The HyperFast Agent Podcast

Latest Episodes:

Episode #128 HyperFast Success as a Brand New Agent with Jonathan Chvala Apr 10, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Keri Shull speaks with Jonathan Chvala, a new agent on her team, that has ratified nine deals since starting his real estate career in January 2020. He shares how he has achieved this level of success in such a short period of time by leveraging open houses, utilizing scripts while making them his own, and projecting confidence.

Episode Highlights:

Jonathan, at twenty-two years old, began his real estate career in January 2020. He has ratified nine contracts during that time.
He emphasizes that it’s all about how you portray yourself with clients.
During this uncertain time, he focuses on angling their perspective and acting with confidence.
He is reminding his clients that right now, they have no competition. He is also reminding them they can do virtual tours online.
Acknowledge where they are coming from while also telling them about the advantages of proceeding.
Jonathan shares his lead sources for his first nine deals.
Open house leads have been strongest for him, and have had the highest price point.
At the open houses, he is trying to show them that he's knowledgeable, likable, and trustworthy.
It may sound inconvenient, but taking those two hours on a weekend can help you generate leads.
Get to know where people are coming from at the open house, and empathize with them.
Everyone has their own internal reason why they think they can't succeed. Jonathan isn’t letting his age or inexperience get in the way.
Letting people know that you have access to off-market opportunities can be very helpful at an open house.
Jonathan speaks about the value of the training he received on the team.
Pretend that people are asking why they should hire you even if they're not saying those words.
Saying a script in your own words, with confidence, simply requires practice.
Buying or selling a home is a very emotional process for people and helping them to manage their emotions is part of the job.
They discuss his success with calls.
Because everyone is in quarantine, more people are available to answer the phone. Start building your pipeline for summertime.
New agents succeed quickly on the Keri Shull team due to the systematic training offered there.

3 Key Points:

Open houses can be a great lead source if you take the time to empathize with buyers and learn what they want.
Learn scripts that will prepare you for any situation, and then make them your own.
Remember that the process of buying and selling a home is emotional. Part of your job in the process is to be there for your clients.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle; HyperFast Accelerator
Keri Shull: Linkedin, Facebook, Instagram
Jonathan Chvala: Instagram

Episode #127 Opportunities on TikTok with Louis Kim Apr 08, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with business investor and TikTok expert Louis Kim. Louis shares what agents need to do to run their businesses more efficiently, and provides insights and suggestions about how to use TikTok to build your audience online.

Episode Highlights:

Louis Kim was a realtor in his early twenties, and then bought his first franchise and became a business investor. His investments right now focus on assisted living.
He describes why a well-run assisted living center is a good business.
Louis talks about the importance of encouraging growth around you if you want to be a good leader and run a solid business.
Any business ultimately comes down to people.
A common mistake he sees is that agents don’t talk enough about their numbers.
First they need to understand gross, top-level numbers, and capture rate.
You need to know your key metrics.
Identify and simplify the big picture to create action and motion.
There's not actually a ton of numbers that you need to know. Just check on your metrics weekly.
Numbers help you project into the future.
On TikTok, he is documenting his weight loss journey. He is simply documenting what he's doing.
TikTok is a creative platform with a large organic reach.
What differentiates TikTok from any other social media platform is that it divides a line between who you follow and what they think you're going to like.
Right now the For You page has deep organic reach.
Louis explains how content goes viral on TikTok.
Most of what you should put out should be for the algorithm. Challenges, songs, things that are trending that allow you to get in front of people.
As an agent, you should display something you're very good at.
Dan tells us about some of the content he had created on TikTok.
If you're shy about getting behind the camera, Tik Tok will give you the freedom to mess up.
During this time, agents should be producing content, providing value, and staying in touch with clients.
Stay in the game.
His biggest advice to a new agent is to find the people who are doing it well and use their model.
Louis shares the importance of never falling in love with a deal if you’re an investor.
Dan talks about the one time he lost money on a deal.
Louis describes the biggest challenge he’s faced and how he came out of it.
Challenges change you for the better if you push through them.

3 Key Points:

Agents need to know their numbers and metrics to create an efficient business.
There’s a huge opportunity right now to use TikTok to build an audience.
When making content for TikTok, consider their algorithm because things that are trending will allow you to get in front of people.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle
Dan Lesniak bio, Facebook, Twitter
Louis Kim Facebook, Instagram, TikTok: @salty8sian

Episode #126 Facing Challenging Times with Richard Yoon Apr 03, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with top agent Richard Yoon. They discuss how to manage uncertainty during challenging times, the importance of keeping your schedule when working from home, and what they’re seeing in the market right now.

Episode Highlights:

Richard Yoon has been in real estate for around six years. He started out in the service industry.
His first year with the Keri Shull team his business exploded by ten times. He speaks highly of the many resources available to the team.
Leading up to COVID-19, the market was crazy in the DC metro area with multiple offers. Richard mentions the low inventory and low-interest rates.
Don't slack when you're at home.
Richard has been doing a lot of follow-up during this time. He's talking with clients, sympathizing, and making sure they're aligned.
Closeout your existing pipeline. Listen to them more because they're scared.
Do not ignore your future pipeline.
There will be many expireds if we go on lockdown.
During the mornings Richard is calling, sticking with follow up, and reaching out to current clients. He is maintaining the current pipeline.
Dan says there are two ways to get a ship into the harbor. You can be a tugboat and call those leads. The other way is to be the lighthouse. The lighthouse stays in one spot but puts out light and gets the ships to come to them. This is your marketing and your social media posts.
Richard is still doing some client visits. He has a final walk through but is being very respectful of the social distancing protocols.
Dan says they are doing many more online meetings with clients on Zoom.
Think of ways to adapt during challenging times.
They did their team meeting via Zoom. Richard did one listing appointment via Zoom and landed the listing.
Richard is signing listings without going into the homes.
If you’re feeling unsure, know that everyone is in the same boat.
Take it day by day.
Richard shares his biggest success stories.
Richard says that this time has been the most challenging for his business.
If you’re trying to hold deals together, really listen to your client and empathize with them. Respect the client’s wishes.
Newer agents should be hitting the phones and focusing on lead generation.

3 Key Points:

When you’re working at home, it’s important to keep your schedule as much as you can.
Closeout your current pipeline and don’t forget your future pipeline.
Take the time to listen to your clients and empathize with them during this time when everyone feels unsure.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle
Dan Lesniak bio, Facebook, Twitter
Richard Yoon bio, LinkedIn

Episode #125 Be the Expert with Krista Mashore Apr 01, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Krista Mashore, a top realtor, author, and coach. They discuss the importance of creating videos that actually get seen, why you need to be seen as an expert, and why you need to adapt if you want to succeed.

Episode Highlights:

Krista Mashore has been a top realtor for nineteen years. She now spends the majority of her time coaching.
She learned how to produce at a high volume with a three-person team.
Krista uses attraction based marketing centered on providing value, support, and advice.
Most people aren't marketing correctly. More important than making videos is making sure people are seeing those videos.
Krista believes agents don't try making videos because they don't want to invest in their business.
When you commit to consistently producing content correctly, you're more likely to convert your clients because you've made a connection with them.
Figure out where your clients are and let them see you there. Start marketing yourself correctly on the platforms people are on.
Krista feels that less than 1% of realtors are using social media correctly.
Most agents are failing because they're not investing in their training, they don't want to invest in their business, and they're afraid.
You've got to push those videos out paid.
Be seen as giving value and position yourself as an expert.
The only equipment you need to create a video is your phone.
Krista tried to make sure she was always doing something differently from other people in her market. Find what gives you a competitive edge.
Going live is a good way for people to practice making videos.
If you want to make more money, start sending ten video text messages every single day.
You don't even have to talk about real estate and this tactic will bring in referrals.
Make it easy for your clients to remember you.
Krista shares info about her $100 challenge that teaches people how to start doing video.
If your business isn't changing, then change your business.
Krista describes the value of coaching and how it shortens the time it takes you to get where you want to be.
Before the team, Krista was getting people to meet with her during the hours that she wanted to work. Start showing people that you are the expert and they will adjust their schedules.
Krista shares all the steps she takes before her team shows up for a listing presentation.
Krista shows sellers that they don't need her, they need her process. Her team can execute that process.
Krista shares her answers to the HyperFast round.

3 Key Points:

It’s vital to produce content that will actually be seen.
Making a connection with clients through your content will lead to higher conversions.
When you have the right workflows and systems in place, you have more time.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle
Dan Lesniak bio, Facebook, Twitter
Krista Mashore website, Facebook, Twitter, Instagram, YouTube, LinkedIn
Sell 100+ Homes a Year (book)
Realvolve
3clientsin30.com (coaching challenge)

Episode #124 COVID-19 Real Estate Market Update and Myth-Busting with Drew Carpenter Mar 27, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with agent Drew Carpenter about what’s really going on out there in the real estate market as our nation manages the COVID-19 crisis. They outline some myths we’re seeing, and how you should approach your business during this time.

Episode Highlights:

Drew Carpenter has been with the Keri Shull Team for four years.
He emphasizes the importance of keeping public health as the main focus of your business at this time.
Myth #1: Real estate has come to a grinding halt.
This is not true. The Keri Shull Team did twelve deals in one day last week.
Myth #2: The stock market is bad, and thus the real estate market is bad.
Buyers are unsure about locking in interest rates. Speak with your lender frequently.
Drew hasn’t seen any slowdown on the buying side.
Myth #3: The Fed rate equals the mortgage rate.
This is not true. The Fed rate may affect commercial loans, but not so much mortgage loans.
Lenders have been overwhelmed by the changes in interest rates. When they've raised rates, it's all about pipeline control.
In the big picture, these rates are still historically low.
Myth #4: I can’t see homes.
You can show homes virtually. This can require more legwork upfront.
Respect the level of uncertainty everyone may be dealing with.
Let buyers know that if they see something immediately about the street, location, or exterior that they don't like, they don't have to proceed with the showing.
Myth #5: I should wait it out.
If you have a client that does want to wait it out, don't push them. It won't be good for your business.
People who want to buy are still going to go out and purchase.
Anyone who is ready to go, and is in a good financial position, can keep searching during this time.
If you're uncomfortable, this is a good time to narrow your search and work on your financial position.
If you're selling, you know the people who are out searching for homes right now are very serious.
Keep the people in process.
Use this time to reach out to your past clients and your sphere.
Make more contact and more content.
Drew is letting people on social media know that he's available for virtual tours.
Adapt. Learn how to use Zoom or webinar platforms. Leveraging technology through this time could help you both now and later.
Focus on your mindset.
Get up, get your mind right, and start getting work done.
Any time the market shifts, the people that can adapt and overcome will get ahead and stay ahead.

3 Key Points:

There are many myths out there about what’s happening with the real estate market right now. Educate yourself and your clients.
You can adapt to changing circumstances. Offer online tours and familiarize yourself with online tools for meetings and webinars.
Now is the time to reach out to your contacts and make more content.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle
Dan Lesniak bio, Facebook, Twitter
Drew Carpenter bio, LinkedIn, Facebook

Episode #123 Educate Yourself About Real Estate Investing with Marco Santarelli Mar 25, 2020

Show notes

During this HyperFast Wealth segment, host Dan Lesniak speaks with Marco Santarelli who runs a portfolio of hundreds of rental homes and has helped many people do the same. They discuss how to use real estate investing to build wealth by educating yourself, building a supportive team, and taking implementation seriously.

Episode Highlights:

Marco Santarelli bought his first property at 18, and knew at a young age that he wanted financial freedom.
His first rule of success is to educate yourself.
Many people don't take the time to educate themselves and look for quick fixes.
Many people fall into the trap of analysis paralysis.
The other trap is becoming an expert when you just need to start with a foundation of education.
After gaining an education, you need to start building a support team.
In 2003 Marco decided to attend a real estate investing event in California. He signed up for a boot camp that got him back into real estate investing full-time. He went out and executed on a high level.
The first reason he thinks many people have a difficult time implementing is that they often want a lot of hand-holding.
The next reason they fail to act is fear.
Marco runs a brokerage. They have investors/buyers on one hand and then sellers on the other hand. Their compensation comes from the sale side of the transaction.
They have 80% single-family homes. The other 20% is duplexes and four-plexes.
Typically these are three-bedroom homes in B/B-/B+ neighborhoods.
In 2020, cap rates are ranging from 6-8% as a general rule of thumb based on market and neighborhood.
The ideal RV ratio is 10%.
If you're chasing appreciation, then you're speculating. One of Marco’s rules is not to speculate.
There's also the passive approach, which requires buying the right properties in the right markets.
Both models work, but ask yourself if you want to be an active investor or a passive investor.
Don’t manage your own properties. Focus on your career and your business. Don't be involved in the day-to-day of managing properties.
Find highly recommended property managers in your area and don't take on that work.
Include a vacancy factor and maintenance costs in your pro forma.
Marco uses his podcast as an important educational tool.
His biggest advice to a new real estate investor is to take action.
His biggest challenge has been deal flow.
His biggest advice to a seasoned real estate investor is to analyze your equity and know how to leverage it.

3 Key Points:

Educate yourself before becoming a real estate investor.
Commit to implementing. Don’t wait for someone to hold your hand and don’t let fear stop you.
Do not manage your own properties. Hire it out.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Wealth
Dan Lesniak bio, Facebook, Twitter
Marco Santarelli LinkedIn
Passive Real Estate Investing website, Podcast
Norada Real Estate website
Rich Dad Poor Dad (book)
Nothing Down (book)

Episode #122 Happy, Hungry, Humble, and Smart with Chris Craddock Mar 20, 2020

Show notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Chris Craddock, a big-time realtor, investor, and serial entrepreneur. They discuss what to look for in hiring, and the big opportunities that are out there for agents who can provide more than one solution to sellers.

Episode Highlights:

Chris Craddock started his real estate career knocking on the doors of distressed properties.
He spent a lot of time nurturing the sphere he developed while in ministry. He went through his phone and called through one letter each day.
Chris found that within his sphere, he could easily find people who had thought about investing or had friends that were interested.
People that are happy, hungry, humble and smart succeed.
When Chris started hiring correctly, business picked up very quickly.
One of the best ways to change your motivation is to hang out with people who are at a higher level than you are.
The hardest part of growing his team was hiring.
Some sellers want to work with investors to drastically simplify the process of selling their home.
Chris shares how he helps agents close their deals in other markets.
Anybody working over a 200k price point who is good at closing can reach out to them.
Realtors need to realize that not all sellers fit into the same box.
You sell by finding out what their problem is. Spend the time upfront with sellers to figure out what is motivating them.
You win in everything by solving problems.
Chris talks about his real estate investments. He owns flips and rental properties.
Chris wants to work in his genius zone, which is finding and training talent.
His biggest advice to a new real estate agent is to just do it.
His biggest advice to an experienced real estate agent is to talk to more people.
His biggest learning experience was saying yes to too many good deals and ending up with a large debt load.
In the next five years, he will continue helping others achieve at a high level.

3 Key Points:

Finding the right people to work for your business can help you grow quickly.
New relationships can help you level up and cultivate your desire to do and be more.
Not all sellers fit in one box. Be willing to offer solutions that address the specific pain points you uncover.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Wealth
Dan Lesniak bio, Facebook, Twitter
Chris Craddock website, Facebook, LinkedIn
Email chris at chris@thereduxgroup.com
The Redux Group website, Facebook
Rich Dad Poor Dad (book)
The Millionaire Real Estate Agent (book)
How The Mighty Fall (book)

Episode #121 Get Started in Multi-Family Investing with Gino Barbaro Mar 18, 2020

Show notes

During this HyperFast Wealth segment, host Dan Lesniak speaks with Gino Barbaro, a big-time multi-family investor and the Co-Founder of Jake and Gino. They discuss how to get started in multi-family investing and what you need to know to buy right, manage right, and finance right.

Episode Highlights:

Gino Barbaro became a multi-family investor back in 2002 when he bought his first triplex.
He is the father of six kids and wanted to get out of the restaurant business.
He advises us to buy right, manage right, and finance right.
If you look at real estate as a business, you'll have a lot of fun in this business.
Gino used syndication as an investment strategy for the first time in 2018.
Start scaling up, create great systems, and start hiring great people.
Going to life coach training school gave Gino his clarity and gave him his why.
Podcasting helped Gino create an amazing community with like-minded individuals.
When you become a teacher, you're pushing yourself to learn more.
Real estate is all about your network and relationships.
Gino thinks the biggest challenge is shiny object syndrome.
Building and buying multi-family properties is like having a big family.
You don't know what you don't know and that's why you need coaches.
If you dabble, you won't be successful. You must commit.
The first time you do anything it's scary.
He was never ready for his first child or his sixth child. It's the same thing with multi-family.
If you want something and feel ready to do it, make it happen because it's never the right time.
The limiting belief in multi-family is that you need a lot of money. You need education, you need to know what you're doing, and you need a plan.
Invest in your education.
Focus on what type of market you want to get into. Focus on a specific city and specific sub-market.
Focus on the broker relationship and you will get deals.
Start sourcing for capital.
When picking a market, look at where jobs are migrating.
Dan and Gino discuss the Jacksonville market.
Gino shares that he has over twenty-five different income streams.
It's about trying to see your highest and best use of time.
You need to leverage people's time. That can be even more valuable than money.
Learn more about cost segregation.
Gino's biggest real estate mistake was not doing due diligence on a mobile home park he bought.
His biggest success was buying 281 units for 11 million dollars, all bank-financed.
His biggest advice to a new real estate investor is to surround yourself with like-minded people.
He sees himself still on the beach in Florida in ten years doing deals and continuing to learn and educate others.

3 Key Points:

It will never feel like the right time to invest in multi-family properties. Do it when you feel ready.
When researching markets, look at where people are migrating and where jobs are going.
When building revenue streams, start with one piece and then add on.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Wealth
Dan Lesniak bio, Facebook, Twitter
Gino Barbero website
Jake and Gino website podcast
Honeybee (book)
Bigger Pockets
Big Shifts Ahead (book)

Episode #120 Don’t Put Limits on Yourself with Dan Lesniak Mar 13, 2020

Show notes

During Episode 120 of the HyperFast Agent Podcast, host Dan Lesniak shares tips and life advice that will help you grow hyper-fast. He will encourage you to wake up early, make time for your relationships, find a good work environment, and to believe in what you can achieve.

Episode Highlights:

Get up early and knock out two or three hard tasks immediately.
For Dan, that's a mix of getting up, getting his mind right, taking on two or three big work tasks, and working out.
If Dan can get those things done before 8am, he’s already had a successful day and he knows he can get even more done.
Dan and Keri recently enjoyed a World Series game together.
Make time for your relationship, just as you would for other important things in your life.
Your relationship will not improve if you don’t work on it.
Dedicate a space for your work.
Your physical environment matters. Work in an environment that will help you be productive and happy.
They started the podcast less than a year ago and it's amazing to see what it has become.
Dan didn’t think the podcast would build this fast.
Don’t put limits on yourself.
People get so intimidated by other people operating at such a high level. You can get there.
The first time they shot a podcast the circumstances weren't ideal, but they just did it.
They got better at it, and more comfortable with it, and now they're shooting in a dedicated podcast room.

3 Key Points:

Wake up early and knock out hard tasks first.
Make time for improving your relationship.
Don’t put limits on your success. It’s amazing what you can achieve.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Inner Circle
Dan Lesniak bio, Facebook, Twitter

Episode #119 Act with Certainty with Kevin Palka Mar 11, 2020

Show notes

During this HyperFast Wealth segment, host Dan Lesniak speaks with Kevin Palka of MVP Equity & Asset Construction about working as a highly successful real estate developer. They discuss important keys to running a construction business and pursuing development projects, as well as how to create good habits that will impact every area of your life.

Episode Highlights:

Kevin Palka started in real estate at age 18, and grew up in the construction industry.
If someone has a track record that goes back prior to 2008, that means a lot to Dan.
Asset Construction is a general contractor that does work for developers.
MVP Equities is a development company. They acquire land and title. They determine the highest and best use for that piece of dirt.
Keeping cost to a minimum without sacrificing quality is a huge key to running a construction company.
Do your homework when choosing a construction company.
From the developer side, it's all about location.
Developers need to find deals that make sense and bring them to the marketplace.
Developers need good deal flow and must stay disciplined. As a developer, you must always act from a place of certainty.
Kevin works with real estate brokers and architects to generate his deal flow.
To maintain that deal flow, Kevin has at least one networking meeting daily.
If you’re just starting out in this business, hire a coach or partner with someone who has done a deal. This will help you compress time.
Have good metrics and track them.
Kevin provides insight into his personal habits. He journals daily.
What is the one door I want to open this week? What are the four keys to opening that door?
Kevin also reviews his progress weekly. You can course-correct on a daily basis.
Focus on changing habits. It takes ninety days to change a habit.
Kevin’s longer-term goals are to focus on areas of high growth and to develop six hundred units per year.
Sometimes they sell the property after three years. They also partner with national management properties. If they keep a property long term, they'll refinance it in ten years, take some equity out, and do another project.
Avoid competing commitments. They will bring your production down.
Dan and Kevin discuss the importance of focusing on your strengths.
Bring in the right people to compensate for your weaknesses.
If people want to invest, investing in apartment buildings is a great way to do it.
There's a huge need for quality housing. Providing brand new quality housing is helping people out.
His biggest advice to a new investor is to do your research and hire the right people to help you evaluate the project.
His biggest advice to a seasoned investor is to find the best financial term sheet for the project for your lenders.
His biggest mistake in business was taking a higher interest loan than he should have.
His biggest win was when Asset was named the DC Historic Preservation Award Winner in 2012 for a project they designed and built in Capitol Hill.
Network with like-minded investors that could help you generate equity or a down payment to purchase a piece of real estate.

3 Key Points:

Do your due diligence when hiring a construction company. Good crews can be hard to come by.
Generate deal flow by working daily to build and maintain your network.
Choose to develop better habits and track your progress.

Resources Mentioned:

Learn more about Hyperfast Academy; HyperFast Wealth
Dan Lesniak bio, Facebook, Twitter
Kevin Palka: Call Kevin at (703) 201-5330
MVP Equities
Asset Companies

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