Lab Coat Agents Podcast

On today's episode of the Lab Coat Agents Podcast, host Jeff is talking with Brian Grimes - Founder of 24/7 Cash Flow University. He is an ivy league grad who loves to play basketball. Brian grew up in Philly in the C Class neighborhood, during that Allen Iverson era. Brian has experience in the C-class which from a real-estate point of view is very risky. Brian talks about how he is kind of building a model that is a bit more recession proof. Tune in for all of the details! Episode Highlights: Basketball took Brian around the country, around the world to degree and then landed him at Columbia University. At Columbia University, he met former athletes that became mentors of him in the trading field for options traders down on the New York Mercantile Exchange to commercial and mortgage real estate brokers. The mentors gave Brian principles and knowledge that transformed the way that he thought about himself. Brian shares instances from his career and how his interest in Finance spiked.  Brian became a financial planner so that he could build his own schedule. He was selling insurance annuities. He was on a 100% commission, and he didn't make a dime for his first six months.  If you put in energy today two months from now, it will come back in the form of you know cash flow or whatever you were looking for and you start to trust that when you are in a Commission based environment, says Brian. Brian went on to work at a high-net-worth boutique firm in New York managing where they managed 1.4 billion for about 300 wealthy families. He worked at an insurance startup policy genius, where he was running their call center nationally. They were selling thousands of policies a month and building that out and using his sales skills.  Brian talks about his struggles in the real-estate market and how he got duped by a contractor.  He continues to iterate and get better over the course of time and that had led to, 300 full gut rehabs over the course of that, maybe the next five to seven years from that point. The more risk you take the more reward there is. So, the cap rates in the C Class are definitely juicier, says Brian. At the end of the day real estate in cash flow investing is all about picking good tenants, says Brian. Brian bought properties in a marginal C class neighborhood that he knew new working-class people would live in. People who work for the city, who work for SEPTA, who drive buses or who belong to the working class. Brian has the required skill set, a 20,000 square foot warehouse, 150 contractors, best contractors and city. He can go and flip properties like anywhere in the country and he has the experience to do it.  He can flip them in the eight class neighborhoods, but it doesn't match his prime mission which is to re-build the C Class neighborhoods until they look like the beat or a class neighborhood to put people back into the neighborhoods to run out blight and to restore money bouncing in those neighborhoods.  If you get mentorship, you can navigate and learn from somebody who has done it 100 times in these types of neighborhoods and get all the lessons that you need so that you can do it successfully from day one, says Brian. People are not their credit score. The credit score model is a is a slightly outdated. You will find people with good credit scores who don't pay for whatever reason. You have to underwrite people, not credit scores. So, you have to get into, like, their job. Is there a job actually durable? What type of job are they doing? You have to test your tenants as well, says Brian. People who can articulate themselves well, speak well, calmly, they are going to be the same way when something goes wrong in your property and something is always going to go wrong, says Brian. Brian talks about the importance of landlord tenant law and how one can save themselves a lot of trouble by learning and understanding the law. Brian warns about people who know how to gain from the system because the credit score doesn't tell you that. Before you hand over possession, you better do everything in your power to ensure that you picked a good tenant.   No matter what sector of real estate you are in, if you can't pick winners, it's not long before you will be out of business, says Brian. Brian is a strategy agnostic, and he believes in having multiple strategies. He suggests as a new real estate agent you need to be able to adjust to the market. The more knowledge you have about different strategies that are available to you, the more money you'll make.  If you went to Baltimore right now or Cleveland or parts of Philly, they're not going to experience major downturns in the market right now even with rates going up and some of these things. So, you have to look at the hard-core data and realize. "We are state specific," says Brian. 3 Key Points: Brian shares how  he has best used his experiences from different jobs to start his own real-estate business. If you are not from the C Class, you would want to have some type of mentorship from somebody who is, if that's something you want to do because the cap rates are better, the cash flow is better, says Brian. Jeff and Brian talk about the importance of identifying good tenants.  Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor) Street Text (sponsor)   Brian Grimes: https://www.youtube.com/channel/UCTYE7wOTs5VMHGdHnfLcWyw https://www.instagram.com/briangrimes_247cfu/?hl=en https://www.247cashflowuniversity.org/ https://www.facebook.com/247cashflowuniversity/?_rdr https://workwithgrimes.com/cashflow50596073

On today's episode of the Lab Coat Agents Podcast, Jeff is going to talk to Cody Tuma, a team leader broker out of the state of Oregon. In five years of his real estate business, he has found a platform called OfferForm - A tool to streamline the collection of offer information while simultaneously providing buyer education. Don’t miss his interview with valuable insights.   Episode Highlights: Cody was in college and did some e-commerce businesses and never really thought that real estate would be on his radar. Cody got his real estate license just kind of on the side as a side gig and sold his brother's house and made like $10,000 on his first paycheck. As a real estate agent, Cody always treated himself as a business or a business owner and always thought about what he could do to bring more business. The biggest thing that Cody wanted to do was set up the appointment and meet leads actually in person, because as soon as you meet the lead in person there is more of that relationship aspect of things. Many people get into the real estate business thinking to themselves that if it's family time, I am not answering my phone, but this is not the reality to get success, you need to control your schedule, says Jeff. Cody used lion desk and it was great all-in-one compassing CRM, but the follow up system that he used then is kind of been modified to what he is using now, but it's still kind of based on the core principles. Few years ago, Cody got into the expired listings and the sale by owners, and he has similar automation set up for these. Cody has a setup in the system to where it will remind him to personally send a text or an e-mail or phone call to past client because with those people, he wants it to be as personalized as possible.  If you are not closing five to ten deals a month, there is time in the day to work on the stuff to get disciplined enough, says Jeff. The originative of OfferForm was two years ago when the real estate market was just on absolute fire. OfferForm was born out of a need out of necessity in Cody's business. There were so many data points that Cody was gathering on the offers and he had spent so much back and forth over text or phone calls on gathering up the data that he needed for the offers. Cody talks about some of the things that he is doing to stay in touch with his past customers. Cody just sent OfferForm to his buyers and they got him all the information that he needed to write the offer and if it's going to be a competitive situation then they included some questions. Cody mentioned creating evergreen videos. He talks about what that is and how he is using it to scale his business? Evergreen video is a video that can be recorded like one time and repurposed throughout like indefinitely. Evergreen video content is something that Cody can just keep reusing over and over again that allows him to scale without having to recreate that video every single time. Cody uses chime as main system, and it gives him the ease of use and the flexibility and power that he needs from the power agent's point of view. With the commercial property that Cody had purchased, he was actually able to mitigate majority of his tax liability for 2021. 3 Key Points: Cody shares what led him to build out his own platform which is OfferForm. Cody's success especially with the online leads was making sure that he had a system in place to handle those online leads and a big part of that was a good CRM. For those with hefty tax liabilities, Cody would encourage them to look into purchasing some of the larger assets to where they can take a cost segregation study and then do bonus depreciation to deduct a lot of tax liabilities.   https://www.offerform.com/ cody@offerform.com https://www.instagram.com/codytuma/

Today on the Lab Coat Agents Podcast, Jeff and Tristan will share an interview with London Lazerson; Heis a TikTok and Social Media influencer with a HUGE following of over 8.5 million on TikTok and over 600 million views just in 2021. He gives great advice on how to get started on TikTok; You don’t want to miss it!   London is hitting up to 9 million followers on TikTok. Tristan asks him how he went from just under 4 million to here within less than a year? London got 1.5 million followers in thirty days. He explains the grind that allowed to achieve it. Ever wonder what the ROI is on TikTok? What is the opportunity? London discusses the creator fund versus bigger monetization. If you’re a small business with not much marketing budget, London has advice for you, too. Big businesses need help on Social and are looking for it! Lots of ideas but not sure where to start? London weighs in his advice for posting and figuring out what works for you and the algorithm. London is testing to find the next viral trend. How does he do it? How do you manage burnout when it comes to constantly creating? What does structure look like? Tristan asks how London shoots content two days a week and how he handles posting. London makes recommendations for what to use for video editing and how to do it. Jeff mentions Business Video School, a sponsor to this podcast, who teaches editing skills that you need for Social. For a real estate agent, who wants to start making videos to get their name out there, should it be a separate account or their same personal account? For the biggest brands nowadays it’s more about the founder or the president because people want that personal feel. London shares that once you’re willing to market you have to be willing to cold DM. He explains his success in that area. In scheduling, how do you guard against lacking passion? Is TikTok experiencing a temporary high or will it remain a popular lucrative platform in the future? London shares stats about TikTok that highlight where the opportunity is. Everybody wants to consume TikTok and it bleeds everywhere, that speaks levels to  what TikTok has done to change culture.   Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor)   London Lazerson: https://www.TikTok.com/@londonlaz? https://bio.link/londonlaz/ https://www.instagram.com/londonlaz/ https://www.facebook.com/london.lazerson https://twitter.com/londonlaz https://www.linkedin.com/in/londonlazerson/

Episode Highlights: Rory explains selling the previous company prior to Brand Builders and how his friend, Lewis Howes inspired the start of this company. Brand Builders works with a wide variety of clients. They have worked with  New York Times best-selling authors. The majority of their clients are in professional services of some type- entrepreneurs, independent consultants, business owners, coaches, trainers, real estate agents, etc. Rory shares the mission of Brand Builders to be helping people find their uniqueness and differentiate themselves from that perspective rather than through the filter of what others are doing.  What is the podcast Rory is running for Success Magazine? Success Line Podcast is free coaching calls with Rory. Info for how to apply is provided in the Resources Mentioned section.  How do you break through the noise with your brand? Rory’s wife is the CEO of BrandBuilders and led a year long, nationwide research study on trends in personal branding. Rory shares some data points that have not been released yet. Are you more likely to trust someone who has an established personal brand? Rory shares how they can stratify and segment data based on generations.  82% of Americans agree that companies are more influential if their founder or executives have a personal brand that they know about, trust, and follow. Rory talks about the example of Glenn Sanford and eXp realty. Tristan reiterates the importance of one on one focus and ability to relate to brands especially on social media. Rory talks about struggling with sharing the little intimate details of his personal life on social media. He frames a new perspective by asking -Who is your favorite celebrity? If you could have full access to an entire day of their life, what would you say? Although we aren’t celebrities, people want to know the person behind what they see. A revenue building engine is an automated digital ecosystem around personal brand that pumps content out into the universe without taking a person’s time. How does Brand Builders create a content marketing strategy? Rory explains how they focus on creating fans not just purchasers and making a difference. Do you spend a lot of your mental energy on choosing the right hashtags, constructing your home page for opt-ins, and conversions? There is nothing wrong with any of that. Rory gives some advice to spend more time focusing on trust. When are people ready to buy? How do you create systems that capture them? Rory shares how he utilizes his feed versus his story on Instagram. The problem is never giving away too much and then they won’t buy. The problem is you didn't give away enough and they aren't coming back. What is one of the best prospecting mechanisms on social media? Where do you find your uniqueness?   Resources Mentioned: Lab Coat Agents Facebook Group: https://www.facebook.com/groups/labcoatagents Lab Coat Agents Twitter: https://twitter.com/LabCoatAgents Lab Coat Agents Instagram: https://www.instagram.com/labcoatagents/ Rory Vaden | https://www.roryvaden.com | Success Line: www.success.com/successlineguest | Success Room Instagram Live | https://freebrandcall.com/rv/  Drunk on Social Facebook: https://www.facebook.com/groups/136264191062786/ Drunk on Social Instagram: https://www.facebook.com/groups/136264191062786/ Jeff Pfitzer Instagram: https://www.instagram.com/jeffpfitzer/ Jeff Pfizer TikTok: https://www.tiktok.com/@jeffpfitzer?lang=en Tristan Ahumada Facebook: https://www.facebook.com/labcoatagents Tristan Ahumada YouTube: https://www.youtube.com/channel/UCJ6o6B5JPEBP57hu9VdzT4Q RedX (sponsor) Chime (sponsor)

On today's episode of the Lab Coat Agents Podcast, host Jeff is going to talk to Joshua Moore, the ‘Ginger Marketer’, who carved out a niche around Tik Tok to help real estate agents. He will share how you can use Tik Tok to grow your business. Tune in for all of the details! Episode Highlights: Joshua is from the UK, but he predominantly focuses on the US market. He says that there is a slightly different setup in the UK versus the US.  During the lockdown, Joshua planned to use Tik Tok, and he was learning how to use the app, like how to go live and add text, and he was just sharing that on his platform. Joshua launched the business and at the end of 2020, they broke six figures within the first 4-5 months, and that was just from pure Tik Tok coaching. You are doing yourself a disservice if you are focusing on the wrong things, and you are probably leaving a lot of money on the table as well, which isn't the best thing to do, says Joshua. The Tik Tok today is a lot of edutainment, a lot of education, and many other things. When many agents even think about getting started on Tik Tok, a big mistake they make is they think that they need to hire a video marketing team.  Tik Tok is not about dancing anymore. It's evolved into a lot more. So you get doctors, brands that are kind of taken over and come into Tik Tok, and they rely on user-generated content. Joshua says that Tik Tok is an app built on connections, being yourself, and being real, and that's what will be authentic. This is where we can kind of bridge between who people think you are and how you are polished on the other channels.  Tik Tok is an experience that you have never experienced before, but it's a real experience as well, where you can learn, you can laugh, and you can make friends and connections, and you can build a community. People take two to three hours to shoot a 15-second video, and they will never post it because they have the paralysis about perfection. How do you get past that? There are a few reasons why people comment. What are they? People who are using Google are also using YouTube, which is the second biggest search engine in the world. How does it affect your strategy? Most of the time, people aren't looking or listening to what you are saying. They are not looking at what you are doing or how your hair is because they don't know if that's right or wrong. Joshua talks about what real estate and local experts should be focused on, and common mistakes. Every post you push out should have a purpose, and that purpose should be to bring value. You should be clear about your goal. When you start taking yourself too seriously, you tense up, and then you are not real. You are scripted and it's like a robot is speaking. Who is it you're trying to speak to? That is the question that you need to ask yourself before you hear the post button every single time. Tik Tok is such an untapped organic platform right now that many real estate agents are scared off. What if you could break through that? You just need to push through whatever kind of mental barriers you have in front of yourself, and you just need to forget about it, and you can start posting and doing on Tik Tok, says Joshua. 3 Key Points: Tik Tok is something that's developed into an addiction in a good way. Joshua thinks that the average person spends over about 19.2 hours on Tik Tok per week, but it's a platform where you can create your freedom, unlike any other channel. There is a lot of psychology that creates Tik Tok, especially the emotions. When working with real estate students, Joshua really focuses on four core emotions: love, anxiety, anger, and curiosity. Jeff likes Tik Tok because it is the foundation of his social media brand. He explains the things that you can do to create advanced videos.   Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter RedX (Sponsor) Power ISA (Sponsor) https://www.facebook.com/groups/realestatetiktok https://www.tiktok.com/@gingermarketer?lang=en

On today's episode of the Lab Coat Agents Podcast, Jeff is talking with Aaron Novello from Southeast Florida. Aaron has grown multiple businesses outside of real estate. He shares his experience and how to be successful by working hard. Aaron has experienced what a lot of real estate agents in today's world haven't experienced, which was the years 2007 and 2008. Jeff and Aaron roleplay some of the buying and selling scenarios.    Episode Highlights: Aaron got started in residential resale in 2006. His family of origin is people who are very kind and good people doing the best they can under the given set of circumstances and the information that they had at their disposal. Aaron read books about wealth, and they tend to gravitate towards real estate. So, he soon figured, what better way to learn about the investment vehicle of real estate than to go out and get his license and help people buy and sell.  During his last semester at the University of Florida, Aaron had only had 9 credits.He got his real estate license and started to help people transact. And in 2007, he was on his way to doing about 50 deals. Aaron explains how he systematically and obsessively went about acquiring skills. While everything else was imploding and contracting, Aaron grew his business by 25%, year over year. Aaron has had the good fortune of not only still being in the field and actively selling real estate, but he is also on the sidelines coaching and training others who do so. For him, the challenge has been more from an emotional perspective because there has been a lot of pent-up anxiety from buyers of fear of missing out. There are two emotions that dominate any market. One is fear, but the other is greed; and sellers have been exceptionally greedy over the last 12, 18, maybe 24 months, says Aaron. Since the last 12 to 18 months, sellers have been able to be unreasonable, stubborn, and aggressive in terms of looking out for their best interest, and the marketplace has rewarded them for that. Aaron goes with three major factors in the marketplace that are beginning to shift and change in hopes that doing so can help a seller see why their neighbor had a different experience than perhaps they were going to have.  Aaron says that the market is very much about skills. And if any listener or anybody who is listening to this really pounds into your brain that when times get tough, only the skilled get paid.  We have a choice to make, and the choice is yours. We can either not sell the property now because perhaps your expectation is a little bit different than market conditions. The second option is you anticipate instead of reacting; because that's what leaders do. They anticipate, instead of reacting, you look at these market dynamics we put on a market, extract the capital and then you provide for your family in the way that you want, and you get out of this environment, explains Aaron. Aaron says that if he can get his skills to such a degree that if an opportunity presents itself, there is an 80 to 90% chance he can capitalize on that opportunity, it is then that he has created security for himself and his family, and he personally feels like it's his duty and obligation to protect his family. Money is not in the service, it's in the selling of the service. They expect you to know about contracts, they expect you to pick up the phone. They expect you to work in their best interest, says Aaron. Aaron suggests that real estate is totally a skill that's acquirable. It does require a certain level of obsession and discipline at the same time. It's not something that is reserved for only certain members of the population. It is reserved for those that deserve it because nature doesn't reward need, it rewards deserve.  The buy side is increasingly becoming less and less valued and they are being compensated less and less to do that activity. Aaron thinks himself as a prodigious provider of data because that is what these systems need. Aaron talks about life events creating shifts and the opportunity in them. What is the reason that you are compelled to put up with friction to put up with inconvenience? If it's not strong enough, then you are probably not going to put all of your time, energy and effort into that. When you do hard things, your life becomes easier. When you do easy things, your life becomes hard. So even though it's a little uncomfortable and people perceive it as perhaps confrontational, it's just straightforward, just like any other professional. Real estate is a sales job. It's no different than selling books, door-to-door knives, subscriptions over the phone, telemarketing where you are selling magazines, says Aaron. On his team Aaron has people who don't have any business background and no sales experience getting into a direct sales business, and nobody sits them down. He suggests that as a real estate agent you need to speak to people on a regular basis. You also need to have the skill of prequalifying to make sure people have the means and the motivation to actually do something. Then schedule an appointment, meet with them and give them a compelling reason to choose you versus somebody else. Then you have to go and show the property.  Jeff is in the real estate space, but he has shifted to teaching social media, teaching video, teaching these things. And it is the exact same conversations, everything is very parallel to what Aaron is talking about here. If a marketplace contracts 20%, that means you need to be 30% better to grow, says Aaron.  People have a tendency to play down. They play with people that are either at their level or below because it makes themselves feel better. Warren Buffett says, when the tide goes out, you can see who's wearing pants or not. And he also says that, if you're the absolute best at what you do from a skill perspective, you're always going to be in demand. The best coaches are always in demand. The best Asian stories are in demand. The best doctors are always in demand. Systems are made stronger by stress, and all this is a stress test. This is an opportunity to just make yourself stronger physically, mentally, spiritually and emotionally. 3 Key Points: Aaron discusses the effect of 40-year high inflation and loss of 5000 points in the stock market. Jeff talks a little bit about that psychology with agents. He says as a podcast listener, AKA Real estate agent if you are not equipped with the relevant skills, Aaron is what your competition looks like potentially, and that's going to put you out of business. You are going to lose opportunities.  Aaron answers how long should a real-estate agent role play? If someone is already doing that, what are two or three other skills that they need to pick up and focus on over the next seven months left in this year?     Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Power ISA (Sponsor) Z Buyer (Sponsor)   Aaron Novello https://aaronnovello.com/ https://www.instagram.com/aaronnovello/ https://www.tiktok.com/@aaronnovello?lang=en

On today's episode, Jeff is going to talk to Michelle Hext. She will be sharing her story of her life and how she got into martial arts. She will also be talking about how she helps people create a brand through her coaching. Jeff and Michelle will be talking about how one can open their business with the help of coaching. Tune in for all of the details. Episode Highlights: Michelle found martial arts late in her life. She was 22 when she started training. She explains her training. Michelle went into martial arts for the reasons that many, people do and that is a childhood of domestic abuse, sexual abuse, poverty and things like that.  As per Michelle humans seek structure even when they don't have it. There is something where we are seeking this thing that we can lean on and for many of us, that is structure, and if you have grown up in a household where you have had a lot of structure and discipline, it might have felt bad because you weren't allowed to do anything or whatever.  Michelle has always been independent and when she got into the martial art of Taekwondo. It was like the Angel started singing. Everything was so structured. The style that she learned, most forms of taekwondo, and there was grading, they give you a piece of paper. And there are the things that you need to be good at and complete in order to tick the box on that grading and receive your next belt.  People freak out when they get to their red belt and black belt is on the horizon and they start to tell themselves that they can't do it or they're not good enough. Being able to help people navigate that fear and come out the other side of it is so rewarding. The coaching that Michelle did with martial arts is the foundation of everything that she continues to do.  Take pieces of advice from people that aren't in our business because the one mistake that a lot of us make is go to real estate conferences, we go to mortgage conferences, we learn the same thing that all of our competitors are learning and there's actually more value in learning from an outside experiential person. My very last martial arts school that Michelle opened was an adult-only woman only full-time. She only teaches adult women, and it was the most successful school she had ever had. It was filled to capacity in no time and that was because she took up boxing.   Michelle created a full-week absolute beginner program. She doesn't even know where she got that idea from, but people couldn't come along to her martial arts school just to try. There is the traditional real estate agent either they are newer to the business, they really just need to focus on feeding the coffer and making paychecks. Then there is the agent who might be aspiring to grow a team and do other things and create ancillary revenue streams. And then there is the person who is already there, and maybe they haven't just monetized it yet. Michelle feels like customer service in many industries has really fallen by the wayside. And if you can build relationships with people that are long-term, so that even if somebody says no right now, they are filing you away. Just remember that your yes is not very far away. If you keep doing it, if you keep showing up with integrity, if you keep, you know, building relationships properly and if you see each individual as a human being and you treat them that way, that will serve you really well, suggests Michelle. Michelle just printed out a workbook that she is getting ready to put back on the market and it's about how to create an iconic brand. Michelle brand was called the art of Kicking ass elegantly, and it was this combination of her being tough at martial arts and also having this other side of her.  Michelle has a client; she trains salespeople who sell luxury cars. And one of the things that we spoke about when she was helping her develop this product is women are not treated very well on the showroom floor, we are not treated like we understand cars. It all comes down to relationship building, figuring out who you are and what you stand for and whatever process you need to go through to do that, suggests Michelle. In the real estate space, there is so much content and there is so much out there in the world that a lot of it sometimes you don't even have to recreate the wheel. Michelle suggests taking your first step and then you just build out the steps. You have got your framework and that is when we need to layer the marketing over the top of it, build out the content and all the rest of it.  Content creation needs days. People want enough information to be able to go and take action to get the result. They don't want to know every single thought that you have in your head. Michelle's favorite product for people is the mastermind, something like a six or a 12-month mastermind or you could call it a mentorship where you create a framework over the course of six or twelve months, where you get to teach them what you know. You get creative and think about what it would be for you, you brand it, you develop, but it's more encompassing. It's a bigger goal and then you lead people through that and it's so easy to create multiple six-figure revenue streams just through what's between your ears and the zoom call and a group of people that are willing to pay for it. Your job is to be there in your form and all those calls, just keeping people moving forward. But the people that are investing at that level, they are very self-directed, they are very ambitious. And they are going to soak up anything that you have to say, and they are going to do the work.  The people that pay the most are the people that demand Michelle's time the least because they already know what they want. In order to develop a personal brand, it takes a couple of years to find your feet and find your confidence, and having the practice of delivering really good results can take time. Michelle is never going to ask her clients to invest in something that she would never invest in herself. If you don't have any money at all to spend, then buy the book that is going to help and have a look at people who have been successful. You have got to be in an environment of learning and expansion to be able to progress forward. 3 Key Points: Michelle is in the Australasian Martial Arts Hall of Fame. From a business perspective, you owned martial arts schools, online fitness businesses. And the name of the game is to find more clients to find more paying customers, which is exactly what we are doing in real estate.  Michelle helps people develop personal brands and then monetize it because the successful people in any industry have a lot of eyes on them, and there are people that want to pick their brain. And if you have got people wanting to pick your brain or they are paying attention, then you have something that you can monetize. If somebody is going from paycheck to paycheck, Michelle is not going to suggest that they sell something or whatever to be able to afford it. Don't just settle on any coach, there are a lot of coaches out there, so make sure that it fits within your budget.   Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Michelle Hext  Z buyer (Sponsor) Follow Up Boss (Sponsor) https://www.michellehext.com/ https://www.instagram.com/michellehext/ DM Michelle Hext on any social media and ask for Branding Blueprint     https://www.michellehext.com/ https://www.instagram.com/michellehext/ DM Michelle Hext on any social media and ask for Branding Blueprint

On today's episode, host Jeff Pfitzer talks with Cheri Benjamin  about her life and journey of how she got into Real Estate. She is now a member of a new platform called ‘Closing the Gap’; It is about bridging the generational divide. Cheri regards every agent she meets as a new or existing leader. She emphasizes how if you are just entering the industry, you are a leader and that is the mindset you must have. Tune in now.   Episode Highlights: Cheri owns a brokerage firm and their headquarters is in Atlanta;  They have around 400 agents. They are in Georgia, Florida, Maryland, DC, and Virginia and they are in the midst of expansion.  What a lot of people aren't realizing is, over the next couple of years, you are going to see a lot of contraction, and especially in the mortgage business and it's going to happen in the real estate business, says Jeff. Real Estate is a business where you are growing your vendors or your partners.  You do need to find people with the right mindset and have the partnership mentality, because that is the key, says Jeff. Cheri talks through different types of deals and how you should be approaching them. What happens if you advise your client to shop? Cheri's sister’s brokerage called Cole Realty Group, started this with Zillow. A lot of people don't realize that the panel speaker is actually a Zillow coach. “Less than 5% of agents are black and brown in the entire United States”, Cheri states. Jeff was at the National Association of Real Estate brokers. He loved it.  We just have a lot to catch up with all of that lack of education. What about marketing events? Cheri' shares about a friend of hers  and his approach to them. Cheri had a team of 46, and that is a lot to manage. It's much easier for her to have a brokerage of 400 than a team of 46- It's all leverage. What does leverage and at the brokerage level? Cheri's biggest year in growth was from her New Year's resolution. She always made her New Year's resolution in October because that is part of her business planning and her life planning, and everything else.  Diversity in all forms is beautiful; That is how we learn, and that is how we grow. 3 Key Points: The Real Estate industry is very old school and there are a lot of old school leaders teaching new school agents the wrong way. Jeff and Cheri discuss the differences. The politics behind business and politics behind Real Estate affects investment and communities.  Right before COVID hit, Cheri bought this company. It was a lot to take on, but they have grown it. She shares about the journey.   Resources Mentioned: Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor)  Street Text (Sponsor) Cheri@villagepremier.com https://www.instagram.com/cheribenjamin/?hl=en https://www.facebook.com/cheriballen

On today's episode of the Lab Coat Agents Podcast, Jeff is talking with McCall Jones from Charisma Hacking. She is back for part two of the conversation from episode #160. McCall explains why people are afraid of being on camera. If you’re just now starting to shoot video you may actually have an advantage over those who started years ago because they were never taught to do it correctly. With Charisma Hacking, McCall helps people to be more likable and persuasive on video; Tune in to hear her expertise! Episode Highlights: McCall defines charisma as the ability to do three things, the ability to get people to pay attention, the ability to get them to trust you, and the ability to get them to act. There are no good and bad styles. There is only right and wrong for every single person. Every human in the world has people who do what they say. They have authority, but they think sales should be different when they should be the same. McCall suggests a different approach to measuring success on video. It’s not about how comfortable you are or how many videos you get out. What does it look like for you? Charisma hacking  gives you the advantage that you have in person with people. People beginning on video have the advantage when they get charisma styles. If you can tap into who you are first, the fear of failing on video goes away. If you are in a place where you still feel awkward on video, there is great hope because you have to look at it and see what is different. There is no such thing as failure. It's just better or worse. You can't necessarily fail; failure becomes the handicapper hurdle preventing people from doing things. There is nothing stronger in the world than the fear of rejection, and the fear of rejection is so real that it can keep people from doing anything, especially on video. The people who get rejected will move so much faster and farther ahead than the people who never try. Look at every single one of your mentors because when they get on stage and show you their first video, some of them were proud of that first video when they did it, and some of them were not. If you are flapping your arms around and you have never done that in real life, stop flapping your arms around the video and then you find the gap analysis. Before you record an emotional video, you need to be talking aloud about something that gets you in the emotional state you want to be in on that video. You can either hate the before or celebrate after every single time. You have to be kind to yourself so that you will stop doing wrong. Once we identify false faces, we say, we know who you are and who you are not. Once we identify that in the next step, we go through the training where the first thing we do is teach you how to use your authority style, says McCall. People have a simplistic mindset that shooting video simply has camera press play and talk, but it's so much deeper than that. The people who succeed the most in my program and with charisma are the people who commit to video. They know they need to use it and do it, says McCall. The video is perfect for introverts because social anxiety is something that you are creating in your head. So the only way you would fail or look ridiculous or whatever you're scared of is if you aren't yourself. 3 Key Points: McCall has created this system called Charisma Styles, which will tell you who you are, and how to be incredibly effective on video. You will always have a before video, and the idea is for your after video to soon become the new before video. You never have a before video to improve on if you never start. Once a person knows their authority style, nobody feels aggressive on video anymore, nobody feels bad making sales, nobody feels bad doing all things, says McCall.   Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor)  Chime (Sponsor) McCall Jones: https://charismahacking.com/ https://charisma.style/ https://www.instagram.com/mccalljonesofficial/

On this episode of the Lab Coat Agents Podcast. Jeff is talking with Tyler Hassman.  How can you create your own brand by simply making videos on social media? How many editing and camera skills do you need to start a TikTok video? Jeff and Tyler share how Tik Tok has helped them evolve their business in a cost-effective and efficient way. Tune in now. Episode highlights: Tyler has been a licensed realtor since September, it’s almost been 6-7 months and he is originally from Regina, in Canada.  Tyler takes a bunch of courses. He wanted to get into real estate, and he met a mentor who was buying apartment buildings doing joint venture partnerships where someone puts the sweat equity, and you will find the investor with the money, and you mash together. So, Tyler did that and just hustled for three years with his business partner when they were both 18-19 years old and they ended up buying seven apartment buildings. Tyler was super rich on paper. The bank counter told me it was all equity. It’s all about net worth and he needed some serious cash flows. Tyler started renting properties, then subleasing them and doing Airbnb management. He did that for a while in Scottsdale, Toronto, Ottawa, Calgary  Tyler was with his girlfriend and business partner from there they then went down to Costa Rica and got a hotel. They were managing over 100 units, including the apartment buildings, in three different countries and then COVID hit exactly two years ago. Because of Covid they had to come back because there was only one flight left and they left everything down there. Tyler still has n't been back and they lost everything down there. It is devastating, a ton of money is lost. Because of Covid, Tyler shifted to Calgary because Calgary is such a growth city. For a year he was doing consulting, helping other real estate investors. Tyler gets a lot of big Instagram pages in Calgary and explains how it works. Before you even get a posting, you need to make a vision board of your brand. Tyler’s girlfriend was the one that made this machine. She got his license. The first thing a lot of people invest in is probably ads or some training modules. When it comes to making TikTok videos you need to just not care, because at the end of the day, he didn’t care because he is authentic. So, he will have hundreds of people who will love it and there will be that one person that doesn’t like it. Anybody that is ahead of you is not going to talk down about you because they are too focused on building themselves and creating it. Everyone else that is going to be making these comments, they are going to be below you. When creating videos all that you should do is be comfortable. Don’t be a follower. You don’t have to be a follower because you go to a networking event and everybody is dressed a certain way, that doesn’t mean you have to do that.  When you have an identity and when you have a brand, when you are visible on social media, it makes connecting with people so much easier and so much stronger. Tyler explains tricks to make the perfect video and how it is important to not focus on yourself. People don’t care about you. They don’t care about your brokers. They don’t care about your sales history. They are already swiping. They want the house tour, but you are putting yourself first and not them first.  In order to make videos with your brand in today’s marketing, you have to have basic editing skills. You don’t have to have advanced skills, but you have to have some basic skills. What are they? There is going to come a time because it’s all cyclical, the way all markets run and there is going to come a time when there’s not a lack of inventory and there’s going to be too much inventory.  Price sells homes. It doesn’t matter what marketing tools you have. Price sells homes but what is priceless is eyeballs. People are coming to you now because you get the eyeballs. A lot of agents that have been out for a while and big businesses, there are so many other things going on for them. Tyler is starting to realize this service. That is why he has a team now built so they can help service all the clients. Tik Tok is the new door knocking, Tik Tok is the new fire. Tik Tok is the new everything. Tyler loves being on camera and stuff. His strategy is that he wanted to have a TV show on Netflix. That is kind of the next big thing that he wants to achieve.  Take what other people are doing which is working, put your own character in it and do it.  Put everything on one page. Be who you are. Let that shine and then the big thing is to if you ever switch industries. 3 Key Points: Tyler has almost 1000 leads that are well qualified and he has now built a team because he can’t handle all the business. He is also teaching them to do the same thing and now they are generating leads. Tyler explains how all of his  leads come from Tik Tok or Instagram. You are going to have haters, especially if you are having success on Social Media. They have their own insecurities. That is why they are doing it or they are threatened by you.     Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Chime (Sponsor) RedX (Sponsor) Tyler Hassman: https://www.tiktok.com/discover/tyler-hassman?lang=en https://www.instagram.com/tylerhassman/?hl=en