The Real Estate Sales Podcast

Latest Episodes:

TRES 279: Jimmy Burgess - 11 Mindsets That Lead to Success or Failure in Real Estate Oct 10, 2023

Show notes

In the fast-paced world of real estate, mindset plays a crucial role in determining an agent's success or failure. A person's beliefs and attitudes shape the actions they take, which ultimately impact their outcomes. In this episode of the TRES podcast, Jimmy explores the different mindsets that can lead to success or failure in the real estate business.

Ignorance on Fire

● When starting in real estate, many agents experience a phase called "ignorance on fire." This refers to the excitement and passion that draws people in.

● New agents, or even experienced ones trying something new, can quickly gain traction by leveraging their energy and enthusiasm.

● However, it is important to remember that this phase is not sustainable in the long run. To truly succeed, one must evolve from ignorant enthusiasm to informed passion.

Knowledge on Ice

● The opposite of ignorance on fire is knowledge on ice. This mindset refers to agents who possess the necessary expertise and experience but fail to utilize it effectively.

● Often, these agents become complacent and stop adding value to their clients' lives. This lack of proactive engagement can lead to burnout and hinder business growth.

● To reignite their passion, agents must find ways to innovate, personalize their approach, and tap into activities they enjoy. Rediscovering their energy will help them provide exceptional service once again.

Be Proactive

● Success in real estate stems from being proactive.

● Proactive agents take control of their schedules and prioritize activities that drive their business forward. They employ strategies like time-blocking for prospecting, staying in touch with past clients, and executing well-planned marketing campaigns.

● Proactive agents create growth opportunities and distinguish themselves from the competition by actively shaping their businesses.

Avoid Reactivity

● On the other hand, being reactive is a mindset that often leads to failure.

● Reactive agents lack control over their schedules and find themselves constantly addressing urgent, last-minute issues instead of proactively driving their business. A reactive mindset breeds inefficiency, leaving agents feeling exhausted and unproductive.

● To break this cycle, agents must shift their mindset to become more proactive. In order to regain control and achieve better results, agents need to proactively plan their days and focus on adding value.

Embrace Persistence

● Persistence is a vital trait for success in real estate. Challenges are inevitable, and agents must be resilient in the face of obstacles.

● Approaching setbacks with determination and a problem-solving mindset is crucial. Successful agents view obstacles as opportunities for growth rather than reasons to give up.

● By overcoming challenges promptly, agents can build trust with clients and position themselves as reliable professionals.

In the world of real estate, mindset is everything. Agents who possess the right attitude and beliefs have a higher chance of achieving success.

Jimmy shares eleven mindsets that can set you up for success within the real estate industry. Listen to this week's episode to discover the rest of his advice to help you become a successful real estate agent.

"Remember, developing a mindset focused on growth, positivity, and proactive action is essential to thrive in the ever-evolving real estate industry." - Jimmy Burgess

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 278: Jimmy Burgess - 11 Lessons I Learned Selling $500M in Real Estate Oct 03, 2023

Show notes

With 35 years of experience, Jimmy Burgess has sold over $500 million in real estate. That's pretty impressive!

But what are Jimmy's secrets to being so successful in real estate?

In The Real Estate Sales Podcast episode, host Jimmy will share some of these secrets. Here are the eleven lessons he learned from selling $500 million in real estate.

The Client Isn't Always Right

Jimmy quickly discovered the client is always right isn't true. When he first became a real estate agent, he spent a lot of time trying to please everyone. However, he quickly discovers that this is impossible.
Now Jimmy knows that if he is working with a problematic client and nothing is pleasing them, it's okay to fire them. Don't be afraid to do this; have the guts to tell them it's not going to work. You can then refer them to an agent who can assist them better.
If your gut tells you this client isn't right for you, let them go. Working with ideal clients who will need your services again is better.

There Are No Losses

Did you lose money due to a careless mistake? Think of it as a lesson instead of thinking you missed an opportunity.
You find the perfect client and show them different houses for sale. However, you forgot to ask them if they were working with another agent. The next day, you called to make an offer, and the potential buyer said their agent already handled it.
Jimmy learned that committing with a client is best before showing homes. The loss will hurt, but it provides a better long-term game and teaches you to be wiser in your decisions.

Most People Won't Support You Until They Need

Just because someone likes your posts on social media doesn't mean they will support you.
Most people watch from the sideline to see how you run your business. Then, they'll wait to support you when others do so.
The lesson to learn is to earn business from people and don't expect it to happen. How can you make those watching from the sideline start doing business with you?

Your Business Can Only Grow if You're Growing

Your business will only grow as far as you allow it. You may find your business stalling if you're not trying to grow personally.
How are you trying to grow physically and mentally? Are you attending conferences or listening to podcasts?
By investing in yourself, you're investing in your business. Bush up on your skills to bring more value to your clients and business.

Jimmy always shares insightful advice for the real estate business. In this episode, he shared eleven tips from his experience working in this industry. Subscribe to The Real Estate Sales Podcast to hear the rest of his knowledge.

"This business will test you, this business will try you, but ultimately, this business is refining you in a way to makes you a better agent and gives you the business of your dreams." - Jimmy Burgess

TRES 277: Jimmy Burgess - How to Outperform 99% of Other Agents Sep 26, 2023

Show notes

It's hard trying to stand out in the real estate market!

The competition for new agents is tough since they compete against agents with years of experience. They have already made their name in the market, so buyers may decide to work with them instead of you.

How can you stand out within the real estate industry?

Listen to this episode of the Real Estate Sales Podcast for advice. Your host, Jimmy Burgess, shares seven actionable tips on outperforming your competition.

Work Hard for One Season

You'll go through different seasons within your real estate career. You'll have to work harder than ever in one of these seasons.
Jimmy discusses the importance of separating yourself from others for a season so you can focus on business.

Give Without Expectations

Sometimes, sharing information with others for free is a good idea.
The more you give without expectation, the more you'll see the benefits in other business areas.
Start by sharing blog posts on real estate and research on social media. You can even go door to door to speak with potential buyers.
Ensure the information you share gives value and will help another person better understand the real estate industry.

Focus on the Client's Needs

Yes, you need to meet sales goals to pay your bills. However, there will be moments when you should focus on the client's needs instead of yours.

You may have clients who already bought a house from you, but need to catch up on payments due to a financial crisis. Try taking the time to figure out a way you can help them during this challenging situation.

Again, when you focus on other needs and bring value to them in return, you'll see positive results for your business.

Don't Forget to Set a Time for Learning

Just because you have your real estate license and are selling homes doesn't mean you should stop learning.
The real estate market is constantly changing, and you must stay current with these rapid changes
Look to see if there are new resources for first-time buyers or if there are any ways you can improve your marketing skills.

These are great tips on how to become a top-performing real estate agent. However, Jimmy shares three more tips in the episode to help you stand out among your competition.

Do you want to know the three other tips to help you shine? Subscribe to the Real Estate Sales Podcast to find out what else Jimmy has to say about outperforming 99% of other agents!

"The best investment you can make is investing in yourself. What is it you're doing to invest in growing yourself when you grow yourself, your business is going to grow, your life is going to grow, and ultimately, investing in yourself is going to be the best investment you could possibly make in your entire life." - Warren Buffett

TRES 276: Jimmy Burgess - Mastering the Art of Open Houses, 7 Expert Tips for Hosting an Expert Event Sep 19, 2023

Show notes

Many real estate agents struggle with hosting open houses and make simple mistakes that make them lose potential buyers. In this episode of the TRES podcast, host Jimmy Burgess shares insightful tips for conducting open houses. Listen to these seven expert tips for mastering the art of open houses.

Stage the Home for the Client You Want

● Consider the type of client you want to sell to. Is it a first-time buyer or someone near the retiring age? Take the time to stage the home to their liking.

● Maintain the landscaping, unclutter the counters, and clean the house.

● If the home is not looking the best, you're not putting your best foot forward.

Let the Neighbors Know You're Hosting an Open House

● There are two reasons why it's a good idea to let the neighbors know about the open house.

○ One, it increases the opportunity to let others know about the open house

○ Two, it lets other homeowners know you can help them sell their homes when ready.

Spread the Word in Every Possible Way

● There are different ways you can let everyone know that you're hosting an open house:

○ Social media

○ Direct mail

○ Phone calls

○ Going door to door

● To make your open house a success, you should promote it in as many ways as possible.

Put Directional Arrows Leading to the House

● On the day of the open house, have directions leading to the house to let others know about the event.

● You are maximizing not only the opportunity for this home seller to sell their home, but also your own exposure as a result of placing all these signs.

Have Marketing Takeaways

● What if potential buyers come to the event and decide the home isn't right for them?

● Create lifestyle guides for different life stages, such as those wanting to downsize or being first-time home buyers. The guides allow you to create conversations and build relationships with potential buyers, so they'll have you in mind when they decide to buy.

● Another idea is to have other properties available. They can view these properties and decide if it's a better option for them.

Provide Valuable Feedback on the Open House to Your Listing

● If you're hosting an open house for someone else, they will want full details on what the potential buyers thought of the home.

● Create a detailed list of everyone who came to the event. What did the buyers like or didn't like about the house?

● Communicate with the other agent on the event so they'll let you host another one in the future.

Make Sure to Follow Up

● Following up with potential buyers within 24 hours of the open house event is best.

● Send emails letting potential buyers know you have lenders that can approve them or provide programs to first-time buyers.

● Some potential buyers view multiple open houses in a day. You can send a video to help them remind you that your listing is the right one for them.

● Doing follow-ups also allows potential buyers to ask questions or let you know if something keeps them from taking action.

These seven actionable open housing tips will help you win over potential buyers. But be sure to take the time to listen to Jimmy Burgess on how to utilize these tips.

TRES 275: Jimmy Burgess - How to Build an Agent-to-Agent Referral Machine Sep 12, 2023

Show notes

Are you looking for different ways to generate revenue within the real estate industry?

One of the best ways to do this is by building agent-to-agent referrals. Your host, Jimmy Burgess, will share essential tips on generating revenue by utilizing agent referrals. In this episode of the TRES podcast, learn the five secret tips for building an agent-to-agent referral machine.

Use Social Media to Build Relationships

● Don't create a social media account only to use it for scrolling through when you're bored. Instead, take the time to develop authentic relationships with other agents.

● Search other agents within your area and see what type of content they create. Then, take the time to comment on their posts or send them messages saying you enjoy their content.

● Also, create content that adds value to your audience and other agents.

Send Out I Love Paying Referral Fees to Feeder Markets

● Jimmy shares a story of a friend who took the time to write handwritten notes to other agents within her feeder market.

● Within the cards, she offered to pay a 25% referral fee. This little trick did wonders for her and can do wonders for you too!

Follow Up With Phone Calls

● If you're ever in a specific feeder market, take the time to reach out to agents within the area.

● Tell them, "Hey, I'm in the city and wonder how your business is going." Then at the end of the conversation, remind them you offer a 30% referral fee.

● Not only does it allow you to contact another agent initially, but it also allows you to build a relationship with them.

● The key is to add value, so they'll always think kindly of you.

Farm Agents the Same Way You Farm Geographical Areas

● Build a database of agents' email addresses within the feeder markets you want to target.

● Use the database to send a postcard or other content that adds value to their market.

● This will allow you to build relationships with the agents within these market areas.

● You can use CRM, MailChimp, or Constant Constant to help you build an agent database.

Attend Conferences

● Attend different conferences in a state where there's a feeder market coming to the convention.

● Take the time to chat with different agents to build trust and relationships with them.

● Remember to get their email, so you can add them to your database and reconnect with them later.

Now is the time to start building your agent-to-agent referral system. Everyone wants to generate revenue within this industry, so start now and stop wasting time!

Do you want more real estate advice? Subscribe to the TRES podcast to hear what Jimmy Burgess says about the real estate industry!

TRES 274: Jimmy Burgess - 7 Not-so-Naughty, Mom-Approved 4-Letter Words of Real Estate Sep 05, 2023

Show notes

Most people believe that four letters words are bad. However, this isn't always the case!

Your host, Jimmy Burgess, will share seven four-letter words that are ideal and safe for real estate.

1. CALL

Learn how to pick up the phone to talk to people. This is how you build relationships with potential clients.

2. HOST

Being a host at an open house will help you find your ideal clients. Decide how many you plan on doing per week. Be sure to conversate with others!

3. POST

Don't just post your own content! Take the time to look at your past connections and comment on their posts.

4. FARM

This is short for geographical farming. Are you doing anything to position yourself as an expert in your area?

5. LIST

Are you taking the time to list home for sale within the area? Remember, people who control the listings also control the market!

6. SHOW

Are you going out showing people the homes you have for sale? You can either walk them through a home or show them on video.

7. WORK

Nothing is going to happen if you're not doing the job! Ignorance on fire is always better than knowledge on ice.

You get up every morning to turn those locks, host open houses, and make more calls. If not, then there's no point in learning anything to help you grow as a real estate agent. You might make a mistake, but at least you're trying.

TRES 273: Jimmy Burgess - 7 Secrets for Building Your Personal Brand (And Your Business) Aug 29, 2023

Show notes

Right now is the ideal time to build a personal brand in real estate! But how can you do it?

Discover these seven easy tips for building your brand with your host, Jimmy Burgess.

1. Who is your ideal client?

Take the time to think about who is the ideal client you want to work with. You should also consider how you can add the most value to them.

If you need help with this, consider what type of homeowner excites you the most. Is it a first-time homeowner? Is it a family looking for a bigger home? Whichever option makes you excited, then that's your ideal client.

2. Develop your unique selling proposition

Figure out how you can stand out to help you attract your ideal client. You may want to look into your own life to see if there's anything about yourself that'll help you attract clients. Jimmy provides excellent examples of how you can find your unique selling proposition.

3. Crafting your brand story

People like to do business with people. This means you must connect with others on an emotional level. You can do this by sharing something personal about yourself.

What about YOU that will help create a brand story so clients will feel a connection with you? Remember to think outside of the box!

4. Identify where your ideal client is spending their time

Not every single client will spend time on the same social media platforms. For example, newlyweds may spend most of their time on Instagram or TikTok.

In contrast, older adults may spend most of their time on FaceBook. Figure out what social media platform is your ideal client using the most.

5. Build a consistent visual identity

When people see your content on social media, you want them to know that's it you. This helps builds trust with your audience and know that you're the real deal. Consider creating branding colors, fonts, or a logo to help your visual identity stay consistent on all platforms.

6. Create valuable content

This is how you start building your brand on questions your ideal client may have. What do first-time home buyers need to know? Or what type of questions do retired people may have?

Once you figure this out, you can create engaging and entertaining content. This helps clients recognize your brand as an expert in a particular subject.

7. Grow, engage, and nurture your social media audience

You always need new people coming in, so consider how to grow your audience. Once you can do this, be sure to engage with your audience.

This means replying to those who comment on your posts. Over time, nurture your long-term relationships, as you never know if they may need you when buying a house.

TRES 272: Karina Caraballo - 7 Marketing Tools All Agents Should Be Using Aug 22, 2023

Show notes

In this episode of The Real Estate Sales podcast, our host Jimmy Burgess sits down with his team's marketing director, Karina Caraballo. They discuss the tools they've been testing and having success with so that you don't have to try to keep up with all of the changing technology. If these tools aren't in your toolbox yet, it's time to upgrade your marketing strategies!

ChatGPT

Use ChatGPT to create SEO-optimized hashtags, captions, and bios on social media.

Captions

This app will create captions for your short-form videos. It gives you tons of options so you can be creative and even offers eye-contact adjustment!

BoxBrownie

Stop people from scrolling past your posts with beautifully edited images. This app offers virtual staging and decluttering.

Pivo

This device sits atop a tripod and makes videos using facial and body tracking. Use it to make professional-looking virtual walkthroughs on your own.

VideoAI

If you're doing video marketing, this tool is a must. Use this to split your long-form content into shorter-form videos. It will do the hard work for you!

Instagram Reels

Do all of your editing in the app – Instagram will suggest trending music and effects you can add to your videos (don't forget to add an optimized description)!

Insights and Analytics

Pay attention to which of your posts are doing well with your target audience. Once you know what works, you can use ChatGPT to help you come up with more ideas for content.

TRES 271: Jimmy Burgess - 5 Reasons Realtors Don't Take More Listings and How to Fix This Problem Aug 15, 2023

Show notes

In this episode of The Real Estate Sales podcast, our host Jimmy Burgess gives you the 5 reasons you might be focused on the buyer side and how to take your real estate game to the next level. Jimmy always says if over half of your business is devoted to buyers, you're a real estate salesperson. If over half of your business is focused on listings, you are running a real estate business!

They don't have enough market knowledge.

Gain confidence by getting educated on your local market. Become an expert in your area and hyperfocus on a specific location.

They lack a unique selling proposition.

If you're a new agent or you don't know what sets you apart, use your team as a selling point. If you're a single agent, let prospects know the personal touches you bring to the table.

They don't have a marketing plan that helps listings get sold.

Tell your clients the strategies agents typically use AND what you plan on doing to go above and beyond those things. Lay everything out clearly to give your clients confidence in you.

They have a lack of focus on sellers.

Check your database: does it contain more buyers or sellers? What we focus on expands.

They don't have a geographical farm area.

If no one views you as an expert, you're probably not an expert. Find ways to add value to your neighborhood of choice consistently.

TRES 270: Jimmy Burgess - Procrastinate Much? 7 Things Top Agents Have Put Off Far Too Long Aug 08, 2023

Show notes

In this episode of The Real Estate Sales podcast, our host Jimmy Burgess is here to bring the truth. Stop leaving deals and money on the table. There are so many things agents can do right now to connect with new and past clients. No more excuses!

Optimizing Your "Google My Business" Page

This is often the first thing a potential client sees. Make a strong first impression.
Make sure you're getting Google Reviews! If your testimonials are somewhere besides Google, take screenshots and upload them as photos.

Organize Your Database

An organized database is a useful database.
Segment your data in a way that works for you to track where you're at with your SOI.

Start a Weekly Newsletter for Your Database

Create a template for your newsletter so it's easy to plug in new content each week.
Offer video and readable content so you reach as many people as possible.

Producing Video Content

The agents out there who are making video content are the top producers.

Geographical Farming

Already have a farm? Consider starting another! Become the regional expert in a new area.

Checking In With Past Clients

Your past clients already love working with you. They might be ready to sell or know someone who is.

Adopt "Orphaned" Clients

As the market gets more challenging, some agents are leaving the business. Take on their clients!
Ask realtors you know might be leaving the business, or talk to your broker about current clients who may no longer have an agent.

Our TOPPODCAST Picks

Follow Us

Stay Connected

The Real Estate Sales Podcast

Related Podcasts

Links

Stay Connected