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

Monica’s journey in real estate began in 2009 with a “I hope this works moment.” There were times when she called her mom and best friend to ask – ‘Tell me I can do this” and the answer was always ‘Yes, you can do it’ - underscoring the importance of a community who believes in you which Monica creates with her clients through her excellent customer service.Monica’s business model is a simple family-based one with her as the Lead Agent, her husband who is a licensed agent, and a full-time unlicensed assistant. With her background in Public Relations and her husband’s background in health care, they are a dynamic duo providing excellent service to their clients. Her model is efficient and very hands on. YTD this team has sold 42 homes worth 14 million and the goal is 30 million for the year 2019 which is looking very good.Monica’s Core PrinciplesKevin – What have been the core principles that define your business and who you are that you’ve developed over the last 10 years?Monica – Good question. I am a business-minded numbers driven person and my husband, whose background is in healthcare, is more client driven. He has helped me focus on the people we serve. We call it ‘loving on our people’. We do special events several times a year such as parties at our home, renting a theater for movie time, renting a game place for bowling and arcade games. It’s a time to socialize and create community and a high level of customer service.Discussion on Reciprosity and ReferralsKevin – in humans there is an innate subconscious prompting to provide value to others. How do you bring value to your real estate clients?Monica – We create a high level of customer service; we are all about the warm and fuzzy community because it’s so much more fun and enjoyable.Disney and Agents of ExcellenceKevin – What is this Disney thing? How do you tie the two into real estate?Monica – I’ve always loved Disney, I grew up in Florida and have been a student of what Disney’s principles are for many years. I formed a member network based on the spirit of Disney for Real Estate Professionals teaching them to apply the Disney principles to the practice of real estate. The Importance of the NicheKevin – What speaks to me is you have a niche, a community you can get into at a deep level with customer service. Niching down, as explained in the ‘22 Immutable Laws of Marketing’ by Al Ries and Jack Trout, creates a big business. This is the Golden Nugget you have created with your love of Disney combined with your real estate practice.Monica – it took awhile to get Disney on board, but they did it! We love the brand and the culture of Disney and the conference is full of authentic Disney. We get to go behind the scenes of Disney guided by Disney Characters with a graduation ceremony. It is a rich, authentic Disney experience directly applicable to real estate.Kevin – Why go through the time and pain to create this curriculum and this 3 day class being heavily involved in your real estate business?Monica – It’s to build the community. I get personal satisfaction and have a lot of fun with our fellow agents who have fun with Disney. I’m committed to World Class Excellence, which Disney teaches. And it is very enriching to me to bring everyone together in addition to raising our professional standards.Kevin – Do you have any closing thoughts?Monica – Thank you for having me on and please get the word out about the D23 conference to any agents who also love Disney. We have room for about 25 more attendees.https://www.theagentofexcellence.com/  https://www.facebook.com/theagentofexcellence/719-659-2613 monica@PeakHomeSearch.com 

Do you have the magic script? If you don’t (hint: no one does)... Check out this quick episode where we discuss ✅ key objectives to making a script work like magic. ✅ when and how to change them. ✅ some new scripts you’ve not heard.

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.HOW MUCH HAS CHANGED in the REAL ESTATE BUSINESS?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.(Kevin) How have you taken your Real Estate experience and your marketing experience and brought them both together? What’s really happening in the Real Estate world? (Dean) I spent 30 years to study how to crack the code of the real estate puzzle pieces of: 1. Getting listings 2. Multiplying your listings 3. Getting referrals 4. Converting leads 5. Finding Buyers. 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.(Dean) So then the problem to solve is – How can you manage this ‘Relationship Profile’ as an asset for a 20% yield (which is the target and gold standard) to generate 30 referred transactions a year? For example: Take the number of repeat and referrals you had in the last year and divide by the 150 in your inner circle). Fifteen referrals yields a 10% repeat, 5 referrals yields a 3% repeat yet the goal is a 20% Return on Relationship and this requires real orchestration. 80% of referrals are passive and 20% are reactive. This makes up all referrals but leaves out the proactive referrals.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.(Kevin) Yes, it’s like invoking the law of reciprocity. How can you make this happen?(Dean) By deconstructing the mechanics of how a referral works and orchestrating the situation in the mind of your inner circle of 150.https://ilovemarketing.com/have-you-tried-a-9-word-email/Reference links: http://www.gogoagent.com/http://gettingreferrals.com/ DEAN JACKSON BIODean’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.)

I’ll never do that!  “Why would I practice scripts? I already know what to say”. ...  Why would I do it that way when I know this other way kinda sorta works 😉.  I think we’ve all been there.. we swore we wouldn’t do something and then we did after all.  We had to eat a little crow...  And it was for the betterment of our goals/life/mission..  Bottom line is that we’ve all been there and if you’ve not found yourself there in a while perhaps it’s time to re asses things because perhaps you’re more committed to the way things look than you are to your goals.

Craig Reger has been a real estate agent for 22 years. In this episode of Kevin & Fred’s Next Level Agents Podcast, he talked me through all of the ups and downs and decisions that have made up his career. Craig is the founder and President of The Reger Group Inc. in Portland. Through the ups and downs, Craig learned how to prioritize his time, build a trusted team, and make big, “out of the box” moves.  During the podcast, you’ll hear Craig share his personal experience in the industry with helpful tips and lessons along the way. You’ll also hear the story of how he responded to a market crash by that involved a bus and getting tons of free press.  If you’ve heard of Craig, you’ve probably heard about his 90 in 90 class (90 Listings in 90 Days program). It’s inspired agents around the country (including me!) to look at things differently and maximize effort to take businesses to the next level. Now, Craig is bringing his skills and experience to a new business. Craig has started a coaching company to help other agents achieve success.  Get a glimpse at the experience and skills he brings to coaching clients during this conversation.   If you want to get in touch with Craig after listening to this episode of the podcast, email him at RegerCoaching@gmail.com.

✅ Its ok to trust people... and its better to verify 😉 Ok here is the deal... We've all read the posts, been in the meeting with someone or seen a person speaking from stage. It almost feels too good to be true... and damnit...  I'm so sick of people being lied to...  I hear things like : “Hey, I'm going to do this for you. or I'm going to do this for you. Yes, yeah, absolutely. Yeah, we'll take care of that. This is coming and it's coming to in three to six months we'll have that for you in three to six months”  When reality is, if we just look at their behavior and we look at their actions and what they have delivered, they haven't delivered a silver bullet, to anybody. Nobody has. And so , there is no person, there is no company out there that will ever deliver a silver bullet to you. If there was one available, you’d already have it.

*Special Episode Alert* Today we have a special episode for you. This is episode something we call the State Of The Market. I've been doing this podcast weekly with my good friend Pat Hiban over on his podcast, Real Estate Rock Stars. Where once a week we talk about the news headlines, what's going on in the real estate industry that means something us as realtors and entrepreneurs, and brokerage owners. We just talk about the headlines, toss it back and forth and we have fun with it, keeping it light, yet informative. And I thought it'd be cool if I released one episode here on Kevin Fred's Next Level Podcast. As always I would love your feedback, if you like this format then head over to Pat Hiban’s Real Estate Rock Stars. You can catch all of the weekly episodes of State Of The Market

  https://lukejaten.com/ https://www.facebook.com/LukeJaten.consulting/   My name is Luke Jaten. I love sales and marketing and advertising... but most of all direct response. I love practicing it. I love teaching it. I love consulting others on using it effectively. I love learning new ways to use it. I love reading about the history of it. I love talking about it.   But back before I took a class on it during my senior year of high school...   I couldn't even tell you what marketing was.    A couple years later I answered a direct response ad about how to make money in mail order and by 1987 (at 19 years old) I was running full-page ads in magazines.    Since then, I've used magazines, newspapers, tv, radio, direct mail, voice broadcasting, telemarketing (inbound and outbound), and all forms of internet advertising [Google, FB, CPA networks, native, email drops, etc] to market and sell...   Nutritional supplements, software, personal development, sandwich franchises, business opportunities, conference events, real estate courses, books, alarm systems, web design, investments, credit repair services, music clubs, magazine subscriptions and lots more.   In 2006 I started teaching my brand of marketing through home-study courses and online classes. Many of the folks I taught have gone on to create multi-million dollar direct response businesses selling all different kinds of things in all different kinds of markets.   So now you know a little bit more about me (professionally at least) than you did.

Sometimes the grass is greener on the other side of the fence...  But in my experience, it’s usually not.  What most “grass” is missing is water...  The grass is always greener where we water it.

Ronnie Doss has spent over a decade building a successful career as a speaker, trainer, and author. For an episode of Kevin & Fred’s Next Level Podcast, I talked to Ronnie about his story and how he got to where he is today. You might have guessed that there’s no exact path to becoming a professional speaker. For Ronnie, it started when getting sick during junior year of college led him to take a medical leave of absence and discovering that he was ready to take his life in another direction. Later, after speaking at his father’s funeral, Ronnie was invited to speak at a church. From there, his career in motivating and inspiring others began. Things didn’t just fall into place. It took hard work, determination, and practice to build the skills that would set him apart from the competition. “Don’t complain about the results you get from the commitment you weren’t willing to make,” Ronnie says in the podcast, while sharing stories about the hours spent practicing talks, including some conversations with a crowd of stuffed animals. If you’ve never heard Ronnie speak in person, you’re missing out. He’s done leadership trainings and speaking engagements for Fortune 500 companies, nonprofits, top universities, and even NASA. There’s one “secret” that Ronnie says helps him connect no matter where his career takes him – being present with people by meeting them where they’re at. That’s a lesson that can be used in any industry. Click to visit Ronnie’s website for more information and to book him for your next event.