The Real Estate Sales Podcast

Latest Episodes:

TRES 209: Jimmy Burgess - 5 Comforts That Are Killing Your Real Estate Business Oct 04, 2022

Show notes

In life, you're either growing or dying. In today's episode of The Real Estate Sales Podcast, Jimmy explains five comforts that kill realtors in their efforts to find success.

The comfort of a good market.

A thriving market made many agents stagnant in their work because deals would just come to them.
If you don't time block your schedule or spend time reaching out to new prospects, you must develop those good habits now.

The comfort of past success.

Never let your ego impede the habits that generate success.
The most challenging thing to overcome is the notion that your past successes will not single-handedly lead to future results.

The comfort of a large database.

Just because you have an extensive database doesn't mean you provide value to them.
Databases full of clients and prospects must be nurtured, interacted with, and provided for to ensure you follow up and add value.

The comfort of one excellent lead source.

No matter how great your lead source is, things can change.
Time and time again, we see lead sources dying and new ones arising - have a backup plan in place.

The comfort of money.

Every time a real estate market comes down, it's followed by a more difficult time.
Things change, and you should utilize that money to set yourself apart from other agents as the business adapts.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

TRES 208: Jimmy Burgess - 7 Ways to Become an Above Average Agent Sep 30, 2022

Show notes

What can you do to exceed the expectations of the real estate industry? In today's episode of the Real Estate Sales Podcast, Jimmy explains seven ways any agent can become above average in their work.

Know your market better than anyone else.

How can you add value to the marketplace if you don't know the market yourself?
Be familiar with home-selling statistics and trends in your area so you can share them with your clients to help them make more informed decisions.

Have a clear understanding of your vision and goal

Determine who you can add the most value to because they are your ideal clients.

Control your schedule

Time blocking is essential for success, yet many people don't do it.
Chatting with coworkers, putting out fires, and scrolling on social media are easy. However, the most influential realtors are the ones who designate time to talk to prospects and engage in needle-moving activities.

Give above-average service.

Set your business apart from other agents by providing service at a higher level.
Be the realtor that adds the most value to the marketplace to get the most value back.

Add more value through video.

Video conveys the nuances and passion that face-to-face interactions create.
Making video content is more engaging and effective than written content, which will ultimately help you provide more value once implemented.

Find above-average clients.

Providing great service attracts great clients. The more you devote yourself to giving value to those you serve, the more likely you attract and retain your ideal clients.

Work harder than anyone else.

An above-average agent has an above-average work ethic.
Determine what you can do to make the most change, get the best results, and become better than you were the day before.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel. If you like what you heard today, we'd love it if you'd share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

TRES 207: Jimmy Burgess - 7 Sacrifices Needed to Find Success in Real Estate Sep 27, 2022

Show notes

Life is all about give and take, and real estate agents are no exception. In today's episode of the Real Estate Sales Podcast, Jimmy explains seven sacrifices every agent must make to find success in their real estate career.

Sacrifice Comfort

Comfort and growth cannot coexist. Identify what you don't want to do that you know will assist in your growth and do it.

Sacrifice Money

Taking your business to the next level might mean delaying personal purchases you want to make.
Reinvest in your business to see more success, and take a percentage of your income and automatically put that money into your business for training, support or tools.

Sacrifice Time

Every top producer, at some point, had to sacrifice their time to get where they are now.
Be willing to be the last person in the office or the first one there.

Sacrifice Ego

Don't be worried about what other people think of what they might say.
Think about what efforts helped you build momentum in your business, and focus on those. Never think you're "past" strategies that led to your initial success.

Sacrifice Passivity

Are you waiting on the phone to ring instead of calling people directly?
Actively interact with and look for buyers and sellers to help.

Sacrifice Relationships

We all have people around us who don't help or even actively bring us down.
Surround yourself with passionate, hardworking people who will encourage and help you to achieve your goals.

Sacrifice Limiting Beliefs

Do you believe you can have the business of your dreams?
If not, find the people who've accomplished it and emulate what they did to move their business forward.

TRES 206: Jimmy Burgess - How to Find Momentum and Your Next Sale Sep 23, 2022

Show notes

Few things are as powerful as strong momentum. So how do you create momentum in your real estate business? Find out on today's episode of The Real Estate Sales Podcast, where Jimmy explains how to F.O.C.U.S.

F - Find someone with a need.

Are there buyers who need help in a challenging market, or sellers with expired listings?
Look for people in your community who have a need that you can help. The more people's problems you solve, the more momentum you'll experience.

O - Optimize consistent communication.

Communicate to those people you've identified, and understand how they like to interact.
The more information you can provide, the better equipped they'll be to solve the problem at hand.

C - Create a plan of action.

Once you've helped one person in need, others likely have similar problems. So what is your plan to connect with them?
Have a system to optimize a plan that helps people as quickly as possible.

U - Update them regularly.

Notice how the people respond to your updates. If they tend to text, text them rather than call.
Make sure you communicate in a way that best serves the client, not the other way around.

S - Staying engaged.

We started by identifying a client's need. Stay focused on what matters the most - solving the client's challenge.

TRES 205: Jimmy Burgess - How to Generate Quick Sales and Build Relationships Sep 20, 2022

Show notes

Realtors should look for ways to maintain momentum to reach their goals as the market begins to slow down. In today's episode of The Real Estate Sales Podcast, Jimmy discusses some of the strategies and tactics he used when he sold as an agent to generate quick sales.

Shift focus and look to lots for builders.

No emotions link to raw land the way sellers might carry feelings with properties and homes they own, meaning it is often easier to acquire.
Builders pull back on starting construction at certain times, usually when the market slows. The next two years will signify this time when builders will accumulate land for when the market rises again.

Out-of-town owners are a great place to start:

While a title company is likely able to provide the necessary information, you can also view an aerial map to determine where vacant lots are in your community.
Build a list of people who own these lots, and inquire if they're interested in learning more about the evaluation of the lot (not a sale.)
Or, consider asking what they plan to do with the lot to see if there's a long-term strategy behind owning it and build a relationship based on that.

Building relationships with builders:

Connect with builders to find people who want to construct on the acquired empty lots.
See who in your community is building homes and see if they are interested in building other homes beyond the ones they are currently building.
If you can't find people in your community, go to your local building department and see who has pulled permits for new construction and who is developing on land near you.

TRES 204: Jimmy Burgess - 7 Things Top Producers Do That You Probably Don't Sep 16, 2022

Show notes

Top producers work differently than the average agent. In today's episode of The Real Estate Sales Podcast, Jimmy discusses seven things top producers do that sets them over the top (and that you can do as well.)

Top producers track their numbers.

They understand how many conversations they need to generate a transaction, the ROI of their advertising spend, and what tactics and strategies lead to the most new listings.
By tracking your numbers, you can determine where your business comes from and how you can build your business with those tactics in mind.

Top producers reinvest.

Those that see growth are the people who are disciplined with the money they put back into their business.
Depending on your goals, know how much money you should allocate toward your real estate efforts to ensure you take the next step.

Top producers time block their schedules.

Have specific times set aside to interact with past clients and make outbound calls.
The more time you dedicate to lead-generating activities, the more successful you'll be.
It takes discipline to take control of your time. Be specific and designate time for the activities that generate revenue.

Top producers study the market.

Top producers know what trends affect their community and the real estate market.
Know your community and know how to explain trends and changes to be seen as a leader.

Top producers communicate.

To represent their clients as best as possible, top producers are transparent and honest with their clients.
Lean on your network to overcome challenges, and spend time studying how to apply new tactics and strategies to your work to make everyone more successful long term.

Top producers hire for their weaknesses.

They understand that their job is to serve their clients in the best way possible, often by hiring people to do the jobs they aren't as good at.

Top producers work harder than anyone else.

At some point in their careers, top producers have worked harder than everyone else.
While it might seem like every top producer operates exclusively from referrals, they didn't start that way.

TRES 203: Jimmy Burgess - 7 Streams of Incoming Leads to Help Grow Your Business Sep 13, 2022

Show notes

Leads are the lifeblood of any real estate business. In today's episode of The Real Estate Sales Podcast, Jimmy dives into seven avenues for realtors to generate leads for a consistently full pipeline.

Farming

Geographical farming is the most sound and consistent way to generate real estate leads.
To learn more about creating a farm for your real estate business, tune in to our previous podcast episode.

Online Leads

While they boast only a 2% conversion rate, buying leads is a valuable way to generate massive amounts of potential buyers.
Have a systemized plan to maintain consistent communication with any purchased lead to build and nurture the relationship.

Referrals

Many realtors encounter a plateau where they find it difficult to maintain growth. So why not use your past successes to fuel your future wins?
Your sphere of influence is some of your most valuable connections. Add value to them, and they'll be willing to bring others to you.

Expired Listings

Build a campaign adding value to expired listings and see which sellers are interested in re-evaluating their current selling strategy.

Circle Prospecting

Call, knock on doors, and interact with the people living around a home that was recently sold.
Check-in and add value - don't ask for a transaction.

FSBO Listings

Most buyers who sell on their own end up using an agent before the transaction closes.
Buyers need your professionalism and knowledge now more than ever. Be a resource to help them sell their product, and the clients will come.

Agent Referrals

Follow agents on social media and post content about your local market to be seen as an expert.
Build connections and relationships with other agents to send referrals, and they'll return the favor.

TRES 202: Craig Duran - The Geographical Farming Playbook Made Easy Sep 09, 2022

Show notes

Farming is one of the best strategies to ensure a steady supply of clients and contacts. In today's episode of The Real Estate Sales Podcast, Jimmy shares an open discussion with BHHS Realtor®, Craig Duran, to learn his secret to locating and implementing high-quality farming neighborhoods that drive results.

Why did Craig choose farming?

Farming is simply a group of people, united by geography or other demographic, to market to regularly.
Craig began selling real estate in 2003 but soon realized he didn't know how to generate leads.
He didn't want to cold call expired listings, but he wanted to proactively acquire new business.

Communications sent to farms:

Each month, Craig focuses on specific information to share with the target demographic of the farm.
The more specific you can get, the more personalized the information will be to the people reading the communication.
In your messaging, start with basic statistics explaining why you're the right person to sell in the area or with that group of people.
Bring other relevant information to the people that they might not know.
Use a combination of messaging focused on information, activity, tips and practical implementation to keep people engaged and invested in the content you send out.

Farming is more than direct mail:

In the old days, direct mail was the best (and only) way for real estate agents to interact with potential clients.
Craig creates curated video content specialized for particular audiences to drive engagement and interaction with his materials.
Email and social media are great tactics to garner attention to particular farms and broaden distribution to other channels.

Craig's major takeaway for someone looking to farm? Think about it from a content creation standpoint - you can choose to buy leads, or you can put systems in place to bring leads to you. Farming, when done the right way, is a great way to do the latter.

TRES 201: Jimmy Burgess - 5 Secrets to Real Estate Sales Success That Top Producers Won't Tell You Sep 06, 2022

Show notes

What does real estate success mean to an agent? The answer might not be what you expect. In today's episode of the Real Estate Sales Podcast, Jimmy explains what success looks like and dismantles the misconceptions newer agents might have about real estate success.

It's going to take you longer to find true success than you think.

Success doesn't happen overnight; it takes long periods of work and effort to achieve it.

You will have difficult clients.

Every agent has at least one unbearable client interaction or story.
However, use that as a learning experience. See the warning signs, and use that knowledge to better identify your ideal client.

It's going to be harder than you think.

Whatever effort you think you'll put into your business, it'll likely take more. Be willing to do whatever it takes to make success happen.

You will burn out.

Every person will have a period where they want to leave the business. However, focus on the elements of real estate that you love and allow the passion to reignite.
Consider finding an assistant or partner who can help you with the jobs you dislike or struggle with.

It will all be worth it.

Every top producer who passes through their challenges and overcomes their obstacles will say it was worth it.
If you persevere and work hard, you'll achieve a higher level of success than you could ever imagine.

TRES 200: Jimmy Burgess - 7 Warning Signs Your Real Estate Business is in Jeopardy Sep 02, 2022

Show notes

There are key signs realtors can see to understand if their business is about to explode with growth. However, there are also indicators to help us know if our business needs support and realignment. In today's episode of the Real Estate Sales Podcast, Jimmy identifies and explains some of those factors to help us course-correct when our business is in jeopardy.

1. Your database is not growing.

If you're going to get more growth, you need a steady stream of new people coming into your business.

2. You are not making outbound phone calls.

Our business is built on the number of conversations we have. The more you prospect, the more business will come back to us.

3. You only have one source of leads.

If you are focused on just one lead source, you're taking a great deal of risk. Have multiple sources to diversify your lead generation efforts.

4. Living beyond your means.

Make sure the money you have going out is always less than the amount of money coming in.
Change your lifestyle when the market turns south or if you have a season with low sales.

5. You believe your business is bulletproof.

It's easy to think your business will last forever in the current market.
Every single time, things change. Don't let your ego and pride give you too much confidence.

6. Your communication is inconsistent.

It doesn't matter how extensive your database is if you don't use it.
The more you communicate with your people, the more likely they convert to sales.

7. You are not personally growing.

If you aren't continuing to learn and grow, you stagnate. Invest in your health, wellness, and education to better yourself and your business will follow.

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