The Real Estate Sales Podcast

Latest Episodes:

TRES 249: Gino Blefari - #1 Most Influential Person in Real Estate: "This too Shall Pass" Mar 14, 2023

Show notes

Wonder what to do for your business in this current market? In today's episode of The Real Estate Podcast, Jimmy meets with Gino Blefari to discuss ways to survive and thrive in the current real estate market.

1. Have a strong mindset

A strong mindset is ALWAYS important, even more so in the current market. We don't know how long the current market will last or how deep it will go, but we do know it will pass.
You have to remain mentally strong in this market to thrive in the upcoming market.

2. Follow your schedule

Don't make a commitment without first checking your schedule. If it can't fit, then don't make the commitment.
By creating and following a schedule, you can prioritize what's important and dedicate your time and energy to it.

3. Focus on your MEDS

Meds stand for meditation, exercise, diet, and sleep. When you take care of yourself and your mental health, you'll feel good and perform better. Again, think about strengthening your mindset.
Blefari says these are small cornerstones that lead to winning habits. Focus on the small, daily things that will lead to big changes.

4. Focus on strategy

Blefari would farm realtors who were leaving the real estate business. Whatever you do, create a strategy and follow it. Whatever worked for you in the past, focus on that.
Contact all of your clients, add value, and focus on lead generation. Whatever strategy you choose, follow it and tweak it as necessary.

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 248: Jimmy Burgess - 7 Secrets Most Realtors Miss About Building a Successful Business Mar 07, 2023

Show notes

A lot of the time, EVERYTHING we need for success is right in front of us. In today's episode of The Real Estate Podcast, Jimmy goes over 7 CRUCIAL things most realtors miss about setting their business up for success.

It's not about the houses, it's about the people.

Oftentimes, when someone is wanting to get into real estate, they think the business is about houses. Real estate is about PEOPLE, it's NOT about houses.

When you focus on houses instead of people, you push YOUR thoughts onto clients instead of letting them think about what THEY want. Instead of adding value, this subtracts it.

It's not about the number of leads, it's about the quality of the conversations.

Leads are vital in real estate, yes, but if you only have names and emails, it amounts to NOTHING. Quality is more important than quantity.

You have to identify people who are genuinely interested in doing business with you, then DEVELOP deep relationships with them. Otherwise, you won't generate leads or turn any profits.

It's not about how impressive you are, it's about the value you bring.

The market only rewards people who bring value to it. If you want to get more income, you HAVE to add more value to the market.

Instead of focusing on being impressive, focus on things like becoming the go-to knowledge source in your area and adding value to clients. This will ultimately reward you and your business more than just being impressive.

It's not about your split, it's about how much you make.

Instead of focusing on maximizing your split, focus on generating as much value and income as possible.

If you have 1 deal and get a 100% split, that's 100% of the profit, sure, but only a single deal. Compare that to 10 deals with a 50% split. It's less money per individual deal, but more income overall. Prioritize getting more and more deals over maximizing the profit of each individual deal.

It's not about how much you make, it's about how much you keep.

This isn't specific to real estate, this is relevant to LIFE. Income is important, yes, but you'll only grow your business and your personal wealth through SAVING that income.

If you bring in a million dollars but spend it all, you have nothing. However, if you save 75% of it, you'll still have something. Save your money and put it to work.

It's not about the closing, it's about the follow-up.

Adding value to clients is one of the fundamentals of real estate, and people often neglect it. However, it's fundamental for a reason, following up and adding value is KEY for business growth and success.

Every deal you close presents an opportunity for future business. Don't neglect to follow up, otherwise, you're neglecting the possibility of future leads.

It's not about you, it's about them.

This one should go without saying. The core of ANY business, whether real estate or not, is focusing on your CLIENT, not yourself.

If you want to continually grow, you HAVE to add value and focus on the needs of your customers. Otherwise, your business will fail. It's not a matter of if, it's a matter of when.

TRES 247: Noah Escobar - What He Did to Generate $16.5 in Sales and Pendings Year One Feb 28, 2023

Show notes

Wonder if there are still any opportunities in real estate. In today's episode of The Real Estate Podcast, Jimmy has an interview with Noah Escobar, who in his first full year of real estate, made $16 and a half MILLION dollars.

How Escobar Got Into Real Estate

Escobar first started in real estate when he turned 19. He did video production for a church before Jimmy reached out to him for a video. From there, Escobar began to learn more about real estate.

After two years of working with Jimmy and learning about real estate, Escobar got into the market. It started when we began generating leads and talking to people he had met from video editing.

Generating Business on His Own

Although Escobar focused on adding value to people he already knew, the BULK of his business actually came from things like cold calls and networking. He would attend different events and introduce himself to new agents, and regularly did cold calls.

Something unique that Escobar did, just like Jimmy, was actually call LANDOWNERS to talk about building real estate. Since Escobar started so young, he aimed to do things other realtors were NOT doing. If something was too easy, he left it to someone else.

One of Escobar's most memorable moments was when he called a broker. After getting sent to voicemail, he called another number. The broker picked up and begin to actually cuss Escobar out. After explaining his situation, the broker understood and helped Escobar begin developing real estate.

Escobar's Fundamentals For Business

Throughout his first year, Escobar focused on the fundamentals of real estate. He was specifically, adding value to clients and focusing on lead generation. Of course, he was naturally fearful, but Escobar understood what he wanted was BEYOND that fear.

After selling his first lot via the broker, he once again did circle prospecting, to turn that singular transaction into multiple transactions. That first deal actually turned into 4 separate deals. After each transaction, once again, Escobar would circle prospect.

The biggest mistake that Escobar believes he made, actually, was STOPPING the circle prospecting. After he stopped making those calls, he stopped generating leads. He had the 4 deals, sure, but nothing beyond that.

TRES 246: Jimmy Burgess - 4 Ways to Use This Real Estate Game Changing Tool (Chat GPT) Feb 21, 2023

Show notes

The real estate game has changed. In today's episode of The Real Estate Podcast, Jimmy goes over 4 different ways that you can use ChatGPT to help grow your business and get transactions.

Social media content

A lot of real estate agents understand the importance of posting on social media, but they don't know WHAT to post. ChatGPT can help agents figure out what to post on social media.

You can go into ChatGPT and give it a prompt asking about social media posts about certain things people in an area should know, or social media posts for realtors, etc.

Listing descriptions

Listing descriptions have to be unique AND engaging to help generate interest for a particular listing. Writing individual descriptions by hand can become mundane, but ChatGPT can easily produce listing descriptions.

Go into ChatGPT and give it some basic information on the listing. Things like amenities it includes, its location, the number of beds and baths, or whatever else you want to include. ChatGPT will then produce a high quality description for that listing.

Video content

Just like social media content, ChatGPT can also help write content for videos, whether that be ideas for videos or full on scripts for you to follow.

For example, you could ask ChatGPT to write a script on certain things that make your area attractive to buyers, or things that make your city unique. ChatGPT could write scripts for these ideas or help you think of ideas for scripts.

Blog content and newsletters

Just like social media content, realtors also know how important it is to regularly send out newsletters and produce blog content. ChatGPT can streamline both of these processes.

You can ask ChatGPT to produce blog posts, or create ideas for those blog posts. ChatGPT can also help take information on new listings, or other information included in newsletters, and create an informative and engaging newsletter for your clients.

TRES 245: Jimmy Burgess - 7 Power Moves Top Producers Are Making Right Now Feb 14, 2023

Show notes

There will be winners and there will be losers in this current real estate environment. In today's episode of The Real Estate Podcast, Jimmy goes over 7 different moves that the top agents are using right now, that you can start using.

Evaluating their expenses

With the current state of the market, you HAVE to ensure that you're getting maximal return from your investments. Top agents are going through their expenses and evaluating what they're spending money on.
If the investment isn't bringing you much in return, stop spending money on it. If it IS bringing in profit, however, double down on it.

Evaluating where their revenue is coming from

Top realtors are going back through their records, and figuring out where they were able to generate the most profits. Once these profitable ventures are identified, the realtors are then RETURNING to those ventures to ensure profits continually come in.

Building systems

With the current market, top agents know they HAVE to adapt and prepare themselves. We don't know how long the market is going to last or how deep it's going to go. Top realtors are building systems and platforms that prepare them for the market's eventual upswing.

Upgrading their current talent

We hear it a lot, but we really ARE the sum of the 5 people we spend the most time with. As a result, the top agents are spending more time with coaches, with other high performing realtors, and the people who are going to teach them the most.

Going where the puck is

Top realtors go where the business is going to GO, not where it currently IS. These top producers are focusing on what's going to explode in the future and become a major part of the real estate market, and then honing in on that.

Having more conversations than ever before

You can't do any business if you don't actually talk to people. Top realtors are talking to clients, leads, partners, ANYONE who can help them start and end transactions. With the current state of the market, they're doing these business conversations more than ever before.

Getting greedy while others are nervous

This comes from a quote from Warren Buffet. When other investors became nervous, Buffet became greedy, and vice versa. Focus on building your business and creating leads NOW while the market is down, because there's less competition. You'll be better off when the upswing comes.

TRES 244: Jimmy Burgess - 23 Ways to Turn One Listing Into Multiple Transactions Feb 07, 2023

Show notes

You got your listing, but how are you going to make that one listing turn into multiple transactions? In today's episode of The Real Estate Podcast, Jimmy goes over 23 different ways you can generate multiple transactions from single listings.

Teaser videos for upcoming listings

Don't reveal the ENTIRE property, but go over an overview of the upcoming listing. Provide information like the address as well as how many baths and beds. Tell people to contact you if they're interested in the property.

Circle prospect the neighborhood

Go around the neighborhood and inform people of the upcoming listing. This helps you add value to that particular area and build rapport with potential future buyers and sellers.

Door knocking the neighbors

Instead of calling neighbors and telling them about a new listing, go to them in person. It helps you build an even better relationship with potential buyers and sellers and is an IMMENSE way to add value.

Send teaser videos to your database

After you record the teaser video on an upcoming listing, send that teaser video through your database. This gets the video out to multiple eyes and puts you and your listing at the top of several different people's heads.

Call people in your database

If you know clients within your database are going to be buying or selling within the next year, or would specifically be interested in an upcoming listing, call and let them know.

Make a social media post

Once the listing is actually up, make a post on social media announcing the listing. This gets people thinking about the listing and puts you, again, at the top of their heads.

Send a just listed postcard

Sending out just listed postcards does two things: Helps agents find potential buyers but more importantly it also BUILDS VALUE with those same potential buyers. Building value is, of course, key.

Host an open house

Hosting an open house lets you meet with a large number of potential buyers and sellers. You can gather the information of people who come to the open house and add them to your database.

Door knocking

We've already covered door knocking, but after a listing is up, do some more door knocking. Let them know the property is on the market and ask them to send leads your way.

Circle prospecting

We also already talked about circle prospecting before listings went up, but circle prospecting after a listing is posted is another way to generate more transactions. This builds value and rapport and puts you on people's minds.

Behind the scenes content at the open house

Buyers and sellers WANT to see what's going on with listings. By providing them with this information on what happens at open houses, you deliver content that they specifically want.

Short form video about listings

Create a 15-30 second video, around the length of a TikTok, and provide a very brief overview of the listing. Make sure to tag your location as well.

Unboxing of the listing

Jimmy saw a video from Brad McCallum where he "unboxed" his listing. Essentially, McCallum opened up a box, pointed the camera inside of the box, and inside of the box was his main video about the listing.

Post on a Facebook group

Look for a Facebook group about listings in your local area, and post listings. This not only helps you connect with people in your local area, but it also builds up your reputation as THE real estate agent in that area.

Have an attention grabbing sign

Use take one signs or have signs with a QR code that sends people to videos about listings or your latest listing.

Instagram story

This is similar to using short form videos. Post a video on your Instagram story about a new listing and put a LINK into the story that directs people to information about your newest listing.

Short form videos about listing amenities

Do a short video, around 15 seconds, DAILY FOR A WEEK, on different amenities that the listing has.

Native full form videos

Instead of sending potential leads to another platform like YouTube, create a full form video about a listing. Post that video on a single platform and showcase different clients' houses.

Create a graphic saying the listing is now under contract

After you've found someone to buy the property, make a post on social media, telling everyone that the house is under contract or in escrow. Congratulate the new owners, don't brag, to help build rapport and add value to that community.

Host a going away party for the new owners

After the owners have bought a new property, host a going away party for them. This builds value with those clients, but also gives you the opportunity to meet NEW leads as people come to the party.

Send a pending card

After a listing has been sold, send a PENDING card. Let all of the recipients know that, although that particular listing is sold, there may be other listings that these new leads can purchase.

Send a just sold card

Just sold cards are a FANTASTIC way to show your value to new leads. By sending out just sold cards, you show the recipients that you were able to provide their neighbor with EXACTLY what they wanted, and that you could do the same for them.

Get testimonials from the buyer

After you've finally made the sale, get testimonials from that client. Use these testimonials to then show your value to future clients.

TRES 243: David Childers - The #1 Opportunity to Generate Listings in 2023 Jan 31, 2023

Show notes

Chaos creates opportunity. In today's episode of The Real Estate Podcast, Jimmy meets with David Chiders to talk about the greatest way to generate listings in the current real estate market.

The State of The Market

Inventory is shifting as we start this new year due to several different factors. Demand is also decreasing.

The Best Method For Generating Listings

In this current market, you HAVE to be a smart seller and work with smart buyers. Inform and educate not only yourself, but your clients as well.

If you want to learn more about David Chiders or the current real estate landscape, check out his website at https://www.keepingcurrentmatters.com/.

TRES 242: Jimmy Burgess - 23 Real Estate Tech Tools All Agents Should Be Using Jan 27, 2023

Show notes

Tech is an INVALUABLE tool for real estate agents to use. In today's episode of The Real Estate podcast, Jimmy goes over 23 different tools that will generate CRAZY growth for you and your business.

ChatGPT

ChatGPT is an AI that focuses on creating natural, human-Esque speech based on a prompt.

Testimonial Tree

Testimonial Tree is a platform designed to help you manage your online reputation, a VITAL aspect of being a successful agent.

BombBomb

BombBomb is an online service that lets you send highly personalized and value-adding videos to clients.

BoxBrownie

BoxBrownie is a service designed to provide real estate agents with PREMIUM quality pictures and drawings for virtually every need.

Keeping Current Matters

Keeping Current Matters is a service that takes relevant, informative content and breaks it down into easily understandable terms for clients.

HomeBot

HomeBot sends out monthly letters to homeowners about their property with personalized branding for you and your business.

CapCut

CapCut is a free service that gives agents the ability to quickly create and edit videos, PERFECT for social media posts.

Clip On Ring Lights

Clip on ring lights, especially for phones, is a fantastic way to get INCREDIBLE lighting for your videos.

RedX

RedX is a service that offers agents lists of phone numbers they can call to generate leads.

Spacio

Spacio is a tool that helps agents market their listings and open houses that is optimized for social media and click-through.

co is an AI that actually provides HANDWRITTEN notes for real estate agents, to help them provide value for clients and generate leads.

MileIQ

MileIQ is an app that lets agents EASILY track how many miles they've traveled for both business and for personal reasons.

Canva

Canva is a platform that gives real estate agents TERRIFIC graphics for social media posts.

TurboScan

TurboScan is an app that lets real estate agents QUICKLY scan any documents they may need to scan.

Forewarn

Forewarn is an app that lets agents punch in information and receive detailed background checks on people they may meet with, to ensure their safety.

Hootsuite

Hootsuite is a platform that allows agents to create content calendars, so they know EXACTLY when to publish content and can focus on meeting with clients.

ShowingTime

ShowingTime is a time management tool and data provider used by PLENTY of real estate agents, and for good reason.

Coffee and Contracts

Coffee and Contracts is a website that provides several different formats for social media posts, as well as a content calendar.

Adobe Premiere Pro

Adobe Premiere Pro is an app that provides agents with professional editing software for their videos and content.

Audible

Audible is a platform that provides users with thousands of e-books and is a fantastic source of information for realtors.

Calendly

Calendly is a time management platform that lets you set and easily track appointments and open houses.

Waze

Waze is an app for your phone that provides directions for real estate agents when they're traveling.

Quickbooks

Quickbooks is an online accounting app that gives real estate agents VALUABLE information and makes accounting simple.

We live in an age FULL of wild and important technologies. Use some of these technologies in your real estate business, and you'll be SHOCKED by how much growth you'll see.

TRES 241: Jimmy Burgess - How to Generate Momentum in Your Business Jan 24, 2023

Show notes

Lost momentum in your real estate business? In today's episode of The Real Estate Podcast, Jimmy goes over 5 different ways to generate momentum for your business in ANY type of real estate market.

Get back to where you first had momentum

Even if you haven't personally had momentum, SOMEONE in your area has. Ask them where they first started seeing momentum, and get yourself to where they were.

Take inventory of all the business you've done in the past

Go back a few years and look at clients you've done business with. How did contact first begin, and what did the process look like? Utilize all of this information to start generating momentum again.

Start doing whatever generated business for you in the past

Instead of focusing on new avenues, go back to form. Utilizing the data you got from taking inventory, find what generated the most momentum and go back to it.

Block your time

We waste FAR more time than we tend to realize. Instead of mindlessly wasting time, set specific blocks of time to do specific activities. Make sure you actually utilize this time to do things to generate momentum.

Pick up the phone and make phone calls

Momentum only comes from more conversations. You HAVE to actually talk to people ABOUT real estate in the real estate market. Call contacts, make outbound calls, and UTILIZE your phone.

Momentum is key in real estate. Use these 5 tips to generate MORE momentum for you and your real estate business.

TRES 240: Jimmy Burgess - 5 Predictions for 2023 and How You Can Take Advantage of These Opportunities Jan 20, 2023

Show notes

2023 will be a year of opportunity. In today's episode of The Real Estate podcast, Jimmy goes over 5 different predictions he has for 2023, and how YOU can take advantage of these predictions for maximum profits and business growth.

Less Transactions

In the last half of 2022, for multiple different reasons, the market has slowed down. There's a disconnect between prices that sellers are willing to sell at, and that buyers are willing to buy at. Jimmy predicts that for the first half of 2023, this stagnation will continue.
Since there are going to be less transactions, whatever transactions you do have, you have to MAKE SURE they don't fall through the cracks. Make a list of the clients who are most likely to either buy with you, sell with you, or send you leads. FOCUS on these clients.
You also have to prioritize relationships. ADD VALUE to your clients. Transactions may be slow going into 2023, but by adding value to clients you make it more likely they'll do business with you, whether now or in the future.

More Inventory

All throughout 2022, there was a rise in inventory. Especially in the springtime, as homeowners are looking to move or make a change for the new year. Even though there's more inventory however, there's also been less demand.
Be VERY selective on your listings. If a seller is setting an unrealistic price, then don't take that listing. Don't be afraid to say no! With less demand and less transactions, it's CRUCIAL that you only take the listings most likely to sell.
In particular, look for EXPIRED listings. Why? Expired listings put you in a position to tell the seller what they need to hear instead of what they want to hear. Listings expire for a reason, and you can tell the seller why their listing expired, and how to prevent it from expiring again.

Look For Sellers Who Have To Sell

Over his 30+ years in the business, Jimmy has noticed that whenever a client has some major life event, they're more likely to sell. In particular, even if it sounds morbid, death can be a trigger for a sale.
After major life events, people are emotional. You can take advantage of this by being a helper for the client. Provide them with a list of services, whether that be moving companies or clean-up crews.
Death isn't the only event to look out for. Divorce, job transfers, retirement, and children are all things that can prompt someone to sell their house.

A Lot of Agents Leaving Real Estate

When the market is good, a lot of people get into real estate because they believe it's easy and quick money. When the market slows down, however, agents tend to leave.
For the people looking to get out of real estate, you can help them park their real estate license. You can also offer to pay these agents a referral fee. This lets them continue to monetize all of the work they've done, and will make YOU seem like a better real estate agent.

Superstar Agents Will Emerge

The real estate business has a natural rotation of agents. Just as agents are going to step away from the business, new top-tier agents will emerge. The top 5% of agents now probably won't be in the top 5% in the next few years as they naturally rotate out.
Don't treat real estate as a hobby. If you want to be one of these emerging superstars, you HAVE to put in the effort and the work. Go all in NOW so you can have a solid foundation once the market picks back up.

As the market continues to slow down going into 2023, RECOGNIZE these trends. Once you've recognized them, you can then take advantage of them. Put in the effort and focus on what matters and you WILL keep seeing profits going into the new year.

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