Youtube, Facebook, and her website. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The biggest question right now is if right now is a good time to buy a house. Seeing the rise in interest rates and prices, many people have questions. The decision to buy a home is a very personal decision for everyone. There are two things everyone should ask themselves. What do you believe about interest rates and what do you believe about prices? Interest Rates Since the first week of this year, interest rates have shot up. It has been the fastest rise in interest rates in 50 years. This has added, on average, $1,000 to mortgage payments across the country. In the short term, experts are forecasting rates to go higher - because of inflation - and this is driving us toward a recession. Historically, recessions have meant a fall in interest rates. Pricing A rise in interest rates is causing demand to pull back which is reducing the downward pressure on prices. There are not many reputable sources calling for a crash in the market. David believes that next year will be relatively even. Long-term benefits of home ownership In the last few years, we have gotten too used to appreciation in price. That is not a normal market. For many individuals owning a home is a major life event and ultimately it is about the American dream. David's advice to agents In David's office, they have a large wall that reads "Every family should feel confident in buying a home". Check out Keeping Current Matters and learn how to create credibility in your market. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The tools that we have can help you grow your business in an amazing way. On today's episode of The Real Estate Sales Podcast, Jimmy gives you 7 underutilized tools that can take your real estate business to the next level. BombBomb Allows you to send videos and embed videos in email with good movement. If a picture is worth a thousand words, a video is worth millions. Homebot Allows you to take data points and send a detailed report to homeowners with your own personal branding. BoxBrownie A great tool to upgrade your photos and to virtually stage a home. CamScanner Something you can download on your phone that gives you the ability to scan all the documents that you need. Social media management tools Jimmy uses hootsuite, but he also recommends Buffer. Helps you to schedule content and not fall behind on social media. Grammarly This tool corrects your grammar and helps you to be viewed as a professional. When you send professional texts you are viewed more professionally. ShowingTime Allows you to systematically make sure you are asking for feedback from your sellers along with scheduling showings. Ultimately this is a relationship business, but if you utilize these tools you can help take your business to the next level. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

On today's episode of The Real Estate Sales Podcast, Jimmy talks with Jason Gruner, a luxury home agent from Nashville, about how to generate more luxury listings through video storytelling. What does Jason do? Jason has found that every home is unique, especially luxury listings. Jason tells that home's unique story to the buyers through long-form, agent-on-camera, video. He films a 10 to 15-minute walk-through of your home and tells the personal stories that make this home special. What is the framework of Jason's videos? There has to be a great hook within the first five seconds and then something to keep them watching till the end of the video. He tries to imagine he is showing the house to one of his friends. He tells the personal stories of the house and hits the emotional side of things. How does Jason distribute the video? They post long-form videos on Facebook, Youtube, and LinkedIn. They spend the majority of their budget on Youtube because of the ability to easily target active homebuyers. On Facebook, they focus on people within a specific location who have recently viewed real estate websites. LinkedIn is more expensive than Youtube and Facebook, so Jason focuses on organic traffic. What do the results look like? Jason pays 5 to 10 cents per view. He sees it as a no-brainer because the views are so cheap and sellers are going to be expecting this for their homes. How does Jason pitch to sellers? He has a 20-page guide of his specific "Tell Your Story" method. He takes 1% of the list price and spends it on marketing to sell the home. How does Jason film short-form videos? They film short-form on an iPhone in vertical format. They pick 15 spots in the house and film a video in each. A 7 to 59-second video in each spot tells a story, then the CTA is directing people to the full video. They post the videos on five platforms; Facebook reels, Instagram reels, Tiktok, LinkedIn, and Youtube shorts. Jason recommends putting good captions on the video because lots of people watch without sound. Connect with Jason on Instagram, Facebook, Youtube, and his website. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There are certain times in our business where if you are going to move to the next level it is going to get uncomfortable. One of those things is spending money. On today's episode of The Real Estate Sales Podcast, Jimmy tells you the 5 biggest investments that top producers never regret. Coaching It is never a bad idea to add accountability to your life. Adding a coach keeps you accountable and pushes you further. Investing in a coach gives you another set of eyes to see things you might not. Find a coach that has done what you want to do. An assistant If you are at a place where you are having difficulty keeping up with your business, now is the time to hire an assistant. Have a very specific job description before you hire an assistant. Invest in your CRM This is a financial investment and a time investment. Your CRM is the lifeblood of your business. Do you have a CRM and is it optimized? The best CRM for you is the one that you will utilize. A videographer/content creator You are going to need to become a media company that happens to sell real estate. Client gifts and client appreciation parties If you believe that this business is about relationships, start making relationships your business. The best way to do that is by saying thank you. Try doing something with a local business, make a donation to a charity that they love, or have a painting done of their house. Make it personal. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There are certain times during the year that we separate ourselves from the competition and who we used to be. In today's episode of The Real Estate Podcast, Jimmy gives you 7 ways to separate yourself from everyone else. Focus on your health If you don't have good health, everything else is irrelevant. Drink enough water, get enough sleep, exercise, and think about your diet. Your health is the building block for moving everything else in the right direction. Get your mind right Are you reading books, listening to podcasts, and broadening your mind? When your mindset is right you can take your business to the next level. Show more gratitude Who is it that you should be saying thank you to? How long has it been since you wrote a thank you note? Showing gratitude is the right thing to do and it puts the law of reciprocity into motion. Provide more value If you give more value into the marketplace, more value comes up. This industry is based on the fact that the more value you provide the more your business grows. Social media gives you the opportunity to provide value to your ideal clients. Video gives you the ability to connect in a different way. Have more conversations The more people you talk to the more opportunities you have to deepen relationships and have more business. Focus on adding value through genuine conversation. Have more in-person meetings Invite people to coffee, lunch, or happy hour. There is nothing more important in our human relationships than connecting with people. Set on your schedule to meet someone in-person each day. Work harder If you want different results, you've got to do different things. What are you doing in your business that works? Double it. Don't just do extra hours, do extra effective hours. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There is power in words and on today's episode of The Real Estate Podcast Jimmy shares the 11 magic words for success in real estate. Who Who is your ideal client? When you understand who your ideal client is you will add more value. What What pain points do your clients have? Where Where is your ideal client? Are they on Facebook, Instagram, Youtube, at community activities, etc. Position yourself to be in the best possible place to serve them at the highest level. When Now that you know who your client is, what they need, and where they are - ask when are they there? When do you need to post on social media or send emails? Value What is the value that you can add? Consistency Consistency is key to conversion. Growth If your business is not growing, you are dying. Is your business moving forward? Staying where you are is not an option. Feelings What do clients feel about you? Are you showing how much you care about your clients? It's my pleasure Whether you are at Chick-fil-a or the Ritz-Carlton they let you know that it is their pleasure to serve you. That's what you want in your business. Thank you Thank you seems so simple, but don't overlook it. How long has it been since you sent a thank you note? When you take the time to say thank you, it sets the tone that your business is built on generosity. Wow That's what you want every client to say after the transaction is over. When people say "wow" they can't help but tell other people about it. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The more you know the more your bank account will grow. In today's episode of The Real Estate Sales Podcast, Jimmy explains 11 real estate understandings that can change your tax bracket. 1. It's not about you It's about solving problems and meeting the needs of your clients. When you shift the focus from yourself to your clients, your business will begin to grow. 2. Relationships are greater than transactions If you can shift your focus and understand that you need to build deep relationships, the transactions will follow. 3. The more you know the more you grow Become a student of your contract. Become the person that understands what's happening in your city, what are the numbers for your market, what are the average days on the market, etc. When you know more your business will grow. 4. You are a marketing company that happens to sell real estate The basics of this business are marketing. The better you get at marketing, the faster your business will grow. 5. Your vibe attracts your tribe Be authentic to who you are. This will attract the exact right person for your business. 6. Video is a must When you send a video message there is no doubt about who you are and the message you are sending. 7. There is no such thing as a past client You are building clients for life. The value that a client has is in a lifetime relationship. 8. Leads are a 3-step process Lead generation, lead nurturing and lead conversion. Understanding this three-step process will change everything. 9. The money is in the follow-up If you don't follow up, nothing is going to happen. You have to be the person that will initiate the follow-up and continue to add value. 10. Consistency is key Whatever it is you are doing, you need to commit to doing it consistently. 11. Platinum is better than gold The platinum rule says, "Treat other people the way that they want to be treated." Consistently give people what they want in the way that they want it. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Sometimes, life is about regrets, so maybe by hearing the regrets of others your business can move faster than theirs did. Jimmy talked to top-producing realtors and asked them; what do you wish you would have done sooner? In today's episode of The Real Estate Sales Podcast, Jimmy tells you the 7 things that top-producing realtors wish they would have done sooner. 1. Hire an assistant Hiring an assistant gives you the ability to do the things that you are good at. An assistant can help you with follow-ups, systems, closing transactions, marketing, and staying consistent. Are you doing the activities that an assistant could be doing for $15 an hour that would give you the ability to focus on more important things? 2. Become a student of the game There is a moment in most top producers' businesses when they realize they don't need to reinvent the wheel. They realize the need to do the things that other top producers are doing. You can't be something until you see something. When you change the actions you take you to change the reactions you get. 3. Start Geographical farming Top-producing realtors wish they would have become an expert in one neighborhood and become the go-to person for that neighborhood. Focusing on a farm, it has helped them focus on a niche portion of their business that allows them to actually expand. You grow with the clientele as they grow in their lives. 4. Go all-in on video We are moving into a time where video is critical, it isn't an option anymore. Are you sending texts or video texts? Emails or video emails? Every top producer that Jimmy knows has gone all-in on video 5. Optimize their database sooner Do you have your data organized in a way that you can segment a specific group of people and give them specific messaging? Think about the business and what is the end result. Having an optimized database provides value and helps your business build. 6. Join a mastermind or hire a coach You can't build the business of your dreams without other people. Find someone who has already done the things that you want to do with your business. 7. Build relationships with other agents When you have a relationship with other agents you can bounce ideas off of each other, know what is going on in the market, and help each other put deals together. Make sure you are connecting with other agents from other markets. Try creating an email list to agents and provide them with value so that they think of you when thinking of your market. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

A clearly defined set of goals (and putting plans to paper) is the best way to ensure you accomplish what you want in both your personal and professional lives. In today's episode of The Real Estate Sales Podcast, Jimmy walks through his goal-setting process to plan the actions and directions necessary to succeed. Use SMART goals: Specific, Measurable, Achievable, Relevant, Time-bound Start from the amount of money you want to make, and divide your desired yearly income by a single average transaction income to get the average number of transitions you'll need for the year. On average, it takes 50 real estate conversations to garner a transaction. Therefore, multiply the number of transactions by 50 to determine how many discussions you'll need over the year to receive the desired income. Consistency is key. Just because you don't have enough conversations one day doesn't mean it should prevent you from making those conversations happen the rest of the week. Try to have more conversations at the beginning of each week to generate momentum. Plan to make more calls in the beginning - double the calls for the first few months to start strong and make it more likely to reach your goals What are you going to do to generate these conversations? Overhear people in your community, whether at the church, grocery store, or coffee shop. More importantly, generate leads to generate conversations. Have seven different sources of leads, so you have multiple streams. Start with past clients - they already know, like, and trust you. Talk with your sphere of influence and use the existing relationship to quickly determine how you can be of service to them. Identify how you generated your past clients. Was it a purchased lead, or was it through open houses or other events? Whatever sources generate the most leads, increase your activity in those channels. Budgeting: Investing is a systematic approach to garnering a routine return. Top agents understand how much they can expect their earnings to generate for their business. Understand your figures, and reinvest at least 10% of your generated income for marketing and other assets for your business. Invest in events and training. There are many benefits to being around other agents and thought leaders in the real estate industry. Find conversations that surround yourself with other top producer real estate agents. There are opportunities to both learn and network with other top agents. Mastermind groups and skill-related online courses geared toward powerful real estate tactics are potent tools that will give you the knowledge and information to be a better agent. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Now that the market has changed, what can real estate agents do to maintain momentum in their business? In today's episode of the Real Estate Sales Podcast, Jimmy is joined by Raleigh-based realtor Heidi Harris to learn how she has shifted her strategy to make more real estate connections. The market is adjusting from the chaos of the last couple of years. Realtors have gotten complacent because of how easy it was. However, we need to get back to basics - make relationships and be a resource for your community. What's the easiest way to make connections? Get face-to-face with people. She schedules lunches. Once she does lunch, she schedules another one to keep the train moving. It could be people from social media, your kids' school, or church members. The sense of community and a need for it has never been stronger. If realtors invite the people around them to participate in that community, they remember it. Do a quick breeze-through of their social media to learn the updates and significant events in their lives. But, more importantly, ask how you can be of service to them. When Heidi books a lunch, she schedules them at noon and then says she was a 1:30 appointment to ensure the lunch doesn't drag on too long. Be authentic and show up for the people around you. People crave community, and realtors have the tremendous capacity to foster and build those relationships people want. You can't have relationships without time. You don't know how many referrals might be generated from these lunches. When people ask Heidi about her take on the real estate market, she talks about the normalizing market. She then tells them about the client appreciation events happening soon, so they feel free to participate. If you don't have events happening soon, ask these clients what they'd like to see from their realtors. So if you don't have anything planned, just ask! For more content from Heidi, follow her on Instagram at @homesweetheidi or send a referral email to [email protected]. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Social media is critical to see your business grow. Whether it's to find clients, deepen relationships, or create new connections with others in the industry, social media is a powerful tool at every realtor's disposal. In today's episode of The Real Estate Sales Podcast, Jimmy details seven of the best social media tips for real estate agents to help everyone use the platforms successfully. Master one platform at a time. Mastering a platform allows you to generate a following, which bleeds into other platforms. Start where you're comfortable. Whichever platform you think you'll be best at is often the best channel to use first. Have a plan and a set of goals. The plan of action is just as important as the execution. Create a content calendar to understand what content you need to create. Ideate weekly content themes to post similar content on specific days to make it easier and consistent. Be authentic. Being yourself attracts your ideal client. Talk about what interests you, whether that's numbers, humor, or whatever other facets interest you. Be consistent. Consistency leads to conversions. Don't overwhelm yourself. Do what you know you can do, and then push yourself to do a little more. The more people see you, the more they trust you with their real estate business. Document your journey. Share your journey with your followers. Tap into the interest people have in real estate, and you'll begin to accumulate people interested in your content. What do you do daily that people find interesting? Respond to every single comment. If you're working on getting engagement, why wouldn't you respond to that comment? Responding assists the algorithm, creates a connection with someone, and encourages them to comment more. Implement the $1.80 principle: Find ten relevant hashtags, and comment on nine different posts within that hashtag. You'll see content similar to what you want to make, and you'll begin to create connections with people creating similar content. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

In life, you're either growing or dying. In today's episode of The Real Estate Sales Podcast, Jimmy explains five comforts that kill realtors in their efforts to find success. The comfort of a good market. A thriving market made many agents stagnant in their work because deals would just come to them. If you don't time block your schedule or spend time reaching out to new prospects, you must develop those good habits now. The comfort of past success. Never let your ego impede the habits that generate success. The most challenging thing to overcome is the notion that your past successes will not single-handedly lead to future results. The comfort of a large database. Just because you have an extensive database doesn't mean you provide value to them. Databases full of clients and prospects must be nurtured, interacted with, and provided for to ensure you follow up and add value. The comfort of one excellent lead source. No matter how great your lead source is, things can change. Time and time again, we see lead sources dying and new ones arising - have a backup plan in place. The comfort of money. Every time a real estate market comes down, it's followed by a more difficult time. Things change, and you should utilize that money to set yourself apart from other agents as the business adapts. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

What can you do to exceed the expectations of the real estate industry? In today's episode of the Real Estate Sales Podcast, Jimmy explains seven ways any agent can become above average in their work. Know your market better than anyone else. How can you add value to the marketplace if you don't know the market yourself? Be familiar with home-selling statistics and trends in your area so you can share them with your clients to help them make more informed decisions. Have a clear understanding of your vision and goal Determine who you can add the most value to because they are your ideal clients. Control your schedule Time blocking is essential for success, yet many people don't do it. Chatting with coworkers, putting out fires, and scrolling on social media are easy. However, the most influential realtors are the ones who designate time to talk to prospects and engage in needle-moving activities. Give above-average service. Set your business apart from other agents by providing service at a higher level. Be the realtor that adds the most value to the marketplace to get the most value back. Add more value through video. Video conveys the nuances and passion that face-to-face interactions create. Making video content is more engaging and effective than written content, which will ultimately help you provide more value once implemented. Find above-average clients. Providing great service attracts great clients. The more you devote yourself to giving value to those you serve, the more likely you attract and retain your ideal clients. Work harder than anyone else. An above-average agent has an above-average work ethic. Determine what you can do to make the most change, get the best results, and become better than you were the day before. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Life is all about give and take, and real estate agents are no exception. In today's episode of the Real Estate Sales Podcast, Jimmy explains seven sacrifices every agent must make to find success in their real estate career. Sacrifice Comfort Comfort and growth cannot coexist. Identify what you don't want to do that you know will assist in your growth and do it. Sacrifice Money Taking your business to the next level might mean delaying personal purchases you want to make. Reinvest in your business to see more success, and take a percentage of your income and automatically put that money into your business for training, support or tools. Sacrifice Time Every top producer, at some point, had to sacrifice their time to get where they are now. Be willing to be the last person in the office or the first one there. Sacrifice Ego Don't be worried about what other people think of what they might say. Think about what efforts helped you build momentum in your business, and focus on those. Never think you're "past" strategies that led to your initial success. Sacrifice Passivity Are you waiting on the phone to ring instead of calling people directly? Actively interact with and look for buyers and sellers to help. Sacrifice Relationships We all have people around us who don't help or even actively bring us down. Surround yourself with passionate, hardworking people who will encourage and help you to achieve your goals. Sacrifice Limiting Beliefs Do you believe you can have the business of your dreams? If not, find the people who've accomplished it and emulate what they did to move their business forward. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Few things are as powerful as strong momentum. So how do you create momentum in your real estate business? Find out on today's episode of The Real Estate Sales Podcast, where Jimmy explains how to F.O.C.U.S. F - Find someone with a need. Are there buyers who need help in a challenging market, or sellers with expired listings? Look for people in your community who have a need that you can help. The more people's problems you solve, the more momentum you'll experience. O - Optimize consistent communication. Communicate to those people you've identified, and understand how they like to interact. The more information you can provide, the better equipped they'll be to solve the problem at hand. C - Create a plan of action. Once you've helped one person in need, others likely have similar problems. So what is your plan to connect with them? Have a system to optimize a plan that helps people as quickly as possible. U - Update them regularly. Notice how the people respond to your updates. If they tend to text, text them rather than call. Make sure you communicate in a way that best serves the client, not the other way around. S - Staying engaged. We started by identifying a client's need. Stay focused on what matters the most - solving the client's challenge. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Realtors should look for ways to maintain momentum to reach their goals as the market begins to slow down. In today's episode of The Real Estate Sales Podcast, Jimmy discusses some of the strategies and tactics he used when he sold as an agent to generate quick sales. Shift focus and look to lots for builders. No emotions link to raw land the way sellers might carry feelings with properties and homes they own, meaning it is often easier to acquire. Builders pull back on starting construction at certain times, usually when the market slows. The next two years will signify this time when builders will accumulate land for when the market rises again. Out-of-town owners are a great place to start: While a title company is likely able to provide the necessary information, you can also view an aerial map to determine where vacant lots are in your community. Build a list of people who own these lots, and inquire if they're interested in learning more about the evaluation of the lot (not a sale.) Or, consider asking what they plan to do with the lot to see if there's a long-term strategy behind owning it and build a relationship based on that. Building relationships with builders: Connect with builders to find people who want to construct on the acquired empty lots. See who in your community is building homes and see if they are interested in building other homes beyond the ones they are currently building. If you can't find people in your community, go to your local building department and see who has pulled permits for new construction and who is developing on land near you. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Top producers work differently than the average agent. In today's episode of The Real Estate Sales Podcast, Jimmy discusses seven things top producers do that sets them over the top (and that you can do as well.) Top producers track their numbers. They understand how many conversations they need to generate a transaction, the ROI of their advertising spend, and what tactics and strategies lead to the most new listings. By tracking your numbers, you can determine where your business comes from and how you can build your business with those tactics in mind. Top producers reinvest. Those that see growth are the people who are disciplined with the money they put back into their business. Depending on your goals, know how much money you should allocate toward your real estate efforts to ensure you take the next step. Top producers time block their schedules. Have specific times set aside to interact with past clients and make outbound calls. The more time you dedicate to lead-generating activities, the more successful you'll be. It takes discipline to take control of your time. Be specific and designate time for the activities that generate revenue. Top producers study the market. Top producers know what trends affect their community and the real estate market. Know your community and know how to explain trends and changes to be seen as a leader. Top producers communicate. To represent their clients as best as possible, top producers are transparent and honest with their clients. Lean on your network to overcome challenges, and spend time studying how to apply new tactics and strategies to your work to make everyone more successful long term. Top producers hire for their weaknesses. They understand that their job is to serve their clients in the best way possible, often by hiring people to do the jobs they aren't as good at. Top producers work harder than anyone else. At some point in their careers, top producers have worked harder than everyone else. While it might seem like every top producer operates exclusively from referrals, they didn't start that way. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Leads are the lifeblood of any real estate business. In today's episode of The Real Estate Sales Podcast, Jimmy dives into seven avenues for realtors to generate leads for a consistently full pipeline. Farming Geographical farming is the most sound and consistent way to generate real estate leads. To learn more about creating a farm for your real estate business, tune in to our previous podcast episode. Online Leads While they boast only a 2% conversion rate, buying leads is a valuable way to generate massive amounts of potential buyers. Have a systemized plan to maintain consistent communication with any purchased lead to build and nurture the relationship. Referrals Many realtors encounter a plateau where they find it difficult to maintain growth. So why not use your past successes to fuel your future wins? Your sphere of influence is some of your most valuable connections. Add value to them, and they'll be willing to bring others to you. Expired Listings Build a campaign adding value to expired listings and see which sellers are interested in re-evaluating their current selling strategy. Circle Prospecting Call, knock on doors, and interact with the people living around a home that was recently sold. Check-in and add value - don't ask for a transaction. FSBO Listings Most buyers who sell on their own end up using an agent before the transaction closes. Buyers need your professionalism and knowledge now more than ever. Be a resource to help them sell their product, and the clients will come. Agent Referrals Follow agents on social media and post content about your local market to be seen as an expert. Build connections and relationships with other agents to send referrals, and they'll return the favor. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Farming is one of the best strategies to ensure a steady supply of clients and contacts. In today's episode of The Real Estate Sales Podcast, Jimmy shares an open discussion with BHHS Realtor®, Craig Duran, to learn his secret to locating and implementing high-quality farming neighborhoods that drive results. Why did Craig choose farming? Farming is simply a group of people, united by geography or other demographic, to market to regularly. Craig began selling real estate in 2003 but soon realized he didn't know how to generate leads. He didn't want to cold call expired listings, but he wanted to proactively acquire new business. Communications sent to farms: Each month, Craig focuses on specific information to share with the target demographic of the farm. The more specific you can get, the more personalized the information will be to the people reading the communication. In your messaging, start with basic statistics explaining why you're the right person to sell in the area or with that group of people. Bring other relevant information to the people that they might not know. Use a combination of messaging focused on information, activity, tips and practical implementation to keep people engaged and invested in the content you send out. Farming is more than direct mail: In the old days, direct mail was the best (and only) way for real estate agents to interact with potential clients. Craig creates curated video content specialized for particular audiences to drive engagement and interaction with his materials. Email and social media are great tactics to garner attention to particular farms and broaden distribution to other channels. Craig's major takeaway for someone looking to farm? Think about it from a content creation standpoint - you can choose to buy leads, or you can put systems in place to bring leads to you. Farming, when done the right way, is a great way to do the latter. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

What does real estate success mean to an agent? The answer might not be what you expect. In today's episode of the Real Estate Sales Podcast, Jimmy explains what success looks like and dismantles the misconceptions newer agents might have about real estate success. It's going to take you longer to find true success than you think. Success doesn't happen overnight; it takes long periods of work and effort to achieve it. You will have difficult clients. Every agent has at least one unbearable client interaction or story. However, use that as a learning experience. See the warning signs, and use that knowledge to better identify your ideal client. It's going to be harder than you think. Whatever effort you think you'll put into your business, it'll likely take more. Be willing to do whatever it takes to make success happen. You will burn out. Every person will have a period where they want to leave the business. However, focus on the elements of real estate that you love and allow the passion to reignite. Consider finding an assistant or partner who can help you with the jobs you dislike or struggle with. It will all be worth it. Every top producer who passes through their challenges and overcomes their obstacles will say it was worth it. If you persevere and work hard, you'll achieve a higher level of success than you could ever imagine. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There are key signs realtors can see to understand if their business is about to explode with growth. However, there are also indicators to help us know if our business needs support and realignment. In today's episode of the Real Estate Sales Podcast, Jimmy identifies and explains some of those factors to help us course-correct when our business is in jeopardy. 1. Your database is not growing. If you're going to get more growth, you need a steady stream of new people coming into your business. 2. You are not making outbound phone calls. Our business is built on the number of conversations we have. The more you prospect, the more business will come back to us. 3. You only have one source of leads. If you are focused on just one lead source, you're taking a great deal of risk. Have multiple sources to diversify your lead generation efforts. 4. Living beyond your means. Make sure the money you have going out is always less than the amount of money coming in. Change your lifestyle when the market turns south or if you have a season with low sales. 5. You believe your business is bulletproof. It's easy to think your business will last forever in the current market. Every single time, things change. Don't let your ego and pride give you too much confidence. 6. Your communication is inconsistent. It doesn't matter how extensive your database is if you don't use it. The more you communicate with your people, the more likely they convert to sales. 7. You are not personally growing. If you aren't continuing to learn and grow, you stagnate. Invest in your health, wellness, and education to better yourself and your business will follow. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.