How Long Is Your Time Horizon? (And What Does That Mean For Your Lead Gen?)

Aug 31, 2020

Last week on the podcast we spoke, at length, about the kinds of automation we use for different types of lead generation strategies. You can check out the full conversation here.

To further the conversation, it's important, when strategizing around your lead generation setup, to understand your desired outcome and timeline. All leads are not created equal. They're subject to their own intent, as well as the kind of messaging they're responding to. And your nurturing process should be set up accordingly.

When creating a lead generation funnel it's important to start with the end in mind. If you're generating leads through a digital platform like Google Ads, for instance, it's good to know up front that there will likely be an elongated...

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How Clear is Your Vision?

Aug 10, 2020

Any typical year in the real estate business is bound to be littered with a bevy of goal setting workshops, business planning seminars or any variety of vision casting exercises. It's important, of course, to have a handle on these things. To know what it is you want to accomplish in your business and draw a map to get there. But although it seems we spend an inordinate amount of time working out the details and creating the "perfect" setup for our future selves, it's not often we ask ourselves who's drawing that map. What voice is telling us what we should want why?

It's been my experience that far too many entrepreneurs, in general, craft their vision for the future on entirely arbitrary benchmarks that mean very little in the broad...

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How Can You Double Your Business?

Aug 03, 2020

I've been talking a lot about time management lately. It's truly incredible how apparent the holes in our productivity become when we put forth a focused effort to itemize and analyze the use of our time. But what are we supposed to do with all this info?

It's easy to look at the dead time in our schedules and reflect on all the things we could have, or should have been doing. But productivity comes with its own brand of baggage. More business means more task work, more client needs, more late night texts and emails. When we pour gas on the fire the flames don't just get bigger, they get hotter as well. 

I asked my team this week to take their Ah-Ha's from our time management exercise and spend time thinking deeply about how they...

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This Person Needs You

Jul 27, 2020

It's almost impossible, in the current environment, to not think about the here and the now. It feels like life is at a stand still in many respects. Which, in other respects, doesn't seem so bad because the future feels uncertain. What's going to happen with the market? The economy? The industry? There is a lot of evolution on the horizon, and it's understandable for us entrepreneurs to have struggles that correlate to the unknowns that evolution brings.

It's also true, however, that understandable and beneficial are not one and the same. While the atmosphere is in a state of extreme flux right now, it's assured to return to a state of rest in the future, however far off. And when that time comes we'll still be here. Still with visions...

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This Is the Perfect Time For This Lead Gen Strategy

Jul 20, 2020

We are officially in the heart of summer. And while it may not be a conventional season, the market in most areas has been charging ahead. It should be the busiest time of year for real estate pros. But while we're stacking all the money we've made from summer closings and, hopefully, reinvesting a good portion in our businesses, there's one effective lead generation strategy that often gets overlooked as we get busier.

I'm talking about your sphere, of course, and they way in which you interact with it. As it should account for at least 50% of our closed transactions, it's tremendously important that we don't lose focus on our biggest pool of advocates during our busiest time of year.

We tend to overestimate how much our sphere is...

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Discover Your Strengths and Lean In

Jul 09, 2020

There's no one right way to build a business. It's also true that there are many wrong ways. Real estate is unique in the sense that it's a relationship-based industry that rewards entrepreneurs with great interpersonal skills, while also punishing those with little business sense. The irony in this, of course, is that these are usually the same people. 

Highly analytical thinkers and excellent socializers and communicators are rarely of the same cut. But both are required to run a successful real estate business long-term. And to bridge this gap, it's important to find one's strengths, acknowledge weaknesses, and lean into the parts of the business that will produce the biggest return on time and money.

This isn't always easy to...

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Halftime's here. What adjustments are you making?

Jun 29, 2020

If there's one thing 2020 has taught us, it's the importance of flexibility. Of finding new ways to accomplish tasks when circumstances change rapidly and in unexpected ways. But such is the nature of real estate sales. Whether it's a global pandemic or the changing stages of a business cycle, real estate pros are constantly having to make adjustments based on market forces. 

And we should want it that way. The reality is, if everything worked all the time, if growing a real estate business was as easy as following a concrete roadmap, everyone would do it. The ability to make adjustments is one of the most important competitive advantages we have.

Now is perhaps the most important time of the year for this type of reflection....

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Stop Throwing Money Away and Layer Your Approach

Jun 22, 2020

Traditional real estate marketing is dead. In the age of hyper-connectivity and influencer culture, what used to attract clients tends to fall short. Gone are the days where sending out a certain number of mailers would garner a predictable and consistent amount of phone calls, appointment and signed agreements. Things are more complicated now. And although that sounds a little glum, it's really a positive notion. If real estate marketing was easy, everyone would master it, and flatten the opportunities presented to those that crack the code. So how do we thrive in this new landscape?

Here's the thing. They way in which human beings communicate hasn't changed. We read, we talk, we hear. It's all the same. What's really changed is the...

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The biggest opportunity of 2020...

Jun 15, 2020

With the market inching closer and closer to normalcy, it's time to take a step back and analyze the landscape, and the segments of the market that will provide the best opportunities for your business going forward. 

Several things have happened in the last few months that have the potential to affect the shape of real estate sales nationwide in the short term. Nearly 4% of all mortgages are currently in forbearance. That may not seem like a substantial number, but it equates to a few million homeowners across the country. 

When pushing their payments back, sellers are essentially deferring equity in their homes. This may create a situation for many would-be sellers that pushes their plans back and keep them in the home...

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Where your focus should be right now...

Jun 08, 2020

We're back! At least in most parts of the country, real estate sales are storming back with vigor. It's beginning to feel much like a normal summer marketplace, on steroids. And while that's a welcome sign of relief for a lot of us, it's important to keep our eye on the ball as things inch closer to normalcy. So where should your focus be right now?

For the eight weeks that our market was, more or less, shut down I preached the importance of continuing to build our pipeline. I knew there would be a rush of activity on the other side and I wanted to be prepared to get our unfair share. We were fortunate enough to put 26 homes under contract in the month of May. An incredible feat given the circumstances. 

But now we're facing the...

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