The HyperFast Agent Podcast

Latest Episodes:

Episode #138 Mastering Short Form Content with Eric Simon May 15, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Eric Simon, creator of The Broke Agent, a platform for real estate comedy and entertainment. Eric shares how he approaches creating short form content to engage a large audience on social media. Listen to hear Eric’s tips for adapting to new platforms and leveraging different ways to connect.

Episode Highlights:

Eric Simon is an agent in Los Angeles. He started The Broke Agent five years ago for real estate comedy and entertainment.
His content targets residential real estate agents.
People don't need to hear about your property in escrow on their feeds.
Include some of your pitfalls along with your successes.
Don’t be afraid to share your hobbies and interests in your feed.
Your feed doesn’t have to be a gallery of perfect pictures.
Many agents simply aren’t content experts.
Dan thinks most people need to post more.
Remember that not everyone will see every post you create.
In terms of posting about politics, be careful not to alienate your audience.
Eric thinks Instagram is the perfect platform for real estate agents.
Dan describes how he uses TikTok.
Using TikTok will be beneficial in teaching you how content is going to be produced and consumed in the future.
Even if TikTok doesn't help you build a following, it will help you build skills you can use on other platforms.
Eric uses Twitter as a testing ground. Dan also uses it as a place to test ideas before putting them on Instagram.
Dan remarks that you might connect with more sellers on Facebook. You may find more buyers on Instagram.
Dan suggests that you should not ignore Facebook.
Dan talks about their team’s strategy for using LinkedIn, which currently has great organic reach.
Eric shares ways he has explored creating long-form content.
They discuss Gary V.’s content pyramid.
Eric tries to repost his content to three platforms daily.
Eric provides answers to the HyperFast Round.
He emphasizes the importance of getting on TikTok now.

3 Key Points:

Being authentic in your social media posts may include documenting pitfalls along with your successes.
Getting on TikTok will teach you about the future of content creation and consumption.
Re-purpose your content across platforms.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Coaching
Dan Lesniak bio, Facebook, Twitter
The Broke Agent website, Instagram, Twitter, Facebook
Email Eric Simon at: thebrokeagent@gmail.com

Episode #137 Find Your Focus with Nate Smoyer May 13, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Nate Smoyer, host of the Tech Nest podcast and Director of Marketing at Avail. Nate shares how he found his way to property tech through his podcast, and how learning to focus forever changed how he approaches business and life.

Episode Highlights:

Nate Smoyer made his way into property tech through his podcast, Tech Nest.
There are between 10-12 million landlords in the U.S. About 8 million self-manage. The majority of rental properties are between 1-4 units. By giving these landlords the right systems and tools, the rental experience is improved.
Nate puts a whole month of rent towards improvements to his properties to attract great tenants.
When he makes improvements, he hires other professionals to take care of these tasks.
Nate describes his long journey to entering the real estate market and working with multiple agents to close his first deal before entering property technology.
He was an agent for seven months. He shares what he learned about building a business during this time.
Time blocking was the most valuable thing he learned.
Understanding focus and applying that to everything else is a game changer.
They discuss making a dream list of 100 clients.
When Nate started his own business he invested in education and applied lessons he learned about focus and time blocking.
Nate shares about the importance of investing in education.
You need a system. If you don’t have one, buy one.
He turned the dream list into a prospect list for his podcast.
Nate used his podcast to build relationships and filter out potential clients.
He describes reaching out to prospects to be featured on his podcast. He'd get the pre-interview phone call, emails back and forth, the phone call and the pre and post-show discussion. Then after the show he could follow up with a deliverable all before he'd ever bring up the topic of working together.
Nate describes the three exit strategies he had in mind for his agency.
Podcast hosts have the opportunity to learn from their guests.
During COVID-19, Avail has seen an increase in late payments, partial payments, and non-payments.
They have been focusing on marketing efforts since leaving the office in March.
Nate provides his answers to the HyperFast Round.

3 Key Points:

Many agents don’t have a focus. Find your focus and leverage time blocking.
Smart entrepreneurs should think about possible exit strategies to look out for.
Podcasting provides many opportunities to build connections with people in your industry.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle;
Dan Lesniak bio, Facebook, Twitter
Nate Smoyer Facebook, LinkedIn, Twitter, Instagram
Avail
Tech Nest podcast
The Millionaire Real Estate Agent (book)
The Ultimate Sales Machine (book)

Episode #136 Instant Credibility with Shawn Kunkler May 08, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Shawn Kunkler, realtor, podcaster, and author of Insider's Guide to Homebuying: San Francisco. Shawn shares why he wrote his book, the vision he has for his new podcast, and why he focuses his entire business on relationships. After listening to this episode, you may just decide to write your own book.

Episode Highlights:

Shawn Kunkler spent many years in the martial arts world. He took a real estate course when a friend told him about the potential income.
Writing his own book proved to be a very effective marketing piece. Being an author provides instant credibility.
He decided to write his book after attending intensive training with Tony Robbins.
He spent one hour each morning working on writing and watched that effort accumulate.
Dan highly recommends taking advantage of Tony Robbins' books and events.
Shawn wrote the book intending to use it as a marketing piece.
Shawn describes how he was able to grow his business so quickly. He has over twenty years of sales experience.
Early on he realized that people didn't want to be "sold" to or hit over the head with sales tactics, so he decided to focus on building relationships.
His client referrals tend to be hyper-focused and specific within the San Francisco area.
Collaboration and increasing your network is going to give you more tools to solve problems.
On his website, Shawn has a button for buyers, sellers, and agents. This allows him to send out referrals very easily.
He is also trying to help other small businesses grow.
The podcast he is launching is called Solopreneur 180 and it will be focused on small business growth.
Referrals are the easiest leads to work. They are warm and predisposed to buy.
If you can throw some money at your growth, the growth can be exponential.
Shawn hopes to build a community around himself with his new podcast. He is also contemplating writing another book.
During coronavirus, he has focused on calling past clients and asking how they're doing.
It’s important to remember that agents are connectors.
Seek the opportunity within this opportunity.
Shawn plans to host virtual events for his clients via Zoom.
If you're willing to adapt and stay in the game, there's a chance to get a higher share of the market once we get out of this.
Dan and Shawn discuss the drawbacks of being a part-time agent.
Sometimes your greatest competition is the random referral from someone's uncle or friend.
When you're competing with a relationship-based referral, that can be a tough objection to overcome.
Show up consistently in your relationships.
Consider how your habits help you get closer to your goals.
Shawn provides answers to the HyperFast Round.

3 Key Points:

Writing a book can establish you as an expert and lends you instant credibility with your clients.
Realtors are connectors that have the ability to help other small businesses grow.
Seek opportunities within challenges. You can find ways to adapt and stay in the game.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Coaching
Dan Lesniak bio, Facebook, Twitter
Shawn Kunkler website, LinkedIn, Facebook
Insider's Guide to Homebuying: San Francisco (book)
Solopreneur 180 website
Tony Robbins

Episode #135 Smart House-Flipping Tips with Chris Clark May 06, 2020

Show notes

During this HyperFast Wealth segment of the HyperFast Agent Podcast, host Dan Lesniak speaks with Chris Clark, a real estate investor who quickly grew his company from zero to twenty-four deals a year. Chris shares insights about how to find capital for deals, how to find off-market deals, and how to use the MLS to get free leads. If you’ve ever considered flipping, this episode is packed with helpful advice.

Episode Highlights:

Chris Clark is a real estate investor who started out just two years ago. He quickly did enough flips to quit his day job.
Chris shares where he finds capital for deals. He suggests always using commercial financing in some capacity and raising equity from networking events as well as family and friends.
Once you understand how the majority of investors are raising capital, then you will know how to pitch.
Chris shares what his first deal was like.
Dan and Chris discuss how many of the best deals are found off-market.
Chris describes how he financed the first deal and how much construction cost.
Many people start off in investment and sales as a side hustle. Chris gave himself two years to pursue investing part-time. He quit his day job after 9-10 months when he saw the potential for growth.
Chris describes the biggest deal he did in the first year he was working full-time.
His typical flip rarely adds square footage. Usually, they keep the existing structure but gut the house. These are usually from 1200-3000 square feet and from $80k-300k.
Chris has purchased several properties off the MLS and he was able to get good deals by making an offer quickly and then implementing a follow-up system.
One of his go-to techniques is to come up with an exact number that shows he has plugged his numbers and there's a reason he has arrived at that number.
If you're negotiating directly with the seller you're trying to get more of what their motivation is and understanding why they're selling.
Really study what your local market is doing. Drive down those comps.
Keep learning as much as you can.
Chris shares his answers to the HyperFast Round.

3 Key Points:

Investing often begins as a part-time pursuit. When Chris began focusing on his investing full-time, his business doubled almost immediately.
When you’ve done a good job networking as an investor, people will start coming to you to see if you have opportunities available.
Looking for leads on the MLS doesn’t have to be a waste of time.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Coaching
Dan Lesniak bio, Facebook, Twitter
Chris Clark Instagram
Summit Realty Group website, Instagram, Facebook

Episode #134 Booking Appointments During the Coronavirus Pandemic with Dustin Brown May 01, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Dustin Brown, an ISA Manager for the Keri Shull Team. Dustin shares how the inside sales team has adopted video calls to continue booking a high number of appointments during the coronavirus pandemic. This episode will highlight the importance of pivoting to find opportunities during this time.

Episode Highlights:

Dustin Brown started his real estate career with the Keri Shull team after working several call-based sales jobs.
90% of their calls are made to warm leads. Warm prospecting is an essential piece of the team’s business.
They call from lists of people who have inquired. They begin with an intro and people usually remember that they inquired.
They dial 200-400 numbers per day depending on the list. Usually, that amounts to about 30-40 live calls. They book between 5-8 appointments per day depending on the list.
Pre-corona the average ISA on the team was booking 10-15 appointments per week.
In normal times, agents usually meet with clients in their homes. They might also meet at the office or in a coffee shop. They book phone consultations for out-of-town buyers.
Lockdown began around March 15th in the DC area. They put out a video about how to train their agents on Zoom immediately.
They're using Zoom as a backup tool and treat it like a regular appointment.
They've booked about 140 Zoom calls since March 15th.
Dan and Dustin go through the numbers showing how video calls have allowed them to keep booking a high number of appointments.
Don’t pause right now. Pivot.
On calls, the inside sales agents offer in-person meetings upfront. They let clients know they're offering virtual meetings. Dustin asks which option they would prefer.
A lot of people think the whole world has stopped. When people say they want to wait to see what happens to the market, Dustin tells them how they've been doing business.
If other buyers are waiting now, that means there are opportunities now.
Some people are scared to leave their houses. You can overcome that objection with a video call.
Have good stats on hand to show leads that the market is still moving.
There are people that have been affected financially by the pandemic. That creates a different challenge.
Dustin tells people what they can expect as an ISA on the Keri Shull Team.
Inside sales jobs on the team are for people who want to make six figures but don’t want to show clients homes on weekends and evenings, or respond to offers at any hour.

3 Key Points:

Adopting video calls early has allowed the team to continue booking a high number of appointments.
When people are afraid to leave their homes, video calls can overcome that objection.
Don’t pause in your business right now. Find ways to adapt and pivot.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Coaching
Dan Lesniak bio, Facebook, Twitter
Keri Shull Careers
Dustin Brown bio

Episode #133 Find a Niche Process for a Niche Market with Josh Cohen Apr 29, 2020

Show notes

During this HyperFast Wealth segment of the HyperFast Agent Podcast, host Dan Lesniak speaks with real estate investor, Josh Cohen. Josh shares how he created a niche process for a niche market that allows him to work on many projects at the same time while turning them over in around six months. This episode will inspire you to think creatively about how to put your investment money to work.

Episode Highlights:

Josh Cohen moved to DC to work for the government in 2004. It took him four years to get into real estate investing. From 2008-2014 he invested part-time.
Josh describes the difference from doing real estate investing part-time vs. full-time.
Learn about the first investment property Josh purchased, sold, and renovated in sixty days.
It was initially hard for him to let go of his bi-weekly paycheck. Josh shuffled his bank accounts to get over the fear of leaving his government job.
On average they are doing 8-10 projects at a time and wholesaling many properties as well.
In Josh’s business, they buy, build, and sell within 6-7 months.
They study the law of the jurisdiction to find out how to avoid red tape and cut costs.
One of the compromises they make is that they're building a smaller product and most of their homes don't have basements. Now all of their homes have large lofts.
They save a lot of money in demolition and foundation work.
Their clients are largely millennials that get new homes at a price they can afford.
Figure out if there's a niche process you can pair with a niche market.
You'll refine your process as you go.
Josh describes how the coronavirus has impacted his business so far.
They're seeing a lot of fear in the marketplace that has driven investors to paralysis. A small number of investors are going all-in.
They may take more advantage of buy and hold opportunities in the coming years.
On the wholesaling side, properties are selling at 10% less than they would have a month ago.
You've got to get deals in good locations.
Many investors are unwisely operating without a business model.
Josh’s company uses a buyer avatar and a seller avatar.
Look at your business model and assess how it will be affected by COVID-19.
Right now, investors should be focusing on more direct-to-seller marketing.
Start thinking about what a typical seller is thinking right now.
Act with empathy. Consider sending care packages out to the community.
If you're an investor that's in the position to explain to a seller why they should consider creative financing, your chance of getting that deal increases.
Financing has been dramatically impacted. We can't be looking at comps from 4-5 weeks ago.
More investors should be presenting opportunities.
If you have a business you know of that might be for sale, contact Josh.
Josh describes the DMV DealMakers group on Facebook.

3 Key Points:

Figure out if there's a niche process you can pair with a niche market.
Many investors don’t have a real business model. Sit down and develop a plan.
Focus on putting out empathetic messaging right now.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Coaching
Dan Lesniak bio, Facebook, Twitter
Josh Cohen Facebook, Instagram
DMV DealMakers Facebook group

Episode #132 Utilizing This Opportunity to Connect with D.J. Paris Apr 24, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with D.J. Paris, President of Sales and Marketing at Chicago-based Kale Realty. D.J. shares why now is a great time to focus on learning and meeting the massive need for connection. He shares smart recruiting strategies for leaders that are also applicable for solo agents.

Episode Highlights:

D.J. and Dan begin the episode by speaking about how Kale Realty is handling the coronavirus crisis.
D.J. thinks the level of support to realtors will go up after this crisis.
Prior to this, his brokerage offered daily Facebook Lives. Now, they are training on Facebook Live twice daily to stay in touch while stuck at home.
This is a great time to work on deepening relationships. Let people know that you're thinking about them and care about them.
Make it your mission every day to contact a certain number of people.
Although they have close to 700 realtors, they're still a small family-owned company.
The vast majority of their realtors work remotely.
D.J. came from a corporate marketing background. When he came on board, he wasn't familiar with the real estate industry.
As they were figuring out how to recruit top brokers, they started looking at the 100% model with a flat fee.
They now have the resources they always wanted for their realtors.
D.J.’s podcast, Keeping It Real, was created to feature the top agents in Chicago. It has now expanded to feature agents nationwide.
He committed to doing a few episodes each week for the first full year.
Agents right now have more time to learn and consume content. Dedicate your extra time to learning.
Dan and D.J. talk about the benefits of hosting a podcast.
The key to Kale Realty’s growth has been their focus on transparency.
They attract a very specific type of agent and know their market.
They think of themselves as cheerleaders and coaches that recognize the successes in others.
You can use the same principle as an agent, working your database. Know where your clients work. Before you call them, see what's going on with their companies so you can celebrate their successes.
Show people that you care and that you notice.
They have backed off some of their marketing efforts out of respect for what's going on.
They've been reaching out to their agents twice daily.
If you lead a time, now is the time to let your agents know how much they mean to you.
Remember that internal marketing matters.
People want to work with people who care about them.
Don’t forget how important it is to connect.
D.J. shares his answers to the HyperFast round.

3 Key Points:

We have more time right now to let people know we're thinking of them. Take advantage of this opportunity to connect.
When recruiting, know your market and put out messaging that attracts that type of person.
Let people know what you're doing to help them, whether you’re a team leader or a solo agent.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Coaching
Dan Lesniak bio, Facebook, Twitter
D.J. Paris LinkedIn
Kale Realty website
Keeping It Real Podcast website; Facebook

Episode #131 Your 90-Day Plan with Chadi Bazzi Apr 22, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Chadi Bazzi, a real estate agent and coach. Chadi shares why now is the time to rethink your year and create a strategy to get through the next ninety days. He then elaborates on key skills and habits you can develop to create lasting change.

Episode Highlights:

Chadi emphasizes the importance of building a foundation now with lead generation.
Create a plan to get through the next ninety days.
Do the hard work once. Most people identify struggles and look for shortcuts. Instead, overcome the struggles.
There are many reasons that you should not shut down right now.
Consider the power of creating content right now. In every crisis, there's an opportunity.
Keep yourself healthy and sane and then strategize on how to keep the lights on and how to thrive when opportunities open up.
Chadi shares advice for people on the listing agent side.
He reminds listing agents to be human and compassionate. They need to have conversations that are in the client's best interest.
It’s ok to lose a deal right now. Don’t lose the client.
Don't call expireds to list the property. Call to answer questions they may have about how they've been impacted by the crisis. They could be picked up as a lead.
Get creative and be strategic right now.
People are being forced to adapt to technology.
The real game-changer is going to be psychology and understanding how people make decisions.
Chadi is spending time with his clients developing sales skills.
Once you've mastered reading people, you become a very magnetic person.
Chadi discusses how he uses neurolinguistic programming (NLP) skills when communicating.
Figure out what is best for the client and find the right words to help them realize what is best.
Building rapport is a skill that you've got to learn.
NLP is more advanced and requires a foundation in the sales process.
Chadi learned NLP through his extensive training with the Ferry brothers. It took him five days a week for eighteen months in a row to master it.
Two things got him to where he is now. He changed his environment and got around people who wanted to improve.
He also radically changed what he was doing with his alone time. You have to want to be better.
Changing your environment is the quickest way to create lasting change.
Invest in yourself.
Chadi shares his answers to the HyperFast round.

3 Key Points:

Now is the time to make a creative plan that will get your business through the next ninety days.
Your ability to listen and to build rapport will be essential to building your business.
If you want to create lasting change, change your environment and invest in yourself.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle; HyperFast Portal
Dan Lesniak bio, Facebook, Twitter
Chadi Bazzi website, LinkedIn, Instagram
Top Listing Agent website, Instagram, Facebook group, podcast

Episode #130 Recruiting Happens Everywhere with Adam Roach Apr 17, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Adam Roach, Co-Founder of Recruiting Bridge. Adam shares why he’s excited to impact 100 million lives with his sophisticated recruiting software, and how he plans to scale his software business. Then hear Adam’s thoughts on how realtors can start creating passive income.

Episode Highlights:

Adam shares about his positive experience with Gobundance.
Adam was a professional tennis player. He began his real estate business by flipping homes.
His recruiting software is his favorite of many ventures.
They've brought 74,000 agents into Keller Williams through his software, Recruiting Bridge.
In Adam's coaching program, they teach people how to grow their company by a minimum of 100 agents per year.
With this software, they generate leads and then help the companies with their lead flow.
They teach scripts, closing techniques, and onboarding.
Adam reminds us that recruiting happens everywhere.
The software connects agents to the right people to help them find the growth they're looking for.
People struggle with recruiting because of their mindset.
When you’re recruiting, ask questions to demonstrate value.
When you understand your vision and articulate it and someone can see themselves thriving within that vision, it's a slam dunk.
Adam envisions this software going into any vertical that has the need for talent.
The best recruiting leads will come from your current agents.
Dan describes the fun way they got their entire team involved in recruiting last year.
Look for the opportunities to engage your team in recruiting.
Adam describes his Comma Club strategy for motivating his team to generate lead flow.
Adam shares how he generates passive income.
There's passive income that comes from doing something once and getting paid for it over and over again.
There's also leveraged income that can become passive income.
Adam shares how he educates his children about money.
Real estate will always be a great investment.
Find a great property manager you can partner with and start to build that income stream.
Adam provides answers to the HyperFast round.
Remember who you are in business with, matters.
Get creative about investing in real estate because it’s never about the money.

3 Key Points:

Recruiting software can dramatically improve your ability to grow your team.
Your best recruiting leads will come from your agents. Find ways to engage them in the process and motivate their participation.
Consider ways to move your leveraged income streams into passive income streams.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle; HyperFast Portal
Dan Lesniak bio, Facebook, Twitter
Adam Roach website, Instagram, Facebook, LinkedIn
I Love Recruiting
Get Real Companies
Gobundance
Robert Kiyosaki (books)

Episode #129 Use Technology to Make the Best of This Moment with Greg Fowler Apr 15, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Greg Fowler, an expert in digital marketing for real estate agents. Greg shares how you can leverage technology to make the most of this moment in time, while also utilizing automation and content creation to reach a captive audience.

Episode Highlights:

During this moment, professionals are being forced to focus on the digital aspects of leveraging and automation.
You currently have a captive audience because everyone is at home.
Getting your brand in front of the right people at the right time has always been important. There are more eyeballs right now on your content.
Look for the opportunities.
If you have the budget, double down on ad spend.
You should be doing video and engaging with your audience.
You need to have a nerve-striking message that speaks to your audience.
Greg speaks about natural selection as it relates to targeting your audience.
Have brainstorming sessions and understand who you are, and who you represent in the market as you come up with your message.
Bring a copywriter in. Look for a real estate specific copywriter to help you craft your message.
Ask yourself how you can get better exposure to the demographic that knows, likes, and trusts you.
You need a call to action both in person and in digital environments.
Figure out the best and highest use of your time.
You'll eventually realize that you need to hire people and automate systems to free up your time if you want to grow your business.
Organic posting will give you reach and engagement. It will cost you nothing but time.
If you're in a place where you're spending 10k-30k in ad spend, look at what you're spending and what you're generating.
Look for the KPI of closed transactions.
Use a lead gen system through a funnel service.
Brand awareness campaigns and lead gen campaigns should be one and the same.
The value you put out has to be specific to your audience, the offer, and your message.
Ask what you're trying to accomplish and then build accordingly.
Remember to follow up with online interactions.
Dan describes the successful click funnel his team uses.
Facebook leads may pick up in 3-6 months if you follow up with them.
Facebook will put ads in front of people that were looking at those categories on other sites.
Make it visually pleasing. Spend money on the copy, photos, and visual production.
This type of marketing gives you feedback almost every day.
You need to change your messaging to reflect this time.
The Keri Shull Team adjusted their message by letting people know they could meet virtually. This allowed them to continue booking a high number of appointments during this time.
Every action we're taking today is either building up our pipeline, or it's not.
You can be in front of more people right now digitally through your organic and paid posts.
Be positive and take action knowing that this is going to pass.
Greg provides answers to the HyperFast round.

3 Key Points:

Now is a great time to leverage digital content and automation.
Engaging your audience starts with having a nerve-striking message.
Ask what you’re trying to accomplish and build accordingly. Consider funnels and automation series that can help you capture leads.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle; HyperFast Portal
Dan Lesniak bio, Facebook, Twitter
Greg Fowler LinkedIn
Perfect Audience
Lion Bolt Media website, Facebook page
Real Estate Titans Podcast, Facebook page
Active Campaign

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