The Real Estate Sales Podcast

Latest Episodes:

TRES 219: Jimmy Burgess - 7 Underutilized Apps/Tools for Realtors Nov 08, 2022

Show notes

The tools that we have can help you grow your business in an amazing way. On today's episode of The Real Estate Sales Podcast, Jimmy gives you 7 underutilized tools that can take your real estate business to the next level.

BombBomb

Allows you to send videos and embed videos in email with good movement. If a picture is worth a thousand words, a video is worth millions.

Homebot

Allows you to take data points and send a detailed report to homeowners with your own personal branding.

BoxBrownie

A great tool to upgrade your photos and to virtually stage a home.

CamScanner

Something you can download on your phone that gives you the ability to scan all the documents that you need.

Social media management tools

Jimmy uses hootsuite, but he also recommends Buffer.
Helps you to schedule content and not fall behind on social media.

Grammarly

This tool corrects your grammar and helps you to be viewed as a professional. When you send professional texts you are viewed more professionally.

ShowingTime

Allows you to systematically make sure you are asking for feedback from your sellers along with scheduling showings.

Ultimately this is a relationship business, but if you utilize these tools you can help take your business to the next level.

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 218: Jason Gruner - Generating More Luxury Listings Through Video Storytelling Nov 04, 2022

Show notes

On today's episode of The Real Estate Sales Podcast, Jimmy talks with Jason Gruner, a luxury home agent from Nashville, about how to generate more luxury listings through video storytelling.

What does Jason do?

Jason has found that every home is unique, especially luxury listings. Jason tells that home's unique story to the buyers through long-form, agent-on-camera, video.
He films a 10 to 15-minute walk-through of your home and tells the personal stories that make this home special.

What is the framework of Jason's videos?

There has to be a great hook within the first five seconds and then something to keep them watching till the end of the video.
He tries to imagine he is showing the house to one of his friends. He tells the personal stories of the house and hits the emotional side of things.

How does Jason distribute the video?

They post long-form videos on Facebook, Youtube, and LinkedIn. They spend the majority of their budget on Youtube because of the ability to easily target active homebuyers.
On Facebook, they focus on people within a specific location who have recently viewed real estate websites.
LinkedIn is more expensive than Youtube and Facebook, so Jason focuses on organic traffic.

What do the results look like?

Jason pays 5 to 10 cents per view. He sees it as a no-brainer because the views are so cheap and sellers are going to be expecting this for their homes.

How does Jason pitch to sellers?

He has a 20-page guide of his specific "Tell Your Story" method.
He takes 1% of the list price and spends it on marketing to sell the home.

How does Jason film short-form videos?

They film short-form on an iPhone in vertical format. They pick 15 spots in the house and film a video in each.
A 7 to 59-second video in each spot tells a story, then the CTA is directing people to the full video.
They post the videos on five platforms; Facebook reels, Instagram reels, Tiktok, LinkedIn, and Youtube shorts.
Jason recommends putting good captions on the video because lots of people watch without sound.

Connect with Jason on Instagram, Facebook, Youtube, and his website.

TRES 217: Jimmy Burgess - The 5 Biggest Investments Top Producers Never Regret Nov 01, 2022

Show notes

There are certain times in our business where if you are going to move to the next level it is going to get uncomfortable. One of those things is spending money. On today's episode of The Real Estate Sales Podcast, Jimmy tells you the 5 biggest investments that top producers never regret.

Coaching

It is never a bad idea to add accountability to your life. Adding a coach keeps you accountable and pushes you further.
Investing in a coach gives you another set of eyes to see things you might not.
Find a coach that has done what you want to do.

An assistant

If you are at a place where you are having difficulty keeping up with your business, now is the time to hire an assistant.
Have a very specific job description before you hire an assistant.

Invest in your CRM

This is a financial investment and a time investment. Your CRM is the lifeblood of your business.
Do you have a CRM and is it optimized? The best CRM for you is the one that you will utilize.

A videographer/content creator

You are going to need to become a media company that happens to sell real estate.

Client gifts and client appreciation parties

If you believe that this business is about relationships, start making relationships your business. The best way to do that is by saying thank you.
Try doing something with a local business, make a donation to a charity that they love, or have a painting done of their house. Make it personal.

TRES 216: Separation Season! How to Move Yourself and Your Business to the Next Level Oct 28, 2022

Show notes

There are certain times during the year that we separate ourselves from the competition and who we used to be. In today's episode of The Real Estate Podcast, Jimmy gives you 7 ways to separate yourself from everyone else.

Focus on your health

If you don't have good health, everything else is irrelevant.
Drink enough water, get enough sleep, exercise, and think about your diet.
Your health is the building block for moving everything else in the right direction.

Get your mind right

Are you reading books, listening to podcasts, and broadening your mind?
When your mindset is right you can take your business to the next level.

Show more gratitude

Who is it that you should be saying thank you to? How long has it been since you wrote a thank you note?
Showing gratitude is the right thing to do and it puts the law of reciprocity into motion.

Provide more value

If you give more value into the marketplace, more value comes up.
This industry is based on the fact that the more value you provide the more your business grows.
Social media gives you the opportunity to provide value to your ideal clients. Video gives you the ability to connect in a different way.

Have more conversations

The more people you talk to the more opportunities you have to deepen relationships and have more business.
Focus on adding value through genuine conversation.

Have more in-person meetings

Invite people to coffee, lunch, or happy hour.
There is nothing more important in our human relationships than connecting with people.
Set on your schedule to meet someone in-person each day.

Work harder

If you want different results, you've got to do different things.
What are you doing in your business that works? Double it.
Don't just do extra hours, do extra effective hours.

TRES 215: Jimmy Burgess - The 11 Magic Words for Success in Real Estate Oct 25, 2022

Show notes

There is power in words and on today's episode of The Real Estate Podcast Jimmy shares the 11 magic words for success in real estate.

Who is your ideal client?
When you understand who your ideal client is you will add more value.

What

What pain points do your clients have?

Where

Where is your ideal client? Are they on Facebook, Instagram, Youtube, at community activities, etc.
Position yourself to be in the best possible place to serve them at the highest level.

When

Now that you know who your client is, what they need, and where they are - ask when are they there?
When do you need to post on social media or send emails?

Value

What is the value that you can add?

Consistency

Consistency is key to conversion.

Growth

If your business is not growing, you are dying. Is your business moving forward?
Staying where you are is not an option.

Feelings

What do clients feel about you?
Are you showing how much you care about your clients?

It's my pleasure

Whether you are at Chick-fil-a or the Ritz-Carlton they let you know that it is their pleasure to serve you. That's what you want in your business.

Thank you

Thank you seems so simple, but don't overlook it. How long has it been since you sent a thank you note?
When you take the time to say thank you, it sets the tone that your business is built on generosity.

That's what you want every client to say after the transaction is over.
When people say "wow" they can't help but tell other people about it.

TRES 214: Jimmy Burgess - 11 Real Estate Understandings That Can Change Your Tax Bracket Oct 21, 2022

Show notes

The more you know the more your bank account will grow. In today's episode of The Real Estate Sales Podcast, Jimmy explains 11 real estate understandings that can change your tax bracket.

1. It's not about you

It's about solving problems and meeting the needs of your clients.
When you shift the focus from yourself to your clients, your business will begin to grow.

2. Relationships are greater than transactions

If you can shift your focus and understand that you need to build deep relationships, the transactions will follow.

3. The more you know the more you grow

Become a student of your contract.
Become the person that understands what's happening in your city, what are the numbers for your market, what are the average days on the market, etc.
When you know more your business will grow.

4. You are a marketing company that happens to sell real estate

The basics of this business are marketing.
The better you get at marketing, the faster your business will grow.

5. Your vibe attracts your tribe

Be authentic to who you are.
This will attract the exact right person for your business.

6. Video is a must

When you send a video message there is no doubt about who you are and the message you are sending.

7. There is no such thing as a past client

You are building clients for life.
The value that a client has is in a lifetime relationship.

8. Leads are a 3-step process

Lead generation, lead nurturing and lead conversion.
Understanding this three-step process will change everything.

9. The money is in the follow-up

If you don't follow up, nothing is going to happen.
You have to be the person that will initiate the follow-up and continue to add value.

10. Consistency is key

Whatever it is you are doing, you need to commit to doing it consistently.

11. Platinum is better than gold

The platinum rule says, "Treat other people the way that they want to be treated."
Consistently give people what they want in the way that they want it.

TRES 213: Jimmy Burgess - 7 Things Top Producing Realtors Wish They Would Have Done Sooner Oct 18, 2022

Show notes

Sometimes, life is about regrets, so maybe by hearing the regrets of others your business can move faster than theirs did. Jimmy talked to top-producing realtors and asked them; what do you wish you would have done sooner? In today's episode of The Real Estate Sales Podcast, Jimmy tells you the 7 things that top-producing realtors wish they would have done sooner.

1. Hire an assistant

Hiring an assistant gives you the ability to do the things that you are good at.
An assistant can help you with follow-ups, systems, closing transactions, marketing, and staying consistent.
Are you doing the activities that an assistant could be doing for $15 an hour that would give you the ability to focus on more important things?

2. Become a student of the game

There is a moment in most top producers' businesses when they realize they don't need to reinvent the wheel. They realize the need to do the things that other top producers are doing.
You can't be something until you see something.
When you change the actions you take you to change the reactions you get.

3. Start Geographical farming

Top-producing realtors wish they would have become an expert in one neighborhood and become the go-to person for that neighborhood.
Focusing on a farm, it has helped them focus on a niche portion of their business that allows them to actually expand.
You grow with the clientele as they grow in their lives.

4. Go all-in on video

We are moving into a time where video is critical, it isn't an option anymore.
Are you sending texts or video texts? Emails or video emails?
Every top producer that Jimmy knows has gone all-in on video

5. Optimize their database sooner

Do you have your data organized in a way that you can segment a specific group of people and give them specific messaging?
Think about the business and what is the end result.
Having an optimized database provides value and helps your business build.

6. Join a mastermind or hire a coach

You can't build the business of your dreams without other people.
Find someone who has already done the things that you want to do with your business.

7. Build relationships with other agents

When you have a relationship with other agents you can bounce ideas off of each other, know what is going on in the market, and help each other put deals together.
Make sure you are connecting with other agents from other markets.
Try creating an email list to agents and provide them with value so that they think of you when thinking of your market.

TRES 212: Jimmy Burgess - 2023 Business Planning Session (With Worksheet for Your Business Available) Oct 14, 2022

Show notes

A clearly defined set of goals (and putting plans to paper) is the best way to ensure you accomplish what you want in both your personal and professional lives. In today's episode of The Real Estate Sales Podcast, Jimmy walks through his goal-setting process to plan the actions and directions necessary to succeed.

Use SMART goals:

Specific, Measurable, Achievable, Relevant, Time-bound
Start from the amount of money you want to make, and divide your desired yearly income by a single average transaction income to get the average number of transitions you'll need for the year.
On average, it takes 50 real estate conversations to garner a transaction. Therefore, multiply the number of transactions by 50 to determine how many discussions you'll need over the year to receive the desired income.
Consistency is key. Just because you don't have enough conversations one day doesn't mean it should prevent you from making those conversations happen the rest of the week.
Try to have more conversations at the beginning of each week to generate momentum.
Plan to make more calls in the beginning - double the calls for the first few months to start strong and make it more likely to reach your goals

What are you going to do to generate these conversations?

Overhear people in your community, whether at the church, grocery store, or coffee shop.
More importantly, generate leads to generate conversations.
Have seven different sources of leads, so you have multiple streams.
Start with past clients - they already know, like, and trust you.
Talk with your sphere of influence and use the existing relationship to quickly determine how you can be of service to them.
Identify how you generated your past clients. Was it a purchased lead, or was it through open houses or other events? Whatever sources generate the most leads, increase your activity in those channels.

Budgeting:

Investing is a systematic approach to garnering a routine return.
Top agents understand how much they can expect their earnings to generate for their business. Understand your figures, and reinvest at least 10% of your generated income for marketing and other assets for your business.
Invest in events and training. There are many benefits to being around other agents and thought leaders in the real estate industry.
Find conversations that surround yourself with other top producer real estate agents. There are opportunities to both learn and network with other top agents.
Mastermind groups and skill-related online courses geared toward powerful real estate tactics are potent tools that will give you the knowledge and information to be a better agent.

TRES 211: Heidi Harris - Don't Buy Leads! Buy Lunch! Oct 11, 2022

Show notes

Now that the market has changed, what can real estate agents do to maintain momentum in their business? In today's episode of the Real Estate Sales Podcast, Jimmy is joined by Raleigh-based realtor Heidi Harris to learn how she has shifted her strategy to make more real estate connections.

The market is adjusting from the chaos of the last couple of years.

Realtors have gotten complacent because of how easy it was. However, we need to get back to basics - make relationships and be a resource for your community.
What's the easiest way to make connections? Get face-to-face with people. She schedules lunches.
Once she does lunch, she schedules another one to keep the train moving.
It could be people from social media, your kids' school, or church members.

The sense of community and a need for it has never been stronger.

If realtors invite the people around them to participate in that community, they remember it.
Do a quick breeze-through of their social media to learn the updates and significant events in their lives. But, more importantly, ask how you can be of service to them.
When Heidi books a lunch, she schedules them at noon and then says she was a 1:30 appointment to ensure the lunch doesn't drag on too long.
Be authentic and show up for the people around you. People crave community, and realtors have the tremendous capacity to foster and build those relationships people want.

You can't have relationships without time.

You don't know how many referrals might be generated from these lunches.
When people ask Heidi about her take on the real estate market, she talks about the normalizing market. She then tells them about the client appreciation events happening soon, so they feel free to participate.
If you don't have events happening soon, ask these clients what they'd like to see from their realtors. So if you don't have anything planned, just ask!

For more content from Heidi, follow her on Instagram at @homesweetheidi or send a referral email to heidi@homesweetheidi.com. 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 210: Jimmy Burgess - The 7 Best Social Media Tips I've Ever Heard Oct 07, 2022

Show notes

Social media is critical to see your business grow. Whether it's to find clients, deepen relationships, or create new connections with others in the industry, social media is a powerful tool at every realtor's disposal. In today's episode of The Real Estate Sales Podcast, Jimmy details seven of the best social media tips for real estate agents to help everyone use the platforms successfully.

Master one platform at a time.

Mastering a platform allows you to generate a following, which bleeds into other platforms.
Start where you're comfortable. Whichever platform you think you'll be best at is often the best channel to use first.

Have a plan and a set of goals.

The plan of action is just as important as the execution.
Create a content calendar to understand what content you need to create.
Ideate weekly content themes to post similar content on specific days to make it easier and consistent.

Be authentic.

Being yourself attracts your ideal client.
Talk about what interests you, whether that's numbers, humor, or whatever other facets interest you.

Be consistent.

Consistency leads to conversions.
Don't overwhelm yourself. Do what you know you can do, and then push yourself to do a little more.
The more people see you, the more they trust you with their real estate business.

Document your journey.

Share your journey with your followers. Tap into the interest people have in real estate, and you'll begin to accumulate people interested in your content.
What do you do daily that people find interesting?

Respond to every single comment.

If you're working on getting engagement, why wouldn't you respond to that comment?
Responding assists the algorithm, creates a connection with someone, and encourages them to comment more.

Implement the $1.80 principle:

Find ten relevant hashtags, and comment on nine different posts within that hashtag.
You'll see content similar to what you want to make, and you'll begin to create connections with people creating similar content.

Our TOPPODCAST Picks

Follow Us

Stay Connected

The Real Estate Sales Podcast

Related Podcasts

Links

Stay Connected