Next Level Agents: The Kevin & Fred Show - Interviews with the best and brightest minds in the real estate industry

Months ago we handed out permission slips... And today we’re handing out more.. but these aren’t just any old permission slips. If you accept this one: ✅ you could find yourself more joyful than ever ✅ you could find your business growing to new heights.. Yep... you read that right... Check out this video to see how.

NEXT LEVEL PODCAST Kevin Kauffman with Justin Nelson SOCIAL MEDIA SAVVY Justin Nelson is a phenom in his own right. Beginning his real estate career at the ripe old age of 16 years, becoming licensed at 19 years old where he has worked as an ISA and a Buyer’s Agent. Closing 34 transactions in his first year of being licensed, he transitioned to Team Leader/CEO and helped grow the team to 14 agents. Justin’s second year in real estate saw him spending 50% of his time recruiting and 50% of his time closing 28 transaction. He is now enjoying success that comes from having vision and drive. Justin has learned that there is more than one way to do business. At 22 years old, he travels the world teaching agents how to maximize social media to increase business. In the Real Estate world, Justin quickly found his sphere of influence which is Social Media and using his personal Facebook page to generate business. He has gained wisdom in how not to become a guru – someone who will sell you a program without ever having used it.  The core of Justin’s training is a Mindset of adding strangers to your social media. Real Estate is about connections and Justin’s class will teach you the importance of making connections and how to stay current with the everchanging social media platforms. Explore and utilize the ‘Friends List’ on the left side of your FB personal page. This year, Justin will be away from home for 300 + days teaching Social Media full-time due to his love of teaching people of all ages. He is expected to teach Social Media classes in over 200 Market Centers in 2019 putting him in front of approximately 30 thousand agents. Justin stays current by seeing the day-to-day action of what agents are experiencing in real time. He advises to be careful what you spend your money on when it comes to Real Estate programs.  For more information on having Justin to teach in your office: justin.nelson@kw.com  

Are you attached to the results you’re getting?  Most people are and here is why I think that’s wrong.  It’s actually the activities and the day to day commitments we should focus our efforts and attachments to..  Why?  Well first of all, the activities we do are truly the only thing we control. We don’t actually control the results... yet we know that by doing certain activities over a period of time we can begin to expect certain results...

Kevin: Welcome Frank. Tell me about your business and what it is today?Frank: We are coming up on our 10 year anniversary with Vyral Marketing. I started with one client after graduating college in Omaha, Nebraska. (Describes the in-depth services provided now to his many clients by creating an online presence with video and follows up call from his call center to potential customers who have clicked and watched the videos). I learned Lead Generation through following the MREA model. (In depth discussion on Lead Generation, 33 Touch, and building a database.) In developing my own database and 33 Touch as a personal trainer, I found real estate agents who were not following the model – so I created a system for them and that essentially is the business. I read lots of sales books and learned that you must identify people’s needs first by following the Trust, Need, Help, and Hurry model. I learned people in sales skip the Trust and Need parts so I doubled down on the Trust and Need and grew my business that way.Kevin: You niched down and literally created a mega team as a teenage personal trainer. As Realtors, we think our job is to sell real estate but essentially our job is to get employed; find someone to hire us to sell or buy real estate. You got very clear on who the hungry crowd was in the personal training profession.Frank: I learned to scale a professional service at 18 years old. I fell in love with the database concept of 33 Touch and the idea of attracting not chasing. Those concepts were very strong to me and that’s how Vyral was born solving the very specific need of staying in touch with the database.Kevin: I love that you have an actual experience of what it is like to have a real estate team. You have your own real estate agents as clients and getting us to make calls is sometimes be ‘a LARGE task’.Frank: There are 3 types of calls: Outbound, Inbound, and Customer Service. The Outbound calls are your Rainmakers: FSBOs, Expireds, Withdrawns. Inbound calls are Buyer Lead Generation and Lead Conversion calls. The last one, Customer Service calls, are ones hardly anyone does.Kevin: Let’s talk about your lab of high performing Realtors. What have you noticed that most agents are not aware of?Frank: Never lose focus on how many people you speak to every week. Get into an environment where you are comfortable making calls, it’s the most important activity you can do, agents need the engine of the database. Ask for subscribers – permission to get the email address.Kevin: It’s about the follow-up, which is the wealth builder. How is it that you don’t have a cellphone???Frank: Personally, for me – I hate social media. And I love reading books. I got married 4 years ago and my life was literally on the phone from the minute I woke up until I went to bed. Checking calls, emails, texts and answering all in real time. My entire day was spent in reading an electronic screen. One day, I flipped out and said I can’t live like this anymore. I got rid of all technology – TV, wifi, games, and cellphone. Eventually, they crept back into my life except the cellphone. It forces me to be an exceptional manager.Kevin: I want to take a minute to thank you for the gifts (3 books) you sent me because it’s important to note that it elevated you in my mind even though we had never met. In closing, what are 3 pieces of advice you can give our listeners for kicking more ass and making a better life?Frank: You can’t do it all by yourself. You get it done through people so you must hire good people. I have a very structured week. Every morning for 30 minutes we have an office huddle on zoom – this cuts down on the office chatter. I meet with my team every Thursday for 5 hours; it’s a time to relax and brainstorm. I have career night where I invite potential hires who want to apprentice and learn marketing.https://www.getvyral.com/

You don’t have to work from an office...  But is it possible you’re missing out?  Missing out on learning ? Advancing further?  There is a saying... “more caught than taught”  Watch this video to learn what we mean by this...

Gary has an extensive background in Law Enforcement and as a Security Specialist. Kevin – What is the number one common problem most people make concerning personal safety?Gary – Situational Awareness. In general people go around not paying attention to their surroundings. People cannot go from Point A to Point B without looking at their phone because they are so reliant on them, thereby making themselves a target.Take a Lioness on the Serengeti, she’s hungry and looking to get food in the fastest way possible with as little trouble as possible so she looks for the weak, the sick, and the young. Criminals are the same way – they don’t want you to resist or fight and are surprised when you do. They want to get away quickly, they know what works, and that’s why they do what they do. Our lives brush up against criminals daily so Situational Awareness - keeping your head on a swivel - is a huge part of personal safety.Discussion of the Beverly Carter CrimeKevin – What was it that caught your attention about this particular crime?Gary – The whole totality of the crime and how it went down starting with a female caller posing as a Buyer and wanted to see a home in the late afternoon/early evening. No red flags here as this happens all the time. Agents get calls all the time to show homes to strangers at odd hours. So I questioned if this was a unique situation or is this happening on a large scale. NAR had statistic for over a ten-year period and reported that 100 agents (10 per year, almost 1 a month) were killed while performing their duties and 940 assaults were reported although many go unreported.Kevin – How much time did it take to research and develop your training?Gary – Countless hours and my research continues every day. I spent a summer going to open houses and entering very quietly. I was astounded at how easy it was to catch an agent unaware. I teach how to perform a perimeter check on vacant homes, open house safety – example do not lead a Buyer through a home with your back to them.Kevin – recaps open house safety, vacant home entry, perimeter checks.Gary – yes, these are real simple things an agent should add to their repertoire to keep themselves safe.Kevin – how long is the course you teach to Realtors?Gary – About 75 to 90 minutes; it covers pre-planning, creating a safe work environment, situational awareness, improvised weapons (cellphone for one), and quick exit self-defense. Q & A as I make myself available for discussion.Kevin – What if the 1.2 million Realtors took your course;  what do you think the percentage of crimes would be decreased?Gary – Possibly 75% but there are no guarantees but if we are inherently safer there would be less crimes. (Discussion of showing a home with basements and not having your back to a Buyer.)Kevin – We can make a difference in our own safety and that of our peers. How can someone reach out to you for training?Gary – on Facebook, Instagram, gmail, and through my have a website.Gary – in closing, criminals mimic other criminals so again, Situational Awareness is crucial in keep agents safe. It’s also good business for Brokers to keep your people safe and it’s also smart business to limit liability in the event of an unfortunate incident. Bring in a safety expert and keep a good record of trainings.gvtabke@gmail.comhttps://tabkeandassociates.com/https://www.instagram.com/tabkeandassociatespi/  https://www.facebook.com/Tabke-Associates-Private-Investigations-620441224692146/

Are you ALL IN? Seriously ? Or are you just kind of interested? Want a fool proof way to discover the truth of how all in you are? Watch to the end for our free offer to help!

Kevin: How have things changed in the last 10 years with digital marketing and consumers?Howard: It’s a mix of things that are the same and things that are different concerning consumer behavior. When it’s time to buy or sell consumers want the same thing – to see homes and they want a great place to search for homes. What is different is how we get in front of the consumer and stay in front of them. 10 years ago, the consumer was not checking Facebook 12.2 times a day. Now, it’s more effective to send alerts through social media rather than email.AI is changing everything. We must leverage the heck out of AI. We can tap our agents on the shoulder with a text letting them know what their clients are doing because we are watching their database all the time. We can send a pinpoint message to the agent so they can send a message to their clients about a home or price reduction. We are getting 30 to 40 % response rates doing this.Tech is on an exponential curve of development. You must embrace it through companies who can automate your systems and leverage that to compete with the big companies without spending 100 million dollars.Kevin: Great answer. What have you seen that is happening with the great Real Estate teams?Howard: 1. Never put all of your eggs in one basket. Do an inventory list of your dependencies such as Zillow or Realtor.com. Their models are changing constantly and you need to have a redundancy system. We are seeing big successful teams whose business is going to dust because they have not developed a redundancy system. 2. You have to embrace the iBuying thing and use it to your advantage. There will be a correction to the market and corrections correct an irrational market. What will happen is the iBuying thing will flush out and leave a few of the companies standing. Become an expert in iBuying and get it out in front of your clients. Going back to nurturing the client relationship; the personal touch.Kevin: Where do you look for knowledge or mentorship to push yourself forward?Howard: In general, I prefer Biographies. We can learn a lot from the most successful people, from their mistakes and zigs and zags. I also refer back to a small, easy read book called ‘Clarity’ by Bob Bohlen – real simple stuff about Lead Gen, Time Blocking, etc. I read everything in detail such as Zillow’s most recent quarterly earnings. Don’t take everything for granted. Follow the money. Turn your brain on, think more on your own.Kevin: I personally enjoy opposite viewpoints in order to make adjustments to my own point of view.Howard: Yes, have people around you that you can listen to and argue with. We are an industry of talkers and it’s hard to listen. We can be very opinionated in a constructive way. Put egos aside to allow so much more. We need each other to be great, to develop our skill sets. Surround yourself with people who are infinitely smarter than you for unparalleled success.Request a demo of Ylopo: https://www.ylopo.com/Howard’s book recommendation: Clarity by Bob Bohlen

Interview by Kevin Kauffman, co-founder of Next Level Agents (facebook group and mastermind). Kevin and Fred's Next Level Podcast, and The Group 4610 Real Estate Network.

It’s one of the the immutable laws of marketing...  So stop being a jack of all trades!  Learn to specialize so you can grow your business to new heights...