What an amazing conversation with powerhouse sales expert, Jennifer Diepstraten. Jennifer took her expertise and experience in sales and started her own coaching business where she helps entrepreneurs grow and improve their personal businesses.

Have you ever thought about charging more money for your services? What stops you? As Jennifer shared, most of her clients start to internally question their personal value, they worry no one will pay the higher price, and they ultimately fear the amount of business they will lose if they raise their rates. In reality, WE are the ones who are uncomfortable with the higher price, not the clients. Some people will not be able to afford us, but the reality is, that’s already true of our current rate. It is the confidence we have in ourselves, our expertise, and our value that needs to change because once we do that, the right clients will come and they WILL pay.

There is so much that goes into selling ourselves, our product, and our business. Real estate is personal and selling something personal always makes the sale aspect more difficult. If you try to help everyone that can’t afford you, it will no longer be a business, it’ll be a hobby. You have to not only have the confidence to ask for the rate you deserve, but know how to properly communicate that price with prospective clients. Changing our mindsets and being confident in who we are and what we bring to the table as professionals in our field will allow our businesses to grow in the best way possible. Find out how you can take your confidence and sales to the next level from the sales Rockstar herself!

 

Show Features

Here are some of the key takeaways from this episode.

  • Two Key Components of Making a Sale
  • How to Improve Your Own Value
  • The Importance of Communication in Sales
  • Why Confidence Leads to Success

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Episode 85: Steve Jolly | Kill Cold Calls!

March 30, 2017

Another GREAT podcast episode with the one and only, Steve Jolly! Since we last spoke in 2016, he has taken his business to bigger and better heights. Now an author of the book, “Kill Cold Calls: How to Generate a Six-Figure Income like Direct Marketing Legends without Cold Calls,” is an incredible read and worth every penny.  His insight into tackling the marketing aspect of our business without having to make those awful, awkward, and dread-worthy cold calls while still bringing in substantial and profitable leads is brilliant!

So how do you go about getting that phone to ring without making outbound calls? It sounds impossible, but it’s actually pretty simple. Not only does Steve share how to get that phone to ring, but he tells us how to get the people you WANT to work with to call you. He breaks down his process from beginning to end and even gives us his own secrets for generating those 5 Star Prospects - the people you not only want to work with, but are ready to buy/sell right now.

Our industry as a whole has a LONG way to go when it comes to marketing, but what’s great about technology is that there are SO many marketing tools at our fingertips we just need to put on our marketing hats and figure out how to make the most of them. Whether it’s the hunt for 5 star prospects or building relationships that lead to a dialogue about real estate, we have to make the effort to market ourselves without calling strangers. There ARE other options! If Steve and I can do it, you can too! Take a listen to this podcast to learn how you too can say goodbye to cold calls and hello to profitable relationships!

Show Features

Here are some of the key takeaways you get from this episode.

  • How to Generate 5 Star Prospects
  • The End of Cold Calls
  • 3 Keys to Building Profitable Client Relationships 
  • The Value of a Great Headline

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Episode 84: Rebekah Radice | Strategic Social Marketing

March 23, 2017

There is so much to learn about social media. Its role in our business and personal lives has grown so rapidly in the last few years that it’s hard to know where to start or how to grow your business online. That’s where the award winning marketer, author, and Chief Marketing Officer for Post Planner, Rebekah Radice comes in to shed some light on the best strategies for visual and social marketing.

Thanks to social media, you not only have a great space to connect with a wider scope of people at one time, but you have the opportunity to virtually be face to face with them. Live videos and recordings have only increased since Facebook Live came out and as Rebekah said, it will only continue to grow in how we use it for business. Speaking to a large scale of people at once with Facebook Live is beneficial, but are you speaking to the RIGHT people? There is so much value in knowing your target audience. When someone can cater to what it is you as a consumer fears, needs, and wants you become the perfect resource for everything that audience is looking for.

So how do you know who your target audience is and how do you engage with them? Rebekah shared some AMAZING tips for discovering the answer to those two pivotal questions. She explains how to figure out what kind of content your audience is looking for, how to speak to them, how to help them find you, and how to maintain consistency once you establish that following.

Finding the perfect marketing strategy, figuring out what type of content to share, and how to engage with your audience are some of the biggest challenges we face when approaching social media and visual marketing, but the answers are right in front of you simply aren’t asking the right questions. Want the answers? Take a listen and jump start your journey with the perfect marketing strategy for building and maintaining client relationships.

Show Features

Here are some of the key takeaways you get from this episode.

  • 3 Key Points for Marketing Strategies
  • The Value of Knowing Your Audience
  • How to Build Relevant Content
  • The Direction Marketing is Headed & How to Get There

Show Links

Episode 81: Glenn Sanford | Is this the FUTURE of Real Estate?

February 21, 2017

What an honor to have the founder of eXp Realty and CEO of eXp World Holdings Inc., Glenn Sanford as a guest on our show! Glenn’s business looks nothing like anything in the real estate industry today. His CLOUD based company is soaring in terms of how effective, efficient, and beneficial it is for everyone that joins. An agent owned business that distributes equity to productive agent owners is the first of its kind, but there is no question that it is already flying on the wings of success.

Glenn started his business with the desire to bring value to agents and brokers alike. He franchised a business model that pulled people in and focused on funnel marketing. The success he is experiencing far exceeds that of a bricks & mortar within a local community because of the depths of talent that is virtually available to him at any given time. Being able to connect and work with leadership from anywhere at any time is invaluable!

So let me ask you this, “How can we eliminate the physical real estate office?” Simple, how many of you spend your whole day sitting in the office in the first place? Not many. 95% of our business can be conducted virtually so why couldn’t that include our office? The only aspect of our business that remains local is our client relationships. Real estate is not about having your own office, it’s about having relationships with clients that matter and are based on trust.

Clients want someone reliable that helps them achieve what they have already set out to do, which is buy or sell their home. Glenn said it best, “It’s not about selling them A home, real estate is about helping clients choose the RIGHT home and helping them through that process of making that home their own. “ It’s a powerful statement that applies to the real estate industry as a whole. Take a listen to hear even more thought provoking concepts shared by Glenn that may very well change the way you approach business and ultimately how you succeed.

 

Show Features

Here are some key takeaways from this episode.

  • The Importance of Reliability
  • The Value of Client Relationships
  • How & When to Handle an Objection
  • The Effectiveness of an Agent Owned Brokerage

Episode 80: Mitch Stephen | Failing Forward to Own 1000 Homes…

February 10, 2017

Mitch Stephen is a real estate investor, educator, and author of three books. I love his book entitled “My Life & 1,000 Houses: Failing Forward to Financial Freedom.” The term ‘failing forward’ is so true for all of us! We learn the most from our failures. We figure out what not to do, what doesn’t work for us personally, and how to do it better the next time. We are all striving to find our niche, the right track that will lead us to success. Mitch made an excellent point – so many people try to master every angle of this business from farms, to investments, to commercial real estate, or residential real estate, but you can’t have your hand in that many pots and expect not to get burned. You are much more likely to succeed if you find that ONE strategy that works the best for you, learn everything you can about it, and hit the ground the running.

For Mitch, that niche was owner financing. He shared his journey of failing as a landlord, but discovering the value and profit behind owner financing. He took a strategy he knew he liked and wanted to master, investedin a professional that was already succeeding at it, and learned everything he could so that he too could find success within his chosen niche.

There is always going to be someone that knows more than you or has already done what you are trying so desperately to accomplish. Instead of envying them, USE them! Take advantage of their knowledge! Invest in yourself by investing in them. Pay someone to help guide you. We are so busy trying to master every area of this business that we lose sight of the value of investing in our own strengths. Find out how to be like Mitch and chose a strategy, master it, and watch your business soar. It’s easier than you think. Take a listen and find out for yourself.

 

Show Features

Here are some of the key takeaways you get from this episode.

  • The Value of Failing Forward
  • How to Find Your Niche
  • The Ins & Outs of Owner Financing
  • Why You are More Likely to Succeed in a Strategy You Love

 

Show Links

Episode 79: Andrew Barrocas | Accountability = Success!

January 12, 2017

It was a pleasure having the CEO of MMS Management in New York City, Andrew Barrocas, as a guest on my podcast show! What an awesome way to start out the year 2017! The New Year signifies a clean slate. The chance to start fresh with new goals and aspirations for our businesses and our personal lives, but how do we reach those goals? How do we hold ourselves accountable?

As a prominently respected real estate authority in the city of New York, Andrew has sold over 5 billion dollars worth of real estate property during the course of his career. That’s quite the feat! So how did he do it?!? Andrew shared with us the value of having an accountability partner or coach. Someone that holds you accountable and ensures you are on the right track to COMPLETING your goals throughout the year. You don’t need someone that will give you the thumbs up and go about their day, but someone that is willing to challenge you and push you to do everything you set your mind out to do.

So often our big list of goals we want to accomplish at the start of the year ranges anywhere from weight loss, to more time spent at home with our children, or a dollar amount we want to hit in terms of commissions or sales. Andrew shares with us why so many of those goals fall through the cracks and what steps need to be taken in order to keep yourself on track, as well as, the kind of people you should surround yourself with that will only push you to be best you can be. Do you want to get to the end of 2017 KNOWING you reached every goal you set out to accomplish this year?? Take a listen to this episode and find out how to make that dream a reality!

 

Show Features

Here are some of the key takeaways you get from this episode.

  • The Value of an Accountability Coach
  • 3 Key Categories for Setting Goals
  • How to Measure Your Goals & Accomplishments
  • The Key to Success in Real Estate

Episode 78: Ryan Lundquist | The Value of Trusting the Market

November 30, 2016

Ryan Lundquist is a certified appraiser in the Sacramento area and a GREAT connection as he runs the Top Appraisal Blog in the United States. Despite technical difficulties, we finally had a successful recording and I’m so glad we did! Having a relationship with an appraiser that you can turn to for advice and trust as an unbiased party that will support the value of a property first, can make a huge difference in your business! There is value in trusting the numbers and letting them support your opinions when discussing price value with your clients. Ryan shares how you can go about achieving that goal and the steps you should take to estimate property value accurately and efficiently.

It is so valuable when you let the market speak for itself because no matter what season we are in or where the numbers fall, they will never lie. You gain a certain level of confidence with your own production, as well as your client’s trust, when you supply them with the comps and numbers to support your opinions.

There is no such thing as a five minute comp and I’m grateful to Ryan for sharing way more than five minutes worth of valuable nuggets with us! It is easy to view appraisers as biased when they are hired by the buyer and paid by the bank, so it’s important to have the right one in your corner working for the property first as a neutral party. Learn everything you need to know about market value, range of property values, and letting the market speak for itself from the expert himself.

 

Show Features

Here are some of the key takeaways you get from this episode.

  • The Importance of Painting the Story of Value
  • How to Let the Market Speak for Itself
  • When to Let the Numbers Serve You
  • How to Explain the Seasonal Market to Clients

Show Links

Episode 77: Anita Dizon | Are You Bringing Value to Others?

November 9, 2016

I have been waiting a long time to chat with well sought-after real estate coach, Anita Dizon! We run in many of the same circles and I'm so glad we were able to get together for such a fun podcast chock-full of great nuggets! 

Do you ever notice home much better you feel after you help someone else? Anita shared how too often we are taught to chase the client, call them until they pick up, knock until they answer, but who actually finds pleasure in doing that?! Do YOU want to pick up the phone from someone trying to sell you something over and over and over again...No! We have to change that 'gimme' mindset and start giving BACK to our clients with value and trust. 

People want to work with the real estate agent that cares about them as individuals. Someone who cares about their wants, needs, and desire to find that perfect home. Just like Anita says, let's remind ourselves and our clients that we appreciate them as people by earning their business rather than expecting it. 

Show Features

Here are some of the key takeaways you get from this episode.

  • Typical Mistakes New Agents Can Make
  • The Importance of Bringing Value to Your Clients
  • 3 Key Elements That Help Feed Your Business
  • Why Giving to Your Clients Will Benefit Your Business

Show Links

 

Episode 75: Brett Campbell | Are You Where You Want To Be In Life?

October 25, 2016

I had the most incredible conversation with founder and CEOof Fit International, Brett Campbell. I was so inspired by everything he isdoing with his life and what he stands for. He recently wrote a book called,“Right Now! Why Not You...And Why Not NOW?” where he not only helps youdiscover who you truly are, what you stand for, and how to go our execute thatmoving forward.

What great questions to start asking ourselves. Why not you?Why not now? Those questions fall into so many aspects of life including realestate. We all have dreams and desires for ourselves and our business, whetherit’s to sell more, make more, have more free time, hire help, build a team…thequestion remains, what’s stopping you? Money? Time? MAKE the time! Budget forthe money! Life is too short to not be living to our full potential. We allknow who we want to be; we have the ideal best version of ourselves inside ourheads, but we spend SO MUCH TIME scared to take the leap and actually BE thebest we can be.

I walked away from this conversation completely blown away.His positive driven attitude is not only phenomenal, but contagious!  Take a listen and I guarantee you’ll walkaway inspired to unleash your greatness and buy his book so you too can findout how to make YOUR best self a reality.

Show Features

Here are some of the key takeaways you get from thisepisode.

  • How to Reach Your Full Potential
  • 4 Areas We Must Develop as Humans
  • The Importance of Live to Your Fill Potential
  • The Difference Believing in Yourself Makes
Show Links



Episode 74: Nick Raithel | The Business Card No One Will Throw Away

October 13, 2016

What a great chat with the creator of the 7-Hour Book, Nick Raithel! Nick’s team is helping real estate agents all over the country get the recognition they deserve by assisting them develop their own professionally-published book in very little time. Who wouldn’t want to add the title ‘Author’ to their bio?!

Do you have brilliant ideas rolling around in your head? We all have years of experience, success, trials, and methods that have guided us through the ups and downs of the real estate industry. A book is your own personal real estate. Not only can it help your business survive, it can help it thrive.  What better way to leave behind your personal legacy than through your very own book?

Nick shares the value writing a book can bring to your business from lead development, to recognition, and ultimately giving you the chance to stand out within your niche and market area. So get to writing and I can’t wait to read everyone’s books!  

 

Show Features

Here are some of the key takeaways you get from this episode.

  • The Value in Finding Your Niche
  • How to Leave Behind a Credible Legacy
  • The Promotional Benefits of Writing Your Own Book
  • How Your Book Can Make Your Business Thrive
Show Links