Top Agent Happy Hour Podcast

Latest Episodes:

17: How To Sell 30 Homes Your First Year w/Dustin Fox May 23, 2019

Show notes

How To Sell $50 Million Your First Few Years w/Dustin Fox

To contact Dustin Fox: www.FoxesSellFaster.com

Devon and Dustin Fox- Pearson Smith Realty 14827 Wood Home Road Centreville, VA 20120 www.FoxesSellFaster.com (703)927-1461

How to Keep Improving Every Day w/Noel Tuggle May 03, 2019

Show notes

In real estate, your results and level of success depend greatly on the time and effort you put into it. How can you get on top, and stay there? What can you do to make your name synonymous with real estate in your area?

On this episode, we talk with Pearson Smith Realty Team agent, Noel Tuggle, as he shares his advice for how to improve as an agent.

Get out there and make sure your name is synonymous with real estate. -Noel Tuggle

Three Things We Learned From This Episode

In real estate, you can’t afford to dwell on your downfalls. In the time you take to worry about the deal you didn’t get, you could be out closing others. Keep your morale high and remember that it’s not the end of the world when you fail.

Stop being timid in business. Developing a more aggressive approach is a game changer in real estate. Make sure you’re making a name for yourself in real estate and don’t allow fear or shyness to hold you back.

The best way to find out where you’re going wrong is by asking. When you meet with prospective clients, ask them what you could have done better. Use this constructive criticism to make your business better.

Become the master of your own mindset, and never think you’re past the need for improvement. Even when you’re on top, remember that your job is to serve your clients. Make sure you’re listening to their concerns and their criticism, and continue to develop your expertise.

Guest Bio

Noel Tuggle is an agent at Pearson Smith Realty Team. After completing his studies in marketing and business management, and subsequently bartending for 10 years, Noel decided to try his hand at real estate. Thanks to his knowledge of the county (having been a Northern Virginia resident for over 15 years), and his passion as a ‘people person’, Noel has had great success as an agent.

To find out more about Noel, head to: https://dmv.psrhomesearch.com/agents/79838-Noel-Tuggle/

You can contact him via call or text on 7035549382, or email at noel@pearsonsmithrealty.com

To contact Dustin Fox head to:

www.FoxesSellFaster.com

How Zillow and Other Platforms Use AI to Get the Dialogue Started w/Matt Johnson Apr 25, 2019

Show notes

Platforms like Zillow bring a lot of opportunities to agents. How can you make the most of the platform? Which mistakes do you need to avoid if you want to have great results?

On this episode, we’re joined by Matt Johnson to discuss how you can use Zillow and AI more effectively.

Three Things We Learned

Embrace artificial intelligence. Clients want to push a button and have an appointment.
One of the biggest mistakes agents make is not responding to clients on Zillow. Stay active on the platform.
When responding to reviews, include personal details. You want people seeing the reviews to know you have great relationships with your clients.

Online platforms are often seen as impersonal because of their reliance on artificial intelligence. However, platforms like Zillow actually allow you to showcase your connections with past clients. Embrace artificial intelligence for its convenience factor, but remember that the real estate industry requires human interaction.

To contact Dustin Fox - head to www.FoxesSellFaster.com

The More You Give, The More You Gain w/Jennifer Mack Apr 05, 2019

Show notes

Helping others always comes back to you. What can you do to ensure you’re not only doing well in your business, but genuinely helping your clients? Should you dedicate more of yourself to your business, or can you make an impact outside of your work? On this episode, we talk with Jennifer Mack of Jennifer Mack Properties. Jennifer is known for going above and beyond for her clients, and strives to provide heartfelt solutions to everyone she works with while staying present in her personal life.

Three Things We Learned

Surround yourself with positive people who uplift you and support your goals.
Hire help to delegate the tasks you don’t need to do yourself.
Use a range of strategies to stay top-of-mind

Never stop striving towards being generous, improving your knowledge, and sharing what you’ve learned with others. Have an abundance mindset, and never limit yourself. The world is becoming smaller by the minute— why not take advantage of that? Make new contacts and stay in touch with the old ones. However, never forget that generosity begins at home. Allow yourself time to exist in contexts other than work. By giving this to yourself, you will be able to give to others in the most genuine manner. To contact Dustin head to www.FoxesSellFaster.com

Why You’re Never Too Young to Impact the Industry w/Casey Menish Mar 28, 2019

Show notes

For new agents in the industry, making your mark can be a long process. How can you foster other people’s trust in your ability to get them the best deals and the best homes? Does it take years, or can you accelerate your reputation and impact?

On this episode, we talk with Casey Menish, who is proof that being new to the industry should never be a hindrance to your success. Casey made a name for herself in real estate despite discouragement from seasoned agents early in her career.

Three Things We Learned From This Episode

Building relationships is important

Having social relationships with clients can help to bolster your professional relationships. Meet for happy hour or small gatherings, rather than huge client appreciation events. By building personal relationships, you’re more likely to keep getting referrals.

You have to stay top-of-mind

While you should be visible to past clients as a friend, make sure they don’t forget you were their agent. From time to time, and on anniversaries of their transactions with you, send them details of the neighborhood they bought in. By reminding them that you are not only their friend, but also their agent, you’ll be the first person they think of when they need to sell their home or buy a new one.

Being easily reachable is crucial

When you’re contacted by a client, respond as soon as you can. Not only is it easy when you have a cellphone with you, it also goes a long way in building a trusting relationship.

In real estate today, it’s important to have a bond with your clients. After all, you’re playing a big role in their lives by finding them a home. Build relationships and stay close with those you work with. You’ll not only have a great social circle, but a loyal client base.

Guest Bio

Casey Menish is an agent at Pearson Smith Realty. After graduating from Virginia Tech with a Bachelor of Science in marketing, Casey decided to start a career in real estate. However, she was met with discouragement from a family friend who told her she was too young. Undeterred, Casey went on to meet with CEO and founder of Pearson Smith Realty, Eric Pearson. With his encouragement, Casey started flourishing at the agency by leveraging her knowledge of social media. Nearly 6 years after starting her journey with Pearson Smith, Casey continues to bring in business by ensuring she has genuine connections with her clients. In addition to strengthening ties with clients, Casey pays it forward in her community through her involvement with two charity foundations, as well as fostering dogs.

To contact Casey, you can connect with her on Instagram: @caseymenish .You can also email her on casey@psrcollection.com

To find out more about Casey and Pearson Smith Realty, head to: https://dmv.psrhomesearch.com/agents/28223-Casey-Menish/

If you’d like to find out more about the charities Casey is involved with check out:

Wholehearted Foundation:https://www.wholeheartedfoundation.org/

Paradigm Foundation: https://www.paradigmfoundation.org/

To contact Dustin head to: www.FoxesSellFaster.com

How to Be a High-Performing Agent w/Robyn Burdett Mar 21, 2019

Show notes

The real estate business is constantly evolving, and it’s critical to keep learning. We also need to recognize the value of creating a bond with our clients. How do we remain high-performing? How do soft skills impact our sales? What is our role in mediating information? In this episode, Robyn Burdett shares how we can improve our performance and client relationships in real estate.

Three Things We Learned

Finding your whyTo stay excited about real estate, we need to have a vision bigger than ourselves and a reason for doing what we do. Our reasons can be personal or professional, as long as they are important to us. Once we know what we are doing it for, we become mentally invested, and it’s easier to maintain high performance.

How to sell through listeningWe are not typically taught how to understand body language and work with different personality types. Learn to listen and form a bond with people in order to make successful sales.

Share the right informationOur relationship with clients has changed with increased access to information through the internet. There is too much information out there for people to focus on, or to know what works and what doesn’t. We used to be the information brokers, and now it’s our job to make sure the clients get the right information.

Being an agent today means working with people in new ways and being ready to adapt. Information is readily available online and digital marketing plays an important role, but we need to be able to focus on and share the most valuable information with our clients while also building a meaningful relationship with them. When we pay this extra attention to our clients, we are better equipped to do our job well and increase our sphere of influence.

Guest Bio

Robyn Burdett is the Founder and CEO of the Robyn Burdett Real Estate Group and is the Associate Broker at RE/MAX West End. She has been in the real estate business for 31 years, selling homes throughout Northern Virginia, including Fairfax, Arlington, Loudoun and Prince William Counties. Robyn was awarded the Washingtonian Magazine 2017 Top Agent, the Washingtonian Magazine Top Team, the Northern Virginia Magazine Top Agent, the RE/MAX Lifetime Achievement Award, and is in the RE/MAX Diamond Club and the RE/MAX Hall of Fame. She studied at George Washington University and is a certified Residential Specialist.

Learn more at https://www.robynburdett.com/ To contact Dustin head to: www.FoxesSellFaster.com

Pat Hiban on Getting Out of Production & How He Would Build a Team Today Feb 21, 2019

Show notes

A lot has changed in real estate, and leaders have to be able to continuously train agents and keep up with evolving models. How do we encourage continuing education for our agents? How can we distinguish between working out of ego vs. doing it because it’s what we actually want? On this episode we're joined by Pat Hiban, the founder of Rebus University and Gobundance, and host of the #1 real estate podcast. Pat shares on his real estate journey and the lessons he’s learned along the way.

Three Things We Learned From This Episode

Why youth isn’t a disadvantage

Being young or new in the business is something you can use as a strength, especially now. Younger people have more experience with the online world, which is where most consumers are doing their home searches. Having fewer clients is can also be an advantage because it means that you can be more dedicated and give clients undivided attention.

How lead follow up has changed

Follow-up is so much more important now because buyers are looking at homes 6-8 months in advance, meaning the ISA is crucial in the process.

How the sphere of influence changes when you get out of production

When you go out of the business and someone else takes over the team, your sphere of influence will be affected. If you don’t have a system to communicate and stay in touch, the SOI is going to get crushed.

For a lot of real estate agents, we get into the game and become driven by ego. In order for us to have real staying power, there has to be a lot more motivating us than accolades and recognition. Instead of focusing on those things, prioritize getting better everyday, pursue education, and push through to reach our goals.

Guest Bio

Pat is the founder and Chairman of Rebus University, Gobundance, and the Hiban Group. He is also the author of the book 6 Steps to 7 Figures, and is the host of real estate podcast Real Estate Rockstars with Pat Hiban. Go to https://www.rebusuniversity.com/ to find out more about the courses, go to http://www.gobundance.com/ if you’re interested in joining. Listen to the podcast https://hibandigital.com/.

To get a copy of Pat’s book 6 Steps to 7 Figures, and to get access to Rebus University’s courses for $127 a month, go to https://freesixstepsbook.com/.

To contact Dustin Fox head to: https://www.foxessellfaster.com/

How to Build a Successful Culture-Driven Independent Brokerage w/John Costello Feb 13, 2019

Show notes

Independent brokerages offer many great opportunities and benefits, but they require a leader with vision and focus. Why is culture so important in this model, and how do you make it something real and tangible at every level of the business? How can you create a collaborative environment? On this episode, independent brokerage leader John Costello shares on what it takes to go from 20 to 170 agents in 2.5 years.

Three Things We Learned From This Episode

Why John switched from flipping to buy-and-hold

As more contractors have gotten into flipping, the profit margins have shrunk. You’ll find yourself bidding against people who can do the work cheaper. John switched his strategy to a "buy and hold" model. From a profitability standpoint, putting 20-30% down and then earning between $500 and $1,000 a month is a solid return.

The benefits of livestream training

Offering livestream training to agents creates a huge learning opportunity at their own convenience. It’s evergreen, they can consume the content from anywhere, and they can never give the excuse that training wasn't made accessible to them.

The biggest mistake agents make

One of the biggest mistakes new agents make is jumping onto too many things to the point where they never really get any traction. What really helps you get moving in the beginning is consistency and long-term thinking, not short-term gratification.

Independent brokerages are ships that can move and steer easily and quickly, but running them correctly still requires planning and real intention. Success for independent and non-franchise brokerages comes down to having the right partners and being very culture-driven. As the leader, you have to have a clear vision, verbalize what it is, and then build a plan around it.

Guest Bio John is the founder/owner of Costello Real Estate and Investments. Go to https://www.costellorei.com/ for more information.

To contact Dustin Fox head to: https://www.foxessellfaster.com/

Digital Marketing for Agents w/James Rembert Feb 06, 2019

Show notes

Digital marketing is crucial to succeed in today's industry, but not everyone understands how to implement it correctly. As many who have used online platforms will attest, using digital media to market yourself or your business does not mean automatic success. How can you cut through the mountains of online content and see offline results? Have you been using the platforms incorrectly all along?

On this episode, we talk with James Rembert of Digital Natives about using social media to get tangible results.

Three Things We Learned From This Episode

Facebook is not a lead generation platform

Facebook is helpful to agents because it allows them to collect data volunteered by potential clients, and because it allows for the distribution of marketing. However, it is not a lead generation platform. Facebook is unique in that it provides information you need about your market more easily, but further than that, you should think of it as an information platform and not a lead generator.

Video is crucial

The most popular content on the internet is video. More specifically, video that shows knowledge of a particular thing. If you create video content of yourself, doing or speaking about something you really know about, you’ll get a following because the audience sees you as genuine. Once you’ve established that you are genuine, you can start telling people you’re an agent. It all starts with the audience liking, knowing and trusting you first.

Work with the platform

The digital era is here to stay, and years of experience are irrelevant to the online audience. Learn to work within the system. That means transparency and omnipresence. For those who fail to adapt, this will be a major issue.

Digital media offers numerous opportunities to those who use the tools correctly. Develop an intentional social media strategy, and don’t get too attached to the traditional ways of leads generation. We are in an entirely new system and must adapt to the rules of a new game.

Guest Bio

James Rembert is a licensed agent. After four successful years, James sold his last house in 2016 and went on to run Digital Natives. Here, he’s been at the forefront of exciting digital campaigns. James is passionate about teaching people how to use the tools we have at our disposal in a digital world. Go to http://www.jamesrembert.com/ to learn more.

To contact Dustin Fox head to: https://www.foxessellfaster.com/

How to Raise the Bar of Client Experience & Service w/Jay O'Brien Jan 30, 2019

Show notes

The bar for customer service in real estate has typically been set pretty low. While it gives agents a bad name for some people, it also gives us the opportunity to be better. How can we build our business on an excellent client experience? What is the difference between passive referrals and raving referrals? Why did our guest choose to market to existing clients over cold marketing and outreach? On this episode, agent, speaker, and founder of Client Giant, Jay O’Brien shares on branding himself differently and the value of creating a high-level client experience.

Acquiring a new client is exponentially more expensive than keeping an existing one, but real estate agents’ practices often don’t tie into that at all. -Jay O’Brien

Three Things We Learned From This Episode

Why the most expensive gift isn’t always the most impactful

The closing gifts we give can quickly quantify a human relationship. Just because we get the most expensive gift, if the value of that thing is not relevant and impactful to the client, it won’t be of real sentimental value. Give gifts that are relevant and actually solve a pain point for the buying or selling process.

Cold marketing vs. nurturing existing relationships

Most agents spend a lot of time and money on cold marketing, but the lowest hanging fruit are existing relationships. The marketing is cheaper, they already know us and like us, and we can build an army of people who are happy to refer us.

The variable that matters most for agents

Of all the qualities we sell to people, whether it’s skill set, experience, or knowledge of an area, the most important factor is that they like us. Without this, the expertise and qualifications matter very little or not at all.

As real estate agents, it can be easy to become too preoccupied with reaching for new clients. If we can shift that focus to giving a higher level of service to our existing clients during (and after) the transaction, we would immediately raise the bar of service in our industry. Being organized and on time simply isn’t enough. We need to learn from other industries and give a service that rivals some of the best organizations in the world. This way we’ll really stand out and create raving fans for life.

Guest Bio

Jay O’Brien is a licensed REALTOR®, Managing Partner of RE/MAX Prestige, speaker and co-founder Client Giant, the World's First Client Experience Agency. He is helping agents and consumers alike rethink their real estate reality. Go to https://www.jayobrien.com/ for more information and https://www.clientgiant.com/ and email concierge@clientgiant.com to find about joining. To follow Jay on Instagram, go to https://www.instagram.com/antirealtor/.

To contact Dustin Fox head to: https://www.foxessellfaster.com/

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