When it comes to online buyer leads, generating a list of potential clients is the easy part. There is no shortage of lead sources and platforms that collect names. The hard part is converting those leads.  Between bad or incomplete information and low response rates, there are many factors that can tank the success of our efforts.  Now we might not be able to control everything, but plenty of agents are doing very well with online leads by making a few simple tweaks to their process. Can...

If you asked real estate agents what they spend the most money on, lead generation would be at the top of the list. The only problem is, when the conversion of those leads is low, it tanks our ROI and in turn, our profitability.  When agents struggle with conversion, they tend to blame the lack of return on the quality of the lead.  But my experience with different lead sources and platforms proves that this isn’t true. After evaluating tens of thousands of leads across different sources,...

If you’re in the online lead gen game, you’ll notice that it’s gotten a lot harder lately.  It doesn’t matter what platform you’re using - deliverability has plummeted, open rates and replies have decreased, and more consumers are sending the dreaded opt-out message. As a result, the conversion ratio from online capture to connection has dropped drastically and the price-per-lead is going to skyrocket.  With all our communications getting filtered more heavily, sending one-size-fits-all email...

In today’s real estate market, many deals are being held up by listing agents who are scared to lose their clients. They know the price the seller is asking is too high, but they can’t tell them because they might get fired.  As the buyer’s agent, you can use this to your advantage, move the deal forward, and negotiate a lower price. The best part: the listing agent will love you because you’re saying what they’re too afraid to tell their seller.  Instead of letting deals hang in the balance,...

In the aftermath of the NAR settlement, a lot of agents are panicking about and struggling with one area of the transaction: negotiation. There are a lot of agents who are worried that these new rules of compensation could be the reason the deal doesn’t work out. Reality isn’t that dramatic. We’ve dealt with deals falling apart over money before, and it’s not the end of the world. If we were able to negotiate our way through that before the settlement, we can do that now.  In today’s episode,...

When it comes to online leads, everyone’s got an opinion, and most of them aren’t good. Many agents will tell you that online leads are dead - that they aren’t responsive or engaged, so what’s the point?  Well, here’s the truth about those so-called dead leads - they are just dead to you. Those so called disengaged and unresponsive leads do respond…just not to you.   There’s no such thing as a completely new lead. Every single lead is someone else’s old lead, and your old, neglected leads are...

In today's dynamic real estate landscape, the power of converting online buyer leads can’t be underestimated. The internet is one of the easiest ways to generate leads today, but that doesn’t mean it doesn’t come without its challenges.  From incomplete and false contact details to unresponsive leads, so many factors can hamper the success of our online lead gen. The good news is, there are ways we can improve our results, and it’s all in our control!  In today’s episode, I share 3 things you...

If you double your appointments, you’ll double your income and double your commissions. -Greg Harrelson    Whether you're a seasoned agent or just starting in the business, anyone in real estate can benefit from increasing their commission revenue.  You don’t have to wait till a new year, you can double your income in just 90 days. Putting more deals under contract is easy if you take the right actions.  How do you take your real estate career to the next level?  In this episode, I share 2...

In order to be a listing machine, you need to have the endurance to do the activities every single day. -Greg Harrelson   If you’re struggling to generate a lot of listings, you might think there just aren’t enough of them in this market. That’s not true. All over the country, there are real agents who are generating tens of listings every single month - agents just like you. What’s their secret?  Well, these agents aren’t doing anything special - there are 3 things they do every single day....

Ever since the NAR settlement happened, real estate agents can’t stop talking about and even panicking about it. So many people think buyer’s agents and their ability to earn money is in jeopardy.   I don’t think reality is quite so bleak. The fact of the matter is, a lot of the social media hype is nothing more than clickbait, designed to make you fearful, lose focus and ultimately lose money.   How do we cut through the noise and dive into the facts to understand what these changes really...

The NAR settlement has a lot of people worried about the future, and what it means for the jobs and even the existence of buyer’s agents. The truth is, we are where we are and we can’t change that.   Instead of focusing on the chatter, and getting sucked into the vortex of negativity, we need to ignore the noise, remain productive and focus on value.   Here’s the thing: people don’t mind compensating others when value is delivered. If you focus on your value proposition and communicate...

The secret to building an extraordinary real estate business isn’t as complicated as so many people make it out to be. In fact, the most successful agents keep things really simple.   The secret is all about following a routine that lets you take advantage of your momentum. Instead of trying to execute on difficult things, there are 9 simple things that will lead to massive success in this business.   How do you build a daily routine that makes success inevitable?   In this episode, I talk...

If you’re worried about the real estate market changing, I have bad news. The change has already happened. No matter where you are, there’s no doubt that the market has softened.   There’s less properties on the market, less buyers, higher interest rates, more people sitting on the fence and ultimately, less sales.   Navigating the ever-changing real estate landscape requires adaptability and strategic thinking. How do you put your focus forward instead of looking back to the market we had...

In real estate, it’s really easy to start the year with motivation and drive. The challenge is maintaining the momentum and keeping your foot on the gas pedal when the going gets rough.   With everything going on in the market, interest rates and the NAR settlement, it often feels like you’re up against a headwind. We have to put systems in place to make sure we keep generating leads and listings. How do we keep achieving our goals in challenging markets?   In this episode, I outline 3...

Many real estate agents start the day with the intention to get a lot done. Unfortunately, they still find themselves with a ton of tasks to do by the end of the day. From lead generation and follow up, there are things we need to do to ensure our success.   Getting more production out of our day isn’t difficult - it’s all about doing a few critical things before noon.   How do we set clear intentions and actually follow through on them? How do we focus on the most productive tasks? Why do...

The future of the real estate industry is in flux right now. Due to recent lawsuits, the buyer side of transactions has an uncertain future. That means listing appointments are more important than ever.   Listings are the easiest way to secure your future in the industry. In order to get more listing appointments, there are 3 things we have to know about the conversations we’ll be having.   What are smoke screens, objections and conditions? How do they play into your lead generation? In this...

There’s a race going on in the industry right now - the race to build an engaged database. The agents with the biggest and most engaged databases will be able to dominate their local markets and gain 20% of the market share in just 12 months.   This isn’t about building a database for the sake of having thousands of names saved. It’s about building a database that will drive more business.   What does it take to create an engaged database?   In this episode, I talk about the secret to...

Whether we like it or not, we all exist online. The problem with most real estate agents is, when you Google them, all you find are incomplete profiles. This is what the consumer sees when they search for you, and it might make them question if you’re even still in the business.   How do we make sure our online presence doesn’t work against us? In this episode, I talk about the importance of completing your profiles on platforms like Zillow and Realtor.com.   I’ll share simple steps to...

In this market, selling 3 listings in just 5 days seems highly unlikely, but that’s exactly what one of my agents did.   And he’s only been licensed for 5 months!   When it comes to getting and closing more listings, you really don’t have to figure out how to do it. It’s already been figured out - all you need to do is commit to the process and do it consistently.   What are the things this agent did to close more listings in a week than other agents close in 3 months? In this episode, I...

Most agents are doing 90% of their business with buyers, but with all the changes coming from the NAR settlement, it might be time to pivot to doing more listings.   Landing a listing quickly isn’t as hard as some agents think it is. If you know where to look and what to do, you can get a listing a lot sooner than you thought. What are 3 easy sources of listings? How do you convert them into listings?   In this episode, I share how to find more listings, specifically through sellers. 

The NAR settlement is all anyone can talk about in real estate lately. The problem is most of the conversation is based in fear, scarcity and a gloom and doom mentality. Agents actually have the opportunity to come out of this change better and stronger, but that depends on where you put your focus.   Instead of complaining and panicking, we could be using the settlement to give our clients a better service.   What should we be thinking about when it comes to settlement? How do we set...

The key to taking more listings is setting more appointments. The biggest barrier to getting to the appointment is the first no you’ll get from a seller.   That first no is nothing more than a smoke screen that you have to get past. What strategies can we use to get past the smoke screen and interrupt a pattern of negativity?   In this episode I share simple ways to redirect a rejection and turn it into an appointment. 

In the competitive world of real estate, hearing a "no" can feel like hitting a dead end. It can leave us feeling like it’s not worth making the ask again.    But the truth is, "no" doesn't always mean never? Very often a “no” means “not now” or it’s just a smoke screen that’s a lot easier to overcome than you think.    How do you turn rejection into an opportunity? By reframing our mindset and persisting with meaningful dialogue. In this episode, I share practical strategies to boost your...