Social Selling Made Simple

Real estate is a competitive space, and with the market swaying, a lot of agents are going back to cold calling to get business. While cold calling works for many Realtors, many people need a different mindset about it.   How can shifting our mindset about cold calling directly impact our results?   How can we make cold calling fun, and use it to grow?   In this episode, Head of Sales at Humantic AI Collin Mitchell joins me to discuss how he made over 500,000 cold calls in his career, what the perfect script looks like and how cold-calling can actually be enjoyable. Three Things You’ll Learn In This Episode    - How to open a cold call The opening to your cold call is undoubtedly one of the most important parts of your conversation so how do you find one that works for you?   - Fine-tuning your cold-calling How does being consistent help us perfect conversations?   - How to use personality insights to build relationships Knowing your buyer's personality can help you be compatible with them, and understand what they value.     Guest Bio   Collin Mitchell is a 4x founder passionate about Sales, Entrepreneurship, and Podcasting. Collin is the Head of Sales at Humantic AI where they are helping sellers personalize the entire sales process to build more rapport and close more deals.   Collin is also the host of Sales Transformation. He started with nothing but managed to grow his first business from 0 to 5M ARR in 26 months! Collin has been in the Sales and Service (SaaS) Industry for 13 years.   Find Collin on LinkedIn @Collin Mitchell or visit https://humantic.ai.

Metaverse, blockchain, cryptocurrency, web3, DeFi - these aren’t just buzzwords. They are terms that are rapidly changing how transactions are happening right now. The idea of having closings take place on the blockchain, and doing down payments in crypto sounds extremely futuristic, but this is now a reality.    Real estate is fraught with fraud, but implementing the blockchain in how we buy and sell homes is already solving this problem.    What do agents need to know about all these concepts?   In this episode, Realtor, speaker, and real estate tech pioneer, Amy Chorew helps us wrap our heads around Decentralized Finance and gives us the scoop on where the opportunities are.     Three Things You’ll Learn In This Episode    - Common consumer problems that will be solved by the blockchain  How is blockchain changing everything from health records to buying cars?    - The immutability of the blockchain Will the blockchain eliminate a lot of the fraud we see in real estate?   - 4 ways the blockchain is enabling an easier home-buying process Can people get access to capital and collateral via blockchain?     Guest Bio   Amy Chorew is an active Realtor, speaker, and educator. She is involved in new home sales, investment properties, and listing well-staged homes in Connecticut. Since 2008, Amy has been on the national speaking circuit teaching industry professionals about technology and sales strategies to help improve their real estate business.    Her learning and consulting company “Curated Learning” is responsible for helping organizations and real estate companies enhance their training content and platforms. Onboarding programs, new agent training, and top agent programs have been their focus. Amy is working on launching three new programs: Web3, Blockchain, and Real Estate, Value Proposition – How to articulate your value to today’s consumer as well as a program called Fiscal Fitness. Working with a CPA this program will make sure real estate agents are keeping more of the money they make and investing it wisely!   Amy is also active as a committee member on two of NAR’s committees, Data Strategies, and Federal Technology Policy. She is also a member of the Women’s Council of REALTORS® and various training organizations.   To find out about Amy’s Web3 course, send an email to amy@amychorew.com.

As real estate professionals, it’s important to have an understanding of the life events that motivate a transaction, including divorce. Because it’s an emotional time tied in with a huge financial decision, dealing with divorcing clients can be difficult.    How can communicating effectively help us when it comes to working with divorce clients? Why is it so essential to treat both sides equally?   In this episode, President & Founder of the National Association of Divorce Professionals Liz Becker joins me to discuss professionals that touch on the divorce process, how to communicate in more than one way and how to create a win-win situation for your clients.     Three Things You’ll Learn In This Episode    - How to make your communication versatile  Why do we have to shift our communication style according to our clients?    - How to ensure that your output matches your client's input How do we understand our clients so we can have a better rapport with them?    - The trifecta of good communication What steps can we take to improve our client communication?     Guest Bio   Liz Becker is the President & Founder of the National Association of Divorce Professionals. Liz is also a Licensed Neuro Linguistic Programming (NLP) Master Practitioner, Communications Skills Coach & Trainer. She has almost two decades of experience working with both divorcing clients and the professionals who serve them.   Realizing the absence of an association that unites and supports all professionals in the Legal, Financial, Mental Health, and Residential fields who serve divorcing clients, in 2015, Liz founded the National Association of Divorce Professionals.   Find Liz on Linkedin @Liz Becker or visit https://thecdstraining.com.

Real estate is surprisingly one of the most dangerous professions in the world - we are the only professionals that meet complete strangers at a property and often find ourselves behind closed doors with people we don’t know.    There are so many safety details we overlook, endangering our lives and the lives of our clients in the process, but this can be avoided with a few changes and decisions.    Can we win more clients by making safety a prominent part of our service?    What are some of the safety mistakes agents make?    In this episode, I’m joined by “Tracey, the Safety Lady” Hawkins. She shares her expertise on steps we can take to keep ourselves, our clients, and their possessions safe throughout the entire transaction.     Three Things You’ll Learn In This Episode    - Surprising ways thieves gain valuable information from real estate clients How do we ensure that our sellers and their private information are protected as dozens of people walk through their homes?   - How to do your homework on everyone you work with Why do we need to vet sellers the same way we do buyers?    - How to instantly become more valuable Can focusing on safety make more buyers and sellers choose us over other agents?     Guest Bio   “Tracey, the Safety Lady” Hawkins has taught thousands of professionals across the country to live and work safely for over 27 years. Hawkins is the safety writer for The Close and a safety expert/contributing writer for the National Association of REALTORS® REALTOR® Magazine, Realtor.org (she wrote the most-read article of the year in 2017), contributing writer for the National Association of Residential Property Managers/NARPM, Houston’s REALTOR Magazine, and RIS Media. For more information, head to ​​https://www.safetyandsecuritysource.com and contact Tracey directly to get her safety tip for FSBOs.

In order to build a six-figure business, we must add 2880 contacts to our CRM every year, but that’s impossible without a strategic daily practice to connect with people.    With the 8x8 daily planner, it’s easy to create the habit of building relationships and become top of mind with the people in your sphere.    How do we actually put this planner into practice and really add value to our databases? In this episode, I’m going to take you through a simple daily exercise that will grow your real estate business.     Three Things You’ll Learn In This Episode    - The powerful acronym that will boost our marketing efforts  In real time, people are telling us about what’s important to them. How do we add this to our marketing so that we can connect with them on a deeper level?    - Why we have to pay attention to what’s happening in the lives of our sphere  How do we prepare for our clients’ pain points in advance?    - How I kept my business growing on medical leave Can we grow our income and simultaneously reduce our costs?

The market shift is fast approaching, and we need to leverage all our assets to get through it. Many of us are using social media for marketing, but are we extracting every drop of value out of it?    The content we post doesn’t just keep us top of mind, it validates what we’re doing which gives us a huge advantage in a market shift.    How can we improve the content we create? What are some of the tips and tricks we can use for successful marketing?   In this episode, Owner of EXIT Realty of the Smokies Diane Farr and Realtor Lisa Luther join me to discuss ways to improve our content and some resources that we can use to ensure we get results every time.     Three Things You’ll Learn In This Episode    - How to gain an advantage without spending a dime There are endless tools for marketing as well as resources that are available for free. How can we take advantage of this for our content?   - The power of tracking How can we implement 8x8 tracking to see the best results?   - How to differentiate yourself  Your uniqueness makes your content better, how do you add a personal touch to your marketing assets?     Guest Bio   Diane Farr is the Broker/Owner of EXIT Realty of the Smokies. Diane has been a licensed Real Estate Agent since 2005 and obtained her Broker license in 2008. She is a current member in good standing of 3 local Multiple Listing Services and a member of the National and Tennessee Association of REALTORS. Diane is a Short Sale & Foreclosure Resource (SFR).   Find Diane on LinkedIn @DianeFarr or visit https://www.realtordianefarr.com.   Lisa Luther is a Realtor and Distinctive Properties Certified Agent. She is part of the Women’s Council of REALTORS and MA State Liaison/Past State President.   Find Lisa on Instagram @realtorlisasellshomes or visit http://lisalutherrealtor.com.

Our journeys in life and business are full of difficulties and struggles. Most of the time, we choose not to speak about those struggles because we’re afraid to be vulnerable, and unsure about how we’ll be perceived.    The things we’re scared to share are actually some of our biggest strengths, and the more we talk about them, the more we connect with people.    How can we be more open about our struggles in a professional setting?    In this episode, Associate Broker with Porter Premier Homes Gersha Porter joins me to discuss how to incorporate social selling into your business, as well as owning your truth and how it can be beneficial to agents. Three Things You’ll Learn In This Episode    - Maximizing our social media skills How do we level up our expertise in an era where social media is king?    - The power of owning your truth  How can we own our truth and use it to uplift ourselves?   - How to incorporate social selling into our businesses There are enough opportunities for everyone, but how do we find them through social media and incorporate them into our businesses?     Guest Bio   Gersha Porter is an Associate Broker with Porter Premier Homes and has been a lifelong resident of Baltimore City and Baltimore County. She is a graduate of the University of Maryland with a degree in Psychology and Towson University with a Masters in Human Resources Development. As a full-time real estate professional, Gersha genuinely enjoys helping buyers and sellers achieve their real estate goals.  Find Gersha on Instagram @gershaporter or visit https://www.porterpremierhomes.com.

In business, branding isn’t just about the visuals - it also has a lot to do with the words we use and how well they connect with the people we want to work with. This is where copywriting comes in.    When it’s executed right, our copy becomes a magnet that brings in leads and lucrative opportunities from untapped niches - like divorce.    Selling a house while getting a divorce is unlike any other real estate transaction, and that presents a unique way for us to add value, help people and close more deals in the process.    How can we leverage copy to better target divorce leads? What can agents do to help people navigate this transition in their lives?    In this episode, I’m joined by real estate agent and copywriter, Jodie Cordell. She shares tips for working in the divorce niche and why there’s so much opportunity for the taking right now!     Three Things You’ll Learn In This Episode    - How to clarify your message  What do you need to find out before you write anything at all?    - How to be of value to the person most likely to do business with you  How do we craft copy that speaks right to our ideal clients or the niche we’re trying to target?    - Why the divorce niche desperately needs good agents Divorce real estate transactions come with a lot of emotions - how can we help our clients navigate them, have a less stressful home sale, and swiftly move into the next chapter?     Guest Bio   Jodie is a real estate professional and copywriter with more than ten years of experience in the advertising and marketing space. As a licensed real estate agent in Florida, Jodie built a successful business using modern marketing strategies, including video.    Today, Jodie focuses on teaching others how to grow their businesses using cutting-edge marketing technologies.    When Jodie isn’t writing rockstar copy, she loves spending time with her family and her dogs, enjoying interesting new foods, traveling, and shooting her weekly wine show with her husband, Denny.    For more information, head to https://theclose.com.  Read Jodie’s article about divorce leads here.  You can also go to https://www.jodiewrites.com to learn more about her work or send an email to jodie@theclose.com to get in touch! Go to http://divorcethishouse.com to learn how to specialize in divorce real estate.

Everyone, regardless of their industry, eventually faces struggles with their businesses and real estate agents are no different. There are certain challenges we can avoid, but oftentimes there are trials we have to face head-on.    Are there ways to steer clear of certain struggles? How do we leverage our skills and achievements to overcome these challenges?    In this episode, I am joined by real estate strategist, Elizabeth Cruz. We discuss the struggles of being a minority in the industry and what to look for in a partnership within the real estate industry.     Three Things You’ll Learn In This Episode    - How to overcome challenges in the industry as a minority. Stereotypes against minorities are an unfortunate reality. How can we turn this into our biggest strength?   - How to leverage your skill set to better serve your customers How do we use the skills we have acquired to succeed, show up and serve?   - Why talking about our achievements is so important. Marketing is a key factor when it comes to any industry. How does talking about our achievements help us to market our business?     Guest Bio   Elizabeth Cruz is a real estate strategist and is a team leader at The Cruz Realty Group. She has a renowned reputation for honesty, integrity, first-class customer service, helping others, and serving the community.  Connect with Elizabeth on Instagram at @lizcruzrealtor.

In the real estate game, there are thousands of people with similar skills competing for relevance and revenue. The ones who earn the most money for their skillset have found a way to leverage who they are and what they know to differentiate themselves.     What steps do we have to take to become high-earners in our industry? How do we maximize the strengths and opportunities we already have?    In this episode, Principal Broker at Pottershouse Realty LLC, Tina Smith, joins me in the hot seat to talk about the tools that make our skills more valuable.  Three Things You’ll Learn In This Episode    - How to leverage our expertise  What does it take to become a real estate keynote speaker?    - How to protect your knowledge  Are trademarks and copyrights enough to protect our intellectual property?    - How to build a premium brand leveraging free tools  How do we maximize what we already have?     Guest Bio   Tina Smith is the Principal Broker at Pottershouse Realty LLC. She has dedicated 20 + years to serving her community and people worldwide, she has served on the MAAR Committee Board of the Fair and Affordable Housing Committee.   Tina believes that education is key in the real estate arena. Her in-depth training includes real estate practice, legal aspects, financing, property management, real estate investments, exchanges, taxation, banking, and creative financing.   To learn more about Tina head to https://www.pottershouserealty.com/about_tina_smith.