The HyperFast Agent Podcast

Latest Episodes:

Episode #218 Converting More Inside Sales Leads with Dustin Brown Jan 15, 2021

Show notes

In this episode of The Hyperfast Agent Podcast, we listen as Dustin Brown, from the Keri Shull team, presents at the HyperFast Sales Summit. Dustin shares how ISAs can book appointments no matter what obstacles they encounter!

Episode Highlights:

Dustin is an ISA (Inside Sales Agent) Manager and started with the Keri Shull team 5 to 6 years ago.
Throughout his career, Dustin has sold in just about every fashion, but his favorite strategy is over the phone.
Many people do not like to make phone calls and that makes it difficult to be successful at phone sales.
Even though he is a manager for roughly 12 ISAs, Dustin still makes sales calls every day.
Do whatever you can to call the lead as soon as possible and answer the phone whenever it rings.
People love when you call them as soon as they submit their information on your website.
If you take your time calling leads back from Realtor.com, you will constantly get beat by other agents.
Most agents, when they find out they get beat, have a habit of letting the lead go right then and there.
Don’t let flashbacks of bad experiences over the phone stop you from pursuing leads that have already been contacted.
You’d be surprised by how many people that have just bought a home are looking to sell another property.
It’s inevitable that you’re going to get voicemails and rejections, but the important thing is that you dial.
Be ready to adapt and pivot over the phone because you don’t know their current circumstances.
Don’t dance around their request, if they want to see a house then book a showing appointment.
Sometimes the fix is as simple as just following the script that has been laid out for you.
Use open-ended questions so that they begin to open up and you can find out the important information.
When you come across someone that is in a bad mood and giving tiny answers, just keep asking questions.
People want to know if sitting on a phone call with you is worth their time.
While agents can’t email out offline properties, they can still have buyers in to talk about those properties.
Dig deeper when they don’t answer your question by asking in a different way.
Try to build their excitement to the point that they actually ask you for the appointment.
Get the promise by consistently reiterating the value and checking their listening effort.
Use your list of leads and call count to determine how many appointments you should be booking every day.
Great ISAs can be found from a plethora of different backgrounds, especially restaurant and retail.
Dustin likes to leave vague messages that pique the curiosity of the lead enough to get a callback.

3 Key Points:

Dustin saw over-the-phone sales as an opportunity to provide value in an area that most people can’t stand.
It’s crucial to have your leads sync up with your CRM. You can’t ever assume how often someone is going to move or what properties they are looking to sell.
When talking to a lead or setting up an appointment, you are looking for 2 things: timing and motivation.

Resources Mentioned:

Learn more about Hyperfast Academy; Get Dan’s free book at hyperfastfreebook.com
Dustin Brown Profile
Attitude Indicator

Episode #217 Mobile Home Flipping and Investing with Jonathan Tuttle Jan 13, 2021

Show notes

On this segment of HyperFast Wealth, host Dan Lesniak interviews Jonathan Tuttle, the Head of Acquisitions for Midwest Park Capital, an investment fund focused solely on purchasing mobile home parks for accredited investors. Jonathan has closed over $2B in real estate and has a new course coming out that covers how to flip mobile homes like a pro!

Episode Highlights:

Even as a kid, Jonathan was an entrepreneur, selling flowers from his yard to his neighbors.
During the crash of 2008, Jonathan’s dad’s mobile home park was his only performing asset.
Many people out there hear mobile homes and immediately go to typical stereotypes.
Mobile home parks had a 12% increase in value this year while many real estate classes were crushed by COVID.
60 million Americans need affordable housing with only about 12 million mobile homes existing.
Craigslist, Facebook Marketplace, and word of mouth are the best way for real estate flippers to find mobile home deals.
People can use credit cards or go through local credit unions to buy mobile homes because they tend to move quickly.
Ideally, Jonathan can buy a mobile home and keep it in the park in which he bought it.
Cities don’t like mobile home parks because of the stigma and the lower taxes.
Right now, there are about 100k new mobile homes produced every year.
For mobile homes manufactured after 1985, it costs anywhere from $2k-4k to renovate and flip.
Besides the few parks that house millionaires and billionaires, most mobile parks consist of affordable housing.
Mobile homes can range anywhere from $5k-10k all the way up to $5M depending on the market.
Jonathan has a course for those who aren’t accredited investors and can’t partake in his fund.
Through his course, Mobile Home Wealth Academy, Jonathan teaches people how to flip and eventually get their own park.
Mobile homes have been the top-performing real estate class for the last 50 years.
70% of retiring baby boomers do not have the financial capability to pay for an assisted-living home.
Mobile homes hit a 6 or greater cap rate if they are in the midwest, around a 4 cap rate on the coasts.
Fannie and Freddie typically want around 33-35% down with a year’s reserve in the bank.
In Jonathan’s fund for accredited investors, the minimum investment is $50k which would never be enough to buy a park on its own.
Wall Street has become huge in the mobile home park space and Jonathan does not see that changing anytime soon.
Investing in Jonathan’s fund means you don’t have to do the work that comes with traditional investing.
Jonathan advises real estate investors to take in as much education as they possibly can and use mentors to help them take action.
The last downturn in 2008 was the biggest challenge that Jonathan has faced in his career.
5-10 years from now, Jonathan hopes to have closed 1-2 funds and expanded his assets to all over the world.
The current state of big cities all over the country has Jonathan looking to position himself well in the future.

3 Key Points:

Typical stereotypes that surround mobile homes actually benefit investors because there is a lot less competition.
Investing in mobile home parks allows investors to provide affordable housing without the responsibility of renovation.
Jonathan’s fund requires a minimum investment of $50k and an 8-10 year hold to allow for better operational efficiencies and increased rents.

Resources Mentioned:

Learn more about Hyperfast Academy; Join Dan and Keri’s team at kerishullcareers.com
Dan Lesniak (Linkedin, Facebook, Instagram)
Jonathan Tuttle (Instagram, Facebook)
Midwest Park Capital (Website, Fund, Facebook)
mobilehomewealthacademy.com
Wall Street Journal Article on Mobile Home Real Estate

Episode #216 Marketing Makes the Money with Dan Lesniak Jan 08, 2021

Show notes

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak presents at the 2020 HyperFast Sales Summit. Dan shares how he has used different marketing strategies throughout the growth of his business and how agents can use those same methods no matter what market they operate in!

Episode Highlights:

In Dan’s first year, he sold over $22M while bringing home over 75% of his GCI.
With a smattering of experience with marketing, Dan knows what it takes to bring in leads with all sorts of budgets.
Depending on where you are in your career, you’ll either be spending time or money on leads.
Dan looks at marketing in 2 ways; you can use the lighthouse strategy or tugboat strategy.
Paid social media, organic, direct mail, email, and texts are just some of the marketing methods that agents can use.
The hook in the subject line of your email has to grab people’s attention or it will just get lost.
We live in a scrolling society where you only have a few seconds to grab someone’s attention with any content.
Include examples of your past success as a transition into why they should choose you as an agent.
Social proof, testimonials, and demonstrations of your strategy give them a reason to continue reading.
Give them a clear offer so they know exactly what action you want them to take.
If you’re having trouble at any part of your process, you need to take a look at your hook, transition and offer.
It’s important to paint yourself as an expert while remaining approachable without being condescending.
Many prospects aren’t aware of the problems that they face in their market; it’s up to you to educate them.
Show them the problems and challenges that they are going to face and then show them that you know how to solve their issues.
When it comes time to sell, get as detailed as possible with your ads and retargeting.
Retargeting ads are generally warm or hot leads, usually making them cheaper.
Depending on behavior and search history, people can be split between intent-based and disruptive-ads.
Disruptive ads are generally less likely to convert because these people are not actively searching to buy a home.
While disruptive ads are less likely to convert, they are cheaper and more long-term.
As a team leader, it is your responsibility to train others to do the prospecting that you do not want to do.
Expired listings are a cheap way to get your prospecting efforts off the ground for new agents.
Many times, agents of expired properties do not inform their clients that the listing has expired.
Stay in touch with past clients with newsletters, gifting, and quarterly events, even online ones.
These methods will work in any market, it just might take some tweaking and consistency.
Even if your strategies are working, it’s still important to always track, analyze, and refine.
When it comes to a newsletter, send them out as often as you can, while providing interesting content.
Depending on where you are with your business, one of these methods might work better than the rest.

3 Key Points:

When it comes to prospecting, you have to have an enticing hook, a smooth pivot or transition, and a clear offer of what action you want them to take.
General branding, getting people to take action, and retargeting are the 3 methods that Dan and Keri use to market themselves.
Intent-based ads are designed to get in front of prospects that have shown intent to take action. Disruptive ads are designed for prospects that do not go to the internet to search for a home.

Resources Mentioned:

Learn more about Hyperfast Academy; Get Dan’s 100 tips HERE
Dan Lesniak (Linkedin, Facebook, Instagram)
Funnel Hacking Live

Episode #215 A Live Look at Four Investment Properties with Dan Lesniak Jan 06, 2021

Show notes

On this segment of HyperFast Wealth, host Dan Lesniak is onsite at four of the team's current investment properties in D.C, all in various stages of development. Dan walks us through the details of each property, when the projects are set to be delivered, and why he’s looking forward to the spring market in D.C.

Episode Highlights:

Dan is onsite at four different investment projects in various stages of development.
The team currently has 115 units in their investment pipeline right now, and looking to acquire more.
The first site Dan is visiting is 751 Columbia, an 11-unit condo development and one of the bigger projects the team is currently working on.
This project is in a great area of D.C., surrounded by shops, parks, and bars.
The project was acquired almost a year ago, and is actually four projects rolled into one.
They took what was three row homes and a vacant piece of land, and are turning it into 11 luxury condos.
This project is taking a little extra time because the 3-unit sections of the building had to go through the BZA process.
Dan outlines the construction details and amenities associated with this project.
The 2-unit section should be listed in the spring, and the three remaining 3-unit sections should be listed in the summer.
The second investment site is 1921 Capitol Avenue, a 4-unit condo project in an up and coming location.
The team took 2 row homes and are converting them into four 3-bedroom/3-bathroom condos.
The framing is complete and trade installation is set to happen in the next couple weeks.
The team hopes to deliver the end product early in the spring, which Dan feels will be an excellent time to list in the D.C. market.
The third on-site location is 1010 17th Street, a 15-unit project in a well developed area that is seeing even more construction growth.
This project is in the demolition stage with an approved full permit set.
The next step on this project is putting in the cinder block wall, which is a few weeks away, and then the team can start framing.
The last project site is 3934 10th Street NE, a 6-unit condo project near the Metro and National Basilica.
The property was acquired in July, 2020 and should be delivering in February, 2021, which is a quick 8-month turnaround.
Dan details the construction updates on this project.
There is a pre-drywall Open House on this project so agents and interested parties can get a preview of the property.

3 Key Points:

Dan feels the spring D.C. market will be a great time to list the team’s new properties.
A pre-drywall Open House is a marketing tool that allows you to generate interest well before the property is scheduled to hit the market.
Think outside the box when planning a property development. Keep in accordance with zoning regulations, but can you utilize the property in a different way (i.e. turning a row house into a multi-unit condo development)?

Resources Mentioned:

Learn more about Hyperfastwealth.com; Text your real estate questions to Dan at (703) 215-1684
Dan Lesniak (bio, Facebook, Twitter)

Episode #214 What to Expect From Real Estate Tech in 2021 with Joseph Fung Jan 01, 2021

Show notes

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak celebrates the first episode of 2021 by interviewing Joseph Fung, the CEO and Founder of Uvaro, one of the fastest-growing tech boot camps in the country. Joseph discusses how innovations in technology are affecting the real estate industry, and what to expect from tech in 2021.

Episode Highlights:

Joseph has run five B2B software companies, and has sold a few of them.
Now, Joseph’s company is able to train sales professionals in tech from a variety of industries.
With students all across North America using Uvaro’s training software, Joseph is able to help launch the careers of a lot of people.
There are a lot of assumptions and biases that come with selling software.
Uvaro does not charge it’s users until they land a job.
Storytelling is one of the fundamental skills that successful software sales professionals all have.
Real estate professionals, for the most part, have the strength of storytelling that it takes to sell software.
With sales teams in the tech space, many of them struggle with sales discovery questions.
Many real estate agents don’t realize the strengths that they already have in their arsenal.
Right now, there is a large realignment of technology use across various industries where it was not previously utilized.
The use of video in marketing and communication is the most important form of tech that realtors need to double down on.
Using video to communicate can help agents bring their clients into the space without physically being there.
There are a plethora of widgets and apps that can help smooth out the process of showing a house.
It’s not that these technologies are new, it’s just that different industries are being forced to adopt them.
Joseph uses a variety of tools to make back-office improvements rather than customer-facing.
TikTok is becoming more and more attractive to sales professionals due to the lack of tools available for creators.
Agents can differentiate themselves by sending out their brand on the content that they create.
Google announced that it is hopping on the trend by adding stories for websites.
Though Snapchat invented the story, every other social media platform has ripped it and shifted the landscape.
Storytelling and discretionary effort are two things that real estate agents understand more than most.
Unlike many sales professionals, real estate agents treat their business like a business.
Companies are starting to realize that their growth is not limited by their geography.
It’s absolutely vital for sales professionals, regardless of experience, to get comfortable on video.

3 Key Points:

Uvaro has taken sales training and turned it into the core of the business by helping people transition into tech from a plethora of sales industries.
Due to the effects of the pandemic, different types of technology are spreading into industries where it was not used before.
With so many apps that make content consumption incredibly accessible, TikTok provides convenience for those on the content creation side.

Resources Mentioned:

Learn more about Hyperfast Academy; Hyperfast Coaching
Dan Lesniak (Linkedin, Facebook, Instagram)
Joseph Fung (Uvaro, LinkedIn, Calendar)
Gong
Chorus
Vidyard
Loom
TikTok
Snapchat

Episode #213 Setting Goals That Scare You with Sunil Saxena Dec 30, 2020

Show notes

On this segment of HyperFast Wealth, host Dan Lesniak and co-host Sunil Saxena are showing you their goals for 2021 and explain why your goals should scare you. This episode comes at the perfect time to start planning your 2021 business goals.

Episode Highlights:

In the last episode, Sunil and Dan went into detail about all the projects that they have in the pipeline.
When you go to set your goals, look back at what you’ve accomplished in the last 5-10 years.
Sunil believes it’s important to set big goals because you really don’t know what you’re capable of.
Sunil has doubled his equity raise goal for next year to $40M, 4x the amount they raised last year.
This year, Dan and Sunil built the foundation for their business to skyrocket into the future.
Your goals should make you feel a little bit uncomfortable or you might be thinking too small.
Dan and Sunil have both financial goals as well as goals for building their team.
Due to COVID, the educational and networking side of Dan and Sunil’s business has moved online.
There are other strategies and ventures that Dan and Sunil have where they can deploy capital in the future.
All the pieces of the business come together to both fuel growth and add value to others.
People have a tendency to chase many exciting ventures rather than focusing on their strongest sector.
Depending on where you are in your career, your goals are going to be different than Dan and Sunil’s goals.
Looking back, what used to scare Dan and Sunil are numbers that they hit every couple of weeks now.
Hit your short-term goals while keeping an eye on your long-term goals throughout the process.
People struggle with their long-term goals because they don’t understand compound interest with their own development.
Don’t make the mistake of overestimating your short-term goals while underestimating your long-term goals.

3 Key Points:

It’s important to look back at what your goals were 5-10 years ago when setting your goals for next year. Think of how far you have come and where you can go in the future.
Think big. Your goals should make you feel a little bit uncomfortable because there’s no growth in setting a goal that is easy to achieve.
Sunil and Dan are looking to hold 20-30% of the units that they build in order to expand their portfolio.

Resources Mentioned:

Learn more about Hyperfastwealth.com; Send your clients to Dan & Keri at kerishull.com
Dan Lesniak (bio, Facebook, Twitter)
Sunil Saxena (Website, LinkedIn)
Tony Robbins

Episode #212 Make Your Money Work For You with Monika Jazyk Dec 25, 2020

Show notes

On this segment of HyperFast Wealth, Dan Lesniak interviews Monika Jazyk, a mother of 4 who has built an incredible real estate portfolio in the last 10 years. Now, she looks to have a positive impact on the lives of as many people as possible by sharing her knowledge. Listen to hear why Monika says you shouldn't be trading your time for money; instead, make your money work for you!

Episode Highlights:

Monika knows that even though she has 4 kids, everyone is just as busy as her.
How you choose to use your time determines the impact that you make and what your life looks like.
If she is not spending her time giving value to those around her, Monika doesn’t see the point.
Real estate is the best way to create passive income that allows you to earn while you sleep.
People need to stop trading their time for money and find a way to make their money work for them.
Neither Monika nor her husband have ever been licensed real estate agents, though they work with many.
Monika and her team find those that want to build wealth in their area and connect them with their investment agents.
Too many agents sacrifice their time while giving up some of their commissions at the end of the day.
A desire to build wealth for her family led Monika to real estate investing with an 8-month old baby at home.
Society had made it, for the most part, too expensive to live on one salary.
Monika could see that the traditional way of financial planning was not going to meet their goals.
Rich Dad Poor Dad taught Monika the importance of real estate and getting money to work for her.
Monika has taken it upon herself to educate other women about their finances and building wealth.
Real estate gives investors the advantage of being in control as opposed to stock investors who can simply buy or sell.
At the beginning of the pandemic, Monika took advantage of the extra time to learn about investing through an online course from Yale.
Monika and her husband made so many mistakes at the beginning of their real estate journey that they wrote a book about it.
Monika’s first property investment, a ski rental property, brought a plethora of challenges and difficulties.
Investing in real estate education took money that Monika and her husband did not have at the time.
The initial process of real estate investing took Monika on the route to bankruptcy and caused her to create drama around herself.
Many investors make the mistake of doing too much too soon when taking it slow is better.
To get rich, you have to focus on strategically growing your money, but that doesn’t mean you have to be working all the time.
Collecting rent is just the icing on the cake of real estate investing; property appreciation is the real prize.
Monika is working on growing her program membership so she can add value to as many people’s lives as possible.
80% of Americans do not make enough money to live the lifestyle that they desire.
COVID has put everyone on an even playing field and has made many people more resilient.
Monika suggests that new real estate investors put time and money into their education.
In 10 years, Monika plans to move to a more cottage lifestyle with a big house on the lake where she can focus on her work.

3 Key Points:

Time is the same for everyone, from the biggest CEOs to the moms at home with 4 children. How everyone uses their time is very different.
Traditional financial planning isn’t enough to keep up with the growing cost of society. Real estate is simply the best tool to build wealth.
Investing a large amount of money in real estate investing education brings a lot of pressure to complete a large number of transactions.

Resources Mentioned:

Learn more about Hyperfastwealth.com; Get Dan’s book for free HERE
Dan Lesniak (bio, Facebook, Twitter)
Monika Jazyk: (Website, Book, LinkedIn, Facebook)
Rich Dad Poor Dad

Episode #211 2020 Investing Year In Review Dec 23, 2020

Show notes

On this segment of HyperFast Wealth, host Dan Lesniak and co-host Sunil Saxena take us through a recap of investment projects in 2020. Though this may have been the craziest year the world has ever seen, a lot has still been accomplished by the real estate investing team!

Episode Highlights:

2020 has been a challenging year but has presented the opportunity to accomplish and learn a lot.
The construction in the DMV area has actually gotten better during 2020.
DC only felt a 10% drop in the real estate industry, well below the national average.
Markets all around the country, besides the locked-down areas, surged after the initial dropoff.
Dan and Sunil were able to sell their project at above the expected price, even in the middle of the pandemic.
Prices in the DC area were actually up in July and August, further cementing the strength of the market.
Sunil has been in the DC market for over 20 years through the great ups and the big downs.
Dan believes that there is going to be a supply crunch in 2020 as the DMV area is already down to 2 months of inventory.
Sunil and Dan’s Alton project, 2 single-family homes, is on pace to finish in 2021 with about a $500k raise.
On top of the projects already in the pipeline, there are 2 or 3 other projects that are already under contract.
2021 holds a total of 115 new units coming with a total equity raise of $11.45M.
At all times, Sunil and Dan have about 4-6 offers out and future projects that they are working towards.
Dan’s team within his team has grown from just Amy at the beginning of the year to 5 total to start the year.
Amy’s team is projected to do over 200 next year bringing a necessary growth of her team.
Sunil and Dan have built their production team, bringing on a new manager as well as 2-3 people in the field.
Sunil is most excited about building the team that is going to allow the company to scale even faster.
Future projections show that the team may be able to quadruple the number of projects that it can take on.

3 Key Points:

The DC market tends to be less affected by economic troubles that hit other parts of the country incredibly hard.
In DC, prices actually rose in July and August this year, supporting the claim of a strong economic shield.
Dan and Sunil have a plethora of projects set to be completed in 2021, most of which coming with a 6 or 7-digit raise.

Resources Mentioned:

Learn more about Hyperfastwealth.com; Careers - Check out the available careers with The Keri Shull Team!
Dan Lesniak (bio, Facebook, Twitter)
Sunil Saxena (Website, LinkedIn)

Episode #210 Managing a Large Real Estate Portfolio with Emma Powell Dec 18, 2020

Show notes

On this episode of The HyperFast Agent Podcast, host Dan Lesniak interviews Emma Powell, a real estate photographer turned investor that manages commercial real estate properties. Listen to hear how Emma’s previous experience with photography and marketing are assisting her success in managing her large real estate portfolio. Emma also details why the payoff of managing large commercial properties is worth the increase in effort, and how she’s working towards her investing goal of passive income.

Episode Highlights:

Emma is currently living in Salt Lake City, Utah after moving from Austin, Texas. Her husband is in the tech field, and Emma finds that the cities that are thriving in the technology sector, are also thriving in investment opportunities.
Emma was a real estate photographer in Austin for eight years. She always had an interest in real estate investing, and knew it was something her family should be doing, but didn’t make the transition until the move to Salt Lake City three years ago.
The lack of desire to start a brand new photography business in Salt Lake City, and going to local networking events where she met a lot of real estate investors, is what prompted Emma to jump right into investing.
Emma was able to utilize her skills and experience in real estate photography, digital marketing, home renovation, and contractor management and turn it into an opportunity that paid more than the side hustles she was previously doing. The current goal is to make enough to retire her husband.
Emma describes the impetus and experience behind her first deal in September 2018.
Due to the higher margin potential, Emma landed in commercial real estate investing.
Emma discusses raising capital in order to close her first commercial investment property.
That experience now has people reaching out to her for advice on their own projects.
Emma discusses tenant empowerment and how that helps reduce vacancies in her properties.
Why does Emma prefer single family or large commercial properties over duplexes, triplexes, etc?
You have to think about efficiencies and standards if you want to manage a large portfolio.
There are two kinds of deals that come to you: the deal that you look for and the deals that fall in your lap through your network.
Emma outlines the types and key markets of the deals that she looks for, and why she seeks those particular properties out.
Emma provides her answers to the HyperFast Round.
Emma’s end goal is to get to passive investing. She is doing active investing to get her closer to that goal within the next 10 years.

3 Key Points:

Vacancy is what kills real estate investing and management. Finding ways to minimize vacancy is the key to real estate management success.
In order to manage a large portfolio, you need to consider efficiencies and standards.
There are two kinds of deals that can come to you: the deal that you look for in the niche you desire and the opportunistic deal that falls in your lap through your network.

Resources Mentioned:

Learn more about Hyperfast Academy; Get Dan’s 100 tips HERE
Dan Lesniak (Linkedin, Facebook, Instagram)
Emma Powell (website, LinkedIn, Facebook, Facebook Group, Instagram)
Bigger Pockets Podcast

Episode #209 Land and Close More Luxury Listings with Michael LaFido Dec 16, 2020

Show notes

In this episode of The Hyperfast Agent Podcast, we listen in as Michael LaFido, a luxury listing specialist, speaks at the HyperFast Sales Summit. Michael gives some amazing tips on landing, and closing, more luxury listings. This is a must listen if you want to venture into the luxury home market!

Episode Highlights:

Only 1 house has sold in Illinois for over $10M in the last 20 years.
On your first luxury listing appointment, it’s important to exude confidence by knowing your numbers and doing your research.
Agents have the task of accentuating the best features of the home, not showing everything.
You must pay attention to detail enough to paint yourself as the expert to Mr. and Mrs. seller.
In today’s world, you have to work to keep people’s attention, so make sure you have amazing photos.
Michael takes multiple rounds of photos, making sure to have all the details just the way he wants them.
As the expert, agents must be deeply involved in the photo-taking process.
You’ve got to have backup plans in case there are any issues, such as mechanical, technological, time, etc.
Do your research ahead of time and make sure to take great notes so that you can build rapport.
A firm handshake and a look in the eyes go a long way when it comes to exuding confidence.
Before sitting down with the client, Michael asks clients where they want to sit to make them feel comfortable.
Agents that come with a prepared price should be walked to the door because they haven’t even seen the house yet.
Appeal to both sides of the brain by providing both analytics and powerful visuals.
There are many different types of agents that sellers can choose from, so show them why they should choose you.
Michael likes to get to know who the buyer is while staying within the rules.
Through the use of SWOT analytics, Michael is able to show buyers, sellers, and other agents his attention to detail.
As the market shifts between a buyer’s and seller’s market, you have to avoid cutting corners.
Don’t be afraid to ask the owners about details of the house and its unique features and history.
Be willing to take on a little more stress by taking your time to get the house and marketing ready and you will net more and sell faster.
Know your own numbers, as well as numbers relative to the current market and inventory in your area.
Make sure clients know that any money they put into their house in order to sell it is an investment.
Most people are not able to visualize what a house could be, so storytelling and staging are incredibly important.
Create a portfolio of every room in the house before and after you have staged the house.
The market dictates prices, keep that in mind when deciding if you are priced right.
Tagging, great descriptions, and amazing thumbnails will bring more viewers to your videos.
Provide an incredible experience (water, food, wine, hand sanitizer, security, etc.) and people will talk about you.
Changing your wording can help you from breaking any regulations.

3 Key Points:

There are no rules in the real estate industry that say that you have to show every room in the house. Accentuate the best features of the house.
When it comes to building rapport and differentiating yourself, research on your clients, exuding confidence, and making the client feel comfortable are absolutely vital.
Develop a SWOT analysis (strength, weakness, opportunity, threat) for all of your listings. This will help you prepare as much as possible and show clients that you are in fact the expert.

Resources Mentioned:

Learn more about Hyperfast Academy; Learn more about HyperFast Coaching
Text Dan your real estate questions: (703) 215-1684
Michael LaFido: (Website, Facebook, Linkedin)
Box Brownie (promo code “LUXURY”)
Keeping Current Matters
Luxurydesignation.com (promo code “LUXE”)

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