Social Selling Made Simple

The faith of a mustard seed, the mentality of a dope fiend, a solid plan to hit the ground running - this is how we combat the fear that makes us question our capabilities.    Fear will always be present in the entrepreneurial journey, but we can either succumb to it, or use our mindset to push through it.    How do we deal with fear when it does arise? What actions can we take to break through barriers of entry in real estate?  In this episode, I’m joined by Houston Realtor, ​​Kelli Johnson to discuss the mindset of a successful agent. Three Things You’ll Learn In This Episode    - How to become a full-time real estate agent  If you’re a part-time real estate agent, at what point do you know you’re ready to take the leap and become a full-time agent?    - The power of anticipating fear  How can you fortify yourself from fear in advance, and build yourself up so you shut it down when it hits?    - How mentality shapes our behavior  What surprising lesson can we learn from the mentality of a dope fiend?  

In a distressed market, the agents who do well center their marketing on being a helpful resource and an ally during hard times. The only challenge is, the markers of a distressed property market are unlike anything we’ve seen before, so we might miss the opportunity if we don’t know what to look for.    As an agent with little to no experience with defaults, short sales, and foreclosures, how do you navigate this market and prepare for it ahead of time? What word do we need to make a central part of all of our marketing efforts?    In this episode, I’m joined by North Carolina agent Karen Hocutt. We discuss how to prepare your business and your marketing for growth in the second half of 2021. Things You’ll Learn In This Episode    -Why the distressed market will look different in 2021 Today’s distressed market won’t be the same as the distressed market we saw after the 2008 crash. What unique factors are going to be present in this market and how do we prepare for it?    -How to infuse your marketing with empathy  How can we be more empathetic, collaborative and helpful by changing one word in our marketing vocabulary?    -The key to finding the right certification for you  How do we choose the right certification and designation for our real estate business goals?   -Why I let go of TikTok, Twitter, Snapchat and Clubhouse  Is it possible to get more leads and engagement on social media without creating more content or being on every platform?

The status quo in real estate dictates that agents get leads, and LOs have to ask, compete, and cold call for that business - but what if you could flip that and create the ultimate win-win by partnering up?    Agents and LOs are perfectly positioned to differentiate themselves, dominate the marketplace, generate better leads and close more deals when they WORK TOGETHER.   What are some of the bigger opportunities agents and LOs can capture through collaboration? Why are systems the key to success in marketing?    In this episode, marketing expert and CEO of Paragon Digital Marketing, Luke Shankula talks about the power of “Agent-LO” partnerships and how to create value for both sides of the relationship. Three Things You’ll Learn In This Episode    -How to build a recognizable brand in your market  In a highly competitive market, we need to use marketing to stay in front of people. What quick, easy and highly affordable ad campaign can we run to maximize our reach?    -The power of differentiating yourself from the average LO How can loan officers separate themselves from the average cold calling agent by providing value and consistently delivering what agents really want?    -Why systems and automation are critical to our success When it comes to systems, real estate agents have a low adoption and utilization problem, and we’re leaving money on the table because of it. What systems should we invest in if we want to get better marketing results?  

Whether we’re in real estate, education, or any other industry - our ability to succeed is directly connected to the tools we have, and the practices we put in place.    Journaling is one of the more powerful practices that allow us to reflect, learn, organize our thoughts and come up with new ideas. If you’re trying to figure out how to build your business, journaling should become a habit.    In today’s episode, I’m joined by two entrepreneurs and twin sisters who developed specialized journals that help people succeed in business.    What are the benefits of journaling and how can we use it to infuse our brands with authenticity? In this episode, real estate content marketer and speaker, Carrie Jo Little, and educational leader, Dr. Mina Blazy share insights and lessons from their journals.   Three Things You’ll Learn In This Episode    How to set yourself up for success from day 1 What tools can new real estate agents use to “build their inbox” and create a pipeline?    Why authenticity is so important  What opportunities do we miss out on when we don’t live authentically through our business and marketing?    The power of being reflexive, not reflective The present moment we’re in is packed with powerful insights. What’s the difference between being reflective and being reflexive in the moment?

How are agents and investors generating thousands of motivated seller leads in a low inventory market, without direct mail or cold calling? Now more than ever, the focus of our seller lead generation needs to be quality over quantity, especially online.    Our ads and content need to cut through the noise, and reach the people who are ready to take action right now.    Why is Google a great place to generate motivated leads? How do we use it with Facebook to supercharge our ad campaigns? In this episode, I’m joined by marketing expert, real estate investor and co-founder of Motivated Leads, Chad Keller.    With over 5000 motivated seller leads generated across the country, Chad shares his high-level marketing tactics that work in any market.   Three Things You’ll Learn In This Episode    Chad’s winning strategy for turning Google into a solid seller lead source  If Google is the largest search engine on the planet, how do we leverage it to generate motivated seller leads?    How to write ad copy that converts the leads you want  What keywords do we need to include in our advertising to cut through the noise and speak directly to the sellers we’re looking for?    How to increase your advertising ROI by going super narrow in your focus Why is Chad Keller so laser-specific about the kind of home he’s looking for and including it in his ads?

Are we in a low inventory market where it’s impossible to get listings, or are we just in a market that requires a different approach?    Agents who are complaining about a lack of inventory in the market are buying into a false perception and talking themselves out of a job. In the very same marketplace, there are agents who are generating seller leads, and even listings.    What sets them apart is mindset, action and being able to lead sellers out of fear and into confidence and clarity.    What factors are driving the perception of a difficult market? How do we find the opportunities in this market?    In this episode, I’m joined by International Speaker, Trainer and Bestselling Author of Success with Listings: How to Find, Secure and Sell More Listings, Knolly Williams.    He shares how to navigate the current market, his 46-step listing system and how to help sellers overcome the fear of listing their homes. Things You’ll Learn In This Episode    The three buckets of listings you need to go after  How do we ensure success, relevance and scalability by making the bold decision to become listing specialists?   The best script any agent can use right now  What statement do we need to remove from our vocabulary if we want to separate ourselves from the agents who are complaining about low inventory?    How to get your unfair share of the market  You receive what you affirm in your business, how do you stop worrying about other agents and focus on the competition that really matters?    Why the low inventory market is a perception we can change  How do you empower sellers to see possibilities in the market using Knolly’s brilliant “trial listing” strategy?  

In a rapidly evolving marketplace, agents who define themselves by their job title, and not by value risk getting left in the dust. Seeing the market through the lens of a traditional transaction will make us irrelevant, fast.    To stay ahead, we have to redefine what it means to work in real estate, and think beyond buying and selling homes.    What critical steps do we need to take to form our value around our time, talent and identity? How do we find unique opportunities to solve pain points? What mindset do we need to switch into if we want to succeed in a low inventory market?    In this episode, entrepreneur, author, life and business coach, investor and host of Ambition, Honey & Hustle, Candace Spears, shares why tapping into your superpowers makes you a better entrepreneur. Three Things You’ll Learn In This Episode    The amazing power of knowing your value  When our identities get wrapped up in our failures, we lose sight of the value we bring.  How do we snap out of self-doubt, and remind ourselves of our brilliance?    Where the greatest opportunity lies for agents today Is your mind open to the value-add real estate adjacent opportunities you can add to your service offering?    How to create new lanes of value in real estate How do we look beyond the structure of a traditional real estate transaction so that we’re always relevant and valuable under any market conditions?  

Many real estate agents believe that they have to be open 24/7 in order to be successful in our profession.    They’ve bought into the lie that building a competitive business requires agents to give up all their time. This doesn’t have to be true for us.    It’s possible to have a thriving business without 80-hour weeks and burnout, by choosing to work by relationship and referral. Agents who grow by nurturing their database get to dictate their schedule, work manageable hours and are better equipped for market shifts.     How can we grow a better business by valuing ourselves and respecting our own time? In this episode, I’m joined by agent, team leader and president of Business by Referrals, Garrett Maroon. He shares how he built a successful business that runs on relationships. Things You’ll Learn In This Episode Why your social circle isn’t doing business with you  If we want our friends and family to do business with us or refer people to us, we have to get them to see us in a real estate context. How did Garrett do this and grow his database from 40 to 300 people?    How to choose the right CRM You just need a place for your information to live so you can take care of your people, it doesn’t need to be more complicated than that.    The limiting belief agents have to overcome  We don’t have to be available 24/7 to make our clients feel like we’re doing a good job. If we prove ourselves to be valuable, people will respect the schedules we set.    How clients treat us starts with how we treat ourselves  When clients don’t respect our work boundaries, it’s our fault for not setting expectations and protecting our time. How can we expect to be valued if we don’t value ourselves first?  

Entrepreneurship comes with crushing lows that can wreak havoc on our mindset and destroy our momentum - if we let them.    The hardest moments of this journey are the failures, but those challenges can be the greatest teachers, not just for ourselves but for those around us.    Even if we don’t get things right every time, there’s so much value in our experiences. The entrepreneurial journey has been about constantly tweaking who I am and what I have to offer so I can align with the best opportunities.    What are some of the biggest personal, professional and financial challenges I’ve faced? How do I use what I’ve learned throughout my life to constantly better myself?    In today’s episode, I’m in the hot seat with agent, Kim Tracy. We have a really deep conversation about some of the most powerful experiences that have shaped me as a business owner and a woman. Three Things You’ll Learn In This Episode  The power of mentorship  Mentorship is an important part of becoming the best versions of ourselves, but it can be hard to get access to the high-level people we can learn from. Volunteering is one of the best ways to meet people whose time is usually expensive. We can’t expect to be around the best mentors if we don’t come from a meaningful place.     Why our failures are a gift to the world  Our past experiences and failures are our future skillsets and provide us with the wisdom we can impart to other people. Even if things went wrong in a venture, don’t minimize all the skill sets that have brought you this far. How do we remind ourselves of this every day to crush self-doubt?    How relationships play into our momentum  It’s impossible to propel to the next level without assessing our relationships and what they really mean to us. It’s important to be around people we like, and people who actually help us improve daily. How do we find a tribe of people who think like us and make the journey easier?

Successful marketers don’t have to tell us what they’re doing. The results they get in business are evidence of a foundation of value, systems and intention.    In real estate, it’s so easy to get bogged down by distractions, inefficiency and a lack of boundaries. When we’re not getting the results we want, the first area we need to examine is our daily work routine.    To become effective and unstoppable, separate the essentials from what’s not moving the business forward.    What are some of the key systems we need to have in place? What is the difference between being productive and being busy?    In today’s episode, I’m joined by national speaker, and author of Straight Talk for Real Estate Success, Monica Neubauer. We discuss her book, and her strategies for building a strong real estate business. Three Things You’ll Learn In This Episode    Why being busy isn’t the same as being productive  If we don’t create systems that bring efficiency into our businesses, it’s easy to end up wasting time on things that don’t serve us. Productivity is going onto social media to further our goals, while aimless activity is spending time on social platforms without a clear intention.     How to engage with the public in strategic ways  To stand out in our markets, we have to create a strong, personable presence in our localities. One of the best ways to do this is to make connections in local government. It gives us the opportunity to deepen community relationships, become experts on the local housing market, and create highly relevant social media content.    The importance of balance  Develop healthy boundaries between your work and personal life. Don’t be so focused on professional development that everything else suffers, and don’t neglect carving out enough time for income generating activities.