The Real Estate Sales Podcast

Latest Episodes:

TRES 229: Jimmy Burgess - 7 Things Your Competition Hopes You Don't Do Dec 13, 2022

Show notes

If you do these seven daily activities, you will set your business on fire! Be consistent each and every day and your efforts will be compounded.

Counting from 7 to 1 – they are the following:

7. Seven conversations with seven homeowners each and every day.

6. Speak with six prospective buyers. Share information about properties, and get them in touch with a lender.

5. Check-in with five of your past clients or people that are in your sphere of influence.

4. Send four hand-written notes to agents in potential feeder markets.

3. Either show or preview three different homes each and every day.

2. Send a text, email, or video walkthrough of homes that you have previewed to two potential buyers each day. This lets your buyer know that you are working for them and going the extra mile.

1. Send an unsolicited video CMA to a homeowner each day. Provide value – illustrate that you are their real estate expert on what their home could be worth should they decide to list.

By applying these seven daily habits rigorously and consistently, you will see your business build and be profitable next year and beyond.

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 228: Jimmy Burgess - Do These 7 Things Daily to Have Your Best Year Ever Dec 09, 2022

Show notes

If you do these seven daily activities, you will set your business on fire! Be consistent each and every day and your efforts will be compounded.

Counting from 7 to 1 – they are the following:

Seven conversations with seven homeowners each and every day.
Speak with six prospective buyers. Share information about properties, get them in touch with a lender.
Check-in with five of your past clients or people that are in your sphere of influence.
Send four hand-written notes to agents in potential feeder markets.
Either show or preview three different homes each and every day.
Send a text, email or video walkthrough of homes that you have previewed to two potential buyers each day. This lets your buyer know that you are working for them and going the extra mile.
Send an unsolicited video CMA to a homeowner each day. Provide value – illustrate that you are their real estate expert on what their home could be worth should they decide to list.

By applying these seven daily habits rigorously and consistently, you will see your business build and be profitable next year and beyond.

TRES 227: Jimmy Burgess - 7 Types of Agents This Market Will Crush (How to Not Be One of Them) Dec 06, 2022

Show notes

The real estate market is changing and it's going to crush certain agents. In this episode you will learn how not to become one of them.

Transactions are Down from Last year

Going into a period of transactions that will take 12 to 18 months longer to close.
In 28 years of business, Jimmy has learned how to get past the downturns.

7 Types of Agents

The Uniformed Agent – Do you understand what is happening in your market?
The Secret Agent – Does your circle of influence know you are in the real estate business?
The Negative Agent – Do you flood social media with negativity?
The Passive Agent – Are you waiting for the business to come to you?
The Undisciplined Agent – Does your day get away from you?
The Desperate Agent – Can your prospects sense your desperation?
The Unfocused Agent – Are you bouncing from niche to niche?

Be a light to others, stay informed, and keep your focus laser sharp. Now is the time to add more value to your business. Be the opposite of the agents that will be crushed in the year to come. What you focus on is what you will get. Focus on growing your business no matter what the market is doing and your business will grow.

TRES 226: Jimmy Burgess - 7 Information Sources Smart Agents Use Dec 02, 2022

Show notes

Knowledge is power and when you share that knowledge you become the perceived expert in your field. In today's episode of The Real Estate Sales Podcast, Jimmy shares seven resources that will help you stand out as the smart agent in your neck of the woods.

Position yourself that if the Wall Street Journal or Inman News wanted an interview in your local market you would be the expert they would speak with.

Realtor.com/Research/Data: National data that compares state and local market statistics throughout the years.
National Home Builders (www.NAHB.org): Housing starts, permits, and inflation trends.
Showing Times: Trends on showings in the national, state, and local markets. You will see historically what has happened and be able to evaluate where the trends are going.
Keeping Current Matters: Easy-to-understand collated cliff notes about the market that you can share in your social media accounts.
Zillow.com/Research: Historical data that is consumer friendly on sales of homes and rentals in the nation.
National Realtors Association (NAR) Home Sellers and Buyers annual report: Helps you formulate how to position yourself in your market.
Multiple Listing Service (MLS): Critical data that gives you school and neighborhood trends, and inventory numbers.

The person who is viewed as the local expert is always going to be the person that does the most business. What are you going to do? Are you going to utilize some of these tools to make sure that you're communicating out as much value as possible to the marketplace? When you communicate value out, value comes back.

TRES 225: Jimmy Burgess - Step-by-Step Listing Machine Strategy Nov 29, 2022

Show notes

The market has changed, the things that we did last year are probably not going to help us get where we want to go next year, the things that we did that were easy in the past are probably going to be a little more difficult going forward. In today's episode of The Real Estate Sales Podcast, Jimmy walks through his Listing Machine Strategy to take your business to a whole new level in the changing market today and tomorrow.

Statistics show that in America every 11 years homeowners sell their home. National Association of Realtors statistics show that 89% of the time homebuyers reach out to the same real estate that they previously used.

Strategy:

All in CRM
- Tags
- Details (Birthdates, bought it – sold it)
Automated emails of data (consistent touches)
Unsolicited Updated Value – What's the value of their home? (Via video)
Automated personal outreach (3, 6, 9, 12-month plan)
Utilize Home Bought App
Monthly Video Update on the market
Connected with your database on social media

If you implement this strategy five days a week by reaching out to four homeowners a day you will grow your database to 1,000 potential homeowners in the next 12 months who will either list, buy or refer to you.

This will build a system that will compound over time as you implement the process giving you lasting results.

TRES 224: Lynne Kelleher - Growing Your Business Through Giving Back to Your Community Nov 25, 2022

Show notes

Are you wondering how you can give back to your community? On today's episode of The Real Estate Sales Podcast, Jimmy chats with Lynne Kelleher about how to grow your business by giving back to your community.

How did Lynne get her start at giving back?

She has always been a believer in supporting the community that supports you.
Lynne leads a group of women who meet four times a year and donate $100 to a charity nominated by the members of the group. At her first meeting she started with 35 women, she now has 250 women. Lynne donates $100,000 a year and spends 4 hours doing it.

How exactly do these meetings work?

Lynne has an email list and sends out email reminders to her members. They can attend in person or on zoom.
They meet in a country club and start with announcements. Then the three selected members get 5 minutes to talk about their charity and a small question and answer period.
The votes are then cast and tallied, and the members write a check directly to the charity organization.

How does this help Lynne's business?

Lynne has expanded her center of influence by doing great things for her community. She receives lots of press and people now associate her with her group.

Episode Resources

For more information from Lynne you can reach out to her by email or phone at Lynne@lynnekelleher.com or 215.813.6655

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 223: Jason Gruner - How to Farm a Luxury Neighborhood Nov 22, 2022

Show notes

On today's episode of The Real Estate Sales Podcast, Jimmy talks with Jason Gruner to discuss the process of how to farm a luxury neighborhood.

How did Jason choose a specific area?

Jason's end goal is figuring out how to get a seller to call him.
He picks an area that makes sense, has $10 million in volume trailing 10 months, a turnover of at least 6%, that he wants to work in, and that he gets excited about.

What does the typical monthly output look like?

The biggest thing that Jason has committed to is the first of every month he sends out a bright yellow market report for that area. The physical component of sending mail to someone is a huge opportunity and can set you apart.
Jason also films a market report and posts them to his social media each month.

What would Jason have done differently?

He would have done half the size of what he did and made sure to send 12 postcards in the first 12 weeks.

TRES 222: Jimmy Burgess - 7 Ways to Show Gratitude This Thanksgiving Nov 18, 2022

Show notes

Thanksgiving is a great time for you to say thank you to those who have made a positive impact on your life. On today's episode of The Real Estate Sales Podcast, Jimmy shares seven ways that you can show gratitude this Thanksgiving.

Send video thank you texts

On Thanksgiving morning Jimmy makes a list of individuals who he wants to thank and sends them a personal thank you video.
Showing gratitude is a two-way street, it always comes back to you.

Deliver a pie to your best clients

Think of your 10 best clients and hand deliver them a pie with a handwritten thank you note.

Handwrite thank you notes

Personalized hand-written thank you notes really stand out.

Say thank you through a charity donation

Donate to a cause that is important to your clients.

A check-in call
Give a gift card

Think about an expense your clients will have during Thanksgiving and give them a gift card for it.

Send fresh-cut flowers

Flowers never make things worse, they always help.

TRES 221: Heidi Harris - The 7 Things I'm Doing Now That the Market Has Shifted Nov 15, 2022

Show notes

On today's episode of The Real Estate Sales Podcast, Jimmy talks with Heidi Harris about the seven things you can do to make sure that next year is your best year.

1. Unsubscribe from unnecessary emails

Unsubscribe from anything that isn't giving you value so that you can clear your mind and start your day on the right foot.

2. Create a master sphere of influence list

3. Use Homebot.ai

Homebot allows you to take data points and send a detailed report to homeowners with your own personal branding.
If you do not have a CRM, this is a great place to start.

4. Get a coach

5. Invest in Quickbooks

6. Take a morning walk

Take time for yourself and calibrate yourself. Heidi uses her time to listen to audiobooks, most recently she read Traction and highly recommends it. Jimmy recommends I Love It Here by Clint Pulver.

7. Be in front of people

If you believe this business is built on relationships, make building relationships your business.

If you would like to hear more from Heidi, email her at heidi@homesweetheidi.com, and follow her on Instagram, Youtube, Facebook, and her website.

TRES 220: David Childers - Answering the question: Is Now a Good Time to Buy? Nov 11, 2022

Show notes

The biggest question right now is if right now is a good time to buy a house. Seeing the rise in interest rates and prices, many people have questions.

The decision to buy a home is a very personal decision for everyone. There are two things everyone should ask themselves. What do you believe about interest rates and what do you believe about prices?

Interest Rates

Since the first week of this year, interest rates have shot up. It has been the fastest rise in interest rates in 50 years. This has added, on average, $1,000 to mortgage payments across the country.

In the short term, experts are forecasting rates to go higher - because of inflation - and this is driving us toward a recession. Historically, recessions have meant a fall in interest rates.

Pricing

A rise in interest rates is causing demand to pull back which is reducing the downward pressure on prices. There are not many reputable sources calling for a crash in the market.

David believes that next year will be relatively even.

Long-term benefits of home ownership

In the last few years, we have gotten too used to appreciation in price. That is not a normal market.

For many individuals owning a home is a major life event and ultimately it is about the American dream.

David's advice to agents

In David's office, they have a large wall that reads "Every family should feel confident in buying a home".

Check out Keeping Current Matters and learn how to create credibility in your market.

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