The HyperFast Agent Podcast

Latest Episodes:

Episode #168 Leading with Service with Randy Byrd Aug 14, 2020

Show notes

During the HyperFast “Hangover” Event, host Keri Shull speaks with coach Randy Byrd about how to build your business by caring for your clients. This episode provides amazing tips for building referrals and managing relationships with your growing sphere.

Episode Highlights:

Randy Byrd has been a broker for 18 years. He is passionate about helping people through this process. He loved real estate from day one.
At the beginning of his real estate career, Randy was scared. He had to do the tough work and was determined not to fail.
Randy emulated successful people.
Watch your numbers and know them very well.
Dominate a niche.
Evangelize your clients. Build raving fans that will defend you through developing relationships.
Consider business intelligence.
When you're making client calls, remember that you've been through a big process with them.
When you call, lead by telling them you want to have a business conversation but want to check in first.
Follow the process of caring about clients in conversations before addressing your own needs.
You can be proactive about checking in with clients and asking how you can best serve them.
Structure your day so you have time to lean into the moments that people have.
Trust will create predictability in your business.
You build trust through service and responsiveness.
If you have powerful language that builds the expectation of referrals, you can expand the sphere you serve.
Keri describes how one of her coaching clients went deep into relationships during COVID.
Find a gifting system that works for you.
A mix of client events can keep referrals consistent.
Referrals go up during a crisis because people want to take care of their loved ones and friends.
Ask if you provide a Level 10 followup. Followup is a critical piece of gaining referrals.
Take action and do something to serve others.
Give to your clients without the expectation of return.
When in competition, lead with respect for the other agent. Then ask if you can compete for the client's business.
Most people have friends or family that are real estate agents, but people may not want to share sensitive information with someone who is close to them.
Keri shares an amazing line to use when a client needs to tell an agent they're close to that they're working with someone else.
Focus on how you are different than their friend or family member who is also a realtor.
Your mindset is absolutely critical.
Preserve your positive outlook of opportunity.
Power lies in optimism for the future.

3 Key Points:

When checking in with clients, lead with their needs.
Followup is critical to building referrals.
Look for creative and meaningful ways to give back to your sphere.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Coaching
Keri Shull: Linkedin, Facebook, Instagram
Randy Byrd website, LinkedIn, Facebook

Episode #167 Land More Off-Market Opportunities with Keri Shull Aug 12, 2020

Show notes

On this episode, host Keri Shull presents at the HyperFast Digital Dive Deep Event on how to land more off-market opportunities using sixteen different strategies. Learn how to gain an advantage and differentiate yourself as an agent, by executing on these smart strategies.

Episode Highlights:

If you want to differentiate yourself, go out and find off-market properties.
Off-market opportunities are a huge attraction to buyers.
If you can create these opportunities, you will own your market.
People will refer you more business when you find them a home they could not have found without you.
An off-market property is a property that is not listed on the MLS.
Your job is to be proactive and to find what your buyers are looking for.
Look at who the absentee owners are. Reach out to landlords and ask them if they'd consider selling.
Use Zillow to find people who are trying to sell homes themselves, contact them, and try to get your clients in the door.
Imagine you find the right property in the tax records. Do a letter drop and target those specific sellers. The more specific you are in your letter, the higher your callback rate will be.
Use Craigslist. There are still FSBOs who put their homes on Craigslist and Facebook Marketplace.
FSBOs and FSBO websites are a good place to find off-market listings.
Also look at vrbo.com and airbnb.com because some of those people are not able to get income right now.
Befriend gatekeepers. They can be powerful referral sources when you provide value to them.
Keri always gave little gifts to the person at her front desk. Look out for gatekeepers and have their back.
Top agents can help you get deals done. Based on the criteria your buyers want, you can sort sold listings and then sort by the agents and call or text them and ask what they have coming up in that neighborhood.
Builders who are prominent in a community meet with many sellers.
Builders will give you plenty of opportunities if you build a relationship with them and refer back to them.
Remine is a tool you can use to search. Call your MLS and ask if they have Remine.
Remine takes data and layers it based on the habits they've seen for consumer spending.
Remine can help you reduce your cost on farming based on data.
All of this is giving you the power to influence sellers to think about selling and to influence your buyers by proactively letting them know how you're handling challenges.
Expireds and withdrawns are worth checking in on. Try to procure those opportunities for your clients.
Look at probate records. There is a legal right for you to request information from the county.
Social media is an obvious place where you can post about buyers with a need.
Tell your SOI what you are looking for.
Some local companies post the listings they have that are coming soon.
When you use these strategies, you will have something valuable to share with your clients about what you're doing on their behalf.
Hire a VA if you're too busy to execute on these strategies on your own.

3 Key Points:

Finding off-market opportunities will help you dominate your market.
There are many places to find off-market opportunities for your clients. It’s your job to be proactive.
People will refer you more business when they know you can help in a proactive way.

Resources Mentioned:

Learn more about Hyperfast Academy; Get Dan’s book for free here
Keri Shull: Linkedin, Facebook, Instagram
Remine real estate software

Episode #166 How to Leverage Facebook Groups with Ruth Krishnan Aug 10, 2020

Show notes

On this episode, host Keri Shull speaks with Ruth Krishnan at the HyperFast Digital Dive Deep Event about how to leverage Facebook groups for leads. This episode will help you think about how to find groups where you can make an authentic contribution that will allow you to build your business.

Episode Highlights:

Ruth Krishnan generated 15 million dollars last year off a Facebook moms group that she was in.
Many lead-gen tactics can take a long time. Facebook groups generated leads for Ruth very quickly.
Ruth is the mother of two boys and being part of a moms group came up organically.
Moms groups ask for a lot of opinions and referrals.
She saw she could fill a need in the group when there were many real estate questions.
Ruth noticed that another realtor posted about whether people would like a market update. She then hosted a meeting and realized that she needed to first make an offering.
Ruth shares about her background in interior design and how that adds value to her business.
As a value proposition to the Facebook group, she offered to teach people tips and tricks for elevating their spaces.
She messaged them separately, gathered their emails, sent an email with event details, and re-advertised it to the Facebook page.
Twelve families came to the event and they did a Facebook Live to the group.
She gained four clients from that event.
She's always trying to figure out what kind of content people respond to.
Authentically marketing after capturing emails is very important.
Be active in the groups in a genuine way.
Ruth is creating evergreen content that can live on her site forever.
Creating content has been fulfilling for Ruth during this time.
Finding a way to put your content into Facebook groups is another way to continue providing value for the community.
Ruth is doing all of her interviews over Zoom right now. Usually they are 20-30 minutes long.
Having interviews transcribed is really good for SEO.
Ruth uses her personal page in the Facebook groups.
Ruth is in two main moms groups. One is a very active group with 12k members.
When someone says they're interested in an event, she will DM them, friend them, and get their email address.
You can rank highly in search engines by providing good content.
Ruth moves towards her strengths and that continues to bring her business.

3 Key Points:

You can leverage Facebook groups in your community to generate leads.
Engage authentically in the groups you’re in.
Look for ways to offer value to the group through providing relevant content, hosting events, and identifying needs within the group.

Resources Mentioned:

Learn more about Hyperfast Academy; Get Dan’s book for free here
Keri Shull: Linkedin, Facebook, Instagram
Ruth Krishnan website, Facebook, Instagram, Twitter, LinkedIn
Rev transcription service

Episode #165 Achieve Fast Growth Through Instagram with Dean Aguilar Aug 07, 2020

Show notes

On this episode, host Keri Shull speaks with Dean Aguilar at the HyperFast Digital Dive Deep Event about how to achieve fast growth through creating high engagement on Instagram. This episode will help you think about how to build your personal brand, extend your organic reach, and focus on quality engagement.

Episode Highlights:

Dean Aguilar is a San Diego agent who has earned 22 deals from Instagram alone in the last year.
Dean began his real estate career in the DMV. He later moved to San Diego.
If you're providing great value on Instagram, clients will eventually reach out.
You're building a tribe and an audience with your social media content.
Keri shares a lot of vulnerability in her personal brand.
Getting people to know, like, and trust you requires vulnerability.
A lot of agents have similar feeds and they feel generic.
Your content should be 70% likes, interests, vulnerability, family and 30% real estate.
Most of us are too worried about presenting instructional type information vs. real-life scenarios.
You can get attention and opportunities through building an engaged platform.
Dean uses one primary account.
If people engage with you on Instagram and you have high engagement, they will show your content to more people.
If you’re looking to extend your organic reach, invoke two-way conversations.
Your caption beneath the picture should tell a story. You can even use a call to action in the captions.
When you engage back with your audience, the algorithm will show that person your content more frequently.
When you want a very specific call to action, you don't necessarily want to use your website in your bio. Use a singular call to action in your bio.
Anybody who tells you that hashtags are going to grow your audience is lying to you.
With influencer marketing, you borrow the audience of someone who has many followers and they are essentially shouting out your account.
Keep in mind that when you run promotions there's a dropoff.
What we're really looking at is engaged, raving fans.
They can bring you to the stage but they can’t make you perform. You must deliver good content to build an audience.

3 Key Points:

If you're providing great value on Instagram, clients will eventually reach out.
Engagement matters more than follower count.
You need to build your personal brand around you, and be vulnerable.

Resources Mentioned:

Learn more about Hyperfast Academy; Keri Shull Careers
Keri Shull: Linkedin, Facebook, Instagram
Dean Aguilar Instagram, website
Digital Muse Media

Episode #164 Winning Listings in a Virtual World with Sharran Srivatsaa Aug 05, 2020

Show notes

During this episode, you’ll hear Sharran Srivatsaa present at the HyperFast Digital Deep Dive Event. Listen to learn how providing options can overcome objections, and the steps to take before, and during, a listing presentation to set yourself up to win.

Episode Highlights:

Sharran Srivatsaa poses the question: In this market, who gets hired?
In a traditional market, the agent has to get two “yes”s from a potential client. The first is a “yes” from the client to working with the agent. The second is the “yes” to get the deal done.
In this market, there’s an additional “yes”. Agents feel like they have to convince potential clients to actually list their home first.
The kind person is the person who gets hired right now.
Sharran describes his philosophy on peoples’ capacity for B.S.
He feels that the current situation is putting people on edge, and less tolerant to B.S. This is why leading with kindness is a better tactic than aggressive sales techniques.
Trying to convince someone to do a deal isn’t the best idea right now, because Sharran feels it will lead to a bloodbath if the deal goes wrong.
It’s not about objections, it’s about options.
If you’re getting objections, it’s because people don’t understand the options.
Sharran recommends a technique of entering the conversation from the prospect’s mind. What questions might they have, and what are their fears?
If you want to win, it has nothing to do with the presentation. It has everything to do with your actions before you arrive at the presentation.
Confirming and re-confirming appointments in a thoughtful way can go a long way in building trust.
A structured start to the listing presentation is a great way to build rapport during a virtual meeting.
Sharran outlines how he uses a public records report in his structured start.
Often when you tell a client to do one thing, they feel cornered. When you give them an option, they are able to choose.
Sharran discusses his strategy on acquiring a virtual walk-through of the prospect’s home before the listing appointment.
Agents need to complete a medium match. If you’re asking a client for a video, you need to request it in video form. If you want an email, send an email.
The more options and guidance you give a prospect, the more safe they feel. And right now, prospects may be more likely to hire the agent that they feel most safe with.
Sharran discusses the concept of the first 7 minutes, and how he uses the public records report to structure the listing appointment.
Don’t shy away from talking about money. You need to get to the money conversation right away if you want to be viewed as the trusted advisor.
The goal of the presentation should not be to pitch, but to create a plan.
Co-creating the plan with the client throughout the presentation allows them to feel like they are in the process with you, which means they’ve already hired you.
Sharran discusses the structure of the listing presentation, and the three pools of buyers.
Co-creating a plan allows you to restructure the plan with the client if the house doesn’t sell as anticipated.
Successfully executing on a blueprint allows you to help build clients for life, and creates a strategy that you can duplicate to grow and scale your business.

3 Key Points:

The kind person is the person who gets hired right now.
It’s not about objections, it’s about options.
Safety is a top concern for potential clients right now, and providing more options and guidance can contribute to their sense of safety.

Resources Mentioned:

Learn more about Hyperfast Academy; Get 100 Free Tips from Dan here
Keri Shull: Linkedin, Facebook, Instagram
Sharran Srivatsaa website, Facebook
Kingston Lane website

Episode #163 How to Attract the Right Recruits with Cory Rosier Aug 03, 2020

Show notes

During this episode, host Keri Shull speaks with Cory Rosier of Big Block Realty, from the HyperFast Digital Dive Deep Event, about how to attract the right recruits. Learn how Cory’s method of question-based selling has helped him to recruit an unbelievable number of agents.

Episode Highlights:

Make recruitment about the agent. Ask a lot of questions about them and their goals.
If they're willing to sit down with you, they have a pain point.
Understand the different personality types you may be working with.
It's about how you listen and how you solve problems.
Cory’s brokerage is really predicated on culture. They create a lot of video content to showcase their culture and differentiate themselves.
Anyone at their brokerage who refers an agent gets entered for a Mercedes raffle. Keri copied this strategy.
You can use your ads to bring together your culture and your value proposition to attract the right people.
Keri and Cory analyze some of Cory’s most successful ads.
At Big Block, they like to play hard, work hard, and provide value.
Cory takes a soft approach to recruitment. He goes back to making it about them and asking questions.
When talking, agree and repeat.
Understand the presentation you're making.
Their brokerage likes having a variety of personality traits.
When hiring, figure out what the avatar is.
In many situations, people grow too big, too fast.
Once you build a strong culture, people will come to you.
Look within and analyze where your talents are best serving growth.
Make the list of all the responsibilities in your job, circle what you don't love doing or you're not good at doing, and that will help you develop your first job description to hire somebody.
Set realistic expectations for the people who are coming on to your team.
Make sure your presentation is consistent and have fun with the interview.
Don't burn bridges when things don't work out and leave the doors open.

3 Key Points:

When interviewing agents, always make it about them and rely on questions.
Understand the presentation you're making and be consistent with your plan.
Set realistic expectations for the people who are coming on to your team. Don't oversell.

Resources Mentioned:

Learn more about Hyperfast Academy; refer your clients kerishull.com
Keri Shull: Linkedin, Facebook, Instagram
Cory Rosier LinkedIn, Facebook
Big Block Realty
Big Block Realty 100% commission video
Big Block Realty head shave bet video

Episode #162 Increase Business Through Podcasting with Dan Lesniak Jul 31, 2020

Show notes

On this episode, host Dan Lesniak presents at the HyperFast Digital Dive Deep Event on how to increase business through podcasting. Learn how Dan approaches his podcast and learn the basic things you need to know to get started on your own podcast now.

Episode Highlights:

Dan and Keri launched their podcast a little over a year ago and get 5-6k downloads typically. This took time.
Podcasts are a way to get your own PR and make a play for pre-eminence.
Jay Abraham teaches that you want to be known as the friendly expert.
With a podcast you can get in front of more people and reach more prospects.
First, create a plan and an outline.
Get the equipment you need.
Begin recording and editing.
Distribute and promote.
In the planning stage, consider what your style will be.
You can do interviews, teach, or choose a monologue style.
You can cover local content every other episode and then alternate with covering the process.
You can do audio only or do a video version and put it on YouTube as well. This is not much extra work.
You don't need to spend a lot of money on equipment.
Plan out at least a quarter in advance. Schedule guests well in advance.
Record and edit so you have a four-week backlog before you start releasing.
Make micro-content for each episode to promote.
To distribute, you can use several different hosts.
Use a multi-channel strategy for promotion.
Your long-form content stays relevant for a longer time.
Being consistent is key. Stick to your schedule.
Make sure you have fun with this.
It doesn't have to be overwhelming. It should be fun and interesting.
Dan does not run out of ideas. He's always looking for people to interview.
The key is to just get started.

3 Key Points:

Podcasting is an opportunity to establish yourself as an expert and increase your time in front of your current prospects and clients.
Create a plan, get the equipment you need, start recording, edit, then distribute.
Podcasting is not difficult. If it feels overwhelming, break it down into chunks.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Coaching
Dan Lesniak bio, Facebook, Twitter
Keri Shull Team YouTube channel
Dan’s favorite podcasting equipment
Gary V. content pyramid
Episode 1 with Gary V, Episode 2 with Grant Cardone, Episode 92 with Ryan Serhant

Episode #161 Get More Investment Deals with Cooper Stroman Jul 29, 2020

Show notes

During today’s episode, host Dan Lesniak speaks with Cooper Stroman, a realtor on the Keri Shull Team, who focuses on working with developers. Listen to learn how to get more investment deals that can bring you massive opportunities for growth.

Episode Highlights:

Cooper Stroman pursued real estate due to the flexibility and the financial opportunity.
His first couple of years were difficult. Then the Keri Shull Team reached out to him and he began to thrive in the team environment.
He's now doing multi-million dollar development deals.
Cooper looked for investment properties for the first time after meeting Sunil Saxena, co-host of the HyperFast Wealth Show.
He also invested in his first deal with Sunil. He rolled the commission and got 15% on the return over 12 months.
If you see something that looks underpriced for the location, you can start doing the math to see if the deal will make sense.
You need to know the rules and what the zoning is.
Look for the highest and best use of the property. Consider what may be allowed that isn't being optimized.
Figure out your builder's cost. Then figure out how much the end product will be worth.
If you can get directly to a seller, that's key. You can call and doorknock.
Cooper tells the story of convincing a seller to sell his home to them so they could develop the property.
Many property owners won't think you're serious when you offer to buy their home.
If you want to work with investors, you’ll look at hundreds of deals.
When you're dealing with bigger deals there are bigger hurdles to get the deals to the finish line.
If you can, create a win-win situation for everyone involved.
Listening to Dan's HyperFast Wealth podcast with Sunil will help you get started with investing.
Go to investor meetups.
Get involved with a reputable developer who knows what they're doing.
The capital piece is huge. Few can deliver access to capital.
Cooper's biggest advice to a new agent is to join a team that provides you with training and leads.
His advice to investors is to listen to the HyperFast Wealth podcast and to attend investor meetups.
The biggest challenge in Cooper’s career has been self doubt.
Cooper shares about his hobbies and his five-year plan.

3 Key Points:

Working with investors requires research. Find a good property in a good location, know the zoning laws, figure out construction costs, then assess the project’s worth.
It’s invaluable to have a mentor starting out. Work with a developer that knows what they’re doing.
Know that there are bigger hurdles to closing on investment projects and you will look at many deals.

Resources Mentioned:

Learn more about Hyperfast Academy; Get Dan’s book for free here
Dan Lesniak bio, Facebook, Twitter
Cooper Stroman LinkedIn, Instagram
HyperFast Wealth Episode 153

Episode #160 Consistent and Constant Growth with Sunita Bali Jul 27, 2020

Show notes

During today’s episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Sunita Bali, a real estate agent in Maryland who completed 38 transactions last year as a solo agent, and is in the process of starting her own team. Listen to hear how Sunita has based her real estate career on exceptional customer care, which has led to consistent and constant growth.

Episode Highlights:

Sunita Bali is a real estate agent with 6 years experience in Maryland.
She has based her career on exceptional customer care, which has allowed her to grow her business over the last 3-4 years.
Sunita experienced a point where her business growth stalled, and that’s when she reached out to Dan Lesniak and Keri Shull to mentor her.
Sunita details her education and career experience, and the incident involving her daughter that led to her entering real estate.
Sunita admits she didn’t know what she was doing her first year in business, and did 1 large real estate transaction that year.
Sunita went to a sales meeting and saw that other agents were netting over 1 million per year, and she wasn’t even getting acknowledgement.
She took that desire to be the best and sought out coaching. The coaching helped her to grow her business, which in turn increased her confidence.
Stay focused, and use the method that others have proven works.
Sunita did 38 transactions in 2019 as a solo agent, although she did have some occasional help from a virtual assistant.
Sunita is focusing on her 5-year plan, and has hired her first ISA and admin, and is now focusing on hiring a buyers agent.
Sunita was bringing in a lot of online leads, but felt as though she was throwing them away as she didn’t have the staff to handle the volume.
Dan agrees that with the pandemic going on, online leads are going to become more prevalent and more valuable.
Sunita did well in the first quarter of 2020 due to the online systems she already had in place, which she feels has positioned her well for the remainder of 2020.
Her biggest revelation in regards to marketing and advertising is consistency. Sunita feels that marketing cannot wait, it has to grow with you as you grow, because it helps propel growth.
Consistency is really important, now more than ever, as peoples’ attention spans diminish due to being overstimulated.
Her team plans out social media on a weekly basis, which Sunita approves, and then is posted on an automated schedule.
Sunita utilizes a “power hour” to review her CRM for follow-up opportunities with her clients. She feels that if you don’t consistently follow-up with your clients, they will go elsewhere.
Sunita details her system when working with buyers, setting expectations, and her 5-home showing strategy.
Dan and Sunita discuss how home-buying isn't an emotion-less process.
Sunita has a pre-qualification process before she meets with homesellers, to learn more about the reasons for selling, expectations, and their personality style, so that she can tailor her presentation.
She always goes to seller presentations over-prepared, even if she doesn’t need it. She feels it helps give her an advantage over her competitors.
If you do a good job, the money will follow.
Looking forward to the rest of 2020, Sunita’s excitement is that someone, somewhere needs her help. She feels that at the heart of everything, she is a helper.
Sunita provides her answers to the questions in the HyperFast Round.

3 Key Points:

You always have to keep educating yourself.
Marketing cannot wait. It has to be done consistently and grow with you as you grow, because it helps propel growth.
Follow-up is essential in order to maintain clients and reach your full potential for growth. The money and customer care is in the follow-up.

Resources Mentioned:

Learn more about Hyperfast Academy; refer your clients to Dan/Keri at kerishull.com
Dan Lesniak bio, Facebook, Twitter
Sunita Bali website, phone (301) 984-7108

Episode #159 Video Is About Attention with Mike Cuevas and Valerie Van de Zilver Jul 24, 2020

Show notes

During this episode, you’ll hear Mike Cuevas and Valerie Van de Zilver present at the HyperFast Digital Deep Dive Event. Listen to learn how they create compelling videos that help them capture attention and expand their audience.

Episode Highlights:

Mike paints the picture of the viral video he presents. Val wasn't scared to step outside of the box. She embraces video.
This video has over 50,000 views.
Hear the audio for Mike and Val's viral video.
Understanding your brand allows you to be yourself on camera.
Creating content is about capturing attention.
Val walks through what happened after she released the video.
Val encourages you to get in front of the camera and put yourself out there.
When you’re creating video consistently you’re fighting for the attention of your database.
72% of people will close with the first agent they speak and meet with.
Video is about reminding people you are in real estate.
You don’t need to use your videos to sell. Use them to sell your personal brand.
When you think about what sets you apart and make that part of your voice, you will stand out.
We all need to find something that makes us different from everybody else.
Build your brand by creating content consistently.
Your personal brand is recession-proof no matter what the market is doing.
Content creation is not lead generation.
Mike shares the example of how Bed Bath and Beyond coupons work.
You have to remain in constant communication with your audience.
Few of your competitors are creating video content.
Don't overthink creating videos. Create a strategy based on knowing who you are.
Authenticity will attract your audience.
Don't send your database to a landing page. Send them to your site.
If you really want to build your brand, YouTube is a great ad platform.

3 Key Points:

Be willing to put yourself out there when creating video.
Remember that your job isn’t to sell on video, it’s to build your personal brand.
Video is about reminding people that you are in real estate.

Resources Mentioned:

Learn more about Hyperfast Academy; Get 100 Free Tips from Dan here
Keri Shull: Linkedin, Facebook, Instagram
Mike Cuevas - Real Estate Marketing Dude website, YouTube, Instagram, podcast
Valerie Van de Zilver website, YouTube
Mike and Valerie Home Protection video

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