What a pleasure having the founder of Luxmana Investments, a real estate investment company that focuses on residential and multifamily investments, Mark Walker on our show! As a multifamily investor himself, Mark knows his way around the market. His formula for unlocking the value of a property allows him to recognize a good deal when he sees one.

When it comes to investments, you have to tread with caution. Not every investment is going to be a good one and not everyone you meet is going to be the right person to go into business with. Do research, run a background check, learn about the property and about investments in this business as a whole before forking over money you do not want to lose.   

So many people watch those infomercials late at night about making more money by doing less and they get excited about getting involved with such an easy and profitable business. However, that couldn’t be further from the truth. There’s a difference between smart investments and throwing money into the wind. This is a tough business and so many make the mistake of investing more than they can afford to lose. As Mark shares, you can only learn from those mistakes, but your greatest asset in this business is to keep on learning.  

There is value in investing in residential and multifamily properties, but the key to success is being able to increase the net operating income of a property. Take a listen as Mark graciously shares some helpful tips for determining your desired criteria when investing in real estate and how to achieve profitable success.

Show Features

Here are some of the key takeaways from this episode.

  • The Importance of Learning
  • Unlocking the Value in an Investment
  • How to Invest Wisely
  • The Key to Increasing Property Income

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Episode 88: Margaret Smith | Grow By Letting Go

April 20, 2017

Another great episode about finding the right talent to help you reach the next level in your business! As a current administrator in the real estate industry, Margaret Smith has the best insight into what kind of direction a fantastic admin needs in order to help your business excel. She also shares some great tips on how to make that agent/admin relationship blossom as you navigate the tricky world of letting go of your everyday tasks and allowing someone else to take some of that unnecessary weight off your shoulders.

I don’t know about the rest of you, but for me, and most of the agents I know, letting go is a pretty tough concept. We tend to be control freaks and it’s difficult for us to hand over our responsibilities to someone else, especially in a business that we built ourselves and is so personal. However, it’s SO vital to our success! In order for any business to be successful, communication needs to be at the top of your priority list with everyone on your team whether they are sales people or administrative staff. It’s important to establish where your daily priorities lie and what goals you intend to accomplish that year.  

I cannot say it enough, without that extra help you are only holding your business back from breaking through that ceiling giving you the leverage you need to make your growing success in real estate a reality.  At the end of the day, you need to run your business like a business because one person cannot consistently or realistically keep up with the growing demands more clients entails without help. Take a listen to all Margaret has to offer. It’s always insightful to hear an insider’s perspective. I think we can all learn a lot about what our current admins may need from us to help them bring growth to our business and what some of us may need to be looking for in finding the right person to help us get there.

 

Show Features

Here are some of the key takeaways from this episode.

  • The Value of Letting Go
  • How to Find the Right Talent to Help Your Business Grow
  • The Importance of Implementing Systems & Operations into Your Business
  • How to Establish Good Communication with Your Team

Episode 87: Brindley Tucker | How to Grow Your Business By Doing Less!

April 14, 2017

What a blast I had chatting with CEO of Your Realty Leverage, Brindley Tucker! She is such a kick! Her passion for life along with training, coaching, and hiring the right people to help you increase your productivity as you grow your business in real estate, mirrored everything I believe to be important when shooting for that next level.

Brindley hears one of two things when realtors discuss hiring an admin – I don’t have time to find help or I can’t afford to find help. You have to MAKE the time or your business will never grow. It is impossible to do everything yourself, you’re not a machine. Believe it or not, there are people in the world, unlike most of us real estate agents, that LOVE paperwork and entering listings. They love tasks, details, and all the day-to-day nuances that we don’t have the patience for, that drive us crazy! Hire those people! Find the person that compliments you, not the one that’s exactly like you. Your business only needs one you!

We all need someone that will fill in where we fall behind, but it won’t happen overnight. If you want someone to invest in your business, you need to invest in them first. TRAIN them! Help them grow so that they can help your business grow allowing you to do what you do best – sell homes!

I could go on and on about how amazing and valuable the tips Brindley shared with us today are, but I think it’d be much more beneficial if you took a listen for yourself. I cannot explain what a game changer having someone there to pick up the slack and keep your business running makes. Take the advice, use it, and watch what a difference a little leverage can make in your business.  

Show Features

Here are some of the key takeaways from this episode.

  • Two Key Motivators in Business
  • The Value of Hiring Help
  • When to Hire Leverage
  • How to Recruit the Right Talent for Your Business

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Episode 86: Jennifer Diepstraten | Know Your Worth!

April 7, 2017

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

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

Show Links

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 82: Jeff Lobb | Don’t Just Work Hard, Work Smart!

March 2, 2017

What a pleasure speaking with this week’s guest, Jeff Lobb! As a real estate coach, founder and CEO of SparkTank Media, a growth strategy company that focuses on technology, sales, and marketing for real estate, mortgage, and title industries, Jeff touched on some of the problems agents face that is keeping them from achieving that next level and as a fellow coach, I couldn’t agree with him more.

So much of our day, as agents, is trying to do it all ourselves. There are only so many hours in the day and never enough time to do it all. We all know that’s not physically possible yet we can’t swallow our pride long enough to ask for help. As Jeff puts it, you need to spend at least 80% of your day doing what YOU do best. For him, that’s sales. One of his strengths is sales or listing appointments, which is honestly a lot of agent’s forte mine included. However, the paperwork, entering listings, and all that type C business, not our thing. There comes a point in every business where you reach the ceiling and you can either get some help to push right on through to grow your business or you become so inundated that your business spirals downward. The key is accomplishing any level of success is you have to want it to achieve it.

No one wants to give up control, especially the control freaks, but in this business, or any successful business, you have to. To get to where you want to be, you have to divvy by the reigns. Jeff used the perfect comparison of a doctor’s office. Do you want your surgeon to be handling billing, answering the phones, signing people in, and prepping for your surgery at the same time? No, you want him to be focused on you, the patient, and do what he does best which is performing the surgery. So why do we treat real estate any differently?

 Most agents get into this business because they love to help people, they’re great at sales and building those trustworthy relationships. Why is so important to have your hand in every aspect of your business instead of hiring someone to do that for you so you can focus on what YOU do best? Real estate isn’t complicated, it’s actually pretty easy. You simply have to go out and do it. Jeff was full of insightful nuggets including an AWESOME social media tip! Take listen and find out more!

Show Features

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

  • How to Make Social Media Work For You
  • The Importance of Doing What You Do Best
  • The Value of Execution
  • Finding Your Own Stream of Prospects

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