The Real Estate Podcast has come a long way since the first episode and now it’s already in its 50th! In this episode, Jimmy Burgess talks about the top takeaways from the first 50 episodes of this podcast. Tune in and learn more!
The Top Takeaways
Chris Stuart, CEO of Berkshire Hathaway Home Services, Episode 3
- Most times, agents are too busy looking for resources and other lead generation tools but in truth, that’s not what people want to see.
- Prospects and clients want to see you, the real estate agents. They want to see the commitment and how you go beyond in providing extraordinary services to them.
- Your ability to provide value to your clients is the greatest resource you have at your disposal.
Grier Allen, CEO and Founder of BoomTown, Episode 11
- While the speed of lead is important, it’s also critical to give the leads a little bit more time on the website.
- A prospect who registered on the website and a person who inquired about a property on the website are two different things.
- For people who registered, the ideal time frame for calling the leads is between six to nine minutes.
- For those who are asking about a property, speed is the key, so reach out to them within a two-minute time frame.
Heidi Harris, Episode 41
- Heidi Harris reached out to people by sending them referral letters.
- She got a phone call from one of the people she wrote a letter to in the past. Tony, the man she sent a referral letter to, called and asked her if she could help his friend look for a house.
- Needless to say, she went out and offered her service and she was able to close the deal two weeks after.
Craig Duran, Episode 5
- The basics of lead generation involve the following: lead generation, lead capture, and lead conversion.
- Knowing the basics of lead generation helps you find a way to capture the leads and be able to convert them into business.
Price Rainer, Episode 21
- The key to evaluating what neighborhood you should farm is the numbers. You need to look for a community without a dominant listing agent.
- Price Rainer calls it a fragmented market where there are several players with a little bit of market share each.
- Look for a neighborhood with enough homes where you can compete and win.
Molly Slagle, Episode 43
- Molly Slagle used her previous connections and that includes all those people who sold her various items in the past such as leggings, salon services, and other things.
- She went to Facebook and messaged them one by one and told them how glad she was to support their business in the past. Then she told them that she’s now in the real estate business and said that if they know someone who is looking to buy or sell a home, she’s the girl to call.
Sarah Davidson, Episode 25
- Sarah Davidson has a list of the top 10 people who are going to buy in the next three months, and the top 10 people who are going to buy in the next six months.
- She then focuses her attention on them and reaches out to them whenever a new property comes up.
- She pays attention to the people she’s engaged with and works to add value to them.
Brad Dahler, Episode 23
- For Brad Dahler, he thinks of everyone as potential buyers and leads.
- It’s his way of growing his database.
Glenda Baker, Episode 17
- For Glenda Baker, nothing accelerates credibility faster than proof.
- Being able to show someone how you’re going to do it and that you have done it repeatedly before is an effective approach.
Todd Crockett, Episode 15
- Todd Crocket uses pop-up parties on the properties to show people the house and let them get a feel of the home.
- It’s also a great way to network and socialize with other potential buyers and other agents in the market.
Kristyn Nelson, Episode 2
- Kristyn Nelson writes seven things on her to-do list. She numbers them according to priority. It’s been a good strategy to ensure that she remains effective even when she’s working from home.
Karin Carr, Episodes 37
- YouTube is an effective platform because it is a research tool and is owned by the biggest web search engine, Google.
- People don’t go to Facebook or Instagram when they’re looking for new homes; they go to Google and Google suggests YouTube videos as part of the search results.
Chris Jones, Episode 27
- The top mistakes that sales agents make are: not keeping a daily calendar and not knowing how to win.
- Without a calendar, you won’t be able to know your schedule and what you need to do.
- Without the ability to know how to win, you won’t be able to determine how to get in front of people, talk to them, and bridge the gap between you and the buyers.
Chip Collins, Episode 33
- Chip and his team do two annual drives – a food drive before Thanksgiving and a toy drive before Christmas.
- They started in non-gated communities where there were no restrictions and neighborhoods where their team members live. They also staple out flyers in the big boxes and they go by foot and put the flyers outside of mailboxes all the way down the street.
- The flyers have the information on their food drive, the schedules, and when they’re coming into the neighborhood to pick up the bags. There are a lot of opportunities to connect with other people in the whole process. It’s a great team-building activity as well.
Neal Schaffer, Episode 35
- Creating content is about being active on social media, offering value, and building up a great network.
- The goal is to become the go-to person in your community. When you put yourself out there and you give value to other people, things come your way.
Mario Mitchell, Episode 1
- Mario’s clients look forward to their annual review. They send their clients an annual review of their homes every year in order to stay connected with their previous buyers.
Doug Edrington, Episode 9
- Doug Edrington and Jimmy talked about where he’d be interested in investing money today. For Doug, he would invest it in himself to attend events. Because investing in yourself in making yourself better in the field means that nobody can take away whatever you’ve learned.
- Sometimes, it only takes one idea in an event to change the trajectory of the business.
Zach Sikes, Episode 13
- It’s important to have a sphere of influence. It can be your past clients in the community. This will serve as the database of your business. They are your referrals and most of your sellers will come from that sphere of influence.
Brad Nix, Episode 48
- There are four things that matter most to sellers: time, money, convenience, and certainty.
- Brad Nix taught his agents to ask what matters most to sellers and then they’d craft their offers depending on which of the four matters most to the sellers they’re talking to.
- If they say that money matters most, then the offer would include an escalation clause. There’s an appraisal gap guarantee to make sure that the money is going to come above the appraised value.
- If they say time then the offer includes having the freedom to choose the closing date. It’s going to include flexible clauses.
- If they say convenience, they won’t ask for any repairs. There may be a diligence period but they will be willing to take the property as it stands.
- If they say certainty then the offer means that they remove the financial contingencies, remove the appraisal contingencies, and other things. They make sure that the property the buyer is going to close is certain.
“Top Takeaways from the First 50 Episodes (Must Listen Episode!)” episode resources
- Connect with Jimmy Burgess on LinkedIn and Facebook, as well as 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 as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.