The Real Estate Sales Podcast

ChatGPT is absolutely a game-changer for real estate agents. In today’s episode of The Real Estate Podcast, our host Jimmy goes over 23 different ways that realtors can use ChatGPT to help their business. 1. Ideas for Instagram posts Social media is an invaluable tool for realtors, however, most of the time they don’t know what to post. Simply get some ideas for social media posts from ChatGPT! 2.  Ideas for Facebook posts Just like Instagram, ChatGPT can also help you produce different posts for Facebook. Simply ask for a certain number of real estate posts for your city. 3.  Ideas for TikTok content A unique feature that ChatGPT has is it understands the differences between content for different social media platforms. The ideas for Instagram content will be different from the Facebook posts, which will both be different from TikTok. 4. Ideas for LinkedIn posts Since LinkedIn is more post-heavy, after you see an idea you like, you can have ChatGPT create that post which you can then upload to LinkedIn. 5. Ideas for video content This is a bit broader and can cover different video formats. For example, you could get ideas for YouTube videos or ideas for Instagram reels. 6. Ideas for blog posts This is also broader than social media posts. Ask ChatGPT for blog post ideas in your particular city. If you like a certain idea, you can then have ChatGPT also produce a blog post. 7. Listing descriptions  ChatGPT can write a listing description with certain features that you want to be promoted. 8. Rewrite a listing description If your listing description is looking a bit stale, ask ChatGPT to rewrite it. It can be rewritten to be shorter, funnier, more professional, etc. 9.  Write a Facebook post on a listing After you’ve created a listing description, you can ask ChatGPT to produce a Facebook post on it. It will satisfy the Facebook algorithm and help reach a wide audience. 10.  Write an Instagram post on a listing Just like Facebook, ChatGPT can also create an Instagram post about a particular listing that will hit all the requirements for a good Instagram post. 11.  Write a TikTok script on a listing ChatGPT can write a script for a TikTok short that is designed PERFECTLY for TikTok and its audience. 12.  Write an email on a listing Give ChatGPT some details on your listing or a description, and it can write a great email with a call to action that will promote the listing. 13.  Write a video script on a listing Ask Chat GPT to create a video script on a listing and then record a video. If necessary, you can have the script rewritten to be shorter or more professional. 14.  Write creative ways to promote a listing After you’ve posted about a listing, ChatGPT can suggest creative ways to promote it. ChatGPT could then write the copy for those promotions. 15. Write creative ways to promote an open house Provide ChatGPT with some details on a particular listing and ask it to write something that gets people interested in an open house. Again, it can then be tweaked as desired. 16. Reasons why people love living in your city When people are looking to move into a particular area, if they see a video on some positives about the city, they’re far more likely to engage with the video. 17. Shorten a script into an Instagram reel After you’ve created a long script, ChatGPT can then shorten it into a form more appropriate for something like an Instagram reel. 18. Write some content on why now is a great time to buy ChatGPT can be used to create blog posts as well as scripts. Ask it to write something explaining why now is a good time to buy real estate. 19. Write some content on places to visit in your city Ask ChatGPT to create a script or blog post on something like popular restaurants in your city. This adds value to your clients and the area you service. 20.  Write some content on current interest rates This is especially relevant to the current real estate market. By providing information like this, you’ll be seen as a valuable real estate resource. 21.  Write some content on what homeowners should do if their listing expires With the current market, expired real estate listings are becoming more and more common. ChatGPT can write some content explaining why listings expire or what to do after an expiration, which adds value to the community and to those clients. 22. Ideas for showing appreciation to past clients ChatGPT can also create some unique and fun ways to show appreciation, and add value, to past clients. 23. Ideas for marketing myself ChatGPT can give you some unique and effective ways to not only add value to clients but also to help promote yourself 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.

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 to provide their neighbor with EXACTLY what they wanted, and that you could do the same for them. Get testimonials from the buyer After you’ve finally made the sale, get testimonials from that client. Use these testimonials to then show your value to future 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.

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 help you.Buyers moving into a particular city will look at videos like these, and others providing information about the place they’re moving to, and are likely to share them with other buyers. Now That Your Home Is Listed Jimmy utilizes videos like this to keep communication with clients. The NUMBER ONE issue that buyers and sellers have with agents, according to polls, is they don’t communicate enough.Once a seller has listed their property, send a video like this to them. It not only ENSURES communication continues, but it also presents you as a resource to the seller. Now That Your Home Is Under Contract, What To Expect Just like sending a video to sellers once their home is listed, videos like these get sent to people whose houses are now listed. Systematic videos like these are GREAT for keeping up communication while also providing information to clients.After someone’s house is under contract, videos like these do one thing in particular: They prevent any surprises. By telling someone EXACTLY what to expect, you’ll avoid any unforeseen issues in the future. Now That You’re Under Contract To Buy Sellers and buyers will have different questions once they’re working with you. Again, the BIGGEST cause of issues between agents and clients is a lack of communication. Systematic videos like these ensure good communication.Go over some information that buyers need to know, specifically the next steps to take. Tell them the process to keep communication up and help establish a relationship between you and the buyer. Client Testimonials People look at results. You CAN claim you’re the best real estate agent, but a video of one of your clients saying that is far more likely to be believed by other clients.Get some of your best clients and have them describe the process of buying and selling with you. Once people hear about how ENJOYABLE it is to work with you, they’ll be more likely to come to you for buying and selling. About Me and Team Video Buyers and sellers are CONSTANTLY looking for information to help them decide which real estate agent they should work with.Make a video describing how you got into the real estate business and your story. Provide a basic overview of yourself as well as one of your team members. Give clients the information they’re looking for to help generate future business. The Story of my Favorite Closing This video idea essentially combines the idea of an about me video as well as a client testimonial.Go over some challenges you had to face with closing a deal and how you overcame said challenges. Describe what made that closing SO GREAT to give viewers an idea of why you’re a great real estate agent and why they should go with you. Virtual Open House One of the BEST ways to help grow your real estate business is through hosting open houses. Hosting one virtually, though, allows ANYONE to come to your open house. A virtual open house allows anyone to get an idea of open listings, regardless of whether they can attend the in-person open house or not. Doing a video walkthrough of a house is the best way to generate momentum for the in-person open house. New Listing Video Walkthroughs This type of video is specific to one, or a few, different clients. If there’s a new listing that is PERFECT for certain clients, then do a video walkthrough of it.Videos like this not only help you build a relationship with those clients, but it also presents the opportunity to set up an in-person meeting with you and the client to go over the listing. It helps generate that momentum that’ll help you start and close the deal. Check-In Videos We all know as real estate agents just how IMPORTANT adding value to clients, whether current or past, is. Check-in videos are one way to add that value.Create a little video asking how a client is doing and thanking them for either choosing you or working with you in the past. It could be sent over text or email, but however you send it, it’s an INCREDIBLE method for adding value. Quarterly Market Updates Beyond adding value, something else that’s key in being a real estate agent is coming off as a resource. Market updates show you’re watching the market AND that you’re a resource.You could send this video out in the form of a newsletter or some other consistent video. Go over trends in the market to provide insight to buyers and sellers and go over general information they should know. Updates on Listings This is another video type that can be sent out consistently, whether it’s on a weekly or monthly basis, that will provide VALUABLE information to buyers and sellers.Consistency is key, in real estate and in life. Make a video describing whatever’s going on with your listings and send it out to clients. Not only does this ensure consistency, but it also ensures you keep communication up. Video Unsolicited CMAs A video CMA just refers to a video going over recent selling or new listings that you send to people in your sphere of influence who’ve mentioned they might be buying or selling in the future.If you hear about a potential lead, send that lead a CMA. This jump-starts the process of setting up a deal with them. Provide that lead with some valuable information on the state of the market. Video is something EVERY real estate agent should utilize. As we go into 2023, take some of these video ideas and create content using them. You’ll ABSOLUTELY see growth and profits. 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.

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 action you take, make sure it’s a big action to see growth. As the new year begins and we work through the volatile real estate market, keep these principles in mind. Times and markets change, but principles remain true throughout time. Use all of these and you will ABSOLUTELY see your real estate business 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.

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 heidi@homesweetheidi.com 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 looking to buy or sell a home, they’ll think of you.The third thing that Undem focused on to help generate success was: Being willing to study and learn the real estate game. REGARDLESS of the work you do, how can you possibly expect to be successful if you’re not willing to learn?One of the things that Undem did to help expand his knowledge was to work under a mentor. If you can find a REALLY good mentor, you can learn from them. What made them successful? What tips and tricks do they utilize? Undem would work under these mentors, learn as much as he possibly could, then UTILIZE those same tips and tricks to jump-start his career. Andrew Undem didn’t utilize some magic bullet to get to where he currently is. Instead, he simply focused on the basics. There’s NO REASON to overcomplicate things. As the saying goes, keep it simple, stupid. Focus on the basics and your real estate business WILL grow.   Molly Slagle (51:00)   Molly Slagle works with realtors WORLDWIDE through her business, Berkshire Hathaway HomeServices, based in Houston, TX.Slagle began her real estate career in a pretty funny way. She wanted to renovate her kitchen and knew it’d be costly. How was she going to make that money? Through real estate. However, Slagle also knew that just because she got a real estate license, she wasn’t going to automatically start getting clients.To help generate her leads, Slagle took a similar approach to Undem. After having some wine, she went onto Facebook Messenger and looked for people who had, in the past, reached out to her about workout supplements and equipment. Slagle messaged them, asking if they would send her ANY referrals looking to buy or sell real estate.It took Slagle around 40 different messages, but she got her first 3 leads out of it. After she got her first few leads, Slagle started to work on social media. However, similar to Undem, she made SURE her posts didn’t come off as too pushy or sales-y. The posts were simple and personalized. Along with posting on social media, Slagle would reach out to people and different leads. If it was someone’s birthday, Slagle reached out to them. If someone just graduated or achieved something significant, she would be there to congratulate them.Along with reaching out to potential leads, Slagle made SURE she gave back to her community. One example she gives is the time she bought coffee for teachers and parents. On the first day of school, Slagle loaded up a gift card for a coffee place and posted the card’s details on social media. She let everyone know that they could use the card to get some coffee, and asked them to post and tag her when they bought their coffee. Just like adding value to clients, this got her name and business out into the community.Beyond adding value to her community and remaining consistent, another INSANELY VALUABLE tool that Slagle uses is Community. Specifically, Slagle is part of a group called the National Rethink Council. This council can help develop ideas as well as give motivation. An all too common issue real estate agents and business owners in general run into is burnout. If you have a community or group of people to remind you of WHY you initially started, however, you can avoid this burnout and continue growing your business. If you have any referrals, or just want to get in touch with her, you can reach Slagle at her website www.mollysoldit.com or reach her on Instagram under the handle mollysoldit, or her Facebook account. If you want to text her, you can contact Slagle at 713-471- 0527.   Brad McCallum (1:14:30)   Brad McCallum, based in Canada, has been in the real estate game for 5 years but has only worked in the business full-time for around 3 years. Around that same time, he began to do the MAIN thing differentiating himself from his competition: Uploading videos onto YouTube.McCallum started his career during a RECESSION. During his beginning years, only around 38% of sellers could actually SELL their homes. More than half were unable to because of the market environment.Just like ALL of the other agents on these show notes, McCallum focused on the basics. He focused on being consistent with his uploads and business and providing GENUINE value to his clients. Compound interest in your personal brand is what BUILDS that brand.There are several different ways to build your real estate business and generate leads. The way McCallum did it, however, is GENIUS. Although his channel started out very small and with little watch time, through compound interest and consistency, McCallum began generating leads THROUGH his videos.Beyond just generating leads and business, building his brand had another INCREDIBLE effect: Passive income. Instead of having to constantly reach out and make cold calls, potential buyers and sellers would COME TO McCallum through his videos. Even on days when he didn’t work, he was STILL able to generate leads and build his business, simply through his compound interest.If you’re going to build your business through YouTube, there are a few KEY things to keep in mind: First and foremost, YouTube is an ad platform designed to show viewers ads. Making entertaining content that keeps viewers watching is key. McCallum’s content is designed to capture his viewers' attention within the first 5-10 seconds and then KEEP them watching. Evoking emotion or showing something exciting is one way McCallum goes about this.After getting someone to watch the first few 5-10 seconds, you have to get people watching past the 30-second mark. How do you do this? SHOW THE VIEWER THE HIGHLIGHTS UPFRONT. Too often, YouTubers will wait to showcase the most exciting part for the end, thinking it’ll keep viewers watching until then. This, however, just isn’t the case. Show them EXCITING things first, this will keep the viewer watching.There are a million things we all COULD be doing, but that doesn’t mean we SHOULD be doing them. Something else that McCallum focused on was providing genuine value to his clients. In regards to his channel, that meant providing entertaining, informative, and high-quality content to retain viewership. For you, this might mean being genuinely helpful and giving clients everything they need to buy or sell their properties. Other agents offer value by giving back to individual clients or their community as a whole. 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.

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 and ask if people are wanting to sell, by going around and talking to people or offering the information you do a few things: You make sure you’re on clients’ minds and you can gather data. You can also get the names of people who are actively looking for an agent.   For Sale By Owners   Just like For Rent By Owners, For Sale By Owners is another GREAT database. Contact owners and get information. Ask if they’re wanting to sell or if they know anyone who does.   Join A Leads Group   Joining a leads group is another INCREDIBLE way to generate leads. This is a group that meets up, either weekly or monthly, and discusses different leads. Joining this group will ensure you’re up to date on leads in your area.   Zillow   Although Zillow does get some hate, it’s a great resource for agents. If you can CONSISTENTLY close deals, you’ll get better and better leads.   Realtor.com   Realtor.com is another website that offers leads to agents. Make sure you can EFFECTIVELY close deals on the site to ensure you get consistent, quality 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.

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.