Top Agent Happy Hour Podcast

Latest Episodes:

How to Generate High-Quality Leads on Instagram w/Steve Bradley Jan 23, 2019

Show notes

Social media can feel like a super long-term strategy when it comes to marketing, and for agents who want business right now, it may not seem like a worthy time investment. Why is this mindset leading agents to miss out on valuable leads and connections? How can we use Instagram to generate leads and get in front of more people? On this episode, Steve Bradley shares why the biggest marketing opportunity right now is on Instagram.

The conversations I’m having, even the casual ones, are going to bring me business later. -Steve Bradley

Three Things We Learned From This Episode

The power of having frequent conversations

Regularly put yourself in the position to have conversations with people. For Steve, that’s frequently visiting his favorite coffee shops in his local area. The goal isn’t just to be top of mind for people looking to buy or sell; it’s being top of mind with everyone.

Why you should respond immediately on social media

Treat social media notifications like internet leads. You have seconds to respond, not minutes. The sooner you reply, the better. If you don’t reply, you have zero chance of building a relationship with that person.

How to avoid getting forgotten on Instagram

Take advantage of the Instagram story feature, rather than just creating posts. You only have a few seconds to be seen as someone scrolls through their timeline, and you’re competing for attention with so many people. With an Instagram story, you’re going to appear at the top of their feed for hours.

With the real estate industry feeling squeezed by platforms like Zillow and Trulia, there’s a huge opportunity right at our fingertips. Our answer to beating these platforms from stealing our leads is social media. A lot of younger consumers don’t even bother with online platforms. They go straight to the agents they want to work with through social media. By crafting the right content, posting and engaging consistently, we can start getting results from the time we spend on Instagram.

Guest Bio

Steve is the Principal Broker/Owner at Bradley Group Realtors, he is also the author of Consider it Sold!: Northern Virginia's Home Selling Survival Guide. To get in touch, call or text him at 703.895.2242 or follow @captainrealty on Instagram.

To contact Dustin Fox - www.FoxesSellFaster.com

How to Provide an Excellent Client Experience & Keep Our Agents Happy w/Mike Hogan Jan 16, 2019

Show notes

As leaders, staff retention is one of the key metrics we have to pay attention to in our business. How does it compromise our retention to make agents choose between buyers and listing? Why doesn’t today’s guest have an ISA model in his business? What are some of the biggest mistakes agents are making in business? On this episode, Mike Hogan, Hogan Group founder and leader, shares on how he has built and maintained an A-class team.

If you’re trying to focus on 15 different places to generate business, you’re never going to do all of them well. -Mike Hogan

Three Things We Learned From This Episode

Why agents should work buyers and listings

As agents are pigeonholed into doing only one side of the business or the other, they start to feel disenfranchised, because they don’t feel like they are being given enough opportunity. You can easily lose an agent by only making them focus either on the buy side or the sell side, so it’s better to allow them to work both.

Why Mike’s company doesn’t run the ISA model

With the cost of leads going up, it’s hard to pay an ISA because the profit margins aren’t there. At the end of the day, the consumer wants to talk to the person with the information, and the person that can answer their questions about property. That’s why it’s better to connect the consumer to the agent as quickly in the process as possible.

Why the most expensive zip codes don’t mean the most business

Everyone thinks they want to be in the highest prized zip codes in the area to get the business but that’s not the best place to be invested in when it comes to portal leads.

If you want to go far in this business, it’s important to actually see it as a business and not a job. Once you see it only as a job, you immediately limit yourself and what you can achieve. Put money away to invest in yourself, and have focus. Don’t just get good with a lead generation pillar, actually master it before you move onto something else. If not you’ll always just be selling real estate and you won’t level up or grow as an individual.

Guest Bio

Mike is the founder of the Hogan Group. Go to https://www.themikehogangroup.com/ for more information.

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

How JC Silvey Used Video Content to Become a Top Influencer Jan 10, 2019

Show notes

Video marketing paired with hyper-focused local content can elevate our businesses in a major way. How can we make sure we’re leveraging the content the right way? Why does selling to clients become a lot easier when we put out relevant content? Why is it better to be focused on a local area instead of casting a really wide net?

On this episode, JC Silvey shares on what it takes to become a real estate video influencer.

If you’re trying to run Facebook ads and build an audience, the message has to be consistent. -JC Silvey

Three Things We Learned From This Episode

How to avoid being a commodity

Giving great service isn’t a strong enough value proposition. You have to add more layers of value. Without it, you become another commodity because everyone is claiming great service. You might as well compete on price.

The mistakes people are making with video content

Many agents make the mistake of putting a link on Facebook to the MLS, YouTube channel, or their website, instead of natively posting to Facebook. Facebook is competing with YouTube, so they won’t want to send people to YouTube to view your video.

How to become a local area expert

Go deep in your local area, instead of wide to many areas. Your market reports will show that you know your area very well. That is very valuable.

In the world of video marketing, it’s important for people to see you frequently. The key is to keep the content fresh and make it relevant to the audience socially. It’s the most work we have to do, but it will pay off. If we put a lot of the right content out, getting the business becomes much easier.

Guest Bio

JC is the leader of Silvey Residential. He is a Certified Real Estate Appraiser and Realtor, and co-creator of Inside Loudoun.

Go to https://silveyresidential.com and https://www.facebook.com/SilveyResidential/ for more informat to check out their video content, go to https://www.facebook.com/InsideLoudoun/.

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

How to Differentiate Yourself Through a High Level of Service w/ Tony Rivas Jan 03, 2019

Show notes

Some agents put too much emphasis on the homes they’re selling and not enough on the service they are providing to each client. Why is it so important to focus on how we’re treating people and helping them meet their needs? How do you get your clients to actually become marketers for our service? Where are a lot of agents lacking and falling short, and how can they change this?

On this episode, Tony Rivas, Pearson Smith Realty’s top agent of 2017, shares insights on his success and how he runs his business.

My clients will evangelize for me, and word of mouth is better than any other type of marketing material. -Tony Rivas

Three Things We Learned From This Episode

How Tony does 80 deals a year, on his own, without damaging his quality of life

Tony has been able to do 80 deals a year while still managing to be a family man. For him, it’s all about saying “no” to the things that don’t produce business and respecting his schedule down to the last minute.

How to be intentional about viewing homes

People think that their job as a buyer’s agent is to show as many homes as possible, but the truth is that just makes the process more overwhelming. Instead we should listen to what the client’s needs are and show a select group of homes that match what they are looking for.

The power of service as a differentiating factor

The thing that sets us apart is the service we provide. That’s what makes people refer us and work with us repeatedly. It’s ultimately the biggest differentiator that makes prospects choose us over other agents.

The greatest amount of value you can bring to your clients is the level of service you offer. They probably know a lot about a home from internet searches already. Your job is to help them see that you are the one who will take away their troubles and help them ride the emotional train of buying or selling a home. Show that you like them, that you want to get them into the best possible house, and that you’re genuinely looking out for them.

Guest Bio

Tony Rivas was fresh out of high school when he decided to start his real estate career in 2005. Today, Tony has helped hundreds of homeowners and their families avoid foreclosure resulting in his business growing year after year fueled by his overwhelming passion to save 10,000 homeowners from foreclosure. Tony proudly serves in Virginia, Maryland & Washington D.C. as a real estate agent and servant. To get in touch, email tony@teamservant.com.

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

The Switch from Admin Assistant to Top Producing Agent w/ LeAnne Anies Dec 28, 2018

Show notes

Sometimes the best way to set up for a successful real estate career is to start behind the scenes, learning the skills before you even begin. How did 10+ years of working as an admin assistant make our guest a better team leader now? How does she generate leads at a high level? Why is it so important to have a niche?

On this episode, LeAnne Anies shares her career journey and how she keeps her business running so well.

We’re either going to work for someone else, or build our own path and determine our own destiny. -LeAnne Anies

Three Things We Learned From This Episode

How LeAnne was able to make switch from assistant to agent

For 10+ years LeAnne worked in the admin role for a real estate team, and everything she learned from working with a top producing agent helped her become a top producing agent herself. The early experience allowed her to have an idea of what she would and wouldn’t want in her own business.

LeAnne’s winning lead generation system

LeAnne’s team sends out 500 pieces of mail a month, and in 2017 she had a 501% ROI on every door direct mail. It’s a huge amount to send out, but it brings in the leads.

The biggest mistake newer agents make

Going after too many things at one time and not working to find a niche is the biggest challenge agents face. It’s key to find a niche to dominate so that it’s easier to serve people and really drill down to what the market wants.

With over-saturation of agents and reduced commissions, it’s crucial to find a niche instead of trying to work every single corner of the market. When focusing on community events and involvement, consistency is the key to success. We have to show that we want to be a resource, and that we are genuinely interested in building long-term relationships.

Guest Bio

LeAnne is the team leader at LeAnne & Co at Pearson Smith Realty. For more information go to http://leanneandco.com and to get in touch email leanne@leanneandco.com or call 202.409.7513.

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

How To Create a Successful Business with Builders & Repeat Investors w/Travis Davis Dec 20, 2018

Show notes

Many agents build their business on adapting their service to different client experiences, instead of attracting the right people to their experience. How can you actually grow your business by being specific about who you work with, and still provide value to everyone else? How do new agents push themselves out of the business? What are the biggest game changers that can give us longevity in real estate? On this episode, TD Realty Group leader Travis Davis shares on his real estate journey, the lessons he’s learned, and what keeps him motivated to keep performing at a high level.

Takeaways & Tactics

How to build a steady stream of leads Travis has cultivated a great reputation in his market which has led to great opportunities. By building relationships with builders, he has a steady source of leads throughout the year so the business isn’t as affected by changes in the market.
Travis’ mindset on prospecting and sales Don’t let them walk away without knowing the reason they aren’t buying. This won’t give you the chance to really dig in and find out what’s holding them back so you can move forward by overcoming those objections.
Why we must avoid putting our own personal feelings into the deal One of the biggest mistakes agents make is putting their own personal feelings into the deal, and letting that influence their actions including negotiating with the other agent as if they have control over the client’s money.

When we really care about the client and their needs, we first think about giving them the best possible experience according to what they want. We also have to accept that some clients won’t "gel" with our way of doing things, but that’s okay. We can lead those clients to agents who would be a better fit, and the law of reciprocity will take care of us. If we get too caught up in the deal, we risk losing sight of the client’s needs, which we need to keep at the forefront.

Guest Bio

Travis is a Realtor and team leader at TD Realty. Go to https://www.wvhomematch.com/ for more information or contact Travis Davis directly 304.553.6536. To contact Dustin Fox head to: https://www.foxessellfaster.com/

How to Develop a Successful Business Organically w/Gina Tufano Dec 20, 2018

Show notes

In real estate, the failure rate and number of people leaving the industry is high. What are some of the mistakes driving the frustration people have in the business? How do morning routines contribute to having a successful day? How can we create a bottom-up team culture that will encourage growth and accountability? On this episode, industry veteran and top-producing team leader, Gina Tufano, shares the lessons she’s learned and talks about what has kept her going for over 20 years.

Takeaways & Tactics

Why downturns are a time of opportunity Gina’s business grew the most between 2006 and 2011, a time where growth felt impossible. The lesson is even if the market is bad, people will always need to move and they will always need help. If we can provide it and do that well, out businesses won’t shrink it can actually grow.

Don’t see leverage as a cost, see it as an investment Many real estate agents see an assistant as an expense and something negative, and they feel like giving an agent a lead means you’re losing half of the money. It’s important to realize that getting help and sharing the load improves our quality of life. The money we spend, or cut in half is actually an investment in our quality of life.

Why we have to “stay the course” in business When business isn’t going as well as we’d hoped, it’s natural to feel the need to take on a part time job to make more money. But the truth is, our businesses won’t get better if we devote less time to them.

Growing a business has many phases, and one of the most common ones is frustration. There are going to be days where it feels like nothing is working. Even for the best agents, frustration sets in, but we have to be able to stay the course. Whether we’re trying out a new lead source or marketing tactic, we have to be able to push through the more difficult moments. Success in real estate doesn’t happen overnight, but it is possible—and even likely— if we follow the right steps.

Guest Bio

Gina is the CEO & Team Leader at Team AGC. Go to http://teamagc.com/ for more information. To contact Dustin Fox head to: https://www.foxessellfaster.com/

Our TOPPODCAST Picks

Follow Us

Stay Connected

Top Agent Happy Hour Podcast

Related Podcasts

Links

Stay Connected