THE REFERRAL BUSINESSTune in to this very informative conversation between Dean and Kevin Kauffman. Dean is a 30+ year veteran in the real estate business using his expertise in marketing and applying this knowledge to real estate.Dean’s reflection on how much has changed in the Real Estate world and how much hasn’t changed. In the beginning, Realtors had all of the information contained in a book and searches for properties were physical – you had to go to the open house, read the newspapers, talk to other agents. Now, everything is online and Buyers oftentimes know more than the Realtors. Back in the day, people desired getting top dollar in the least amount of time with little to no hassle. This was true 30 years ago and is still true today with the added benefit of more opportunities to make it happen. What hasn’t changed is Days on Market and the asking price percentage. One area that is competition proof is the referral business. Dean employs the Dunbar Number and markets to his Inner Circle of 150 people defined as this – these are the people you recognize by their name, you would stop and have a conversation with them, and you know your position in their life.What is an Orchestrated Referral Program? Ex: When showing a home in a particular neighborhood call or email a friend who lives in that neighborhood explaining what you are doing and ask if they know of anyone in that neighborhood who is interested in selling their home.This is a proactive referral. Discussion on the psychology of the herd – changing mass behavior, making people feel good to do something for you and elevating their perceived status and giving them opportunities to do so. We are all hard-wired to provide value to people in our inner circle of 150 and are constantly looking for an opportunity to add value.INTRODUCTION TO THE WORLD’S GREATEST POSTCARDTo stay on people’s minds, Dean sends out a postcard to his inner circle of 150 to stay on the minds of his friends. In this way, he manages his relationship portfolio asset for a 20% yield in new business by changing the mindset and conversation and programming this into the minds of his friends using the postcard as a proactive referral tool. http://theworldsmostinterestingpostcard.com/ LISTING MULTIPLIER INDEXExplanation of the Metric Index for listings. Take how many listings you obtained from one listing and divide by 10 to get an index.Each listing should yield 5 opportunities for more business: 1. Get is SOLD 2. You find a buyer for this listing 3. A buyer in interested in another property from you 4. Another listing 5. A referral from the seller before the transaction is closed How to discover the 5 Star Prospects from all the rest of your leads?Everyone has leads that have slipped through the cracks or were prejudged as not good. Gather up those leads and send the 9 Word Email which revives dead leads from NOT now to NOW.https://ilovemarketing.com/have-you-tried-a-9-word-email/Reference links: http://www.gogoagent.com/http://gettingreferrals.com/ DEAN JACKSON BIOThere have been men throughout history who have captured ideas seemingly plucking out them out of thin air and giving them to an incredulous population.Dean Jackson is one of those men.Dean’s greatest joy in life is to find a new idea and share it with those around him.This is Dean’s unique approach to marketing. His inspirational approach to marketing is bringing new DNA to the net. His approach is to compartmentalize your business model into three phases: Before, During, and After and using a steady drip campaign finding the multipliers to launch your business into a new dimension.(Conversation is condensed and paraphrased for convenience and flow.)

Late-term mortgage delinquencies rise on forbearances Mortgage lending will beat 2019 by $1 trillion, Fannie says FNMA and FHLMC Fee postponement coming??

On this episode of The Kevin and Fred Show, fellow Arizona Realtor and entrepreneur Steven Valentine returns. With over two decades in real estate, Steve is a wealth of knowledge on not only reinvention and what it takes to have longevity in this business. He also knows a lot about how to transcend the conventional real estate transaction and go beyond the listing. Our entire industry is centered on an asset class that people build income, wealth and empires on. Yet very few agents ever explore real estate investing opportunities in their own right. We’re often too busy trying to chase a quick paycheck, we miss out on the chance to build long-term wealth. This is a narrative Steve is hoping to change.    Steve is a Real Estate Strategist, Entrepreneur, Speaker, Author, and founder and CEO of Valentine Group. With more than 20 years of real estate experience, he’s fanatical about handcrafting the right strategy for each client using his toolbox of absurdly effective techniques. He’s more super-hero when it comes to real estate investing and in his relationships with clients, employees, and family. He out-right refused financial ruin to build a retirement-sustaining real estate portfolio of more than $15 million in value. A portfolio that is so diverse and has been so fun to create, he’s educating others to do the same. In the past 5 years Steve has created a real estate business that encompasses all of today’s top strategies including traditional real estate, flipping homes, buying off market opportunities, building wealth for himself, his team, and his clients.    The approach we take with a property can be the difference between getting a $4000 commission and a $15 000 real estate investing opportunity. But we can’t see that if we think from the perspective of a conventional transaction. We need to have the ability to take a 30,000 ft view of every specific real estate situation, and tailor the best approach. If we don’t make this shift, it’s impossible to build wealth in this business, and we’ll only go as far as our latest commission.    Guest Info   Steve is a real estate strategist, entrepreneur, speaker, author, and founder and CEO of Valentine Group. With more than 20 years of real estate experience, he’s fanatical about handcrafting the right strategy for each client using his toolbox of absurdly effective techniques. He’s more super-hero when it comes to investing in real estate and in his relationships with clients, employees, and family. He out-right refused financial ruin to build a retirement-sustaining real estate portfolio of more than $15 million in value. A portfolio that is so diverse and has been so fun to create, he’s educating others to do the same. In the past 5 years Steve has created a real estate business that encompasses all of today’s top strategies including traditional real estate, flipping homes, buying off market opportunities, building wealth for himself, his team, and his clients.    Instagram: @SteveDValentine  Text “agent” to 6029938600  To sign up for tips, funny real estate stories etc

Opendoor resumes iBuying in all of its markets   Fannie Mae, Freddie Mac forbearance rate drops below 5% The GSE rate is the lowest since mid-April, MBA says   Housing industry turns against Fannie, Freddie’s added refinance fee     Are people really fleeing urban areas for more rural areas? 

On this episode, I’m joined by real estate agent and entrepreneur, Justin Nelson who is on our show for the second time. He has been helping real estate business owners build leverage by placing well-trained virtual assistants in their organizations. Bringing leverage into our business can exponentially increase our effectiveness and our growth. The key is making sure that VA is set up to mesh with us and what we do, because that’s what will allow them to thrive. This is where real estate virtual assistant training comes in and provides what’s needed to create a successful employer-employee relationship.   Justin is the founder and CEO of Sphere Rocket and owner of the Franklin Team at eXp Realty, a Virtual Assistant Company created to help only the Real Estate Niche. Sphere Rocket has grown into a company that not only specializes in helping Real Estate Virtual Assistant training, but also helping any type of business looking for leverage.   Getting a VA can be a point of friction in so many real estate organizations, but it is possible to make the process smooth and to make sure the VA meshes with us so that they can thrive. If our VAs thrive, that’s how they can help us not only by growing our businesses, but by giving us real freedom in our lives.     In this episode: - Justin’s work in the VA world, and how he got started - How Sphere Rocket VA works and how the model is different from other VA companies. - The onboarding process and how to effectively work with a VA. - The 3 categories for VAs and how to determine what you need them for.   Guest Info   Justin is the founder and CEO of Sphere Rocket and owner of the Franklin Team at eXp Realty, a Virtual Assistant Company created to help only the Real Estate Niche. Sphere Rocket has grown into a company that not only specializes in helping Real Estate Agents get a Virtual Assistant, but also any type of business who is looking for leverage. https://www.sphererocketva.com/virtual-assistant

Q2 Earnings Calls Trump signs directives on evictions, unemployment and payroll tax deferral HUD allocates $472 million of CARES Act funding for low-income households Quicken/Rocket Mortgage Goes Public

In today’s episode, I’m joined by my good friend and business partner, Eric Lowry. He runs a highly efficient, systems-focused real estate operation complete with expansion teams and partnerships. Eric has built an onboarding system and training platform that many people in our industry could only dream of doing. His team was able to thrive during a pandemic and even double their sales from last year. They have achieved incredible growth where most people would just coast on years in the business. When him and I discussed how his team is managing in the pandemic, I knew we had to have him on the show immediately.    Eric is the CEO and Team Leader at The Lowry Team - eXp Realty. He is an industry veteran and entrepreneur with 22 years of experience in the business. The Lowry Team has built a reputation for honest, professional real estate service. They are committed to providing personal service combined with cutting edge technology to deliver exceptional customer service.    In real estate, it’s uncharacteristic for major growth to take place 20 years in. For the most part, the most growth takes place early on, and every progression from that point is only incremental. It’s even more uncommon and rare for that growth to happen within a pandemic economy, amid lockdowns, market uncertainty and new business constraints.    Eric Lowry did just that, and in August 2020, his team has already surpassed their total volume in 2019. This kind of excellence does not take place by accident, it comes from mindset, vision and the right kind of execution.    Website: https://www.lowryteam.com/ Facebook: https://www.facebook.com/EricLowry0 Trainual   https://trainual.grsm.io/KevinKauffman Time Stamps    00:58 - Eric’s background and what he enjoys about the business side of real estate.  07:07 - Building a big scalable training platform within the business.  12:33 - Why training has to be scaled up as our teams get bigger.  13:55 - The downsides of one-on-one, in-person training.  15:43 - Where the Lowry team offers the best and most value.   17:50 - Selling more homes as an individual agent vs. running a team and increasing volume when you’re not in production.  22:00 - How Eric’s team doubled their sales in a pandemic.  29:48 - Eric on his team’s coronavirus business results.  35:50 - Eric’s top 3 pieces of advice for kicking ass.   Guest Info   Eric is the CEO and Team Leader at The Lowry Team - eXp Realty. He is an industry veteran and entrepreneur with 22 years of experience in the business. The Lowry Team has built a reputation for honest, professional real estate service. They are committed to providing personal service combined with cutting edge technology to deliver exceptional customer service.    Website: https://www.lowryteam.com/ Facebook: https://www.facebook.com/EricLowry0 Training System https://trainual.grsm.io/KevinKauffman  

Here is this week's headlines...        Heard on the Street: KW searching for new CEO…     Just Announced: eXp World Holdings Acquires Leading Real Estate Search Technology Company    Fathom Holdings, the parent company of Fathom Realty, goes public

About the Episode On this episode, I talk to mega-influencer, media and entrepreneurship powerhouse, Gary Vaynerchuk, a man who has revolutionized how business owners communicate and operate. Through his business ventures, Gary has been able to build massive companies that aren’t just successful in terms of social media popularity, but also run as well oiled machines operationally, something many entities struggle with. Gary’s businesses have been successful because he understands the importance of patience when building something that can dominate for years.    Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 4 locations.   In addition to VaynerMedia, VaynerX also includes Gallery Media Group, which houses women’s lifestyle brand PureWow and men's lifestyle brand ONE37pm. In addition to running VaynerMedia, Gary also serves as a partner in the athlete representation agency VaynerSports, cannabis-focused branding and marketing agency Green Street and restaurant reservations app Resy.   Gary is a highly sought after public speaker, a 5-time New York Times bestselling author, as well as a prolific angel investor with early investments in companies such as Facebook, Twitter, Tumblr, Venmo, and Uber.   Gary is currently the subject of DailyVee, an online documentary series highlighting what it’s like to be a CEO and public figure in today’s digital world, as well the host of The GaryVee Audio Experience, a top 100 global podcast, and host of #AskGaryVee, a business and advice Q&A show which can be found on both YouTube and Facebook. Gary also appeared as judge in Apple’s first original series “Planet of the Apps” alongside Gwyneth Paltrow, Jessica Alba and Will.i.am.   As business owners, we are often so focused on short-term ROI that we kill our own long-term success. Gary’s success at building massive, solid and profitable companies comes down to his ability to put his focus on the future, not getting instant gratification now.      In Today’s Episode, We Talk About; Why we shouldn’t be too worried about short-term ROI.  How to practice patience with an unknown future looming over our heads.  The most misunderstood thing about Gary Vee.