Social Selling Made Simple

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.

Real estate teams are a powerful vehicle for growth and success, but they still remain heavily misunderstood and underutilized by agents who desperately need the structure and freedom they provide. In order to build a team, it's critical that we shift from thinking like an agent to thinking like a business owner. The best and highest use of our time as agents is becoming better salespeople, interacting with clients, setting the vision for the business and doing what no one else can do. If we're spending our time on tasks below our pay grade, we hold ourselves back from the things we need to be doing to be profitable. Most real estate businesses fail to grow because agents are distracted by tasks that don't move the business forward. Teams allow us to maximize ourselves in a way working on our own never will. When do we know we're ready to start a team? How do we make sure we're building our businesses in the correct order? What makes good teams so valuable and attractive to agents? In this episode, author, speaker, coach and real estate team dynamics expert, Pamela Ermen shares the framework for building a stable team and a powerful business. Three Things You'll Learn In This Episode Who we need to hire first on our teamsPeople tend to gravitate to what they think they do well, but if it's not the best and highest use of their time, the business won't grow and they won't free themselves to focus on what matters. Our first hire has to be where you are spending most of your time below your pay grade. Evolution vs. revolution in real estate growthEvery time you go through an evolution in the growth of your team, it will cause a revolution. The status quo in the business will be challenged, and we'll experience some growing pains with that. The problem is most team leaders confuse revolution with failure or problems. Revolution doesn't create weaknesses. It exposes the places where our systems and leadership have to rise to meet the new level of growth. How to hire for a purpose, not because of a pain pointAvoid hiring just to mitigate an immediate pain point. Hire with purpose in mind instead. Take a systematic and strategic approach to growth so you're not hiring people with no long-term purpose in your business. Build the right systems first so that when you hire people, they are able to plug into something to free you, instead of becoming another ceiling in the business.

To build a valuable and successful real estate business, we have to put key pieces in place in our lives and take deliberate actions every day. We can either build a business that burns us out or gives us freedom and allows us to earn the most money for what we have to offer. In 2020, there were certain critical pieces I put in place in my business to emerge stronger. How did I use my time at home to increase my streams of income? What are the biggest life lessons I apply in my business? In this episode, I have a conversation with the President of the Women's Council of REALTORS-Atlanta Network, Eboni Killian. We discuss how to set ourselves up for success. Three Things You'll Learn In This Episode It's hard to sell a real estate team or individual business. Instead, think of a real estate franchise opportunity that you can roll your business into so you can create your exit strategy. We have to focus on getting the most out of our time, and finding the position, job, title and real estate path that earns you the most amount of money for what you do. Video is not about looking perfect. If we focus on perfection, we won't get started. The two most important things about video are consistency and content.

If you want to succeed in real estate and build a sustainable business, you need to have a powerful marketing system. We need a repeatable and scalable process that helps us generate leads. We're in the real estate business and whether we want to list, flip, or wholesale a property, it's impossible to do so at a high level without a marketing plan. In today's low inventory market, it's important to be extremely dialed into our local markets so we're able to identify and maximize our earnings through off-market deals. How do we start generating leads and identifying listing opportunities? What source of leads do agents overlook and ignore to their own detriment? In this episode, I'm joined by investor Zack Boothe. He shares how he went from window washer to millionaire investor, and how to generate great deals right now. Three Things You'll Learn In This Episode How Zack adds 100 Properties to his lead generation list per hour At the moment, the biggest problem in most real estate markets is low inventory. Using the Driving for Deals system and the app Deal Machine, you can generate leads and start building a list of motivated sellers. The best way to find motivated sellers in a low inventory marketInstead of trying to convince every homeowner to sell their home, look for the property owners who have a pain point you can solve. In our markets, there are many tired landlords, and people who are burnt out on owning a home. Look for physical signs of neglect in the home to know if and when to make an approach. Why real estate agents miss out on great listing opportunities Most real estate agents feel like wholesalers are taking money out of their pockets, and that they are our competition, but they can actually be our collaborators! Most wholesalers are very specific about the kind of properties they buy and they pass the rest to their Realtor partners. Building relationships with these investors is one of the best ways to boost our businesses.

Sales and networking require us to effectively communicate with strangers. In those situations, many agents struggle to separate themselves from the crowd, and fall into the trap of simply being seen as a commodity. We all have things that make us different. What we're passionate about, the value we bring to the table, the niche we serve and our own personal journeys that set us apart. When we're able to present ourselves leading with these things, we get elevated to the status of an expert in the eyes of the people we meet. How do we find the niche we can dominate? Why are stories a central part to sales? In this episode, I'm joined by internationally-recognized consultant, speaker, coach and author of the new book, The Introvert's Edge to Networking, Matthew Pollard. We talk about what it takes to get better at selling ourselves. Three Things You'll Learn In This Episode The biggest misconception people have about introverts and entrepreneurship It's hard to convince the world that introverts can be good at selling, and that's because there are a lot of misconceptions about what introversion means. Being an introvert doesn't mean you can't sell, it's just about where you draw your energy from, and that your path to success is often different. Why niching down offers more options than we think Niching down allows us to become an authority in a specific space. One mistake we make is thinking there's limited niches available. We can niche on demographics like retirees, by occupations such as medical professionals, or we can niche down based on an outcome or a specific result we can get for people. How to sell more effectively by telling stories When it comes to sales, agents often over complicate everything and overwhelm people with information, which puts them off. Instead of overloading them, we have to tell stories to short circuit the logical mind and reach them on an emotional level. People resonate with stories more, and when we embed our communication with names and anecdotes about changing people's lives, we get attention and spark a relationship.

One of the most important marketing fundamentals we need to make a reality in our own lives and businesses is finding and dominating a niche. When we create our own lane, we're able to have a clearer message, stand out more, understand our clients and serve them at a higher level. Mobile home investing is one of the most fascinating and profitable niches in real estate. Today, I'm joined by an entrepreneurial couple who have flipped over 400 mobile homes, and are now teaching other people how to build wealth and financial freedom in the same space. What strategies can we put in place with mobile homes so that they solve problems for other people? How can we use platforms like YouTube to dominate a niche and showcase our unique value proposition? In this episode, I'm joined by the co-founder of Trailer Cash Academy, Jay and Samera Harvey. They share how they got started and what helped them rise to the top of this niche. Three Things You'll Learn In This Episode Why mobile home investing serves an important purpose Affordable housing is an issue in every metropolitan area in this country, and mobile homes can be a worthy answer to this problem. By investing in mobile homes, we can contribute to improving the lives of families in our communities. Why we shouldn't be on every social media platform There's so much pressure for us to be on platforms like TikTok and Clubhouse, but it's important to remember how easily those shiny objects become distractions that take us away from our goals. Protect your time, if a platform is not where your ideal clients hang out and what makes you money, it shouldn't be a priority. How to create a client avatar Think back to who you were at the time that you started and really needed the service you offer now. Get really specific about the biggest questions you had at the time and use that to inform the solution you create. If you understand the problem, you can position your product in order to solve that pain point.