Social Selling Made Simple

As an independent broker operating in a market dominated by the Zillows of the world, it can feel like we’re going to be driven out of business at any second. The truth is, we can still own a slice of the market without the big budgets of well-known brands, if we focus on the advantages we have over them.    How do we use marketing to make sure people know us and want to hire us? How do we deal with the loneliness and burnout that often comes with real estate? Why do we need to stop agonizing over the things we can’t control?    In this episode, I’m joined by New Jersey real estate broker, LaNa Jones-Jules. We talk about some of the mindset challenges we face as Realtors, and how to navigate them effortlessly.  Three Things You’ll Learn In This Episode    - How to keep the best talent in your brokerage What’s the difference between retaining agents and keeping them?    - One sign that you need to beef up your marketing Are you consistently marketing and adding value so that people never question what it is that you do?    - How to make peace with what we can’t change in business  Everyone needs a pay-them-no-mind list for the things we can’t control. How do we build one for business? Guest Bio-    LaNa Jones Jules is the Broker of Record for Jules Realty, Inc., a family owned, Newark, NJ based real estate boutique. Jules has been working as a New Jersey licensed real estate sales professional since 2004. She enjoys working with first time home buyers particularly people who are relocating from the NYC metro area to the suburbs as she made that same move from Brooklyn, NY to Essex County, NJ after she married. Having grown up in a military family she understands the pressure on all family members when it comes to relocating.    Prior to working in real estate, LaNa worked in the entertainment industry for several years and has extensive experience working closely with clients who require unique, discreet, specialized attention. She is a hardworking and dedicated leader who is passionate about helping her clients achieve their real estate goals. Whether you are a first time home seller or buyer, landlord, investor or anyone in between, Jules has the patience and skills to assist you. For more information visit https://www.julesrealty.com/ and follow @ljjules on Instagram and Facebook.

Now more than ever, our jobs require us to be on camera and present ourselves in the virtual world.    If you’re going to have your camera on, then you better be strategic about how you’re showing up - no resting b**** face, and no disorderly background.    In large Zoom calls, we might think we can get away with not making an effort, but people notice, and that hurts our brands.    How do you show up to Zoom calls so well-prepared and ready to engage that it helps us build relationships? What can we do to make our video backgrounds enhance our brands?    In today’s very special 100th episode of Social Selling Made Simple, I share tips you can implement right now to use Zoom at the highest level.     Three Things You’ll Learn In This Episode    - Why virtual backgrounds don’t work What are the shortcomings of virtual backgrounds, and is there anything we can do to improve their use?   - The secret to creating your own video oasis How can you turn a small corner in your home into a world-class, Zoom-worthy studio (even if the rest of your house is chaotic)?   - How to show up and show out on Zoom Virtual meetings aren’t just a communication channel, they can be a powerful branding tool. What are the advantages of implementing strategic visibility?

As real estate agents using social media to expand our reach, we’re basically choosing to be public figures, and as our profiles rise, we might have to shift our expectation of privacy.    We are our own broadcasters in the name of real estate, and that means more recognition out in the world. The question is, how do we adjust to this newfound local fame? What steps can we take to protect ourselves in public? How do we combat marketing FOMO and shiny object syndrome?    In this episode, I’m joined by Atlanta Metro agent and content creator, Tonya Jones. We talk about the challenges of becoming a public figure.     Three Things You’ll Learn In This Episode    - The challenge of becoming well known on social media With a high risk of people cloning our Instagram accounts, is it smarter and safer to make our accounts private?   - How to brand yourself if you have many agents with the same name as you How do we leverage our unique expertise, stats and accomplishments and create a brand and identity no one else can claim?   - How to combat FOMO and shiny object syndrome What’s the one thing we always need to return to when we’re tempted to dabble in something new? Guest Bio-  Tonya Jones is a Metro Atlanta Real Estate Agent and content creator devoted to helping people buy or sell a home with as little stress as possible!  To connect with her and watch her content, follow her on Facebook and Instagram. FB: https://www.facebook.com/TonyaJonesMetroAtlantaRealEstate/ IG: https://www.instagram.com/tonyajonessellshomes/

Contrary to popular belief, TikTok isn’t just a platform for dance videos and funny hacks - it’s a massive marketing vehicle, with personality, familiarity, and relatability baked into it. It’s the perfect marketing channel for Realtors!   We know that TikTok has all this goodness going for it, but why are so many Realtors still so resistant to it? How can we start making really good TikTok content that will get people to stop scrolling?   We found the ultimate TikTok expert to unlock the door to leveraging the almighty TikTok. With 1 billion views and 2.3 million followers, Maayan Gordon is the PERFECT person to teach us about TikTok mastery.   You’ll learn how to succeed on the platform, and use it to gain visibility, influence and even clients.     Three Things You’ll Learn In This Episode    - Why TikTok solves the “secret agent” problem It’s not as easy as we think for people to locate agents. How can we leverage TikTok to get more visibility in our markets?   - The best content to share on TikTok You don’t have to tell people everything on TikTok, why are quick and easy-to-implement tips the best move?   - How to get more out of your TikTok content As short as TikTok videos may be, they are actually perfect for repurposing. What other ways can we leverage the content for very little extra time but lots of reach? Guest Bio-  Maayan Gordon is a TikTok and LinkedIn Consultant, Influencer Marketing Maven,  Superconnector and Social Media Psychology expert. With over 1 billion video views and over 2 million followers, Maayan has mastered social media at a high level. She teaches people to make social media work FOR them not AGAINST them. Maayan recommends custom tailor PROVEN strategies to make growing on social media EASY without the confusion, overwhelm, or frustration!   For more information, visit https://www.maayangordonmedia.com or connect with her on LinkedIn - https://www.linkedin.com/in/maayangordon/ Instagram - http://@maayangordonmedia   To sign up for her TikTok course head to https://www.maayangordonmedia.com/tiktokcourse  

The path to inaction is paved in excuses and procrastination. If we want to achieve anything in our lives, we only have to decide between making progress and continuing to make excuses. How do you choose the path that leads to your dreams?   We all have our fair share of baggage, and it’s easy to blame the past, trauma and other people when our lives are stagnant. But we bear the full responsibility for where we are today. The good news is, if we’re not happy with anything in our lives, we have full control to change, shift and improve.    How do we admit to ourselves that we’re not perfect and that we need work? What is the process of self-awareness and improvement that we all need to commit to?    In this episode, I’m joined by motivational speaker, entrepreneur, and certified behavioral coach, Javonne Steward​​. She shares her inspiring story, and her strategies for cutting out the excuses that keep us from action.     Three Things You’ll Learn In This Episode    - Why success starts with personal responsibility  When you accept responsibility and take control of matters, both good and bad, everything else in life will start to get easier.   - How to change your mindset so you can stop making excuses The path to progress includes a self aware, personal development phase. How do we spark a change in our behavior?    - The power of knowing your triggers  Being self aware and knowing what triggers you is actually a superpower. Why are we at a huge advantage when we’re real with ourselves? Guest Bio-  Javonne Steward is a motivational speaker, entrepreneur, certified behavioral coach, and devoted mother who values dedication, service, and excellence. Javonne is the founder of No Excuse Today, an organization focused on the principle of taking action in your life. Simultaneously, she is the creator of Pillow Thingy LLC, a novelty pillow company designed to encourage creativity, imagination, and entrepreneurship. In addition, she has also received acclaim for her first children’s book which she authored and self-published.   Javonne brings unique perspectives, empowering her audiences to unleash their untapped potential. Using real-world examples, Javonne sheds light on how our innate talent is invaluable to those we seek to impact. Audiences love her presentations because they leave able to implement her practical strategies, personally and professionally.   Given her accomplishments and trajectory, you might not have guessed Javonne spent more than a decade in foster care before being adopted. Despite that experience, she has not only transformed her own life, but she has dedicated her work and purpose to the transformation of others, especially the lives of our younger generations. With a knack for making meaningful connections and an insatiable appetite for helping others maximize their potential, Javonne knows how to rock any stage, connect with the crowd, and provide the necessary instruction for others to do the same.   For more information visit https://javonnesteward.com and follow @javonne.steward on Instagram.  Take Javonne’s FREE self-awareness assessment here. https://profiles.innermetrix.com/VO/90786b1d/en

Uber, Tesla, and Canva are successful businesses with one thing in common - they all run referral programs, and grow their customer base through the people that already do business with them.    Real estate agents, on the other hand, have a ton of people they’ve done a great job for, but never go after referrals, and this is an expensive mistake. How do we go about changing this?  What makes referrals a more efficient marketing channel than anything else? In this episode, I’m joined by Realtor, mentor, educator, speaker and author, Kimberly Offord. She shares how she gets 90% of her business from referrals, and how we can implement that in our own real estate businesses.     Three Things You’ll Learn In This Episode    - How to earn up to a $120k more this year  Why are referrals the only way to outsell the agents who spend more on marketing?    - The easiest way to ask someone for a referral  Asking for referrals can feel awkward, but it doesn’t have to be. How do you ask without having to talk to someone directly?    - Why you have to consistently nurture your database  Your database isn’t just a collection of contacts, how do you trim it down so you’re putting your efforts on the right people? Guest Bio-  Kimberly Offord is a Realtor, Mentor, Educator, Speaker and Author who always allows her passions to direct her life path. She is the author of three real estate publications.  Work for the Referral, Not the Commission, Recipe for Referrals and The Referral Gratitude Journal. In 2006, Kimberly began a career in the real estate industry working for a boutique brokerage until 2015 and then starting her own. In December 2017, Kimberly joined Fathom Real Estate as  the Designated Managing Broker and District Director opening the first Fathom Realty office in  the city of Chicago. With Fathom Realty, she mentors and coaches new and emerging Realtors.    She is a member of the Chicago Association of Realtors (CAR), the Illinois and National  Association of Realtors. She has served as a past Board of Directors member for the Chicago Association of Realtors Education Foundation. Currently she is the Chair of the Professional  Development Committee for CAR. She is also a member of the CAR Diversity Committee and  the “CAR 77.” Both organized to promote and celebrate the association's commitment to  diversity in the Chicago communities. She has conducted free financial workshops, written several blogs and has served as keynote speaker for graduations, workshops, community  empowerment fairs and various other events. To buy Kimberly’s books, visit Markilemons.live.

In today’s listing scarce market, real estate investors hold the key to more property, more deals, and more income. Surprisingly, very few agents ever engage with investors. Most of us treat them as competitors, instead of allies in a challenging market.    The bottom line is, if we aren’t actively building relationships with investors, we’re shooting ourselves in the foot.    What are real estate investors looking for in potential Realtor partners, and how do we approach them? How do we apply an investor’s mindset to everything from homes to buying exotic cars?    In this episode, I’m joined by Sunil Saxena, an MD who decided to bring his skill set and talents to the world of real estate investing. He shares how Realtors can double their business and their commissions by getting an investor (or three) on their side.  Things You’ll Learn In This Episode    How to get investors to want to work with usEvery agent should have 3-5 investors in their back pocket. How can we get in front of Realtors by jumping into their DMs with value-driven personalized video messages?   What agents need to learn if they want to appeal to investorsInvestors are obsessed with numbers and the bottom-line. What are the 3 numbers that drive their decision to go into a deal?    The massive potential of house hackingDr. Sunil lives in a multi-million dollar home paying only $1250. What is his secret?    Why we should be using migration patterns to our advantage How can we get a piece of the action in “Zoom towns” and use an emerging housing trend to make more money.   Guest Bio-    Dr. Sunil Saxena is a life-long entrepreneur, author and speaker. He has started 6 successful companies mostly focused on real estate and real estate development. Dr. Saxena has been active in the DC real estate market since moving to the area in 2001. He has been involved in construction, remodeling, development and sales. He has completed over 100 projects including small rehabs to larger multi-unit projects. Dr. Saxena graduated from medical school and practiced Emergency Medicine for 8 years before retiring from medicine in 2009.  For more information, visit https://thesaxenacompany.com and follow @thesunilsaxena on Instagram.

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?